When someone is ready to buy or calling you to learn how your solution can solve a problem, sales is certainly more enjoyable. The less enjoyable part is engaging great prospects that do not know you – yet!
In days long ago, there was the “just go to their office” cold call. There is the phone – cold calling. No one loves that […]
It is time to wrap up the “7 things every CEO should know about marketing” series with our final topic, #7 – the hidden pothole that I believe you as a CEO should avoid. What pothole am I talking about? It is the martech pothole (“martech” being the common term used in the industry for marketing & sales enablement technology solutions). Currently, there are over 8,000 martech solutions available (see Figure 1). That is overwhelming […]
We have arrived at the #5 thing I believe every CEO should know about marketing. In case you are new to the series, you can find #1 – #4 (The “Ante”, Not all marketing is the same, B2B buyer journey, and B2B website purpose) in our blog.
#5 is about alignment – specifically marketing and sales alignment around one specific definition. There are certainly many […]
Note: Be sure to check out the Trade Show Dollar Challenge at the end of this post.
Putting trade show dollars to work. Many companies are tightly squeezing their dollars right now, and that is understandable. One easy target is to pocket unspent or refunded trade show dollars as quick savings. This too is understandable. However, what if you can save a good portion of those 2020 trade show dollars while also investing today in a […]
What is your sales team pitching: When your sales team sends an email to a prospect to pitch a product, what do they say? It’s very likely that many of you have no idea. You make an assumption that if you have given sales leadership or the sales team the right product/service brochures or other collatoral, or you have given them an approved presentation, or they have sat in a meeting where they were given […]
Solution Pitch, a cloud-based sales automation tool, is simply something that sales people dream of and likely don’t have. Now their dreams have come true – your salesperson can use their mobile device or any browser to quickly locate and send their prospect the perfect solution pitch every time.
Once a salesperson qualifies […]
This B2B Marketing Playbook (series of articles and then a real book) is designed specifically to cover the unique challenges that one-person (or small staff) marketers face. The end goal is to accelerate the overall process enabling you to deliver all of the full-service marketing deliverables required to drive sales success for your business.
So far, we have examined two possible barriers that limit or even prevent timely lead follow-up – lead bottlenecks (How Organizations Waste Perfectly Good Leads – Part 1) and the failure to deliver leads to the right person (How Organizations Waste Perfectly Good Leads – Part 2). In this final article, ‘How Organizations Waste Perfectly Good Leads – Part 3’, we’ll look at the remaining two barriers, which are the failure to deliver […]
In the first post on this topic, “Marketing in the new world – the cheese is moved,” I covered the first marketing new world order (my term) that states: that technology has completely and radically changed the way your potential and existing customers engage with and purchase from your company.
Your prospects don’t have to rely on sales personnel to gain the information they need early in the buying process to […]
In the first article in this series, How Organizations Waste Perfectly Good Leads (Part 1), I introduced you to possible lead bottlenecks that may be preventing or limiting timely follow-up on the great leads you are generating for your sales team. In ‘How Organizations Waste Perfectly Good Leads – Part 2’, I want to focus on another possible barrier to timely follow-up – the failure to […]