It’s now common wisdom that the big shift from in-person to on-screen sales engagement is here to stay. Even traditionally schmoozy get-togethers like trade shows and conferences can be outperformed…
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Digital Selling with Video in 2021
The most influential tool for sales success in 2020 was video conferencing. According to Hubspot, “74% of leaders who outperformed targets this year said virtual meetings were “as or more…
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How Much Sales Communication is Too Much?
At the top of a recent article titled “Attitudes Toward Information Signal Buying Effectiveness,” Gartner analyst Hank Barnes billboards this alarming headline 43% of Buyers Feel Strongly That Volume of…
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A Purpose-Driven Revolution Awaits. Are you Ready?
A purpose-driven company. For years, a company’s purpose meant increasing shareholder value, displacing competitors, increasing margins, and improving the bottom line. Ironically, a singular focus on those data points will…
Read MoreFresh Prospecting Ideas for B2B Marketers
Are you on the lookout for new ways to identify prospects and generate leads in business markets? I’ve come across several innovative digital marketing tools and services that are worth…
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Changes in Sales Models: Call for Changes in Video Content
Only 20% of B2B companies these days rely on in-person or field teams — down from 60% last year. They’re seeking to make up for the lost engagement with online…
Read MoreWhat is Sales Enablement, Anyway?
The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? I…
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Make Your Online Video Meeting More Like “Real” Video
For many sales professionals, appearing on-camera in video meetings is now a big part of the job. And, it’s not something that comes naturally to most of us. Even if…
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Build a video library for enterprise sales
In complex buying situations, “sales reps are valued higher than ever” writes Gartner analyst Hank Barnes in The Rebirth of Enterprise Sales. What prompted this observation was a recent Gartner…
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How Can Mass Customization Work for Small Businesses?
In 1909, Henry Ford said that the buyers could have their car painted in any color they wanted, as long as it was black. This statement has been reinterpreted for…
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