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The Center for Sales Strategy Blog

3 Ways Content Can Build a Bridge Between Marketing and Sales + More

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We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 3 Ways Content Can Build a Bridge Between Marketing and Sales — Content Marketing Institute

An Aberdeen Group study found that businesses with highly aligned sales and marketing teams earned an average of 32% year-over-year growth, while those who reported less alignment saw a 7% decrease in revenue. Content can be used to get sales and marketing teams working together toward common goals. This article explains how.

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Topics: inbound marketing, Sales, Wrap-up

How is Your Website Doing Compared to Your Competitors'?

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Let’s face it. If you are managing a business and you don’t have access to data regarding how your business is doing, you are essentially flying blind. Without benchmarks and numbers to indicate how you are doing, it’s tough to know what the score is and who is winning. That’s why analytics and data have become so important to business owners and marketers over the past few years. Knowledge is power, and the same now can be said for understanding and being able to analyze and interpret data.

HubSpot understands the need that businesses have to analyze large amounts of data for the purpose of making sound business decisions, and they have recently launched a new Research blog. The HubSpot Research blog provides in-depth insight and information for marketers and business owners that are looking to make data-driven decisions.

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Topics: digital marketing, metrics, website

Making the Most of a First Meeting with a New Business Prospect

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Getting that first appointment with a new business prospect is rarely an easy task. In fact, there is usually a direct correlation between how long it takes to get an appointment and the spending potential of a prospect. Simply put, quality prospects take more time! 

Because so many hours are spent persuading a prospect to meet, it makes sense to get the most out of the meeting. World-class salespeople use the first appointment to uncover business challenges that lead to cash, instead of wasting the opportunity pitching, pitching, pitching. 

After getting comfortable and socializing a bit with the prospect during the opening minutes of the call, try the following steps to get the most out of the opportunity:

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Topics: Needs Analysis, Sales

Selling to the Modern B2B Buyer + More

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We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Selling to the Modern B2B Buyer — Salesforce

The ever-evolving B2B selling space and increasingly complex sales process present new challenges for B2B sales teams. In order to remain competitive and hit revenue goals, it is critical that sales reps understand the shifting landscape, why these changes are happening, and how to sell to the modern B2B buyer. Here are five factors that influence B2B buyer behavior and steps you can take to more effectively sell to the 21st-century B2B buyer and drive bottom-line results.

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Topics: inbound marketing, Sales, Wrap-up

Five Tips for a Successful Digital Needs Analysis

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You finally got an appointment with a strong prospect. Now, it is time to prepare for a successful needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs, challenges and expectations is imperative to developing a solution that will achieve results.

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Topics: Needs Analysis, Digital, integrated media solution

The Difference between Inbound and Outbound Sales Strategies

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Today we have a guest post by Sean Gordon. Sean is the CEO of Intelliverse, a global leader in sales accelerated enterprise software and managed services. Prior to Intelliverse, Sean was Vice President at West IP Communications for 10 years where he helped turn a $30 million dollar startup company into a $3.5 billion industry leader. He has also held various leadership positions at AT&T, EMC and Nortel Networks Corporation.

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Topics: inbound marketing, Sales

What Does “Sales Strategy” Mean Anyway?

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I hear managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. (In fact, Webster’s Dictionary says it is in the top 10% of most popular words.) After all, who gets heat for talking strategy? C’mon!

The problem I see in the field is that most sales “strategies” are not really strategies at all. If you look at that definition of strategy, you see, “a careful plan or method for achieving a particular goal, usually over a long period of time.” That means a strategy doesn’t change (or if it does change, this doesn’t happen very often), is long-term, and describes a set of consistent behaviors. Many sales strategies I see are more like tactics: making more calls in a defined period of time, approaching a new group of prospects, or introducing new offers to move the market forward. I am not saying these things are bad, but I am pointing out they are tactics, not strategies. Tactics can be helpful IF they support a strategy.

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Topics: sales strategy, Sales, goals

Clear the Runway, So Your Blog Can Take Off!

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Of course you’re familiar with Microsoft Word. And of course you’ve seen those wavy red and green lines in your drafts—those lines that remind us to check spelling and sentence structure. You, me, and every 4th grader on the planet use Microsoft Word in a thousand different ways every day!
 
But did you know that there are three other interesting little functions, hidden deeper in Microsoft Word, that COULD be the key to your blogging success? They could help you communicate your ideas to a larger group of readers, and make those readers more receptive to your blog posts. 
 
Called “Readability Statistics,” these tools can help you gain insight into your writing on a deeper level. 
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Topics: blogging