Sales Skills Definition

Note: Article republished from The Digital Sales Institute  Creating a sales skills definition is unique to every business as they need to reflect the overall sales strategy alongside the expected sales activities of the salespeople.  Sales skills differ depending on inside V outside customer facing sales plus which part of the sales process a salespersonContinue reading “Sales Skills Definition”

The Buyers Journey

Increasingly the buyers journey is now done online. Even B2B customers have adopted consumer-like behavior. They now conduct product research online and often make purchasing decisions without a sales rep’s involvement. Those B2B customers who engage with sales agents are already 57 percent of the way through the buying process before their first contact. This fundamentallyContinue reading “The Buyers Journey”

Nurture Your Potential Customers and Make Your Sales Skyrocket

Nurture Your Potential Customers and Make Your Sales Skyrocket In order to effectively market to your target audience, you need a comprehensive strategy that allows you to nurture your potential leads. As technology changes, so does the way in which marketers can nurture those leads. In order to make your sales skyrocket, you have toContinue reading “Nurture Your Potential Customers and Make Your Sales Skyrocket”

7 Ways to Get Your Content to Produce Sales Leads – Now

If your content marketing plan is producing a steady flow of sales leads, then save yourself some time and don’t bother reading this article. Every marketing article I read tells me how much business has fallen in love with content marketing and why not. I know from experience that whether selling to consumers or businessContinue reading “7 Ways to Get Your Content to Produce Sales Leads – Now”

How to Use Social Media To Promote Your Business

The use of social media is now the most effective way when you need to promote or launch a business or new product. The free access to social networks for prospect identification and the ability to reach a large audience of buyers via content means every marketing or sales leader has to use these channelsContinue reading “How to Use Social Media To Promote Your Business”

B2B Sales Techniques for a Digital World

The buyer’s journey is changing sales models and how B2B sales teams sell. Sales 2.0 as a sales technique has been around nearly ten years now but still many companies struggle to embrace it. If you are in B2B sales then Forester projects that over the next four years, 1 million B2B sales people will beContinue reading “B2B Sales Techniques for a Digital World”

The Sales Process

The sales process is a repeatable model that a business deploys for the sales teams to follow when moving a buyer from being a prospect, to a qualified lead and on to a paying customer.  This is an introduction to defining what is process could look like for your company. A sales process could beContinue reading “The Sales Process”

Inbound Marketing Guide

There is allot of talk around “inbound marketing” and as a guide to what it means to a business. Social media marketing agencies and practitioners seem to have developed a language of their own as digital marketing has become the dominant channel. Terms such as marketing automation, marketing qualified leads, social selling and lead nurturing areContinue reading “Inbound Marketing Guide”

B2B Marketing Strategies

In the world of B2B marketing strategies, CMO’s and marketing leads are finding out that there is allot more to them than just content and SEO. Social media marketing companies seem to trot out the well worn lines of, you must create a library full of content, recalibrate your SEO, share the content on theContinue reading “B2B Marketing Strategies”