Will Technology Soon Turn Sales Reps Into Marketers

Posted on April 27th, by David Dodd in Marketing, Sales, Sales & Marketing, Technology. No Comments

A recent post by David Raab at his Customer Experience Matrix blog provoked an interesting discussion about the respective roles of marketing and sales in the demand generation process in B2B companies. David Raab is a well-respected analyst who has covered the marketing technology space for many years, and I respect his work.

In his post, David suggested that the recent trend of marketing playing a larger role deeper into the sales funnel may have peaked, and that technology solutions now exist that enable salespeople to take a more active role earlier in the buying process. As one example, David pointed to a solution offered by MDCDOT, which gives marketing automation functions to sales reps.

Shortly after David’s post was published, Direct Marketing News reported that Salesforce.com is enhancing its Sales Cloud offering to put marketing capabilities into the hands of sales reps. … Read More »

Death of a Salesman, Birth of a Sales Team

Posted on April 22nd, by Alanna Jackson in Uncategorized. No Comments

By broadening talent options and definitions, companies can master sales success.

Source: www.workforce.com

In this article by Barrett Riddleberger, he discusses how we need to focus on the sales team and not depend on lone wolf salespeople.  As things change, it’s important to ensure you have a strong sales team so that everything runs more smoothly and having a strong and structured sales process in place will help you achieve it.

If you’re looking to improve your sales process, then you should consider investing in lead management software to help your efforts.  VanillaSoft is a great lead management software that will help you increase sales by having a good sales process.

Logical Branch Scripting

Queue-Based Routing

Lead Scoring

Call Activity Dashboard

Team Based Selling

Dial Progressive and Preview

and much more…

The Power of Sales Analytics – Selling Power Blog

Posted on April 18th, by Alanna Jackson in Uncategorized. No Comments

Mike Moorman

Source: blog.sellingpower.com

Mike Moorman touches on the importance and power of sales analytics.  Big data is all around us and if we aren’t using it, then we’re letting it go to waste.  This also applies to our sales efforts.  Don’t overlook the impact analytics insights may have on your sales pipeline.

If you’re looking for additional insight into your sales process, then you should consider a lead management system like VanillaSoft.  They can help you analyze your process and identify areas for improvement.  It’s important to make sure the lead management tool you choose has some of the following features.

Call Activity Dashboard

Data Querying

Web Reporting

Lead Scoring

Don’t miss out on opportunities to increase your sales because you aren’t reviewing your analytics!

New Research Shows IT Decision Makers Rely on Inside Sellers – Selling Power Blog

Posted on April 17th, by Alanna Jackson in Uncategorized. No Comments

Today’s post is by Anneke Seley, coauthor of Sales 2.0 and founder and CEO of Reality Works Group, a digital/social and inside sales strategy and implementation consultancy. Contact her at aseley@realityworksgroup.com. Recently, IBM released findings from a survey of nearly 1,000 information technology (IT) decision makers in 12 countries. The research illustrates some interesting trends that support IBM’s decision to ramp up its inside sales team. Here are some highlights: 1. Inside sales is an increasingly standard way for clients to engage their vendors. More than 60 percent of clients cited an inside seller as their first point of contact….

Source: blog.sellingpower.com

In this article, Anneke Seley, discusses the importance of incorporating digital and social communication into your inside sales process.  As younger IT decision makers move into the buying process, it changes the way your inside sales team should be interacting … Read More »

Anatomy of a Social Seller Infographic from Sales for Life

Posted on April 16th, by From Around the Web in Social Media. No Comments


How to Use Framing to Make Marketing Content More Persuasive

Posted on April 15th, by David Dodd in Marketing, Sales & Marketing. No Comments

Imagine that your community is preparing for the outbreak of a serious new disease that is expected to kill 600 people if no action is taken. Officials are considering two programs to combat the disease. Suppose that the estimated results of these programs are described as follows:

If Program A is implemented, 200 people will be saved.
If Program B is implemented, there is a 1/3 probability that 600 people will be saved, and a 2/3 probability that no people will be saved.

Which of these two programs would you favor?

Now suppose that the estimated outcomes of the two programs are described as follows:

If Program C is implemented, 400 people will die.
If Program D is implemented, there is a 1/3 probability that nobody will die, and a 2/3 probability that 600 people will die.

Which of these two programs would you prefer?

If you’re like … Read More »

Why “Content Marketing” is the Wrong Thing to Measure

Posted on April 8th, by David Dodd in Marketing, Sales & Marketing. No Comments

Despite the widespread popularity of content marketing, research shows that most marketers aren’t confident in their ability to measure its effectiveness. For example, in a 2014 survey by Contently, only 9.4% of marketers said they are very confident in their ability to measure the business impact of content marketing.

In an earlier post, I noted that measuring the performance of content has recently become a hot topic, and I pointed to measurement frameworks suggested by Jay Baer, Curata, and Contently. I agree with many of the specific metrics that these frameworks include, but I also contend that most companies should not focus primarily on measuring the performance of content marketing per se. Here’s why.

Content marketing is a marketing method that emphasizes the use of informative or entertaining, and primarily non-promotional, content as the “fuel” for marketing communications programs. These programs are … Read More »

Overcome this Stall Tactic: “I haven’t looked at the information yet.”

Posted on April 7th, by Stacy Jackson in Cold Calling, Sales & Marketing. No Comments

“Of all the objections sales reps get when they call a prospect back to close them, this is perhaps one of the most frustrating – and the reason is because it’s usually caused by the sales rep!

Nine times out of ten the prospect will give you the stall: “I haven’t looked at it yet…” And then the sales rep is stuck and usually ends the call trying to schedule a time to get back with them…and you can imagine how this goes.”

Source: mrinsidesales.com

If you are in sales, it’s no doubt you know what Mike Brooks is talking about in his April 6 post. You call a prospect. He requests some information via email. You set a time to call back for follow up. You ask if he has read the information or have any questions. He says “no.” Ugh! Where … Read More »

3 Techniques on Closing a Sale

Posted on April 6th, by Contributor in Cold Calling. No Comments

Planning how you close a sale is extremely important, but it’s not something you figure out overnight. There is no instant solution to create a good foundation and get to know your customers. Cementing the deal and growing your business might take time; however when done right, it will be worthwhile. In this article, we will talk about three techniques on closing a sale.

3 Techniques on Closing a Sale

Open the Sale

The best salespeople who close the sale are also the ones who take the time to “open” the sale properly. Asking “What’s the current situation?” and gathering input from the prospect is very important. The answers will help you know and recognize the underlying motivations for the prospect. The more you understand the situation from the prospect’s perspective, the more prepared you will be to close the sale.

Empathy should also be … Read More »

How to Develop Content “Astronomically”

Posted on April 1st, by David Dodd in Marketing, Sales & Marketing. No Comments

Research shows that producing enough content remains one of the greatest challenges facing B2B marketers. (B2B Content Marketing:  2015 Benchmarks, Budgets, and Trends – North America) For the past several years, the volume of content needed to fuel effective marketing programs has been growing exponentially for four basic reasons:

The need to make content relevant for individual buyers at every stage of the buying process
The short lifespan of many content resources
The need to publish content across an increasing number of communication channels
The need to publish content on a frequent basis

To produce enough content on a timely and consistent basis, you need an approach to content development that will maximize the results you get from your content creation efforts.

An article in the latest issue of Chief Content Officer magazine by Amy Higgins, the senior content marketing manager for Concur’s North American SMB … Read More »