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Will This Be the Year of Marketing Automation?

Posted by Barb Pellow on Jan 27, 2017 10:42:00 AM

Marketing automation continues to evolve, and it is becoming increasingly popular among businesses of all sizes. Marketing automation refers to technological platforms that enable marketers to more effectively deliver content to multiple media channels and automate as many tasks as possible. During 2016, marketing personnel will be more accountable than ever for generating sales results. This level of accountability involves deploying technological platforms that engage with old and new customers to increase lead generation and inbound traffic.

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Topics: Digital Marketing, Marketing Automation, Software, Lead Generation, Sales, Personalization

31 Questions to Grow Your Revenue

Posted by Alex L. Goldfayn on Jan 24, 2017 11:19:00 AM

The more we communicate with customers and prospects, the more we sell. The more that people hear from us, the more they buy from us. (The opposite is also true. The less they hear from us, the less they buy.)

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Topics: Sales, Business Development, Communication

The Advantage of Being Unique

Posted by Sarah Scudder on Nov 29, 2016 1:18:00 PM

I’ve never been much of a follower. As a kid, I was called “unique,” which was a euphemism
for “weird.” My sisters excelled at soccer, basketball, lacrosse and track. My father wanted his daughters to compete — learning life’s tough lessons on the field or court — but I became a cheerleader instead. I think I caused my father’s early-onset baldness. I liked forging my own path. Following the rules and doing what everyone else did was not for me.

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Topics: Sales, Niche, Vertical Market

The Craziest Sales Stunt I've Pulled (Yet)

Posted by Sarah Scudder on May 31, 2016 12:00:00 PM

I'm currently reading Stu Heinecke's book "How to Get a Meeting with Anyone." Stu is the guest on a sales training program I listen to occasionally. He is a cartoon artist who draws personalized cartoons to secure meetings with business owners and CEOs. It works. Big time. His secure-a-meeting ratio is through the sales ceiling. And his closing ratio is pretty darn impressive, too.

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Topics: Sales, value proposition, RFP

Write Like You Speak and Sell Like Hell

Posted by Sarah Scudder on May 3, 2016 12:12:00 PM

I used to suck at writing. I was expected to be a good writer, given my dad's profession. My dad is an English teacher and writer. (Yes, free editing is a perk. How do you think my writing sounds so darn good?) One would assume that my skills would be at least semi-proficient because I had always been around creative people and writers. Really good writers.

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Topics: Sales, Marketing, Writing

7 New Rules for Sales and Marketing

Posted by Barb Pellow on Mar 22, 2016 1:00:00 PM

In the print industry, service providers frequently view marketing and sales as a medicine to be taken when something is wrong. (So, your business is down this quarter? Add some salespeople, do a little marketing and you'll feel better in the morning.) Yet the most successful companies recognize that proactive sales and marketing investments are vital to growing and driving business results.

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Topics: Sales, Marketing

8 Steps to Designing a Winning Sales Process

Posted by Kate Dunn on Feb 16, 2016 11:30:00 AM

Winning sales processes are not created by happenstance. They are the direct result of a solid commitment by company leadership to develop and support a sales culture that has common goals and practices. The following eight steps offer an easy-to-follow guide to help sales managers change the sales process and improve results.

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Topics: Sales, Business Development, Strategy

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