15 B2B Sales Articles You Need To Read to Win More Business

If you're in sales, you understand that your job is to drive your company forward. To become a top performer means ongoing education and staying ahead of the trends, techniques and methods needed to close in today's competitive business environment. The Internet has done a lot to level the playing field, especially when it comes to sales. That's why it's important to stay current.

Here are 15 recent “must read” articles that can help you to win more business in the coming year!

6 Fatal B2B Sales Mistakes You Must Avoid
– by Marc Wayshak

Sales can be a lucrative and rewarding profession, but unfortunately most in the field make the same mistakes over and over. Fix your approach and avoid these six common close killers.

Blending the Old and New Schools of B2B Sales
– by Bill Butler

In the past few years technology has changed the sales game. While these high-tech tools can help you to generate sales, the fact is the old school techniques still really matter. Learn how to blend new and old techniques to supercharge sales.

Here's How to Optimize Your B2B Sales Strategy for Selling to the Hospitality Industry
– by Danny Wong

The hospitality industry is growing fast. That means more opportunity than ever before for enterprising B2B salespeople. This article can help you understand the unique challenges of selling to the hospitality industry.

How B2B Sales Can Benefit from Social Selling
– by Lawrence Minsky and Keith A, Quesenberry

Social media has changed the way we communicate with friends and family. This article addresses how sales can benefit from B2B social selling techniques.

6 Strategies for Overcoming Buyer Hesitation in B2B Sales – by Danny Wong

Another piece from though leader Danny Wong explores how you can overcome objections and turn a no into a yes. These six strategies can help you to accelerate the sales process even when prospects show doubt.

Back to Basics: What Social Selling Is and Isn't
– by Miriam Auer

Great read about what social selling is and isn't and how you can use this technique to grow your qualified leads.

260 Sales Terms from A-Z: The Updated Glossary of B2B Sales Definitions – by Max Atschuler

A practical sales glossary, this article is especially good for newbies who are still learning the ropes... and it's a fun re-fresher for sales vets too!

Clever Digital Advertising Techniques the Impact Your Bottom Line – by Gaetano DiNardi

Advertising is changing. Traditional methods don't have the impact they used to. To be effective you need to advertise where your customers go for information, and that means digital channels. This article is full of tips and tactics on how to better incorporate digital marketing into your sales strategy.

12 Months. $1.5 Million. Zero Cold Calls
– by Scott Salkin

Interesting read about building a B2B company using new school tactics and methods. This article can help you to build your brand, identify your market and focus on the customer.

10+ sales pitch pet peeves I could seriously do without – by Matt Heinz

A great look at what NOT to do. This is a short list of annoying tactics that some B2B sales teams use that are less than effective. Interesting perspective from an interesting author.

9 Awesome Ways to Boost Sales
– by Toni Okeson

Want to boost your sales? This article offers 9 helpful tips like focusing on your customers and increasing performance over profits.

5 B2B Marketing Strategies You Need to Consider – by Daniel Scalco

When you align marketing and sales your profits will soar. Here are 5 B2B marketing strategies that can help you do just that.

B2B Sales and Marketing Alignment for the Win

Another article on the importance of aligning B2B sales and marketing. Plenty of insight from current thought leaders on the how and why alignment in crucial in today's competitive environment.

5 Steps to A More Effective B2B Sales Approach
– by AJ Agrawal

Success in B2B sales hinges on your approach. This Forbes article outlines a 5 step plan for increasing sales by undertaking an approach of information gathering before you make the first call.

Grow B2B Sales By Adding One Vertical Market After Another – by Larry Mylar

Narrowing your focus to one market can grow your sales. This piece explains how to capture a vertical space and use it to branch out into other markets.

Ongoing education is a must for effective sales growth. By staying current with new trends and techniques you'll be ahead of the game when it comes time to head out into the field. These fifteen articles can help you go into the new year ready to grow your sales base and increase your close ratio.