B2B Sales, Lead Generation and Marketing Blog
90 percent of meetings that salespeople have with buyers contribute no value from the buyers perspective. But why is that?
Because the salespeople can’t connect the buyer’s problem with their solution. But you how do you fix this issue?
By aligning your marketing messages with your sales team’s objectives, of course. It’s easier said than done, and it goes much further than integrating your sales and marketing software. Following these next few steps will help you go deeper into this issue and put your company on the fast track for stellar revenues.Read More
Topics: sales and marketing alignment
Is print dead?
While it’s true that consumer interest in print magazines has declined in recent years, print periodicals are still very much alive. Your great-great-great grandchildren may never have the inclination or opportunity to park their hovercrafts and pick up a print magazine or newspaper on the way to work, but it does seem that magazine and newsstands will have a place in our society for the foreseeable future. Print may no longer be king, but it is still holding court.
Across the board, research shows that offering guarantees is a great way to increase sales and encourage brand loyalty. Sales prospects and customers like guarantees because they instill trust in a company and its products and solutions. However, there are downsides to offering certain types of guarantees.
In September 2011, Stacy Mitchell, author of Big-Box Swindle, wrote a compelling article that appeared in Bloomberg Businessweek. The article exposed how much public money goes to big-box retailers despite the payoffs being few or none. In the article, Mitchell claimed, “Handing out multimillion-dollar subsidies to large chains has become commonplace in much of the country. These deals are premised on the idea that new shopping centers and big-box stores expand employment and create economic growth. The trouble is, these giveaways have done little more than help large retailers at the expense of small businesses.” The article cited Wal-Mart and the now belly-up Borders stores as examples of big retailers that have received bewildering amounts of benefits from local government officials and agencies.
Last month, Technorati reported that according to a recent survey by Eloqua, which analyzed B2B social media marketers’ use of social media, less than a third (32%) ofrespondents in the UK claimed to use social media for lead generation. At Vendere Partners, we expect the percentage of those who use social media to generate leads in the UK and around the world to rise in 2013—and they should. The question is, how much will they rise?
Ever eavesdropped on a group of sales professionals standing around, bemoaning the fact that they haven’t hit their sales targets and blaming it on a lack of quality sales leads? Ever had the sneaking suspicion, however valid their complaints, that there were things that they could have done to get more leads that they just didn’t do?
Most B2B sales reps can agree that there is one thing a heck of a lot scarier than ghosts, goblins, and assorted monsters: moving into the holiday season without the new accounts you’d hoped to win long before October 31.
In last week’s blog post, we used five quotes from transcendentalists as inspiration for thoughts on how to become a true sales leader in the face of certain challenges. Today, we take a look at five more quotes from some of the 19th century’s most provocative thinkers in an effort to dig even deeper into the subject of what it takes to overcome difficulties and surpass expectations in the competitive—and often cutthroat—field of sales. We left off last week at transcendentalist quote number five. Today, we start with quote number six.
All sales professionals know that nurturing leads is critical if you want to achieve long-term success. What not all sales professionals consider is the quality of their lead nurturing efforts.
It is one thing to see the name of a prospect or lead pop up in your customer response management system and make a perfunctory call or send a reminder e-mail; it’s quite another to see a lead’s name pop up and make a call or send an e-mail that prompts the lead to take action.