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Adapting To the New Reality in B2B Sales Today
After diving into the most-asked question on Perplexity for B2B businesses - "How can we adapt strategies to address buyer hesitation, longer sales cycles, and budget constraints due to economic uncertainty?" - I've got some practical solutions. Having marketed for...
Too Scared to Spend on Marketing During Economic Uncertainty? Big Mistake!
Nearly half of small business owners are expecting sales declines according to a recent CNBC survey. This fear naturally leads many to slash marketing budgets—exactly when they should be doing the opposite. After spending 20 years marketing for giants like Pepsi...
The Resurrection of B2B Telemarketing: Yes, It Still Works!
Sitting here with the late spring sunshine streaming through my windows (while ironically packing winter boots for my trip to Ottawa!), I've been diving into research about telemarketing. Is this 150-year-old method dead in our digital age? The stats might surprise...
When Buyers Say No and Why It’s Your Fault
As a buyer of services for giant corporations for 18 years, I saw that B2B Buyers say "no" way more times than they say "yes" to a vendor trying to sell to them. Here are statistically the top 5 reasons why they do that and how to realize where it's your fault and...
Subscription Models: A Hidden Gold Mine for B2B Services
Fresh from attending the Scale It Live conference with other 7 and 8-figure Founders and CEOs in Pasadena (where I witnessed some wild weather, but that's another story!), I've got to share something game-changing about revenue streams. The subscription model...
Wake Up Your Audience: Presentations That Bore Buyers
After years of speaking at major venues like Nasdaq and the Harvard Club of Boston, here's a shocking news bomb: buyers tune out just 10 minutes into your PowerPoint presentation. Forbes quoted molecular biologist John Medina on this, and it's painfully true. Even...
Trade Show Success: Stop Throwing Money Down the Drain!
After lugging a man-sized banner across North America in a ski bag (true story!), I've learned a thing or two about trade shows. Let's get real - 80% of exhibitors use less than 5% of their budget on pre-marketing, and having tchotchkes on your table isn't a...
Active vs Passive Marketing: Stop Hiding Behind Your Social Media!
As a former corporate buyer for giants like Pepsi and BIC, I need to have a straight talk with you about passive marketing. I see you hiding behind those social media posts and AI-generated blogs! While passive marketing (advertising, content marketing, SEO, social...
Should You Hire a Professional Door Opener?
I want you to close your eyes and imagine sitting back in your office, just waiting for the calls to pour in from qualified corporate executive prospects who are actually willing to schedule meetings with you. Isn't that heaven? Well, that's the job of a...
Let’s Talk About Making More Money from Your B2B Clients
After spending decades working in the trenches on both sides of the corporate buying table, there's a truth that I've discovered: your existing clients are pure gold. Here's the reality - 91% of successful B2B sales reps are killing it with upselling and...
Cracking the Cold Email Code for B2B Success in 2025
As someone who spent 18 years marketing for giants like Pepsi and Pizza Hut, I can tell you that email marketing still packs a punch - but only if you do it right. Here's the reality we're dealing with in 2025: corporate buying teams average seven people (yes,...
Top B2B Sales Worries
Selling to corporations is hard. That's why less people do it. It's a tough competitive market, with less engaged buyers who are harder than ever to reach. Given all that, what are the top worries for these folks selling to the giants? The Long Sales Cycle Saga...
About Chala
Chala Dincoy is a Marketing Strategist who helps B2B service providers reposition their marketing message to successfully sell to corporate clients
