Selling
Find the Right Metrics for Your Sales Team
“What gets measured gets managed” is a longstanding business aphorism. But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything. As a consequence, managers don’t have a clear sense of what is <i>really</i> driving sales in their …
ManagementHow Your Marketing Department Can Skyrocket Your Social Selling Success
Social selling truly is at the intersection of marketing and sales.<p>In any company, the marketing and sales departments are each essentially working toward the same goals:<p>Earn more qualified leads for the company.<p>Close more sales.<p>Grow the business.<p>Yet despite this, my team at The Marketing Zen Group …
Social Media MarketingHow to Measure Social Selling to Improve ROI
Social selling can be described as the art of connecting with sales prospects and building meaningful relationships with them, typically through your …
Digital MarketingLinkedIn Ads Don’t Suck Anymore. Here’s Why
LinkedIn Ads used to suck.<p>Especially compared to other social platforms, like Twitter or Facebook.<p>LinkedIn used to lack many of the features that …
Digital MarketingWhat is Account-Based Marketing? An Inside Look at How to Get High-Ticket Clients
The average click-through rate for emails is less than 3%.<p>Why is it so low? These emails often lack personalization and segmentation.<p>Not to mention, …
Digital MarketingHow to Drive ABM Transformation in Your Organization
Transformation doesn’t happen by itself.<p>Just because you’ve become convinced of the benefit of account-based marketing, it doesn’t mean everyone else in the company will be on board.<p>You’ll have executives to persuade, teams to align, and terminology to circulate.<p>In other words, if you want ABM …
Chief Marketing OfficersThe #1 Reason Most Salespeople Aren't Getting Any Results from Social Selling
What is social selling? It’s one of those terms you probably hear a lot but may not be able to define. At Sandler Training, we define social selling …
Social Media MarketingHow to Write For A B2B Audience in 2017
Free-Photos / PixabayWriting is writing, right? And compelling copy always converts, no matter the audience, right?No, not really.There’s a massive …
MarketingThe 20 Best Sales Pitch Ideas for Your Small Business
The best seem smooth and effortless, but great sales pitches are carefully crafted and delivered.Sales Pitch IdeasFrom carefully choosing your words …
Small Business3 Tips for Getting Past B-to-B Cold Calls and Lifting Sales With Account-Based Marketing
As marketing gm for Microsoft U.S., I receive multiple pitches a day.<p>For example, on Monday, my cellphone rang at 8:15 a.m. It was a sales rep at a …
Advertising Industry5 Best Practices for Effective Online Lead Generation
Internet has revolutionised the way of doing business. Now anyThe post 5 Best Practices for Effective Online Lead Generation appeared first on …
MarketingOracle launches largest B2B audience data marketplace
Content Marketing Specialist<p>Oracle Data Cloud today launched the largest business-to-business (B2B) audience data marketplace to help make …
Digital MarketingHow to Drive Real Results Through Sales, Marketing, and AI
Many companies find themselves asking the same question: <i>How do we authentically engage with customers throughout their entire buying journey, front</i> …
MarketingHow to Get More Clients Without Being Pushy
Three steps to help you earn more sales without pushing potential clients away.<p>As someone who travels the country for a living, one of the questions I get asked is, “As a service professional, how can I get more clients without being pushy?”<p>Because let’s face it: getting clients as a coach, …
Entrepreneurship12 Examples of How NOT to Use LinkedIn for Social Selling
Sales on social networking sites like LinkedIn can be tricky for people who are accustomed to the typically aggressive interruption style approach …
MarketingCure Your Digital Marketing FOMO! FOMOFanz
About this podcast<p>My goal for FOMOfanz is to turn the fear of missing out into the joy of missing out by translating the geek-speak and allowing …
MarketingHow Email Marketers Can Manage Their Database for Sales Funnel Tracking
<b>An effective B2B email marketing strategy has much less to do with email, per se, than you may think.</b> The best programs nurture and engage leads …
Digital MarketingLeveraging Sales Acceleration Technologies to Sell More and Sell Efficiently
Typically, a B2B sales process begins with a Marketing Qualified Lead (MQL) and ends at a Customer. Through each of these stages, it is vital that …
CRMStudy: More Frequent Sales Quotas Help Volume but Hurt Profits
Firms often struggle with finding the best way to motivate their salesforce. How much of a rep’s compensation should consist of a fixed salary and how much should be based on commission? Should commissions be capped? What’s the effectiveness of bonuses and other incentives? And so on. While past …
Harvard Business Review3 Visual Branding Tips That Help You Rock LinkedIn
Here's what you need to know to transform your LinkedIn profile and rock the busiest digital trade show on Earth.<p>We are inundated with social media do's and don'ts, but what about LinkedIn? The professional networking site isn't designed to operate like social media, and for that reason alone, most …
BrandingSales Cadence Benchmarks: How Often Reps Contact Leads
More than half of leads given to sales teams are never contacted by a sales representative or are are contacted only once, according to recent …
United Kingdom10 steps for a better 2018 sales compensation plan
While early in the second half of the year, it’s already time to begin thinking about sales compensation plans for 2018 (believe it or not).Before …
CompensationDoes Referral Marketing Work for B2B?
When most people think of referral or affiliate marketing, they tend to think of previous customers referring other like-minded individuals back to …
MarketingOn the darknet, drug buyers aren't looking for bargains
Trust is vital on drug-dealing sites, and key to disrupting them<p>MONTREAL - When drug users go online for the first time to buy opioids, they aren't …
ResearchFour Effective Ways to Market to Millennials
Ah, the elusive and lucrative Millennial market. Such a tempting conquest, yet so frustrating to conquer.<p>Connecting with this demographic is not …
MarketingWhat Makes a Good Salesperson? 25 Qualities to Look For
When hiring a new sales representative, look for the empathy of a good friend and the competitiveness of a star athlete in equal measures. Here’s a …
Small BusinessDigital Marketing is Dead - Tim Hughes
Tim Hughes (@Timothy_Hughes) is the CEO at Digital Leadership Associates providing social media consultancy for businesses. Tim helps organizations …
Digital Marketing#salesfail: 3 Gripes Buyers Have with B2B Sales & Marketing
We just wrapped up some research with our friends at Heinz Marketing looking at the differences between generational preferences on B2B buying …
Marketing3 Secrets of Sales Automation to Promote Small Business Growth
<i>“By increasing efficiencies through better qualifying leads and increasing effectiveness by ensuring sales efforts are more personalized and</i> …
Small BusinessTeaching startups the art of the sale
After building a product, the hardest test a startup faces is finding the first five to ten customers who are willing to bet on you when no one has heard of your company and when your product has yet to be battle-tested.<p>This is by far the hardest challenge for an early-stage enterprise software …
Product Management