With virtual selling becoming the norm vs the exception, it's never been more important to understand how to leverage digital channels like email to nurture at scale. However, a quick Google search for "best sales nurturing email templates" quickly reveals a glaring issue in every nurturing template you'll find — none of them are truly sales nurturing emails — they're all just poorly disguised sales pitches.  So let's fix that today with these seven virtual sales nurturing templates that we've been successfully using over the last decade to nurture sales prospects, build strong, trust-based relationships and initiate conversations that ...

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When recently asked, many B2B buyers of complex solutions strongly preferred a purchase experience free of sales rep interactions altogether. The nearly 1,000 Business-to-Business buyers survey revealed that 43% of surveyed respondents preferred a rep-free buying experience. When cut by generation, 29% of Baby Boomers wanted to remove sales reps entirely. A feeling shared by 54%of Millennials. Ouch. And this isn't the only study to reach similar conclusions. It definitely seems that a potentially dramatic generational shift in business-to-business buyer engagement preferences is occurring right in front of our very eyes. But what at first appears a challenge, is actually ...

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The problem with most posts sharing B2B Social Media Marketing best practices is they're written by agencies and consultants that don't employ paid sales teams. The B2B social media strategy that works for them likely doesn't work for most small, mid-sized, or enterprise-level B2B companies. That's why you see a lot of talk about thought leadership, content creation, templates, and scripts that, once adopted, will "guarantee your social selling success!"  Barf. 🤮 So today, let's cut through the thought leader BS and talk about (in our opinion) the five essential elements that form the foundation for any successful B2B ...

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Do you long for the old days — where all of your major pitch meetings were held face-to-face vs being forced to present your team's pitch deck via a Zoom Call? I don't blame you, since we all know research shows it's easier to make a good first impression via a face-to-face presentation than a virtual pitch presentation. But all may not be lost. Just follow these 18 proven virtual selling skills tips, and you and your team will feel right at home designing and delivering your next virtual pitch deck.  The Benefits of Pitching Virtually The most obvious ...

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They say you only get one chance to make a first impression. And in the world of virtual sales prospecting, the punishment for failing to make a good first impression could just end up eliminating your ability to communicate with the person you're trying to connect with forever. So, let's talk about how to make sure that doesn't happen to you — ever. Why Are First Impressions So Valuable?First impressions are so valuable because they are often made within the first few seconds of initial exposure to you, well before you can take action to correct mistaken beliefs. For instance, ...

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All B2B content falls into one of two content classes: there is 1st-Click Content (the kind you're most familiar with) and 2nd-Click Content, the kind most B2B marketers are not yet producing but should be, to truly arm their Sales Teams for social selling success. But not all 2nd-Click content is created equally and today I'll share our proven template for making great 2nd-Click content that helps your Sales Teams have conversations that convert to customers.  How Do Salespeople Use 2nd-Click Content to Sell More Effectively? We've long lived in a self-educating buyer world where those buyers really don't ...

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