The salesperson is the biggest differentiator in a competitive market.

Posted by Tom Heinmiller, Guest Blogger • June 23, 2022

I read a Harvard Business Review article awhile back that emphasized that as salespeople we must sell ourselves first, our company second, and only then have we earned the right to present our product. After several tests of this approach – I believe it wholeheartedly! Prospects want to know who to trust. A salesperson’s ability… Read More

Does cold calling still work?

Posted by Melissa H. • June 10, 2022

Cold calling is a key component of a company’s sales cadence, but the success rate of it is less than 3%. After seeing that statistic, your first question might be “Does cold calling still work?” The answer? It all depends on you, and how effectively you are approaching the prospect and the call. What is… Read More

Why Prospecting is Essential to Successful Selling

Posted by Tom Heinmiller, Guest Blogger • May 11, 2022

Since the beginning of the pandemic, selling has become harder and harder! With the shift to more online interactions, buyers have become extremely comfortable with doing their own research and involving sales professionals much later in the buying cycle. This means that what made the salesperson valuable in the past no longer exists. Further, the… Read More

A Short Internship With Big Possibilities

Posted by Mworks740 • May 9, 2022

Hello! My name is Emily Fischer. I am a soon-to-be graduate at The Modern College of Design in Kettering, Ohio. When I got the opportunity to be an intern at Marketing Works, I had no idea what to expect. Little did I know that it would be such a unique and engaging experience! From the… Read More

LinkedIn Selling Class

Posted by Mworks740 • April 6, 2022

We are excited to be hosting a session of our Welcome to LinkedIn Marketing: A Simpler Way to Prospect course on Wednesday, May 11 at 9:00 AM. During the three-hour session, we will be reviewing the following with you: Targeting: define, find and reach your ideal clients through LinkedIn Nurturing: build trust and report through LinkedIn Marketing… Read More

Turn Conversations into Customers – Part 2

Posted by Tom Heinmiller, Guest Blogger • March 4, 2022

Last week in the first of this two-part series about turning conversations into customers, we talked about the importance of having a strategy to drive lead generation for your company. We outlined some of the key components you need, including the four pillars of LinkedIn marketing to reach your target audiences by doing the right… Read More

Turn Conversations into Customers – Part 1

Posted by Tom Heinmiller, Guest Blogger • February 23, 2022

Generating leads and increasing revenue can be difficult and stressful, especially if you don’t have a strategy. However, even with a lead generation strategy, many can be ineffective because of random activities that demand hours of time and a lot of luck for consistent ROI.  One consistent problem we see from our clients is how… Read More

Impact Statements – A Redefined Approach to Selling – Part 2

Posted by Bill Kiefaber • February 1, 2022

As we discussed in part 1 of this series, an impact statement is a tool your sales team should use early in the sales process to get the prospect’s attention by building rapport, trust and establishing credibility. A well-written impact statement does two things: Qualifies the prospect to see if they are a good fit… Read More

Impact Statements – A Redefined Approach to Selling – Part 1

Posted by Bill Kiefaber • January 26, 2022

Prospects will decide in a matter of seconds if they want to continue to listen to you, so how you start the first sales conversation is important. The fact is, without the first conversation, nothing else can happen. This means your sales team needs to be equipped with a strategy that provides a step-by-step plan… Read More