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Rebecca Spary

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5 Tricks to Overcome the Summer Sales Slump

Posted by Rebecca Spary on 8/2/17 11:00 AM

After a month or two of sweltering heat, bug bites, and melting popsicles, it can start to seem as though the summer is never going to end.

With the heat waves comes the inevitable summer sales slump dreaded by sales professionals and marketers alike. While there are some exceptions to this summer slump rule, glares at the ice cream man, most businesses experience this naturally occurring phenomenon.

All of your top prospects are relaxing on a beach somewhere, your sales manager seems to be on the golf course every other day, and you’re existing customers are brushing you off with automated ‘Out of Office’ replies, because around 40% of people plan their vacations for some time in August (Ask Your Target Market).

So how can we avoid this seasonal curse? Check out these 5 sales and marketing tips and tricks to break through the summer sales slump, and reignite your pipeline.

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Topics: Sales and Marketing Alignment, Sales, Lead Generation

Infographic: How to Drive Sales with Content

Posted by Rebecca Spary on 7/25/17 11:00 AM

If you work in sales or marketing you're probably well aware of the fact that content marketing is taking over for traditional methods. With inbound marketing delivering 54% more leads than traditional outbound marketing (Nutshell, 2017).

Content is a more than just a buzzword, it's an institute, and no I'm not just talking about the Content Marketing Institute, I'm talking about the way that content marketing has swooped in and changed the game. Content is now a key driver in creating cost effective opportunities for acquiring new leads and closing sales (Nutshell, 2017).

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Topics: Sales Enablement, Digital Content, Content Management

Ahead of the Curve: Business Lessons from Uber

Posted by Rebecca Spary on 6/27/17 11:00 AM

Whether you love them or hate them, there is no doubt that Uber is one of the most successful and fast-growing businesses in recent history.

Starting back in 2009, Uber has risen through the ranks to become a cornerstone of the modern world, offering their consumer-driven, ride-sharing services in 300 cities around the world. With a valuation of $70 billion they’re an inspiration to many (Geektime, 2017).

Certainly, much of the firm’s success can be attributed to the genius of the operation. It offers not only a more affordable way for customers to get around but also plenty of jobs to boost the economy.” (Geektime, 2017).

Uber’s innovative spirit and business acumen allows them to stay top-dog in the rapidly advancing ride-sharing market. Check out these valuable marketing, sales, and business lessons that we can learn from Uber’s ups (and downs).

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Topics: Sales, Marketing, Account Based Marketing

Top Tips for Successful Lead Generation in Industrial Manufacturing

Posted by Rebecca Spary on 6/13/17 11:00 AM

Industrial manufacturing is in need of a change. The industry is constantly under pressure to improve plant productivity, meet evolving customer demands, and stay competitive in an innovative environment. 

Landing new business can be difficult for manufacturing, especially when your competition has long-standing relationships with their vendors and customers (MarketingV2, 2015), which is why we’ve collected these tips to help drive successful lead generation for industrial manufacturers.

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Topics: Sales Enablement, Sales and Marketing Alignment, Manufacturing

Infographic: 9 Sales Lessons Every Sales Professional Should Know

Posted by Rebecca Spary on 6/6/17 11:00 AM

Being a sales professional is a job like no other. You control your own destiny and your success is often a direct result of your efforts. However, the role isn’t an easy one. Sales pros have to work in a high-pressure environment complete with long hours, a complex sales process, intense customers, and demanding managers.

In sales, there will always be face-palm moments and things to stress out over. But we wanted to share these lessons with you in the hope of saving you a couple of headaches and heartbreaks.

We've put together an infographic featuring the 9 of the best lessons and pieces of advice that every sales professional should know.

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Topics: Sales Enablement, Sales, Sales Training

How to Create Customer Experiences that Boost Sales

Posted by Rebecca Spary on 5/30/17 11:00 AM

It’s the age of the customer and the computer. Gone are the days of sales professionals being the sole source of product information. Today’s buyers control their own journey, with 74% of buyers conducting more than half of their research online before talking to sales professionals (Forrester, 2015). 

The buyer-seller relationship has been turned completely upside down. The power has shifted from the seller to the buyer, transforming the buying process. In order to keep up the sales process must also transform.   

As a marketer or sales professional it’s our job to make sure that the sales experience is easy, valuable and enjoyable for our customers. Today, we’re exploring four ways to deliver value and win deals in the modern sales environment.

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Topics: Sales, Sales Training

Channel Enablement in Four Simple Stages

Posted by Rebecca Spary on 5/23/17 11:00 AM

Technology is shaping how we run our organizations, its creating new areas for innovative business leaders to flourish and grow. It’s shaping our attitudes, altering our customer relationships, and affecting our sales strategies, and now it’s impacting our channel marketing.

Channel marketing is a crucial tool for effective selling, especially for manufacturing companies, and channel enablement solutions are here to help by enabling, educating, and empowering your channel partners.

In the modern buying environment your channel partners are seen as an extension of your brand and your organization. You can turn them into brand advocates and product knowledge experts with the help of a channel enablement solution!

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Topics: Channel Enablement, Manufacturing

Why Marketers Need Sales Enablement

Posted by Rebecca Spary on 5/9/17 11:00 AM

Sales enablement is the process of providing sales teams with the right content, knowledge, and skills for every buyer interaction. However, just because it’s a “sales” tool that doesn’t mean that it’s a sales-only tool. Today we’re exploring why sales enablement is an important tool for marketing, and how they can utilize it to help create and deliver coordinated messages throughout the buyer’s journey.

By now we’ve all heard about the importance of improved sales and marketing alignment, and the need for a comprehensive view of the buyer decision journey, these are just a few of the things that can be accomplished with the help of a complete sales enablement platform.

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Topics: Sales Enablement, Marketing

5 Reasons to use Account Based Marketing for your Digital Sales Content

Posted by Rebecca Spary on 5/2/17 11:00 AM

Account based marketing took 2016 by storm. The resurgence shows no signs of stopping or slowing down in 2017, and many are racing to adopt the right account-based marketing tactics.

Knowing when and how to use account-based marketing effectively across the sales process means understanding why it works, and how it differs from other digital sales content strategies.

Today’s blog explores the five key reasons why account-based marketing is worth using across the sales process.

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Topics: Sales and Marketing Alignment, Marketing, Account Based Marketing

Unlocking Data Analytics Across Your Sales Process

Posted by Rebecca Spary on 4/25/17 11:00 AM

We’ve been told time and time again that marketing data analytics are essential for effective digital content marketing, and while most acknowledge it’s importance they are still struggling to make effective use of their data.

“Spending on marketing analytics—quantitative data about customer behavior and marketplace activities—is expected to leap from 4.6 percent to almost 22 percent of marketing budgets in the next three years, representing a 376 percent increase. At the same time, marketers say barely a third of available data are used to drive decision making in their companies.” – CMO Survey, 2017

Today we’re exploring the current state of and challenges associated with data analytics utilization, as well as top strategies you can employ for effective analytics along your sales and marketing process.

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Topics: Sales and Marketing Alignment, Data, Analytics