The temptation is to focus on selling. This means throwing more money at how to generate leads. However, if those leads engage in an ineffective process with your organization and value proposition, then it’s like rowing harder with a hole in your boat. Patching the boat should be the priority first. It is easy toContinue reading “Optimizing Conversion”
Tag Archives: Strategy
Have Tool Then What?
Your tools are commodities. Everyone can get access to them today. In fact, everyone does access the tools. The case, more often than not, is that they are underused, misused or irrelevant in most people’s business. The tools are a lot like sports equipment. There is a lot of hype to get someone to buyContinue reading “Have Tool Then What?”
Lead Scoring
Your buyer interacts with your brand and value proposition with often unseen behaviors. They click, read, examine, search and react to your message. In the past, the buyer was expected to serve themselves by coming to your website and feast on depths of information presented in a brochure fashion. Today, because of the lack ofContinue reading “Lead Scoring”
Talent Is Required
Marketing Automation requires talent. There is a combination of different disciplines involved in successfully connecting with and nurturing a potential or existing customer. This talent can be part of an existing marketing team or hired via a marketing automation agency. Too many organizations focus on the tools and their feature sets and overlook the mostContinue reading “Talent Is Required”
The Unseen Buyer
The information age has made things that were previously cumbersome easy. It is easy to get information. It is easy to find out how things work. It is easy to buy. This has shifted the leverage between buyers and sellers. Previously, buyers relied on expert salespeople to provide information about the sophisticated products and servicesContinue reading “The Unseen Buyer”
Intangibles – Why They Matter
With the abundance of choices available in any product and service category, customer loyalty is fragile. Often the customer makes decisions based on their emotional experience and connection with a business and service. Functionality or features alone are not enough to penetrate the customer’s mindset of expected quality thresholds. The Customer’s Expectation Today’s economy isContinue reading “Intangibles – Why They Matter”
Salesforce.com For Speed And Management
As speed and complexity continue to increase in the modern economy, managing the sales cycle effectively requires an execution and collaboration which needs to be managed. Older sales systems were centered around contact management. Getting the person’s address information provided enough value to the sales rep to manage a relationship. Today, people are changing moreContinue reading “Salesforce.com For Speed And Management”
Have Tool . . . Then What?
Your tools are commodities. Everyone can get access to them today. In fact, everyone does access the tools. The case, more often than not, is that they are underused, misused or irrelevant in most people’s business. The tools are a lot like sports equipment. There is a lot of hype to get someone to buyContinue reading “Have Tool . . . Then What?”
When You Are A Stranger
When You Are A Stranger Do you look forward to hearing your phone ring? If you are receiving a sale, the answer is, yes. If someone is trying to sell you, then you might not be so eager. We are all doing one of two things every day – buying or selling. Depending on whichContinue reading “When You Are A Stranger”
Confusing Guitars With Guitarists
I was relaxing one evening and watching a Bon Jovi concert on TV. The guitar solo Richie Sambora suddenly unleashed had the audience mesmerized. He is a master guitarist. He has mastered his trade through countless hours of practice, exploration and most of all, passion. There are a lot of people who admire how RichieContinue reading “Confusing Guitars With Guitarists”
