Our Blog

Being Conversational: Tips to Getting More Out of Your Sales Presentation

Posted by Danny Zecevic on Jun 23, 2015 11:00:00 AM

“Can’t you just show me on my iPhone?”

We all know what buyers want, they want solutions that help them achieve their strategic objectives, and no nonsense. If you can come to a buyer, deliver a solution which provides measurable ROI or achieves objectives, and earn trust, you’ve got a winning proposition for closure.

The issue is that the sales process, one oriented in earning trust and developing relationships, is losing ground to technology that empowers the buyer and fragments the communications market. The art of being conversational and understanding the buyer is lost in the fog of unknown buyer preferences and difficult to reach buyer mediums.

The walking-brochure sales rep is seeing a dramatic, and highly undesirable, reestablishment, not by choice, but by virtue of a tipping balance of buyer-seller power in the conversational relationship.

Read More

Topics: closed loop marketing, Adaptive Sales Enablement, multi-channel engagement, engaging your customers

GUEST BLOGGER - Peter Ostrow: Which Half of YOUR Marketing Budget is Working?

Posted by Peter Ostrow on Mar 19, 2015 12:10:56 PM

Blog #4 of 5 in our Peter Ostrow guest blog series

Which Half of YOUR Marketing Budget is Working?

It's time to retire the classic mantra of ROI-hungry CMOs: “I know that half of my marketing dollars are effective, just not which half." 

Today's savvy B2B marketers have plenty of tools at their disposal to overcome this traditional lack of visibility, which legitimately plagued their communications and business development efforts for generations. While the next Super Bowl will undoubtedly set new records for mass media advertising costs, few CMO budgets are spent nowadays on anything but laser-focused, personalized marketing content that approaches one-to-one messaging as closely as possible.  

Read More

Topics: sales enablement, Adaptive Sales Enablement, engaging your customers, sales empowerment, sales process, sales and marketing process, marketing campaigns

GUEST BLOGGER - Peter Ostrow: What do you mean, "Margin Matters"?

Posted by Peter Ostrow on Feb 26, 2015 2:00:00 PM

Blog #3 of 5 in our Peter Ostrow guest blog series

What Do You Mean, “Margin Matters”?

A long time ago, in companies far, far away, B2B marketers marketed and their sellers sold.

The former were responsible for guarding the integrity of the corporate logo and generating tons of leads; the sales team was left to their own devices, and expense accounts, if they sold enough stuff. Obviously, times have changed. Contemporary marketers have, for a decade or more, been held accountable less for how many bodies, clicks, and downloads they generate, and more around ROMI - return on marketing investment. Considering the well-publicized analyst predictions that by 2017 the CMO's budget will out-pace that of the CIO, ROI had better be part of the equation for marketing leaders hoping to keep their jobs secure.

Read More

Topics: sales enablement, Adaptive Sales Enablement, engaging your customers, sales empowerment, sales process, sales and marketing process

Stop talking about engaging your customers and start involving them.

Posted by Jeff Scullion on Jan 24, 2014 9:42:00 AM

There is a lot of discussion in pharma today about increasingly competitive market dynamics, changing economy, increased regulation, and a host of other challenges.  The result of all this discussion? Lots of new sales approaches, marketing strategies, increased investment in interactive content, and adoption of new technology, but little customer / new customer engagement. 

Read More

Topics: customer engagement, Adaptive Sales Enablement, closed loop marketing platform, multi-channel engagement, engaging your customers

The Power of SKURA

Tips and advice on improving sales performance and delivering an excellent customer experience. Keeping you informed, educated and in-the-know about Sales Enablement and SKURA.

Connecting_the_dots_with_CRM_and_Mobile_Sales_Enablement_Integration_-_Blog_Post

Subscribe to Email Updates

Recent Posts

Posts by Topic

see all