Tag Archives: Marketing

4 Must Dos For Sales and Marketing Pros

By Melissa Madian ORACLE | eloqua

“I know I need to be unique and different when talking to customers; but I don’t know how?”

I had just finished running a sales training session for a group of major account reps, SJPwhen a colleague came up to me and very quietly uttered the above quote.  He was clearly embarrassed, lost and distraught. It got me thinking: if he was willing to sidle up to me and admit this distress; how many others were feeling the same but were too shy or embarrassed to come forward to talk about how to address it?

[…Continue Reading…]


What Your Sales & Marketing Teams SHOULD Be Talking About

By Sarah Goliger (Hubspot)images

As marketers, we know how important it is to have strong alignment with our sales teams. After all, if you’re going to effectively close customers and generate more business for your company, you’re going to need to make sure your marketing team is not only providing your sales team with quality leads, but that you’re also providing them with the information they need to have the best shot at converting those leads into customers. But creating that alignment? It’s not always so easy.

We talk a lot about closed-loop marketing — being able to tie every single lead, customer, and dollar back to the initiative that created it. But another important part of closing the loop is getting your sales team to report back to you about the quality of leads you’ve generated — and what became of them — so you are better equipped to generate high-quality leads going forward.

Starting to pick up on the pattern here? The key to maintaining a happy sales team iscommunication. Two-way communication, at that. So if you’re just generating leads and throwing them at your sales team to see what sticks, I guarantee you’re not generating as many high-quality leads, or as much revenue, as you could be.

Okay, so I need to communicate with my sales team to improve both our teams’ effectiveness. But what am I supposed to talk about with them? What kind of information should I be giving them, and what should I be getting from them in return?

So glad you asked! Here are 10 ways your two teams should be communicating to keep both your sales and marketing teams aligned, effective, and happy.

Sales & Marketing Management: Complimentary Magazine Subscription

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Is Your Business Attractive to Top Talent?

How do I attract top sales talent? I find this question being asked repeatedly when speaking with business and sales leaders. It is nearly unanimous that they all struggle with finding and keeping good sales professionals. attracting-top-talent

Solving this tough challenge involves selling your company as much to prospective employees as to prospective customers.  Too many businesses set up all of their marketing and communications towards clients.  Companies that want to win the war for top sales talent should consider expanding efforts in four key areas.

1.  Marketing Your Company and Positions

Your company website is a critical piece of the recruitment puzzle.  It affects your visibility on search engines like Google or job boards like Indeed and SimplyHired.  Is there a well-defined section of your website for careers with updated positions and information about what it’s like to work in your company? For many companies there are significant discrepancies between the needs they have and the positions listed on their site.  Either all of the positions are not listed, or the job descriptions are not clear or attractive to the type of people you want.  Unfortunately, your website may be your only chance at making a good first impression or even being found online.

2.  Cultivate Your Network

As you encourage your sales reps to network for new business, coach your employees and your team to network for prospective employees.  Keep your current employees informed of new openings or ongoing hiring needs and ask them to spread the word to their networks on LinkedIn or other communities.  Ensure all of your front line employees who answer the phone or receive emails are aware of how to handle career inquiries in a positive and inviting manner.  As you build a pool of interested, qualified candidates, keep in touch with them.

3.  Convey Your Culture

A description of your company culture will help attract the types of professionals that best fit in with your company. One of the biggest hurdles in getting top talent to leave their current employer is a mismatch of culture expectations.  Top performers want to work in a culture that allows them to thrive.  By having a clear definition of the environment you offer and the types of people that thrive in your business, you will improve candidates’ ability to self-select. It will also help the team members interviewing the candidates to clarify the requirements.

If you use external recruiters to find top talent, make sure that they are consistently conveying your message and supporting your employment brand.  A good strategy is to retain a sales recruiting firm that is invested in professionally delivering a consistent message to prospective candidates.

4.  Clearly explain the benefits of working for your company

To help explain the benefits of working for your company, start by asking yourself and current employees, “What makes my company better to work for than other firms in the area?”  Try to find what makes your company different and what makes your employees happy and use these as selling points for potential employees. Many employers try to compete on pay, but pay is only one of many benefits that prospective candidates consider (and typically is NOT the deciding factor).  If you can provide uniqueness in your employer brand, you will likely stand out as a well sought after company to work for!

Top talent drives top results for your company.  If you want to be the best, you need to hire the best.  To start attracting the best, you need to be attractive!  Ensure you are selling yourself to prospective employees.

What actions have you taken to ensure your company is attracting top candidates?

This post is the first in a multi-part series about making your business attractive to top sales talent.  In the next part of this series we will delve further into Marketing Your Company and Positions. Find out why you may not be getting potential employees to apply for your jobs. 

How to Share Stories that Build Business Relationships – It’s all in the Frame

be The Red Jacket in a sea of gray suits

By Leanne Hoagland Smith

Do you know how to share your message? Building relationships requires connecting on a deeper level and how you frame who you are can make a difference. Here’s How to Be the Red Jacket in a Sea of Gray Suits!

When you are out busy at those business networking events meeting new prospects, what story do you tell them? No, I am not referring to a fairy tale, but rather your own personal story that shares what you do instead of tells what you do.

Stories are a powerful way to share you message while simultaneously building the critical relationships needed in today’s business world. One of the best story tellers was Leo Burnett, founder of Burnett Advertising. He created The Jolly Green Giant, The Pillsbury Doughboy, Tony the Tiger, the Marlboro Man, Charlie the Tuna and many more.

Stories allow the inherent drama (what Burnett invented) to shine. And the more often that you can connect the prospect’s belief system (foundation for all experiences), the more success you will have with your story.[…Continue Reading…]


By Bill Tamminga, SEO Expert & Founder of TM&C

There are five major external forces that affect your sales and marketing efforts:

1.The General Economy
2.Social Beliefs and Attitudes

They operate outside of any specific organization and companies are, for the most part, at their mercy. Are these forces hindering or enhancing your success right now?

[Read entire article here…]

Social Nurturing: 7 Keys to Acquire Contacts through LinkedIn, Twitter, Facebook and Google+

Is Social Nurturing just for prospecting or sales? No.

SJ Daily Blog Picture
At InsideSales.com they have been testing the use of LinkedIn, Twitter, Facebook, Google+ , Blogging, Klout, and many more social media platforms in a model they call ACQUIRE. Forbes contributor and entrepreneur Ken Krogue explains how to actually use the ACQUIRE model to make influential contacts using social media.