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The Two Types of Tech Companies and How Each Should Sell

Ironically, the engineering advantages that distinguish many technology firms in the marketplace can be one of the biggest detriments to selling. Whether companies operate as innovators in their respective technology fields who drive the marketplace (technology leaders) or focus and develop in a specific niche market (focused players), tech organizations can get bogged down by these advantages without having defined sales processes, leading to struggles with conversion.

Successful technology companies, on the other hand, aim to reach customers and clients through a particular scope. By accurately identifying who they are and what they offer, they can better evaluate how to sell, whom to hire, and which sales initiatives to pursue, leading to stronger results and more viability in the increasingly dynamic marketplace.

Why You Should Add Guest Posting To Your Marketing Strategy

Guest blog posting is arguably the best method of inbound marketing that your team can employ. However, only 6 percent of marketers are using guest posting as the majority of their original content strategy. Considering the vast amount of marketers who are (rightfully) making content marketing a priority, it’s surprising to find that more businesses, particularly small businesses and startups, aren’t taking advantage of the guest posting benefits. After all, marketers who prioritize blogging are 13 times more likely to receive a higher ROI than those that don’t.

Sales is Storytelling. Marketing is Storytelling. Business is Storytelling.

Compelling stories gain the trust and understanding of others, and make them open to new ideas. Stop selling products or services and start selling stories.

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. But where to begin? Do you need to develop or sharpen your team’s analytics skills? Get them proficient with more marketing technologies? Hone their creativity or intuition?

Closing the Gap Between Sales and Marketing Starts With Better Communication

Successful and repeatable sales processes hinge on the alignment of your organization’s sales and marketing functions. In fact, when sales and marketing are aligned, companies experience a 25 percent increase in revenue. But when sales and marketing are out of sync, companies often struggle to close deals and nurture lasting relationships with customers.

The bottom line: Companies have real dollars riding on the relationship between sales and marketing. So, why do many sales and marketing teams barely acknowledge each other?

7 Ways to Use Facebook to Help Your Business

Facebook marketing is a must for any business that wants to achieve marketing strategy goals. Using Facebook allows you to improve customer service, reduce marking costs and optimize your brand.

There are three simple yet core goals when using Facebook for business. No. 1 is increasing Facebook likes, new followers and subscribers that can nourish the community. The second is improving engagement through excellent customer service and dynamic material. The third is the most obvious and vital, increasing sales.

How to Win the Talent War: Women in Sales

The war for top-performing sales talent has begun. By 2026, the number of open sales positions is projected to grow by more than 3 percent, putting the pressure on sales leaders and HR teams to attract top talent. In fact, according to CEB, now Gartner, sales leaders across the globe report sourcing quality sales professionals as a top challenge and priority for 2018.

Yet, while the fight for talent is fierce, many companies are inadvertently ignoring or discouraging half of the workforce: women.

How to Use Your Social Media Channel for More Sales

Consumers are becoming increasingly swayed by social media posts when it comes to purchasing a product or service, making it a great platform for sales. Increasing sales via social media content, campaigns and outreach is really important part of a marketing strategy these days. But how do you convert your social media followers to purchasing customers? Here are a few trending ways brands are using social media to forward their business.

5 Unconventional Tactics of Excellent Sales Managers

Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager.

6 Steps to Improve Your Go-To-Market Maturity

What defines a mature go-to-market model in B2B companies? Is it having a growth strategy focused on new market segments? Does it depend on scalable operational processes and systems? Or having clear alignment between teams responsible for strategic planning and execution? Does it include a focus on account-based marketing (ABM), a topic with a lot of buzz today?

The 7 Habits Of Highly Ineffective Salespeople

Our brains are wonderful things, in that it always tries to find the best for us.

We can justify every and any action we take simply by identifying some kind of gain for us or achievement we attain.

When we are happy to carry out some tasks without even thinking about it, we call that a ‘habit’, i.e. something we do without having to think about it.

As salespeople, we tend to slip into habits by default, some good and some not so good.

4 Steps to Motivate an Underachieving Salesperson

More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind.

1. Start positive – identify their strengths

If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

But too many sales managers make the mistake of starting with the negative. If you start a conversation with a member of your team by talking about their failings, it’s not going to be productive. Nobody wants to feel like they’re getting a telling off from one of their teachers.

12 Sales Leadership Tips From the Most Influential Sales Pros

Sales leadership is not for the faint of heart. Only 63% of sales reps make their quota, and statistics today show the average tenure of a sales leader in their position is declining. This happens because sales organizations are simply not equipped with the right systems and processes that allow their people to perform.

Recent InsideSales.com Labs research shows that the top 3 challenges of sales leaders today that relate to their people are all about recruiting and hiring, building the sales organization culture, and compensation:

  • Recruiting and hiring (40.8% of sales leaders identify this as a top challenge)
  • Culture (37.5% of sales leaders identify this as a top challenge)
  • Compensation (21.1% of sales leaders identify this as a top challenge)

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