An Uber ride is an e-commerce transaction, but you don’t swipe your credit card before climbing out of the car. If you press an Amazon Dash button you get products delivered instantly. Now Elastic Path CMO Darin Archer is trying to help B2B organizations achieve a similarly quick, convenient and seamless way to conduct all […]
Tag: sales
Professional Selling in the Age of Kardashian: Let Your Millennials Do Their Thing
There’s a funny disconnect I experience every semester: One hundred percent of my Marketing students want to be employed when they graduate (duh). But when I ask them what type of job they hope to land, almost none of them say sales. Why is this a disconnect? Because the very large majority of them will […]
The economy isn’t what you think: How to sell to today’s underperforming businesses
Many of us like to think the economy has recovered and is flourishing after the recession. While various aspects have improved, a study we have conducted at Mereo for the past four years appears to say something many others are not—businesses are not thriving. Mereo’s annual revenue performance index of Fortune 500, Global 500 and […]
InsideView research reveals critical attitudes among Millennial sales and marketing professionals
Millennial-aged sales and marketing professionals have an even lower opinion of each other’s roles in the enterprise than the current generation, according to research conducted by CRM and marketing intelligence software maker InsideView. In its report, “The State of Sales & Marketing Alignment in 2018: How Leading B2B Companies Drive Growth by Aligning Go-to-Market Teams.” San […]
The folly of salespeople guessing email addresses, according to data
Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message. And sending that email at a time when the prospect will read it, and respond to it is even harder. Not to mention the significant […]
The C-Suite sale: Keys to determining the relevant executive for a sales opportunity
Competitive salespeople don’t waste people’s time, least of all their own. They identify the relevant executive for each sales opportunity, and they take time to understand the dynamics of their customer’s organization to uncover where influence, power, and control over a particular project reside. “It doesn’t have to be the CEO of a corporation,” said […]
CMO Sunday: Social Selling
It seems that everything always comes down to attention span. There is so much content produced, brands need to do something different to rise above the noise. What can you do differently from the competition to keep your customers talking to you, and not the other guy? Though there is still a place for physical […]
Inside The Mind Of . . . Johnathan Grzybowski
Johnathan Grzybowski is rogue risk taker turned entrepreneur and national thought leader in digital marketing and branding. Grzybowski took his experience from working at Apple to launch a digital design and marketing agency called Waterfront Media in 2015. The organization serviced medium size businesses, nonprofits, and universities. After recognizing a need for more community-conscious businesses, […]
The uncommon sense sellers of all kinds should try to keep in mind
I opened my business in 2002—an idiotic time to do this. The dot-com bubble had burst and 9/11 had shaken the planet. The world was in turmoil. But I was on a mission. I had worked with, led, and mentored salespeople for over two decades. And I noticed talented sellers and business owners slam into […]
Twitter Chat Recap: Thoughts on ABM and SDSummit with SiriusDecisions
Ally Motz, President of Sirius Decisions Canada, joined our very own Jen Evans, CEO of B2B News Network for a Twitter Chat yesterday on all things B2B in Canada. If you missed it, we’ve got you covered. He has been leading Sirius Decisions in Canada since inception, and led Gartner Canada before that. Congratulations to […]
A sales coach offers his best advice on making great first impressions with customers and prospects
Take it from an experienced sales coach: one of the hardest tasks is to quickly establish credibility. This applies to everyone you meet with for the first time. All things being equal, a positive first impression means they will trust you to help them. A negative first impression can only be corrected by time and […]
State of the C-suite: How executive career paths became so difficult to maneuver
When the World Economic Forum convened in Davos earlier this week, many observers noted a welcome change in the leadership among its key organizers. For the first time in its long history, the seven co-chairs of the annual gathering of politicians, CEOs and other senior executives were all women, representing an equally diverse cross-section of […]
How to Harness the True Power of the 7 Top Content Types for B2B Lead Generation
Today’s top B2B brands tend to rely on seven types of marketing content to generate the majority of their leads. These content types include, in order of effectiveness, email marketing, content marketing social media marketing, landing page and website optimization, SEO, paid search, and webinars or virtual events. Before your organization starts putting these […]
Terminus talks about its BrightFunnel acquisition and the marrying of ABM with measurement
The executive leadership team of account-based marketing software firm Terminus says its acquisition of BrightFunnel will bring deeper analytics and multi-touch attribution to its combined base of B2B customers. Terminus, based in Atlanta, announced its purchase of San Francisco-based BrightFunnel — which makes a revenue intelligence suite among other offerings — on Wednesday. Financial terms of […]
Evaluating Your B2B Marketing Plan: 5 Areas of Focus for 2018
With the year almost over, this is a great time to take a hard look at your B2B marketing plan, and how it can drive new business for the coming year. You won’t be the only company doing so: according to a survey my firm recently conducted, business development is a top priority for more […]
9 steps to rebuilding relationships with past clients
It’s easy to turn your attention to fresh business prospects and overlook the value of staying in touch with past clients. Although it can be tempting to look for greener pastures, maintaining client relationships in the long-term may increase the chances of more work with organizations that are familiar to you. Here are some tips […]
Inside The Mind Of . . . James Greig
James Greig is CTO and Co-Founder of iVvy, a leading enterprise software as a service (SaaS) technology company, providing cloud-based solutions for event management, venue management and supplier management. iVvy’s technology enables organizers to search, compare, book and pay for their event in real-time, providing live availability and pricing of function space, and group accommodation. […]
OKRs: How the right objectives and key results process can help sales teams soar in 2018
At one point or another, you may have heard the saying, “Routine sets you free.” That principle holds true in the business world and can be applied to corporate goal setting, too. With a powerful, routine-oriented goal setting framework like OKRs (Objectives and Key Results), your organization can fall into a pattern of setting, tracking, […]
What the art of leadership looks like to Lee Hecht Harrison’s Vince Molinaro
The question Vince Molinaro asks senior leaders sounds simple enough: “How did you get your current job?” The answer, however, may be a little disappointing. “Most often what I hear is, ‘If I’m honest, I kind of backed into it,’” Molinaro, global managing director of career transition and outplacement firm Lee Hecht Harrison (LHH) told […]
How design thinking can help sales teams: Advice from the authors of ‘Naked Sales’
We in design haven’t been very good to sales for some time now. Over the last few years the leading methodology for innovation, design thinking, has changed the way people manage daily communications (mobile devices and applications), access health care (medical devices and care practices), travel (autonomous driving) and manage their lives at home (via […]