Remove sales

B2B Marketing Traction

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B2B Marketers Going Beyond Buyer Personas, Working with Sales

B2B Marketing Traction

Marketing must not only attract new prospects but also provide information and content for sales to convert them to customers. The need for marketing to work with sales is more important than ever. Recent surveys show that as much as 57% of the buying decision is done before buyers contact sales ( CEB Study of 1400 Customers ).

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Does Your B2B Sales Team Dominate LinkedIn?

B2B Marketing Traction

Wouldn’t it be great if, when your prospects search on LinkedIn for your products or services, your sales team dominates the results? If your sales team not only participates but is able to dominate these conversations on LinkedIn, you can build your brand and stand out as an industry leader.

B2B Sales 100
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The Death of Salesmen, Really

B2B Marketing Traction

This week I got a call from a sales man with a direct solicitation to bring him into a business situation I’m working on. The call got me thinking about how the sales function – as we knew it – is dead. The sales man called and said something like, “You mentioned your client, and I have some ideas for them.”

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I’m Dreaming of a New CRM System

B2B Marketing Traction

In 30 years of sales and marketing I’ve dealt with a lot of CRM (Customer Relationship Management) systems. Marketing Soapbox b2b marketing sales social media' I’m tired. After working on one such system yesterday (I will name no names), I popped onto one of my favorite Twitter chats – #B2Bchat.

CRM 100
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Today’s B2B Marketer Must BAT, not BANT

B2B Marketing Traction

What is marketing’s role before it hands off a lead to sales? Marketing could pass a lead on to sales if the lead or prospect had the right Budget, Authority to buy, Need for the product or service and an identifiable Time frame in which they would buy. Today marketers need to BAT, not BANT.

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Does Your Pricing Leave Money on the Table?

B2B Marketing Traction

This model includes calculating the actual bottom-line improvement your service/product creates for your customer and demonstrating that value to them in your sales conversations and in your marketing. Be careful about reducing prices as a promotional effort to increase sales. Some Pricing Issues. How do you price your products?

Pricing 100
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Why I Hate Fear-based Selling….

B2B Marketing Traction

I started my career in sales in the ERP software industry and went through some sales training – Xerox’ Personal Selling System and Solution Selling. The authors recommend another sales approach: in a downturn. What do you think? Provoke them? Treat them as friends?

Cost 100