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Top Tips For Driving Marketing And Sales Alignment
Michael Brenner writes an interesting blog called B2BMarketingInsider. His ideas converge the best of the marketing ideas: whether it’s a post about best practices for small business marketing, or how...
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How to use competition to win business
Your best business driver is your competition. They keep you awake, aware, honest, and creative. You want them, you need them, and they are worthy opponents. Without competition, you won’t strive to...
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9 easy ways to get your brand recognized
To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you. BLOGS ‘Everyone’ has a blog. So simple to set up. So simple to maintain. Use...
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Does the sales model do what we need it to do?
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since. The sales model was designed for a different time in...
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Sales is a Flawed Model
Do you know why you don’t close all the sales you deserve to close? Do you know, on your first prospecting call, who will buy? Do you know where buyers go when they say ‘I’ll call you back?” Do you...
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Contact sheets: are they gathering the right data?
Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects? I...
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Marketing automation follows a small segment of the buying decision path
A term the larger marketing automation firms are trying to promote is dubbed ‘revenue performance management.’ What does this mean? Who’s performance are they hoping to monetize? It’s been fascinating...
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Social media can enhance the buying decision
Sales is solution focused. The buying journey is change management/systems driven.The sales model and the buying journey are out of sync with each other. And buyers buy using their buying patterns,...
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Closing Leads: the challenge of marketing automation
Marketing automation works. By saying the right thing, and offering the right content, touching the right demographic in the right market, we can bring in more leads than we ever dreamed possible. But...
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Lead Scoring Misses the Point
Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of...
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Qualifying Leads: why lead scoring is inadequate
Here are some numbers I’ve recently read: through marketing automation we are closing between 2-8% of leads (as per Jeff Lenskold), 70% of leads buy something (as per Steve Gershik) but not necessarily...
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Marketing Automation can facilitate the entire buying decision path
In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier. But because marketing automation uses the sales model as its core thinking, and...
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Get it right: Shift the sales and marketing focus to the buy side
Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled:...
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How Sales, Marketing and Social Can Facilitate the Decision Path
Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content, discovering likely prospects, and creating trust. Unfortunately sellers end up...
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Content Marketing that Converts
“Content is king”. I’ve heard that phrase for years. But what does it mean? Does it mean that by offering thought-provoking, useful, creative information buyers will be motivated to contact you at the...
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