Marketing Automation Cold Callers

Marketing automation is focused on a premise of nurturing leads to build trust for a ready sales engagement.  That’s the idea at least.  It’s the doctrine, but like many good doctrines, there are pundits and posers.  There are those that love to rally around the marketing of an idea more than practice it. Beware OfContinue reading “Marketing Automation Cold Callers”

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”

Marketing Automation Sales Stages And Lead Qualification

If you believe marketing automation is the silver bullet that will suddenly close all those anonymous leads faster on your site, then you miss the mark and the concept.  Unfortunately, sales organizations tend to seek closing the lead rather than nurturing prospects and building trust through education, positioning and delivering value first. Marketing Automation SoftwareContinue reading “Marketing Automation Sales Stages And Lead Qualification”

Marketing Automation With Story

Marketing automation serves to nurture unready buyers.  The strategy for nurturing effectively is the art within marketing automation that is both difficult and critical.  When we implement a marketing automation campaign for our clients, we have to be able to tell their story and connect the dots with the customer’s pain. Story is what createsContinue reading “Marketing Automation With Story”

Why Marketing Automation Makes Selling Easier

Marketing automation sets up the salesperson.  It assumes something that traditional sales does not: buyers prefer self-service until they are ready to buy. If you court your buyer too early, you can violate trust.  It is intrusive and unsynced with how they would prefer to move through the process of buying. At some point, aContinue reading “Why Marketing Automation Makes Selling Easier”

4 Call To Action Marketing Strategies

Effective calls to action will reveal your connection to the buyer’s problem and the value of your message to your market.  It represents the decision point between anonymity and courtship.  Your visitor is giving something to get something of value. The call to action constitutes the beginning of the relationship after getting found.  Here areContinue reading “4 Call To Action Marketing Strategies”

I Am The Buyer, Sellers Beware

If you call me and I don’t answer because I can see your caller ID, then will you just keep interrupting me?  Will you spam me?  Invade my social media space?  Or worse, call again? We don’t want to be sold.  It’s easy to block all the unwelcome old school techniques.  If you continue toContinue reading “I Am The Buyer, Sellers Beware”

Bought Not Sold

Most products and services are bought not sold.  The old strategy of building up a sales team is dying.  It is based on the assumption that we need to be sold.  Think about the last dozen items you bought.  Were you sold?  Did the persuasion of a salesperson and their skills become the deciding factor?Continue reading “Bought Not Sold”

Positioning Your Value Far Before The Sale

My judgment of you today will be largely based on what I perceive through your positioning online.  My keyboard is too accessible and it is too convenient to search.  If this is true for everyone, then it only makes sense to have a well-designed presentation of your brand.  There are several parts to your systemContinue reading “Positioning Your Value Far Before The Sale”