Relating your success stories during the buying cycle to keep the conversations going completes the third or last best practice. It applies to leads not quite ready to buy (50%), as well as those in the funnel (25%). With many B2B products or services, it often takes 6-12 impressions just to understand your offerings. How to nurture leads throughout the buying cycle Why nurture leads? The path … [Read more...]
Can You Strategically Attract New business with Published Articles?
Establish the criteria important to customers Why is it so important to be acknowledged in your industry or marketplace? Not just because it delights executives, sales reps and customers, but because it effectively builds credibility. Your story or article can take on a life of its own creating interest and preference for your products or services over your competitors. It can help establish you … [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...]
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...]
Seven Steps to Grow Your Business from Website to Sales Funnel (Introduction)
Uncertain economic times call for business executives to leverage their marketing and sales technology investments. IDC Research shows that the 'best-in-class tech marketing and sales organizations’ outperformed their competitors financially and highly recommends improving lead management and sales support processes. By aligning marketing and sales to coordinate the handoff and collaboration at … [Read more...]
