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From Marketing Profs .. 7 best practices for mobile engagement

RegularBy Steve CrepeauMarch 29, 2015Leave a comment

Link: From Marketing Profs .. 7 best practices for mobile engagement Mobile – Seven Rules to Cultivate Deep Mobile Relationships : MarketingProfs Article

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Best practice: nine questions to plan your keynote

RegularBy Steve CrepeauMarch 29, 2015Leave a comment

Want to do a keynote?  Most people start by getting out the slides which is not the best practice for a corporate speechwriter. Here are nine questions to help you plan your talk. How do people perceive you now? Honestly. No,honestly.  Get some unbiased feedback from someone who does not work for you. Go and…

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RegularBy Steve CrepeauMarch 29, 2015Leave a comment

HBR finally figured out the secret to my sales success!  Great article on why the Challenger Sales Rep dramatically outperforms the other four sales rep types: http://blogs.hbr.org/cs/2011/09/selling_is_not_about_relatio.html

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Focusing on revenue yields better results for marketers

RegularBy Steve CrepeauMarch 29, 2015Leave a comment

In the latest of weekly series from Eloqua .. The Eloqua Closed-Loop Reporting Benchmark Index examined what leading edge companies were doing differently in terms of campaign execution and follow-up. These companies have: (1) over 3x as many average monthly landing pages activated. It appears these companies are engaging with their buyers at every opportunity…

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Listen, Did You Hear That?

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

Is your sales team good at listening?  Really good at listening? The fact is that most B2B sales teams are quite poor at listening and ironically, that is arguably the most important skill in selling to the enterprise. Let’s examine the elements of listening and a framework for effective selling. The first step in listening…

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To Present or Not to Present: 5 Tips for Engaging Your Audience

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

My career has always consisted of presenting to large groups of people, senior execs and even a select few presentations to F500 board members.  I’m a career sales professional and sales executive.  Sales presentations are important but it’s not just about getting them to buy your product or solution, rather it starts with getting them…

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In the content marketing era, whats a sales person to do?

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

vA lot of marketing theory on content.  But what do the sales people do?  I liked this email I just got fromAmerican Express via Marketingprofs. Insight over information A great deal of the salesperson’s role at one time was to deliver information. Most salespeople today face the possibility that a prospect may actually know as…

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If you can’t build it, how will they come? Demand generation in 2011 and beyond.

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

In the Kevin Costner movie Field of Dreams, there is a classic line: “If you build it, they will come.” The refrain is whispered repeatedly to Kevin Costner’s character ‘Ray’ to build a baseball field in his cornfield and the ghosts of great baseball players from the past will come to the field and play.…

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Hard facts: top habit of leading demand generation companies

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

It goes without saying that last 24-36 months have been challenging. According to analysts, while the economy has shown some improvement, the top B2B sales and marketing pressures today remain the difficult economic environment, fewer dollars, reduced headcount, an inability to move leads forward to a sales cycle, a noisy competitive landscape and too few…

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Turning a Sales Guerilla into a Sales Machine – Smart Choices for Startup Marketing

UncategorizedBy Steve CrepeauMarch 29, 2015Leave a comment

This is a guest blog post by our partners @ Crowded Ocean (http://www.crowdedocean.com/). It’s a marketing truism that you can’t manage what you can’t measure.  But, faced with all the challenges of starting a company from scratch, the question is:  what do you measure and when do you start measuring it? Startups often think that…

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