No More Spray and Pray – Sell Smarter – Account-Based Sales

glossary of terms - account based sales

Spaghetti on a wall works for lots of sales professionals. However, buyers are savvy and want the information to be relevant and add immediate value. Random messages with little value or context dilutes a person or company’s reputation and brand position.

A Guide to the Most Important B2B Marketing Terms and Their Definitions

B2B Marketing Terms for small to mid-sized businesses.

B2B marketing is a broad area and depending on the size of the organization – some terms may know and used whiles others aren’t. Presuming we all mean the same thing when we toss around marketing terms can be problematic. Worse, it can alter expectations, muddy how results are viewed and judged, and undermine the […]

Attracting Better Opportunities through a Full-Funnel Marketing Strategy

Full-funnel marketing strategy.

A full-funnel marketing strategy is an approach to marketing that focuses on moving potential customers through the various stages of the customer journey, from awareness to consideration to conversion. The goal is to ultimately convert potential customers into paying customers by providing them with relevant and valuable information and experiences throughout their journey. Too often […]

Creating Strategic Connections: Get Deeper for Better Sales Performance

sales performance

According to the 95-5 rule, only 5% of your potential buyers are ready to buy within any quarter, meaning that 95% of potential buyers will be “in-market” sometime in the future. Consider your addressable market, and then do the math.  Then consider that rarely is a decision made by one person, especially on B2B products […]

Why Should You Rethink Taking That Annual Subscription Discount?

annual subscription

Companies should continuously test new technologies to enhance their workflows and teams. When you find a tool you like, hitting that annual subscription button when your free trial ends can be tempting. Opting for monthly payments rather than upfront annual subscriptions is the smarter way to go.  The mass adoption or interest in Artificial Intelligence […]

Account-based Marketing and Sales Drive Greater Deal Value

Account-Based Marketing and Account-Based Sales

Many of our clients have adopted an account-based marketing and sales approach and are jazzed about introducing LinkedIn Sales Navigator into their process. User-generated and filtered information provides the insight, entry points, and potential connections clients need as they build their account-based marketing and sales process. If you are not using Sales Navigator for ABM/ABS, […]

Create a Better LinkedIn Company Page and Start Marketing Confidently

marketing LinkedIn

“What’s the point of a LinkedIn company Page?” “It doesn’t really do anything.” “My marketing agency told us we need to run ad campaigns, but it seems so expensive and complicated.” “What’s the best campaign to run? How much do I need to spend?” These are common questions and comments from leaders, marketers, and recruiters.  […]

Three Reasons Sales Navigator is the Most Versatile LinkedIn Product

sales navigator

Did you catch our latest video walkthrough? In this week’s walkthrough on YouTube, Jim covers three main reasons why Sales Navigator is the most versatile LinkedIn product— dynamic data, usable across all lines of business, and the ability to streamline within the platform. The first reason why Sales Navigator is the most versatile is the […]

Are You Paying for the Right Paid Products on LinkedIn?

paid products LinkedIn

Did you see this week’s video walkthrough? In our latest walkthrough on YouTube, Jim covers the common questions and misconceptions users have when purchasing paid products on LinkedIn, including LinkedIn Premium, LinkedIn Sales Navigator, Marketing Solutions, and LinkedIn Recruiter. We see many individuals and companies paying for premium products and LinkedIn Ads without truly knowing […]

The Difference Between Paid Ads vs. Organic Content on LinkedIn

ads linkedin

Have you seen this week’s video walkthrough? This week’s video walkthrough on YouTube shows how to spot the difference between an organic ad and a paid ad in the newsfeed. Organic posts are more likely to appear in the feed of people you are connected with and follow you. A paid ad, however, enables companies […]