When I first started working as a data analyst in marketing campaigns, I found myself explaining the difference between data analytics and data science on a weekly basis. At that time, around a decade ago now (how time flies!), the use of “data” in marketing was still something of a black box: managers had an […]
In the language of marketing and sales, “personal selling” highlights those situations where a real human is attempting to sell to another. In the past, it was a bit more literal in that the definition typically included face-to-face interactions. However, with advances in technology as well as the ability to connect across so many mediums, […]
Here’s a cliche for you: every customer is a unique, special individual, and needs to be treated as such. But like all cliches, this one has some truth to it. Building a relationship with your customers is arguably the most important element in succeeding as a business. However, as your business grows you find that […]
44% of all salespeople give up on trying to make a sale after only one rejection. This means that if you had a step by step process to walk your leads through, you could track the number of attempts that have been made. Most sales are only made at the fifth attempt and this process […]
Everybody wants more leads. In fact, a quick Google search will deliver more than 700 million results, all dedicated to telling you how to get more leads. The problem is most of that advice is too obvious to be useful — create a lead magnet, install an email sign up form on your website, engage […]
One personal connection can be incredibly impactful to your professional career. Your next big business move, once-in-a-lifetime sales deal, dream UX designer, or business partner is theoretically a message away. All it takes is one meeting, one interaction, or one message where you open yourself up to the possibilities of networking. LinkedIn can be a […]
Think sales is just a numbers game? That the most effective sales teams are those that make the most calls and send the most emails? Maybe that used to be true, but times have changed. Today, winning at sales means looking at the bigger picture and formulating a mid- to long-term sales strategy. Indeed, more […]
There’s never been a better time to be in the SaaS game. Organizations are using more SaaS products than ever before, with the number of apps adopted by the average company doubling from eight to 16 between 2015 and 2017. But that’s not to say that a SaaS product is a license to print money. […]
Maybe once upon a time, Hollywood’s depiction of life in sales was accurate. The always-be-closing mentality; all the chest-bumping, high-fiving and slick-talking. But that approach is more 1980s than a Flock of Seagulls haircut. And, much like a Flock of Seagulls haircut, there’s no place for it in the contemporary B2B sales world. Today, prospective […]
You don’t become a professional athlete after one tennis match, and you probably didn’t get married after your first date. Why should sales be any different? It would be great to always seal the sales deal on the first try, but the truth is, it’s the follow up that’s important – the additional touches and […]