B2B Sales: Everything You Need to Know



Guest post by Dan Sincavage from Tenfold.

Business-to-business (B2B) sales are entirely different to consumer sales. Typically, the whole process is more complex. Sales reps need to deal with a head of a department or buying authority — someone who has the final say before a transaction can be completed. As a result, reps need to nurture business leads and slowly move them through the sales funnel. Here’s how these professionals master B2B sales and...

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7 ways to improve your business with Sales and Consulting Enablement

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In 2018 we are faced with digital transformation, technological disruption and cultural shifts. Changes is happing fast and it is often a challenge to keep your organizations knowledge up to date. At the same time B2B relations is changing, which increases the required skills from sales, presales and consulting.

Below are 7 ways how to improve your business with Sales and Consulting Enablement.

1. Make it easy to manage best practice 

Sharing of best practice is a key element of any...

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50-50 split - what really motivates your sales team? Presentation from Sales Innovation Expo 2018 in London

SalesValue CEO, Thomas Thejn presented at Sales Innovation Expo 2018 in London. Thomas spoke at the event about what motivates sales people. 


Many companies uses an aggressive bonus plan to keep the sales team motivated.

But what really motivates your sales team?

Get insights from brain psychology and practical experience.

  • How can you create a sales team that is on their toes and working intelligent?
  • How do you ensure a loyal...

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Things to consider when you launch a new B2B solution


Are you launching a new product or solution in the B2B market?

To bring your new solution fast and successfully to the market you need to create the needed sales content in an ongoing collaborative effort between sales, marketing and customer success. But how do you do that?

Your sales team needs a lot of content

B2B solution sales is getting more and more complex. According to CEB, now part of Gartner Group, studies this is because the purchase process for customers is also getting more and...

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How to measure the progress of your Lean Startup

This and following articles will give a detailed and practical example of how you can measure a lean startup, with one of the modern tools for Intelligence and analytics, TrueSight Intelligence. This and the next articles will be written as I build the solution and company. I will also focus on my lessons learned along the way.

My company

First a short introduction to the company.

I am building my company SalesValue. The company develops and delivers a Software as a Service (SaaS), solution...

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