Background – A North American security software developer, selling to business organizations of all sizes, was concerned about the low rate of maintenance agreement renewals from its base of smaller customers (under 50 seats). Because they already knew that a call from the sales reps at 90, 60 and if necessary 30 days, was the …
Case Study – Solving a Small Account Renewal Challenge Read More »
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 …
In reviewing a few of my favourite conversations on LinkedIn, I came across the following from a comment made by Peter Johnston, who lives in the UK. With the changes we are seeing in sales and marketing, the past definitions of what is a sales person seem to have fallen out of date (and out …
Introduction: Forums and group discussions are one of the oldest forms of Social Media. They provide an unbiased insight into the thinking of your peers on a variety of topics, but are also time consuming, intrusive and distracting to follow. However, for all the drawbacks, they are an outstanding source of information and insight, dealing …
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 …
Make Them More Than A Marketing Expense Event marketing including the venerable stand-by- tradeshows- as well as roadshow seminars and demos, in house seminars, partner events and virtual events fade in and out of favour as marketing tools. But, one thing that will never fall out of favour are revenue positive or at least neutral …
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 »
