As a marketer, I’ve always felt the gentle push-and-pull in the relationship between sales and marketing. Well, “gentle” might not be the right word, but there’s a healthy conflict that always exists between the group that creates the message...
Today’s post is from John Barrows, a provider of customized sales training and consulting services. John presented at InsideView’s The Open Lounge during Dreamforce ’14. It’s been a few weeks since Dreamforce and I’m finally getting a chance to get...
Note: Today’s guest post is another in a series provided by Denis Pombriant of Beagle Research Group. Denis is a top CRM market researcher who advises end users in CRM selection, deployment and use while also publishing a steady stream of analysis on many of the...
If you’re in sales or marketing, you can’t go a day without hearing the term “social selling.” In a nutshell, social selling is knowing who your targets are before you engage with them. And by “knowing,” it means the 2014 version of knowing, not the old...
Insufficient Knowledge of the Industry and Competition Buyers are not going to buy a product from someone who doesn’t know enough about the industry to position the right product or service. Not knowing the state of the industry into which you try to sell is...
Group Your Prospects into Niches Outline the categories into which your prospects fit, and create specific emails, phone call outlines, tweets, etc. for each of them. For example, if you sell electrician supplies, try focusing on outdoor-specific electricians. This...