B2B Reads: Silent Prospects, Bingeable Content, and Dealing with Rejection

July 15, 2017 Rebecca Smith

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

In the meantime, here are some B2B Reads we love:

Are Your Rep Incentives Hurting Your Sales Efforts?
Using money to motivate and create fear when it comes to compensation plans is an outdated approach. We need more personalized incentives in order to get the best results from sellers. Great article, Colleen Francis.

30 Interesting Non-Selling Subjects to Make You Better at Selling
Really interesting how seemingly random things can have connections to selling. Thanks, Dave Kurlan.

Why Prospects Go Silent—And How to Fix It
Great look at why prospects might go silent after they receive the proposal. Great insights, James Muir.

Bingeable Content: How to Move Buyers Through Your Sales Cycle Faster
Marketers should “make like Netflix” and create content that prospective customers can binge. Thanks for your thoughts, Marcia Riefer Johnston.

Technology Moves Forward With You Or Without You
As technology changes, should we keep up with it? Or stick to what we know works already? Interesting points, Miles Austin.

3 Enablement Levers to Maximize Lifetime Value of Sales Talent
Some great tips on using sales enablement to maximize the revenue impact of every rep in your organization. Thanks, Meera Mehta.

7 Tips for Strategic B2B Marketing Planning
It’s important to align your marketing plans to the strategic goals of your business. Here are some tips from 7 B2B experts. Thanks for putting this together, James Thomas.

Dealing With Rejection When You Lose The Sale
Don’t take rejection during a sale so personally! Thanks for your insights, Amy O’Connor.

30 Things I Wish Sales People Would STOP…
Some things to avoid when it comes to being a salesperson. Thanks for your thoughts, Mike Weinberg.

Why Your Sales Scripts DO NOT Work
A great look on why sales scripts just don’t work. Thanks, Mike Crandall.

 

The post B2B Reads: Silent Prospects, Bingeable Content, and Dealing with Rejection appeared first on Heinz Marketing.

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