Entries by Gerard Bottomley

One revenue growth tip for Sales Leaders that’s a real pay off

Sales are at the heart of every business, and when they are lackluster, it can spell disaster. Unfortunately, when many business owners see the numbers coming up short, they rely on flash-in-the-pan tactics like short-term incentives for salespeople, price reductions for customers, and sometimes just berating the sales team for non-delivery on goals. The problem […]

7 Behavior Insights to Attract Small Business Customers

  Small businesses practice distinct buying behaviors For providers of value-added services or products who need to market to small business buyers, it’s critical to understand their needs and constraints. These seven proven behaviors summarize how, why and when buyers make their decisions and transactions. 1. Business owners have a distinct vendor selection process. Based on information from a Gartner study, […]

6 Ways to Make Sure Your Sales Emails Dont Go to Spam

From Fortune 500 companies to scrappy startups, sending sales emails on a regular basis is a reality, so a large amount of time, strategy and effort goes into the process of sending these emails. Yet, there is a massive blocker standing in the way of reaching your target’s inbox: spam filters. 1. Limit Links Having an excessive amount of […]

10 Skills You Need to leap ahead of your competition

According to Forrester, 93 percent of B2B (business-to-business) buyers say they “prefer buying online rather than from a salesperson.” Ugh. Today, the most successful salespeople are part technician, part tactician and part consultant. The most effective selling style differs from market to market and product to product. Yet there is an evolving formula most effective in the majority of markets where technology is […]