Sales reps must be quick to disqualify buyers | Put more effort into marketing emails | B2B: A lesson in purpose-driven marketing
May 24, 2019
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Sales and Marketing Management Strategies
Sales reps must be quick to disqualify buyers
Sales representatives should be taught to disqualify prospects as soon as they realize that a deal isn't going to happen, writes Tom Williams. Sales managers should encourage reps to disqualify buyers promptly in order to free up time for working with more promising buyers, Williams writes.
Sales Hacker (5/24) 
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Put more effort into marketing emails
Sales and marketing teams often put little effort into the emails they send to prospective customers, as such emails are often generic and lacking personalization, writes David Brock. Some marketing professionals have also included legal disclaimers at the end of their unsolicited emails, which detract even further from their marketing message, Brock writes.
Partners in Excellence Blog (5/23) 
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Industry Spotlight
B2B: A lesson in purpose-driven marketing
B2B: A lesson in purpose-driven marketing
Tillman (Rick Kern/Getty Images)
SAP Chief Marketing Officer Alicia Tillman talks about how the company is approaching purpose-driven marketing and explains why the strategy should be embraced by business-to-business marketers. "Brands are being challenged to hold themselves accountable and show, in explicit terms, the actions they're taking in support of their purpose," she says.
MediaPost Communications (5/23) 
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Daily Data Points
Fed: Many Americans still not financially secure
Nearly 40% of Americans would have difficulty dealing with a $400 financial emergency, according to a Federal Reserve report. "Across the country, many families continue to experience financial distress and struggle to save for retirement and unexpected expenses," said Fed. Gov. Michelle Bowman.
Los Angeles Times (tiered subscription model)/Bloomberg (5/23) 
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Rural residents struggle to afford food, housing, health care
A survey by the Robert Wood Johnson Foundation and the Harvard T.H. Chan School of Public Health found 40% of Americans living in rural areas had trouble affording food, housing and routine medical bills. An earlier survey showed 55% of people in rural areas rated their local economy as fair or poor. 
National Public Radio (5/21) 
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The Leaderboard
Value is the key to building relationships
Leaders can improve relationships by understanding their personal value and finding ways to show others they are valued, writes John Maxwell. "You invite people into relationship when you as a leader regularly serve others, are quick with a kind word, and are first to encourage someone," he writes.
John Maxwell blog (5/21) 
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Use presentations to tell insightful stories
When designing a Power Point presentation, identify the one big idea you want to convey, then arrange the data to tell an insightful and beautiful story, writes Kory Grushka. "A presentation is not a series of disconnected ideas or data points, but the ultimate form of multimedia storytelling," he suggests.
SmartBrief/Marketing (5/23) 
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On the Road
Developer proposes fly-in hotel for Fla. airport
Florida's Melbourne Airport Authority has authorized negotiations for a fly-in hotel and conference center that could be built on the perimeter of Orlando Melbourne International Airport. The hotel would feature an apron where airplanes could pull up to drop off passengers and would also feature a covered walkway to the passenger terminal.
Florida Today (Melbourne) (tiered subscription model) (5/22) 
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Tech Update
What B2B marketers can learn from CDP early adopters
Abhi Yadav shares insights from the high-tech firms that were early adopters of customer data platforms, including the opportunity to gain a single view of individual customers across multiple channels. Companies are employing CDPs to identify brand ambassadors through social listening and using real-time data to adapt messaging immediately to customer needs, he writes.
Business 2 Community (5/23) 
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Marketers say FB's Ads Manager is increasingly unreliable
Marketers are complaining about the unreliable performance of Facebook Ad Manager, citing outages, inconsistent reports and difficulty stopping campaigns or publishing ads, with costs in the thousands or even millions. "The elephant in the room is that Facebook knows that currently there is nowhere else to go - for media buyers who manage millions of dollars, we have to be on Facebook," noted ROAS Media's Head of U.S. Operations, John Bolling.
Marketing Land (5/23) 
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Making Small Talk
NYC lives up to "Gotham" name with goats
New York City's Riverside Park Conservancy is importing goats from the northern part of the state to spend their summer grazing on invasive plants. The city's nickname of "Gotham" has its roots in an Old English word meaning "goat town."
CBS News (5/21) 
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Editor's Note
SmartBrief will not publish Monday
In observance of Memorial Day in the US, SmartBrief will not publish Monday. Publication will resume Tuesday.
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I don't think anybody should write his autobiography until after he's dead.
Sam Goldwyn,
film producer

May is Jewish American Heritage Month

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