Danny Wong
5 Tips For Boosting Sales in Healthcare
The healthcare industry has undergone rapid evolution over the past decade. Regulatory and compliance changes have altered the way medical professionals work and what they need to get their jobs done. With greater access to information than ever before, they’re less reliant on medical salespeople and more likely to conduct thorough research on their own … Continued
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Video Content in B2B Sales: Creating Messages that Are Short and Sweet
The use of promotional videos is definitely not a new concept, but it is one that is becoming more and more effective with every passing day. Video can be a powerful means of communication when done correctly, and it is predicted to only increase in terms of its ability to influence both consumers and businesses. … Continued
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Going Small: The Difference Between Selling to Small and Large Businesses
Most salespeople focus on finding the largest clients with the biggest wallets possible. In theory, this is ideal, but it doesn’t always work in practice. Sometimes, going after many smaller clients has distinct advantages over chasing large or enterprise customers. Here are some of the most important reasons why you need to consider not only … Continued
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How to Use Big Data to Sell in Account Management
There are few more helpless feelings than seeing a stack of information and numbers that are both difficult to understand and labor-intensive to sift through. Even people who regularly work with big data can get lost in the mire and draw false conclusions. As the number of ways to collect data increases, the insights you … Continued
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How the Leadership Role Has Taken a Backseat in Account Management
Perhaps it’s hard to pinpoint the exact moment leadership became the loss of focus when applied to account management, but somewhere along the way it seems to have happened. No longer do account managers (AMs) see themselves as the master in their accounts, but rather feel like they’re meant to just maintain the business and … Continued
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6 Ways Engineering Firms Can Attract New Clients and Grow Existing Accounts
Many engineering firms focus most of their attention on operations, which is understandable considering the complex nature of the work. However, like any type of company, they must rely on a productive and effective sales operation in order to reliably communicate the value of their services to high-quality prospects. Gather as many details as possible … Continued
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Sales Acceleration Technology: Types and Benefits for B2B Companies
By 2017, companies are expected to invest as much as $30 billion in sales acceleration technology. But what is it? Sales acceleration tech helps frontline and behind-the-scenes salespeople identify qualified prospects, connect with them, and ramp up productivity during the selling process. Sales acceleration tools inform users about radical shifts in buying behavior and provide … Continued
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Will Account Based Marketing be the New Default for the B2B Market?
According to research from SiriusDecisions, over 90% of surveyed business owners believe that account based marketing is a critical ingredient to a sound marketing and sales strategy in the modern B2B buying landscape. The study also reveals that by 2016, approximately 60% of companies will have switched over to an account based marketing model. The … Continued
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The 7 Most Important KPIs for Measuring Sales & Marketing Alignment
Achieving ideal alignment between the marketing and sales teams often seems like a pie-in-the-sky dream for B2B business leaders. At its heart it requires a deep and detailed understanding among each team of the other’s unique situation. Once you get there, however, you can unlock the true potential of your sales and marketing departments. Organizations … Continued
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4 High Impact Account-Based Marketing Strategies
In the vast majority of companies, quantity trumps quality when it comes to sales and marketing tactics. In these organizations, marketing strategies include generic email campaigns, cold calling, and mass mailings. These strategies can be highly effective when selling coffee or maid services to consumers, but are often significantly less fruitful for organizations who need … Continued
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