Marketing + Sales 6: Buying Signals Online
In the last two lessons we looked at the ways that Sales and Marketing could work closer together when promoting your business. In this I talked about the importance of having both functions working together and understanding exactly whom you are targeting and updating on any activity….which begs the question of what activity should you […]
Marketing + Sales 5: Passive Outreach
Last week I was talking about how Marketing and Sales should work together when it came to targeted outreach aka actively sending out materials in order to create sales. Now I want to talk about ‘Passive Outreach.’ This is much more the day to day activities such as content marketing, blogs, newsletters etc. So although […]
Marketing + Sales 4: Targeted Outreach
We are talking about how best to align your sales and marketing teams and how best to reach out to the wider world and try and find some Suspects to convert into Prospects. For me there are two kinds of outreach ‘Targeted’ and ‘Passive’. I would consider all Sales activity as Targeted Outreach. Although technology […]
Marketing + Sales 3: Categorising Customers
I am talking about how to tie the roles of sales and marketing closer together so they will be more effective for your business. We have talked about the importance of both knowing whom you are targeting, but now we turn our attention to how we will reach those people. First let’s clarify how I […]
Marketing+ Sales 2: Targeting
We are talking about how to ensure that Sales and Marketing can play nicely together and their different roles through customer journey. Let’s start by thinking about targeting. Who Are Your Customers? Normally the outlook of the business is set out by the owner/management team, and they dictate the sort of customers and clients you […]
Marketing+ Sales 1: Frenemies
Sales and Marketing are different pieces of the same puzzle. They are both tools used to grow your business and yet in many organisations they aren’t aligned. This happens in all industries and all business sizes so in this series of lessons, I want to cover what you can do to ensure that sales and […]
Growing Sales Team 9: Your Questions
As ever when we come to the end of one topic and I address questions that people have sent through… In your series you say that salespeople shouldn’t be evaluated purely on income generated, what would your alternative model be? I would look at the process as a whole. Let’s say your sales team each […]
Growing Sales Team 8: Motivating A Team
We’ve talked about picking and managing your team, but how best should you motivate them? Competition A little bit of competition can certainly be a healthy, but it can also be toxic. I’ve talked many times about how a good sales person will put the pressure on themselves to bring in the sales, I think […]
Growing Sales 7: Managing A Team
One common thread I often see in regards to sales teams is that very often effective sales people are often promoted into team management, where perhaps they have less experience. You don’t necessarily have to be a good sales person to lead a sales team, so here are some tips. Go Crazy On Training As […]
Growing Sales Team 6: Building A Team
So far in this short series about growing your sales team I have talked about whether or not you need to hire someone, should you consider an agency and the positive and negative traits you should look out for. Next I want to talk about building from one sales person to a whole team. When […]
