Iannarino
JUNE 27, 2021
The Gist: It is natural to believe that a larger competitor has certain advantages. The advantages of size don’t create any value within the sales conversation. Your power has less to do with the size of your company and more to do with the value your approach creates for your prospective clients. We take our lessons where we find them. Today’s lesson is about size, and comes from the world of professional boxing.
JBarrows
JUNE 27, 2021
Our guest this week is Scott Gillum, CEO and founder of Carbon Design, who talks about what makes a good salesperson and what makes a good buyer, how personality-based marketing can be utilized, how to conduct solid research on brands and people, and also share their differing thoughts on the role of the SDR. Scott and John also discuss different selling methods and models in this enlightening conversation.
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Membrain
JUNE 27, 2021
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”.
Heinz Marketing
JUNE 27, 2021
By Carly Bauer , Marketing Coordinator at Heinz Marketing. For many, it can be hard to find an outlet to deal with and process emotions, especially as situations and environments change. Going through the first year of the pandemic, we didn’t know when things would get back to normal, what the ‘new’ normal would look like, and if things were going to get worse.
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Triggr
JUNE 27, 2021
Sales is changing, and so is the tech that drives it. The relationship between sales and marketing is shifting more towards one of “business allies”. But the biggest change in the sales world is the “customisation” of the buyer experience. Dynamic data is the way forward. Definition of Static Data. Static data is not changeable. Data is much more useful if companies could edit their data when needed.
Triggr
JUNE 27, 2021
Today, marketers have the key to powerful customisation: intent data. Intent data tells the reasons for users’ search queries, browsing habits, and online actions. These are all of which are precursors to a sale. With intent data, you can unlock more “buyer in progress” leads while taking away wasted marketing efforts. What is intent data. Intent data is a term used to describe information showing a consumer’s intentions, motivations, preferences.
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