Out with the Funnel, In With the Flywheel: The Modern Buyer’s Journey

flywheel

As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on.

But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it. We’re speaking, of course, of the sales funnel.

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7 Steps to Improve Email Deliverability

Take a look at your inbox – how many unread or deleted messages do you have? And how many of them are from companies trying to catch your attention?

This is the reality of email marketing today. As such, it’s crucial to understand best practices that can help you improve email deliverability and compete in an environment where much is outside your control. Continue reading “7 Steps to Improve Email Deliverability”

A Beginner’s Guide to Account-Based Selling

what is account-based selling framework

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies (source).

If you haven’t yet explored account-based selling, it can seem like quite the challenge. So today, we teach you the basics of account-based selling—what it is, why it works, and what resources you need to get started. Keep reading! Continue reading “A Beginner’s Guide to Account-Based Selling”

4 Problems with Marketing Automation [Infographic]

marketing automation infographicMarketing automation has seen incredible growth in the last decade. In fact, 55% of B2B companies report using marketing automation as part of their marketing strategy (source).

Though marketing automation platforms have become more popular, modern marketers are still not sure how to fully leverage their capabilities to see optimal results. In fact, a recent study reported only 14% of marketers describe their use of marketing automation as “good” or better (source).

Fear not, today we show you how to solve four of the top B2B marketing automation problems.
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Sales Team Support: A Guide for Managers

sales team supportEvery sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be.

Today’s post breaks down five ways you can support your sales team to become more productive. Keep reading! Continue reading “Sales Team Support: A Guide for Managers”

7 Important Sales Skills All B2B Recruiters Need

important sales skills

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. But, like consumers, candidates aren’t always immediately interested in what you have to offer.

As all good recruiters know, there’s a certain amount of selling that must take place to secure a quality candidate. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field.

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The Beginner’s Guide to YouTube for B2B Marketing

youtube for b2b marketingSince its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics (source):

  • Over a billion hours of video content is watched on YouTube every day.
  • YouTube is the third most visited site in the world after Google and Facebook.
  • 400 hours of video are uploaded to YouTube every minute.
  • 6 out of 10 people prefer online video platforms like YouTube to live television.

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