The Mind Of The Buyer

You may think your offering and brand in the marketplace is something special. It’s easy to feel this way when you are thinking about yourself so much over the weeks and months of doing business. After all, that’s where your focus and energy should be. However, the perspective that gets lost over time is howContinue reading “The Mind Of The Buyer”

Why Websites Fail To Convert Leads

Let’s start with this premise – people don’t want to be converted. It’s not why they visit your site. It is what you may have in mind, but noone wants to be sold or converted. This is the conundrum. Most websites, while they may be well-designed, are focused on the Buy Now¬†customer. It is theContinue reading “Why Websites Fail To Convert Leads”

Connecting With Your Inbound Audience

If you sweat and hustle, build a sales organization, interrupt people with traditional media, then you may get a few eyeballs to look your way and pay attention. You may make more enemies than friends in the process, as well. Interrupting people has the tendency of ruining a second chance. Your brand is on theContinue reading “Connecting With Your Inbound Audience”

3 Inbound Marketing Customer Experience Strategies

We often think that the customer experience commences when we are servicing a person. How they are handled at the cash register, try our products out or serviced for needs tends to draw our focus to provide caring service. Much of the last decade emphasized this kind of personal attention. With the accessibility of informationContinue reading “3 Inbound Marketing Customer Experience Strategies”

Before The Sales Process Begins

The sales process is visual and attractive to manage. It feels like a higher level of control. It is showtime. We are with the prospective customer and get to display our salesmanship. A process helps make this more predictable and fruitful. Otherwise it is random and opportunities are lost. However, if there is overemphasis onContinue reading “Before The Sales Process Begins”

Marketing Automation Strategy Is The Linchpin

Trying to make marketing automation work in ¬†your sales process starts with the IT work. However, it is only the start of what really matters. Configuring a system and ensuring data flows in and out out of your CRM is a basic element of starting the work to help you see what is happening withContinue reading “Marketing Automation Strategy Is The Linchpin”

The Reality Of Inbound Marketing In 2012

It is a new year and old school sales may have a few holdouts in some slower industries. However, the concept of interrupting people and pushing unsolicited sales messages is fast fading. Look at the bookstores and note the literature. You will not find hit books on how to cold-call better or mass mail withContinue reading “The Reality Of Inbound Marketing In 2012”

Competing On Credibility And Substance

I found Seth Godin’s article on bonus content and multimedia spot on (as usual). The experimentation with using multimedia inside a book has large possibilities. We are enamored with our mobile devices and tablets and their special effects. Seeing bigger budget special effects in movies continues to awe us. However, tampering with the medium ofContinue reading “Competing On Credibility And Substance”

The Buying Season

It’s December and buying is a top priority on people’s minds. The emotion of buying far supercedes any forces from selling we might presuppose as marketers and salespeople. The natural cycle of our culture overtakes people’s behaviors during this time of year. If you are positioned well and can help people buy as they areContinue reading “The Buying Season”

Validation In The Buying Process

The internet changes the game between the buyer and the seller. Second opinions are easy to access for a buyer. Assuming your lead generation systems and marketing automation are set up well, a new lead will be nurtured, scored and engaged when they are ready. There are analytics and systems which work effectively. However, trustContinue reading “Validation In The Buying Process”