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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: 1. Visitors: These are a high quantity of people that
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Advertising is largely ignored and not trusted as a medium for building a brand. Existing powerful brands benefit from advertising because there is already trust. There is a brand connection imprinted on the psyche of millions of customers of Ford, Coke and IBM. These powerful brands have to advertise to
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When people find you, they have some kind of interest and intent. They found you because: 1. They were searching for something 2. They saw an interesting link via social media from a friend or contact 3. They were referred by a message 4. You were selling brilliantly Really, when
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The sales pipeline goes beyond what the salesperson does. Traditional sales relies heavily on phone or face time with a prospect. The sales pipeline is then based on opportunities filled with sales activities by a salesperson who has to interrupt enough people and stoke their interest for a future close
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Marketing automation relies on a structured approach to avoid the paralysis rampant in complicated environments. In our marketing automation consulting, we run into complexity too often because there is typically not a clear strategy for how to manage inbound leads. This can be avoided with a larger picture in mind
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Nobody likes to be sold. We do not like it when we feel the pressure build and a feeling of manipulation from another. Yet, millions of transactions are done despite this dislike. It largely happens because people are buying. Every day people buy because they want things when they need
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If I have an urgency or an emergency, I have to buy now. My need is clear and circumstance prevails. If you are the seller, you are in a great position. Perhaps your business is built for crisis. Your buyers' pain is so high that they have to act
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Overselling today is a symptom of holding on to what does not work anymore. Traditional marketing and sales creatively interrupted people. The message was about talking about how great you and your products or services are. This is what advertising, direct mail, and sales teams were used for. Today, it
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Marketing Automation is the step after you attract a visitor. It is the nurturing which builds trust with a stranger. The temptation and illusion which a traditional salesperson finds difficult to resist is selling too early when the buyer is not ready. Marketing automation helps your buyer become ready for
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Winning today requires an inbound marketing strategy. Let's assume you have stopped the insanity and want to help people buy rather than bug them trying to sell them. Buying works. Selling is desperation. Your products and services are more likely than ever to be bought than sold. Here
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Most products and services are bought not sold. The old strategy of building up a sales team is dying. It is based on the assumption that we need to be sold. Think about the last dozen items you bought. Were you sold? Did the persuasion of a salesperson and their
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The most powerful way to win new customers is through the business testimonial. This is a form of building trust. It tells the story of how you delivered your products or services and what it means to work with you. New customers do not know you and are looking for