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


Sales Enablement – Maximizing the Success of Your Sales Efforts

Posted by Bill Kiefaber • August 30, 2017

One of the keys to a successful marketing initiative is to communicate the right message to the right audience via the right channel. Marketing Works frequently shares this concept with our clients and ironically, the definition for sales enablement used by many leading market intelligence companies is nearly identical.   To be successful as a… Read More


5 Key Benefits of Marketing Automation

Posted by Bill Kiefaber • June 17, 2013

In this time consuming world, business-to-business companies are faced with the daunting task of managing lead generation and cultivation on a daily basis. Of those leads, an average of just 20 percent is sales-ready when they come into your organization. Lucky for us, there is a tool that can integrate customer relationship management with your… Read More