This post is based on an interview with Stu Heinecke, a Hall of Fame-nominated marketer and the author of How to Get a Meeting With Anyone.
We discuss how he and his clients have secured meetings with hundreds of VIP prospects using an approach called “contact marketing”.
Wouldn’t you rather have people coming to you instead of you going to them?
That’s exactly what Matthew Smith, VP of Business Development for RealNex, has experienced—all from producing quality content on social media.
Check out this post to hear his thoughts.
“Feeding the Champion” is the idea that as your customer’s (Champion’s) product or service grows, yours grows with it.
Sounds simple: invest in your existing customers. We all know we need to do that. But Feeding the Champion is so much more.
Learn more here.
As salespeople, we’re used to being uncomfortable, used to people saying this isn’t a good time, that they don’t want to talk, but still pushing through to have a discussion with them. We need that same courage inside, too, the courage to build up the human side of your sales team instead of automating everything with technology.
How do you build your team up? By holding meetings that count.
Based on our interview with Hampus, we came away with five meeting that every sales team needs to have.
Content marketing has changed the way companies approach the sales process. Prospects are not pushed but pulled inside the sales funnel through great, relevant, and engaging content.
For salespeople, content marketing has the potential to become a powerful tool that can close more deals. Here are five ways B2B sales teams can leverage content marketing.
Customer success sounds pretty valuable, doesn’t it? Yet, the idea of improving customer success can seem rather vague. How do you absorb it into the DNA of your sales process?
We had a recent interview with Lincoln Murphy that gave us the answer.
So let’s break it down.
The foundation of every great relationship you have in your life is trust. Sales is really no different. For sales teams to be more consultative, strategic, and valuable, they need to become trusted advisors.
So how do you build a team of trusted advisors?
In our interview with Anthony Iannarino, the mind behind thesalesblog.com, we learned that the answer is to break that phrase down into its two parts: trust and advice, in that order.
Starting out your business on a shoestring budget?
It might not seem desirable, but bootstrapping your startup can yield positive results in the long run.
But how do you grow your startup while bootstrapping? Thankfully, there are options, and we narrowed it down to six of the most useful solutions.
It’s really easy to fall into “new toy” syndrome when it comes to buying sales tools.
Hampus Jakobsson, founder of Brisk.io, shares his 3-part checklist that every sales team should use before they buy their next sales tool.
It’s easy to overlook your current customers as sources of new business. But you don’t want to make that mistake.
Luckily, we learned a ton about B2B referrals recently when we interviewed Donald Kelly, founder of The Sales Evangelist about customer referrals. He’s full of wisdom on how to grow your business, get your clients to give you referrals, and do it all without sacrificing your dignity in the process.
We came away with three simple things you can do to double your customer referrals.