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 […]
For many businesses today, the first reaction to the current social and economic crisis due to the COVID-19 pandemic is to cut costs by downsizing staff or reducing paid hours, by shutting down production, or other measures. Every business will have to make hard choices. However, if your business, any type of business, firmly believes that you will survive this and you want to grow quickly after this is over, then you need to remember […]
A recent Harvard Business Review article forwarded to me titled, “How to Sell New Products,” is packed full of powerful lessons for anyone wanting to launch any new B2B product. The article was based on research including one-on-one conversations and surveys of B2B sales people and early on reveals this gem of a quote:
One conversation that catches my attention with B2B marketers is the “why don’t we just host and promote our own webinars instead of spending all those dollars with media companies?” That’s a great question and the answer is based on a clear understanding of what a webinar “is” and “what media companies sell.”
Anatomy of a webinar
The first thing is to have clarity on the required properties of a successful webinar. There are three things:
B2b marketers, when you get sales leadership (or better yet, even just a few of the truly good sales people) in a room, what information should you get from them to create more success for both marketing and sales in your organization? What are the most important questions to ask sales?
There are two key topic areas where your questions will serve you best — value propositions and lead quality/quantity.
Value Proposition
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 […]
You wrote your messaging (some call it value propositions) for your brand and each of your products, now what do you do with that messaging? If you only use messaging in advertising or in a powerpoint or document that you want sales to share, you will miss an important step. Where messaging matters: Everything customer facing
Where messaging matters: Your overall brand messaging and specific product messaging should be used in every customer facing […]
If you have ever fished, you know that having the right bait greatly increases your chance of catching fish compared to just having a plain steel hook in the water (it’s shiny but not fooling anyone!). If marketing content is a fishing analogy, then your content is the bait.
When engaging marketing prospects to respond […]
How Organizations Waste Perfectly Good Leads
So you’ve just finished an amazing campaign that generated a ton of interest and, more important, qualified leads! You expect sales to be closing left and right, but that is not happening. Why not? Why are these fantastic qualified leads not producing the sales results you expect?
Well, you are not alone.
How organizations waste perfectly good leads is simply by failing to follow up with prospects immediately.
Research clearly […]