How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. More than ever before, the new reality of sales must rely on marketing to a higher extent.

Using Your PRM for Channel Sales Enablement


At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9

How To Boost Channel Sales & Clean Up Your Partner Pipeline


The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales?

What Does Successful Channel Partner Onboarding and Enablement Look Like?


The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales?

How to Read Your Audience and Structure Your Multi-Channel Marketing Accordingly

Sales and Marketing Management

That is why it is crucial to know your audience when you’re structuring your multi-channel marketing. Your audience is more educated, motivated, and engaged than ever before. Understanding their motivations is paramount in designing an effective multi-channel marketing strategy. More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert.

The Problem with Marketing, It’s an Ongoing Decision Making Process

Increase Sales

Marketing continues to be the number one barrier to strategic business growth. The problem with marketing is it is an ongoing decision making process because if other firms and people do not know about you, your company or your solution, you will remain pocket poor.

“Sales Is Just Another Information Delivery Channel”

Partners in Excellence

In the distant past, sales people were a primary channel for customer for educating customers about solutions and providing information. Customers had few convenient channels to learn about solutions and new approaches to their business. Company web sites, industry web sites, peer discussion groups, other web based and traditional channels have become key sources of information for prospects and buyers.

5 Ways to Attract More Channel Partners


If you’re running a channel sales operation, you know that attracting the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place.

Content Marketing Is the NEW Be There or Be Square

Increase Sales

Over 10 years ago, content marketing was not on many business people, sales professionals or SMBs radar screens. When I talked about content marketing specific to the effectiveness of article marketing or having a blog, the advisor looked at me like a deer trapped in the headlights.

Do You Have A Proven Resource:  Introducing the Sales Experts Channel

Smooth Sale

Attract the Right Job or Clientele: Deb Calvert, The Sales Experts Channel provides today’s Blog Story and her Proven Resource! Why I Created the Sales Experts Channel to Be A Proven Resource: I launched The Sales Experts Channel in 2017 with this stated Mission: “ _.”.

Muddled Content Marketing Misses the Mark

Increase Sales

The 21st Century has changed how people market their businesses. To attract attention today requires this new channel of content marketing. The simple question to ask yourself is: “Why would anyone read my content marketing day after day?

A Conversation With Ryan Arnett: Using Sales Assets to Educate, Inform, and Understand Buyer Intent


At DocSend, the company’s focus on delivering content management and tracking solutions to help teams securely share documents has made Ryan a true expert on educating, informing, and understanding buyer intent. Working with marketing to create the right content is also a critical step.

Marketing Conversations Come Before Sales Conversations

Increase Sales

With the impact of new messaging channels such as the Internet through social media sites along with Mobile, messaging has evolved more into marketing conversations than the more traditional “advertising.” Your ideal customers are seeking personal marketing conversations.

Social Media Marketing Influence or Inflation?

Increase Sales

Social media marketing can certainly attract attention and influence buying decisions as proven by many research reports one of the most recent Wildfire as posted over at Media Post blogs.

10 Content Marketing Methods B2B Marketers Use to Care for Their Audience

Sales and Marketing Management

Author: Ellie Chapman Content marketing used to be a tactic which was strictly reserved for B2C marketers, but that hasn’t been the case for a while. Create Marketing Personas. Only 42 percent of B2B content marketers are having actual conversations with their customers.

B2B 225

Does Your Content Marketing Smell?

Increase Sales

Have you considered this sense respective to your current content marketing efforts? Sure, literally no one can smell your attracting efforts via the various social media channels. With a little effort, this smelly marketing can be reversed.

The ME of Content Marketing

Increase Sales

Content marketing thanks to social media is the rage especially for 93% of the business to business world. Yet according to the Content Marketing Institute and Erin Povey of Sirius Decisions, much of the audience dislikes, no hates, the majority of the content.

Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

Trying to fulfill demo requests in multiple languages in different markets. Be educational and persuasive in order to get the prospect to act. Channel Partners who are surrogate salespeople. Product Marketers. Account Based Marketers (ABM).

B2B 142

Marketing Displaces Sales!

Partners in Excellence

Customers are self educating, they don’t want to see sales people until they have completed the majority of their buying process! Marketing is providing rich content and relevant information for customers and prospects.

How Allbound’s Customer Success Team Creates Engaging Partner Programs


On the other hand, a marketing-oriented program manager might focus more on referrals and marketing materials: Are partners logging in frequently? Are partners finding the marketing materials they can pass on to their customers?

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing

3 Reasons to Market Your Small Business Like A Drug Dealer

Sales and Marketing Management

Author: Andrew Frazier You need to market your small business like a drug dealer. It does until you take a closer look at their marketing and sales strategy. As part of my coaching, I tell my clients that they need to market their business like a drug dealer.

The Big Lie About Social Selling

Increase Sales

” The words in bold and in red (my editing) reveal that social selling is really social marketing. Marketing is about attracting attention (interacting directly or indirectly). Marketing involves channels to distribute the message.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective. What Is A B2B Marketing Strategy? B2b Marketing Strategy Framework. The breadth of the market.

Are Your Real Estate Marketing Messages Missing the Sales Target?

Increase Sales

What I have learned is 90% or better of the real estate marketing messages we have received are missing the sales target. No we are not running out of time, but you have with these poor real estate marketing messages. Finally there are also the price real estate marketing messages. “How

How Sales Pitches Keep the Reticular Activator on High Alert

Increase Sales

All these usually free social media channels now have conditioned sales leads to be very wary of any inbound marketing messages. These marketing messages are immediately discounted. The goal of marketing is to create awareness and begin to build a relationship.

Products vs. Services: The Real Marketing Difference

Sales and Marketing Management

Author: James Hooker, CEO, Televerde Within the discipline of marketing, various tactics and strategies come into play for prospecting, branding, content development, social marketing, video, events and other channels. But how do these strategies and tactics vary when marketing a product vs. marketing a service? One reason is that services tend to involve intangible components, which can make it harder for marketing to create a defined story.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If Sales and marketing alignment is about leveraging those insights to drive business results. leads, marketing qualified leads, opportunities, etc.).

Casting the Magical Spell of Marketing

Increase Sales

Wouldn’t it be nice if you could be the Sorcerer’s apprentice and cast marketing spells that would immediately have your ideal customers ringing your phone off the hook or streaming into your brick and mortar store?

Are You Missing this "A" in Social Media Marketing?

Increase Sales

Social media marketing has truly been a blessing for 97.7% Content marketing further allows these sales hungry professionals to further educate and differentiate their businesses from their competitors. Yet, these same forward thinking sales leaders are forgetting this essential “A” in their 21st century social media marketing. The plethora of social media channels allows for one message to be shared (think amplified) and this amplification costs nothing.

Why A Sales Leader Should Care About Marketing Methodology

Sales Benchmark Index

The right Marketing Methodology can enable you to break this cycle. Your Marketing Methodology is simply your company’s guidelines or procedures for marketing your solutions. In this article we’ll consider ONE Marketing Methodology. Inbound Marketing is a better way.

Stop Wasting Money On Marketing Automation, Personas, And Content Marketing!

Partners in Excellence

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. 37% of email marketers use limited targeting criteria!

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Go-to-Market Strategy Template and Examples.

Aligning Your Go to Market Strategy Around Account-Based Marketing with Shari Johnston, Casetext

Igniting Sales Transformation

In this episode, my guest is Shari Johnston, VP Marketing at Casetext and our topic is Aligning your Go To Market Strategy Around Account-Based Marketing. You might be wondering why I invited a marketing executive to our Conversations with Women in Sales podcast.

How Marketing can Partner with Sales to Drive Results

Sales Benchmark Index

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results.

Infographic: The journey to picking the right school


In fact, we were recently asked to share our perspective and recommendations with Career Education Review in an article titled, Students Keep Changing the Channel; Be Sure Your Admissions Team Is Tuning Them Back In.

How to Strengthen Your Partner Program with Content Creation


Understanding that channel marketers may need to create content to bring on new partners, to help those partners sell, and to help end users be successful. Do they need basic education or a nitty-gritty explanation? Blog Article Channel Marketing

30 of the Best SaaS Partner Programs (and Why They Are So Good)


With so many new SaaS providers hitting the market every month, running some form of partner program feels like table stakes. After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing.

In Sales SMB Marketing Is First Person Not Third

Increase Sales

Every morning I check my marketing statistics to keep better track of my sales results. From a SMB marketing perspective, this does not make any sense because people buy from people they know and trust. The summary goes on about experience, education, blah, blah, blah.

Why Being Liked Doesn’t Necessarily Increase Sales

Increase Sales

The Internet and specifically social media channels along with the transition away from product based marketing to education based marketing has only emphasized the knowing and trusting. Email is not a liking channel of communication.