Search Engine Land

DECEMBER 4, 2023

Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness. Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness.

B2B 119

B2B Represent Campaign Strategize 119

Martech

DECEMBER 4, 2023

Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness. Getting real with upper-funnel expectations We need to rethink how we approach the early stages of marketing traditionally focused on brand awareness.

B2B 110

B2B Represent Campaign Strategize 110

Partners in Excellence

APRIL 1, 2021

I recently read a post from Dave Kurlan entitled, “Why I Believe We Should Blow Up The Business Development Role… ” He makes the argument that we put our most inexperienced sales people into one of the toughest roles in selling–inciting interests, identifying new opportunities, and prospecting.

Manufacturing 104

Manufacturing High impact Prospecting Up-sell 104

Partners in Excellence

NOVEMBER 2, 2021

Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported. And this is what all of us in sales need to think about.

Represent 108

Represent Sales Support Sell Customers 108

Partners in Excellence

NOVEMBER 16, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 125

Process Customers Manufacturing Sales 125

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” ” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Then we go through some sort of discovery process.

Process 118

Process Customers Manufacturing Pipeline 118

Partners in Excellence

FEBRUARY 17, 2016

But I wonder about all the opportunities we miss, all the chances to provide leadership, to teach customers, to help them learn how to buy—to extend how we develop and create value. Readers of this blog are wickedly smart, so you’ll be able to do the translation yourself. Content marketing is going to save the world!

Territory 49

Territory Cross-sell Start-ups Customers 49