Sales and Marketing – BL – 1

A customer's revenue potential doesn't immediately end at the point of sale. There's a wealth of opportunity for more business beyond each initial purchase — and practices known as cross-selling and upselling can help you tap into it.... Read more »

You wouldn't try to cook a new meal without a recipe or drive to a new city without a map, and your business shouldn't try to convert leads without a sales process.... Read more »

It seems the worst of the COVID-19 pandemic and the Great Resignation is behind us, and many aspiring entrepreneurs and small business owners are emerging with a sense of optimism. In fact, almost 58% are either “somewhat” or “very” optimistic about the future.... Read more »

A concrete growth strategy is more than a marketing strategy, it's a crucial cog in your business machine. Without one, you're at the mercy of a fickle consumer base and market fluctuations.... Read more »

A promotional pricing strategy is one of the best ways to generate quick demand for your products or services. In most cases, promo pricing is confined to a tight time frame, creating a sense of urgency and giving the impression that consumers will be missing out if they don't buy... Read more »

Legendary football coach Vince Lombardi was an absolute goldmine for awesome quotes — one of the best ones being, "Perfection is not attainable, but if we chase perfection, we can catch excellence."... Read more »

Writing an introductory email to a stranger is easy.... Read more »

As a manager, ensuring your team is working as effectively as possible should always be a — if not the — main priority for you. That's why you need to find ways to maintain a pulse on your employees' ongoing performance.One way to get there is by conducting a team... Read more »

There are a few major benefits of hybrid selling.... Read more »

As a business, your overall goal is likely to achieve growth and remain competitive in your market.... Read more »

Marketing pioneer John Wanamaker once said, "Half the money I spend on advertising is wasted; the trouble is I don’t know which half."... Read more »

Competitive pricing is a fact of life for most businesses. Companies within a market are all vying for consumers' attention, and lower prices is an easy way to capture it. But what happens when pricing low turns from competitive to malicious?... Read more »

Buy Now, Pay Later sites have exploded onto the market in the last few years. In just one month of 2020, the number of active users jumped 186% year-over-year, according to data from Sensor Tower.... Read more »

Work better. Faster. With more accuracy.... Read more »

A long time ago, sales leaders sought a solution for their uneven results. Some members of their teams were able to win deals, while others struggled. No one knows for certain who reverse-engineered the successful salespeople’s process and taught it to the rest of their sales team. It was believed... Read more »

My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of the use of insights, and even there we use them in different ways. I am writing this because I am often asked about the differences. While I don't have... Read more »

When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable commodity: their time. The single reason your contacts say no to a request for a meeting is that they believe it is a waste of their time. But it's also... Read more »

A recent story on LinkedIn was about a senior leader who was unhappy with the results of a highly compensated salesperson. Even though the salesperson's base pay was exceptional, he had done nothing since beginning his employment. The senior leader said the salesperson would not make cold calls.... Read more »

One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, in fact, there may be more of them than there are people who believe that strong leadership is critical to high performance.... Read more »

Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something from their prospective clients. The second is a salesperson who knows something that is valuable to their clients.... Read more »

One way to describe our current environment is AC/DC, an acronym for the Accelerating, Constant, Disruptive Change we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium. Even though the Earth is still spinning its way... Read more »

Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches salespeople rely on harm their results, often without their knowing why. Here we will look at a number of crutches, what salespeople believe they do, and why they prevent... Read more »

Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to send these emails, and what is worse, many count those emails as a prospecting activity. It is counted even if the message found its way to the contact's spam filter or... Read more »

With contributions from Kirk Johnson, Outreach, Staff Engineer and Rainbow ERG Lead; Chris Wood, Outreach Customer Experience Strategist and Rainbow ERG Member; Matthew Flug, Outreach EvangelistThe queer community needs more than rainbow logos, parade floats, and corporate sponsorships. We need B2B brands committed to creating welcoming and safe workplaces for all.... Read more »

We know that buyers conduct research at all stages of their buying journey. They look at product pages and dig through case studies, social media, and marketing content. When buyers think they’ve learned enough and it’s time to make a buying decision, they return to the website of the product... Read more »

How to Create a Successful Cross Functional Team Organizations across every industry often struggle to achieve and maintain the visibility and collaboration required for success. Their departments operate in individual silos, which results in a lack of collective focus on overall company goals. Employees working on these segmented teams unwittingly... Read more »

At Outreach, we believe efficient sales processes are key for organizations to close the Sales Execution Gap – the gap between the potential revenue of an organization and the actual revenue it achieves. When organizations close the Sales Execution Gap and execute at their full potential, they win more deals... Read more »

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 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 »

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 »

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 »

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 »

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 »

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 »

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 »

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 »

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