David Meerman Scott hosted the 136th episode of The Marketing Book Podcast. Scott is the author of The new rules of marketing and PR: How to use social media, online video, mobile applications, blogs, news releases, and viral marketing to reach buyers. Ten years after the first edition, the 6th edition was just published.
The New Rules of Marketing & PR has been a worldwide bestseller, with over 375,000 copies sold in 29 languages. This pioneering guide to marketing’s future includes a step-by-step action plan to harness the power of the most recent approaches to generating attention for your business or idea.
Marketing needs to generate more qualified leads. Salespeople have to pick up the pieces.
Sales teams are given one task: To make more sales calls and to send more emails. Now it’s time to get on with the sales.
Jill Rowley believes “…it is long past time to modernize the way we sell …”.. Learn more about better social selling from Jill Rowley, Chief Advocate and Startup Advisor.
High-performing salespeople spend less time prospecting. I have found that they build relationships.
It is crucial for the journey.
Sales cannot be the source of a well-planned and researched lead generation strategy because they focus on short-term revenue and quotas.
The market is about creating leads that meet buyers’ and sellers’ expectations. That is why account-based marketing is so popular.
There are better strategies than cold-calling prospects for salespeople. Instead, they should sell to qualified candidates who are ready and able to buy.
A large part of lead generation in tech companies has been taken over by marketing. This creates qualified leads for marketing that are then routed to inside sales reps (or DDRs) for nurturing and qualification.