Good Reads for B2B Sales – Buyer’s Need Early-Stage Sales Involvement


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Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear’s online B2B sales circles.

The Death of Salesmen is Overstated

Are salespeople relegated to the last one-third of the buying process? Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. Via Sales & Marketing Management

Great Sales Managers Inspire and Motivate … Just Like Great Teachers

It’s that time of year again, “back to school.” As great teachers know each student has different strengths. A great teacher focuses on those strengths and helps the student to build on them. Like great teachers, sales leaders should do the same. Look at your team and identify the natural talents each salesperson possesses, then focus on those innate abilities. Via The Center for Sales Strategy

The Rise of Social Selling

Keeping pace with today’s buyer has demanded change in the sales process. Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also. Via Sales Benchmark Index

Four Extreme Leadership Principles of a Navy SEAL

These four principles applied in Navy SEAL training can be applied to business leaders. A term often used in SEAL training is “Make it happen.” When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example? These principles can empower your team to become an unstoppable force. Via Forbes

Republished with author's permission from original post.

Dan McDade
Dan McDade founded PointClear in 1997 with the mission to be the first and best company providing prospect development services to business-to-business companies with complex sales processes. He has been instrumental in developing the innovative strategies that drive revenue for PointClear clients nationwide.


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