Blog

The State of Marketing in Transportation and Logistics Tech

The transportation and logistics industries are heavily investing in technology to deliver the freight visibility and business intelligence increasingly required by shippers.

These fast-paced innovations, combined with a variety of environmental factors, create a new landscape for marketers in the transportation and logistics space.

After spending many years as a logistics tech marketer, I’m excited to share some of the biggest factors affecting the state of marketing, especially as it relates to trucking, fleets, and logistics tech.

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5 chat prompts to drive conversions on a B2B tech website

Website chat is becoming increasingly popular. Tools like Drift and HubSpot Messages can help engage your web traffic in a new way that is often less “scary” for website visitors than calling or filling out a form.

Chat is natural next step in our on-demand society, and is quickly becoming the expectation. Your potential buyers want answers and information where and when they want it, and being available in chat let's them know you’re listening.

So, when setting up your website chat, don’t just ask “Do you have any questions?” on every page. Kick it up a notch with five chat prompts that will engage your visitors.

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3 Easy Ways to Kick Off Sales Enablement at Your Tech Company

Strategic sales enablement isn’t necessarily a quick process or one-time fix. It involves the upfront work of auditing resources and interviewing your sales team, followed by the process of creating the sales materials that will speak to your buyers during the final stages of their buyer’s journey.

So, while a strategic sales enablement initiative can sound like a big undertaking that will bring you nothing less than a laundry list of improvements—don’t stress!

Easy for us to say, right?

Look...you can’t tackle every task on your list immediately, so prioritize quick wins that will help you show immediate results (not to mention gain buy-in for more elaborate or costly sales enablement initiatives—like technology—in the future!). Check out three quick improvements that can kick-off sales enablement at your tech company today whether you’re a lone marketer or equipped with a small but mighty team.

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Selling Sales on Sales Enablement

Today’s smart tech marketers realize that their job goes beyond getting an avalanche of leads in the top of the sales funnel. When product offerings are complex and the sales process is truly a process (vs. a transaction), marketing can make their sales reps looks like rockstars by helping out at the bottom of the sales funnel to close more deals.

Known as sales enablement, this strategic initiative focuses on providing your sales team with the info and tools they need to turn their sales qualified leads (SQLs) into customers.

If it's the first time you’re hearing about the term sales enablement, no worries—while its not a new idea, marketers are approaching it more strategically than ever before. If you want to learn more, check out the full, ungated guide we put together on the topic of sales enablement.

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The Must-Have Sales Skills To Teach In Your SaaS Partner Enablement Program

Successful partner enablement is the holy grail of many SaaS companies, yet most struggle to develop a meaningful program. One tech company that does it absolutely right? HubSpot.

We might be a bit biased because we’re a HubSpot Gold Agency Partner, but hear me out…

As you might expect, HubSpot has a robust video training library (with fun printable certificates!), in-person partner events, a marketing resource library and tons of sweet swag. But they also offer partners the chance for small group learning with top execs in the company.

Having recently completed one of those sessions—an 8-week online Sales Skills Bootcamp—I thought I’d share the tips THEY are teaching agency partners to close more deals…are YOU helping internal and external reps do the same? After all, even the most seasoned sales reps could use a refresher course.

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5 signs your tech company needs strategic sales enablement

Sales enablement is all the rage these days—and for good reason! Simply put, sales enablement is the strategic approach to provide the info and tools sales needs to close deals while maintaining cohesive messaging and brand integrity

That sounds easy enough, right? (...sigh!)

Anyone who’s been on either side of the sales or marketing fence knows this works perfectly in theory…but is much more challenging in practice.

Here are five tell-tale signs that your company could use a more strategic sales enablement approach.

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Key Takeaways: The 2018 Business Technology Forecast

This week, Kiwi team members attended the first Business Technology Forecast event put on by our friends at AtNetPlus, a local IT leader. Not only did we learn what’s ahead for the tech industry, we also got to meet some great local companies that we’re excited to keep in contact with!

So, what did we take away from the event?

Looking at real-life examples, we learned what technology is needed for small- to medium-sized businesses (SMBs) to stay relevant and safe in today’s fast-paced, consumer-driven environment.

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