An advertising campaign created from your analytics

Analytics advertising

An advertising campaign created from your analytics A traditional approach to creating an advertising campaign is to develop a message that you think will attract customers and try it out. If you have several ideas, you may test these in an A/B advertising campaign to understand which message gains you more customer interactions. Over time and with much […]

14 Ways to Qualify a Sales Lead


During your first conversation with a prospective customer, your job is to discover if they’ve got the money to buy your offering and if you’re talking to the person who has the authority to buy. To this end, there are fourteen questions that you should memorize so that you can introduce one or more of […]

The #1 Overlooked Strategy for Business Growth


Everyone’s on the lookout for strategies to quickly grow their business. Most overlook this one. Many people ask me how to get better at marketing. They’re usually entrepreneurs who are trying to get results from strategies that aren’t appropriate for their business’ stage of growth. Executing any strategy has a lot of nuances and, for most […]

Sales Advice: Improve Your Storytelling


You’ve already spent time perfecting your questioning and listening skills. But how good is your storytelling? There are three key skills that define a great salesperson: the ability to ask great questions, the ability to listen actively, and the ability to tell great stories.  You’ve probably spent a lot of time thinking about the first […]

Managing Difficult Employees: Does Your Rock Star Have a Bad Attitude? 


If left unchecked, high-performing “bad apples” can destroy your team. Here’s how to handle the situation without losing a star performer. Most business owners have encountered one of the most troublesome types of employee, the type I call the “high-performing bad apple.” These are individuals who typically do great work–they’re sharp, knowledgeable, and influence others–but […]

Motivating Salespeople: What Really Works


Sales executives are always looking for ingenious ways to motivate their teams. They stage grand kickoff meetings to announce new bonus programs. They promise exotic trips to rainmakers. When business is slow, they hold sales contests. If sales targets are missed, they blame the sales compensation plan and start from square one. The finance organization, meanwhile, […]

Digital Disruption has changed sales

Digital disruption has forever changed the sales and marketing landscape. Instead of waiting to be told about a company’s products and services, buyers are turning to social media to research vendors and make buying decisions. In this new environment, it’s more crucial than ever for sales and marketing to align and create a united social […]

Emotional purchase profiling.

I use some of these elements in my sales excellence training program. When you get it, you will suddenly see it in deals you have won or lost. You probably didn’t even see it, or realise how much it is present in every deal. Your customers probably don’t even realise how much it controls their […]

Sales Metrics to measure

How do you measure success Here is a list of sales metrics that you can measure. There may be some here that you have not thought of. Do you Know how much you invest in sales and what the return on investments are? There are a lot of metrics that you can measure and some […]

5 Tools For New Business Success

by Alexander Osterwalder. Here’s a quick overview of the five most important tools we use to help companies achieve business and innovation success. Here’s a quick overview of the five most important tools we use to help companies achieve business and innovation success. We use these tools hand-in-hand with the Customer Development process and Lean […]

Sales and Marketing together?

How to Create a SMarketing Service Level Agreement Written by Ellie Mirman | @ellieeille At most companies, it can feel like marketing and sales are far from being on the same team. According to the 2017 State of Inbound report, fewer than half of marketers would describe their respective companies’ Sales and Marketing teams as […]