Think you’re ready to play with the big dogs?

Big companies take on risk when they work with small companies, so you’ve got to play by their rules. You’ve got to speak their language, work on their timeline, and listen to their needs.

In this episode Andrew Drake, Executive VP of Business Development at SmartPay Leasing, explains three techniques small companies can use to close their biggest prospects.

Who is the best leader you know? What are the specific qualities

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Is following someone on Twitter the new (and improved) handshake?

It may be more informal, but it’s ridiculously informational. Twitter gives you the ability to learn about people’s interests, thoughts, and needs, and to leverage that information when reaching out. The tool makes it easy to create 1-to-1 connections, no matter your location, with other B2B companies, and to start growing your network.

In this episode, Santosh Panda, Founder and CEO of Explara, explains how he would not have been a successful entrepreneur by now if it weren’t for Twitter.

Hold on to your hats with this statistic: less than 1% of leads turn into customers.

It’s a bleak stat, but not all hope is lost! Through strategies like account-based marketing, you’ll be able to start seeing better conversion rates. If you’re just starting out with account-based marketing, here are a few ways to get started.

In this episode, Sangram Vajre, Co-Founder and CMO at Terminus, shares three quick wins you can get when starting with account-based marketing.

We know your product is awesome and your customer base is loving it, but listen here:

Not every customer is a good fit for an upgrade.

Do not mass-blast your entire customer base with an upgrade offer that asks them for more money. If you want to accelerate customer upgrades, you are going to have to take a more strategic approach and target a select market within your existing customer base.

In this episode, Kevin Karner, Head of Customer Growth at Drift, walks us through 3 ways to accelerate customer upgrades through strategic outreach, sales roles, and tailored channels.

Don’t let cold emailing be the bane of your existence.

The number of tools and techniques available to automate, personalize, and simplify cold emailing is dumbfounding. Take advantage of them!

In this episode, Justin McGill, Founder of LeadFuze, shares time-saving tools and tips that remove the burden of cold emailing.

Don’t let your website be a stagnant brochure online.

It’s sad to say that there are still B2B companies today that have a “brochure” website and think it’s  a valuable online presence. If your website isn’t generating leads, you’re losing business.

Tactics like providing valuable content, clear positioning, and increasing conversion rates are just some of the ways your website can help you at every stage of the sales cycle.

In this episode, Eric Sharp, Founder of ProtoFuse, walks us through the three phases to turn your website into a lead-generating machine.

In this episode, James talks about Gary Vaynerchuk's "Jab, Jab,

Then he shares his very own "right hook".

The term “customer success” sounds like something that should be on a cheesy motivational poster.

Regardless of how it sounds, customer success is a reflection of a company’s heart for their customers. It’s a dedication to strengthening relationships with customers and equipping them for success.

In this episode, Joe Loveless, Director of Customer Success at PowerDMS, dissects the three pillars of customer success.

Creating a repeatable sales process can clear up a lot of brain space, but it takes a hefty time investment in the front end.

To nail it, you’ve got to research and learn about every stage of the sales cycle. You can guarantee there will be challenges along the journey, but keep testing and learning and you will discover a process made for success.

In this episode, Meni Morim, Co-founder and CEO at Findify, shares his firsthand experience with creating a repeatable sales process.