How to Think Like a Masterful Salesperson
Create More Effective Marketing Programs by Answering the Questions Great Salespeople Ask
Marketing by thinking like a salesperson is a little counterintuitive—after all, sales and marketing are very different disciplines. But smart marketers understand that salespeople have customer insights that could help us craft more powerful marketing programs. In this tutorial, you'll learn about:
- Three ways great salespeople identify and prioritize prospective deals with more potential.
- Four ways master salespeople align their messaging strategies to prospects needs and timing.
- Six steps for transferring your sales knowledge into your marketing efforts and programs.
- Four shortcuts you can leverage to increase your ability to think like a master salesperson.
This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
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Creating More Powerful Sales Proposals
Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
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Exposing the Power of Price Elasticity in B2B
Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
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