{"id":28309,"date":"2023-01-06T20:32:39","date_gmt":"2023-01-06T20:32:39","guid":{"rendered":"https:\/\/mailinvest.blog\/index.php\/2023\/01\/06\/10-sales-and-marketing-tips-for-2023-according-to-the-experts\/"},"modified":"2023-01-06T20:32:39","modified_gmt":"2023-01-06T20:32:39","slug":"10-sales-and-marketing-tips-for-2023-according-to-the-experts","status":"publish","type":"post","link":"https:\/\/mailinvest.blog\/index.php\/2023\/01\/06\/10-sales-and-marketing-tips-for-2023-according-to-the-experts\/","title":{"rendered":"10 Sales and Marketing Tips for 2023 (According to the Experts)"},"content":{"rendered":"

<\/a>\n<\/p>\n

\n

With each new year, we find it meaningful to reflect over the previous 12 months and the many milestones we\u2019re so grateful for. There\u2019s something valuable about understanding where we\u2019ve been that better equips us for what\u2019s to come. As Steve Jobs perhaps said best, \u201cYou can\u2019t connect the dots looking forward; you can only connect them looking backward.\u201d<\/span><\/p>\n

<\/span><\/p>\n

Looking back at 2022, we can\u2019t help but marvel at the many paths we\u2019ve crossed with such remarkable people. These thought leaders work across a myriad of industries, bringing their unique insights and expertise to the table. Many of them have even become friends\u2014for which the honor will always be ours. As we\u2019ve continued on our mission to share actionable insights that help clients increase their revenue and drive sustainable growth, we\u2019re proud that these professionals have come alongside us, sharing their expert advice on our podcast, or graciously inviting us to share our ideas on theirs.<\/span><\/p>\n

If we\u2019re being honest, we consider each and every podcast a favorite. But in the interest of time\u2014we know a busy executive like you doesn\u2019t have the time to read about them all within this one post\u2014we\u2019ve narrowed them down to a list of ten must-listen podcasts for revenue-driving insights straight from some of the most influential leaders in the industry.<\/span><\/p>\n\n

Technology that pleases IT typically doesn\u2019t equate to the same level of happiness with the sales team. Oftentimes that leads to technology tools that no one within the organization uses. So how then can the value of a platform be proven to the sales force? By ensuring the user experience. On \u201cHow a Data-Driven View and Integrated Toolset Impacts the Full Sales Cycle\u201d (parts 1 and 2), Sean talked with HubSpot\u2019s Jordan Benjamin about how to best balance both so that your company can maximize the power of technology. Hint: HubSpot has evolved to offer a CRM platform that has all of the tools and integrations to provide a user-friendly yet powerfully productive experience for every silo of the organization.<\/span><\/p>\n

\n

\u201cIf nobody uses the technology, it doesn\u2019t matter how many millions of dollars you invest in it. It doesn\u2019t help you move your business forward or drive better or more effective growth.\u201d<\/span> <\/span><\/em>\u2013 Jordan Benjamin<\/span><\/p>\n<\/blockquote>\n

About the guest:<\/span> As Principal Partner Sales Manager and Top 15 Global Sales Rep at<\/span> HubSpot<\/a>, <\/span>Jordan Benjamin<\/a>\u00a0is at the top of his game when it comes to understanding and implementing technology that helps every silo of the company work smarter, not harder. He\u2019s worked with a number of enterprise systems and helped leaders across a wide gamut\u2014from scalable startups to manufacturing\u2014find software solutions that meet the needs of everyone on the team. Jordan is also the host of his own podcast,<\/span> <\/span>Peak Performance Selling<\/a>.<\/span><\/p>\n\n

As a business scales and grows, outsourcing and hiring new talent is inevitable. But what\u2019s not inevitable is doing so while also maintaining a full sales funnel. To balance the best of both requires hiring at the proper time, identifying your value, utilizing the trust and relationships you\u2019ve already built, mapping connections and doing it at scale. On \u201cWhen to Outsource: Prospecting Alignment for Sales and Marketing,\u201d Sean was joined by Dan Englander, CEO and Founder of Sales Schema, to talk through these steps and how they lead to success.<\/span><\/span><\/span><\/span><\/p>\n

\n

\u201cThere\u2019s so much competition for digital services for a business. \u2026 The stuff that used to work isn\u2019t working anymore. Throwing more case studies and portfolio work at people isn\u2019t going to get the meeting. What is\u2026is relationship sales at scale.\u201d<\/em><\/span> \u2013 Dan Englander<\/span><\/span>\u00a0<\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\"Dan<\/span><\/span><\/p>\n

About the guest:<\/span> Dan Englander<\/a> is the CEO and founder of<\/span> <\/span>Sales Schema<\/a><\/span>, a New York-based consultancy firm that helps marketing agencies and B2B companies overcome prospecting obstacles for clients to develop a robust sales and marketing strategy through a proprietary approach called Relationship Sales at Scale. Since starting the company in 2014, Dan and his team have secured more than 10,000 prospect relationships for clients, generating millions in lifetime revenue.<\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n\n

At some point, even the best salespeople will hit a wall when it comes to closing deals. There will be a time when it seems that absolutely nothing works, every sale is getting stuck in the funnel and there\u2019s no way to drive more growth. However, there is a solution: understanding the application of behavioral science behind the sale. In doing so, salespeople can identify the gaps and problems within the sales process and better determine how to guide prospects through the buyer\u2019s journey in a way that leads to happy customers and increased revenue. On \u201cHelping Buyers Change for Good,\u201d Sean talked with host Darrell Amy about the specific strategies of the science.<\/span><\/span><\/span><\/span><\/p>\n

\n

\u201cI\u2019m a firm believer that buyers don\u2019t buy products and services. Never have. They buy the outcomes.\u201d<\/em><\/span> \u2013 Darrell Amy<\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\"Revenue<\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n

About the host: Growth strategist, author and speaker<\/span> Darrell Amy<\/a> hosts the <\/span><\/span>Revenue Growth Podcast<\/em><\/a>, a podcast all about sharing revenue growth ideas through insightful conversations with a variety of sales and marketing thought leaders.<\/span><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n\n

Consumers today have access to more knowledge and information than ever before, and that can make selling to them harder than ever\u2014unless your sales and marketing teams are centered around Centricity, the trans-theoretical theorem of behavioral change. Utilizing its nine best practices, salespeople can more efficiently and accurately pinpoint where the prospect is on the buyer\u2019s journey and guide them through the decision and into the deal. Sean joined Anthony Garcia on \u201cSelling and Marketing for Today\u2019s Consumers” to talk about how this framework not only helps clients move the needle, but also helps the seller maximize their performance and catapult profitability.<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n

\n

\u201cWe call it centricity because it\u2019s centered not on sales\u2019 need, not on marketing\u2019s need\u2014it\u2019s centered on the buyer. Sales and marketing should never align to each other\u2013they should align to the customer.\u201d <\/em><\/span>\u2013 Sean Doyle<\/span><\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\"Catapulting<\/span><\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n

About the host: Speaker, author and business coach<\/span> Anthony Garcia<\/a> is the host of the <\/span><\/span>Catapulting Commissions<\/a><\/span>\u00a0podcast. Anthony shares his vast knowledge and unique experience to help sales organizations elevate their approach to selling to better grow revenue.<\/span><\/span><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n\n

Even the most successful companies tend to eventually hit a plateau. The question is, how does a company move past them? By utilizing marketing properly. Oftentimes that means using one specific marketing tool: testimonials. There are many different forms of testimonials and they all work best at different times of the sales journey, but they all build to one important piece of the selling puzzle: building trust with the buyer. On \u201cThe Forensics of Company Plateaus and How to Move Past Them,\u201d Sean chatted with hosts Eli Libby and Kyle Nelson about the common barriers to growth and the role absence of trust plays in lost revenue.<\/span><\/p>\n

\n

\u201cI want you to reevaluate whether marketing has been properly leveraged. Have you taken it as seriously as you take your accounting, your supply chain\u2014whatever you\u2019re manufacturing or whatever your services are\u2013do you take your marketing function as seriously as those other functions? Ninety percent of people can\u2019t say yes to that.\u201d <\/em><\/span>\u2013 Sean Doyle<\/span><\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\"Biz<\/span><\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n

About the hosts<\/span>: Eli Libby<\/a> is the president and co-founder and <\/span>Kyle Nelson<\/a> is the CEO and CCO of Results Imagery, a leader in helping online businesses achieve higher site conversions through high-quality photography and videography. Together they co-host<\/span> <\/span>Biz Bros Podcast<\/em><\/a><\/span>, a podcast dedicated to promoting leadership and management skills, culture, business growth and so much more.<\/span><\/span><\/p>\n

\u00a0<\/p>\n\n

Closing deals requires so much more than simply offering the best product or service. Consistent selling requires a salesperson to understand the psychology behind marketing and sales. Sean joined Stacy Jones for \u201cThe Psychology of Marketing\u201d to discuss the nine best practices that will help salespeople better understand consumer behavior and when rewards should come into play on the sales journey.<\/span><\/p>\n

\n

\u201cYou make mistakes and learn from them, and then you don\u2019t make that same mistake. You find a new mistake to make and you keep on bundling that and make another and another and another. And somehow along the way, you forge a way to find success. And those are the building blocks. Failure is actually your building blocks to find success.\u201d<\/em><\/span> \u2013 Stacy Jones<\/span><\/span><\/p>\n<\/blockquote>\n

\"Marketing<\/span><\/p>\n

About the host:<\/span> Stacy Jones<\/a> is a writer, a speaker and the founder and CEO of Hollywood Branded, a Los Angeles-based company that specializes in developing branded partnership campaigns to increase the cool factor of a brand. She\u2019s also the host of<\/span> <\/span>Marketing Mistakes (And How to Avoid Them)<\/span><\/a>, a podcast dedicated to helping branding marketers and business owners improve their strategies to positively impact the bottom line and, of course, avoid mistakes<\/span> along the way.<\/span><\/span><\/span><\/p>\n\n

A common mistake many salespeople make is keeping the focus too much on what they think and not on the needs of the buyer. In reality, the prospect\u2019s needs should be at the center of the entire sales journey, and with Centricity, the buyer\u2019s behavior is easier to figure out than you may think. Sean joined Jeff Gibbard on \u201cThe Essential Science of Centricity in Marketing & Sales\u201d to talk about the science behind the strategy that makes predicting buyer behavior much more efficient.<\/span><\/p>\n

\n

\u201cIt\u2019s not about you, it\u2019s about them. When you focus on your buyer and let that be the center guiding your marketing, sales can be predictable and scientific.\u201d<\/em><\/span> \u2013 Jeff Gibbard<\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\u00a0<\/p>\n

About the host: Strategy consultant, business coach and speaker are just three of the titles that can be used to reference Jeff Gibbard<\/a>. Another is founder and host of Shareable.FM<\/em><\/a>,<\/span> a podcast that aims to share practical and insightful content that\u2019s worthy of being shared.<\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n\n

8. Price Anchoring: <\/span>Part 1<\/a><\/span><\/span> <\/span>and <\/span>Part 2<\/a><\/span><\/span><\/h2>\n

There\u2019s power in customer psychology, and that theory holds true when it comes to price anchoring. The cost of a product or service\u2014whether it\u2019s \u201ccheap\u201d or \u201cexpensive\u201d\u2014is subjective. It\u2019s based around the perception of the buyer, and that\u2019s where price anchoring comes into play. Price anchoring gives customers a number to refer to when making those types of decisions, and often businesses aren\u2019t utilizing the price anchoring strategy effectively. Sean joined Estie Rand on \u201cPrice Anchoring\u201d to discuss the mistakes companies tend to make and how to implement price anchoring successfully.<\/span><\/p>\n

\n

\u201cThe purpose of marketing is to get the attention for the thing people want to buy, but you have to have a flow that you put them through to purchase.\u201d<\/em><\/span> \u2013 Estie Rand<\/span><\/span><\/p>\n<\/blockquote>\n

\"Business<\/span><\/span><\/p>\n

\u00a0<\/p>\n

About the host: <\/span>Estie Rand<\/a> is the founder of as well as a consultant and coach at Strand Consulting, a Los Angeles-based company that seeks to help business owners increase profit and productivity. She\u2019s also the host of the<\/span> <\/span>Business Breakthrough<\/a><\/span>\u00a0podcast, where she continues her mission to provide clarity and solutions to businesses.<\/span><\/span><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n\n

Successful marketing often starts with making technology decisions. But how do you pick the perfect tech when there are so many options on the market? By keeping your customers\u2019 needs top of mind. Sean joined Seth Greene on \u201cShift Your Marketing Thinking\u201d to talk about why the basis of every marketing decision must be made around the needs of the buyer and how the science of Centricity makes that easier for marketers to do.\u00a0<\/span><\/p>\n

\n

\u201cWe see selling as helping. We\u2019re helping people from before they even contemplate buying your product or service all the way through to being an advocate.\u201d<\/span><\/em> \u2013 Sean Doyle<\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\"SharkPreneur\"<\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n

About the host: Best-selling author and three-time Marketer of the Year nominee<\/span> Seth Greene<\/a> is the CEO of Market Domination, a direct response marketing agency, and co-host of<\/span> <\/span>The SharkPreneur Podcast<\/a><\/span>,<\/span><\/span> a straight-to-the-point podcast that focuses on how business owners can grow their businesses.<\/span><\/span><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n\n

What\u2019s the easiest way to please no one? By trying to please everyone. Truly successful thought leaders realize the failure in trying to cast their net for a wide audience and instead focus in on the defined (and much smaller) audience that wants and needs their content. Getting over the hurdle of trying to please the masses leads to true magic for thought leaders. Sean joined Peter Winick and Bill Sherman on \u201cRaising the Consciousness of Thought Leadership\u201d to discuss what thought leaders can do when their ideas seem to go unnoticed and how they can connect with their target audience.<\/span><\/p>\n

\n

\u201cA challenge that thought leaders have far too often: They try to speak to everyone. When you\u2019re trying to please everyone, you please no one, right? 99.99% of the world couldn\u2019t care if we existed or not.\u201d<\/em><\/span> \u2013 Peter Winick<\/span><\/span><\/span><\/p>\n<\/blockquote>\n

\"Leveraging_Thought_Leadership-Bill_and_Peter_SQUARE_itunes\"<\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n

About the hosts: Peter Winick<\/a> serves as the founder and CEO and<\/span> Bill Sherman<\/a> serves as COO of Thought Leadership Leverage, a company at the intersection of public relations, branding and marketing. Together, they also co-host<\/span>\u00a0<\/span>Leveraging Thought Leadership<\/a><\/span>,<\/span> a podcast devoted to the business of thought leadership.<\/span><\/span><\/span><\/span><\/span><\/p>\n

\u00a0<\/p>\n

\u00a0<\/p>\n\n

These ten podcasts are just a glimpse into the many great conversations we\u2019ve had with some incredibly talented professionals in the last year alone. Though we limited the list to our top ten favorites, we couldn\u2019t help but include just one more, one of our best-loved podcasts for 2021. Consider this bonus episode a special gift from us to you this holiday season!<\/p>\n

Bonus: <\/span>Why Frameworks Are Necessary for the Creative Mind<\/a><\/span><\/p>\n

A common misconception is that creativity is stunted by structure. But in reality, that couldn\u2019t be further from the truth. Providing a framework actually provides needed boundaries, whether that\u2019s physical, mental, or another type, for creativity to excel in. Michael Allosso joined Sean on \u201cWhy Frameworks Are Necessary for the Creative Mind\u201d to talk in depth about how structure liberates creativity and why it\u2019s wrong to say you must \u201cthink outside the box.\u201d<\/span><\/span><\/span><\/p>\n

\n

\u201cWhy are you on this earth? You\u2019ve got to find out your objective. That\u2019s your structure. It liberates you to a creative use of tactics on any given day.\u201d<\/em><\/span> \u2013 Michael Allosso<\/span><\/span><\/p>\n<\/blockquote>\n

\"Allosso\"<\/span><\/span><\/p>\n

About the guest:<\/span><\/span> <\/span><\/span>In addition to being an actor, writer, producer and coach,<\/span> Michael Allosso<\/a> is also a motivational speaker and master communications expert. He received four Speaker of the Year Awards, two Members Choice Awards, and much more for Vistage International<\/a>, the world\u2019s largest executive coaching and peer advisory organization.<\/span><\/span><\/p>\n

\u00a0<\/p>\n\n

We have thoroughly enjoyed revisiting these 11 podcasts and we hope you have as well. If these leave you craving more, we invite you to check out the many other excellent podcasts from the year that are just as insightful.<\/p>\n

As we bring this list to a close, we\u2019re left with so much excitement for the many more conversations to come. We look forward to the next year with eager anticipation as we will, of course, be continuing these great podcasts in 2023. Be sure to check our podcast page<\/a><\/span> for the latest episodes for even more insights and tips to drive new growth and improve your sales and marketing.<\/p>\n<\/div>\n