Category: Sales Experience

November 16, 2021

Love it or hate it, virtual presenting is here for the long haul and YOU need to be good at it. That’s what the smart folks over at Gartner Research think. And honestly, after looking at all of the various […]

November 3, 2021

Everywhere you look on the Internet, marketers are busy trying to make the best of their budget by finding the most relevant audience to market to. The art of narrowing your target down to high-worth accounts and the likeliest to […]

November 2, 2021

As sellers, the pandemic has forced us to rethink our work and how we engage our customers. We’ve seen customers cancel “high priority/committed projects,” and shift funding to “ad hoc” projects that were more important. This creates both opportunity and […]

November 2, 2021

As I talk to sales people, I’m hearing this frustration being expressed more and more, “I feel like I’m being a pest…” Usually, it’s the result of people being required to complete a series of cadences–email, phone, text, whatever. They […]

October 27, 2021

The long-used cornerstone for measuring email success – the open rate – could be in danger as a result of Apple’s changes associated with iOS 15. Their new Mail Privacy Protection, which most Apple Mail users are expected to opt […]

October 25, 2021

I’ve always found customer loyalty to be an interesting topic. Have loyalty programs become less popular in recent years? Or have customers’ expectations changed, rather than their willingness to form a bond with a brand? According to a study by […]

October 22, 2021

Ryan: Is it cheaper to sign a new customer? Or to keep an existing customer? Dwight: Keep an existing… Michael: [to Dwight] Shut, it. Can I… can I just do it please? [to Ryan] Uh, it’s equal. Ryan: It is […]

October 21, 2021

What are Micromoments? In any customer journey, there are countless small efforts. These include efforts from the company serving the customer and effort from the customer themself. After all, the customer journey is really the journey of a relationship. The […]

October 11, 2021

This is an incredibly busy time in eCommerce. As the pendulum is swinging back towards brick and mortars and the world reopens, Q4 puts a lot of pressure on marketers to make up for the losses incurred earlier in the […]

October 6, 2021

We struggle to get in front of customers, to find opportunities, to nurture them through the buying cycle, and, ultimately, to win. Yet, the majority of those complex buying opportunities end in “No Decision Made.” For those that are left, […]

October 1, 2021

In the “good old days,” perhaps 10+ years ago, salespeople were the primary source of information about potential solutions for their customers. Customers and prospects sought sales people to learn about new solutions, trends in the markets, what other similar […]

September 3, 2021

Learning the ins and outs of Amazon ad types is crucial to hitting your big sales goals. In this article, we’re going to explore the types of ads available to you and give you the information you need to decide […]

September 2, 2021

Did you know that 44% of marketers say “better measure the ROI of our demand generation initiatives” is their top priority for 2021? Great advertising attracts customers, improves brand awareness, and generates business leads & sales revenue. A sales cycle […]

September 2, 2021

Rejection is never easy to discuss and yet so many of us go through it. At work, rejection can lead to us feeling unmotivated, unproductive, and sometimes lose hope. Rejection at a workplace can look like anything, from not receiving […]

August 31, 2021

I’ve mentioned elsewhere that I am continually interviewing customers for our clients. And I always learn something constructive when I do. In a recent interview for a client who sells office furniture, I interviewed a woman who ended up buying […]

August 6, 2021

Marketing and sales play different roles, but they are both telling key parts of a brand’s story. Unfortunately, in many organizations, that story isn’t always aligned. As content becomes an increasingly powerful tool for sales teams, telling a consistent story […]

July 21, 2021

I am writing this blog the day after England beat Germany in the Euros. The stuff of dreams which will live on forever, according to Rio Ferdinand. As a Scotland fan living in England, married to an English woman, it […]

July 15, 2021

ou’ve heard of people who get business from LinkedIn. Maybe you’ve even attempted to message a few people or connect with some potential leads. But you haven’t yet cracked the code on how to sell on LinkedIn. Good news! In […]

July 8, 2021

Your sales cycle starts with identifying and finding your potential customer. While this might seem like a very obvious thing, this process of identifying and finding your potential customer is known as sales prospecting. It’s a multi billion dollar industry […]

July 6, 2021

Customers are not identical. That’s obvious in the direct-to-consumer space where your company is selling a product to individuals. But when you’re selling to businesses, it’s important to remember that fact as well. Running a B2B business has significant revenue […]