Category Archives: Sales Messaging

How Marketing Can Help Sales Sell – Stop Creating Content

Maybe you misread. The hot trend is Big Data, not Big Content. 70% to 90% of sales content produced by marketing is not used by salespeople (SiriusDecisions/CSO Insights). Why is that? The Content Marketer’s Dilemma Is it that your salespeople are too engrossed playing Worlds of Warcraft or reading food blogs to alt-tab over to […]

Best Sales Coaching Advice Ever: Seek First to Understand, Then to be Understood

Easier said than done. Full disclosure: I was about to post this article but before I did, I re-read it one more time. And after I did I couldn’t help but think that I should follow my own advice. I recently had an encounter with a prospect where I did none of the things I’m […]