MARKETING AND SALES STRATEGIES

Becoming the Buyer Expert in Your Company

In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. No matter how much product knowledge we had, that wasn’t enough. We were finally successful in doing so, but only by becoming the company experts on our buyers.

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Las Vegas Fountains of Bellagio as an Awesome Marketing Asset

I was in Las Vegas last week speaking on New Marketing Mastery at Tony Robbins Business Mastery and as always when I’m in town I take in the Fountains of Bellagio multiple times. The free show happens many times per day and is one of the top attractions in the city, driving people into the luxury hotel’s high-end shops, restaurants, and casino tables. I was thinking about how the Fountains of Bellagio are a perfect bricks and mortar metaphor for giving away content on the web to drive people to your virtual storefront.

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12 Examples of How NOT to Use LinkedIn for Social Selling

Sales on social networking sites like LinkedIn can be tricky for people who are accustomed to the typically aggressive interruption style approach because online communities disdain overt commercial messages. Over the past several months, I’ve collected some of the ineffective ways people have used LinkedIn messaging to reach me and I include 12 of them here together with commentary on each.

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How to Use Snapchat for Business and Finance

In the past year or so, live-streaming and short-form video applications for smartphones have become exciting new ways to share interesting aspects of life and business and gain new followers and customers as a result. The most popular applications include Instagram video, Twitter video, Snapchat Stories, and Facebook Live. In this excerpt from new 6th edition of my book The New Rules of Marketing and PR released July 31, I share how Rebecca Korn, a financial advisor and business strategist with Northwestern Mutual, uses Snapchat to generate new business.

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IKEA Back to College 2017 Microsite Includes Great Content for Both Students and Parents

I love the Back to College 2017 microsite from IKEA. It’s a wonderful example of the concept of buyer persona based content marketing. “An empty nest shouldn’t empty your wallet. For parents and students alike, college moving day is bittersweet. But sharing the experience together is a chance to make memories.”

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To Sell More, Behave Like a Friend, Not a Salesperson

“I’m fed up, and I won’t tolerate this anymore!” People just don’t want to be sold to. I’ve heard many variations on this theme from buyers in recent years.

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Ten Big Sales and Marketing Concepts To Grow Your Business

Posted by David Meerman Scott 09:44 AM on March 29, 2017

1) Buyers are in charge

The idea of mystery in the sales process is over. There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost.

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Successful Salespeople Are Content Curators

I see a convergence of sales and marketing via content to reach buyers. In my research of successful companies, marketing is using content to reach many people at once (targeted to buyer personas) while great salespeople use the very same content to reach one buyer at a time.

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Fearless Selling in 2017 and Beyond

As 2016 winds down, sales and marketing teams around the world start to plan for their 2017 calendar year. It’s going to be an exciting year because buyers are firmly in charge of how they do business with your company and once you understand the ramifications for this fundamental shift, you can reach them with a sales strategy that will drive success. Be fearless in 2017 and align your sales effort to influence them throughout the process.

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Your Customers’ Buying Process Is Not Different

I am amazed at how many salespeople and their sales managers inherently understand the new buying process when they buy a product or service for themselves but insist that somehow the process is different for the business they run. They continue to sell using the old rules.

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David Meerman Scott

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