Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content.

However, even with the increased touch points, according to a Gallup poll, only 29% of buyers feel fully engaged in the sales process. While traditionally engagement has been a marketing metric, we as sales leaders can no longer afford to ignore emotional engagement as an important driver of sales.

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products. But thanks to technology slowly moving to the cloud, many more sales teams can more easily track and analyze the data in their phone and email systems — and make more informed decisions.

The most gifted public speakers seem natural, authentic, and knowledgeable. They inspire people to act. These orators don’t sound like they are reading, nor do they sound as if they are fumbling around to find answers. As a sales professional, this is the level of delivery that you and your team should aspire to with every sales call you make. Remember that many eloquent speakers prepare by practicing a written speech; salespeople should follow suit by using a terrific call script.

Most people are wired to believe what they experience, not what you tell them they will experience. Without actually having their hands on the wheel, and their feet on the pedals, prospects will never quite get where you want them to go or what you want them to believe.

Why experiential marketing? It stems from experiential learning which is the process of gaining practical or fundamental meaning (knowledge) from direct experience.

Jump-starting deals stalled in the pipeline has always been a top priority for sales reps and sales managers. And it’s only getting harder: CSO Insights reports that less than half (46 percent) of forecasted deals close. So, how do reps re-ignite deals – or even know which deals are worthy of continued effort? And how …

3/8/2016 Analytics.  Their purpose is to surface insights that help you manage and grow your business. The casual observer might think that all analytics are created equally; they aren’t. There’s a spectrum, with some more powerful than others. Below are four important categories of analytics – each more powerful than the next. Descriptive Analytics When you …