Author: Audience Advantage

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Why sales reps don’t like to use a CRM and why they should

“Why doesn’t our sales team use CRM as it should? We’ve introduced it especially for them!” A familiar board room complaint making sales directors and managers go nuts. Here’s the truth: most salespeople don’t like CRM. In fact, they tend to hate it. Studies indicate CRM users spend over 5...

The sales pitch is dead… long live the sales conversation!

The digital evolution seems to have put marketing in the driver’s seat of the sales process. Two-thirds of the sale takes place before the first face to face contact with your prospects because they get informed through digital media. You hear that a lot these days. But does it mean...

How augmented reality will change the B2B sales process

Remember Pokémon GO? While the hype may have faded away a while ago, this mobile game first introduced augmented reality (AR) to the masses, breaking a few revenue records on the way. Today, AR is gaining traction in lots of industries. Take IKEA, for example, that recently launched a long-anticipated...

Beauty sells, but not when only skin deep

How important is beauty still in sales? In times when authenticity, credibility and genuineness seem to have become more important, one may argue that things do not need to look good anymore in order to convince a potential customer. Is it still necessary to have a good-looking website, product or...

How to sell better to big companies

It can be a real turning point, securing your first big order. Whether you are a cheesecake factory trying to win an initial order from a food market or a small IT firm pitching to supply software for a major banking group (yes, like us), doing business with a “big...

Four reasons why you should cite sources

Often we get the question ‘Why should I cite sources? Nobody does that anyway.’ Here we’ll give you four reasons to go the extra mile and cite your sources. Academic air - The first reason is not the most important one, but it is the most convincing one to most people:...