Laney Miller
What B2B Offers Help Produce More Qualified ...

Don’t want to waste your time on unqualified leads? You’re not alone. One of the hardest parts of B2B sales is filtering out prospects who aren’t right for your products or services – and focusing your sales efforts on truly qualified leads.

But with the right B2B offers, you can make your products and services more appealing, reduce the impact of unqualified leads, and target companies that can truly benefit from what you’ve got to offer. How? We will explain throughout this blog.

What B2B Offers Help Produce More Qualified Leads? What You Need To Know
Laney Miller
What Characteristics Should I Be Looking For In ...

Are you a small business owner hiring your first salesperson? A sales manager looking to add more staff to your existing sales department? Whatever the case may be, there are some key things you need to look for when recruiting and hiring salespeople. 

We’re experts in B2B sales – and there are five character key traits we look for whenever we’re growing our team. Throughout this blog we’ll give you the inside scoop on what you should be looking for when it’s time to add more sales members to your team.

What Characteristics Should I Be Looking For In Effective Salespeople?
Laney Miller
7 Simple Steps For Improving Post-Conference ...

You finish up your weekend at a trade show or conference and you’re feeling great. You’ve had tons of great interactions with potential customers. But then the next work week rolls around. You reach out to your hottest leads – and get nothing.

What gives? Why are you having trouble connecting with leads, and what can you do about it? Let’s take a look at seven simple steps you can implement to improve post-conference lead engagement and your overall follow-up process.

7 Simple Steps For Improving Post-Conference Lead Engagement And Follow-Ups
Laney Miller
How Has B2B Prospecting Changed Post-COVID? ...

There’s no doubt that COVID-19 changed a lot of things. From supply chain shortages to stock market crashes, the pandemic had a big impact on the entire world. And it continues to do so, despite vaccines and public health policymakers helping to keep it under control.

Businesses were also deeply affected by COVID-19, particularly the world of B2B sales. If you sell B2B products or services, it’s important to understand the changes caused by COVID-19 and how your sales team can adapt. In this blog, we’ll take a look at a few of the top post-pandemic changes that have affected both buyers and sellers.

How Has B2B Prospecting Changed Post-COVID? Understanding The Top Trends
Laney Miller
Do People Still Pick Up The Phone? What You ...

If you’ve got more than a few years of sales experience under your belt, you may have noticed that it’s harder and harder to get through to a real person when you’re making a sales call. Many people send calls right to voicemail, or completely ignore them without a second thought.

It’s definitely still possible to reach potential prospects by phone. But it’s important to understand why pickup rates are dropping, how you can maximize your success rates, and the other channels you can use to augment a phone-based marketing strategy. In this blog, we’ll discuss all of this and more!

Do People Still Pick Up The Phone? What You Should Know About Phone-Based Marketing

Inside Sales, science feeding art

Inside Sales, science feeding art

There is absolutely an aspect of art in the execution of a successful sales process.  But there is also absolutely a needed aspect of science to sales in order for your business to be as successful as it should be. 

This post, and a series of posts to follow, are intended to be at least thought-provoking, if not instructional, on how to approach your own sales funnel and client acquisition planning.  In later posts, I will share thoughts and processes on how to make decisions on execution plans related specifically to inside sales activity and early-funnel movement.

Would you like to learn more about Incept Grows Solutions?