Sales Process

4 Marketing Ideas to Increase Sales (That You Should Steal Today) – Email Marketing Article

 When Scott Barker got his start in sales, he went in willing to learn and wanting a view of the bigger picture: sales, marketing, customer success – all of it. And through this process, he picked up valuable marketing ideas to increase sales. Scott never truly understood the arbitrary lines existing between sales and marketing functions. And, when you think about it, he has a valid point. By gaining a clearer grasp of a customer experience as a whole, Scott…

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The 4 Key Listening Habits of Exceptionally Great Salespeople – B2B Marketing Article

To Sell Greatly, a salesperson has to be relationship first. And the most important skill in building strong, enduring relationships is the ability to be a good listener. Ironically, most of us are terrible listeners. It’s like we completely understand the importance of listening well, but we just can’t bring ourselves to actually do it consistently. Luckily for you, becoming a better listener is something you can absolutely become good at, and in doing so become a great salesperson. Here…

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Teaching Your Millennial Salesforce How To Sell Greatly – B2B Marketing Article

We’ve all heard, and maybe experienced, the Millennials’ challenge with face-to-face, interpersonal communication. Sure they can text and converse on social media but “they don’t answer their phones” and “they can’t hold a conversation in person.” Which begs the question, how will their style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make that possible? Let’s face it, people buy from people. And more importantly, what can…

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Why Content Marketers Are Failing to Sell Greatly – B2B Marketing Article

Every year the Content Marketing Institute publishes a seminal report on the state of the Content Marketing Industry. This year, we thought we’d share it but through the lens of sales prospecting and using content to Sell Greatly. Content Marketing Still Focused on The Top of The Funnel. Few content marketers report they use it successfully on activities that deepen relationships. There have, however, been notable year-over-year (YOY) increases in those who us it to nurture, build loyalty, and generate…

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If You Can’t Do Good… Better Do Bad Well – B2B Marketing Article

Today’s post is inspired by the KSHMR, Nevve song Do Bad Well. It got me to thinking about how salespeople approach sales training today. So often, instead of trying to learn how to do good, the training just reinforces how to do bad well. Stick with me here… it will all come together. Doing Bad Sales Prospecting Well Everywhere you look people are complaining about traditional sales prospecting tactics. Even salespeople recognize that traditional tactics like cold calling are not…

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Top 6 Characteristics of a Successful VP of Sales – Marketing Article

By Lauren Dichter, Marketing Consultant at Heinz Marketing The VP of Sales is one of the most important roles within a B2B company. They’re at the top of the sales totem pole (unless there’s a CRO) and are therefore the internal face of the organization’s success. But how can they ensure their Sales Development Reps, Market Development Reps, Sales Team Leads, Account Executives, Sales Team Managers, Account Managers and the like are working like a well-oiled machine? How can a…

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How You Can Leverage Empathy Based Sales Techniques to Schedule More Face-to-Face Meetings With Sales Prospects – B2B Marketing Article

What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with a prospect. In fact, I don’t think you can Sell Greatly without face-to-face interactions. Here’s why: Body Language: Even on a video call, you can’t…

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Making Sales Prospecting Fun & Easy For Introverts – B2B Marketing Article

Recently I was invited to join John Jantsch on his Duct Tape Marketing podcast to talk about Sales Prospecting in a digitally centric world. We covered a ton of ground and I wanted to share the podcast and transcript (for you folks that prefer to read) here on the Converse Digital Blog. Questions we covered: What you’ll learn if you give a listen: How being fully present can help you win business. Why content should feel like it was written…

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Imagine A World Without Any Sales Prospects – B2B Marketing Article

Imagine waking up one morning, the owner of a small, but growing ad agency, and finding out your entire client base just fired you within the last hour. And just to make it more fun, every sales prospect in your database… all look just like the clients who just fired you. What would you do next? How would you begin the challenge of sales prospecting in a world in which you had no sales prospects? For me that day was…

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