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”
Tag Archives: Buying
Teaching Articles To Help Prospects Overcome Obstacles
Content marketing has a main goal of helping your prospects. Thus, teaching articles which help your buyers to frame their problems and figure out how to overcome their issues need to be part of your engagement and approach.. When a person lands on an article or is following you via social media or RSS, theyContinue reading “Teaching Articles To Help Prospects Overcome Obstacles”
Marketing Automation: The Awareness Stage
When you are just beginning your search for a car, software or consultant, you start with research. Getting online is the most convenient way to research today. You may look for what is a trend, what others think and how the industry works overall. It is the awareness stage and it is largely self-service. YouContinue reading “Marketing Automation: The Awareness Stage”
Marketing Automation Is Not For The Faint Of Heart
Marketing has many new rules, and marketing automation is one of several major movements which has gained fanfare mixed with frustration. The popularity has come from the possibilities of capitalizing on leads generated from inbound marketing efforts. The frustration is from a lack of implementation and execution. At the end of the day, marketing automationContinue reading “Marketing Automation Is Not For The Faint Of Heart”
4 Sales Process Enhancements
Today’s sales process is different. Buyers are not relying on salespeople to become educated and move through a traditional pipeline process. The self-service nature of buying based on the internet affords buyers information to help them understand what they want and how to conveniently get it. They search, click, read, share and download. These areContinue reading “4 Sales Process Enhancements”
Inbound Leads Do Not Want Interruption
As a seller, it is understandable that you have such a high impulse to sell leads hard. The problem is that buyers do not like to be sold. When they feel sold, it creates tension and resistance, the very opposite effect you are trying to promote. There is a new strategy that is at playContinue reading “Inbound Leads Do Not Want Interruption”
Marketing Automation Is Not The Old Sales Process
There is an astute article at mycustomer.com, “Is It Time To Move On From Marketing Automation?” It is an indicator of the disenchantment with the claims and hype with marketing automation implementations in organizations. The frustration is well-founded. If automating the buying process by creating a sterile technology engagement mimicking an old sales process is theContinue reading “Marketing Automation Is Not The Old Sales Process”
Refining Content For Your Marketing Funnel
Your site visitors communicate a lot of valuable marketing information to help you drive online search results. It takes continuous vigilance to be able to monitor how your visitors and leads are attracted to your content and how they navigate your site. This is known as digital body language. Their interests and reactions to yourContinue reading “Refining Content For Your Marketing Funnel”
3 Selling Proposition Strategies
Selling Proposition Strategies When a customer finds you, it is because they were focused on your value proposition. They searched for you via the internet or their network most likely. If you are set up correctly, you were found and deemed credible compared to the convenient mouse click to your competition. After the click, yourContinue reading “3 Selling Proposition Strategies”
Aligning Marketing Automation With Sales Process
Marketing automation is relevant today because buyers deliberate and educate themselves before they engage. What used to be the role of a salesperson in the sales process has shifted to buyers and their ability to self-service for information. However, marketing automation does not alleviate the need for sales. The handoff between the buying process andContinue reading “Aligning Marketing Automation With Sales Process”