Manipulative Marketing | 3 Digital Marketing Tactics to Avoid

If you’ve spent more than 30 minutes online shopping, you’ve probably seen a pop-up that prompts you to enter your email address for updates, an eNewsletter, or other offers. You try to click out of this message, and, next to the “Yes, Sign Me Up!” button, you see:

“No, I don’t want to save money.”

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3 Startling Senior Living Sales Statistics that Create Occupancy Challenges

by Michelle Nessman | September 13, 2016 | Our Blog | 0 Comments

I was recently discussing challenges with a client regarding increasing their senior living occupancy.  Interested to know what statistics support the challenges seen by others who manage a sales operation, I came across this Salesforce blog, “10 Things Every Sales Manager Should Know about Sales Performance,” and three statistics stood out to me.  Not only did they stand out to me, but they...

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Hiring the Right Sales Reps for Sales and Marketing Alignment Success

by Michelle Nessman | August 18, 2016 | Our Blog | 0 Comments

Finding top-performing sales talent can be challenging. Interviewing for sales candidates is more difficult than most are willing to admit.   While interviews provide a small glimpse at the capabilities of the person you could potentially hire, the question becomes, “How will this person perform when we hit rough waters?”  Salespeople can be extremely tough to judge. Consumers in general have...

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3 Most Common Senior Living Sales Myths

by Michelle Nessman | August 11, 2016 | Our Blog | 0 Comments


Over the past four decades, Gallup has done extensive research to understand what's different about the world's best performing sales reps compared to their more average counterparts. In the course of that work, Gallop has interviewed more than 250,000 sales representatives, 25,000 sales managers and more than one million customers.

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Sales and Marketing Alignment Success Part III: Collaboration

I have to admit, when I first started learning about the inbound sales and marketing process, I was overwhelmed by how different the process was than traditional sales. One of the most important epiphanies I had was my understanding of the necessity for improved sales and marketing collaboration. Leveraging collaboration between your sales and marketing operation can dramatically improve the...

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Sales and Marketing Alignment Success Part II: Tools

In Part I of this series, I addressed inbound terminology and definitions  to ensure that your marketing and sales operation were using the same language.  Today I want to talk about tools.  A strong Inbound program has two common tools:  A Customer Relation Management System and a Marketing Automation Platform.

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Sales and Marketing Alignment Success Part I: Definitions

If you haven’t yet ventured into the realm of Inbound Marketing and Inbound Sales, your competitors likely already are. With some element of online research likely occurring with most customers you come in contact with, your digital presence has become more important than ever. Assessing and identifying how to increase lead generation and increase conversion of leads generated from your...

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6 Ways Technology Affects Your Sales And Marketing Strategies

by Michelle Nessman | April 20, 2016 | Our Blog | 0 Comments

Business people understand the value of modern technology, otherwise we would all still be using a pencil and paper for all documents, researching topics from encyclopedias, and ‘snail-mailing’ all correspondence.  Technology can play a significant role in productivity, efficiencies, and increasing the velocity of the sales cycle. 

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Align Your Sales And Marketing Strategies

by Michelle Nessman | March 14, 2016 | Our Blog | 0 Comments

One of the first steps towards helping marketing and sales representatives see eye-to-eye is drafting a document together that will outline the objectives and goals for each group such as:

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Three Key Elements of a Successful Inbound Marketing and Sales Strategy

by Michelle Nessman | March 02, 2016 | Our Blog | 0 Comments

It can be easy to overlook the potential revenue from website leads, particularly if historically the qulity of leads you have received has been poor.  When lead quality is poor, It is much easier to focus time and energy on leads who come walking through the front door or pick up the phone.  Implementing an inbound marketing strategy has many benefits; one of them in particular being higher...

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