Marcom

Marketing communications

Repositioning Your Sales Team

Every marketer and business executive understands the concept of positioning.  They position and reposition product lines, service offerings and corporate identities all the time. And now it’s time for businesses to take a long hard look at how to reposition their sales teams within a business environment filled with buyers who avoid sales like the …

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12 Prospecting Rules

Just a quick post to draw your attention to 12 Most Important Rules for Prospecting For sales people in smaller organizations and especially for Business Owner/Operators who are pulled in about a million different directions, it makes some very useful points. My favorite is the cautionary note to be able to separate prospecting/contact research from …

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Social Media, Events and the Human Voice

Here’s a brief synopsis of a presentation scheduled for the Continuing Education Marketing Conference – August 29-30/12 in Chicago. How to add a human voice to your website, social media, and email marketing to promote any type of event. Websites, Social Media, and Email are terrific ways to promote your events, but what about human …

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5 Ways to Increase Webinar Attendance

Here is a quick summary of a post written by Andrew Spoeth for the Marketo B2B Marketing Blog. Alternatively here’s  the entire original article on Increasing Webinar Attendance Give attendees access to the speaker to increase their level of engagement Offer draw prizes for attendees that fit with their interest and makes them look good. …

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Driving Live Event Registration and Improving the Planning Process

Case Study Background: ZirMed specializes in revenue cycle management solutions for healthcare providers , a highly competitive market where lead generation is a challenge. A mix of activities is necessary to acquire new leads and nurture them through the cycle.  The Challenge: Events are an important activity for ZirMed to bring new contacts into the …

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Putting the Human Voice into Social Media

In a recent Marketing Profs article a team at the University of Missouri demonstrated that “Using a personal, human voice when communicating via social media leads to much higher user satisfaction ratings…” It seems that when given a choice we would much rather interact with a human voice versus an organizational presence and looking over …

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Guided Voicemail- Live Message – Fast Communications for a Time Limited Offer

This is a case study Background – A software organization specializing in payment solutions for professional practices had a short term opportunity to boost sales to meet a compliance deadline. Challenge – The potential base of smaller medical practices was too large to manage with outbound calling from their own sales team.  The solution they …

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Start a Conversation to Nurture Leads and Drive Sales

I sat in on a great webinar the other day on adding the human touch into your lead nurturing.  In the interest of full disclosure, keeping human contact as part of the marketing and sales processes is – admittedly- a subject that is near and dear to my heart. I’m interested in every way that …

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An Old Tool in a New Light

When it comes to B2B communications, voicemail – once the darling of leading edge technology- is almost charmingly old school. Right now it seems that online is where the action is and while there is a lot of new innovation happening right now, it’s also swamped with hype and uncertainty and there are many unanswered …

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