Category: Social Selling

Our client Terry Foster, President of Cision Canada (world’s largest PR & Communications software) taught me about “Paid, Earned and Owned Media”. This is the staple from any PR professional – how can they maximize their Earned Media without having to Pay. The very best PR teams have found innovative means of achieving this very concept.

We at Sales for Life (Canada’s leading Sales Agency) are a services firm with a shoestring marketing budget. We’re constantly pushing the envelope of maximum cost-to-ROI, by using only tools that are cost effective but extremely effective. I know that sounds cliché, but our 4-Pillars of Guerrilla Marketing have been so successful, we teach it to our clients. There is no coincidence that our clients are also in a similar marketing position, as they are growing technology companies stretching each marketing dollar.

By now everyone’s noticed that the sales process has changed, it’s no longer about the sales profession but instead, it’s focused on the buyer’s journey. It’s changed so much that most sales professionals are not even involved in the buying journey until it’s too late. In fact, 74% of today’s B2B buyers conduct more than half of their research online before making a purchase according to Forrester. They on social performing their due diligence and research without you. Many sales professionals who are still cold calling are being treated with less respect, and are losing out on more and more opportunities. Why? It’s not only because the buying journey has changed, but how it’s changed, and how relevant sales people are making themselves within that process. Too many reps are finding themselves behind the 8 ball and they don’t even know it.