Remove Margin Remove Marketing Remove Prospecting
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“Our Value Proposition is…”

The Pipeline

Your prospects sure don’t! Oh ya, the marketing team that “developed” the “value prop” does. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Prospecting consists of regaling anyone who’ll listen with that value prop. By Tibor Shanto.

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The Human Side Of Prospecting

The Pipeline

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. The author gave some valid arguments as to why elements of prospecting should be automated.

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9 sales email templates to inspire urgency in your prospects

Hubspot Sales

Most salespeople face the same persistent challenge: Their prospects lack urgency. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit. Company] is doing some really interesting things around [business area prospect is interested in].

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CMO’s ProForma – The Silver Bullet for Marketing Return on Investment

SBI Growth

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. It could have been that an acquisition marketing activity started the entire process that ended in a closed sale.

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3 Reasons to Market Your Small Business Like A Drug Dealer

Sales and Marketing Management

Author: Andrew Frazier You need to market your small business like a drug dealer. It does until you take a closer look at their marketing and sales strategy. Small business owners can learn a lot from analyzing what drug dealers do in terms of defining their target market, performing marketing activities, and building relationships.

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How to Implement an AI Pricing Strategy, and Why You Should

Hubspot Sales

A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. Striking the right balance between profitable margins and winning competitive deals is challenging. Up to 5% margin growth.

Strategy 103
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PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

Pointclear

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

Marketing 247