I’ve been in sales for 25+ years, and while I continually tweak and refine my sales cadences, I never invested a lot of energy in courses focused on that. When the pandemic hit, things changed. Sales outreach became harder, resulting in longer sales …
You have likely heard the buzz surrounding sales enablement. You may be wondering, what is sales enablement? How do I do it? Can I do it? Sales enablement is just what it sounds like...enabling/helping sales. How?
If you're like me, you enjoy planning for the new year. It’s a time for reflection and a time for goal-setting, and it's never too soon (or too late!) to work on improving your marketing plan. Here are five crucial elements to consider.
I know what you're thinking, "Now I have another word to fuse into my Rolodex so I can remain a relevant marketer. Enough with the buzzwords." I get it! Trust me though, this isn't just another catchy word millennials are tacking onto inbound. It has…
Actually, everything about inbound marketing is not about sales. They are very separate crafts – but when they’re combined, they can both be fire. In the past, marketing and sales have worked together about as well as glue and water. The creative pla…
What happens when a small-town woodturning company suddenly generates more leads than it can handle? For Glacial Wood, a Minnesota-based manufacturer serving designers and builders worldwide, the answer wasn’t to slow down — it was to invest in sales…
Collecting customer data is the single most important key to your marketing strategy. Without data, you’re marketing blindly, hoping to reach your target audience or persona. Many businesses that collect data don’t know what to do with it and end up …
I’ve got the answer to the question I know you’ve been asking your whole life. What happens when a metal company goes all in with their marketing? Okay, so maybe that wasn’t one of your burning life questions. But it should matter to you, and here’s …
Call-to-action buttons are the best. Think of them as the rug that ties the marketing room together. If you have no idea what I’m talking about, you should check out this blog I wrote about Calls-To-Action. First Things First: What is a perfect Call-…
>Have you been playing a game of telephone with your sales and marketing teams about your company goals? Are the strategies and processes you have in place not quite hitting the target? The strategies and processes you have in place determine how …
"We need better sales enablement." That’s about as helpful as saying you need "better marketing" — technically true, but not very specific.
Have you ever played a game of telephone? You know, the childhood game where one person whispers into the ear of another and the information chain continues until the last person repeats the sentence out loud for all to hear. The end product is a jum…
You’ve done your due diligence. You’ve got your buyer persona created. You know the buyer’s journey inside out, backward, and upside down. You’ve optimized your site with keywords your persona is searching for. Congrats. You’ve just completed the fir…
Traditionally, return on investment (ROI) is a simple calculation of financial gain minus its cost divided by the cost. It is expressed in a percentage and, the larger the number, the better.
The role of the sales professional has changed significantly over the last decade. In the past, you needed to understand every detail of your product or service. You had to read people, establish rapport, and find creative ways to overcome repeated o…