Sales Archives - Christopher S. Penn Marketing Blog

You Ask, I Answer: Machine Learning in Sales and Retargeting

by Christopher S Penn | Oct 16, 2018 | AI, Artificial Intelligence, Machine Learning, Marketing, Marketing Technology, Sales

Denis asks, “How will AI help marketers with retargeting and sales conversion?” The greatest challenge most marketers face is too much data. At any given time, we could be looking at hundreds, thousands, or even millions of data points, from retweets to...

Sneak Peek: How AI Helps Sales Professionals

by Christopher S Penn | Aug 8, 2018 | AI, Artificial Intelligence, Data Science, Machine Learning, Marketing, Marketing automation, Marketing Technology, Sales

According to Gartner, 30% of all B2B companies will employ AI to augment at least one of their primary sales processes by 2020. Don’t wait for the future – start implementing now, with today’s technologies. Driver Analysis Prospect and lead...

You Ask, I Answer: The Future of Lead Scoring

by Christopher S Penn | May 30, 2018 | AI, analytics, Marketing, Marketing automation, Marketing Technology, Sales

Sangram Vajre asks, “I’m not sure there’s a future for lead scoring, are you?” Lead scoring as we currently know it isn’t great, but it is better than complete blindness. However, lead scoring today is overly dependent on demographics and...

You Ask, I Answer: How Can Marketing Help Salespeople?

by Christopher S Penn | Apr 5, 2018 | analytics, Marketing, Marketing Technology, Metrics, Sales, Strategy

In today’s show, Sandie asks, “How can marketing and marketers help salespeople be more effective? What can marketing do to help sales (the department)?” Marketers and sales professionals should be – need to be – aligned in common objectives. To do this,...

The Golden Rule of Sales

by Christopher S Penn | Jan 24, 2018 | Marketing, Sales

The secret to successful sales is found in the Jewish Midrash, circa 600 CE: “If speech is silvern, then silence is golden”. Your chances of winning a sale are directly proportional to how much the prospective customer speaks. The more they speak, the more...

#ThriftyTuesday: Blatant Commercial Pitch

by Christopher S Penn | Nov 21, 2017 | Books, Marketing, Sales

I’ve never understood marketers who add major shopping holidays AFTER the existing shopping holiday. For example, after Black Friday comes Small Business Saturday, followed by Sofa Sunday, Cyber Monday, and finally Giving Tuesday. By the time consumers make it to the...