Your Guide through Human-Inhabited, AI-Driven Terrain As we embark on a new year, what’s in store for B2B sales? AI is on everyone’s lips, but as humans will always be part of the B2B buying and selling process, today’s sales topography reveals a much more contoured...
Last year, we made some predictions about what should be on B2B revenue leaders’ radars in 2024. What did we get right? What did we miss? We checked in with our experts and rated ourselves. See how we did. Prediction: New B2B Customers Will Remain ElusiveRating:...
How to Spin Long-Tail Customers into Gold In this series, we’re exploring the untapped potential long-tail customers offer B2B sales organizations. Part 1 exposes why long-tail customers, or those who spend below a certain revenue threshold, are hidden gems of...
Prospecting for B2B Long-Tail Customer Gold 80% of your revenue comes from 20% of your top customers, and it’s natural to focus your resources on those larger accounts that do most of the heavy bottom-line lifting. But doing so at the expense of your long-tail...
In my 20+ years of sales experience, I’ve observed all types of B2B salespeople in a wide variety of industries. As is true in any profession, not all salespeople are equal in their performance. Every team has top performers and average performers. I’ve been fortunate...
