Sales Intelligence Blog

Sales are becoming trickier by the day. The pace of business is accelerating, industries are becoming more competitive, and customer expectations are growing daily. Salespeople need to act faster and smarter to stay competitive and keep conversions coming in.

It’s estimated that marketing and sales teams waste up to $2 trillion annually by focusing purely on revenue while overlooking growth and efficiency. This kind of waste is untenable in any context, particularly in the highly-competitive, fast-paced arena of B2B sales. Sales teams are also always expected to do more with less in order to help the business improve its marketing and sales ROI.

The B2B sales process typically spans multiple stages and involves multiple decision-makers. That's why it can be challenging to hone in on the exact reason whenever a deal fails to close. LinkedIn's 2021 State of Sales Report polled B2B decision-makers to find out what they consider B2B dealbreakers. Below is a summary of their findings that will help you avoid pitfalls and increase conversion rates.

After a $110 million dollar C round in March, Apollo.io recently announced a $30 million investment to open offices and hire 100 engineers in India. Let's explore a bit about the company.

Sales teams are constantly under pressure to do more with less. Without a sales prospecting plan, a lot of time and effort will be wasted trying to connect with, and nurture leads that may not even have the intent to buy. Predictive prospecting is all about getting ahead of the curve by identifying how, where, when, and with whom to invest your time.

Different sales metrics provide insights into the performance of different facets of the sales process. To get a holistic overview of how your sales are performing, you must measure, analyze, and cross-reference a number of different metrics.

At the end of the day, sales are not just about generating revenue but also about growing your company. If you lose as many customers as you make sales in each cycle, you will stay stuck running in place.

In B2B sales, watching a potentially valuable lead slip away can be particularly painful. This often leads to questions like, “What if we had been faster? More coordinated? Better able to engage each high-value client with a tailor-made approach?

Sales are the driving force that helps companies achieve greater growth and profitability. However, without the proper technology and processes in place, sales can be an extremely inefficient process. In fact, sales reps spend up to 64% of their working hours on non-revenue generating tasks.

After a dip during the COVID-19 pandemic, businesses are once again upping the stakes when it comes to B2B sales and marketing. In the U.S. alone, companies are projected to spend more than $23 billion on B2B advertising and marketing.