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 – A major software organization was looking to reduce the lag time on service renewals and improve cash flow. It was decided to include maintenance renewals as part of the sales team’s responsibilities. An email program, with messages going out in each reps name was undertaken and the sales reps were also …
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 »
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 »
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 »
If you read most the the leading edge marketing writers and Sales 2.0 experts, it seems that the consensus is that Cold Calling is dead because no-one wants to get cold calls. Well, since no one ever wanted to get cold calls, I don’t think of that as much of a rationale. What I did …
So I just noticed a post at selling2business.com about leaving good voicemails and its not the sort of thing that can pass me without a comment. Overall, good points of what to say in the message but I’d like to add two things: 1- Track your voicemails to see what’s working the best. To do …
Just noticed a post titled Why Voicemail is Better Than A Cold Call. It talks about how sales people can use voicemail to move the sales process further. For sales management looking for ways to keep their teams up to date with the latest selling practices, its a pretty interesting read.
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 …
