In last week’s post we left you with the question: “how can one stop … loss to competitors, and how can one get touches with higher levels of engagement than with email alone?”. The answer that we have seen emerge lies in utilizing a mix of media. Alongside emails, we’re talking phone calls, voicemail, texts, notes, among other methods. Everyone …
Email Alone Won’t Sustain Us Anymore (Episode 2 of 2) Read More »
You may have noticed in the past couple of years, especially with the adoption of many of the marketing automation platforms out there, email has really become the go‐to method to offer content and attempt to qualify. It’s understandable, because companies have invested significant expense and time into setting up the CRM and marketing automation systems that essentially enable them to really only trigger emails right out of the platforms. So in essence, they’re tied to email, in a way not even by choice.
But with everyone thinking and using email in this way, we’ve seen some significant challenges emerge as a result of this over‐reliance on email.
Did you ever play “Telephone” when you were little? Remember what happened to that whispered message passed through 10 kids and how easily “Strawberry Jam” turned into “I am a banana”? It was funny then. Research findings, passed via content marketing and social media are a lot like “Telephone” because once a number is repeated often enough, small …
In its heyday outbound marketing even in B2B embraced a huge list of media options. In addition to email we had: Direct mail – in regular letter, postcard and dimensional versions Voicemail Online Advertising Newspaper, Business Magazine and even Outdoor Advertising Telemarketing Radio TV While not everyone could afford all the arrows in the outbound quiver, there was …
One thing that has always puzzled me in business is that once someone gets good at something, they probably stop doing it. For instance, (while its not the best practice) successful sales people are often moved up to management where they don’t do any more selling. Great buyers get promoted so they don’t have to …
Generating quality leads is – according to some very sensible sources- the #1 priority for marketing and with priorities come expenses! So just how much of your lead generation expense is being tossed out the window when your painfully generated leads don’t get timely follow up? When research shows that 35-50% of the sales go …
Are are tired of reading about how a typical B2B sale is 50 -60-70% complete before the prospect engages with a sales rep? I am. And that’s because that “finding” which might be true with some mature product/service categories does not apply to what I sell. It doesn’t apply to what most of my clients …
It a sure sign that summer’s here: Sun is shining, birds are chirping, kids are playing, sales are slumping (?!?!?). What was that? you say. Sales slumping? That’s right, 68% of businesses report a drop in sales over the summer months. Now, I can buy that some of those businesses may actually be seasonal, but …
Voicemail marketing has evolved since 2001 when I first started working with clients to help them create successful campaigns. Honestly, I miss the way it used to be when all it took was a reasonably natural sounding message, a half decent offer and a list that wasn’t total garbage. We routinely drove double digit response …
Have I ever told you how much I love telephone prospecting? I lied. Yes. It’s good when I make a connection and open the door to an interesting and potentially lucrative new business opportunity and I like to talk to new people. But, let’s be honest. Not a lot of dials end that way. But …
