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The sales process is visual and attractive to manage. It feels like a higher level of control. It is showtime. We are with the prospective customer and get to display our salesmanship. A process helps make this more predictable and fruitful. Otherwise it is random and opportunities are lost. However,
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It is a new year and old school sales may have a few holdouts in some slower industries. However, the concept of interrupting people and pushing unsolicited sales messages is fast fading. Look at the bookstores and note the literature. You will not find hit books on how to cold-call
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The internet changes the game between the buyer and the seller. Second opinions are easy to access for a buyer. Assuming your lead generation systems and marketing automation are set up well, a new lead will be nurtured, scored and engaged when they are ready. There are analytics and systems
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In our marketing consulting, we are typically faced with one of two problems: 1. There are not enough inbound leads 2. 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
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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
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Marketing has many new rules, and marketing automation is one of several major movements which has gained fanfare mixed with frustration. The popularity has come from the possibilities of capitalizing on leads generated from inbound marketing efforts. The frustration is from a lack of implementation and execution. At the end
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As a seller, it is understandable that you have such a high impulse to sell leads hard. The problem is that buyers do not like to be sold. When they feel sold, it creates tension and resistance, the very opposite effect you are trying to promote. There is a new
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Selling Proposition Strategies When a customer finds you, it is because they were focused on your value proposition. They searched for you via the internet or their network most likely. If you are set up correctly, you were found and deemed credible compared to the convenient mouse click to your
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Marketing automation is relevant today because buyers deliberate and educate themselves before they engage. What used to be the role of a salesperson in the sales process has shifted to buyers and their ability to self-service for information. However, marketing automation does not alleviate the need for sales. The handoff
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Marketing automation serves to nurture unready buyers. The strategy for nurturing effectively is the art within marketing automation that is both difficult and critical. When we implement a marketing automation campaign for our clients, we have to be able to tell their story and connect the dots with the customer&
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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
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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