The Center for Sales Strategy Blog

Sometimes when you generate leads via inbound marketing, you can get a lot of information about your prospects and leads when they fill out a lead capture form. It really depends, though, on what you're willing to ask. You can ask things like name, phone number, email, company name, industry, revenue, and more. There's a lot of different variables you can ask for.

The tricky part is, when you ask for too much information, you might limit the number of people that are willing to provide all of that to you. Consequently, this might limit the number of leads you could generate. >>> READ MORE

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process.

The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment, and outdo competitors in functionality and price. >>> READ MORE

Artificial Intelligence and the Future of B2B Sales — Sales & Marketing Management

You wouldn’t expect Michael Phelps to skim the pool for dead mosquitos before a big race — he’s too busy warming up. So why drown your B2B sales team in administrative tasks better served by artificial intelligence? It makes about as much sense as asking Phelps to spend his time cleaning instead of swimming.

Most salespeople have far too many mundane responsibilities on their “to-do” lists. Each one takes focus away from wowing customers and engaging in continuous learning, and it robs your company of precious revenue. >>> READ MORE