becoming-the-topic-authority 
Partners in Excellence
MAY 15, 2023
Most of our marketing and selling efforts focus on becoming the “product/solution authority.” But what about Topic Authority? Topic Authority is critical because it focuses on what customers care or should be caring about. Industry leaders/innovators often create Topic Authority.
Understanding the Sales Force
APRIL 24, 2024
For their example, the author used salespeople who were promoted to sales managers based on their sales performance, but not because they had any specific skills or capabilities to be effective sales managers. If you are a regular reader, I never write ABOUT those topics! I make analogies to sales USING those topics.
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Sales and Marketing Management
SEPTEMBER 21, 2020
Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. Engage in topics outside of work where appropriate. Of course, the topic of COVID-19 is top of mind for many. But if you’re looking for safer topics to discuss, consider the following: Weekend plans. Family happenings.
Sales and Marketing Management
FEBRUARY 13, 2020
Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. Products and services are becoming more complex. Therefore, discussions of today’s products and services are also becoming more complex.
Pipeliner
DECEMBER 19, 2023
Harnessing the Power of Authority in Marketing John Golden had the pleasure of speaking with Frank Hussman, an internet entrepreneur from Amsterdam, Netherlands, with over two decades of experience in B2B marketing and sale s. He suggested that companies need to have a plan and focus on a specific area to become authorities.
No More Cold Calling
MARCH 25, 2021
She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. Modern Trailblazers.
Sales and Marketing Management
NOVEMBER 2, 2020
Author: Charles Brennan Jr. Specifically, what skill we possess today that has already or will soon become obsolete; and what skill we need to improve upon or develop to replace the lost skill. In a previous article, I talked about self-reflection and taking inventory of one’s skill set. It’s time to shift our approach.
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