Practical Tips for Sales Leaders – Email Marketing Article

  Joe Caprio is passionate about finding ways to enable your sales team to thrive. He was a loyal Chorus.ai customer before joining the sales enablement software company as VP of Sales. During his tenure running training and sales enablement at InsightSquared, he recognized the need to hire people into sales roles who are relatively new to sales. But they needed to execute a relatively complex sale in a way that required higher business acumen. That’s where Chorus came in.…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

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…

Read More

How Do You Overcome Sales Objections To Close More Deals – B2B Marketing Article

In the movie Wall Street, there is a scene where Hal Holbrook’s character tells Charlie Sheen’s character, “There comes a time in every man’s life when man looks in the abyss, there’s nothing staring back at him. At that moment, man finds his character. And that is what keeps him out of the abyss.” I love that quote because I think it is so honest and true. There does come not just a time, but often many times, in a…

Read More

Sales Strategy Mistakes and How to Fix Them – Email Marketing Article

  Your sales strategy is as much science as art. The secret is to understand how to improve the way customers buy, renew, and get retained. Jeremy Donovan, Senior Vice President of Sales Strategy at SalesLoft, the sales engagement platform that helps you understand your customers’ needs and respond in meaningful ways, is an expert in sales strategy. His top level priority, especially in B2B, is all about the customer’s return on investment. A prospect needs to trust that you…

Read More