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How Today’s Connected Consumer is Changing the Sales Process

by Chris Handy on August 31, 2015

Scott Gillum, president of Gyro, said it best, “The traditional sales process is now obsolete. It’s time to follow the buyer’s journey.”

Organizations that haven’t revamped their sales processes to accommodate the new consumer are well behind the curve.

Today’s consumer is educated, researched, and more knowledgeable in products and services than they have ever been. How is your organization going to accommodate today’s buyer? Where do you start? 

Nearly 67% of the buyer’s journey is done digitally. Buyers can review services on Yelp, ask for opinions on social media, read your online product descriptions, and more importantly, research the competition instead of calling around. Businesses need to do their research on the modern consumer: their interests, values, and what they would want to know about the product before they buy.

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Mapping the Buyer’s Journey and Predictive Selling

by Bethany Handy on August 13, 2015

Buyers are researching more content than ever before when looking to purchase a product or service.

Because of this, many marketers and sales people are having a tough time keeping up with the content demand.

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6 Signs Your Website Needs a Redesign

by Bethany Handy on August 10, 2015


Think about it.

Eventually, everything needs a redesign. Fashion gets a facelift every season, thank goodness. Remember those awful Juicy Couture sweat suits from the 2000s? Earth Shoes? Layered polo shirts with popped collars? Everything needs to change with the times… even websites. Website redesigns can improve the user experience and keep your brand image fresh.

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Editorial Management for Your Blog in Evernote

by Chris Handy on August 6, 2015

When it comes to blogging, presenting fresh, original ideas is the very essence of success.

You might get an amazing idea for your blog while searching for funny videos in your free time or reading an interesting magazine. We can’t program our ideas to make them come up only when we’re working on a blog. Ideas come and go. They flow around randomly, and if you can’t capture and save them for later, they will get lost.

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Topics: Evernote

Using Data and Analytics to Demonstrate the Value of Inbound Marketing

by Bethany Handy on July 30, 2015

Organizations are putting a lot of different pieces into their marketing mix, including SEO, social media, content strategy, and customer-focused campaigns.

Many, however, focus too much on the production piece and haven’t started integrating analytics into their inbound marketing strategy. Others have integrated data and analytics, but are unsure what to do with the results. How can you demonstrate the value of inbound marketing without proper tracking, analysis, and follow-up actions?

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The Link Between Content Marketing and Sales Enablement 

by Chris Handy on July 28, 2015


In an age where customers respond to valuable information and flee from hokey sales pitches, salespeople have started embracing content that converts leads to sales.

The (good) problem is the increasing demand for content at each selling stage that benefits every type of customer. The link between content marketing and sales enablement produces a healthy mix of content that attracts customers, makes sales, and improves business performance. But how can work together to produce the content that drives those results?

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6 Reasons Why You’re Missing Your Sales Goals This Year

by Chris Handy on July 16, 2015

Sales professionals look forward to having end-of-year conversations with their manager just as much as husbands enjoy seeing the in-laws for Christmas.

Because let’s face it, if you’re not performing well, why would you want to have that conversation?

Most sales pros don’t realize all other factors that contribute to nailing sales goals. It’s the stories behind the numbers that can have a positive impact if addressed proactively.

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Swag for On-site Apartment Management Teams: The Good, The Bad and The Ugly

by Bethany Handy on July 15, 2015

So you want to get your foot in the door with a new on-site management team, or you are looking to delight some of your current customers and you're thinking a letter opener with your company's logo on it will do the trick- think again.

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3 Ways Growth Hackers Will Save Your Business This Year

by Bethany Handy on July 14, 2015

Most marketers might tell you that growth hacking isn’t new, that it’s been around for years and that maybe even they themselves practice some form of it.

They’re probably not wrong, but it wasn’t until recently that the term “growth hacker” was actually created.

Since a label has officially surfaced, it’s important to define it so there are no misconceptions about what it is and what it isn’t.

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4 Skills Sales & Marketing Teams Need Now to Improve Customer Engagement

by Chris Handy on July 13, 2015

Stuck in the middle of a sales and marketing turf war?

You’re not alone. Many organizations go through the same headache. Marketing brings the leads to the yard. Sales gives feedback that there aren’t enough leads or that they’re not good enough. Who’s to blame?

Both parties actually. There are skills that both departments can learn to avoid the vicious cycle and work together to improve lead generation and customer engagement.

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