--- title: Yellowstep B2B Marketing Performance Blog | Inbound marketing and sales articles | Thomas Cox (2) description: Manages digital and inbound campaigns that build brands, generate leads, and drive sales - with the audience always in mind. (2) --- [![Yellowstep (a Katapult Ltd brand)](https://www.yellowstep.co.uk/wp-content/themes/yellowstep-wp-sass/assets/svgs/yellowstep-logo.svg)](https://www.yellowstep.co.uk) - ![Menu](https://www.yellowstep.co.uk/wp-content/themes/yellowstep-wp-sass/assets/svgs/menu.svg) ## ![Thomas Cox](https://blog.yellowstep.co.uk/hubfs/YS%20Team%20Photos%202018/YS_TeamPhotos2018_TomC.jpg) Thomas Cox ## [What sales prospects want vs what they usually get \[Infographic\]](https://blog.yellowstep.co.uk/what-sales-prospects-want-vs-what-they-get) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • September 20, 2018 In a world where Netflix gives you recommendations for shows you'll love, and Spotify gives you 'Discover weekly' playlists, it's about time B2B marketers and salespeople took personalisation seriously. Here's what B2B sales prospects want (and what they usually end up getting) [Read More](https://blog.yellowstep.co.uk/what-sales-prospects-want-vs-what-they-get) ## [The sales growth trio - people, process, and technology](https://blog.yellowstep.co.uk/sales-growth-trio) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • September 14, 2018 As a leader looking for sales growth, if you get the right balance between the trio of people, process, and technology, then you’re onto a winner. [Read More](https://blog.yellowstep.co.uk/sales-growth-trio) ## [Sales motivation: 5 sales contest ideas to fire up your team](https://blog.yellowstep.co.uk/sales-contest-ideas) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • September 7, 2018 Hitting targets and growing business is not fun and games. But sometimes, research says, it should be. Take a look at these five sales contest ideas to drive more motivation, teamwork, and energy into your sales team. [Read More](https://blog.yellowstep.co.uk/sales-contest-ideas) ## [Inbound vs outbound sales: which is more effective?](https://blog.yellowstep.co.uk/inbound-vs-outbound-sales) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • September 5, 2018 Inbound and outbound sales: both have their pros and cons, but which should your sales team be most focussed on?In this blog, we will explore the merits and potential pitfalls of both, while showing that it's not 'one-size-fits-all' for all business types, sizes, and industries. [Read More](https://blog.yellowstep.co.uk/inbound-vs-outbound-sales) ## [6 common reasons why your Sales team can't close deals](https://blog.yellowstep.co.uk/why-your-sales-team-cant-close-deals) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • August 27, 2018 'Always be closing’ has been a famous mantra across sales teams for years. And for Sales Directors who lead a team who are struggling to make it happen, it can sound like the worst phrase in the world. Here are 6 common reasons why your sales team may not be able to close deals. [Read More](https://blog.yellowstep.co.uk/why-your-sales-team-cant-close-deals) ## [3 techniques to better understand your customer needs](https://blog.yellowstep.co.uk/better-understand-your-customer-needs) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • August 23, 2018 One of the biggest challenge for salespeople is having a full understanding of their ideal customers. Take a look at our 3 actionable techniques to better understand your customer needs and use it to strengthen lead generation and sales delivery right away. [Read More](https://blog.yellowstep.co.uk/better-understand-your-customer-needs) ## [Always be helping: What is Inbound Sales?](https://blog.yellowstep.co.uk/what-is-inbound-sales) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • August 20, 2018 Inbound sales is a personalised and helpful sales experience, focussed on a prospect’s needs, pain points, and goals. To be truly effective, you will need to have been supplemented with a contact’s data and information from first implementing inbound marketing. Read the full article to find out how to implement an inbound sales strategy. [Read More](https://blog.yellowstep.co.uk/what-is-inbound-sales) ## [6 essential pieces of lead intelligence your sales team needs](https://blog.yellowstep.co.uk/lead-intelligence-your-sales-team-needs) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • August 15, 2018 65% of business buyers say they’d switch brands if a company didn’t make efforts to personalise their communications. With that in mind, we’ve put together six essential pieces of lead intelligence that will empower your sales team. Take a look. [Read More](https://blog.yellowstep.co.uk/lead-intelligence-your-sales-team-needs) ## [\[Infographic\] 8 Sales Industry Insights that will help you Sell Smarter](https://blog.yellowstep.co.uk/sales-insights-that-will-help-you-sell-smarter-infographic) By [Thomas Cox](https://blog.yellowstep.co.uk/author/thomas-cox) • August 13, 2018 The right approach to data, technology, and strategy will break through to your prospects and rev up your revenue. With that in mind, we have taken a few stats that highlight potential issues facing the sales industry, and how they can be solved. Take a look at 8 stats that can help you sell smarter. [Read More](https://blog.yellowstep.co.uk/sales-insights-that-will-help-you-sell-smarter-infographic) [Previous](https://blog.yellowstep.co.uk/author/thomas-cox/page/1) [All posts](https://blog.yellowstep.co.uk/all) [Next](https://blog.yellowstep.co.uk/author/thomas-cox/page/3) [![Yellowstep (a Katapult Ltd brand)](https://www.yellowstep.co.uk/wp-content/themes/yellowstep-wp-sass/assets/svgs/yellowstep-logo-rev.svg)](https://www.yellowstep.co.uk) [![Yellowstep (a Katapult Ltd brand)](https://www.yellowstep.co.uk/wp-content/themes/yellowstep-wp-sass/assets/svgs/yellowstep-logo-rev.svg)](https://www.yellowstep.co.uk) [hello@yellowstep.co.uk](mailto:hello@yellowstep.co.uk) 28 Ashbourne Road, Derby. 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