Leaders: Get in the Trenches and Connect!

By Colette Carlson

 

Ten Big Sales and Marketing Concepts To Grow Your Business

by David Meerman Scott

1) Buyers are in charge

The idea of mystery in the sales process is over. There is no more ‘selling’—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost.

2) How to generate attention

You can buy attention (advertising). You can beg for attention from the media (old school PR). You can bug people one at a time to get attention (sales). Or you can earn attention by creating something interesting and valuable and then publishing it online for free: a YouTube video, blog, research report, infographic, Twitter feed, Facebook Live stream.

3) Educate and inform instead of interrupt and sell

You have the power to elevate yourself on the web to a position of importance. In the e-marketplace of ideas, successful salespeople educate and inform. They highlight their expertise by sharing videos, content-rich websites, social streams, blogs, e-books, and images rather than using the old sales playbook of information hoarding and letting it drip it out.

4) Convergence of sales and marketing

I’m fascinated by the convergence of sales and marketing. Marketing is when an organization uses content to reach many buyers at once while sales is curating that same content to one buyer at a time. Continue reading Ten Big Sales and Marketing Concepts To Grow Your Business

The New Rules of Sales and Service Now Out in a Revised and Updated Paperback Edition

by David Meerman Scott

David Meerman Scott

July 5, 2016, the revised and expanded paperback edition of The New Rules of Sales and Service releases in bookstores and online in North America. It will be available in other parts of the world in the coming weeks.

I’m so excited that after a year of work, the new edition is out. Like the first edition published in 2014, in this updated work I show how to use agile selling, real-time customer engagement, big data, content, and storytelling to grow your business

Continue reading The New Rules of Sales and Service Now Out in a Revised and Updated Paperback Edition

Marketing Basics: The Story Customers Tell Themselves

by David Meerman Scott

Stories are universal. No culture has survived without them. They are widely recognized as an essential part of human cognitive development.

storytelling

 

As toddlers, when we listened to someone telling a tale, we built emotional bonds with others while developing empathy, encountering common cultural touchstones of morality and ethical behavior, and learning the ability to use language to express our thoughts and feelings. As social animals that crave connection with others, we find that stories—whether told orally, written on paper, or conveyed on film—are our most immediate way to enter the imaginative minds of others.

Business and commerce continue to be fundamental ways we interact outside of our family. And while we may not fully realize it, stories are an inescapable part of how we communicate professionally

Mastering the Art of Effective Storytelling for Business

Critical to an understanding of story in business is how customers tell themselves the stories that define them (their worldview) and how these relate to the products and services they use. Continue reading Marketing Basics: The Story Customers Tell Themselves

How to Sell Against Competition

How to Sell Against Competition
Nido Quebein, CSP, CPAE

Any salesperson who wants to become successful must learn to sell against the competition. Those who do it well often find that it is both financially rewarding and exciting. In fact, many salespeople who are very competitive by nature find that they are stimulated by competitors far more than they are by incentive programs, commission checks and quotas set by their own companies.
Continue reading How to Sell Against Competition