INDUSTRY INSIGHTS YOUR PEERS ARE READING
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
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
A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally realized what the real issue was: misaligned goals between marketing and sales. The product line was priced to grow market share, yet the sales force compensation was structured to incentivize salespeople based on profit margin maximization. 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
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
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
Here are 7 e-commerce marketing techniques to boost your online sales. Email is by no means a new marketing technique, but it is often misused or underutilized. Social media is also a great way to spread the word about new promotions and sales, driving more traffic to your site. 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
Sales? Marketing? For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. This means that distributors are nearly always undermanaged vis-à-vis direct sales when the manager has a dual mandate. sales). MORE
I like to think I’m a pretty good marketer of my professional services. After all, I’ve been at it for 34 years, read hundreds of marketing books, thousands of articles and studied with the very best marketing gurus. So, why is marketing so challenging? 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
By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights 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
By collecting, analyzing and collating all past interactions a company has had with the existing and or potential customers, CRM becomes a marketing strategy that can help one pull in a substantial profit. This approach can lead to a significant sales conversion rate for your business. MORE
Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. Then disproportionately sell and market to them. 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
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
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
Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force. 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
Growing portfolio companies must focus on their sales, messaging, and go-to-market. Craig Wortmann of Sales Engine consulting reveals the key to sell more: networking. People may roll their eyes, but it’s true! 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
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
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
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
Sales & Marketing Sales Forecasting Leadership & Managing people Assessing performance Digital ArticlePrediction is a skill that can be learned. MORE
In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Digital tools can also open new go-to-market approaches. Zero-base sales capacity. 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
The greatest marketing tool you have is your network — here’s how to make it work for you. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager. 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
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
MARCH 2, 2019
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
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.
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
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).
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.
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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.
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.
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.
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.
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).
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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.
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.
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.
McKinsey
OCTOBER 10, 2018
Marketing & Sales InsightsHighly tailored training and measuring its success feature prominently among the methods top performers use.
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
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.
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.
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.
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
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.
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.
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
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.
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.
McKinsey
APRIL 18, 2018
By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights
McKinsey
MAY 30, 2018
Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise. Marketing & Sales Insights
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?
Harvard Business
MARCH 19, 2019
Sales & Marketing Sales Forecasting Leadership & Managing people Assessing performance Digital ArticlePrediction is a skill that can be learned.
The More Clients Blog
JULY 23, 2018
I like to think I’m a pretty good marketer of my professional services. After all, I’ve been at it for 34 years, read hundreds of marketing books, thousands of articles and studied with the very best marketing gurus. So, why is marketing so challenging?
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?
LSA Global
JUNE 11, 2018
Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force.
Consulting Success
AUGUST 20, 2018
Growing portfolio companies must focus on their sales, messaging, and go-to-market. Craig Wortmann of Sales Engine consulting reveals the key to sell more: networking. People may roll their eyes, but it’s true!
Harvard Business
OCTOBER 31, 2016
Sales? Marketing? For many executives battling through economic headwinds in emerging markets, the answer tends to be wherever they think someone will provide the strongest boost to top-line growth, which usually means hiring an additional sales or marketing manager to support the commercial front lines. This means that distributors are nearly always undermanaged vis-à-vis direct sales when the manager has a dual mandate. sales).
Harvard Business
NOVEMBER 23, 2018
In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Digital tools can also open new go-to-market approaches. Zero-base sales capacity.
Consulting Success
JANUARY 15, 2018
The greatest marketing tool you have is your network — here’s how to make it work for you. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager.
LSA Global
FEBRUARY 9, 2018
Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. Then disproportionately sell and market to them.
Tom Spencer
NOVEMBER 3, 2018
Here are 7 e-commerce marketing techniques to boost your online sales. Email is by no means a new marketing technique, but it is often misused or underutilized. Social media is also a great way to spread the word about new promotions and sales, driving more traffic to your site.
SkillQuo
AUGUST 31, 2017
By collecting, analyzing and collating all past interactions a company has had with the existing and or potential customers, CRM becomes a marketing strategy that can help one pull in a substantial profit. This approach can lead to a significant sales conversion rate for your business.
Harvard Business
JUNE 1, 2018
A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. After throwing millions at both problems, they finally realized what the real issue was: misaligned goals between marketing and sales. The product line was priced to grow market share, yet the sales force compensation was structured to incentivize salespeople based on profit margin maximization.
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