Shortage of B2B Sales Talent and Sales Training

August 25, 2016 Sales Strategy 0 Comments

VQXYE2ZEHCThere was a very interesting article on the lack of tech sales reps in the KW-Toronto corridor. One of the organizations talked about the challenges of recruiting internationally. The comments on the article highlighted thoughts on where B2B sales training was missing. As with any in demand job there needs to be many different strategies to fill those open positions. The great thing about sales is that you can teach someone with little background to contribute to the team. This can be a time consuming process for managers and is also dependant on selecting the right candidates.

Here are a few thoughts on how to develop your own sales talent.

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Milkshake Marketing for Startups

August 23, 2016 Marketing Strategy 0 Comments

milkshake marketingA timeless article, that’s great to bookmark for all marketing professionals is Finding the Right Job for Your Product. It was originally published in 2007 in the MIT Sloan Management Review. This article describes the Milkshake Marketing tactic and how it can be applies when approaching the age-old 4 P’s of marketing.

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Marketing and Sales Training for Entrepreneurs

August 18, 2016 Sales Training 0 Comments

Marketing and Sales TrainingIn July, I finished up teaching my most recent Marketing and Sales for Entrepreneurs class at the University of Toronto School of Continuing Studies. My class is part of a Certificate in Entrepreneurship that was jointly developed by the University of Toronto and MaRS. My class is a great primer in sales training and marketing training for students looking to grow their existing business or start a new business. This was the third class that I had taught since the course was created. I really enjoy working with the passionate entrepreneurs that can range from fresh out of school to leaders with 20+ years of business experience. The class works through many different sales and marketing strategies and tactics. The goal is at the end of the course the students will have created their own sales and marketing plan.

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6 Moz Features you Should be Using

August 16, 2016 Marketing Tactics 0 Comments

Moz featuresOne of our big goals when it comes to inbound marketing is boosting our organic acquisitions. This is accomplished by implementing strong SEO practices. SEO is effected by a number of components including your keyword placements, internal and external links, and optimizing original content such as blog posts.

To help keep track of these SEO factors, we use Moz. This analytics tool provides insights on areas of your website that can be improved to garner better visibility and improve overall SEO.

The following are 6 Moz features that we frequent:

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B2B Sales Metrics and Goal Setting – Keep it Simple

B2B Sales Metrics and Goal Setting

One of the hardest things to do I have found is to set B2B sales goals for a startup or even an established company looking to launch a new product to the market. When your revenue numbers are zero and you have no historical track record to gauge success such as close rates, sales call conversion rates and so forth it can definitely be challenging. Ultimately, you need to start somewhere and select a goal that seems reasonable by some measure. In many cases, if your product was worth $50,000 setting a target for $5,000,000 or even $1,000,000 in year 1 when you have a staff count of two or three may not make sense. For a large company with established product lines it can be a bit easier to find a starting point as past successes with other products could be used as a guide.

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