6 Tips for a Successful B2B Sales Strategy

To increase B2B sales, it’s important to periodically revisit your B2B sales strategy. This is particularly relevant after the recent shift to a customer-centric sales approach. As information about products and services are increasingly accessible to B2B buyers, they trust online information and product reviews more, and a self-interested sales rep less. Rather than focusing …

Wholesale eCommerce Platforms: 6 Business Objectives to Consider

With US B2B e-commerce sales showing no sign of slowing down – projected by Forrester to top $1.8 trillion by 2023, and still only accounting for approximately 17% of overall B2B sales – wholesale businesses are increasingly implementing B2B e-commerce software as the cornerstone of their multi-channel sales strategy. In fact, spending on wholesale e-Commerce …

B2B E-Commerce: The Bullet Train for Today’s Wholesale Distributors

B2B E-Commerce: The Bullet Train for Today’s Wholesale Distributors

Technology has drastically changed the buying behavior of consumers. Window shopping has been replaced with window toggling; shopping carts are increasingly virtual… this we know. But here’s news worth sharing: B2B digital sales are expected to top $1.9 trillion by 2023, outpacing B2C growth twice over. That’s a staggering growth in the next three years. …

3 trending approaches for motivating your sales reps

Your sales reps represent a significant investment into the future of your company. Of course you want to make sure that your sales reps provide you with a correspondingly substantial ROI. Just because the all-star sales rep you hired showed all of the potential in the world doesn’t mean that they’ll still be performing at …

What is B2B Software, and Why Brands & Wholesalers Should Care

What is B2B Software and Why Brands & Wholesalers Should Care

Recent advancements in mobile technology have given brand manufacturers, distributors and wholesalers opportunities to sell, market and connect with customers and prospects more efficiently and effectively than ever before. Where tools like carefully-crafted, mobile-friendly websites, ERP and accounting systems, and social media marketing were once considered a competitive advantage, they are now the linchpins that …

Watch Industry Sales Operations: 4 Trends

The watch industry has gone through some significant changes in the past few years. While smartphones have made wristwatches a rare sight among youth and young adults, the recent introduction of smart watches has rekindled interest in the classic accessory as a flavor of wearable electronics and an extension of the smartphone. Online commerce has …

best blogs for B2B sales tips

The best B2B sales blogs to follow in 2020

Looking for the best blogs to follow for great B2B sales tips? Then look no further. I’ve reached out to sales leaders and professionals, including Pepperi’s own sales force, partners and customers, to ask which blogs they follow when looking for B2B sales inspiration. Here are the most highly recommended (ranked by relative popularity):   …

independent sales rep

Top 3 Reasons to Invest in Sales Automation Software for Independent Sales Reps

If you’re a brand manufacturer, wholesaler or distributor with independent reps on your sales team, you may be deliberating whether to invest in sales automation software for your independent reps. They’re not your employees. They come and go. You pay them on a success-basis anyway. Doesn’t sound very worthwhile, right? Actually, it can be a …

Cross-Selling and Up-Selling Tactics

15 Proven Cross-Selling and Upselling Tactics that Increase Average Order Size

Perhaps the easiest way to increase B2B consumer goods sales is to sell more to a customer that is already buying, using smart cross-selling and upselling tactics. The two are often confused, so in a nutshell, here is the difference:  Upselling encourages the ordering of anything that would increase the price of the primary product; …

Apples vs. Oranges

What’s the difference between SFA and CRM?

Like many other technology solutions used to support and streamline business and organizational processes, Customer Relationship Management (CRM) and Sales Force Automation (SFA) are often confused. There is a common misconception that they are interchangeable, but this couldn’t be further from the truth. So where does the confusion come from? The main reason for this …