INDUSTRY INSIGHTS YOUR PEERS ARE READING
How do you know if your marketing efforts are producing results? While ROI is important, marketing is a long-term investment. There can be measurable short terms results, such as “ We spent $100,000 in online advertising last month, and generated $450,000 in sales. MORE
Michael was recently featured on Sales Growth Systems Podcast. But what about sales? Michael Zipursky on Sales Growth Systems is a post from: Consulting Success. Consulting Interviews Consulting Sales email communication Email MarketingYou can listen to it here: How and Why Service Professionals Should Gently Sell Within An Email Email. You use it every day. Sometimes when you’re talking with your clients. MORE
The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa. MORE
Marketing ecosystems are creating new professional opportunities—and making new demands. Here’s how today’s marketing leaders are adapting. Marketing & Sales Insights MORE
While the sales process may be vastly different for B2B, buyers are still people. I’m helping a client select marketing automation software for his firm. They’d be off it completely if not for their market position.). MORE
Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example. MORE
I’ve been using the sales funnel for 28 years, my whole career. For one thing, in an era when trust in traditional sources has eroded — in government, media, and in companies and the marketing they employ — word-of-mouth from trusted peers wields greater clout than ever. MORE
In my mind, the book is excellent for executives, strategists, marketing, and innovators. One of the biggest laments I hear from marketing professors at various universities is with respect to how students and undergraduates look at marketing segmentation. Adrian C. MORE
Another common answer is, “more time to fit marketing activities into my schedule.”. Even though James isn’t a marketing expert, I’m convinced he’s right when he says that the ultimate determinant of success is building positive habits. This idea is simple but true: Self-employed professionals who establish regular marketing habits have a much better chance of succeeding than those who don’t. But unsuccessful marketers have just as much of it as the most successful ones. MORE
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales. MORE
Not all sales compensation is the same. Marketing & Sales InsightsStructuring incentives using these four building blocks, can improve the bottom line. MORE
Then, just days after receiving the quote, the manager gets an unsolicited email from the software company’s marketing team offering a better deal. Companies need an orchestrator to ensure marketing and sales outreach is well-coordinated and aligned with customer buying needs. MORE
One of the best ways to market yourself as a consultant is by having someone refer you to a client prospect. This type of marketing can be viewed through the lens of “networking by helping someone” (in contrast to networking and just meeting lots of people). MORE
Well, I just discovered something that has turned my whole marketing world upside down. Someone has recently absolutely proven to me that Marketing works better if it’s infused with humor. And as much as I love laughter and comedy, I once read that you shouldn’t try to use humor in your marketing writing because… “different people have different senses of humor and some just won’t get it and it will be a turnoff.”. Humor works in marketing (if you do it right). MORE
Marketing Sales Mobile Digital ArticleLessons from Nordstrom, Sirius XM, and others. MORE
If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? I’m not talking about your target markets or who the typical buyers are, but the person who is your ideal customer. Using this knowledge, Mary adjusted her sales approach. MORE
High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers. MORE
Marketing & Sales InsightsTo be successful, creative disruption must be a constant process. MORE
Better and more thoughtful ways to measure the potential lifetime value of each member of the sales force can not only improve talent management but also create more value. Marketing & Sales Insights MORE
Dealers, investors, and disruptors can up their games to cater to digitally savvy used-car consumers. Automotive & Assembly Insights MORE
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales. MORE
Changing consumer behaviors and the ever-shifting digital frontier are demanding new marketing capabilities and new ways of working with agencies. Marketing & Sales Insights MORE
While the sales process may be vastly different for B2B, buyers are still people. I’m helping a client select marketing automation software for his firm. If you’re not familiar with it, marketing automation enables companies to identify prospects and track interactions with them, serve up targeted web content based on behavior or profiles, nurture budding relationships, and manage marketing campaigns to select groups, among other cool capabilities. MORE
I find the prejudice against working in sales incredibly ironic. The CEO is selling the company’s product and market leadership to customers. It’s sales too. The VP of Marketing is selling the executive team on a new marketing strategy. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? MORE
Marketing & Sales InsightsLeaders who are most successful at driving growth in their organizations are deliberate, persistent, and disciplined in the way they go about it. MORE
It would be nice to think that there’s a secret strategy for implementing your marketing both successfully and consistently. Yes, there are marketing systems and methodologies. But there is no perfect system for marketing success (or any kind of success, for that matter). MORE
Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed. MORE
Michael was recently featured on Sales For Nerds. You can listen to it here: Michael Zipursky on Sales For Nerds “Marketing” and “sales” are dirty words to many consultants. Not by “marketing” and “selling.” MORE
The perfect marketing formula. As a result of your efforts, you know the precise moment when it’s best to turn marketing qualified leads over to Sales, and they’re closing. In reality, your ideal marketing mix works for just a moment before the benefits begin to fade. MORE
Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing […]. 4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30 is a post from: Consulting Success. MORE
Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales. MORE
I just reviewed an RFP for marketing services. Do you know how much marketing costs? What should you pay for good advice when it comes to your marketing strategy? Read on, and let me know what you think… How much is a marketing plan? MORE
What’s the number one question in marketing? That’s why successful marketing addresses things like: Value proposition – Can you clearly state the value you offer, so those who don’t care won’t waste your time? MORE
Marketing has been on the front lines of the digital revolution, but the landscape has become much more complicated, requiring a focus on growth, data, and new modes of creativity. Marketing & Sales Insights MORE
Data and analytics, combined with a personalized approach to performance management, are helping B2B sales execs inculcate best practices and significantly improve growth. Marketing & Sales Insights MORE
Writing a consulting proposal that closes a sale can be challenging, and as a result it may be difficult to figure out why your proposals are getting rejected. Have a Sales Conversation First. Bronwyn Kienapple is a Content Marketer at Venngage. MORE
Here’s what you need to know about its applications in marketing and sales. AI holds great potential for the automotive industry. Automotive & Assembly Insights MORE
The trouble with marketing? Marketing is imperative for a business to grow. Without some sort of marketing, how will customers find you? Unless you’ve got a super-exclusive business that trades on being best-kept secret, marketing your business is essential. Because it’s so important, feelings about marketing run the gamut. For some, marketing is a necessary evil. There are many excellent marketers around. Everyone is doing it. MORE
Consulting Success
NOVEMBER 1, 2018
Michael was recently featured on Sales For Nerds. You can listen to it here: Michael Zipursky on Sales For Nerds “Marketing” and “sales” are dirty words to many consultants. Not by “marketing” and “selling.”
McKinsey
JUNE 13, 2019
Data and analytics, combined with a personalized approach to performance management, are helping B2B sales execs inculcate best practices and significantly improve growth. Marketing & Sales Insights
Joellyn Sargent
JULY 21, 2016
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.
McKinsey
JUNE 7, 2019
Marketing has been on the front lines of the digital revolution, but the landscape has become much more complicated, requiring a focus on growth, data, and new modes of creativity. Marketing & Sales Insights
Consulting Success
OCTOBER 11, 2018
Michael was recently featured on Sales Growth Systems Podcast. But what about sales? Michael Zipursky on Sales Growth Systems is a post from: Consulting Success. Consulting Interviews Consulting Sales email communication Email MarketingYou can listen to it here: How and Why Service Professionals Should Gently Sell Within An Email Email. You use it every day. Sometimes when you’re talking with your clients.
Joellyn Sargent
JULY 21, 2016
Recently I’ve been helping a client through the selection process for technology platforms, and I’ve noticed something disturbing: Many of the vendors we’ve approached have a decidedly unfriendly sales process. Try Customer Focused Sales.
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McKinsey
OCTOBER 20, 2018
Not all sales compensation is the same. Marketing & Sales InsightsStructuring incentives using these four building blocks, can improve the bottom line.
Joellyn Sargent
OCTOBER 18, 2014
The perfect marketing formula. As a result of your efforts, you know the precise moment when it’s best to turn marketing qualified leads over to Sales, and they’re closing. In reality, your ideal marketing mix works for just a moment before the benefits begin to fade.
McKinsey
APRIL 30, 2019
Marketing & Sales InsightsTo be successful, creative disruption must be a constant process.
Joellyn Sargent
JUNE 13, 2013
The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa.
Consulting Success
APRIL 2, 2018
Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing […]. 4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30 is a post from: Consulting Success.
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McKinsey
FEBRUARY 1, 2019
Changing consumer behaviors and the ever-shifting digital frontier are demanding new marketing capabilities and new ways of working with agencies. Marketing & Sales Insights
Harvard Business
NOVEMBER 8, 2018
Then, just days after receiving the quote, the manager gets an unsolicited email from the software company’s marketing team offering a better deal. Companies need an orchestrator to ensure marketing and sales outreach is well-coordinated and aligned with customer buying needs.
The More Clients Blog
JUNE 10, 2019
It would be nice to think that there’s a secret strategy for implementing your marketing both successfully and consistently. Yes, there are marketing systems and methodologies. But there is no perfect system for marketing success (or any kind of success, for that matter).
McKinsey
JUNE 7, 2019
Dealers, investors, and disruptors can up their games to cater to digitally savvy used-car consumers. Automotive & Assembly Insights
Steve Shu Consulting
MAY 20, 2018
One of the best ways to market yourself as a consultant is by having someone refer you to a client prospect. This type of marketing can be viewed through the lens of “networking by helping someone” (in contrast to networking and just meeting lots of people).
Joellyn Sargent
MAY 13, 2012
If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? I’m not talking about your target markets or who the typical buyers are, but the person who is your ideal customer. Using this knowledge, Mary adjusted her sales approach.
Joellyn Sargent
JUNE 14, 2011
I just reviewed an RFP for marketing services. Do you know how much marketing costs? What should you pay for good advice when it comes to your marketing strategy? Read on, and let me know what you think… How much is a marketing plan?
McKinsey
MARCH 1, 2019
Building sales capabilities has to evolve to deliver growth and keep up with evolving needs. Marketing & Sales Insights
McKinsey
AUGUST 14, 2018
Marketing & Sales InsightsWinning in the martech revolution requires tech, of course, but leaders often forget that it needs a couple of key additions too.
McKinsey
DECEMBER 18, 2018
Marketing & Sales InsightsLeaders who are most successful at driving growth in their organizations are deliberate, persistent, and disciplined in the way they go about it.
LSA Global
MARCH 9, 2018
Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed.
McKinsey
OCTOBER 10, 2018
Marketing & Sales InsightsHighly tailored training and measuring its success feature prominently among the methods top performers use.
McKinsey
FEBRUARY 15, 2019
Here’s what you need to know about its applications in marketing and sales. AI holds great potential for the automotive industry. Automotive & Assembly Insights
McKinsey
MARCH 21, 2018
Marketing ecosystems are creating new professional opportunities—and making new demands. Here’s how today’s marketing leaders are adapting. Marketing & Sales Insights
The More Clients Blog
FEBRUARY 25, 2019
Well, I just discovered something that has turned my whole marketing world upside down. Someone has recently absolutely proven to me that Marketing works better if it’s infused with humor. And as much as I love laughter and comedy, I once read that you shouldn’t try to use humor in your marketing writing because… “different people have different senses of humor and some just won’t get it and it will be a turnoff.”. Humor works in marketing (if you do it right).
Joellyn Sargent
JUNE 16, 2016
While the sales process may be vastly different for B2B, buyers are still people. I’m helping a client select marketing automation software for his firm. They’d be off it completely if not for their market position.).
Joellyn Sargent
FEBRUARY 26, 2015
What’s the number one question in marketing? That’s why successful marketing addresses things like: Value proposition – Can you clearly state the value you offer, so those who don’t care won’t waste your time?
Joellyn Sargent
AUGUST 23, 2012
How do you know if your marketing efforts are producing results? While ROI is important, marketing is a long-term investment. There can be measurable short terms results, such as “ We spent $100,000 in online advertising last month, and generated $450,000 in sales.
Consulting Success
DECEMBER 18, 2017
Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.
LSA Global
JANUARY 28, 2019
Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example.
Harvard Business
MAY 29, 2019
Marketing Sales Mobile Digital ArticleLessons from Nordstrom, Sirius XM, and others.
Joellyn Sargent
AUGUST 7, 2014
The trouble with marketing? Marketing is imperative for a business to grow. Without some sort of marketing, how will customers find you? Unless you’ve got a super-exclusive business that trades on being best-kept secret, marketing your business is essential. Because it’s so important, feelings about marketing run the gamut. For some, marketing is a necessary evil. There are many excellent marketers around. Everyone is doing it.
Joellyn Sargent
JUNE 16, 2016
While the sales process may be vastly different for B2B, buyers are still people. I’m helping a client select marketing automation software for his firm. If you’re not familiar with it, marketing automation enables companies to identify prospects and track interactions with them, serve up targeted web content based on behavior or profiles, nurture budding relationships, and manage marketing campaigns to select groups, among other cool capabilities.
Harvard Business
NOVEMBER 20, 2018
I’ve been using the sales funnel for 28 years, my whole career. For one thing, in an era when trust in traditional sources has eroded — in government, media, and in companies and the marketing they employ — word-of-mouth from trusted peers wields greater clout than ever.
Steve Shu Consulting
JUNE 30, 2010
In my mind, the book is excellent for executives, strategists, marketing, and innovators. One of the biggest laments I hear from marketing professors at various universities is with respect to how students and undergraduates look at marketing segmentation. Adrian C.
LSA Global
APRIL 19, 2019
High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers.
The More Clients Blog
OCTOBER 29, 2018
Another common answer is, “more time to fit marketing activities into my schedule.”. Even though James isn’t a marketing expert, I’m convinced he’s right when he says that the ultimate determinant of success is building positive habits. This idea is simple but true: Self-employed professionals who establish regular marketing habits have a much better chance of succeeding than those who don’t. But unsuccessful marketers have just as much of it as the most successful ones.
Tom Spencer
APRIL 6, 2019
Writing a consulting proposal that closes a sale can be challenging, and as a result it may be difficult to figure out why your proposals are getting rejected. Have a Sales Conversation First. Bronwyn Kienapple is a Content Marketer at Venngage.
CaseInterview.com
MAY 2, 2018
I find the prejudice against working in sales incredibly ironic. The CEO is selling the company’s product and market leadership to customers. It’s sales too. The VP of Marketing is selling the executive team on a new marketing strategy. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize?
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