7 Forms of Content Marketing That Can Help You Generate More Sales Leads in 2018

By on May 7th, 2018

Your prospects are tuning out ads and fending off sales pitches. Here are 7 ways to reach them using content instead. The new year is a great time to take action and help your company reach its sales and marketing goals. But before you set out to plan those new marketing campaigns, it’s important to take stock of what did and didn’t work in 2017 so you don’t repeat your…

The Power of Sales and Marketing Alignment in Account-Based Marketing

By on April 24th, 2018

With account-based marketing (ABM), marketing messages are based on the data insights of targeted accounts. Sales and marketing resources are concentrated and then deployed together, yielding better tailored marketing messaging and more productive sales engagement – and more account conversions. It’s the inversion of the traditional B2B lead-generation based marketing, and it works remarkably well. 80 percent of marketers who use ABM say it outperforms other marketing strategies, significantly. 97 percent say it…

Weekend Reading: “Close Deals Faster” by John Asher

By on April 13th, 2018

For the 170th episode of The Marketing Book Podcast, I interviewed John Asher, author of Close Deals Faster: The 15 Shortcuts of the Asher Sales Method.

Weekend Reading: “Selling Boldly” by Alex Goldfayn

By on April 6th, 2018

For the 169th episode of The Marketing Book Podcast, I interviewed Alex Goldfayn, author of Selling Boldly: Applying the New Science of Positive Psychology to Dramatically Increase Your Confidence, Happiness, and Sales.

Weekend Reading: “Stop Selling and Start Leading” By Deb Calvert

By on March 9th, 2018

For the 165th episode of TheMarketing Book Podcast, I interviewed Deb Calvert, co-author of Stop Selling & Start Leading: How to Make Extraordinary Sales Happen.

How to Prioritize Your Best B2B Leads

By on March 8th, 2018

No offense, but most of your B2B leads most likely won’t convert into sales. Some might not be ready to buy, some you could lose to competition, while some might have needs that your solutions don’t exactly fit. As B2B marketers, you need to assess which of your prospects have the attributes and behaviors that make them high-quality leads. You must also qualify leads based on their potential lifetime value…

Weekend Reading: “Sandler Enterprise Selling” By Dave Mattson

By on March 2nd, 2018

For the 164th episode of The Marketing Book Podcast, I interviewed Dave Mattson, co-author of Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts.

Weekend Reading: “Rise of the Revenue Marketer” by Debbie Qaqish

By on January 26th, 2018

For the 159th episode of The Marketing Book Podcast, I interviewed Debbie Qaqish, author of Rise of the Revenue Marketer.

Weekend Reading: “80/20 Sales and Marketing” by Perry Marshall

By on January 19th, 2018

For the 158th episode of The Marketing Book Podcast, I interviewed Perry Marshall, author of 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More.

Building a Story-Driven Sales Deck That Wins More Business

By on January 18th, 2018

How many people do you know who are overwhelmed by information? You know, the colleague who has an inbox with 2,000 unread emails, the friend with 31 open browser tabs, the overwhelmed customer who returns your time sensitive call 12 days later? The problem is information. There’s too much of it, and it can be paralyzing. We’re now into the third decade of the Information Revolution, which has been fascinating…