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 »
As you read this message, sit back and enjoy the knowledge that some of your competitor’s event marketing budgets are simply money flushed down the drain. Why? Because no one is reading their email invitations owing to their complete failure to avoid uninspiring, unmotivating and simply badly written subject lines. But better subject lines are …
According to Morgan Stanley, 30-40% of the revenue and over 50% of technology company profits come from recurring revenue- and that number is even higher for SaaS/XaaS organizations. From 2012-2014 “cloud billing” will grow by about 35% Given it’s importance, one would expect that companies depending on recurring revenue would have that re-sell process firmly …
Are you frustrated that you don’t ever seem to hear your sales reps on the phone? You are not alone. Get on the Phone by John Barrows
Looking for a round up of short, compelling summaries on what’s what in B2B? Check out this list: Five B2B Digital marketing Mistakes You Don’t Know You’re Making Five B2B MarCom Strategies to Increase Sales Now 5 B2B Lead Generation Techniques that Actually Work 5 Reasons to Use Voicemail to Reach the B2B Buyer 5 …
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 …
