Why You Should Add Interactive Content to Your Marketing Mix?
What is interactive content for B2B marketing? The traditional definition of interactive content is that we create content that gets readers to engage and interact with our content. As a result, we can improve the effectiveness of our B2B marketing activities instead of slogging away at producing an endless stream of offers to get customers … Continue reading "Why You Should Add Interactive Content to Your Marketing Mix?"
Create Better Marketing Qualified Leads (MQLs)
If you are looking to improve your Marketing Qualified Leads (MQL) process, and also your lead nurturing process, you have come to the right place. Fact: 97% of the leads from marketing are not useful to sales(1). Most firms in B2B selling and B2B marketing are finding it more and more complex to set up … Continue reading "Create Better Marketing Qualified Leads (MQLs)"
How To Get More People To Respond to Your Digital Assessment
Tired of top 25 or top 50 tips to generate more traffic that expect you to be a superhero? Let’s face it. You need results NOW. You don’t want a management consulting slide deck that outlines a strategy that is simply not feasible – not everyone can guest post, or create multiple landing pages, do … Continue reading "How To Get More People To Respond to Your Digital Assessment"
What is Consultative Selling and How to Bridge the Gap?
Consultative selling has often been associated with building trust, adding value, and being customer-centric. It is often compared to transactional selling where you position your products and services, and discuss with the customers if they need them. Contrary to popular opinion, it is NOT an either-or situation. Both types of selling are needed at different … Continue reading "What is Consultative Selling and How to Bridge the Gap?"
Solving the #1 challenge with your sales follow up emails
Only 2% of deals are closed in the first sales meeting. In fact most sales transactions require more than 5 follow up emails to get closer to a good next step. And only 8% of the sales persons get to that stage. These were the results of a study published by Marketing Donut. Of course, … Continue reading "Solving the #1 challenge with your sales follow up emails"
Why is personalization so difficult in B2B sales and marketing?
We know that personalization is critical to build trust and engage our customers. And there are a lot of tools and plenty of advice that help us personalize our interactions. Yet, every time a salesperson or marketer decides to do something, they struggle to really personalize. Let’s dissect that a bit. The bar is higher, … Continue reading "Why is personalization so difficult in B2B sales and marketing?"
Use Interactive Content to Better Align B2B Marketing and Sales
Why Interactive Content for B2B Marketing & Sales? B2B sales and marketing for professional services is complex because most purchases are not impulse buys. Either, they are based on a pain that your clients are facing, or you have to first help them realize that there is a better way to do things. Even if … Continue reading "Use Interactive Content to Better Align B2B Marketing and Sales"
How to build trust during a sales cycle?
Why is it important to build trust during a sale cycle? 79% of buyers prioritize trust in a sales relationship as a key factor (2019 Salesforce State of Sales study). Customers always appreciate a process where the focus is on the goals they are trying to achieve, not on the actual product being bought or … Continue reading "How to build trust during a sales cycle?"
Here are 5 of the Top 7 Email Marketing Mistakes You can Eliminate
Recently we came across a nice blog post on Jeff Bullah’s website describing the top 7 email marketing mistakes that you should avoid. It was surprising that 5 of those 7 mistakes were related to the context that you have about your customers. This is also a common theme across most research around this topic … Continue reading "Here are 5 of the Top 7 Email Marketing Mistakes You can Eliminate"
Why We Must Go Beyond Content Marketing?
What does it mean to go beyond content marketing? You are probably already engaged in content marketing. Or you are thinking of starting. It simply means that you would like to publish different types of content that your users and prospects can engage with. That way you can secure better mindshare. Your customers will remember … Continue reading "Why We Must Go Beyond Content Marketing?"
Use Goal Setting For More Effective Sales Follow Ups
Goal Setting give you a powerful mechanism for sales follow ups. It allows you to engage your customers and prospects 1-1 through personalized interactions. Read on about how an interactive assessment can allow you to engage in goal setting with your clients. Used this way, your interactive assessments will become much more than just an … Continue reading "Use Goal Setting For More Effective Sales Follow Ups"
A Worthy Addition to Your Marketing Toolkit?
The right marketing toolkit is critical to growth. How many times have you been attracted by shiny new tools, spent days and weeks on them, before you finally realized they weren’t right for you, or that you simply weren’t ready to make the best use of them. Email automation, advanced web analytics, customer journey analysis, … Continue reading "A Worthy Addition to Your Marketing Toolkit?"