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The madison/miles media Blog

July 24, 2018

The Secret to Sales and Marketing Alignment: What Every CEO Needs to Know

ROI. It's a term most are familiar with, but very few can agree on. Marketers think it's one thing, salespeople think it's something else and C-levels think it's another thing entirely. Why do so many companies struggle with agreeing on simple things like terminology? Why does there appear to be so much disharmony among marketing, sales and...

Adam Weiss

Sales Strategy, Sales Enablement, Sales and Marketing Alignment

May 31, 2018

4 Takeaways from Dan Tyre's Pipeline Generation Bootcamp

Coming from an editorial background, I didn’t know exactly what to expect from Dan Tyre’s Pipeline Generation Bootcamp. Our agency, madison/miles media, has done well at generating business, but we’re always interested in growing and learning new, more efficient ways to manage the process.

Mario Medina

Sales Strategy, HubSpot

March 20, 2017

Start at the Top: The Advantages of a Top-Down Sales Strategy

“Wait, you want me to call the president or CEO of the company? Oh, no way. I’m a salesperson. I talk to purchasing agents and buyers or managers, not presidents or CEOs.” That is the reaction many sales professionals have when they hear about top-down selling.

Adam Weiss

Sales Strategy

February 16, 2017

How to Turn the Worst Sales Mistakes into Opportunities

That sinking feeling in your stomach when you realize you’ve made a mistake is never pleasant. Many people go straight to panic mode.

But what if — instead of beating yourself up and bracing to lose business over your sales mistake — you could end up with a solidified relationship and customers who like you even more than they did before?...

Adam Weiss

Sales Strategy

January 09, 2017

Choose Your Words Wisely: Sales Linguistics 101

Sticks and stones may break your bones, but it’s not true that words will never hurt you — particularly if you’re trying to close a sale. Using the wrong language can be off-putting and costly.

Fortunately, the opposite is also true. Language choices that make you sound confident, relatable and trustworthy can seal the deal.

These 10 sales...

Adam Weiss

Sales Strategy

September 08, 2016

Trial Closing: Four Benefits of Confirming Before the Close

Always be closing. ABC.

The sales mantra made popular by 1992’s Glengarry Glen Ross might seem like great advice. But in reality, trying to close too early will reduce your percentage of successful closes and leave you with a lot of missed opportunities.

Confirming the sale before the close — or trial closing, as it’s also called — sets you up...

Adam Weiss

Sales Strategy

August 29, 2016

How to Get Started with Lead Nurturing

Whether you’re a mom-and-pop business or an international enterprise, you’re going to have potential customers looking at your products and services, kicking the metaphorical tires to see if you meet their needs.

They might browse around your website, see what you’re saying (and what people are saying about you!) on social media, check a few...

JJ Lonsdale

Sales Strategy

August 25, 2016

5 Steps to Getting Started with Inbound Sales

“Hi, can I speak to Jordan? Hi Jordan, this is Mike at ACME. I saw you were interested in our wireless network systems and I wanted to talk to you about that. Just so you know, our routers are ranked best-in-class and we’re having a Fourth of July weekend sale.”

What do you think? Would you like to keep talking to Mike, or do you wish that you...

JJ Lonsdale

Inbound Marketing, Sales Strategy

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