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How Account-Based Selling is Connecting the Modern Buyer to the Modern Seller

Monday April 23, 2018 comments Tags: Viveka von Rosen, Account Based Selling, Selling, marketing

How Account-Based Selling is Connecting the Modern Buyer to the Modern Seller

6 Steps to ABM Success for Todays Fearless Marketer Youve heard of Account-Based Marketing (ABM). Your sales team keeps asking about it, and your marketing team keeps trying to perfect it. And if youre attending Marketo's Marketing Nation Summit, youre going to hear a lot more about it. With over a dozen sessions dedicated to ABM, it continues to be one of the hottest topics in digital. But before you wait in line to attend some of the basic introductory sessions, here are some valuable tips on ABM so you can head to San Francisco with some useful ABM tips to maximize your time at the conference. Account-Based Marketing (ABM) is a proven way to better qualify leads and grow your sales. Thats because cold-calling and spray-and-pray marketing tactics are... Read More


Driving Toward Smarter CX: How a 118 Year-Old B2B Company Leveraged Social for Sales

Friday April 6, 2018 comments Tags: marketing, B2B marketing

By: Angela Wells, Oracle Get additional expert insights from Angela, Neil and the country's top social media marketing experts at The Social Shake-Up Show May 7-9 in Atlanta. Can you imagine a B2B company selling a $150,000 product on social media using 280 characters or less? OK, so its not quite that simple. But Ive had so much fun watching how Mack Trucks has used social media in combination with other marketing channels to launch its first new highway truck in more than 15 years. I recently had the privilege of visiting Mack Trucks inAllentown, Penn. to understand how theyve achieved such impressive social success. I even drove the new model, the Anthem, around its test track. I sat down with Neil Tolbert, director of marketing... Read More


Digital Marketing Tips for New Businesses

Tuesday February 27, 2018 comments

Digital Marketing Tips for New Businesses If youre like most new small business owners, getting your new company off the ground can be exciting and overwhelming at the same time. If its your first business venture, you may not know all the ins and outs of running a business yet. Often, new business owners are so busy getting their operations going that they overlook a key component to running a business marketing. Luckily, todays technology allows businesses of all sizes to spread the word about their goods and services over a variety of channels. If you dont have a background in marketing, here are some tips to get your digital marketing strategy off the ground. Create a Marketing Plan Your first steps should be to build a solid marketing plan. A plan should contain... Read More


Social Selling with LinkedIn Publisher

By: Viveka Thursday May 25, 2017 comments

Social Selling with LinkedIn Publisher

With all the talk about social selling - it's important to note that LinkedIn is not actually about selling! It is about creating better relationships with your connections so that they begin to know, like and trust you enough to eventually buy from you. All things being equal, people will do business with, and refer business to, those people they know, like and trust Bob Burg So, first and foremost, you must know who your audience is and then create content that they would be interested in. Some Tips to Get You Better Content and More Views! Repurpose Your Content It's OK to repurpose existing blog content on LinkedIn since LinkedIn articles are not generally indexed on Google. There are some exceptions (Pulse) but nothing to really worry about. (If you do want your... Read More


Automating LinkedIn

By: Viveka Monday May 22, 2017 comments

Automating LinkedIn

Last week I published an article with GetResponse on Automating Your Activity on LinkedIn (What to do and what NOT to do!). I definitely recommend reading the original for those of you who are using email automation like GetResponse, Infusionsoft, Ontraport, etc I get invited by hundreds of people a week to connect on LinkedIn. Its no coincidence that I must unsubscribe from hundreds of newsletters every week. People are using LinkedIn incorrectly! That being said, there are some ways you can automate LinkedIn that will help you grow your connections, list, relationships and business the right way! Read the original article to find out how here: I cover subjects like: Why people get restricted on LinkedIn How data scraping could cast you a lot more than your... Read More


Brevity Can Go A Long Way Towards Success – by Howard Lewinter

By: Howard Lewinter Wednesday April 26, 2017 comments Tags: Howard Lewinter, business tip, business success

We live in the age of non-stop communication. For example, the 24 hour news cycle, mobile phones and tablets, smart watches, email or text, and the 24 hour social media such as LinkedIn, Twitter and Facebook. Regardless of what your schedule may be, you can send a message or a photo and express yourself at any length, at any time to anyone. These various types of communication can enhance your ability for success. But what is really being said with all this opportunity to communicate so freely? Have you ever noticed how, in general, people can have a tendency to repeat themselves over and over and over again? The message is not concise. The message is not direct. Sometimes, the message isnt delivered at all. Often simply ignored. Thats why brevity can go a long way towards... Read More


Using spreadsheets to manage your Content Marketing?

By: Viveka Friday April 21, 2017 comments

Using spreadsheets to manage your Content Marketing?

So much content to produce. So many different tools. A lot of miscommunication. Typically, content marketing teams use a set of disconnected tools like project management software, a calendar,spreadsheets and a zillion email exchanges, phone calls, text messages and attachments to create content. Once an item is finalized and approved, another team member uploads it to yet another platform and schedules it to publish. Sooner or later, all of the back and forth between Slack, emails, different applications and software packages result in tasks slipping through the cracks, or worse, the wrong version being published. (Yes, its happened to me!) Research shows a disjointed content marketing process can cost companies $120,000 annually the equivalent... Read More


Do You Influence Success At Your Company? - by Howard Lewinter

By: Howard Lewinter Friday March 24, 2017 comments Tags: Howard Lewinter, business tips, business success

Visualize this scene: Youre in a restaurant. You have been wanting to eat at this restaurant for a long time. Its on all the best of restaurant review lists. Its trendy. Its a see and be seen kind of place. The food is fresh, creative and delicious. The atmosphere is perfect to dine in. Then there are the desserts. Chocolate desserts are a specialty of the restaurant. You came for the food but you really want the dessert. You are at the restaurant with a friend or a business associate. The meal is finished. It was quite enjoyable. Now youre waiting for dessert. The waiter comes to the table, smiles and says: Would you like dessert? Before you can say anything, the other person at the table says: No, thank you. Im full from the delicious meal. Just coffee for me please. Then the waiter... Read More


The One Question Ultra-High Sales Performers Never Ask

Tuesday March 21, 2017 comments Tags: Jeb Blount, Sales EQ, Sales Strategy, Sales

By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal In a recent training session, a sales rep asked this question: Jeb, over the past month Ive had several of my potential accounts hit a wall because the person I was working with turned out not to be the decision maker. What is frustrating to me is these people told me in our initial meeting that they were the decision maker. I dont understand why people lie to me like that, and I want to know how I can identify who is telling me the truth and who is not. Ryan is not alone in his frustration. Average salespeople often find themselves mired in stalled deals because they were dealing with the wrong person. This often happens because the... Read More


How to Sell on LinkedIn Without Being Skeazy

By: Viveka Monday March 20, 2017 comments Tags: LinkedIn, LinkedIn for Sales, LinkedIn Tips

LinkedIn offers business professionals the ability to network focusing primarily on professional interactions. This makes LinkedIn vastly different from that of Facebook, Twitter and other social media services. It also means that many people jump into a sales conversation WAY too early! While advertising and marketing products through social media can prove financially beneficial, abusing your connections on LinkedIn with hard sales tactics can really backfire! However, you can create great rapport with your prospects by focusing on socia l selling. If you are interested in expanding your online footprint and want to move into LinkedIn Social Selling, here are five steps and methods you need to utilize. Create an Effective, Professional Profile LinkedIn is different from... Read More