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Sales and marketing are two areas of sales that have long struggled to unite. This article provides actionable insights on how to unify the sales team and marketing team to create better results, and move buyers through the sales funnel more swiftly and effectively. Why Has It Been So Difficult? Sales have embraced revenue responsibility ...

The Importance of Technology Tools for Social Engagement Everyone is seeking brand cut-through yet automation usually results in people being bombarded and blasted rather than being provided with relevant insight and assistance. Amidst all the tools for sales and marketing, which ones are right for you? The most important thing to focus on is social ...

Social selling has revolutionized the way that we sell in the modern, technological era. Learning how to navigate this new tool, and understanding how to utilize it better, as well as knowing which pitfalls to look out for, is crucial. This article explores actionable steps to harness the power of social selling. Social Selling Hype: ...

Once You Connect, What’s Next? In the last blog in this series, I drew an analogy between the Gotthard Base Tunnel (the longest tunnel in the world) and the seller-buyer relationship. The seller is tunneling in one direction looking for that perfect buyer, and the buyer tunneling in the other direction in search of exactly ...

Building Supplemental Docs For Every Stage of the Buyer’s Journey Having control over the buyer’s journey can lead to an uptick in sales, and it’s something every business wishes they could have. While it’s not always possible, businesses can have better insight into their potential buyer’s journey, which can lead to more control over the ...

How Sales Engagement Insights Can Influence the Buyer A report published by LinkedIn documents the findings from research commissioned with approximately 1,500 buyers and sellers to map Net Promoter Score (NPS) rankings with the level of individual seller engagement on the LinkedIn platform. You can download the full report here to draw your own conclusions ...

The Three Sales Questions That Make All The Difference Two differentiators exist between top achieving salespeople and those who are average at best. The ability to ask and answer unusual questions with a smile makes all the difference. Clients immediately recognize a salesperson who is willing to learn by stepping out of the traditional comfort zone of merely ...

Understanding the Buyer Starts with the Seller As any successful salesperson will tell you, the key to making the sale is understanding the buyer. But there’s more to it than first appears—and it starts with you, the seller. Role The first part of this process is knowing which role your prospect plays within the company. ...