Recommendations for sales people on how to use LinkedIn to generate sales.

The expression “You get what you pay for” actually has a deep and comprehensive meaning in the B2B marketing world. The following is a B2B marketer’s guide on what needs to be considered when pricing a product or service.
 1-     Understand the goals and go to market (GTM) strategy for the enterprise and /or the SBU [...]

A posting that illustrates the change in marketing activities used for lead generation/sales process from a few years ago to today.

In a previous posting I talked about Five Myths for the direct sales force. This posting will discuss five major misconceptions about the indirect channel (reseller, distributors, partners and etc.).
 Five major indirect channel misconceptions:
 1-      Partners, resellers, etc. are all alike. Nothing could be further from the truth! The major impression is that most indirect channels [...]

On the first day of sales, marketing gave to me (the sales force) an outstanding brand!
On the second day of sales, marketing gave to me two value propositions and an outstanding brand!
On the third day of sales, marketing gave to me, three new market segments, two value propositions and an outstanding brand!
On the fourth day [...]

For those who are creating a web site and want to gather data on how your                

 Trivia Corner : Where did the expression”Things are
tied up in red tape” come from?
Last week’s answer: Jazz musicians during
the 20s & 30s called getting a gig in a
town or city an apple. If you got a gig
in NYC it was a Big Apple

site is [...]

This is the eight in a series regarding Sales Channels
Last time we discussed the scenario of a direct sales channel and switching or adding an indirect channel. The key issues were: a complete strategy, reseller selection and a reseller program(s). This posting is about adding a Direct Marketing function. Again, like the last [...]

 
This is the seventh in a series regarding Sales Channels
 
One reader, who felt that the scorecard was a good guideline in defining the appropriate channels for many enterprises, wanted some insight on what should be considered in changing/ adding another channel, as her current channel is underperforming.  Well when the reader asks, we deliver, so [...]

In my series about different sales distribution models, I talked about the direct model (ones own sales force), indirect (reseller/distributors) and direct marketing (emails, bloging, etc) along with their pros and cons (see our blog for more detail, www.firealarmmarketing.com/blog).
 
Noting that generalization is always dangerous, I will ignore it and state that if one had to [...]

My last three posts talked about channel “surfing”, the direct model (one’s own sales force) and the indirect model (utilizing resellers/distributors/ISV) for sales distribution. Both models have their advantages and disadvantages but in either case it is critical that your selection align with your overall strategy. Let’s look at the third model, direct marketing (basically [...]