Why is No One Talking about Video for Sales?

Business2Community recently cited media content marketing as one of the B2B marketing trends to look out for in 2017. They write, "It’s easy to see why video and photos are becoming more and more common with time as inexpensive tools for creating a variety of rich media become increasingly available and affordable." And as cited in a presentation from Act-On at Demand Gen's B2B Marketing...

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Using "Intra-viral" Automated Demos to Discover and Engage the B2B Buying Group

How can we leverage the concept of something "going viral" in B2B sales? Isn't this usually a marketing thing? To close B2B sales faster, we need to discover and engage the buying groupmore quickly. To do this, create and send sales content to your key sponsor or champion and they naturally to share with other stakeholders in their buying group.

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Dynamically Personalized Demo Videos = Shorter Sales Cycles

What once was a clear line between where marketing ended and sales began, has become less and less defined in today’s B2B world. As customer’s buying behaviors have drastically changed, so have their expectations. The traditional sales model of marketing handing off an opportunity to sales simply no longer works.  Your customers don’t care whether your role is marketing or sales, all they care...

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The B2B Sales Team that Never Talks to a Bad Lead

Ben Cohen (Wall Street Journal), recently wrote an article titled "The Basketball Team that Never Takes a Bad Shot", profiling the Pine City, Minnesota (USA) high school basketball team. He says, "The NBA's most efficient offenses seek out layups and threes. [This high school] takes the idea to the extreme."

Pine City reduces their mid-range shots to only 4.2% of their game, instead taking...

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3 Biggest SaaS Sales Tips to Impact My Career

I’m not a sales leader or seasoned vet with years of experience. I am a student of sales, three years into my time at CONSENSUS working with pros specializing in the B2B sales arena. I am also a literal student of sales at Weber State University, so everyday I’m absorbing new sales tactics from both a theoretical and hands-on approach that I can put to the test in my job. I’m sharing the top...

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Qualtrics Insight Summit: Highlights from Beats by Dre CMO

Omar Johnson, CMO of Beats by Dre, took the stage at Qualtrics Insight Summit last week in Salt Lake City. He shared some incredible insight into the business and marketing world of Beats by Dre., and what it means to market with emotion. Check out the highlights:

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Sales: Is It Time to Rethink End-of-Month Strategy?

"End-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes." These were the findings from InsideSales.com's most recent sales study - and they have us thinking hard about how we handles sales at the end of the month. 

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Demand Gen's B2B Marketing Exchange: Top 3 Takeaways

It seems every conference or trade show has sessions that leave people feeling inspired, motivated and intrigued — and then the ones that leave people thinking, “how’d that make it as a session? There was nothing new in there.” I’m happy to share that as my first time attending B2B Marketing Exchange, I had more of those inspired feelings than the latter. I particularly liked the the way that...
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Group Buying Dysfunction in B2B Sales: It’s Still a Problem

Remember when CEB revealed last year that the average buying group size had jumped from 5.4 stakeholders to a staggering 6.8 - with predictions that number would only continue to increase? Some recent trends, including blending sales and marketing efforts and personalization at scale have helped remedy some of the problems arising from group buying dysfunction. But there’s still a lot more to...

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Sales and Marketing: Personalize to the Persona or Person?

Personalization is the latest buzz word in the world of B2B marketing and sales . We’ve come to realize that mass generic emails and cold calls with blanket sales pitches not only don’t work, they reek of laziness.  It’s no secret that B2B customers are shopping around just as they would for any other big purchase, such as a car or television. They are doing their research and educating... Read More
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