How the Sales Industry Has Change and Where It’s Going

The sales industry is evolving and how clients find you and digest information is changing. You need to revise your sales approach and incorporate not only traditional sales efforts, but also new methods of attracting prospects, such as content marketing and social media.

I have been in the sales industry since the mid 1990’s and have done a variety of sales and employed a wide range of sales tactics, from door to door, cold calling, warm calling, inside sales, outside sales, event attendance, to mailouts.

In the last couple of years though, I have noticed it has become getting harder and harder to get people’s attention through traditional calling and emailing. That is not to say it isn’t effective anymore, but in today’s market, with the advent of social media and the barrage of input that prospects are inundated with, it is getting harder and harder to get heard.
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Social Media for B2B Sales Teams

There is an incredible amount of interest in social selling. B2B sales people seem interested in using social in their sales efforts, but are not sure how.

I have two presentations coming up over the next couple weeks on social media for B2B sales teams. This week I am in Kitchener-Waterloo for the Communitech Senior Sales and Business Development Peer2 Peer, and in early May I will be at the Innovation Factory in Hamilton.

This blog will recap the highlights of these presentation.
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The Secret to Writing Copy That Converts Every Time

When it comes to copywriting, some people just get it. They can create magnetic headlines, stories, and highly-converting copy that effortlessly attracts prospects and guides them through the buying cycle.

But for most of us, myself included, writing great copy that converts can be a struggle.

So, what do people like Brian Clark, Founder of popular marketing blog Copyblogger and a terrific copywriter, know about creating really great copy that we don’t?

A few weeks back, I had the good fortune of being able to sit in on an Unbounce unwebinar featuring Brian that explored the topic of creating highly-converting copy for landing pages. If you can carve out a 45 minute hole in your schedule today, I highly recommend you check it out. If you’re looking to become a better copywriter, webinars like this are a great place to start.
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30 Resources to Start and Grow Your B2B Blog

Blogging for your business has many rewards, including increased brand awareness and a higher number of website visitors.

B2B companies that blog generate 67% more leads per month than those who don’t. Luckily, are many tools and resources that make setting up a company blog and blogging relatively painless.

To get started, we’re proponents of using WordPress for a blogging platform and for generating leads. However, once your blog is installed, coming up with blog topics, crafting great blog posts and promoting your blog are also important for increasing the reach of your blog.
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How to Legitimize Your Sales & Marketing Messaging

Sales and marketing messagingHaving a legitimate marketing and sales message will help you close new business.

Over the past number of years, we have written blog posts on what drives companies to purchase products and services. These drivers are:

  1. Helping drive more revenues
  2. Reducing a cost
  3. Creating efficiency
  4. Mitigating a risk

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