Find the Disproportionate Sales Channel

The power law is alive and well. If you have not figured it out already and are one of those souls insisting in a flatter, linear and evenly distributed world, your aspirations might be highly elusive and frustrating. For whoever has will be given more, and they will have an abundance. Whoever does not have,Continue reading “Find the Disproportionate Sales Channel”

The Attention-Starved Reality of Selling

How do you stand out and sell in a world of infinite choice, easy access and endless world-class products? We have too much of everything. But we are limited in our ability to give attention to everything. We can only read one book at a time, use one product at a time and talk toContinue reading “The Attention-Starved Reality of Selling”

Connecting With Your Inbound Audience

If you sweat and hustle, build a sales organization, interrupt people with traditional media, then you may get a few eyeballs to look your way and pay attention. You may make more enemies than friends in the process, as well. Interrupting people has the tendency of ruining a second chance. Your brand is on theContinue reading “Connecting With Your Inbound Audience”

Salesforce Doesn’t Have To Start Perfect

Salesforce.com is capable of a great many things to automate and drive your business processes. The misconception is that you have to have your business in order and visualized completely before starting. Such thinking may have been true of custom built software that was expensive to change. However, the case is often true that yourContinue reading “Salesforce Doesn’t Have To Start Perfect”

Lead Scoring For Sales Prioritization

In our marketing consulting, we are typically faced with one of two problems: There are not enough inbound leads There are too many inbound leads Each of these requires a different marketing system.  For organizations which are inundated with many leads, there is a problem focused around the sales process.  Salespeople are not like marketingContinue reading “Lead Scoring For Sales Prioritization”

Running An Inbound Marketing System

A recent article from Marketing Automation Software Guide hit on the main reason why many of our clients hire us for marketing:  running a complete system is difficult and requires perseverance.  Pieces have to be put together, tested, changed, refined and created again.  Getting into the mind of a specific buyer with their preferences and peculiarities needsContinue reading “Running An Inbound Marketing System”

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”

Sales Process Steps For Qualified Leads

Today’s sales process is different than in times past.  Your sales prospects are better educated and in more control.  They do not feel the reliance on a salesperson to educate them.  When they engage a salesperson, they are giving attention that they are greedily protecting. Everyone is inundated with irrelevant and intrusive marketing messages.  WhenContinue reading “Sales Process Steps For Qualified Leads”

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”

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”