sales Validation Related Topics 
Marketing Interactions
OCTOBER 8, 2020
The Job of Sales Content. For this post, let’s focus on content’s job for sales. Sales content must focus on creating buying intent. To do this, it must either instigate inquiries from your buyers or invoke curiosity and engagement when used by a sales rep or dealer rep in outreach or in support of conversations.
Marketing Interactions
OCTOBER 8, 2020
One of the assumptions that marketers and sales reps make when people show interest in your website, content, or booth at a virtual summit or trade show is that they’re buyers. Unsure about the validity of their business case. Ultimately, buyers spend only about 20% of their buying process in conversations with sales reps.
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Marketing Interactions
MARCH 7, 2022
Can’t determine the differences between vendors to validate and justify a choice. In fact, a mix makes your podcast more impactful and less of a blatant sales effort. If you now have it, this is a great time to tell them and validate what outcomes it will bring for them. There are more, but you get the idea.
Marketing Interactions
SEPTEMBER 26, 2022
These events in your target markets can quickly make your messaging irrelevant, rendering your marketing programs and sales plays ineffective. So, if your main buyer personas have always been tech roles, you may be missing the mark with today’s marketing and sales outreach. What worked yesterday may not work today.
Marketing Interactions
AUGUST 24, 2021
Think about what your buyers have already gone through before they engage with your sales reps. There’s a reason statistics exist that verify buyers push sellers back to the end of the buy cycle and only spend about 5% of that time engaged with your sales rep. Validation of expertise is an outcome of thought leadership.
Marketing Interactions
FEBRUARY 20, 2022
In B2B marketing and sales, we talk a lot about our buyers’ pain or need. Yet, given what your digital behavior indicates, this is when marketers are looking to get you to raise your hand for a demo or take a meeting with a sales rep. Validate our (our company’s) expertise. What happens when something goes wrong? Do you feel it?
Marketing Interactions
FEBRUARY 7, 2020
The idea that if we cram everything into a 3-week campaign, we can force our prospects into speaking with our sales reps and buying. There is an argument (and research) that proves the validity of just-in-time learning vs. just-in-case learning. The campaign mentality. The problem with the campaign mentality is that we think BIG.
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