5 tips to maximize ROI from networks

Few sales managers and reps excel without networking. There is a formula to making sure you get in front of the best people in any business group, says David V. Lorenzo, author of “The 60-Second Sale.” He offers these five steps to maximizing ROI from a business networking group:

Get in front of self-educated buyers

In today’s buyer-informed world, many buyers attempt to avoid engaging a vendor altogether, says Daniel Newman, author of “Building Dragons: Digital Transformation in the Experience Economy.” If vendors would cooperate by allowing an entire transaction to happen online, then they would. In many industries, this online, sophisticated marketplace is already in motion.

Death of a salesman?

Best practices in business-to-business marketing and sales strategies tend to trend two to three years behind business-to-consumer tactics. The right recipe this year and going forward goes something like this: Take social media, a mobile-friendly website that features testimonials and referrals, then mix them with relevant content and new artificial intelligence-oriented marketing communications technologies; bake it all in an evolved marketplace environment that appreciates past success, but recognizes that cold calling no longer builds the sales funnel. Give the effort three to six months to gain momentum and watch the leads flow in.

People are the power

The bar has never been set higher for what is deemed an effective incentive travel experience. According to a 2018 list of trends from the Society of Incentive Travel Excellence (SITE), today’s programs must aim beyond providing enjoyable experiences to creating ones that will “change a participant’s outlook on life.”

Taking Customer Service from Cost Center to Profit Center

Your customer's problems are opportunities in disguise.

How NOT to Coach… Lessons from a Soccer Coach

"We need this one!" is not coaching - on the soccer field or the sales meeting.

Can Artificial Intelligence Make Sales More Human?

Artificial intelligence (AI) is a powerful addition to the sales toolkit, and it will definitely change jobs, but much of what we do, especially in sales, is much more than that. To understand the future of sales, we need to break down the role a bit and see where AI will have an effect and where it will not.

Sell Slower

The temptation to hurry through the sales process is almost irresistible, but there are good reasons not to hurry a sale.

What Does a Good Sales Email Actually Look Like?

Emails are an incredibly effective selling tool, but hitting all the right notes and getting your prospects to engage can be a challenge. Here are some key email tips to keep in mind.

5 Smart CRM Hacks That Lead to Faster Selling

Customer Relationship Management software can improve your sales funnel, enhance consumer journey, and eliminate administrative time waste. Here are five smart CRM hacks that lead to faster selling.

Under Control: 5 Main Management Principles

The difference between great and not-so-great sales managers is the principles they rely on. When you understand how these management principles work, you’ll be able to use them more efficiently. These five principles, in particular, are especially important for sales team managers

Why You Need Social Influencers

Social media influencers may be this year’s biggest marketing disruptors. B2C companies that harness this trend of reaching ad-skeptical consumers are beefing up their coffers big time, so why are some B2B companies not following suit?

Beyond A Buzzword: How to Do CSR Right

Establishing an enduring and effective corporate social responsibility (CSR) initiative isn’t easy and can’t be done remotely. Here are three keys to creating a strong foundation for meaningful CSR.

How Sales Reps Can Stop Worrying and Learn to Love AI

Artificial intelligence can free salespeople from busywork so they have more time to do what they want to do - sell. Here are some ways AI can change the sales process for the better.

7 Ways a Video Content Management System Can Benefit Your Business Beyond Marketing

The versatility of video has marketing departments searching for different ways to broaden its use and take advantage of its benefits. A video content management system (VCMS) can help your company expand its use of video beyond marketing.