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~ whisper ~

Sales + Inbound Marketing + HubSpot

Go Beyond Sales Enablement To Engage The Modern Buyer, Matt Suggs

Posted by Wes Schaeffer | June 26

Say hello to the evolved selling solution

Stream below or right click here to download the episode. 


Sales Tips you'll learn in The Sales Podcast...

  • Army Engineer
  • Employee #393 at Ariba before being acquired by SAP
  • Employee #10 at MediaFly, now with 75
  • Concentration of staff in Chicago with several on the West Coast
  • Put in the effort to stay connected to your remote staff
  • Traveling helps him stay connected with his sales team
  • Mediafly is used in front of your customer to create a seamless presentation
  • Track the experience and leverage machine learning and call tracking with sharing tracking
  • Use Mediafly instead of PowerPoint!
  • B2B buyers are frustrated with educating salespeople
  • Reduce friction between buyers and sellers by giving appropriate levels of information to educate and create mystique
  • Have a conversation vs giving a one-way presentation
  • Understand your personas
  • Send relevant insights specific to their industries to get the attention of your B2B prospects
  • Cold calling and direct outreach can and does work
  • Forrester published "Death of a Salesman," but a professional sales person is still needed
  • B2B buyers still have access to data, now more than ever
    • So they are educated from online information, colleagues, analysts, and even social media sites and forums
    • But not all of the information is correct
  • Now we have to consider the problems of the customer as well as what they think they know.
  • Email marketing
    • Have a good hook in your email subject line
    • Open rates are declining
    • Insert good leads into nurturing campaigns
    • Leverage multi-media, multi-touch marketing to stay top-of-mind
  • It's tough to get into a large enterprise with a door-to-door visit
  • Expand into similar / related industries
  • Get clear on knowing what the prospect doesn't know but thinks they know!
  • Show up by adding value
    • 74% would buy from the first sales person that brought critical insights to them
  • Automate more transactions so you can focus on value-added services
    • Switching-costs are declining

Related Articles:

Links Mentioned In The Sales Podcast

  • Visit Mediafly for dynamic, interactive, data-driven insights, CRM for continuous feedback.
  •  Visit Make Every Sale to join our live, interactive, 7-week professional sales training program

Subscribe To The Sales Podcast  To Get Each Episode Immediately

If you need more help growing your sales, check out the following resources...

Topics: The Sales Podcast, Entrepreneur, Podcast, Inbound Marketing, Sales Enablement, Matt Suggs

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


Listen to Wes Schaeffer host The Sales Podcast on iTunes   stitcher-white-300x65   Listen to Wes Schaeffer host The Sales Podcast on TuneIn.   Listen to Wes Schaeffer host The Sales Podcast on CastBox.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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