Megan Van VlackMarch 1, 2015 Sales and marketing professionals both know, when it comes to reaching a prospective buyer and closing a deal — timing is everything. As the sales industry advances and consumer purchasing evolves, the research, technology and training that goes into closing a deal has changed. Over the past few years, the … Continue reading Social Selling: How to Reach Buyers Earlier & Shorten the Sales Cycle
Ben PuzzuoliFebruary 17, 2015 Each year Software Advice speaks with thousands of small business professionals that are seeking customer service solutions. Recently, they analyzed a random sample of 385 small businesses to find out the most common reasons for customers wanting new customer service and support (CSS) software, as well as the features that they … Continue reading What Customer Service Software Buyers Look Like
Gerry MoranJanuary 19, 2015 If you were a hitchhiker on the B2B highway, would customers pick you up? Or, would they stick their disapproving and down-turned thumb out? Many new prospects and consumers might consider you a traditional selling stranger – who will scare, bother and inundate them with unwelcome emails – and an unworthy … Continue reading How To Hitch A Ride On The Buyer’s Journey
Susan Tucker December 11, 2014 Did you know that email marketing continues to produce the highest ROI of just about any other digital marketing tactic? But, If you are still using old school spray-and-pray email marketing methods, you are doing it all wrong. Email is a super powerful way to nurture leads and increase sales, … Continue reading How to Win Buyers and Influence Sales Through Email Marketing
By Mark Gibson, Published November 4, 2014 This blog post is a set of behavioral rules for B2B technology buyers to follow, so as to maximize the value and the time of the hard working, honest and ethical salesperson sitting across the desk or on the phone. It will also serve to minimize the inconvenience … Continue reading Rules for Buyers During a B2B Sales Call
By Tony Zambito, Published November 4, 201 Many of us have heard of the term tunnel vision. It is usually described or defined as follows: The tendency to focus exclusively on a single or limited goal or point of view. We have seen extreme points of views in every walk of life. From politics to … Continue reading The Danger Of A Single View Of Buyers
By Eric Wittlake, Published October 17, 2014 If marketing cannot reach potential buyers, if it cannot engage them, if it cannot capture and hold their attention, even briefly, marketing will disappear. It will be like the tree that falls in a deserted forest. Of course, this would never happen… or would it? I recently attended … Continue reading The Chasm of Expectations Between B2B Marketers And Buyers
“Make your buyer the hero” is a pretty common battle cry in content marketing. Personally, I agree with it completely, and professionally, many of the best marketers in the business – even in the “Business to Business” business – have championed the concept. What often gets overlooked, though, is how heroic you actually have to … Continue reading How to Make Buyers Heroes: Mentoring Through Content Marketing
