June 27, 2016 03:04 PM
When it comes to emerging sales technologies, a platform approach is a top criterion for success. According to Accenture’s Technology Vision 2016, you need personalized and flexible selling platforms to increase adoption by sales teams.
June 27, 2016 02:54 PM
June 27, 2016 03:06 PM
Is it better to sell face-to-face? Absolutely, says Doug Devitre. Whether your customer is an individual, a committee, or a group of decision makers, there is no better replacement for showing up in person. But that’s not always possible. Today’s technology, with screen-sharing capability and other remote presentation options, provides some hidden and not-so-hidden benefits. In his book “Screen-to-Screen Selling,” Devitre shares insights for better remote sales strategies. Here are some of his tips:
June 27, 2016 02:56 PM
Here are just a few of the comments we heard and came across while researching this cover feature package on investing wisely in B2B sales and marketing technology:
“B2B marketers are doubling down on various marketing technology tools in 2016 as they look for new ways to attract the sector’s increasingly savvy customer base.” (eMarketer)
June 27, 2016 01:47 PM
As we were headed to press with this annual issue on technology and its impact on the worlds of sales and marketing, the Tribune Media Company, owners of such notable newspaper brands as the Chicago Tribune, Los Angeles Times, and Baltimore Sun, announced it is rebranding the company as “tronc.”
No, that’s not a typo. It’s really tronc — with a small “t,” as in “tribune online content.”
June 27, 2016 02:38 PM
Are you blogging? According to a Social Media B2B study, B2B brands that blog generate 67 percent more leads per month than those that don’t. Optimizing that digital content isn’t sexy, but it has become too important to ignore, says Nate Dame, founder and CEO of digital marketing agency Propecta. Dame discussed why B2B marketers need to get serious about SEO in a recent blog for Marketo:
June 27, 2016 07:25 PM
“If it involves arranging words in rows with occasional punctuation, then I’ve given it a bash,” says Jonathan Crossfield, a Sydney-based marketing consultant. On his entertaining and informative blog, Crossfield sounds off on a wide range of ideas regarding using words to build your brand. We focused our discussion on content marketing.
June 26, 2016 11:00 PM
The pit in cold callers’ stomachs should growl with hunger every day. Hunger can’t be taught or nurtured. You’re either born hungry or you’re not. You’re either fully consumed by a visceral, bone-deep desire to succeed or you’re not. ‘Content’ is a dirty word in sales. It’s usually the incipience of losing interest in selling.
June 23, 2016 11:00 PM
You have built a beautiful business. But lately, waves of change are slowly eroding its base. Until now you have held back the damage by reinforcing the foundation. Then one day the realization hits you: you must move the whole structure, or it will be swept away, like a sandcastle on the beach.
June 20, 2016 11:00 PM
Corporate cube farms continue to give way to remote workers who may work three miles away from their manager or three time zones away. The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons.
June 19, 2016 09:30 PM
The marketing industry was transformed by technology well ahead of sales. Since the early 1990s, marketing tactics have incorporated big data and automation. More recently, though, the sales industry has gone through its own digital renaissance – evidenced by the proliferation of tech tools and the advancement of prospecting techniques.
June 16, 2016 11:00 PM
Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient, especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S. Companies that wish to succeed on a global scale must move beyond standard translation to create engaging native brand experiences.
June 14, 2016 11:00 PM
How many times have I heard a salesperson curse the marketing maven that created his deck. From a sales point of view, those slides will never “sell” at his next meeting. And vice versa. I’ve heard marketing colleagues bash their sales folks for not being “strategic” enough. They curse the sales person for going off message. They’re both right, and they’re both wrong.
June 13, 2016 06:09 PM
Recently a major hotel chain removed desks in some of its rooms in an effort to attract millennials. The rationale was that younger customers don’t use desks because they are more accustomed to working in “coffee shop” environments, communal spaces where others casually congregate working on laptops and iPads. Regardless of the merits of this strategy, it serves to illustrate a point about those entering today’s sales force. Millennials are different, and require a new set of conditions to be successful.
June 10, 2016 05:45 AM
The sales industry, like most other industries, is extremely competitive. Experts in the field are capable of consistently closing sales and meeting quotas, but not everyone falls under this category. Both novice and skilled salespeople often find themselves struggling to reach their full sales potential.
June 5, 2016 11:00 PM
Sales teams hear it all the time: “Keep it short and sweet.”
With the latest reports claiming people now only have an attention span of about eight seconds – shorter than that of a goldfish – compared to our previous 12-second span, it’s understandable why salespeople think shorter is better when it comes to presentations. Pack the highlights in under 15 minutes and let the audience fill in the blanks with their follow-up questions.
June 2, 2016 11:00 PM
Editor’s Note: This is part 2 of a two-part interview between author and consultant Tim Sanders and Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” You can read part 1 here.
June 1, 2016 11:00 PM
Editor’s Note: TimSanders, author of “Dealstorming,” interviewed Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” This is part one of a two-part interview.
May 30, 2016 02:54 PM
The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after. With all the information now available through digital channels, your potential customers are probably already well versed in what you’re selling.
May 26, 2016 05:15 AM
Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey. Here are five best practices:
1. Start with the end in mind: enabling sales efficiencies
May 23, 2016 07:11 AM
For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy. Recessions have given way to recoveries, and yet we still take it for granted that calling higher leads to larger sales, more revenue, and more profit.
May 23, 2016 11:00 PM
Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story. But new research shows that if you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change.
May 20, 2016 05:50 AM
How does your company improve profitability? And who is responsible for this growth?
These were two of the core questions we – in collaboration with CFO Research – asked in a survey of more than 100 senior finance executives in companies with $1+ billion in revenue. As you’d expect, the results pointed to finance as the current guardians of profit growth, but the future outlook pointed to a much broader, more collaborative effort.
May 18, 2016 11:00 PM
Just as CRM platforms revolutionized the sales industry, marketing technologies are becoming indispensable for businesses all over the world. Yet despite growing adoption, one misperception lingers: that these tools are relevant only to marketing leaders. The truth is that marketing automation impacts the entire C-suite — and that’s important when justifying the investment to key stakeholders.
May 17, 2016 11:00 PM
Have you ever spent time browsing the racks of promotional pamphlets that litter the lobbies of lower-priced hotels? Every possible option is arrayed before you, but unless you’re especially committed to the search, it’s hard to justify scanning them all just to find one option you’d care to consider.