Transactional Versus Complex Selling

Partners in Excellence

For example, you can’t get any more commoditized than selling commodities like basic chemicals, oil, water, etc. For example, I have a very large client that sells basic chemicals.

Spam Sparks the Human Curiosity Gene

Increase Sales

Savvy marketers use this human curiosity gene to their benefit by writing emotionally compelling copy and headlines that spark that innate desire to seek what lies within. Marketing compelling copy human curiosity gene SPAM emails

Engagement Experience fuels Customer Experience

Babette Ten Haken

Like a chemical equation, is the desired reaction balanced and controlled? Think about an over-dependence on cold calling, marketing automation and running around networking events throwing business cards at everything.

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

For companies serving B2B markets, a properly run sales force that executes the seven activities outlined above is the most effective (and cheapest) loyalty program you can find.

We Become Commoditized Only When We Let Ourselves Be Commoditized!

Partners in Excellence

They are both very high quality and reliability, they come from outstanding companies with the most powerful brands in the market. While each of these is priced similarly, they thrive in the markets, because Google and Microsoft have found other ways to differentiate and drive sales.

Once Upon a Time: Storytelling Stimulates the Brain into Action

The ROI Guy

By Dan Sixsmith Storytelling is a term that has emerged in marketing and sales as a means of leading the buyer down a path toward the realization that your solution is something he/she needs. What does this mean for your B2B marketing and sales strategy?

Our Products Are Becoming Commoditized!

Partners in Excellence

Over time, as products get greater market penetration, as competition increases, as we go through cycles of enhancement of the products, as customers get greater familiarity with them—-products, inevitably become commoditized. No product, no market is immune to this.

Complex Or Simple Buying Process

Partners in Excellence

selection of RF shielding for a smartphone, selection of specific bulk chemicals). Business Acumen Future Of Buying Insight Selling Lean Sales And Marketing Sales and Marketing Tools Sales Effectiveness Sales Process

What is Your Company’s DNA?

Sales and Marketing Management

Not chemical, biological DNA, of course, but what I call corporate DNA. What does that DNA mean for positioning a company to win in the market? The key to maximizing competitive advantage is to pinpoint that DNA and use it to your advantage; that is, to position your company in the market so that you can win. Our conversation with you and your team wasn’t a marketing discussion,” said Scott Anderson, CMO of Sitecore, a content management software company. “It

7 FASCINATING FACTS ABOUT A SALESPERSON'S MIND

HeavyHitter Sales

It turns out your innate nature to help people is really the result of a chemical reaction.   All marketing departments should pay attention to this fact when creating sales training collateral!

Dancing With Disruption, Part 2

Pipeliner

Sometimes, saying a single word or phrase can create a positive chemical change in the recipient’s body. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. Learn to Thrive, not Survive: Part 2.

#MyFirstSevenJobs John Pesec and Chris Palmisano

Partners in Excellence

19 years old Laborer/janitor in chemical plant. Dumped chemicals in tanks, scrubbed floors and toilets. Chris Palmi sano, Vice President, Global Sales And Marketing, Khorus. A number of weeks ago, I started following some posts about people’s First Seven Jobs.

#MyFirstSevenJobs Kathy Dyer And Chris Ahearn

Partners in Excellence

Vice President of Product-To-Market Far East, NCR Corporation. Manny Hanny long since been absorbed into Chemical bank which was then absorbed into Chase. There’s a series going around the web about people’s First Seven Jobs.

Sales middle managers – what motivates them the most?

Sales Training Connection

The importance of middle managers can be especially significant in industries and fields that value innovation, like computer games, software, consulting, biotech and marketing, according to Mollick. Sales Middle Managers.

Helping Your Buyers Look Beyond Themselves!

Partners in Excellence

Helping our customers look beyond themselves, the problems they are trying to solve, the opportunities they seek to address, has at least two contexts: What’s driving their customers/markets and how does this buying initiative impact that? We know we need to be customer focused.

Buyer 102

Winning the Social Media Engagement Contest

The ROI Guy

As social media grows in use, promotional power and business value, the most popular and engaged companies will have a distinct competitive advantage in revenue generation, marketing efficiency and return on marketing. Industries found to have companies with the least overall social media engagement (on average) include: Energy; Utilities; Wholesale & Distribution; Pharmaceuticals; Healthcare; Chemicals; Professional Services / Service Providers.

How to Get Your Startup Up and Running with a Business Incubator

Hubspot Sales

fintech startups), vertical markets (i.e., the energy market), or geographic locations (i.e., These benefits can include: Office space - Some incubators offer office space for free or below-market rates to their portfolio companies.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

Here are some interesting findings from the data: Out of the 29 industries, Marketing and Advertising companies have the lowest email open rates. Marketing and Advertising: 25%. What is the average email open rate for marketing and advertising companies?

Meet Orhan Dayioglu, Showpad Director of Business Development, DACH

Showpad

But for 20 years, I’ve been a global marketing leader. I want Showpad to become the organization that companies go to when they want to learn how to better align sales and marketing. Instilling the confidence in the team that they can achieve big things in the DACH market.

Meet Orhan Dayioglu, Showpad Director of Business Development, DACH

Showpad

But for 20 years, I’ve been a global marketing leader. I want Showpad to become the organization that companies go to when they want to learn how to better align sales and marketing. Instilling the confidence in the team that they can achieve big things in the DACH market.

The Pipeline ? Beware The Mixed Message ? Sales eXchange ? 138

The Pipeline

Stored in Attitude , Business Acumen , Communication , Communication Strategy , Marketing , Proactive , Sales 2.0 , Sales Management , Sales Success , Sales eXchange , execution. My carrier is not alone, they are following the trend of many in the market today. Marketing.

Who was your sales mentor, and what was their greatest lesson?

Nutshell

Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. An early sales manager in the chemical industry was my second mentor. ” Nate Masterson, Marketing Manager of Maple Holistics : Meg Whitman was my sales mentor thanks to her tremendous influence on the online marketplace.

The Lost Art of Selling

Platinum Rules for Success

Suddenly, sales teams were deemed too expensive to maintain, and the responsibility for driving revenues shifted to the marketing department. The second major shift was from traditional marketing to online marketing and social media, providing real time global reach for our marketing messages.

Who was your sales mentor, and what was their greatest lesson?

Nutshell

Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. An early sales manager in the chemical industry was my second mentor. ” Nate Masterson, Marketing Manager of Maple Holistics : Meg Whitman was my sales mentor thanks to her tremendous influence on the online marketplace.

Salesperson Fitness: The Body

Pipeliner

meat is an example; cheap run-of-the-mill supermarket meat is full of antibiotics, chemicals and hormones. Fortunately the trend in quality food has reversed, as we can see with Whole Foods Markets and other organic and natural chains and brands that have become prominent. Here is the next in my series on salesperson fitness. Of the three different types of fitness we’re addressing in this series (body, mind, spirit or soul), fitness of the body is the most visible.

Channel Visibility Reveals Unique Sales Workflows in Multi-Channel Organizations

Cincom Smart Selling

Different sales partners typically address different market segments. You rely on a number of distribution channel partners to address these different markets. This selling partner addresses an entirely different market; their customers use industrial chemicals and gasses. The selling partner gets the level of support they need to address their specific market, and the company is assured that the individual markets are addressed efficiently.

Enabling Growth: Solving New Product Challenges with CPQ

Cincom Smart Selling

Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years. When new products are brought to market, sales managers know it is important that their sales teams gain advance understanding of what the product does, how it works, who it serves and a general idea about how the product is priced.