A few days ago, I trained a sales and marketing team and reviewed the alignment talking about tools that help reframe the process. We came along with how Linkedin not only influenced Marketing and Advertising but also has a considerable impact on all the B2B companies.

Being a salesperson can be a complicated profession, especially since you have to master a combination of hard and soft skills, and fine-tune your techniques to make more sales. The common mistakes salespeople make that cause them to lose sales. Here the top 5 most common mistakes salespeople make.

It reminds me a little bit about the metaphor about how do you climb a mountain, one small step at a time. When we start our day, and we know we need to do a bunch of prospecting, especially telemarketing or cold calling, the task can certainly feel like you're standing there at the base of the mountain. This is especially true when we might be a little behind our number for the month. This is why small, manageable goals are so important.

As a copywriter or marketer, it’s your job to relate to your audience. You need to frame the problem that they are experiencing and offer a solution. A critical part of copywriting is the creative use of emphasis and empathy but just how do you use this to make a lasting impact?

If you're not growing, your competitors are, which means you're losing out on new business. The biggest challenge is finding strategies to help you achieve growth. You can't predict the future to find out what's the next big thing in sales. However, you can take to heart the hottest sales trends today and use them to your advantage.Knowing and understanding sales and marketing trends allows you to prepare your company for the future better.

If you're like most business leaders, you'd say it's fundamentally about relationships and you'd be wrong. The classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. This is exactly 20 years that I’m jumping between Business Development, Sales and Marketing and here are the 9 biggest lessons my career has taught me.

If you’re like most business leaders, you’ve probably put brand-building on the back burner as you deal with the COVID-19 pandemic. 81% of companies have deferred marketing, according to the World Federation of Advertisers. And even Google is slashing its marketing budgets by as much as half for the second half of the year (CNBC.)

There are many sales techniques to close deals faster and sell more effectively. If you’re a B2B salesperson maybe you have already heard of some of them, like SPIN Selling, SNAP selling, Challenger Sale, Sandler Sale method or Consultative selling.

There’s a big hole in most B-to-B marketing organizations created by constant changes within the marketing profession. These changes include the transformation from marketing as a cost center to a revenue center, the rise and use of digital technology to enable that transformation and the pivot to customer-centricity. Marketers are scrambling to respond to these changes. The glue to make all of this work that’s missing is marketing enablement.

Utilizing smart pricing strategies when selling products, services or subscriptions is a must to succeed in a competitive marketplace. The worst thing you can do is to try to wing it when it comes to pricing. Many entrepreneurs and marketers make this mistake.

Yes Sales Enablement in not just another buzzword, but it is a modern way to approach the market, when you empower your sales team with the right resources, materials, and tools, they'll have the ability to sell more effectively and efficiently. Meaning, your business will experience a boost in revenue and, therefore, an increase in your number of customers and brand advocates.