We’re All On The Same Side in Sales

By: Alex Boyer | July 6th, 2015 | Comments Off on We’re All On The Same Side in Sales

Marketing Podcast with Ian Altman
There was a time, a really long time, where selling was compared to winning a game, outflanking your opponent or capturing your prey. And maybe when the seller held a few of the cards there was some truth to the analogies. Read the rest of this article »



Attract more sales enquiries with these 4 tips

By: Jim Connolly | June 1st, 2015 | Comments Off on Attract more sales enquiries with these 4 tips

How easy do you make it for prospective clients or customers, to spend their money with you?

That may sound like an odd question. After all, every business owner should be making the purchasing process as effortless as possible. As you know, this is not always the case. In fact, we regularly encounter hurdles that stop us from choosing a particular vendor. Read the rest of this article »



Content meets the B2B buying process

By: John Coe | May 1st, 2015 | Comments Off on Content meets the B2B buying process

We’re almost 10 years into one of the latest and hottest marketing trends – Content Marketing – and most B2B firms are churning out lots of it.  But like most good things, such as Texas BBQ or Chicago deep dish pizza, we tend to overdo it! As a result we’re into the next inevitable phase of content marketing – content overload.  First, let me give full credit to my friend Joe Pulizzi, Content Marketing Institute founder, who in eight years has brought content marketing strategy to the forefront of CMO’s campaign plans. We share two things in common – a belief in content marketing, and also are frustrated fans of the Cleveland Browns – he even wears orange! But I digress. Read the rest of this article »



What Does the New Sales Leader Look Like?

By: John Jantsch | April 3rd, 2015 | Comments Off on What Does the New Sales Leader Look Like?

The current sales leader for inbound marketing giant Hubspot was a self-proclaimed geek at MIT with no sales experience who found that by using data he could grow the organization.

Does this suggest that the quota carrying experience of the current sales leader is no longer a valid marker of sales success? Perhaps it does. Read the rest of this article »



The New Sales Playbook

By: John Jantsch | March 10th, 2015 | Comment Now »

Recently, I was asked to present my ideas on how salespeople can best compete in today’s sales environment.

A great deal about selling has changed over the last few years, but mostly what’s changed is the way people buy and that’s what you have to understand in order to thrive in the world of selling today. (Oh, and by the way, pretty much everyone sells something.) Read the rest of this article »