Sales Hacker
DECEMBER 29, 2022
So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Chances are good they know what solutions are on the market — and have likely done an enormous amount of research on you and your competitors by the time you reach them. SDRs on demo calls.
SBI Growth
NOVEMBER 23, 2012
I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. What exactly is content marketing?
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No More Cold Calling
DECEMBER 10, 2020
Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. I was appalled when listening to a podcast on marketing, and the interviewee said: “Explain it so your grandmother would understand.”. Technology is king, and that’s their main focus.
Understanding the Sales Force
DECEMBER 18, 2013
I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Understanding the Sales Force by Dave Kurlan.
Costello
NOVEMBER 15, 2018
For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency. How can sales enablement complement inbound marketing efforts?
SBI Growth
SEPTEMBER 16, 2012
Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important. And by the way, your CMO partner is going through that exact same exercise. Sales and Marketing Teamwork = Success.
The Sales Hunter
FEBRUARY 20, 2012
Feb 21, 2012. Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012.
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