Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective marketing approach in recent times is proving to be Account-Based Marketing. This marketing strategy is more focused and results in better ROI compared to any other marketing method. Account Based Marketing entails identifying prospects that are key stakeholders and strategizing marketing to resonate with the specific personas.
Having participated in 100’s of tech company Sales Kickoffs (SKO) and witnessing the thousands of dollars to the multi-million dollar events, I thought it would be timely to share my observations, tips, do’s and don’ts in a blog.
Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. Questions like:
Who is the “right” sales talent in today’s business environment? The modern buyer is drastically different and the buying cycle has changed significantly as well. As buyer expectations and demands shift, sales professionals must master new sales methodologies such as social selling and digital selling in order to keep up.
Nature vs. nurture. Talent vs. skill. Destiny vs. willpower. It’s one of the oldest unanswered questions that still confounds science: How much of an individual’s potential is realistically achievable?
The best sales reps know sales isn’t about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high level through activities like customer experience mapping and annual sales strategy sessions. However, equally as important is the planning that goes into individual customer interactions and sales calls.
As the SaaS and technology industries become more crowded with niche products, software companies are facing new challenges around customer retention. Specifically, companies are struggling to meaningfully onboard clients and help them understand their product and its true value, which results in subpar retention rates.
What do personalization tech, social networks and content portals all have in common? User-directed action. All three represent the large-scale culture shift away from undifferentiated, mass-market broadcasting and toward greater individual control over the speed, form and scope of content they interact with on a daily basis.
We all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. It’s baked into us from a young age—check out this post from HubSpot on 26 forms of bias.