Successful sales and marketing no longer follow the playbooks that worked even just a few years ago. The rules have changed, yet most organizations and the sales and marketing professionals they employ haven't made the transition.
Back in the day, only people in the sales department worked with potential customers. Most big companies still do it this way. However, with the popularity of instant engagement via social networking, we’re all in sales now.
I’ve noticed that salespeople are abusing LinkedIn more and more. They connect and then immediately go into selling mode. Social selling on LinkedIn does not simply mean transferring inane interruption selling techniques onto social media!
In the past 18 months, virtual selling has exploded as in-person sales became difficult because of the pandemic. Tools like Zoom and Teams are great, however most salespeople aren’t using them correctly, limiting the effectiveness of their sales messages. Specifically, sales...
If you are working in a so-called business-to-business marketing and sales environment, it’s essential that you always remember that you are not marketing or selling to IBM or a hospital or a restaurant chain. You are always marketing and selling to people.
In our fast-paced digital world, we are constantly bombarded with offers, opportunities, and opinions. The cluttered nature of the digital age means that we have a mere fleeting moment to leave an impression.
In the old days, salespeople were the experts we relied on to educate us about products and services. In a world where we didn’t have the ability to go online to conduct independent research, buyers were at the mercy of sellers. Of course, that’s not true anymore. Yet many s...