COVID-19 Has Changed Everything About Selling. Here’s How We’re Handling It

COVID-19 swept me and our company’s 50 B2B salespeople into uncharted waters. Here are the five biggest lessons I learned.

How to Turn Your Company Into a Referral Machine

Referrals can be a sales team's most effective lead generator. To build a referral system that proves valuable over time, you need systems and a repeatable process in place. Here are some foundational principles.

Influencer Marketing: How To Make Real Connections

Building strong relationships with customers has never been more important, yet many marketers and sales professionals take a clunky route to trying to achieve that. Incorporating influencers into your marketing strategy makes long-term sense.

Creative Virtual Strategies to Engage with Clients

Salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients. Here are three important factors to consider.

5 Tips for Running Successful Sales Acceleration Campaigns

When companies are being sunk by their sales acceleration process, it can literally stop the entire business from getting anything done. Here are five keys to running a successful campaign

Taking the Lead: Why Q4 Is the Time for Small Businesses to Get Aggressive

The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward. Here are some practical adjustments to help navigate the shifting environment.

How to Incorporate Value-Based or ROI Selling for Business Growth

Frugalnomics is in full effect, meaning buyers are more economic-focused and risk averse than ever before. More than ever, sellers must be able to show alignment to strategic initiatives and, most importantly, how the service or solution will help the company cut costs and “do more with less.”

Building a Sales Pipeline to Survive the New Normal

By understanding customer needs more deeply, organizations can reframe their messaging to accommodate shrinking budgets and nervous customers to generate sales leads that produce revenue. There are any number of ways to optimize building pipeline, but it really comes down to five critical concepts.

4 Ways to Make the Most of Virtual Sales Meetings

Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions. Here are four actionable tips to help you lead more successful virtual sales meetings.

7 Time Management Hacks for Busy Marketers

A day where only 20% of a marketer's tasks completed have value can mean the decline of a brand’s success. Fortunately, time management is something that can be worked on and improved. Here’s where to start

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