Are you sick of all the suggested unrealistic New Year’s resolutions yet? Well we just had to join the club. But we’ve come up with 5 SIMPLE resolutions for growth leaders to achieve in 2015.
(more…)
It’s not news that the way that decision makers are making big purchasing decisions has changed. The buying (and consequently selling) environment has evolved into a longer, more complex process. This is no exception in the healthcare industry where big purchases are far more common.
Because people are armed with more information than ever before, they have become sophisticated, educated buyers that are more skeptical about making decisions. Most decision makers are already more than halfway through the decision-making process by the time they speak to a sales rep thanks to their own savvy research.
How can your business combat this challenging sales environment?
(more…)
LinkedIn has skyrocketed in popularity to become one of the most important B2B social media tools. The ability to network and prospect using this social media rockstar is comparable to no other platform. Business professionals in all industries are harnessing its power. But, are you using it to its full potential?
(more…)
The death of Clip Art hit a personal note for me last week. Scenes started to flash through my mind of projects and papers where I used 90’s-looking graphics to “enhance” my work. Hard to believe those days are over.
Microsoft’s announcement that Office users would now be prompted to Bing Search for images is not really surprising though. Most people go straight to their search engines for images anyway. An abundance of arguably excellent information is literally at our fingertips and in the palm of our hands. And I know that when I was a kid, I never considered this possibility. That’s something that younger generations just won’t be able to grasp.
This development has prompted some serious thinking for us. What is in store for the future of content marketing? (more…)
What are other sales reps doing on Twitter? Who do they follow? What do they share?
Wouldn’t it be great to know what others in your industry are doing on social media? Leadtail and Hoovers released a report last month that focused on just that. Aside from uncovering sales reps’ Twitter trends, what surprised them most about the results was how often sales reps are engaging with marketing-related content. Their findings give weight to the increased importance of smarketing—the alignment between sales and marketing.
“Sell me this pen”.
The quote made famous on the big screen with this summer’s Wolf of Wall Street when Leo DiCaprio tells his misfit gang of sales reps to “sell me this pen”. The misfit sales rep tells him to write his name on a piece of paper. When Leo says he doesn’t have a pen, the rep’s point is made: Supply and demand. Create a sense of urgency.
This sales method may work in some situations, but in today’s sales environment, creating a sense of urgency simply isn’t enough. The way decision makers make purchasing decisions has evolved to a complicated and sophisticated process. There needs to be a sales process to match it.
(more…)