The Center for Sales Strategy Blog

We are very excited to announce that LeadG2, The Center for Sales Strategy's inbound marketing division, has acquired Vitberg, LLC, a HubSpot Gold Partner. Vitberg, LLC specializes in serving the professional services industry, and they're bringing valuable expertise to LeadG2. Here is the official press release.

This acquisition is going to help us serve our current clients better and help expand our services as well. Traditionally, LeadG2 has been known as the expert in lead generation for the media industry, but with the addition of Vitberg, LLC we will be able to focus on a new industry—professional services.

Our knowledge and work on developing the 7 Step Lead Generation process can be modified and applied to professional services marketing, and we are excited to bring this expertise to a new industry.

Radio Advertising Calgary was started by three account managers from Corus Radio Calgary. Together, Sherie, Jason, and Michelle bring over 35 years experience in marketing consultation and customized new media to their clients.

About a year ago, Sherie, Jason, and Michelle started realizing that traditional outbound sales methods like cold calling were no longer enough to bring in the advertisers they needed. They knew the buying process had changed, and they knew they could use their expertise and thought leadership to attract leads. After reading Matt Sunshine’s book, LeadG2: Getting Prospects to Raise Their Hands, they realized that they needed to craft an inbound marketing program to match the modern buyer’s journey.

Our sister publication, the LeadG2 blog, posts regularly about how to align sales and marketing for maximum results. Today, we're featuring the most popular sales strategy posts from LeadG2.

1. The Gap That Prevents Most Salespeople From Selling More

Most salespeople are pretty good at selling their products and services. They are usually proficient on sales calls—engaging prospects, discovering underlying needs they can address, and suggesting ideas and solutions that could improve a customer’s business. Companies invest significant dollars in training and systems to help their salespeople move the sales process ahead in a professional manner (and the should). But, there is one part of the sales sequence that often prevents salespeople from delivering their quotas, and that is the ability to get an appointment with a key decision maker in the first place. You’ve heard it said about many aspects of life thatbeing there is the most important thing. That certainly applies to selling. 

Fear of missing out (FoMO) is "a pervasive apprehension that others might be having rewarding experiences from which one is absent." This social angst is characterized by "a desire to stay continually connected with what others are doing."

If you were sitting at your desk on Thursday, October 29th, at 2pm and felt like you were missing out on something important but couldn't quite put your finger on what it was, here's the answer. You missed the LeadG2 webinar, How to Get More Appointments, Waste Less Time, and Sell More!, presented by Dani Buckley.

All we talk about as marketers in the media industry is integrating digital strategies, the power of mobile, the online buyer’s journey, and everything in between. We tell our advertisers how important an online marketing strategy is in conjunction with their TV or Radio campaigns, and why taking ownership of your online presence is absolutely critical. We even teach our salespeople the power of social selling and personal branding in the increasingly digital world.

Being a media sales manager in 2015 is not an easy job. Chances are your sales team and every other media company you compete with sell some combination of digital solutions (search, social, mobile, video, display, etc.) in addition to your core products. To further complicate the sales process, lead generation strategies that worked well 10 years ago are now obsolete—the B2B buying cycle has changed.   

That being said, there are new strategies and tools that can be used to make media sales managers' lives (and their salespeoples') much easier. These tools help waste less time and lead to increases in revenue.

Predicting what the future will look like has become a pop culture phenomena. Movies like Tomorrowland, Terminator, Wall-E and Back to the Future have each provided us with the writers’ take on what the future holds for us and what we can change today to impact tomorrow.

As a sales manager, if you knew the future, wouldn’t you want to make changes today that drastically change the future prospects of your entire sales team?

Most times when you find yourself at a crosswalk, you simply stand in front of the "don't walk" signal, and the light will eventually say "walk." Sales can be a lot like that. You just show up often enough and someone eventually buys something.  

At important, busy intersections, corners where some extra caution is required, you can walk up to the crosswalk and watch the lights cycle through for the cars over and over, but you just keep getting "don't walk." After a while, you'll look behind you and see there's an extra step you need to take to get across: there's a button you need to push to get the "walk" signal you want. It's an easy thing to do, but if you don't notice it, you could stand there all day waiting.