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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Meet the missing ingredient in successful sales transformations: Science

McKinsey

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

B2B 92

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.

Sales 141

How to unlock marketing-led growth: Data, creativity, and credibility

McKinsey

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

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 124

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.

Sales 130

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.

Sales 74

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.

Building a habit of disruption in marketing

McKinsey

Marketing & Sales InsightsTo be successful, creative disruption must be a constant process.

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.

Sales 130

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.

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

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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How do you implement your marketing consistently and successfully?

The More Clients Blog

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).

Used cars, new platforms: Accelerating sales in a digitally disrupted market

McKinsey

Dealers, investors, and disruptors can up their games to cater to digitally savvy used-car consumers. Automotive & Assembly Insights

Sales 87

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).

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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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?

The difference between good and bad sales training: A closer look at certification

McKinsey

Building sales capabilities has to evolve to deliver growth and keep up with evolving needs. Marketing & Sales Insights

Sales 71

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.

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.

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.

Sales 55

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.

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

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 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).

Is Poor B2B Customer Experience Undermining Your Sales Success?

Joellyn Sargent

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.).

B2B 130

The Most Important Marketing Question: Who Cares?

Joellyn Sargent

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?

Measuring Marketing Success: 10 Metrics that Matter

Joellyn Sargent

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 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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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.

Sales 36

Getting Multichannel Marketing Right

Harvard Business

Marketing Sales Mobile Digital ArticleLessons from Nordstrom, Sirius XM, and others.

What’s Wrong with Marketing Today?

Joellyn Sargent

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.

Is Poor B2B Customer Experience Undermining Your Sales Success?

Joellyn Sargent

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.

B2B 116

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.

Sales 58

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.

4 Essentials for a High Performing Sales Team

LSA Global

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.

Sales 36

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.

7 Consulting Proposal Tips to Close That Sale

Tom Spencer

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.

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“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?

Sales 60