Showing posts from October, 2014

Aristotle’s Persuasions and the Neuroscience of Purchase Decisions

What can a philosopher born some 2,400 years ago teach us about modern marketing and selling? More than you might imagine.
The Greek philosopher Aristotle is well known for creating a guide to crafting winning arguments – highlighting three essential elements you needed in any conversation to be more provocative and persuasive
Amazingly, these three same essential elements map directly to our modern understanding of buying triggers via neuroscience, and are key to creating effective messaging to fuel modern provocative / insight-based sales and marketing methodologies.It Takes Three: Pathos, Logos and Ethos The three elements Aristotle’s defined so very many years ago are still incredibly effective today, and serve as the guide for more persuasive value messaging and conversation: Pathos, Logos, and Ethos:
Pathos – appeal to the emotions. To make a more emotionally charged impression, communicate your value in a story, and utilize visuals to make the story more memorable. Show contrast…

The Biggest Inhibitor to Sales Success = The Inability to Communicate Value Messages according to Miller Heiman Institute

Miller Heiman Institute (MHI) research reports that the biggest inhibitor to Sales success in 2014 has been the “Inability to Communicate Value Messages” (25%).
For the third year running Value Communication remained the top priority, as it was in 2013 (22%) and in 2012 (23%). The second biggest inhibitor this year was the “inability to attract new clients” (16%) followed by “more complex buying requirements” (15%).

The new ABCs of Selling: Always Be Challenging!

This week, CEB held their annual Sales and Marketing Summit, with 1,200 celebrating all things  and revealing some of the latest research on how to more effectively evolve your sales and marketing for a new breed of buyer.“Challenger”

There were three powerful numbers discussed at the Summit that I believe will have a profound impact on your strategy and success in 2015:945.453Engage me or lose me Forever Did you know that 94% of customers have discontinued communication with a vendor because they received irrelevant promotions & messages?
Unfortunately too many companies are using outdated product pitches when trying to reach prospects, providing negative value-add to the engagement
A new study by The Economist bears this out; with 71% of business execs saying content from companies turns them off when it seemed more like a sales pitch than valuable information. At the same time, the survey found that 93% of marketers continue to tie their content directly to products and service…

Your Sales and Marketing "CFO-Ready"?


Return on Sales Enablement: The Adoption Challenge

This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment
organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback?
You are not alone if you are getting mixed results.
Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. The goal: the bionic sales rep ready for the 21st century customer.
Yet many are not seeing a return on sales enablement:What about all the investments over the past decade in CRM?Unfortunately 40% of sales reps still fail to achieve quota each year, and new rep ramp-up still takes 9 months or longer (CSO Insights).What about the millions spent on new methodologies and sales training each year? 87% is forgotten and abandoned within weeks (CEB). Worse, less than 10% of sales reps are identifie…

MarketingProfs Article: Three Ways You Can Demonstrate Your Value to Customers

Many of your sales reps struggle to meet their quota. In an environment where sales leaders must use existing resources to drive profitable revenue growth, sales teams are burdened to "do more with less."

Moreover, customers indicate that they are not getting what they need, so they are choosing to delay purchase decisions, disengage, and "go it alone."
When we take a closer look at why customers disengage, we find many contributing factors. One of those is the Value Gap.
Find out the impact this is having on your sales and marketing in this new article from MarketingProfs: