Much of old school selling happened on a personal level. Face-to-face meetings and phone calls were common. Prospects gave us attention because we had information which would help them understand something they were unfamiliar with. The new economy is digital. We can self-service on what we need education or orientation on using the internet. BuyingContinue reading “Marketing Automation: Beyond The Boundaries”
Tag Archives: nurturing
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”
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”
5 Reasons Marketing Automation Fails
Marketing automation works. Engaging and nurturing leads with a real-time, personal process keeps attention, builds trust and wins business. Our team has built many successful marketing automation systems and campaigns. It becomes a vital asset to the business of our customers. But, not all marketing automation works. Typically, a company hears about the promises thatContinue reading “5 Reasons Marketing Automation Fails”
Marketing Automation Branding Game
The marketing automation vendors of today will consolidate into a couple of brands with a winner take all stakes game unfolding today. Marketing Automation Software Guide published an article that provides some analysis and insight into the revenue and funding of today’s players. It’s great analysis for seeing who has taken money and what the market shareContinue reading “Marketing Automation Branding Game”
Converting Inbound Leads
The inbound marketing process has failure points. If your business is set up where marketing generates leads and your sales team aggressively calls, then trust can be compromised with otherwise potential sales opportunities. Inbound marketing has the following conversion points: Visitors: These are a high quantity of people that find you from search or marketingContinue reading “Converting Inbound Leads”
Measuring Interest And Intent
When people find you, they have some kind of interest and intent. They found you because: They were searching for something They saw an interesting link via social media from a friend or contact They were referred by a message You were selling brilliantly Really, when someone finds you, they are looking for something. YouContinue reading “Measuring Interest And Intent”
Buyers Start By Research
When we want something, we start by research. Sellers are so eager to sell that they have their sales process set up around a buy now approach. Unless the pain is high, your ability to sell with this approach will be ineffective. You might have better luck if you had full attention and were exclusive.Continue reading “Buyers Start By Research”
