Dan McDadeMarch 26, 2015 In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff, I asked him if I could share his … Continue reading 4 Tips to Power Up Prospecting in 2015 – #2: Commit to It!
Dan McDadeMarch 24, 2015 Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business … Continue reading 4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
Personal Branding BlogMarch 25, 2015 The luckier salespeople are provided with decent sales training, but there is always room for improvement. Many trainers insist on memorizing scripts and practicing role-play. The problem with this is that the salespeople who excel are anything but average, but this type of training is for the average person. So … Continue reading Adapt Sales Strategy to Your Style to Improve Results
Kaitlin StichMarch 24, 2015 Webinars and videos are well established as essential lead generation tools for B2B marketers. These content formats have broken the monotony of static legacy content to provide richer, more engaging experiences for prospective business buyers, while also offering more data collection opportunities for marketers. The result is more actionable customer engagement … Continue reading Why Webinars and Videos Are Critical to Educating Prospects at Each Stage of the Sales Cycle
John FakatselisMarch 24, 2015 We’ve had many debates within our team about tracking buyer activity: when they open emails, access portals, view documents, view specific pages for X amount of time. We track all of that with our solutions, but for years now, we’ve been reluctant to expose the information—to make it part of our … Continue reading Catching Buyers in Their Moment of Interest
Dave BrockMarch 9, 2015 Hold onto your outbursts of, “Dave, you’ve lost it!” Also, recognize that I may be playing a few word games–but with a purpose. I’ve become distressed with the state of thinking about “Value Propositions.” Too often, they are viewed as the “silver bullet.” Wishful thinking like, “If I just get the … Continue reading Throw Away Your Value Proposition, It’s Meaningless!
Joanna JonesMarch 2, 2015 Humans are a hard-headed bunch. We learn through repetition. We learn through repetition. We learn through repetition. It’s no wonder, then, why upper management balks at having to spend resources on training, because most training programs are a one-hit wonder. It’s easy to sympathize with the hesitation to invest more into … Continue reading Training is More Than a One-Hit Wonder
Katie MartellFebruary 28, 2015 There’s plenty of fervor around the need for buyer personas; so why do some fail to deliver real value? From where I sit, we have entered a new phase in the evolution of buyer persona maturity in marketing– or maybe this has been the phase we’ve been stuck in ever since … Continue reading Why Personas Fail
Steve MyringFebruary 25, 2015 Generally owners of brick-and-mortar stores do not expect big results from online marketing. Many misunderstand online marketing it as a strategy strictly meant for online businesses while others look at it with a great deal of skepticism. So, does online marketing influence in-store sale? Yes, it does. According to studies by … Continue reading How Online Marketing Can Trigger Your Offline Sales
Brian SimFebruary 18, 2015 In our first post, Going Mobile, we broke down cross-device targeting into two separate components – cross device matching and targeting – and explained how cross-device matching works. In this post, we’ll take a deeper dive into the targeting and ad delivery part of the story. Let’s go back to a … Continue reading A Closer Look At Cross-Device Targeting and Ad Delivery
