Articles about b2b sales


4 Big 2020 Sales Enablement Predictions

Last updated: 01/10/2020

The first and only report of its kind that looks at the impact of customer service bots on standard contact center KPIs such as CSAT, TTR and TTFR. We've analyzed 71 million bot...

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How to Create a Sales Follow-Up Process - LeadBoxer

Last updated: 01/08/2020

How to Create a Sales Follow-Up Process Sep 24, 2018 | Email , Marketing , Sales It’s a commonly cited statistic that only 2% of sales are made during the first meeting . That’s...

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Sales Investment Strategy: The Constant Balancing Act for CSOs

Last updated: 01/01/2020

Along a favorite hiking trail, I’m always fascinated by an ever-changing assortment of rock art. No, not rock music, but rock balancing. Hikers with a keen eye for balance and...

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5 Ways to Cut Through the Noise With Buyer Enablement

Last updated: 01/01/2020

So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should...

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How to maintain an optimized B2B sales funnel

Last updated: 09/07/2019

Companies have to consider the sales funnel or commercial pipeline in stages as a way to maximize their income. But for this funnel to be optimized – that we get the most out of...

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A Closer Look at Sales Enablement Trends in 2019

Last updated: 09/07/2019

With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts.  A quarterback wouldn’t be too effective with no receivers to throw...

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A fresh perspective on the Challenger Sale research

Last updated: 08/27/2019

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The...

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The Why and How For Marketing and Sales Assessments

Last updated: 08/25/2019

Before joining TOPO as a Research Analyst, I was a marketing strategist at high growth B2B tech companies and always looking for ways to drive efficiency (more quality revenue...

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3 Sales Skills That Even Veterans Need To Practice

Last updated: 08/16/2019

Sales skills are still widely misunderstood. An HBR article on how to improve your sales skills, outlines the common misconceptions that people have about sellers. The general...

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What is Sales Enablement All About?

Last updated: 08/16/2019

For many of us in sales, we have heard the term sales enablement increase in business conversations. These two words may seem simple enough, yet they tend to leave many of us...

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