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Three Cross-Sell and Up-Sell Tactics to Boost Email Marketing ROI
"It's an old adage," writes Amanda Hinkle in an article at MarketingProfs. "Driving increased sales from your current customers is easier than acquiring new customers."
And yet, it's an old ...
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Selling to SBOs: Three Points to Remember
So you've set your company's sights on selling to smaller businesses. Sure, they aren't the heavy-hitters, the star accounts, but their loyalty could provide a nice budgetary cushion for your ...
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Four B2B Sales Tactics That Consistently Get Results
"B2B sales is by no means easy. It requires not only skill, but panache," says Jesse Noyes in a post at It's All About Revenue.
But over time, a buzz can ...
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Make Your Story 22 Times More Memorable
A fact wrapped in a story is 22 times more memorable than the mere pronouncement of that fact, according to cognitive psychologist Jerome Bruner, as cited in an Insight Demand ...
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Three Great Ways to Kill Leads
When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
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Three Tips for Getting Your Product on a Major Retailer's Shelves
You have a solid brand, a great product, and you'd like to see your stuff on the shelves of major retailers. But how do you achieve this goal? Typical strategies ...
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Five Tips for Using Your iPad on Sales Calls
These days, B2B sales teams are carrying their product demos, order forms, cool presentations—you name it—with them in handy tablet form. And the tablet of choice is often the iPad.
Dealmaker ...
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Does Your Business Need a Cloud Broker?
As a business moves its files to the cloud, the task of transitioning huge amounts of departmental data can become overwhelming for in-house IT personnel. "The challenge of managing multiple ...
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Five Tips for Creating a Winning Lead Gen Strategy
"Lead generation is hard," writes Cliff Langston at MarketingProfs. "Why make it harder by doing it without a strategy?" But vague goals and loosely articulated objectives aren't enough—it's important to ...
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The Personal Touch of an Automated Lead Nurturing Program
"Nearly every marketing expert will agree: For a [website] visitor to become a customer, you must take the visitor through three basic stages," writes Sookie Shuen at MarketingProfs. "Those stages ...
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Five Android Apps to Make Your B2B Sales Life Easier
On-the-go B2B salespeople are always looking for ways to make their lives easier—and apps really can help. Here are a few Android apps that folks are buzzing about.
Writing at the ...
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Three iPad Apps to Help B2B Sales Teams on the Go
The Sales Executive Council recently polled its members on their picks for must-have iPad apps for sales teams. "Given the volume of app options ... it is important to find ...
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Four Questions to Ask About Your Inbound-Marketing Response Plan
So you've developed a groundbreaking inbound content marketing effort that's pulling in prospects in droves! Congratulations! But here's a question: Have you adapted your internal processes to match your prospects' ...
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Why a Silent Customer Can Be Deadly
Never assume a customer who doesn't complain is a happy customer. According to a Bain & Company survey, major companies typically lose half of their customers over a five-year ...
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Three Tricks for Getting Your Lead Gen Program Where You Want It To Go
"According to an old expression, even a man lost in the woods knows where he wants to go," writes Dan McDade at MarketingProfs. That adage can apply to the lead ...
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Create Content for Each Stage of the B2B Buying Journey
Not every potential buyer approaches your business with the same enthusiasm or interest. In a MarketingProfs article, Paul McKeon identifies the four stages of the B2B buying cycle—and how to ...
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Sales Pipeline Metrics to Help Boost Forecast Accuracy
Ah, the B2B sales pipeline. That mish-mash of possibilities that can surprise, delight, or infuriate at a moment's notice.
Is there really any way to predict the true likelihood of ...
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A Bold B2B Sales Strategy That Just Might Get Results
In an article at Sales 2.0, Jill Konrath answers the question all B2B sales people ask themselves when heading out to meet with prospects: "What will make them say, Yes, ...
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Three Ways to Crank Up Your B2B Sales Smarts and Results
One natural tactic (let's admit it) that B2B marketers often turn to when seeking to increase sales is to stuff the pipeline with more leads.
But time and again we hear, ...
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Three Ways to Maximize Lead Conversion
As social networking channels gain more and more momentum, there's a good chance you've seen a serious uptick in new inbound leads. "[W]hat happens once you get them?" asks Sammy ...
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