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Alias Blog

January 8, 2020

Manufacturing and B2B sales are different because they often have a specific product with a specific message selling to a narrow market. In manufacturing, what works is dedicating staff or outsourced inside sales to do the hard work of mining cold leads, qualifying pro...

October 22, 2019

No company is immune to misalignments between Sales and Operations. Sometimes it even seems that Sales and Operations will never sync up completely.

It’s because the simple economics of supply and demand aren’t always so simple. Misalignment of Supply (read: Operations)...

June 13, 2019

An industrial component manufacturer came to The Alias Group with a list of over 2,000 sales contacts in a narrow market that they had no way of qualifying. The company had let this under-served segment grow cold and couldn’t determine either the current status or futu...

May 16, 2019

We are only a few days away from the series finale of Game of Thrones, and while everyone is speculating on how it all might end, it is also a great time to reflect on its legacy. Sure, we got lavish costumes and set pieces and spectacular special effects, but I will a...

May 2, 2019

I’d be very wealthy if I had a dollar for every time I’ve heard the leader of a company declare: “We don’t really need a brand guide,” “We all know what colors to use,” “We know who we are,” or “We have a brand guide, but no one really uses it or seems to know what it’...

April 22, 2019

Are you using your Customer Relationship Management system (CRM) to its fullest potential? I can almost guarantee the answer is “No.”

One of the most critical processes in today’s B2B sales strategy development is how sales teams use CRMs. Everyone has heard of the old...

March 28, 2019

There is no doubt that inbound marketing can achieve many things and generate leads with little physical effort. There’s also no doubt that inbound marketing will continue to evolve and adapt to new online paradigms. Yet, it’s also true that the payoff of digital marke...

March 7, 2019

It is understandable that many companies are skeptical when engaging a new relationship for outsourced inside sales. Management naturally assumes that all their years of industry experience and product familiarity cannot be transferred over to a new person very quickly...

February 26, 2019

Due to the pressure of a sales career, sales teams often band together to share sales tips and best practices to achieve their business goals. The best advice I ever received from a colleague was: “Build sales confidence.”

It was the best advice because it is a simple t...

February 8, 2019

Content marketing for B2B is different from B2C, and you should approach it with different goals in mind. Whereas B2C marketing can be full of flashy hype, B2B content marketing often succeeds best when it favors substance over style, honesty over hyperbole, and payoff...

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