B2B Reads: Uncomfortable Sales Strategies, Hedging, and the Digital World

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

How Marketing Can Make Events Work
Events can be stressful, time-consuming, pressure-cooker situations. But they don’t have to be if they’re done right. Thanks for your insight, Madeleine Bergquist.

5 Types of Content Your Website Needs to Make Users Explore More
A look at some of the different types of content to include on your website to keep anyone engaged. Thanks, Manisha Sukhyani.

How Sales Teams Can Thrive in a Digital World
The digital revolution’s impact on sales organizations isn’t as simple as digital replacing salespeople. A great read from Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer.

An Uncomfortable, but Highly Effective Sales Strategy
Sometimes it’s uncomfortable for sellers to slow down, but often that will produce the best results. Great insight, Jill Konrath.

Hedging: The Speaking Habit Harming Your Credibility
Are you familiar with ‘hedging’? You might not even realize you’re doing it. Interesting read from Amy Boone at Ethos3.

How Email Responsiveness Builds Trust [Infographic]
Email isn’t dead and it’s important you don’t ignore it. Thanks for the infographic, Brian Wallace.

Consultative Selling Techniques: 6 Ways to Earn Trust and Sell More
A look at consultative selling and how it differs from traditional sales techniques. Thanks for the advice,Conner Burt.

Multi-Cycle Nurture Processes – Triple the Return on Marketing Investments
Nurturing is essential for both inbound and outbound lead generation. Thanks for your thoughts, Dan McDade.

Put B2B Content in Context Across the Customer Lifecycle
Sometimes B2B content can be out of context for many buyers. Thanks for your insight, Ardath Albee.

3 Key Questions to Ask Yourself When Creating Your Personal CEO Brand Strategy
It’s not just your company brand that needs planning and implementation, your CEO brand does too. Great article, Karen Tiber Leland.

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