Coordinating marketing campaigns with sales activities is the key to B2B marketing success. Marketing and Sales must be aligned in order to experience the scale that inbound marketing or account-based marketing campaigns can provide. [Read more…]
Sales teams must understand the “why” behind your new product
As a business owner, product manager, or marketer, it’s very natural to be enthusiastic about your new product or service launch and, even a bit impatient to see revenue coming in from it.
Usually, by the time we are ready to turn our sales teams loose with our new offering, there is an urgency to get them selling and closing in very short order.
But, one of the first things you’ll need to do is very simple, but often overlooked—explaining the “why.” [Read more…]
Don’t ask your salespeople to create content for social selling
In a perfect world, it would be ideal if individual salespeople could be so engaged, so knowledgeable, and so polished that every one of them could create stunning, thoughtful material to share with their prospects and customers on social media.
However, asking salespeople to create content from scratch to fuel their social selling initiatives comes with peril and is a bit unfair. [Read more…]
Customer experience marketing – how ready is your team?
Have you ever been on the receiving end of a great customer experience? [Read more…]
You need your own content to fuel social selling
Your content marketing program must educate your prospects for you to succeed at social selling.
I once attended a sales meeting where a professional speaker extolled the benefits of social selling to hundreds of our salespeople. He made several good points in an effort to convince them of the utility of social selling, including how to mine for thought leadership content that they can share. In any given industry, there is no lack of content on just about any topic be it on blogs, Twitter, LinkedIn, news sites, etc.
Later, I ran into a sales VP who was delighted with the talk. He went so far to say that, “There is so much content out there we can share, we don’t even need to produce our own!” If he had only said the first half of the sentence, he would have been right. [Read more…]