With all the choices available, finding a way to connect with B2B buyers has never been more challenging. Traditional offline choices such as business publications, trade shows and direct mail are expensive media choices and (other than direct mail) not targeted enough for most needs. Online choices like email, PPC and search engine marketing are …
5 Reasons to Use Voicemail to Reach the B2B Buyer Read More »
I feel like a Traitor. After 20+ years in sales, believing that a rep who couldn’t do their own teleprospecting was a useless as tits on a bull, I’ve recently been forced to concede that for B2B, in this day and age, teleprospecting might be better managed by marketing. This blog recently ran a post …
10 More Reasons to Change the Way Sales Tele-Prospects Read More »
Sales will be much better off when they get teleprospecting help from Marketing. Marketing needs to drive higher quality leads and nothing improves lead quality like a telephone conversation. Sales needs to use outbound calling more effectively and nothing warms up that first live connection like a contact who knows who you are and already …
I work in sales. Like anyone else who uses the phone to earn a living I would swear to you up and down that almost no one answers their phone anymore. But, it appears I’m wrong. I just finished looking at a review of almost 20,000 calls that were made this spring to both the …
This is about hidden or ignored problems that are killing your results.. Why is our campaign failing? There are lots of reasons why a marketing campaign can fail to deliver the intended responses from a business audience. But over the last ten years, working with B2B companies on literally hundreds of event registration, lead generation …
Unless Your sales team meets all or most of these conditions Is very junior Has nothing better to do Is only paid by salary Is not held to quotas Is actually a customer service group in disguise Your sales team is about as likely to spend their time conscientiously making your event recruitment or other …
When do you start to promote an event? More specifically, when is “too soon” to promote a free event and how long do you have before your unaided conversion of registrants to attendees bottoms out? A few years ago I was working with a publisher who, in addition to their periodicals also offered webinars as …
No one doubts the importance of personalization in both consumer and business to business marketing. In fact, it seems to me that with the use of event triggered emails and entire nurturing programs that are created to provide just the right content for an individual during their B2B buying journey, our ability to customize content …
No one in business is under the illusion that everything runs smoothly, all the time. We do our best, but now and then things go wrong. Sometimes it’s because we’ve messed up and sometimes the client messes up and sometimes everything goes to hell in a handbasket and neither side is at fault. I’ve worked …
Underestimating the damage caused by an out of date and duplicate riddled database is the most frequently made and damaging mistake. If I had ten bucks for every time I’ve heard a client admit that their database is lousy, I probably wouldn’t quite be able to retire yet, but I’d sure have a lot …
