Michael Zipursky on Sales For Nerds

Consulting Success

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.”

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Maximize the lifetime value of your sales force

McKinsey

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

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Michael Zipursky on Sales Growth Systems

Consulting Success

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.

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Discussions in digital: Coping with the new normal between marketers and marketing agencies

McKinsey

Changing consumer behaviors and the ever-shifting digital frontier are demanding new marketing capabilities and new ways of working with agencies. Marketing & Sales Insights

One of the Best Ways to Market Yourself as a New Consultant

Steve Shu Consulting

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).

Sales incentives that boost growth

McKinsey

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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4 Steps To Specializing Your Sales and Marketing Techniques with Perry Marshall: Podcast #30

Consulting Success

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.

Don’t Let Your Sales Process Kill Sales

Joellyn Sargent

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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Using Analytics to Align Sales and Marketing Teams

Harvard Business

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.

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Don’t Let Your Sales Process Kill Sales

Joellyn Sargent

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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The Story of The Drunk Marketing Letter

The More Clients Blog

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).

Growing faster than the market: Three questions the C-suite should ask

McKinsey

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.

Making the most of marketing technology to drive growth

McKinsey

Marketing & Sales InsightsWinning in the martech revolution requires tech, of course, but leaders often forget that it needs a couple of key additions too.

Perspectives on “The 24-Hour Customer” (Strategy, Marketing, and Innovation Book) in Context of Marketing Segmentation

Steve Shu Consulting

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.

The five things sales-growth winners do to invest in their people

McKinsey

Marketing & Sales InsightsHighly tailored training and measuring its success feature prominently among the methods top performers use.

Discussions in digital: What’s a marketing ecosystem and what does it mean for marketers?

McKinsey

Marketing ecosystems are creating new professional opportunities—and making new demands. Here’s how today’s marketing leaders are adapting. Marketing & Sales Insights

The Perfect Marketing Formula

Joellyn Sargent

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.

Top 4 Sales Leadership Mistakes to Avoid

LSA Global

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.

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Top 7 Traits of Successful Sales Managers

LSA Global

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.

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Shaping the New Sales Cycle

Joellyn Sargent

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.

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Consulting Sales Systems That Work for Introverts with Bob Burg: Podcast #16

Consulting Success

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.

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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

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.

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Winning tomorrow’s car buyers using artificial intelligence in marketing and sales

McKinsey

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

Habits – The Big Secret to Marketing Success

The More Clients Blog

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.

A Stunningly Simple Secret to Improve Sales Success

Joellyn Sargent

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.

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Starting the analytics journey: Where you can find sales growth right now

McKinsey

By getting five basic elements right, sales teams can drive new revenue while building analytics muscles for the future. Marketing & Sales Insights

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The secret to making it in the digital sales world: The human touch

McKinsey

Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise. Marketing & Sales Insights

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How Much Does Marketing Cost?

Joellyn Sargent

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?

Sales Teams Aren’t Great at Forecasting. Here’s How to Fix That.

Harvard Business

Sales & Marketing Sales Forecasting Leadership & Managing people Assessing performance Digital ArticlePrediction is a skill that can be learned.

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How to Successfully Meet the Three Biggest Marketing Challenges

The More Clients Blog

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?

“Blue Collar” Sales and Selling

CaseInterview.com

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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Missed Sales Opportunities? Read This

LSA Global

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.

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How To Sell Consulting Services With Craig Wortmann: Podcast #50

Consulting Success

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!

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The Sales Role Multinationals Need in Emerging Markets

Harvard Business

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).

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What Sales Teams Should Do to Prepare for the Next Recession

Harvard Business

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.

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Less Marketing, More Consulting — How To Win Projects Within Your Network with Stuart Friedman: Podcast #19

Consulting Success

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.

6 Questions for a Winning Sales Strategy

LSA Global

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.

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7 Creative Ways to Boost E-commerce Sales

Tom Spencer

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.

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How to maximize CRM in marketing services

SkillQuo

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.

When Sales and Marketing Aren’t Aligned, Both Suffer

Harvard Business

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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