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If you're unhappy with your sales numbers, consider this odd but effective strategy. 
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Without sales, there is no company. Get a jump on lead generation and build a good customer experience using these tips for early-stage startups.
Dwight Holcomb's insight:
Asking current and past customer for additional business and referral business is a very effective way to grow revenue which is often overlooked and one of the very first campaigns we develop and start with new clients with.
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Research reports, in particular, are successful at racking up sales
Dwight Holcomb's insight:
Offering value before making an ask is often overlooked in the sales & marketing mix. Webinars used as a learning tool instead of pitching services can be one of the best ways to uncover interest.
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Dwight Holcomb's insight:
Sales messaging is very different for products and services. Understanding how to communicate the different value of services is critical to gaining the confidence of a prospect contemplating your offering.
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Digital marketing is ever-changing. As once-effective desktop marketing strategies give way to a mobile-first mentality, marketers must push for ways to keep content fresh, authentic and effective. So what will the future of digital marketing entail? Where should marketers put their dollars best to work?
Dwight Holcomb's insight:
Digital marketing is going to see some major changes in the next 1-5 years. A.I., Automation and machine learning will be the big ones to watch. The term "A.I." is used loosely here, since it is not truly A.I. True A.I. would imply "awareness" which is still some time, further in the future, but the term has become fairly ubiquitous to mean "bots", "automation", or "machine learning".
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We've all been subjected to high pressure selling tactics. We see various forms of these high pressure or manipulative tactics, whether it's the high pressure
Dwight Holcomb's insight:
If sales efforts are focused on showing the true value for a specific and urgent need, then closing will take care of itself. There should never be a need to talk someone into buying. Either they get it or they don't. It's either a fit or it's not. Getting to "no" quickly and moving on is just as valuable as finding a fit with the right person. Do not waste time with prospects that are not a great fit. There is just too much other business out there, that there is no need to pressure someone into buying.
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Here are four questions to consider to become a more efficient decision-maker.
Dwight Holcomb's insight:
In my experience, not delegating enough authority is an issue that prevents many executives from off-loading low level tasks, allowing them to concentrate on higher level strategy.
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Cold calling can seem overwhelming and scary. When you’re just picking up the phone and calling someone out of the blue, it can be a challenge to mak
Dwight Holcomb's insight:
Cold calling is an art and a science. Preparation can make a major difference in the outcome of any call.
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![OppenheimerFundsVoice: What Is ESG Investing And Why Should You Care? [Quiz] | Marketing | Scoop.it](https://img.scoop.it/nmU8dLyaQkOB54TaqRh1bjl72eJkfbmt4t8yenImKBVvK0kTmF0xjctABnaLJIm9)
ESG is a method of investing that measures companies against a set of sustainability criteria.
Dwight Holcomb's insight:
This is so much harder to do than it sounds, but it is so critical in helping your prospect feel "heard" and understood.
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Imagining the possibilities of marketing and artificial intelligence
Dwight Holcomb's insight:
Learning how to use A.I. and automation to improve Sale & Marketing is going to be critical for survival, from start-ups to Enterprise companies. Using lean methodology will be the key to staying profitable and competitive.
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The SaaS sector is relatively young and seriously competitive, which means companies have had to wring every last drop of creative juice from their patchwork just to get on the map.
Dwight Holcomb's insight:
These 7 SaaS companies have been hitting the mark better than most with their marketing efforts.
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Anyone who has flown domestic in the United States recently knows that the experience is not one you would choose for the sheer pleasure of it.. Read more at straitstimes.com.
Dwight Holcomb's insight:
A great article from my marketing professor, Jochen Wirtz, at NUS Business School in Singapore.
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The way most inside sales floors operate is akin to adding oil to a flame. There is a product that sells, and to sell more of it requires more cold calls and emails, resulting in 150 or 200 calls per day requirements. For some companies, this model makes perfect sense. A highly repeatable, easily predictable inside sales process is perfect for products or services with smaller price points and where the buying process is less complex. If the company can succeed purely through volume of the number of products sold, then the volume of touchpoints by inside sales should correlate.
Dwight Holcomb's insight:
Enterprise Sales Reps need to plan differently than what is needed in most lower-level sales efforts.
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The number of consumer touch points is growing exponentially, and contributor Mike Herrick believes that for brands to keep up, they'll need to rethink their martech stacks.
Dwight Holcomb's insight:
The bad news is that however you're getting in front of prospects today, won't work in the long term. The good news is that if you embrace technology and IoT, you will now be able to get in front of prospects in a more meaningful, relevant and targeted way than has ever been possible. This will significantly decreasing the closing cycle times and increase the percentage of closing for those people that do engage with you. This individualized needs-based scouting approach will result in people connecting with you, who have entered the buying cycle and are actually pursuing your solution.
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It is time to stop asking how your content marketing can drive sales and start asking what your content can do for your audience.
Dwight Holcomb's insight:
If video is used in each stage of a PPC & landing page funnel sequence, the conversion rate will increase significantly.
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Too many organizations maintain a Facebook page, at times without much thought about strategy. Small business and non-profit social medi
Dwight Holcomb's insight:
Never forget to track the data to be sure you're not spinning your wheels on a campaign. Don't just make nice looking campaigns. Be sure they are tied to measurable results.
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How will marketers leverage technology in 2018? A group of CMOs sound off to Drew Neisser.
Dwight Holcomb's insight:
The line between CIO and CMO is getting blurred. Understanding technology and using Big Data and analytics is key for CMOs to stay competitive.
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Dwight Holcomb's insight:
S.P.I.N. Selling is an acronym for a very effective sales process where you first seek to clearly understand customer issues and then communicate the value of the solution being sold as it relates to their problem.
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Conducting sales is much like conducting an orchestra: You need several players, each with their own talents and specialized roles.
Dwight Holcomb's insight:
Supporting one or two good sales people by hiring a Fractional CMO to create the right winning Sales & Marketing strategy prior to launching and then using on-demand talent and virtual teams, can increase success exponentially.
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It’s very common and understandable for B2B sales reps, sales management and the management team to become frustrated if the end of the quarter approaches and the forecast crashes and revenue targe…
Dwight Holcomb's insight:
Making sure people see the value and how the offering will help resolve their specific issue will not only get to "yes" more quickly, it will get the prospect to ask, "what are our next steps together?".
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Dwight Holcomb's insight:
A mixed approach is the best way to find out where your prospect is hanging out and through which medium the will respond.
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Dwight Holcomb's insight:
This article contains some sales tips that are not often discussed in general. If something isn't working well, it is important to keep trying new sales strategy and seeking out innovative sales & marketing tools.
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It’s time to hear from the people who are out there every day, trying to hit their quotas.
Dwight Holcomb's insight:
Getting uncomfortable to get better at what needs improvement is the recommended action to become a better salesperson in this article.
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The remote availability of "genius-as-a-service" profoundly changes how demand is generated, sales are made and customers are kept.
Dwight Holcomb's insight:
AI is going to change everything in how we conduct sales and marketing efforts.
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Completing a deal requires persistent content that is never annoying but can't be politely ignored.
Dwight Holcomb's insight:
I have seen so many deals lost and have been guilty of losing so many deals by not following-up adequately.
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As a Fractional Chief Marketing Officer, we have helped clients generate millions in revenue by off-loading many of the Sales & Marketing roles. By first creating a strategy to define a clear focus on a hyper-targeted segment and then executing a full umbrella of campaigns with a "Virtual Sales & Marketing Department" we helped one SaaS client triple revenue in 18 months. As a Fractional CMO, we also helped another enterprise software client to generate more than $54 million in total contract value in less than 12 months.