I haven’t found a perfect category for these yet
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 …
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 …
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 …
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. …
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 …
Driving Live Event Registration and Improving the Planning Process Read More »
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 …
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 …
Guided Voicemail- Live Message – Fast Communications for a Time Limited Offer 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 »
Background The marketing group at a leading provider of collaborative business commerce solutions is constantly on the lookout for innovative and efficient ways to add new names to a typically voracious sales funnel. Like every other business, this team knows that many of the names will fall out of the funnel before they turn into …
Case Study – Reclaiming Names for the Sales Funnel Read More »
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 …
Start a Conversation to Nurture Leads and Drive Sales Read More »
