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The Future of Sales and Marketing

The Center for Sales Strategy Blog

Laura MacPherson

Recent Posts

The Online Ad Industry Is Undergoing Self-Reflection + More

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

1The Online Ad Industry Is Undergoing Self-Reflection. That’s Good News. — The New York Times

Traditional and digital media haven't always connected, but the future of the ad industry is a combination of both. Making the leap from traditional to digital doesn't have to be a difficult one, but the online ad industry is also going to have to learn how to work with traditional media. The New York Times explains how both industries are going to have to learn that they need each other, and the best way to build those relationships (and skills).

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Topics: inbound marketing, Sales, Wrap-up

3 Huge Objection Handling Mistakes Costing Salespeople Deals + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
 
1. 3 Huge Objection Handling Mistakes Costing Salespeople Deals — HubSpot
For many sales people, objection handling can be a difficult thing to navigate. But if you see it in a new light, it may be an opportunity for a longterm relationship. 
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Topics: Social Media, lead generation, Sales, sales process, sales training

3 Effective Ways Sales Managers Can Optimize Their Time + More

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

13 Effective Ways Sales Managers Can Optimize Their Time HubSpot

The typical sales manager arrives at the office at 8 a.m. with a prioritized list of tasks for the day. By 8:05 a.m., she’s checked her email and seen two urgent requests from salespeople, a message from the marketing department asking her to attend a 9 a.m. meeting, a note from the engineering team asking for feedback from customers, and a question from Sales Ops about the new incentive plan. The following three techniques will allow you to redirect your time toward the most productive tasks. 

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Topics: inbound marketing, Sales, Wrap-up

125 Conversation Starters For Virtually Any Situation + More

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

1125 Conversation Starters For Virtually Any Situation HubSpot

A good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. In other words, the ability to start a conversation translates to real business. What makes a good conversation starter? Here are 125 ideas.

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Topics: inbound marketing, Sales, Wrap-up

How to Regain Your Prospect's Trust After You've Messed Up + More

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

1How to Regain Your Prospect's Trust After You've Messed Up HubSpot

It can be a difficult task to build trust and credibility with prospects and customers. It is even harder when attempting to rebuild trust after it has been damaged. There's an elephant in the room that can feel uncomfortable to talk about, but is impossible to ignore. How can you get past the elephant in the room to get back to selling? The following four-step process will help you rebuild trust with your customers and prospects.

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Topics: inbound marketing, Sales, Wrap-up

The Sales Manager’s Guide to Running a Successful Sales Role Play + More

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

1The Sales Manager’s Guide to Running a Successful Sales Role Play HubSpot

Adapting the key concepts from a rehearsal-style role play model can help your reps perfect their messaging, reveal how they react under specific circumstances, and give them the opportunity to practice more effective behaviors. Use the following five guidelines to turn sales role playing into a valuable learning tool for internalizing knowledge and adopting new skills and practices.

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Topics: inbound marketing, Sales, Wrap-up

Navigating the New LinkedIn User Interface [Guide] + More

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

1Navigating the New LinkedIn User Interface [Guide]— Social Media Today

Are you feeling overwhelmed with the new LinkedIn user interface? You may be trying to figure out how to do or access some of the things you're used to on LinkedIn. This article outlines the changes to the new UI so you can become accustomed to what’s changed, what’s lost and what’s still available.

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Topics: inbound marketing, Sales, Wrap-up

Why Disastrous Sales and Marketing Misalignment Persists (& How to Fix It) + More

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

1Why Disastrous Sales and Marketing Misalignment Persists (& How to Fix It) — HubSpot

Sales and marketing teams both directly touch the customer, but for some reason, the average company just can’t find a common ground after that. However, consider that more than 50% of the success of a social selling ecosystem within your company is going to start and end with Marketing! This article offers practical advice on how to get Sales and Marketing working together.

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Topics: inbound marketing, Sales, Wrap-up

6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking + More

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

1. 6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking — HubSpot

Most prospects get the same questions from salespeople over and over again. Using any of these cliché, routine questions harms your credibility. Rather than seeing you as a trusted advisor, the buyer associates you with all the other reps they’ve ever spoken to. In addition, your prospect will go on autopilot and recite the same answer they’ve given on previous sales calls. You’ll lose the chance to get information your competition doesn’t have. To maintain authority, keep the buyer’s attention, and find out what they’re really thinking, ask questions they’re not expecting. 

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Topics: inbound marketing, Sales, Wrap-up

How Marketing Must Evolve: 19 Leaders Peer Into Content’s Future + More

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

1How Marketing Must Evolve: 19 Leaders Peer Into Content’s Future — Content Marketing Institute

What do you envision for the future of content from a marketing perspective, and how do marketing teams need to evolve to prepare? The CMI editorial team recently put this question to the pros who will present at the Intelligent Content Conference March 28–30 in Las Vegas. Here's what they said.

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Topics: inbound marketing, Sales, Wrap-up