If you are interested in getting the most return on investment (ROI) from your sales and marketing budget, you will want to use these best practices to develop your marketing plan, as well as your marketing communications plan. Really understanding who your best customers are, so you could easily profile others just like them. Getting customers and vendors involved in promoting how well your … [Read more...]
Does Your Story Unlock Doors to the C-suite?
Where to begin the conversation How can we focus buyers’ attention on your Value or Unique Selling Propositions (USP) and nurture them with your messages during the buying cycle? We must not only tell the story, we must create tension by using some fear, uncertainty and doubt (FUD) to question the status quo. It is different for each buyer persona. Economic buyers, especially in the executive … [Read more...]
Does Your Value Proposition Differentiate You?
Buyers want to know ‘Why choose you?’ The first step in getting buyers to ask, “Why choose you?” is having prepared a value proposition, or unique selling proposition (USP) before your sales call. We also believe that it should precede the development of all your marketing communications for every target market. Using the diagram below, you need to differentiate between your offerings and those … [Read more...]
How to Use Buyers’ Digital Body Language to Empower Your Reps (steps 5-7)
Improve demand generation In this last installment of the Seven Steps to Grow Your Business from Website to Sales Funnel, learn how to empower your sales reps with a proven demand generation process and hone your content strategy. Many companies already track clicks of links inside marketing e-mails, but to be truly effective, you need to follow these critical steps on an ongoing basis to … [Read more...]
Why Invest in Demand Generation?
Justify sales and marketing integration Here are four powerful reasons to justify your investment in improving your demand generation, sales process and marketing integration. 1. Unproductive prospecting wastes 25% of total sales time According to IDC’s Technology Marketing and Sales Barometer study, demand generation offers the greatest potential for improving revenues by improving and … [Read more...]
Lead Nurturing (Steps 2-4 to Grow Your Business…)
Lead Nurturing require systems, processes and content This blog article continues the demand generation process and content strategy: Importing lead information into your CRM system Determining which leads go to a sales rep or require nurturing Nurturing and literature fulfillment (content based on buying cycle) 2. Import lead information directly into your CRM system for follow-up If … [Read more...]
Touch Points in the Buying Cycle to Enable Sales Reps
Where and when to provide content This blog article will show you the various touch points in the buying cycle to enable your sales reps and take advantage of today’s buyers’ behavior (digital and face-to-face). Use the table below to identify and include interactions that: Support or enable your sales and marketing process Should and can be tracked in your systems, and Become an integral … [Read more...]
