Susan Merlo

Marketing automation is a catch-all phrase for software platforms designed to share digital sales and marketing collateral effectively. “Work smarter, not harder.” “Let’s do more with less.” You are an anomaly if you haven’t heard (or said) these phrases in the workplace. After all, every company seeks opportunities to be more efficient, productive, and lean. […]

Change is a word that many want to run away from. But putting your head in the sand doesn’t mean that change will opt to leave you unscathed. Unfortunately, change is about as inevitable as a sunrise each morning and flight delays on a Friday afternoon. It’s difficult … change, that is … and when

Does the perfect lead exist? With the right tools, it just may! Growing the Sales Model Nobody knows your buyers better than your sales team. When a good salesperson gets in front of a buyer, they’ll ask questions that reveal a buyer’s needs, goals, desires, etc. They’ll then deliver a solution to that buyer, usually

LINKS TO BPW POST Attention Distributors! Focus on what matters to each buyer and a goal or a struggle with which they’re dealing. You’ll immediately stand out from the crowd. Today, it’s ALL About the Buyer Since the beginning of time, companies have focused their sales and marketing messaging on themselves — How good we

Distributors, there’s a high level of product research and purchasing taking place online today. Don’t miss the boat on this one. Distributors are the absolute best when it comes to face-to-face sales. It’s difficult to stray from something that’s worked so well for so many years. Now that the mask mandates are starting to be