From Marketing Profs .. 7 best practices for mobile engagement
Link: From Marketing Profs .. 7 best practices for mobile engagement Mobile – Seven Rules to Cultivate Deep Mobile Relationships : MarketingProfs Article
DetailsBest practice: nine questions to plan your keynote
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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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
DetailsFocusing on revenue yields better results for marketers
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?
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
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…
DetailsIn the content marketing era, whats a sales person to do?
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.
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.…
DetailsHard facts: top habit of leading demand generation companies
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…
DetailsTurning a Sales Guerilla into a Sales Machine – Smart Choices for Startup Marketing
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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