Sales and Marketing – BL – 1

Sales and Marketing Sites Buitenland




  • 5 Best Sales Enablement Tools on the Market in 2022
    By ignoring sales enablement, 65% of the sales content you’ve painstakingly developed to close deals will sit on your servers or computers unused. That’s hundreds of working hours wasted for nothing. Investing in a sales enablement tool and using it effectively ensures that no case study or white paper sits around unused.  Not... Read more »
  • Churn Analysis: The Ultimate Guide
    New customers are wonderful, but recurring customers are what keep a business afloat, especially for SaaS and other service companies. That’s why it’s critical to keep retention levels steady. As such, we have to understand both why clients return (or stay subscribed) and why some don’t. That’s why it’s important... Read more »
  • What is Conversation Intelligence? Your Questions Answered
    You’re staring at your notes, trying to remember every detail from the prospect conversation you just had.  In an instant, it all comes back – pain points, objections, weather in Chicago.  There was something else they said that really stuck with you as being insightful.  Was it something about the... Read more »
  • Consultative selling: What is it and why does it work?
    Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. ... Read more »
  • What is Social Selling? The Ultimate Guide
    58.4% of the world’s population is on social media, with the average time spent on these platforms reaching 2 hours and 27 minutes daily. That’s a big chunk of all your daily attention span spent on social every single day. So, of course, in 2022, most companies are already on social... Read more »
  • The Top Customer Success KPIs to Measure
    For SaaS and subscription businesses, customer success is a key revenue driver. Closing new contracts is important, but retaining and increasing revenue from existing accounts is crucial for maintaining and growing ARR. So, how exactly do you measure if a customer is “successful” (and what does that even mean?) In... Read more »
  • Our Complete Guide to Gap Selling
    Close the gap, and you’ll close the deal. That’s the basis behind Gap Selling — a sales methodology developed by Keenan, CEO and president of A Sales Growth Company. The “gap” refers to the space between where a prospect is now and where they want to be in the future.... Read more »





  • 10 Types of Sales Analysis Reports to Manage Performance
    Can you name five challenges facing your sales team right now? Of the challenges you can identify, are they based in data — or guesswork?... Read more »
  • Video10 Best Sales Presentations To Inspire Your Sales Deck [+ 5 Tips]
    While many salespeople focus on making their sales decks flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns and offer an irresistible solution.... Read more »
  • Return on Sales: How to Calculate It and What You Need to Know
    Return on sales is one of the most important metrics your organization can track to gauge the health of your business and test the logic behind your budgeting and sales strategies. The figure is reported as a ratio and shows how much of your overall revenue results in profit versus... Read more »
  • How to Use BANT to Qualify Prospects in 2022
    During the sales process, you’ll discover people within the company who have the authority to make decisions. These individuals are also more likely to have insight into the team’s budget to purchase what you sell. That means, along the way, you’ll gather more information about how qualified the prospect really... Read more »
  • How to Write a Consulting Proposal [Template]
    You’ve just wrapped up a call with a prospective consulting client. They’re interested in working with you. Congratulations!If you’ve found your way to this blog post, it’s safe to assume you now need to develop a consulting proposal for this client — and you need help doing so.... Read more »
  • VideoHow to Become a Consultant: 11 Steps to Doing it Right
    Do you have a well-developed network? Are you self-directed? Do you have an impressive portfolio filled with client success stories? You might be ready to become a consultant, but it can be difficult to know where to start.... Read more »
  • VideoPricing Objectives: What They Are and Why You Need One
    In 2022, costs for consumers rose to their highest points in recent history.... Read more »



    Sales Training Articles - Videos - Podcasts

  • Build Customer Relationships That Stand the Test of Time
    I am here at my family’s farm in upstate New York and I’m hanging out in one of my favorite places as a child. I am inside the barn. When we were kids the barn was our favorite place to gather to play, to hide and sometimes to work. It... Read more »
  • High-Performing Sales Teams are Built With Average Performers
    “Me Focused” Top Performers Don’t Always Build the Best Teams Teams built around top performers who only look out for themselves under perform teams of average performers who are cohesive and look out for each other. We’ve all heard or seen witty leadership sayings such as , “there’s no ‘I’... Read more »
  • mp3Kaizen and Feeding the Sales Pipeline With Cumulative Prospecting
    Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. If... Read more »
  • The Positive Effects of Discomfort
    Being Comfortable at Letting Things go Silent is the Key to Better Communication Skills There’s a moment in every sales conversation where it gets awkward.  You know what I’m talking about.  That moment of silence; a game of “who will speak first”.  Most “average” salespeople fill this uncomfortable gap by... Read more »
  • 5 Leadership Skills to Prepare Yourself for Uncertain Economic Times
    5 Leadership Skills to Weather Any Economic Storm The storm clouds are brewing once again.  We don’t quite know what is in store for us economically, but what we do know is that we can control three things as a leader of people:  our mindset, our reactions, and our actions. ... Read more »
  • When Hiring Salespeople, You Kiss A Lot of Frogs
    “You have to kiss a lot of frogs before you find your prince.” In today’s market, there is just no cushion for hiring non-performing salespeople. If they aren’t driving revenue, then they are pure overhead. They are either building your profits or bleeding your profits. On February 14, 1993 (yes... Read more »
  • Body Language and How to Listen With Your Eyes
    The Secret to Reading Your Prospect’s Buying Signals Like a Book Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes.” They understand that one of the easiest and most effective ways to close sales... Read more »



    Daily B2B Sales and Marketing Insights

  • Lead Generation: Being More Human
    By Cameron Katoozi, Marketing Consultant at Heinz Marketing Sales outreach has become almost exclusively digitalized, as new software and process automation make lead generation efforts so much simpler. We see fewer cold calls and more email and social media interactions with prospects. This shift in outreach and lead generation has also... Read more »
  • Managing change when marketing is always changing
    By: Tom Swanson, Engagement Manager at Heinz Marketing “This is a constantly changing field”, I was told in my first marketing course.  It was literally Marketing 101, and of the many lessons I learned in business school, this one has held the truest.  You can prepare students for all kinds... Read more »
  • Sales Pipeline Radio, Episode 322: Q & A with Steven Rosen @stevenarosen
    By Matt Heinz, President of Heinz Marketing If you’re not already subscribed to Sales Pipeline Radio, or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning.  The show is less than 30... Read more »
  • Mina’s App of the Week
    By Mina Guirguis, Marketing Consultant at Heinz Marketing As a marketer, we often report to CROs, CEOs, and CFOs. What do all these people have in common? They think in terms of revenue. What’s the ROI of this campaign? Is this initiative going over budget? How will this help us... Read more »
  • B2B Reads: Change Exhaustion, Effective White Papers, and Impact Statements
    In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the... Read more »
  • Right People Right Seat
    By Payal Parikh, Director of Client Engagement and Head of Growth at Heinz Marketing Do you have the right people in the ‘right’ seats in your organization? What about in the marketing organization? What about your team? Having the ‘right person’ in the correct position is crucial for your organization’s... Read more »
  • Case Study: When Healthcare Marketing Needs a Booster
    By Michelle Vozynuk, Senior Marketing Consultant at Heinz Marketing   How a consultative approach to Account-Based Model positioned Vera Whole Health for long-term success.   It is a challenge to engage with a complex buying committee in the crowded healthcare industry—even when your offering is the category leader. That was... Read more »



    The Sales Blog

  • Three Strategies to Improve Your Sales Process
    In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they pursued, making it possible for every salesperson to hit their sales targets. Like many promises that seem too good to be true, this one never came to fruition.... Read more »
  • B2B Sales and Command of the Message
    In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Those who are using an outdated approach may feel confident they have command of the message, only to discover that their clients no longer respond positively to it. Having command of the message... Read more »
  • A List of Sales Funnel Challenges
    Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that their sales team is creating and pursuing the opportunities that ensure they can reach their targets. But managing a sales force and their pipeline presents challenges, many... Read more »
  • A List of Sales Fundamentals
    Success in sales results from a relatively small number of skills. These skills make up the fundamentals of B2B sales. By mastering these sales fundamentals, you create and win new opportunities. We will first explore the fundamentals of creating new opportunities, then turning our attention to the fundamentals of capturing... Read more »
  • How to Use LinkedIn for Prospecting
    The most important thing you need to know about using LinkedIn for prospecting is what not to do. The social platforms require a different strategy, one that is based on a pull approach instead of a push approach. Most of the people using LinkedIn for prospecting practice an approach we... Read more »
  • Why Success in Sales Requires Becoming an Expert
    Your prospective clients don't want to make a bad buying decision. The more important it is to get the decision right, the more your contacts are going to look for someone who is One-Up, a person with greater knowledge and experience that qualifies them as an authority and expert in... Read more »
  • Sales Process 101
    The sales process is the stages you go through to create and win new opportunities. What follows here is Sales Process 101, a simple, straightforward sales process you can use and customize.... Read more »




    Blog Posts – Sandler Training

  • How to Succeed at Podcasting for Business [PODCAST]
    Mike Montague interviews Mike Cunningham, national sales manager at Gill Athletics, Sandler client, and podcaster, on How to Succeed at Podcasting for Business.  The post How to Succeed at Podcasting for Business [PODCAST] appeared first on Sandler Training.... Read more »
  • How to Develop Strong Negotiation Skills: Understanding the Eight Different Kinds of Leverage
    There are eight possible sources of leverage that are present in every negotiating situation. We want to understand and maximize all eight sources. The post How to Develop Strong Negotiation Skills: Understanding the Eight Different Kinds of Leverage appeared first on Sandler Training.... Read more »
  • Virtual Summit 2022 Invitation [PODCAST]
    Designed for salespeople, sales managers, and sales leaders of all levels, from small businesses to enterprise sales organizations looking to ramp up their selling and leadership skills. The post Virtual Summit 2022 Invitation [PODCAST] appeared first on Sandler Training.... Read more »
  • How to Succeed at Events [PODCAST]
    Mike Montague interviews Alon Alroy, co-founder of Bizzabo and author of Event Success, on How to Succeed at Events. The post How to Succeed at Events [PODCAST] appeared first on Sandler Training.... Read more »
  • How to Succeed at Becoming an Inbound Organization [PODCAST]
    Mike Montague interviews Todd Hockenberry, author of Inbound Organization and a HubSpot partner, on How to Succeed at Becoming an Inbound Organization. The post How to Succeed at Becoming an Inbound Organization [PODCAST] appeared first on Sandler Training.... Read more »
  • How to Succeed at Advanced Questioning Strategies [PODCAST]
    Mike Montague interviews Erik Meier on How to Succeed at Advanced Questioning Strategies. The post How to Succeed at Advanced Questioning Strategies [PODCAST] appeared first on Sandler Training.... Read more »
  • Three Simple Things You Can Do to Create a High-Impact 30-Second Commercial
    Here are three simple things you can do, starting today, that will immediately upgrade your 30-second commercial. The post Three Simple Things You Can Do to Create a High-Impact 30-Second Commercial appeared first on Sandler Training.... Read more »



    Outreach Blog

  • Why it’s time to consolidate your tech stack to drive efficiency and save money
    During the past few years, B2B companies have been expected to drive continuous growth. So everyone’s instincts were to figure out what technologies they could add to their tech stack to unlock that growth. The resulting tech sprawl only got worse when Covid moved sales teams out of the bullpen... Read more »
  • Improve forecasting, deal management, and data privacy with the latest Outreach features
    At Outreach, we are continually improving our products based on customer needs and the latest technology advancements. During the current economic climate, everyone is being asked to do more with what they have to drive revenue. That’s why earlier this summer we announced general availability of Deal Health in Outreach Guide to... Read more »
  • B2B leaders face turbulent times as economic headwinds intensify
    With two consecutive quarters of declining growth in the United States behind us, a global economic downturn is rapidly becoming a reality. The war in Ukraine, China’s ongoing 0-COVID policies, Europe’s natural gas crisis, and rising inflation and interest rates in the U.S. will have far-reaching implications for all businesses.... Read more »
  • How we improve sales forecasting accuracy and efficiency with Outreach Commit
    With the sudden investment slow-downs in reaction to economic uncertainty, organizations are seeing pipeline health and volume decline, putting forecast accuracy and revenue predictability at risk. In uncertain times, businesses can’t tolerate inefficient, inaccurate forecasting processes. Deals that are lost or slip impact revenue delivery, yet consistent target attainment is... Read more »
  • How to de-risk your revenue plan and execute with confidence
    The economic environment is increasingly volatile right now, and revenue leaders need a game plan to survive in an unpredictable market. Here’s the problem: many are trying to rework their revenue plan reactively, and it’s taking tedious, manual effort. But what if there was a better way than disparate data... Read more »



    The Sales Hunter

  • Video10 Pro Tips to Succeed in Sales
    If you’re reading this right now, I already know you want to be successful in sales. You’ve come to the right place, but what will you do with what you learn here? Don’t just read and forget. Take notes. Share with a colleague! Make a plan for how you’ll use... Read more »
  • VideoThe Ultimate Prospecting Guidelines: Part 5
    My whole mission is to help you prospect effectively. Because sales is without a doubt the greatest profession, but you’ve got to master prospecting.  This is the last installment of this five-part series on 50 Prospecting truths. Remember, you can download the whole ebook here. 41. Prospecting is an... Read more »
  • VideoThe Ultimate Prospecting Guidelines: Part 4
    Prospecting is not for the lazy or timid. Prospecting is for the smart and bold. The number one reason why salespeople don’t cut it in sales is because they failed to prospect. I don’t want that to be you! I desire great selling for you, and that starts with great... Read more »
  • VideoThe Ultimate Prospecting Guidelines: Part 3
    Sales is all about having the commitment to serve and the passion to sell. This 50 Prospecting Truths series is to reignite your passion for prospecting–and that means helping people and solving problems.  I invite you to read Truths #21-30, reflect, and see what you can apply this week.  Want... Read more »
  • VideoThe Ultimate Prospecting Guidelines: Part 2
    Prospecting is something you have to master if you want to achieve the big results. In fact, I contend prospecting is the number one reason there is turnover in sales. Unfortunately, people just don’t want to prospect. Prospecting may not even be your favorite thing…but at least you want to... Read more »
  • VideoThe Ultimate Prospecting Guidelines: Part 1
    Business does not operate without sales, sales does not operate without prospecting; prospecting is the foundation from which all business is built. Prospecting is always evolving, but some truths are absolute.  Whether you’re new to sales, or an old pro, consider this five-part series a refresher course on successful prospecting.... Read more »
  • VideoHow to Accelerate Second Half Selling
    The first half of the year is now in the books. Time to kick back and relax…. Just kidding! Time to figure out the game plan for the second half. Regardless of whether you made your first half number or missed it, here are 6 things that you need to... Read more »
  • VideoHow to Defeat the Competition You Can’t See
    I know who the number one competitor is: yourself.  I’m not talking about that!  This is about the competitor you can’t see, and yet is out there on every deal that you’re trying to get. The competitor you can’t see is ‘no decision’. It’s not that they’re not buying from... Read more »
  • Video7 Pricing Rules to Close More Deals
    Just because the customer asks for your price, doesn’t mean you have to deliver it right then and there.  In fact, there are a few reasons why you definitely shouldn’t lead with the price.  I want to talk to you about 7 rules for how to present your price so... Read more »
  • Video6 Things Customers Need Before They Buy
    Why do customers buy from you?  What you sell does not matter as much as you think it does. When I ask salespeople, “What is it that you sell?” I’m quick to hear some, “Oh, I sell this type of system or this type of computer, or these services…” That’s... Read more »


Adam Riemer – Affiliate Marketing


    Affiliate Marketing Archives - Adam Riemer Marketing

  • The Difference Between Influencers, Ambassadors & Affiliates
    There doesn’t have to be confusion when figuring out if a content creator should be an influencer, ambassador or an affiliate. Each content creator represents your brand, each one gets paid whether its a fee, product, or a mix; and each should provide value to your company. The confusion between... Read more »
  • May Holidays & Marketing Messages – What to Do and Avoid
    May holidays include shopping, celebrating, appreciation, and mourning losses. That is why it is important to get your messaging right. Don’t only look at your marketing messaging and imagery, look at what your affiliates, ambassadors and influencers are saying. What these people say is a direct reflection on your brand. ... Read more »
  • When to Use FAQs for SEO and When They’re Excessive
    Not every page, blog post, or piece of content needs to have FAQs.  In many cases, FAQs are excessive and could hurt your SEO.  All of us get excited when we see new traffic coming in, myself included, but FAQs should be used to add value. I’m writing this guide... Read more »
  • Formulas to Forecast Blogger, YouTube & Influencer ROAS
    If you’re reading this post you’ve been asked to forecast revenue (ROAS, return on ad spend) or a return on investment from influencers, YouTubers and bloggers.  It can seem tricky at first, but it is fairly simple. You just need to collect accurate data points to plug into the formulas... Read more »
  • Should Influencers Be Affiliates or in Your Affiliate Program?
    Yes, influencers should absolutely be in your affiliate program and allowed to be affiliates.  But there are exceptions to this rule.  Before we get into when influencers should be affiliates and allowed in your affiliate programs, we should define the difference between the two. Influencers promote a brand or product... Read more »
  • OnlyFans Alternative – How to Not Rely on One Platform
    Countless businesses (and potentially your own if you’re reading this) have gone from successful to the graveyard and at no fault of their own.  Whether it is a Facebook page that was given false metrics or got shut down without warning or what appears to be happening with OnlyFans.  Your... Read more »
  • 7 Women in Affiliate Marketing That Inspire Me
    There are a ton of people that have influenced the direction of the affiliate industry in both good and bad ways.  But this post isn’t about forums, conferences and associations (many in affiliate marketing are women lead and founded), this is about specific women that have shaped my path and... Read more »
  • How to Make Money with Mother’s Day This Year
    A quick note before reading: I was originally going to publish this on Wednesday. Unfortunately a well known and very loved person in the SEO space died of Covid-19.  Even though this post is not for my SEO readers or the SEO space, it would have been inappropriate to publish... Read more »
  • How to Create a Gift Guide With SEO, Marketing & Monetization Tips.
    Ready to create a gift guide for your blog, YouTube channel or a newsletter?  Then I’m ready to help! The post below is something I sent to the partners for some of the companies that hired me as their affiliate manager to help them grow their traffic and make money.... Read more »
  • How to Create Content That Makes Money for Fall 2020
    To say 2020 has been a unique year is an understatement. That isn’t a political statement either. This is a marketing blog and I keep things on a marketing level. This year we’re facing multiple groups of people that feel very strong about their opinions when it comes to fall... Read more »

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