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Reviving the Power of B2B Sales Presentations: Strategies for 2024

Iannarino

Elevate your B2B sales strategy by mastering the art of the impactful presentation.

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The Evolution of B2B Sales: Key Strategies Through the Decades

Iannarino

Explore how B2B buying changes have reshaped sales strategies over the years, and what it means for your business today.

B2B 253
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How to Win Deals in B2B Sales: Strategies for Creating Value and Becoming Consultative

Iannarino

Unlock the secrets to winning more B2B sales deals by mastering the art of creating value and adopting a consultative approach.

Consult 203
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A List of Failure Points in B2B Sales Conversations

Iannarino

There are several potential failure points in B2B sales conversations , and sales leaders pursuing net new revenue will need to address them to reach their sales goals and targets. Every salesperson may have different failure points that require development through B2B sales training or coaching.

B2B 207
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Sales Effectiveness: The B2B Sales Leader's Guide

This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment. You’ll get a deep dive on: Proven methods for warming up cold calls Coaching points for responding to price pressure early and often Front-line examples of how to win the battle for customer retention

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For Those Being Left Behind in B2B Sales

Iannarino

There are several reasons one might fall behind the changes in B2B buying and B2B selling. Just like our clients fall behind, sales organizations can miss an inflection point. They can be like a prospective client that believes what they do is good for all seasons, even if they haven’t made changes in five decades.

B2B 269
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Elevating Business Acumen: The Key to B2B Sales Success

Iannarino

Success in B2B sales requires an increasing amount of business acumen. One reason a salesperson beats their competitors is because they look, sound, and feel like a business advisor.

B2B 275
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6 Proven B2B Marketing Strategies and How to Use Them

What happens when strong partnerships, cross-channel strategies, and compelling content come together in a B2B marketing campaign? Get an in-depth look into six successful B2B marketing campaigns across a wide range of industries. Happier customers. Higher revenue. A healthier bottom line. How to make the most of every campaign.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. Get started today.

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Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Key tactics for assessing the completeness, coverage, and consistency of B2B data. After reading, you’ll gain insight into the following components: How to develop a framework for analyzing a vendor’s contact and account data. Critical integrations that fit directly into your sales processes and workflows.

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Why B2B Contact and Account Data Management Is Critical to Your ROI

Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. However, investing in new technology isn’t always easy, and commonly, it’s difficult to show the ROI of data quality efforts.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. Those implementing a B2B sales and marketing intelligence solution reported that they have realized 35% more leads in their pipeline and 45% higher-quality leads leading to higher revenue and growth.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.