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[Beers with Max 8] Social selling superstar dishes on selling in the new age

Max Traylor

Like tentacles on an octopus but with less suction, there are now eight Beers with Max episodes! On our latest session we're joined by social selling mastermind John Lawson. John is author of the best-selling book Kick Ass Social Commerce for E-Preneurs as well as a digital entrepreneur, strategist and highly sought-after speaker who has hosted discussions and talks on five continents.

Today John joins us for an exciting Q&A on social selling, how the digital age has disrupted the traditional sales process, and what you can do about it. Get your mitts on a cold one and check out the recording below:

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Topics: Sales and Marketing, Sales and Marketing Alignment, Sales, Beers with Max

[Beers with Max 6] Becoming an Indispensable Partner featuring Steve Lishansky

Max Traylor

It's a big moment in Beers with Max history: we have finally achieved six-pack level! In episode number 6 we are addressing the fundamental shift in the world of sales by discussing what it takes to become an indispensable partner in our clients' success.

If six-pack level wasn't enough excitement for one episode, we've also got a special guest in store for you. Steve Lishanksy is a highly-acclaimed sales trainer, founder of the Institute for Sales Innovation, and author of the best-selling book The Ultimate Sales Revolution. In this Q&A-style episode I ask Steve about today's world of sales and how to really identify what clients are looking for. Hit the jump and bring an umbrella, because it's about to rain pearls of wisdom.

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Topics: Sales and Marketing, Sales and Marketing Alignment, Sales, Beers with Max

[Beers with Max 3] Improving sales productivity with content

Max Traylor

Beers with Max is back once again, and like any third time, this one was a charm. This episode featured a diverse panel of marketing pros, discussing a key challenge keeping lots of B2B marketers and sales reps up at night. Read on for the 411, and as usual please send all feedback directly to me at max@maxtraylor.com

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Topics: Sales and Marketing Alignment, Beers with Max

How Millennials are influencing change in the inbound marketing methodology

Max Traylor

Like many fast growing companies, a recent client of mine plans to hire business development reps as their primary resource for growing sales. As an inbound marketer you might ask yourself: why was Max so excited to hear this? The answer is simple: business development reps can build a personal relationship with leads that have been generated through inbound marketing. Personal relationships are extremely important in the buying process, especially for Millennial buyers who recent studies show are most heavily influenced by vendor sales reps. Marketing doesn't build a relationship with buyers because marketers don’t speak with leads and they don’t send personal emails. Sales doesn’t do this work because they only want to speak with the folks that have asked to be sold to. Without business development reps, the inbound marketing middle men, qualified leads just sit at the top of your lead management process waiting to be plucked by your competition.

So, for your benefit I have summarized at a high level the marketing and sales activity at each stage of the lead management pipeline. Keep in mind that the role of business development reps at your organization will change based on when and how leads get handed from marketing to sales. Biz dev reps simply fill the gap.

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Topics: Sales and Marketing Alignment, Lead Management Process, Millennial Buyers

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