Fourteen years ago this month, Jim and I started this adventure we call Vendere Partners.Read More
B2B Sales, Lead Generation and Marketing Blog
B2B is notorious for having long, drawn out sales cycles. One of the main reasons for this is the higher commitment B2B customers make to companies that sell to them than the typical B2C consumer. But the excuses surrounding the long sales process often hinder sales improvements.
Stop making excuses and take control of your B2B sales process by shortening your sales cycle with these 7 steps:Read More
So, you’ve followed all of the online guides you could download about learning how to brings leads to your site, but now what? The next step is turning those leads into actual customers. Follow just a few simple steps and you’ll be turning leads into clients in no time!Read More
Your lead nurturing strategy is the crux of your marketing. Unfortunately, lead nurturing is often low on a list of priorities, or perhaps even ignored altogether.
This can have a highly negative impact on your business, because you are missing out on leads that could potentially become sales if handled correctly. In fact, the stats reveal quite a bit about the power of lead nurturing:Read More
Before you finish the last piece of candy in the bowl of Halloween goodies you’ll accumulate this month, chances are the sales and marketing goals you have in mind for Q1 2015 will already be prominent in your mind—and, more than ghost, ghouls and goblins, keeping you awake at night.Read More
Your sales pipeline is your organization’s path to the future. When it gets blocked with irrelevant or unqualified prospects and leads, your path to the future becomes uncertain. Productivity decreases along with revenue, and your ability to maintain daily operations comes into question.
It’s no secret that whether you’re having a conversation with a prospect or creating sales and marketing collateral, the tone you use matters. Use the right tone, and you can successfully build your brand, promote your offerings and win more sales. Use the wrong tone, and you run the risk of diluting your brand, causing confusion and losing sales.
You need more new and repeat customers, and you need them all to buy from your company regularly—not just during your high-volume times, and not just during low-volume times. How do you get more prospects and leads thinking about your offerings year round? Start by developing a sales and marketing strategy and calendar.
You work hard to win clients and build relationships, and you spend a lot of time and resources on marketing and selling to them. Why, after all of your efforts, do so many clients slip through the cracks? All of a sudden—Poof!—they’re gone. Where did they go? Why did they go?
You may understand the benefits of transitioning to a new technology or system, but chances are many of your prospects do not. You can make statements like, “You will experience virtually no downtime,” or, “The cost-savings you will achieve will be worth the initial implementation costs,” or, “Your information will be kept secure,” but if prospects don’t exit your conversation with at least a basic understanding of how downtime will be prevented, how cost-savings will be achieved, and how their information will be kept secure, they will exit having to base their purchasing decision on how much they believe and trust you and your organization rather than on solid facts.