One thing that has always puzzled me in business is that once someone gets good at something, they probably stop doing it. For instance, (while its not the best practice) successful sales people are often moved up to management where they don’t do any more selling. Great buyers get promoted so they don’t have to …
Generating quality leads is – according to some very sensible sources- the #1 priority for marketing and with priorities come expenses! So just how much of your lead generation expense is being tossed out the window when your painfully generated leads don’t get timely follow up? When research shows that 35-50% of the sales go …
It would be nice to believe that your customers are loyal; that their relationship with you is valued, and they will give you a chance to respond to any claims or promises made by your competitors. Yes, it would be nice to believe that but not too bright. Even though you can assume that a …
Want Renewals? Step 2- Customer Nurturing – Think Negative Churn Read More »
Everybody knows that the squeaky wheel gets the grease, and your customer service or account management staff are brutally well aware of that simple axiom. They deal with squeaky wheels every day, slathering on the grease until problems are solved, questions are answered, information is provided and clients are purring with satisfaction. Once the intensity …
Want Renewals? Step 1- Reach Out from Customer Service Read More »
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 »
Will the fascination marketers have with buzz words never end? (Well, no actually it won’t) and now it seems that the talk of the town is Big Data. For the minuscule percentage of marketers with pristine data and the wherewithal to afford the talent and tools to create added value for their organizations through the …
Last week I talked with a client who thought we used computer dialers to deliver messages. It seems like an impossible thing to believe, given the number of years that we have built our differentiation from a ground zero of NOT using computer dialers, but actually confusion can happen quite easily. There are many clients …
Are you SURE Your Clients are Sold on Your Service? Read More »
Background: A large non-software client needed to improve their renewal rates and the accuracy of revenue projections. In a weak market the contract renewal rate had been declining and even with over 61 dedicated phone reps, over 40% of renewal sales lapsed without any sales follow up. Challenge: Because the previous sales management had supported …
More Renewals and Better Forecasts with Guided Voicemail Read More »
