Good Reads for B2B Sales – Sales Intelligence with Google


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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.

Tap CRM to Give Your Customers a Pleasant Surprise

Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests. Businesses should go deeper with data and create a competitive advantage, according to Bucholtz. Via CRM Buyer

Deal Value Or Buyer Value?

Salespeople tend to focus on how much potential deals are worth, but they should also assess the value that they can provide to customers, writes David Brock. By concentrating on buyer value, “we focus our deal strategies and next steps on things critical to the customer, instead of focusing on ourselves,” he writes. Via Partners in Excellence Blog 

Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear

Sam Richter, author of “Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. Via Marketo Blog 

3 Things Sales Leaders Must do to Stay in Sync with Their Sales Team

A Sales Guy Keenan says that most sales leaders have been guilty of not being connected with the sales team. He suggests an accountability process and that sales leaders put themselves in their teams shoes and really understand their challenges. Via A Sales Guy

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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