Stop Losing Sales to Customer Indecision

Harvard Business Review

A playbook to help sales reps nudge customers off the fence. Behavioral science Marketing Psychology Sales Sales and marketing Sales team management Digital Article

Sales 101

Adapting Your Sales Approach in a Downturn

Harvard Business Review

Sales Sales and marketing Sales team management Recessions Financial crisis Digital ArticleThe right process can help you boost revenue, expand margins, and successfully launch new products — even in challenging economic times.

Sales 79
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How to Build Marketing & Sales Skills as a Technical Consultant with Heather Couture: Podcast #211

Consulting Success

If you have zero experience in sales and marketing while running a business, take time to learn it. How to Build Marketing & Sales Skills as a Technical Consultant with Heather Couture: Podcast #211 is a post from: Consulting Success.

How To 183

Are Your Marketing and Sales Teams on the Same Page?

Harvard Business

Sales and marketing Collaboration and teams Teams Marketing Sales Sales team management Digital ArticleMisalignment is more common — and costly — than you might think.

Sales 72

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Closing the Gap Between Digital Marketing Spending and Performance

Harvard Business Review

How marketers can maximize returns. Marketing Sales and marketing Social marketing Marketing industry Digital Article

Mastering The Art Of Consulting Sales And Client Relationships With Andrew Sobel: Podcast #132

Consulting Success

Mastering The Art Of Consulting Sales And Client Relationships With Andrew Sobel: Podcast #132 is a post from: Consulting Success. Consulting Success Podcast Client Loyalty Client Relationships Consulting Business Consulting Sales marketing strategy Scaling Growth

Sales 212

3 Steps to Align Sales and Marketing in Professional Services

Prudent Pedal

Aligning Sales and Marketing in professional services–in any industry for that matter–is a perpetual challenge. Marketing blames Sales for not following up on the leads they share. Sales says the leads are worthless. Marketing gives Sales a brand story and complains that […]. If you spend time in either function, you know what I’m talking about. Culture Growth Strategy

Sales 63

How to Get Empathetic Marketing Right

Harvard Business Review

Marketing Sales and marketing Brand management Customer strategy Social and global issues Society and business relations Digital ArticleThree strategies to help you personalize your messaging, evoke genuine compassion, and forge powerful customer connections.

Traditional B2B Sales and Marketing Are Becoming Obsolete

Harvard Business

Marketing Sales Technology and analytics Analytics and data science Data management Performance indicators Information management Digital ArticleHow one company created a “universal commercial engine” to replace both divisions.

B2B 70

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

How To Build An Elite Consulting Business With Brian Oulton: Podcast #265

Consulting Success

As a consultant, Brian discusses that you must market some potential clients. Because marketing and sales. Consulting Success Podcast Consulting Coach Consulting Success Market Transitions Marketing And Sales networking successful consultant

Is Your Sales Team Struggling to Sell Solutions?

Harvard Business

Sales and marketing Sales Sales team management Digital ArticleYour leadership team might be at the root of the problem.

Sales 74

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.” ” After all, marketing and sales are for marketing and salespeople. As a consulting business owner, you’re a marketer and.

Sales 110

3 Strategies to Earn Consumer Trust in Email Marketing

Harvard Business Review

Marketing Sales and marketing Transparency Privacy and confidentiality Digital ArticlePeople prefer a personalized message — but are also skeptical of how companies use their data. Here’s how to thread the needle.

Marketing Ops: The New Revenue Hero

As data continues to play a starring role in today’s B2B organizations, both marketing and sales operations professionals are poised to solidify their place as critical revenue drivers. In particular, the evolution of the Marketing Operations (Ops) role has created a new standard in marketing and has become a vital component of an organization’s success.

Tell Better Stories And Win More Consulting Sales With John Livesay: Podcast #125

Consulting Success

We have to make an impact to our potential customers if we want to fully sell our whole package, especially if we are to market ourselves as consultants. In this episode, Tell Better Stories And Win More Consulting Sales With John Livesay: Podcast #125 is a post from: Consulting Success.

Sales 176

Low Ecommerce Sales? Looking To Improve Online Sales?

Business Consulting Agency

Low ecommerce sales are often the issue. Are you looking to improve online sales? There are many reasons why an e-commerce website may have low sales. It often is not even a single reason, but a multitude that are causing lower sales. Online retail sales amounted to 4.9

Sales 52

Is Your Sales Strategy Worth Scaling?

Harvard Business

Sales team management Strategy Sales Sales and marketing Digital ArticleTrying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off.

Sales 58

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.

System 105

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Use This Sales Follow-Up Email To Get More Clients

Consulting Success

Are you worried that your sales follow up email comes across as way too pushy? Use This Sales Follow-Up Email To Get More Clients is a post from: Consulting Success. Consulting Articles Client Relationships Email Marketing Follow Up Strategies Higher Open Rates With Emails

Sales 145

B2B Selling Is in Trouble. Deep Sales Is the Answer. - SPONSOR CONTENT FROM LINKEDIN

Harvard Business Review

Sales and marketing Sponsor ContentSponsor content from LinkedIn.

B2B 60

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.

Consultant Marketing Magic Words

Jerry Fletcher

Somehow we got on the subject of getting through to officials in companies in order to sell our products in the corporate market. This video describes how 30-Second Marketing works for branding. Consultant marketing Copywriting Marketing Marketing Without Money Sales Trust

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Consultant Marketing Elite Rage

Jerry Fletcher

Marketing is all about finding more of the kinds of folks that are similar to the clients you have worked with. Jerry Fletcher is a sought-after International Speaker, a beBee ambassador, founder and CEO of Z-axis Marketing, Inc. Branding Consulting Marketing Sales Trust

Do Your Marketing Metrics Show You the Full Picture?

Harvard Business

Marketing Sales and marketing Brand management Customer experience Social marketing Digital ArticleHow to create a road map to ensure you’re measuring what matters.

How Sales Leaders Drive Growth

LSA Global

Top Sales Leaders Drive Growth If you find a sales leader who Is not up to the challenge of accelerating revenue growth, you have not found a high performing sales leader. But you need more from a sales leader than simply a desire to grow the top line.

Sales 36

How to Write a Great Sales Letter

The Fearless Marketer

In the ABDO (Attention-Based Direct Outreach) Marketing process there are five main components: 1. Getting attention via email or other marketing activity. Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. So why do they need to read your sales letter before you have that selling conversation?

Sales 58

Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. However, there’s no team better suited to lead that charge than the marketing department.

5 Ways Marketing Leaders Can Drive More Value in 2022

Harvard Business

Marketers must claim the broader growth agenda, connecting the dots across data, digital, and the full customer journey. Marketing Sales and marketing Brand management Customer experience Digital Article

Data 68

How B2B Businesses Can Get Omnichannel Sales Right

Harvard Business

Sales Sales team management Marketing Customer experience Customer service IT management Digital transformation Digital ArticleBuyers expect the same level of service and flexibility as when they shop in their personal lives.

B2B 56

Having Marketing Challenges? Get Help With Professional Services

Business Consulting Agency

Marketing as well as advertising is more complex nowadays. Digital marketing tactics and advertising dominates the landscape now. Companies of all sizes seem to be having marketing challenges. These marketing problems can show as lack of results, or no results.

Avoid a One-Size-Fits-All Approach to Sales Coaching

Harvard Business

Sales team management Sales Sales and marketing Digital ArticleHow to tailor your advice to your reps’ needs — and build a culture where they help each other.

Sales 48

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

The Sales Playbook of Successful B2B Teams

Harvard Business

Sales Sales and marketing Digital ArticleAlways be data-driven.

B2B 36

Marketing on Purpose

Jerry Fletcher

Too often marketing gets disconnected from sales and operations and customer service. Is your marketing operating in a silo? You may not know if you’re running the company but there are simple questions you can ask folks in the marketing department to find out how far they are out of touch. How does sales describe prospects? What is the purpose of your marketing activities? Consultant marketing Marketing

How To Use Web Analytics & Digital Marketing To Grow Your Consulting Business With Jim Sterne: Podcast #227

Consulting Success

How do you grow your consulting business using web analytics and digital marketing? Michael Zipursky welcomes Jim Sterne, the Founder of the Marketing Analytics Summit. He has over 25 years of experience in sales and marketing to share with us today.

Are Your Sales Presentations Missing the Mark?

LSA Global

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Why are their sales presentations missing the mark?

B2B 36

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.