B2B Sales

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May 22, 2018

Each one of us has a unique way by which we absorb information and learn. Our individual decision-making processes (heuristics) are based on our unique personality types. Some people like fact-based... Read More

April 6, 2018

Most companies today recognize the benefits of a customer intimacy strategy. By knowing more about a customer, you can adapt products to specific customer needs. Communication can be tailored to meet... Read More

April 3, 2018

Yes seriously! That may sound as ridiculous as the thousands of sales initiatives stuck in Account-Based Marketing (ABM) quagmire. xiQ offers a different and more direct route to personalizing B2B... Read More

April 3, 2018

As B2B marketing continues to evolve marketers are continually challenged to identify and attract the right types of buyers and influencers and keep them engaged along the customer journey. As the... Read More

March 28, 2018

Personalize Sales Engagement The number one customer complaint in B2B sales is that sales reps show up unprepared. The famous adage in Sales is that you buy from people you know and from people who... Read More

June 2, 2017

DIRECT SALES IS CHANGING Buyers Have Completed 57% of the Process by the Time They Start Talking to Suppliers. The Challenger Customer Your best prospects are doing their homework on you and your... Read More

June 1, 2017

As a sales leader, I’m consistently amazed at how much better the clients are at explaining the value of an offering. I’m a professional communicator but when I tell a story it pales in... Read More

April 27, 2017

Knowing your customers better than they know themselves is the golden mantra of sales success. Easier said than done! How do you stay on top of an ocean of constantly growing information? There are... Read More

February 18, 2017

In a hyper-connected world, executives need immediate access to very precise information that drives intelligent and thoughtful decision-making. The landscape for business intelligence has changed... Read More

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