Nov
07
What’s Next: Sales and Marketing Integration By PAUL RAFFERTY Over the past three years, much attention has been paid to sales and marketing “alignment.” That is, these two functions have worked toward mutually defining the ideal prospect profile, how leads are scored, when marketing should hand-off to sales, when sales should hand back to marketing,… Continue reading »
Jun
15
How important is it to target specific buying personas? Targeting specific buying personas is critical in today’s competitive marketplace. It is still important to identify individual companies that fit an ideal prospect profile, however, it is equally necessary to understand that within those companies you will need to connect with different buying constituencies. At home,… Continue reading »
Mar
04
Clients often ask about the process of avatar scriptwriting. There are three components: 1. The sales message in the script must connect with the target prospect. 2. The avatar is a visual presentation so the script is designed with an “eye” towards images and animation that reinforce the sales message. 3. It must be well… Continue reading »
Feb
03
Fans of the TV show Mad Men know that Don Draper is the quintessential ad man. He is cool, creative and smart. The show takes place in the 1960′s and there are many vestiges of an era long passed: – The characters all smoke – in their offices – Drinking is encouraged and condoned during… Continue reading »
May
13
I ran into a friend who sold Payroll services with me in the early 1990′s. We exchanged war stories about what it was like to be a payroll sales rep in those days… we hit the phones hard and, after sales calls, literally knocked on doors of local businesses. WOW have things changed… Lots of… Continue reading »
Mar
26
Today’s blog is is authored by Jeff Beutel, founder of executive search firm The Alan Group. Jeff is a nationally recognized expert in sales recruiting. He can reached at 608.826.0918 or info@tag-search.com. On of the questions I’m frequently asked is “Given the amount of people in the job market, including some very good ones, why… Continue reading »
Feb
05
Great game…lousy ads. Obviously Super Bowl ads receive a lot of hype prior to kick off. My brother in law is one who demands silence when they come on. I thought the ads were more “gimmicky” than engaging. The goal is to be memorable and this year I think they missed the mark. Humor is… Continue reading »
