Making The Transition From Operations to Optimization Within Your Sales Strategy

Posted by Kevin McInerny on March 29

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.

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Topics: Automated Sales, Sales Cycle, MarketScale B2B Marketing, Marketing and Sales, Millennials, Optimization

Is Your Sales Team Getting the Content it Needs?

Posted by Owen Matson, Ph.D. on April 6

"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.   

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Topics: B2B Marketing, Sales Cycle, B2B Content, B2B Social Selling, Content Marketing, Marketing and Sales

How Marketing and Sales Leverage Social Selling to Increase Sales in B2B Markets

Posted by Owen Matson, Ph.D. on March 14

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.

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Topics: Automated Sales, Content, B2B Marketing, Sales Cycle, B2B Content, Content Strategy, Social Media Marketing

Marketing, Sales - We Need To Talk

Posted by Owen Matson, Ph.D. on March 8

Tunnel vision is both a good and bad thing.  At its best, tunnel vision means a laser-sharp focus on goals.  At its worst, tunnel vision blinds us to the unexpected opportunities that emerge just beyond our line of sight.

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Topics: Direct Sales, Business Communication, B2B Marketing, Sales Cycle, B2B Content

You Have Tons of Marketing Data.  Now What?

Posted by Owen Matson, Ph.D. on March 6

What to Do with All that Marketing Data! 

Without a plan for how to use data, the rest of your content strategy can quickly turn into a wandering expenditure of time, resources and lost sales... 
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Topics: Creative, Marketing Data, B2B Marketing, Sales Cycle, B2B Content

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