Scott Marker’s Post

In my first book, "Let's Get It On! 'Real'istic Strategies for Winning the Sales Game," I delved into account-based marketing (ABM) even before I knew the term. ABM is all about the dynamic collaboration between marketing, sales, customer service, and other teams. Much of this book comes from a sales-led perspective. It focuses on targeting a select group of accounts (potential or existing customers) to acquire, retain, or expand business. 🚀 I wrote this book to benefit both sales leaders and sales professionals. 📘 This is where I first introduced my SCC², Strategic Customer Cycle²(™) framework that I have used to help Fortune 50 to small businesses and even individual sales professionals. It’s a big part of my second book, BROKEN, too. It’s a flywheel that goes clockwise with retaining, qualifying, prospecting, converting, fulfilling, supporting, and expanding. It’s designed to show companies and their teams what to focus on in a world where everything continues to change, highlighting what won’t change in helping buyers and customers. I share sales strategies and techniques that have worked wonders for me and my fellow sales pros over the years. It’s a deep dive into the world of outside/field sales – where the action happens! 🔥Much of it also applies to companies with inside sales professionals too. While some parts may be dated as it was written in 2009, the majority of the concepts remain solid and applicable to today's business landscape, particularly for companies focused on account-based marketing. Now, let’s talk about my second book, “BROKEN - How To Fix B2B Sales, Drive Profitable Growth & Win.” It’s written for a company’s leadership looking for change. This book is on improving sales company-wide, if you're looking for a sales book to improve individual sales, this won’t be the best book. The first six chapters lay out a compelling case, akin to an attorney’s argument. Why do we need a new model? Because buyers want to engage with sales professionals, not dodge them. Let’s put an end to the sky-high turnover and low goal attainment. 💼 My book, BROKEN, is a guide to transforming your entire company's GTM into a customer-centric organization. Your buyers and customers will thank your companies for changing to what I recommend. 🎉 💪 Your buyers and customers will applaud the changes I recommend. I wrote this book to benefit CxOs, owners, GTM, and Revenue Leaders. But for only the ones brave enough to change and gain a huge competitive advantage.📘 PS In both books, I have received praise and criticism. I would say I'm using "controversial common sense". You can get a paperback copy of "Let's Get It On! 'Real'istic Strategies for Winning the Sales Game" here: https://rb.gy/co8qla If you're interested, you can grab a copy in paperback or Kindle format here: https://rb.gy/gf73t For the audiobook version of BROKEN, you can get it here: https://shorturl.at/deFTY

🎙️ This episode of Dave Gerhardt's Exit Five podcast is a must-listen with his guest Dave Kellogg! There are so many great nuggets of wisdom that anybody in the GTM leadership team needs to listen to! 💡 One gem, Dave Kellogg heard and agreed with from another CEO in 1987, is "Marketing's job is to make sales easier!" 🌟 I love and saw a similar quote a couple of days earlier by Udi Ledergor 🏳🌈, Chief Evangelist at Gong, Board Member, Advisor, Investor. "My first slide in every onboarding presentation explains marketing’s goal in three words: Make. Sales. Easier." 💪🚀 📈 🎉 Take a listen, you'll be glad you did! 😊 Please let me know what you picked up! https://lnkd.in/g3BNn2Ga

if you're a company that has an agency that spend your money on Google and meta ads you need to listen to this episode. this is very high level on what you should be doing nowadays and oh by the way if you're an agency you should listen to it and make sure you're following their best practices. this is my week area but when talking to business owners their number one complaint is their agency spends tons of their money and they get little to no business. let me know what you think thanks! https://lnkd.in/eHA-k4Qb

I love this! 💪📈🚀 💥 "At Gong we hold monthly onboarding classes for each cohort of new employees (or Gongsters, as we fondly called them). During this two-week boot camp, new hires meet with several marketing leaders to better understand what we do and how we can help them succeed. Before diving into all the things we do and how we do them, my first slide in every onboarding presentation explains marketing’s goal in three words: Make. Sales. Easier." - Udi Ledergor 🏳🌈

Utilizing tools like Gong to help in quicker onboarding and continued training seems to be a game changer for the outside looking in. This video testimonial by Paul Santarelli, Chief Sales Officer at PitchBook, is pretty impressive. 😊📈 Helping sellers be more successful quicker and ongoing, I would hope, would help increase the typical dismal tenure of a seller, which is only 18 to 14 months for over a decade. 🤞📊

Join us at our Network In Action International (NIA), Networking Luncheon 🍽️🍴 Thursday, April 25th, from 11:45 am to 1:00 pm! (Meridian Idaho) Don't miss this excellent networking opportunity! 💪🎉 Owners who are introverts are welcome! We are a group of local business owners and professionals, with giving hearts ❤️, all committed to helping each other grow our businesses. 🚀 📈💥 🌟 Get ready for an awesome gathering of local business owners and professionals coming together for a great lunch, fun times, and the chance for valuable referrals! 🍽️ 🤝 Don't miss out on the fun – RSVP for the location now by calling 208-546-8558, Scott Marker. Limited spots are available, so act fast! I'd be honored to have you as my guest. RSVP is crucial as some categories are already filled in our NIA three groups. Here are a few we are looking for: 🔹 Banker/Credit Union Lender, passionate about helping business owners grow. 🔹 Business Attorney, dedicated to finding ways to protect business owners. 🔹 P & C Insurance (Residential and Business): Protecting dreams, one policy at a time. 🔹 AI Expert, skilled at working with small to medium-sized businesses leveraging AI. 🔹 Business Broker, facilitating deals and unlocking opportunities. 🔹 Experienced Financial Services Professional (Fiduciary): Financial wizards, unite! 🔹 Promotional Company (Signs included!): Let’s make your brand shine. A few of our usual attendees join us, including Nicole Dean, Jason McKenzie, Rick English, MBA, Sandra Daffer, Hanz Akbarzadeh, and Joseph Adriano! Let's make this luncheon a memorable and productive event! I am looking forward to seeing you there! 🤝 #networking #referralpartners

Sunday Rant 😡 About Supposed B2B Leaders Companies’ leaders 👔 need to treat sales professionals 👨💼 as professionals, not just coin-operated machines. 🪙 98.99% of companies treat their salespeople 👩💼 — now often called sellers 🗣️ — in a manner that disguises to prospective customers that they are talking to commissioned individuals, often under immense pressure to meet high or even impossible goals. 🎯 As a result, they experience turnover rates three times higher than any other position within a company. When will supposed leaders 🧑🏫 learn that the constant churn of internal customers, namely salespeople, costs companies significant amounts of money? 💰💸 So, do you want a competitive advantage in 2024? 💡 Treat your sales professionals like professionals and find ways to retain them. 🌟 (If you need help, check out my newest book, “BROKEN - How To Fix B2B Sales, Drive Profitable Growth & Win”, grab a copy here: https://rb.gy/gf73t) Brag on social media 📢, such as LinkedIn: "Our sales professionals have three times the industry tenure. That's an extra 1620 days of experience in helping our customers succeed! 🏆 P.S. I am so passionate about stopping the insanity of the constant churn of poor sales professionals, that I have written two books on the topic. Only a few others on LinkedIn have evangelized along with me, the most prominent is Graham Hawkins. All others just don't seem to give a sh#t 💩, only lip service about caring. If you're a bold leader 💎, stop the insanity that is hurting not only the salespeople 😔 but their families that have no stable work-life 👪. Oh, and again, you will make substantial amounts of additional income too! 💰 Be bold and be brave! 💪🚀

#customercentric #customercentricgrowth #customercentricgtm #customercentricity #marketingsalesalignment #gtmteamalignment

Want to know one of the easiest ways to gain more business 💰 and help your sales professionals succeed and stay with your company longer? 💡 Watch this video 🎥 if you are a business leader or owner who wants to do something different 🌟 I have done at more than one company and consulted for others that had similar big success. Hint, more business 📈 is right in front of your face. 😊👀