September 23, 2016
Every two weeks we will share some of the best articles we’ve found that cover the most pressing topics in business, finance, tech and more. Follow along on a daily basis with our Twitter account @Vendavo and on our LinkedIn company page.
Summer is officially over. We’re right in the middle of the saddest few weeks of the year. The relaxing atmosphere of the summer is fading away for the stress of gearing up for the final quarter of the year. For this week’s edition of the Social Round Up we have a theme to help you escape a bit: Sales.
As always, let us know what we may have missed!
Synopsis: B2B Sales is a dog eat dog business. The competition is fierce and there is no denying its importance to modern business success. There is a big difference, however, between generating leads and converting them. Keep these 5 tips in mind the next time you discover a new lead.
Key Quote: “You should already know about the person you’re getting in contact with before you pick up the phone.”
Synopsis: The B2B Sales cycle is typically longer than its B2C counterparts. Along the way from first contact to deal closure, there are numerous opportunities to make mistakes. This article from AlleyWatch highlights 10 mistakes you could make a long the way and how to avoid them.
Key Quote: “Never mention discounting upfront. It puts you in “vendor” mode and shifts discussion from value to price. It also puts you at a significant disadvantage because the discount becomes the new base price during the negotiation phase.”
Synopsis: There is often confusion surrounding the difference between sales management and sales leadership. Management focuses more on operational excellence and execution. Meanwhile, leadership emphasizes long-term success from the strategic level. Here, Dr. Javier Marcos provides a few secret ways to become a leader, not a manager.
Key Quote: “A sales leader needs to be able to formulate a compelling vision (transformational) but also allocate resources to accelerate strategy execution.”
For a look at previous editions of the Social Roundup click here and be sure to check back in two weeks for more updates!