Pick Two Types of Service

The temptation for businesses, especially after they have success, is to overreach. You have the choice of price, quality and service as your focal points in the marketplace. But you can only have two. We are tempted to be all three. But we live in a world of natural trade-offs. Part of being in businessContinue reading “Pick Two Types of Service”

Give Them What They Want

If you spend most of your time trying to convince people of what they need, you may be in for a highly expensive and wasteful lesson from the marketplace. I get it. When you have an idea that you love, you think others should love it as well. But, we have to take heed ofContinue reading “Give Them What They Want”

Design the Customer Journey

Yes, I understand you want money. You want people to buy now. The temptation to simply expect and demand cash is so high and blinding that it’s hard for a seller to see why money becomes elusive. In some cases when the pain is high – root canals, broken transmissions, fallen bridges – the customerContinue reading “Design the Customer Journey”

Get Your Customer To Think

Many of us are playing out a script as buyers. We have our guard up and our default reaction to an offer is to decline or say, “No,” before a seller can even explain what they do. Just try observing the salespeople peddling their wares at the mall to passerby shoppers. You may be sellingContinue reading “Get Your Customer To Think”

Managing An Inbound Marketing Team

When we share with our clients the work and production of our team to build and deliver an inbound marketing system, they come to appreciate what it takes to make everything work. Here are the conversation points which we have heard that have represented the value of partnering with a marketing firm like AscendWorks: IContinue reading “Managing An Inbound Marketing Team”

Marketing With The Back Story

Melvin The Magical Mixed Media Machine from HEYHEYHEY on Vimeo. There is a video which has an immense following. It is not about a person. It is about a machine, a Rube Goldberg machine, which promotes itself via Twitter, Facebook, video and a website. Some passionate artists and technicians did the work of creating aContinue reading “Marketing With The Back Story”

Lead Scoring Your Best Prospects In Loopfuse

You can learn about how lead scoring works in an article at our AscendWorks blog.  This powerful Loopfuse feature introduces the element of quantifying buyer behaviors.  You can use Loopfuse to measure: Downloads Visits Clicks Opens Completed Forms among the options that can be measured.  In our Loopfuse consulting, this is a key part ofContinue reading “Lead Scoring Your Best Prospects In Loopfuse”

Marketing Automation Is A Salesperson

Many of your customers are not ready to buy when they first meet you.  They are in the research and education phase of their buying process.  If you are a sales organization, your process typically revolves heavily around selling to ready customers.  The lens becomes narrowly focused on who is ready.  These are the minority. Continue reading “Marketing Automation Is A Salesperson”

How To Automate The High Fidelity Sale

In Kevin Maney’s book, Trade-Off, Why Some Things Catch On And Others Don’t, we learn about two categories of products and businesses – Fidelity and Convenience.  High fidelity businesses are inconvenient.  They typically have cachet and price points which make it more desirable for upper end buyers. High convenience businesses are easy to get inContinue reading “How To Automate The High Fidelity Sale”

3 Marketing Automation Strategies Using Loopfuse

The promise of marketing automation is to create a repeatable, predictable process for nurturing unready leads.  In so doing, you gain the advantage of creating an automated funnel.  Your leads become ready for your sales process and in turn, previously neglected leads become valuable for a continuous pipeline. Marketing To The Unready The majority ofContinue reading “3 Marketing Automation Strategies Using Loopfuse”