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”

Lead Nurturing With Education

If your buyer is not educated, then they will feel unready to engage the sales conversation with your team.  Filling this gap with strategic marketing automation lead flows in Loopfuse that help the buyer to ask the right questions sets up a qualified lead for your sales team. If you sell a sophisticated product orContinue reading “Lead Nurturing With Education”

Salesforce Lead Qualification

If your sales process depends on qualifying leads, then using Lead records to manage a Lead pipeline would be strategic for ensuring a continuous pipeline.  Ensuring a management process for your Lead management will ensure that your sales team is spending their time on high probability sales. However, if your process is not contingent onContinue reading “Salesforce 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”

Marketing To Attention

Marketers miss the proverbial eight ball when it comes to attention.  Many marketers still believe we watch TV commercials fully when the majority of people skip the ads.  Here are the behaviors most of us do today in a world of too much marketing stimulus: We change channels for radio ads. We tear up andContinue reading “Marketing To Attention”

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”

Marketing With Story

We are all tied into story.  It is part of being human and can be found in cultures across time and space.  It is what resonates. If you don’t have a story, you don’t have a business.  There is too much noise and your buyer cannot differentiate your offering from others.  When we work withContinue reading “Marketing With Story”