Posts Tagged ‘sales’

If you want to see the future of marketing, talk to a recruiter.

The most highly-desired skills have shifted from direct mail and mass media marketing to SEO, analytics, mobile, social media and content marketing. This week, I asked more than 30 marketing and recruiting specialists what hot marketing skills they foresee spinning off into their own job titles. From there responses I create this list of jobs for the marketing team of the future.

Vice President of Marketing Data Analytics

This role would decide when, why and how marketing data should be tracked. This includes data collected through marketing automation, website analytics, social media, email campaigns, mobile, SEO, content marketing, PPC and other channels. The goals: improve marketing performance and predictive modeling, and continually refine the company’s definition of the ideal customer. This information would be shared with brand and campaign strategists who design promotions.

ROI and Marketing Budget Officer

Marketing budgets are shifting from quarterly allotments for print, direct mail and media advertising to constantly-shifting spending from one channel to another. Return on Investment (ROI) data is often instantly available–from paid search ad spending, for example–so marketing can be more nimble with resource allocation. The budget officer would track ROI from all promotion channels and adjust spending based on those results.

Crowd Sourcing Specialist

Companies can’t dictate their brand identity to the customer in today’s world. To that end, the crowd sourcing specialist would monitor conversations happening on the Web about the brand and develop messaging that responds to customers’ voiced expectations. At the same time, this role would send out calls to action–such as inviting customers to compete to create the best video about the brand, and perhaps tying the theme to something trending on Twitter.

Marketing Integration Planner

This position would identify ways to deliver a single marketing message, campaign or branding effort across multiple digital channels. For example, using a pay-per-click advertising campaign to promote a viral video, or using SEO keyword analysis to help craft a press release. This person might also use tools such as Demand Metric’s Marketing Channel Ranking Tool to prioritize message delivery channels based on lead quality, cost and other indicators.

Content Marketing Czar

This position would plan the development of websites, blogs, videos, info graphics, webinars, social media and other content vehicles. The individual would decide how that content would be promoted and cross-promoted, then track its performance. Finally, the content marketing leader would look for externally-created content about the company on the Web and find ways to leverage it for SEO and other marketing purposes.

Research for this article was provided by Software Advice.

(Connect with Software Advice & Ashley – Facebook – Twitter – LinkedIN)

I am often on both sides of the fence when it comes to Selling and Marketing, as well as being a Developer and a User of products, services, and applications. Not only am I an active Account Manager for my primary workplace, but I am also an active hobbies, service and support provider, as well as a developer. I have a keen personality that let’s me engage with my audience in a way specific to them. People enjoy hearing my opinions, as much as they enjoy working with me professionally to complete tasks and address needs they have. I am humbled to be able to do both in a way that encourages continued interaction. – Matt Geier

Let it be known that I’m coining a new age phrase right now! I’m going to call it the “Forward Business Marketing Sales Agenda”

So what does this mean exactly?
How can this be applied to help your business or your staff?

I like to stay in the mindset that I am doing everything I can for a client or a customer of my client who was referred to me. One way to do this, is for me to have a plan or assigned task reminders stay in touch and keep current with my clients. I’m careful about how I treat this type of prospecting though. I don’t want to present myself as always trying to sell to my existing client, or their customers, and don’t want to waste anyone’s time with useless conversation either!

When I’m practicing the Forward Business Marketing Sales Agenda here’s some things that I’m doing to make sure I am delivering and receiving the most benefit to the recipient;

1) I am taking the time to keep the conversation with a “just saying hi” attitude and engage as a friend, not a “salesman” or “marketer”.
2) I am taking the time to learn something new about them and/or their business.
3) I am taking the time to learn about any current and/or future projects or plans for the year (or next).
4) I am taking the time to make certain that I am fully addressing the needs I can and servicing them to the best of my ability.
5) I am taking the time to reiterate to them that I’m there when they need me and also get their permission to continue staying in touch.

Now, take a minute to think about those five things. Are you going to be more inclined to talk to the next person trying to get you to buy something on the phone, or are you going to have a better time talking to a person that’s just trying to keep in touch with you and understand what you are doing in your business and how they can help in the future?

I’d rather have a conversation that doesn’t pressure anyone to do anything particular. I’d rather be an open source for topic, and be an ear to have open to hear the other side speaking to me.
Do you think you can build a business on this kind of interaction? I know I can. I do now.

I think perhaps you have to be a certain kind of person, or at least have a certain mind about you that doesn’t prevent you from appearing to be needy for someones money, or attention in general. There are certainly things you can do to make it easy on yourself as well as on the receiving side be genuinely interested in the conversation. Not so much about what you want to gain from them in the long term.

I like friendship. I like professional acquaintances and resources to have in my arsenal to be able to build a circle to turn to when I want to learn.
I enjoy working or engaging with anyone that utilizes me to a capacity that I am helpful!

If I had a dime for every person I had ever talked to that never bought anything from me as a sales or marketing professional, there’s no doubt I’d be swimming in money. That’s not my goal though. Being successful in business is not just being able to count your stacks of cash in the bank. Sure it helps solidify your business, but does it really make ethical sense to give business to someone without ever looking back at them and counting your blessing they were there in the first place for you? I don’t think so.

I’d rather go about life knowing I might hear from someone 10 years from now that will need me to help them in some way. I can only do that with a friendship and develop that friendship and professional relationship until that time comes. I can do that with The Forward Business Marketing Sales Agenda that I have in place to execute.

Until next time, I wish you all great Business, great Marketing, and great Selling!

Matt Geier
The Sales Corner LLC

I’m a fairly young sales person. None-the-less, I can still remember a time when I started utilizing sales tools in my sales career. The closest thing I had to field tools was a Blackberry with a stylus and my bulky laptop. Those were the days! I could check email and respond to email requests while on the road or in my car (not driving). I could be more effective in my sales role to the company! Now we are here in the year 2012. In the last decade we’ve seen so much change as sales professionals and managers that it’s almost unfathomable. Ashley came to me with this article and I told her I would gladly post this to our readers to get their attention! More sales individuals can utilize tools such as “smart devices” like the pads and other things to improve on their sales techniques, sales process, and opportunity close ratios. This advantage could be tremendous if used in a way that empowers them and their device to work smarter to gain attraction and close more sales business with their customer! I do hope you enjoy this read. I know I did! — Matt G.

So You Bought iPads for Sales – Now What? – By Ashley Furness

(Connect with Ashley – Facebook – Twitter – LinkedIN)

Published on April 24th, 2012 @ Software Advice —

Two telecom sales reps recently stopped by my office to pitch executives on their latest solution. Both toted iPads, which I assume were loaded with dazzling interactive presentations and other tools for elevating the pitch. But neither rep turned on their device.

This got me wondering, did they plan for how they were going to use their iPads? And if they did, what did that plan look like?

“We talk to companies all the time where they literally purchased iPads for their team with no idea of what they were going to be doing with them,” said Matthew Suggs, vice president of enterprise sales at Mediafly Inc., a company that develops iPad sales tools.

Apparently this was not an isolated incident. One recent study reported that while 78 percent of employers plan to deploy tablets across their organization (83 percent of which will opt for the iPad), more than half haven’t articulated a clear adoption strategy.

With this in mind, I wanted to offer a helping hand to readers wanting a ride on the iPad-for-sales bandwagon. I asked some mobile strategists what tips they would offer sales managers looking to maximize their iPad investment.

Read More…

Business Trust Relationship

Relationships need to constantly be growing stronger and deeper every minute of every day. In this economy, this fact remains stressed every day in your profession. With layoff, unemployment at record lows, you need to build solid relationships with trust more now, than ever before. It’s a fact in sales and small business in general, that people want to work with people they know and most of all, those whom they know they can trust.

The capacity to build a trusting relationship is what every business needs and should make it a set requirement if the business goals are set to win and survive the long haul. Without trust – in something – or – someone – how is any ones business going to survive, or more-so, be expected to sustain in a downturn without trust?

Read more in this guest post by Matt Geier on the Increase Sales Blog….. and decide how you will start to build your Business Trust Relationship now!

Kathy Hanson has mentored, coached and worked with entrepreneurs all over the country to take their businesses to the next level. Armed with an MBA, years of experience working in and with Fortune 100 companies and then happily and with all her might venturing out on her own successfully to launch Backpocket Strategy. She brings passion and real world practicality to her clients. As a marketing and business strategy project manager with first tier companies she specialized in developing strategies that create real value and establishing systems for sustainable success. Focused and efficient, she works with clients to raise profitability, set timelines and build businesses that are sustainable. A valuable and successful asset for any serious team!

Jeb Blount is the author of “PowerPrinciples” and “People Buy You: The New Psychology of Selling”. With over 20 years experience in sales and marketing he is considered one of the leading experts in sales and sales leadership. Most recently, as Vice President of Sales for an $11 billion, Fortune 500 company, he created a rich tradition of performance excellence. Jeb also became the only Sales and Marketing leader in the history of the organization to win the coveted President’s Award. At his core, Jeb lives with a philosophy that in every endeavor there are a handful of key principles, the basics, which, if focused on intently, will drive peak performance and achievement. He is a sought after seminar leader and keynote speaker known for his ability to inspire his audiences to action.

Larry Reeves – COO
EVP Sales

With over 30 years sales and marketing experience, Larry Reeves brings a multidimensional perspective to any executive team he participates with. He has managed virtually every aspect of the inside sales industry, from building high performing sales organizations to the strategic development of outsourcing and channel partnerships. Additionally, Larry has application development and sales experience with custom solutions, and also has a record as a front line sales manager. An exceptional team builder and motivator, Larry has certainly developed a well-earned reputation for his operational expertise and ability to improve efficiency and productivity. He is a recognized authority in performance tracking and management, CRM tools and data management, and sales and marketing programs.
 

 

Bob Perkins

Bob Perkins brings over 20 years of inside sales experience. He is a nationally-recognized inside sales innovator. He has extensive executive experience building and leading highly successful inside sales organizations. During his career he has created unique inside sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation’s largest companies such as Unisys, Silicon Graphics, and United Health Group. Bob is the CEO and Founder of the American Association of Inside Sales Professionals. His experience lends him the opportunity to be a sought-after sales consultant sales leader within the inside sales authorities in the United States.

 

Todd Schnick

Since 2003 Todd has started six companies including The Intrepid Group, LLC, The High Velocity Organization, and Dreamland Interactive. They have been comprised of marketing firms serving various markets and industry sectors. Todd’s messaging, strategy, and social media integrations with his business, and his clients, fall squarely within his key areas of the Marketing Business expertise that he continues to share and grow in his follower base.
Todd launched his career in politics serving as aide to a U.S. congressman. He later served as political director of the Florida GOP during the 2000. This is one way to understand the leadership and influence that Todd and his company can bring to the table in a world of such dynamic change with Business.

 

Doyle Slayton

Doyle Slayton is an internationally recognized Sales and Leadership Strategist, Speaker, and Blogger. He is the founder of SalesBlogcast.com, the online community where business professionals network, share best-practices, and make each other better!
Some of Doyle’s most popular writings include, Four Disciplines of Extraordinary Leaders, 10 Things I Love About Cold Calling, Trust and Credibility, Social Web Your Career to the Next Level, and many more! Throughout his career, Doyle has consistently achieved the #1 ranking among all producers in the company. He has a track record of coaching his managers and his staff to consistently rank among the top teams in the country.