Five key skills every B2B digital marketer needs

Digital marketing is, by nature, a creative industry. And while people often come into the industry rearing to go with innovative ideas, but there's more to marketing than just a creative itch. Whether for those starting in B2B digital marketing, professionals who are deep in their career, or business leaders looking to hire the next best digital marketer, there are various skills and attitudes to the role that, if overlooked, may be leaving people at a disadvantage. Overlooked areas in B2B digital marketing Marketing is an industry that is constantly evolving as new tools and technology pop READ MORE

Content marketing training [Video]

Journalism isn't dead, but I wouldn't want my kids studying it at university. Consumers and brands are producing more content than journalists. Or you could say they're journaling more than journalists. But is your content any good? And how do you get good at writing great content? Today we're going to look at content marketing training. Today I'm going to show you over a hundred content marketing training options. We'll view them briefly, but let me give you first a framework for choosing what your content is supposed to be doing before you get good at READ MORE

3 out of 4 companies are taking the wrong approach to sales coaching

As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders - and I can’t recall any of them ever disagreeing with the principle that effective sales coaching is an absolutely critical skill for first-line sales management. But the latest research from CSO insights suggest that 3 out of 4 companies are taking the wrong approach to sales coaching - an approach that is clearly holding back both individual rep performance and overall revenue achievement. Three approaches to coaching In the research that formed the basis for their recently-published 2013 READ MORE

Equipping your sales team for success

We’re often asked by clients: “How can we replicate the results that are being achieved by our top sales performers?” In other words, they want to know what they have to do to get their whole team performing at the same level. This question almost always comes from sales managers, and whilst it’s a valid question, it also fails to recognise an important truth – most salespeople fail in their roles because of poor sales management. Whilst most sales managers ask what his or her top performers are doing that the poor performers aren’t, a better question READ MORE

Are your Salespeople asking the right questions…….

to add value to the conversation with an informed, self-driven prospect? Reading Paul McCord’s contribution to an interesting discussion on sales force ineffectiveness, initially started by Dave Brock over at The Customer Collective, led me to this question. I think this is a real challenge we have to become aware of and need to have answers to if we want salespeople to continue to bring value to their interactions with such prospects. Bringing this value is key for the salesperson to build credibility and establish a relationship that generates sustainable revenue streams. Most buying processes today start READ MORE

Kicking B2B marketing insights into action

At the end of day 2 at DemandCon, B2B marketing attendees should have all the advice you need to create a truly excellent Funnel Plan. The trick will be applying what you have learnt when you return to your B2B marketing company, and you are faced with the same problems that were there when you left for the conference. Whether its resource-shortages, process faults or a lack of alignment, your team will only be as strong as the processes that underlie it. You need to be confident that these processes are in order, and that the whole READ MORE

Do you really need sales training?

Charles Besondy, President of Besondy Consulting & Interim Management, writes... Is revenue flat or heading south? Time to invigorate the sales force with the latest sales techniques, right? New head of sales takes the reins with the job of transforming the revenue engine. Time to bring in the sales trainers, right? Maybe yes. Maybe no. Upon closer examination, your revenue problem may not be due to a lack of sales skills. The pros at align.me (for whom I am a certified Funnel Coach in North America) can point to case study after case study of clients who READ MORE

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