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Enabling B2B Sales & Marketing

Stop Training Sales People in Using LinkedIn!

Posted by Bruce Rasmussen on 08-Aug-2016 11:52:10

Instead, teach them how to sell!

LinkedIn's Sales Navigator is a great application - but it won't teach you how to sell!   If you couldn't sell before someone taught you how to use LinkedIn, you won't be able to after you've been taught.

There's a morass of consultants lining up to teach you "how to sell via LinkedIn".  People are talking about the new world of "social selling" compared to "traditional selling" - when in reality it's all just selling, albeit now in a social world.

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Topics: Digital Marketing, Sales, Strategy, Social Media, Training

5 Reasons Why Social Selling Sells the Way Buyers Want to Buy

Posted by Bruce Rasmussen on 27-Jul-2016 14:27:19

Social selling is a new approach to the sales process that is going to stick around for a while - it’s not just a passing fad.

Why?

Because social selling is not just a new approach to selling - it’s actually an adaptation to a new phenomenon that’s redefining how B2B customers actually purchase - it’s called social buying.

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Topics: Social Selling, Social Media Strategy, B2B Sales, Sales, Strategy, LinkedIn, content marketing

How Do I Budget My Content Marketing?

Posted by Bruce Rasmussen on 20-Jul-2016 10:24:20

Source

Marketing strategy has been shifting over the last decade, and it has to – because both businesses and consumers are buying differently.

Traditional marketing campaigns are no longer as effective. TV ads get skipped, magazine advertising is being largely ignored, and consumers online have such a short attention span that they barely even glance at the ads for longer than half a second. Direct mail still works, but once it’s sent, it’s over – it goes in the bin, along with your marketing spend.

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Topics: Social Selling, Social Media Strategy, B2B Sales, Sales, Strategy, LinkedIn, content marketing

Is Content Marketing a Powerful Partner for Social Selling?

Posted by Bruce Rasmussen on 14-Jul-2016 11:02:11

Many B2B firms are developing both "content marketing strategies" and "social selling strategies".

Is there a link - or an overlap?

We think there is!

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Topics: Social Selling, Social Media Strategy, B2B Sales, Sales, Strategy, LinkedIn, content marketing

New Marketing™ - How to Engage Buyers Earlier and Prosper

Posted by Bruce Rasmussen on 06-Jul-2016 13:43:09


Is your B2B demand generation program a stream of disconnected campaigns, with Marketing organising for a bought/rented list to be called down, given some offer - and then achieve a success rate of around 3%?

What happens to the information you gleaned (if any) from the other 97%?  Perhaps they are willing to buy from you - but just not yet!

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Topics: B2B Sales, B2B Buyers, Sales, Strategy, New Marketing

How NOT To Sell Via LinkedIn

Posted by Bruce Rasmussen on 21-Jun-2016 10:09:48

 

Seriously - is this the best we can do?

Is it really likely that I'm sitting here thinking Gee - I really need some web design and SEO work done - but I just don't know where to look to find someone who does it. Thank goodness this email has come along!

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Topics: Social Selling, Social Media Strategy, Sales, Strategy, Social Media, LinkedIn

Should you outsource content marketing?

Posted by Bruce Rasmussen on 14-Jun-2016 13:16:39

It's the eternal question once you decide to actually start DOING content marketing.

Should you outsource the process or try to do it "in house"? 

There are pros and cons to both approaches. In this article we'll weigh up those pros and cons to help you decide whether or not you should outsource this crucial marketing activity. 

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Topics: Social Selling, content marketing

3 Topics for your Next Sales Kickoff

Posted by Bruce Rasmussen on 07-Jun-2016 15:22:03

It's that time of year again - doesn't matter how successful you were last FY, you're about to go back to zero again!

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Topics: Social Selling, Sales Methodology, Disruptive Selling

Disruptive Selling FAQs

Posted by Bruce Rasmussen on 31-May-2016 14:31:25

What is disruptive selling?

Left to their own devices, buyers will engage with sellers well after the buyer has figured out what they want to buy, and from whom. We need to engage with them before they reach that point - "disrupting" their thinking, to "move the goalposts" more in a direction that leads to our unique strengths.

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Topics: Sales Methodology, Disruptive Selling

14 B2B Content Marketing Facts and What They Mean for Your Business

Posted by Bruce Rasmussen on 23-May-2016 11:06:22

Content Marketing has gone from being a radical new idea to become something that most successful businesses are now doing on some level. We've put together these 14 content marketing facts to help you drive more B2B leads through great content. 

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Topics: content marketing