Learn More. Sell More. Grow More.

Account Based Sales - Why and How to Start

Posted by Jamasen Rodriguez

Everywhere you look nowadays - sales people are talking about account based sales (ABS) or account based selling. What exactly is it and how can it help your business succeed in driving pipeline?

Account Based Sales was adapted from the principles of Account Based Marketing for the sales development process. ABS focuses on launching tailored, SDR-driven campaigns into specific target accounts rather than only ideal customer profiles.

Account based selling can be extremely powerful to generate valuable pipeline if your company is selling into the enterprise where you have multiple roles needing buy-in on your product before implementation. If your sales development team is swimming in leads and is receiving considerably positive conversion rates, ABS might not be right for your team. However, if you are feeling ideal customer fatigue where you're running out of fresh prospects to reach out to in a specific role, ABS can be the way to move forward. 

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Tags: sales strategy

4 Steps to Creating Useful Content

Posted by Jenna McClain

Content: one of the biggest buzzwords in marketing. Many businesses can become obsessed with the content they create, especially on social media, blogs, etc. In the haste to manufacture fashionable content, businesses can lose sight of the purpose of it all: creating useful content. Relevant and appropriate content truly holds the most value to a consumer.

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4 Powerful Ways to Improve Your Marketing Through Mindfulness

Posted by Kiran Parasher

Mindfulness is to be aware, conscious, and focused on living in the present moment.  Research suggests that mindfulness can dramatically enhance business and marketing performance in a variety measureable of ways.  The ancient ideas of mindfulness emerged from Buddhist Vipassana teachings, which center on contemplation and insight into the true nature of reality.  In other words, Vipassana is a manner of self-observation that leads to self-transformation.  In 1979, Jon Kabat-Zinn, a Professor of Medicine Emeritus at the University of Massachusetts, brought the teachings of mindfulness to the Western world when he founded the Mindfulness-Based Stress Reduction program for treating chronically ill patients.  Although mindfulness was utilized to help these patients manage pain, it has proven to be highly beneficial in the business world.  Multiple companies, such as Aetna, Target, Google, and General Mills, have implemented mindfulness initiatives that have yielded striking positive results. 

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Tags: marketing

6 of the Best Email Verification Services

Posted by Jenna McClain

 After all of the time and energy put into the creation of your campaign, there is something very important to remember: your campaign will work only if the message you send is actually received. Pretty obvious, right? But how do you guarantee that every email address on your list is valid? Email verification. 

Email verification is the process of determining the validity and deliverability of each email on your list. Without this verification, your sender reputation can drop, your hard-bounce rates increase and you could even end up on the blacklist.

Here are 6 of the best email verification services:

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Tags: sales strategy, cold emailing

5 Tips for Effective Communication within the Workplace

Posted by Jenna McClain

Healthy communication within the workplace creates a high functioning and high performing organization. Whether a business just opened, or just celebrated its 50th anniversary, strong communication remains a vital component present throughout a business. From the CEO to the interns, the culture within an organization should value thoughtful, clear, conscious and positive communication.

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Tags: productive habits

5 Psychological Tips for Sales and Marketing Success

Posted by Kiran Parasher

 

Use these psychological tips to help improve work productivity and satisfaction. Feel free to share with your sales team to encourage all-around outstanding performance!

 

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Tags: marketing

The Social Media Dilemma

Posted by Rachel Peters

Companies frequently fall prey to the mass rush on the newest social media platform. While it has paid off for many companies, one too many have actually decreased the value of their brand by hopping onto a new site they were not prepared to sustain.

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Tags: marketing, social media

8 Must-Read Books for Your Sales Team

Posted by Kiran Parasher

As a manager or member of a sales team, one should always be learning and engaging in ways to improve your sales technique.  One of the easiest and most cost-effective ways to do this is through literature.  Below is a curated reading list to help your sales team improve productivity, motivation, and results.  

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Tags: sales team

How to Navigate the Pricing Development Stage

Posted by Jenna McClain

As a company, the price you pick for your product is an enormous responsibility. Pricing significantly impacts sales, public perception, company credibility etc. There are many elements that contribute to understanding how to price your product or service, but many go overlooked or unknown.

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Tags: pricing

Why Emotional Intelligence is Valuable to Your Sales Strategy

Posted by Kiran Parasher

“A leader’s intelligence has to have a strong emotional component.  He has to have high levels of self-awareness, maturity, and self-control.  She must be able to withstand the heat, handle setbacks and when those lucky moments arise, enjoy success with equal parts of joy and humility.  No doubt emotional intelligence is more rare than book smarts, but my experience says it is actually more important in the making of a leader.  You just can’t ignore it.”

-Jack Welch, Chairman of General Electric speaking to The Wall Street Journal

 

    Recently, the term “Emotional Intelligence” has been a popular topic of discussion among industry leaders, and for good reason.  Essentially, the emotionally intelligent salesperson is an effective salesperson.  Training your sales team in emotional intelligence is vital to obtaining the most favorable sales results possible.   So what is emotional intelligence, exactly?  In simple terms, it is the ability to recognize one’s own emotions, comprehend why certain emotions are present, and modify behavior or actions appropriately to attain superior outcomes.  

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Tags: sales team, sales strategy