Sales Operations Should Equal Sales Optimization
Like many aspects of business in the 21st century, Sales Operations is changing. How? Well, it’s moving quickly from a reporting and administration function to much more—think of it as Sales Optimization. Longer buying cycles and global competition may be eating into your organization’s numbers. It’s time to address the increased cost of sales head on by taking a closer look at your Sales Operations team.
Topics: MarketScale B2B Marketing, Millennials, Marketing and Sales, Automated Sales, Sales Cycle, Optimization
"Don’t Make Your Sales Team Run Marathons on Milk Duds."
Let me explain. See, I had this kind of absurdly anxious nightmare. Our firm was in some kind of Olympic race—but not really The Olympics. (You know how dreams are.) Anyway, we were sending our sales team out to run a marathon. For some reason, I said, "they can't run on an empty stomach." Then the sales team looked at me. Somehow, I realized I was in charge of the food. Then I gave them each a Milk Dud. That’s right—a Milk Dud, the odd little chocolate-caramel candies in the yellow box. Except I didn’t give them a box of Milk Duds--just a Milk Dud, singular. They looked confused and disappointed. I felt guilty and anxious. Then we lost the marathon.
Topics: B2B Content, Content Marketing, B2B Marketing, B2B Social Selling, Sales Cycle, Marketing and Sales
What Is Social Selling?
Social selling is the use of social media by salespeople to interact directly with prospects. Sales reps provide value by answering prospect questions and offering thoughtful content until the prospect is ready to buy. The use of social media in sales allows salespeople to engage with potential customers without interrupting their daily lives with cold calls and hard sells.
Topics: B2B Content, Automated Sales, Sales Cycle, Content, Content Strategy, B2B Marketing, Social Media Marketing
Beware the Benefits of Tunnel Vision
Tunnel vision is both a good and bad thing. At its best, tunnel vision means laser-sharp focus on goals. At its worst, tunnel vision blinds us to the unexpected opportunities that emerge just beyond our line of sight.
Topics: B2B Content, B2B Marketing, Direct Sales, Business Communication, Sales Cycle
What to Do with All that Marketing Data!
Topics: B2B Content, B2B Marketing, Creative, Sales Cycle, Marketing Data
