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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

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

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

Tips for Successful Tradeshow Lead Generation and Nurturing

Posted by Rebecca Spary on 3/28/17 11:00 AM

For years now tradeshows have been a top B2B sales and marketing tool. Tradeshows are industry-specific exhibitions designed to showcase new products or services, and innovations in the industry. (Entrepreneur.com). There are thousands of tradeshows hosted every year, in locations all around the world, ranging in size, scale, and theme.

In a survey, 92% of tradeshow visitors stated that they attend tradeshows to “see what’s new in the industry”, with the majority of attendees visiting one show per year (SageWorld, 2015).

Tradeshows are a top sales tool because they’re an excellent way to connect with current customers and to reach out to potential buyers, helping organizations to grow their businesses. An overwhelming majority of exhibitors, 99%, see the unique value in utilizing B2B tradeshows as a marketing channel (TSNN, 2013).

Tradeshow audiences continue to grow year over year offering a unique opportunity for lead generation (Statista, 2016). Today’s blog will examine how exhibitors can adapt their tradeshow sales and marketing strategies to improve lead generation, capturing, and nurturing!

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Topics: Sales Enablement, Sales, Tradeshows

Spring Training: Revitalize Your Sales Training Strategy

Posted by Rebecca Spary on 2/28/17 11:00 AM

It’s time for spring training, and no I’m not talking about America’s past time, I’m talking about sales training!

This week we’ll look at some sales training statistics that explain the importance of efficiently training your sales professionals. We’ll also be analyzing the effectiveness of traditional sales training strategies and how sales enablement can help to revitalize your training and improve effectiveness.

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Topics: Sales Enablement, Sales, Sales Training

2017 Trends: Sales and Marketing Resolutions Infographic

Posted by Rebecca Spary on 1/3/17 11:00 AM

Planning your sales and marketing strategies for the year ahead? Changes in the marketing environment and an accelerated sales cycle are having a large effect on how we approach our strategies.

It’s time for many of us to start making decisions about where we want to invest our time and resources in the New Year. We interviewed individuals in sales and marketing, and did our own research to find the most popular and shared resolutions for 2017, and now we’re passing this advice along to you.

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Topics: Sales, Marketing

2017 Trends: The Future of Sales Enablement

Posted by Rebecca Spary on 12/27/16 11:00 AM

It’s the time of year where we make our predictions for what the year ahead will bring us. We all know that sales and marketing never remain static for long, as trends develop, buyer’s needs change, and technology progresses, sellers and marketers need to be prepared and educated. In our blog mini-series we’ll be covering trends affecting sales and marketing in 2017.

We’ve written in the past about the importance of sales enablement technology for streamlining business operations, enhancing the buyer journey, and improving digital marketing content. This technology will continue to grow in prominence in the upcoming year as more organizations begin to recognize the benefits and multiple functions of sales enablement (MarTech Advisors, 2016).

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Topics: Sales Enablement, Sales

5 Habits of Highly Effective Sales Professionals

Posted by Rebecca Spary on 11/29/16 11:00 AM

The role of the sales professional isn’t an easy one. They have to deal with long hours, a complex sales process, sales content overload, unique customers requests, demanding managers, and more, all while operating in the high-pressure business environment.

Last week we were reading a discussion on LinkedIn where sales professionals were sharing the daily habits that drive their success. They agreed that the top sales professionals often have an indefinable element that sets them apart from their peers, but they went on to break down the key skills and characteristics that they share.

We curated this advice because it’s important for sales professionals to be focused on continuously learning and improving their skills. So, here are five habits of highly effective sales professionals that you can adopt, whether you’re down in the trenches or managing the team!

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Topics: Sales

[Guest Blog] How do you make your content distribution more efficient?

Posted by Sales Loft on 11/3/16 11:00 AM

With millions of content marketing articles written everyday and more than 211 million pieces of marketing content unleashed into cyberspace each minute, many companies find themselves scrambling to stay out ahead of the curve with content, cadence, and the appropriate distribution channels.

Each day there are:

  • 500 Million tweets sent
  • 3.6 Billion Instagram likes
  • 4.3 Billion Facebook messages sent
  • 40 Million tweets shared
  • 205 Billion emails sent

Not to mention the amount of B2B articles produced every day. That is a ton of data! If content is king, and it really is, how do you get eyes on it, how do you keep it relevant, and how do you keep it timely and on point so that it doesn’t go to waste?

 

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Topics: Sales, Digital Content, Social Media