Trending Sources

Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

The buzz around the water cooler is that marketing botched it from the get-go. As the marketing leader, you play a pivotal role in bringing the new offering to market. Unfortunately, most marketing leaders don’t know or under-estimate what’s involved.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item.

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations.

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. Q: Do you and your organization currently have a defined content marketing strategy? One of which was of an inbound marketing strategist.

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Content Marketing is hot for good reason.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. So adopting a “pivoting” mentality might lead to more effective and timely pipeline management.

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. Sales Management Excellence.

It Ain’t Over Until It’s Over


And secondly, how many instances do I see in Marketing and/or Sales, where bailing out occurs before it’s really the right time to make that decision? It made me start to think about the questions we need to ask as we go into both marketing and sales campaigns. How will we pivot? •

6 steps to get sales and marketing working on the same team


Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. Aligning sales and marketing requires commitment from both. Alignment extracts 208% more value from marketing with 108% less friction. Who is your target market?

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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.

Medical sales training – something different vs. more of the same

Sales Training Connection

Clearly for the market-leaders this journey has already begun. In times of such transformational market change, a new set of winners and losers emerge among the sellers to the market. Lesson 4 – Spotlight the Pivotal Job. Medical sales training.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

In today’s markets a competitor is likely come out with a product that is just as good or better than yours, in half the time you thought it is going to take – plus make it cheaper. In most cases they are ease to spot because they are the market leaders.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Taking this challenge seriously was reinforced in an article about successful technology entrepreneurs and a concept called – Pivoting. As the author noted: “Technology entrepreneurs of past eras took years to build a product, hire a staff and figure out whether there was a real market.”

March Madness: 5 Tips to Make an Email Marketing Slam Dunk

Inside Campaigner

But, March Madness isn’t just a college fan favorite, there are also a few key takeaways and tactics that email marketers can leverage to gain a competitive advantage with their own campaigns. Luckily, marketers have a secret advantage in this situation: triggered emails.

Business Simplification–The Number 1 Job Of Sales Enablement

Partners in Excellence

While everything we do is well intended, Sales Enablement (along with marketing and others) are at risk of loving our sales people to death! But Sales Enablement occupies a pivotal point for the organization and in driving sales productivity and effectiveness. Fear And Loathing: The Sales And Marketing Technology… Execution Lean Sales And Marketing Problem Solving Results Sales Effectiveness

Sales productivity – the era of the absence of change is over

Sales Training Connection

In most markets, customers are significantly changing how they do business. Focus on the pivotal job first – the front-line sales manager. It makes sense to identify and focus first on the pivotal jobs. Sales Simulations.

An Unexpected Trait of The Truly Successful

A Sales Guy

She was in constant execution pivot mode. Learning is what allows us to pivot. We’re ignorant of the changes, the miscalculations, the shift in the market, the poor assumptions, to our original plans. I was talking to a young entrepreneur earlier today.

3 Customer Experience Predictions - Think customers: The 1to1 Blog

The 1to1 Media Blog

Marketing. Mobile Marketing. Marketing. Mobile Marketing. Marketing by Permission! Marketing Blog. Sales & Marketing Effectiveness. 2011 was a pivotal year for the field of customer experience. In our latest report, Ron Rogowski and I outline what these market drivers mean for customer experience professionals in the year ahead -- and what theyll need to do to keep up. 2011 was a pivotal year for the field of customer experience.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. A good case in point is the medical market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Team selling – lone wolfs no longer reign supreme by Richard Ruff. Team selling continues to be on the rise.

Why Inbound Marketing Is Costing You Money and What to Do About It – Part 2

Strategic Sales Growth

In this part of the funnel the goal is to convert Marketing Qualified Leads (MQL’s) into a sales Opportunity. Click-to-Schedule is very good as an “ultimate opt-in” business tool – - especially when it’s key pivot-point in the sales process where you know the closing chances are pretty high – - like getting the prospect on the phone for a demo.

Sales Managers: Don’t Be Shot by Both Sides


So, in essence, this pivotal and critical role within an organization is left to sink or swim, and the attrition rates, as a result, are quite staggering. This also applies to many of the marketing professionals those managers collaborate with to support the sales team.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

3 pitfalls when developing an account strategy

Sales Training Connection

A good account strategy, in contrast, focuses on a few pivotal goals and then delineates the challenges, resources, and actions necessary to achieve a favorable outcome – what needs to be done and how are you going to do it. Changes driven by the global market and ?advances

Sales managers – expectations and accountability

Sales Training Connection

In today’s market the effectiveness your sales force is more than ever driven by the collective competencies of your frontline managers. Setting clear expectations is simply one of the many requirements that make frontline managers the pivotal job for achieving sales success.

Sales directors – competencies for the job hunt

Sales Training Connection

We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. They had recently completed an interesting research study on the skills companies want Sales Directors to have in today’s market. Sales Directors.

Sales performance – average is over

Sales Training Connection

In markets where buyers are reinventing how they do business and the competition is keener than ever, this episodic approach to training is unlikely to carry the day – at best average will be maintained as opposed to being over. Sales performance.

Year of the Sheep: 5 Astrological Elements to Incorporate Into Your Email Marketing

Inside Campaigner

So how can email marketers most effectively meet the needs and preferences of these individuals? This Chinese New Year, one of the luckiest numbers is three, which should also be a marketer’s magic number when crafting subject lines.

IoT Culture Strategy as Digital Transformation Lynchpin

Babette Ten Haken

Business and human capital strategy models pivot from assembly-line mindset where workers are told what to do. Task complexity catalyzes IoT culture strategy and business model pivots. Why leave the sales process up to marketing automation? Develop an IoT culture strategy.

Sales managers – are you passing the leadership development test?

Sales Training Connection

Whether you call it pivoting, leading change, or some other names, the most effective sales managers provide the leadership to adapt to change. From those in your organization like Marketing, IT, Tech Support and the sales team to the extended buyer contacts that comprise your customer base.

Why 3D Printing is Really A Business

Strategic Sales Growth

Stratesys was responding the the success of the Cube , another consumer oriented 3D printer marketing by 3D Systems (Nasdaq:DDD) and sold through Staples. This is exactly what the Laser printer market was like in 1982. Have you been following 3D printing ?

Sales strategy coaching – maximize your investment

Sales Training Connection

When your customer base goes through a dramatic change in how they buy, it is a pivotal time to take your sales coaching effort to the next level. There is no such thing as a generic winning sales strategy when selling in a complex market. Sales strategy coaching.

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. Team Selling. Team selling continues to be on the rise.

Sales managers and the story of the “super salesperson syndrome”

Sales Training Connection

They need to be able leverage support from other organizational groups like Marketing, Engineering and Technical Support. Without solid strategies for their accounts sales people are likely to do a good job coming in second in today’s competitive market. Sales Manager.

Five Important Microsoft Dynamics Themes From Convergence 2014

Brian Vellmure

The apparent increased focus likely means additional investment in both R&D and marketing budgets for the Dynamics team. MICROSOFT DYNAMICS MARKETING. It is being positioned as a complete marketing platform that allows marketers to manage the entire breadth of their work.

Sales managers – a new pathway to leadership

Sales Training Connection

Herminia Ibaraan, an INSEAD professor, recently published a provocative book arguing that in today’s market if you desire to assume a leadership position you must get outside your comfort zone. Sales Leaders.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

They too, will go to market inwardly uncertain, or quail (think chicken!),

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The Secret Path to Successful Sales Calls

Smart Selling Tools

Think back to when you first introduced your product or service to the market. Many reps will ask questions until they get a response that allows them to (prematurely) pivot the conversation toward their solution. Tweet Sales calls are conversational journeys.

Just Because We Have The Ability To Do Something Doesn’t Mean It’s Best Practice

Partners in Excellence

I’ve been writing about customer experience , bad prospecting , and other bad sales and marketing practices for some time. We can dramatically reduce the costs and of our content development/delivery, marketing, demand gen, marketing programs. We can slice, dice, pivot, and do all sorts of things with data. I continue to be amazed by the ever increasing volume of bad practice—from both the naïve and from those who should know so much better.

A sales leadership red flag – sales turnover matters

Sales Training Connection

From our own observation in markets such as high-end medical devices the customer, in this case the physician, may “go” with the sales rep if they leave for a competitor. Sales Team Turnover.

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

What they fail to recognize is that no matter how compelling your marketing messaging may be, the best that will likely get you is a seat at the table. In fact, I see so many sales organizations that have pivoted back to leading with a demo.