4 Keys to Exceeding the Expectations of the Evolving Customer

Sun, 12/08/2019 - 19:34 paulnolan

B2B customers expect highly connected, personalized, easy-to-navigate experiences just like those on the consumer side. Here are four ways that small and medium-sized businesses can exceed the expectations of the evolving customer and achieve consistently high-quality engagement.

Using a Podcast to Measure ROI In 3 Ways

Fri, 12/06/2019 - 07:21 paulnolan

Podcasts are a great way for B2B companies to raise brand awareness, but the benefits don't end there. They present a larger opportunity to engage a core audience throughout the buyer’s journey while measuring the impact of those efforts.

Tactics to Guarantee Your Team Will Dominate the New Year

Mon, 12/02/2019 - 06:21 paulnolan

Armed with the right metrics and a clearer idea of how the current year is playing out, your sales team will be ready to start preparing for the year ahead.

4 Reasons Why the PDF Is Bad for Business

Fri, 11/29/2019 - 00:00 paulnolan

In order for businesses to perform at optimal levels and compete with digitally transforming companies globally, it is time to switch to something more dynamic than the static PDF.

The Art of the Bluff: How This Poker Tactic Could Boost Your Sales

Mon, 11/25/2019 - 15:59 paulnolan

How this staple tactic of the poker table can be a valuable and valid tool in sales negotiations.

Key Questions Every Underlying Business Model Should Answer

Fri, 11/22/2019 - 07:11 paulnolan

Five critical ways effective sales and operation planning drives to the heart of business model enablement.

7 Tips to Skyrocket Performance In Small Sales Teams

Mon, 11/18/2019 - 00:00 paulnolan

Small sales teams can perform incredibly well if you get the right balance of skills, motivation and resources. Here are seven tips for boosting the performance of a small sales team.

You Can’t Afford to Keep Your Old RFP Process: 4 Benefits of Technology

Tue, 11/12/2019 - 10:46 paulnolan

RFPs are a painful necessity. Establishing a quick, repeatable process for RFPs can have a direct impact on revenue.

What lies ahead

Mon, 11/11/2019 - 13:49 jeremytews

The country, nay, the world, is anxious to see what happens on Nov. 3, 2020. But plenty will occur before and after an expected record number of U.S. voters head to the polls.

Onboarding has long-term impacts

Mon, 11/11/2019 - 13:31 jeremytews

Managers must keep in mind that early experiences for new employees echo from the culture canyon and set the long-term tone.

G-whiz

Mon, 11/11/2019 - 13:14 jeremytews

In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news. If you haven’t seen it, it’s a must, if only to admire how Oliver weaves Eddie Vedder into the bit and even does an impression of the Pearl Jam frontman.

more articles >>

4 Keys to Exceeding the Expectations of the Evolving Customer

Sun, 12/08/2019 - 19:34 paulnolan

B2B customers expect highly connected, personalized, easy-to-navigate experiences just like those on the consumer side. Here are four ways that small and medium-sized businesses can exceed the expectations of the evolving customer and achieve consistently high-quality engagement.

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Editor's Notebook

Paul Nolan

In a recent episode of his HBO show “Last Week Tonight,” comedian John Oliver ranted about media companies that bring us weather news. If you haven’t seen it, it’s a must, if only to admire how Oliver weaves Eddie Vedder into the bit and even does an impression of the Pearl Jam frontman.

continue >>

Engage (...by Hinda)

You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The...

continue >>

Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

Casey Stengel said “Never make predictions, especially about the future.” What’s the fun in that? The country, nay, the world, is anxious to see...

continue >>

Lift (...by Seiko)

TIM HOULIHAN

I have a friend who started work at a new company recently. A week later, her daughter started her first post-college job. Their experiences...

continue >>

Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
Read more.

2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
Download here.

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