If there is brand equity in the B2C marketplace, is there such a thing as sales equity in the B2B world?
In the B2B marketplace the value to the individual you’re selling to is paramount. At the end of the day, you’re not selling to a company, you’re selling to a person.
In 2012, there were over 270,000 conferences in the U.S. alone.
Why are conferences doing so well? Conferences allow people to not only educate themselves, but also connect with like-minded people. We are inundated with heaps of virtual noise, so having a face-to-face conversation with someone is incredibly valuable.
In this episode Al Torres, Chief Commercial Officer at SummitSync, explains how to strategically vet, asses, and track ROI on the best conferences for your company.
Stop hunting for the latest and greatest social selling tool.
Social selling isn’t about a tool.
It’s about matching your selling behavior with the new buyer journey, and changing the behavior of an entire organization is no easy feat.
In this episode Kirsten Boileau, Director of SAP Experience, unpacks how to build, deliver, and scale a social selling training program in your sales organization.
The old saying goes, “You only get one chance to make a first impression,” and the same holds true for your copy.
To prevent your ad, website, and email copy from repelling leads, it’s necessary to tap into your reader’s subconscious so you make a lasting impression. When it comes to the psychology of sales and lead generation, if a person’s subconscious isn’t activated, they’re not going to take action.
Every potential client has a culture, and not every culture will jive well with your own.
If a client is going to drain you and your employees, then they aren’t the right fit for your company.
“Defining a mission statement” might sound like undergrad business jargon, but it’s one of the most vital things you can do for your business.
Your mission statement isn’t meant to be a nice little summary of your company values; it’s meant to be your stake in the ground when disaster strikes. Your mission is a powerful guide that will help you do everything from defining your sales model to shaping your team.
In this episode Johan Brissmyr, CEO and Co-Founder of Castle, talks about three ways your mission can guide and define your business.
It’s the phrase you’ve heard a thousand times…”You have to have a social media presence.”
While it’s still true, the market has reached a tipping point where just having a presence is no longer enough to drive sales. With the increased noise online, you need to get creative if you want to see results.
In this episode, Ben Kolp, Head of Customer Happiness at Orca Social, talks about 5 companies’ tactics that will take your B2B social media strategy to the next level.
There are over 100 billion business emails sent every day.
Now that’s some stiff competition. Your only chance to stand out is to stop focusing on volume and start focusing on data-driven quality. Data is the key ingredient to drive your prospecting effectiveness through the roof.
In this episode, Bastiaan Janmaat, CEO of DataFox, shares a data-driven prospecting strategy that yielded results in 30 days.
Asking your reps to play the numbers game is like a teacher asking their students if they can shoot for an F on the test.
The reason your reps are having to send out 4, 6, even 8 follow-up attempts is because they are sending cold emails that suck. A 20% response rate should not be classified as success—that’s failing in our book.
In this episode Nancy Nardin, Founder of Smart Selling Tools, shares how companies are going about sales in the wrong way, and why it’s tarnishing brands.
We all know SDRs hate building prospect lists.
Let’s stop ignoring that fact and do something about it. Sales reps shouldn’t be bogged down with monotonous research and list building. They belong on the phones, doing what they do best—talking and building relationships with people.
In this episode Eric Boggs, Founder and President of REVBOSS, shares machines that can be used to automate administrative and repeatable tasks and get sales reps doing what they love.
If you're on Snapchat, connect with James by searching his username: jamescarbary
The foundation of a strategic partnership is built on a two-way street.
If one person is all take and no give, it’s simply not going to work. Both parties need to be pursuing a relationship instead of a transaction.
In this episode, Octavia Gilmore, Owner and Creative Director at CreativeJuice, shares her insight and experience with finding and building mutually beneficial partnerships.
Sometimes lead generation seems to be this magical thing that just happens with no science behind it.
For agencies, lead gen is typically through word of mouth and referral. So how can they make a repeatable system with something they don’t directly influence?
In this episode, and in his blog post How Agencies Can Create a Repeatable System For Generating Leads, Kyle Racki (Co-Founder and CEO at Proposify) explains the psychology and tactics behind creating a repeatable lead generation system.
Ever wonder what makes films like Star Wars and Wizard of Oz cult classics?
Park Howell, Founder of Business of Story, asked himself, “What does Hollywood know about storytelling that the rest of the world needs to know in order to move the needle in business?”
It all boils down to the story. He created a 10-part story cycle that differentiates your brand, connects you to your customers, tackles conflict, and helps you come out victorious, just like any great Hollywood flick.
In this episode, Park walks us through each of the 10 parts of a captivating brand story cycle.
Hitting a crossroads in life is inevitable, and sales teams are not exempt.
Sometimes the sales process turns into just going through the motions, and a team needs motivation to get out of their rut. When it comes to getting them unstuck, it’s up to the sales executive to increase happiness and drive growth.
In this episode, Crossroads Coach Ed Bracey walks us through a two-part framework that can help sales executives increase sales team motivation.
Being a successful sales executive takes more than just ambition.
It takes emotional intelligence and valuing your employees just as much as it takes work ethic and priority setting.
Social selling is all the rage.
However, B2B companies don’t always approach social selling in a strategic way. You are engaging on public networks with millions of people, so you have to be organized in your approach.
When your top reps are closing deal after deal, their time becomes extremely valuable.
They need to be talking with potential customers, not drudging through the weeds of prospecting. The secret is finding the optimal number of leads to reach out to each week or month, and then creating a repeatable prospecting process. This positions your team to operate at its highest efficiency.
In this episode, Ryan O’Donnell, Founder of SellHack, explains the why, where, and how to creating a repeatable prospecting process. He also shares a great eBook on the best outbound sales strategies.
Sales is a two-way process, but it’s shocking how often sales conversations end up being one-way.
The best reps don’t drill prospects for information. They guide the conversation to be relevant, informative, and engaging.
It’s tricky business keeping your sales reps happy and hungry.
When starting out, those initial rep hires are crucial to the success of your company, and deserve to be compensated for pioneering the process. However, subsequent sales reps are doing less bushwhacking and more following the leaders before them. What does compensation look like for them?
This is just one of the variables to consider when building a successful sales comp plan. In this episode, Raphael Parker, VP of Business at Segment, breaks down the four things you need to understand when building out your sales comp plan.
Using the phrase “calling to touch base” with your prospects is one of the worst things you could say.
“Calling to touch base” is essentially saying that there is no reason for the call, therefore there will be no value in talking with you. With the enormous amounts of competition for your audience’s attention, you have to bring value and personalization to every interaction.
In this episode, Scott Tretsky, VP of Sales at MobileCause, shares their systemized process of prospecting and the intentional techniques they use to ensure they stand out.
It’s sad to say, but the status quo for marketers is failure.
Only a shocking 30% of B2B marketers say their organizations are effective at content marketing. Why are we living in a data-saturated world and settling with 30% effectiveness?
In this episode, Allen Gannett, CEO of TrackMaven, talks about how content marketing strategies need to be data-driven instead of a set of ideas that merely shoot into the dark.
How do you know what stage your lead is in when they enter into your funnel?
Are they ready to buy? Do they want more information? Or is this their very first time hearing about you?
You can organize your sales leads by offering different types of content and calls-to-action and observing what they are attracted to.
In this episode, Bill Seagraves, President and Founder of Catchfire Funding and Author of Be Your Best Boss, explains how different learning styles and self-identification can help you understand and organize your leads.
In this episode, we talk about a new show that our team recently launched. You'll probably love it.
When you hear of Tinder, do you think of B2B sales?
Well, it did for this guy. Jonathan Green, Head of Business Development at Sweet Fish Media, breaks down five things Tinder taught him about B2B sales. In this episode, Jonathan makes a hilarious comparison between the two.