People are hard wired to tell and listen to stories. Human beings have been telling stories for thousands of years, just ask a caveman. Good story tellers are engaging and dynamic. Great story tellers draw an emotional, visceral response. Every successful sales process starts with a compelling story told to the prospect or customer. It…
What impact does your first line of sales management have on overall revenue and sales performance? Based on 25 years of high tech enterprise sales experience, I submit that ensuring that your sales coaches can effectively coach is equally if not more important to your bottom line than ensuring that your sales reps can effectively…
We’re often asked, how do you define a business story? How do you create an elevator pitch? Here’s the formula that works for us .. You should be able to tell an engaging ‘why us’ business story in 60 seconds, 3-5 minutes, or 20 minutes on a call or whiteboard as part of a larger…
Leading analysts and companies we work with agree on the top issues sales leaders struggle with year after year: conversion ratios are falling, fewer sales reps are making quota,sales rep attrition rates are rising, it’s taking longer to effectively ramp up new sales team members, and there is increasing misalignment between sales and marketing. To…
Interesting presentation from Marketing Profs .. though content marketing budgets are rising, only 36% believe they are being effective with it. B2B Content Marketing: 2013 Benchmarks, Budgets, and Trends—North America from MarketingProfs
Link: Four “New Marketing” Skills You’d Better Learn Quick – B2B Marketing Solid advice ..!
Link: 12 Things You Should Be Using Your Blog For (Besides Blogging) This one is a hoot – most people just need to start using it for blogging before its all over.
Here is a list from Hubspot. Not sure I would make this my top ten.
Interesting post from MitchWagner on power shift that cloud may afford. 48% give IT department final approval on cloud and 39% consuilt with them. 1/3 of companies have restructured IT to add new skills for cloud. Nearly half of companies who transitioned to the cloud (44 percent) say they made the transition because the cloud…
barnish: 1. Businesses that blog average 55% more website visitors than those that don’t. 2. Companies with 30 or more landing pages generate 7x more leads than those with fewer than 10. 3. 91% of online adults use social media regularly. 4. The click-through rate on triggered email messages is 119% higher than regular email…