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 »



How To Create a Great Sales Letter

By: Sally Ormond | February 13th, 2015 | Comments Off on How To Create a Great Sales Letter

Sales letters are still widely used despite the growing popularity of email marketing.

In some cases a letter can make more of an impact because people are becoming immune to emails and are more likely to delete it if it doesn’t immediately pique their interest. Read the rest of this article »



37 facts on the future of Social Selling vs. Cold Calling

By: Rob Petersen | January 16th, 2015 | Comments Off on 37 facts on the future of Social Selling vs. Cold Calling

50% of sales go the first salesperson to contact a prospect (source: InsidesSales.com).

Social Selling is the use of social media to interact directly with prospects, answer questions, and offer thoughtful content until the prospect is ready to buy. Social selling is not hard selling. In fact, it’s the opposite.

Cold Calling is the solicitation of business from potential customers who have had no prior contact with the salesperson conducting the call.  Read the rest of this article »