…Probably because you are. The buyer’s journey is changing, which means the way marketers and sales professionals interact with prospects is also going to change and ultimately affect the method through with we sell and market to them.
Reports state that most buyers are already 70% through the sales funnel before they engage with a sales representative. This means that marketing has to own or share a larger portion of the funnel than ever before, making it seem as if marketing is becoming more sales-facing than ever.
Here are a few reasons marketing needs to get the jump on this:
58% of buyers say they spend more time researching
53% rely more on peer recommendations
34% say purchases were initially unbudgeted
65% said the winning vendor’s content had a significant impact
Non-executives view more content than executives
Let’s start at the beginning. A prospect is looking for a … Read More »
A constant, reliable source of leads is a great thing for any business. This is entirely possible with an effective website, particularly one with pages that tell potential leads everything they need to know — all while encouraging them to contact you for more information.
When redesigning your website with attracting leads is your primary goal, it’s important to ensure that certain pages are included and featured. With that in mind, the page types below have been proven to generate leads in a big way for many businesses:
1. The About Page
The purpose of the About page is to inform potential leads of your company’s history and vision. When done correctly, this will help in building trust. Businesses should also emphasize why they do what they do, instead of simply what they do. There are likely other businesses offering the same services, … Read More »
The Concept of SWOT Analysis (via Rabid Office Monkey)
The concept of SWOT analysis allows you to develop and evaluate your business strategy, by taking you in a structured way through your business’s strengths, weaknesses, opportunities, and threats. At the end of the day, your SWOT analysis is simply…
Top 10 (fixable) Sales Mistakes (via www.thesalesexperts.com)
Most salespeople underperform – that is they fail to consistently hit reasonable sales targets. Most businesses underperform – that is they fail to consistently to hit the average market growth rates. Here are 10 absolutely fixable reasons: 1) Failure…
Are your sales pitches and Cold Calls getting the Cold Shoulder? This could be your solution! Anyone who has made an effort to pitch a new business on the telephone or face to face has had the horrible experience of sensing that the prospect has already…
Despite the growing usage of social networks among B2B buyers, sales reps still lag in their social media adoption, a trend which could be detrimental to their sales. New research from KiteDesk reveals that fewer than half of frontline sales people…
The conventional wisdom among B2B marketing and sales professionals is that the fastest and surest route to a closed sale is to identify and create engagement with the economic buyer – the individual who can actually make the decision to purchase your product or service. This perspective usually leads marketers and salespeople to focus their lead generation efforts on C-level executives. As marketers, we create content and design lead generation programs for CxO’s. As salespeople, we try to get in front of high-level executives whenever we can.
As it turns out, however, taking a direct approach to the presumptive decision maker/economic buyer may not be the best lead generation strategy, at least if your company sells complex and/or expensive products or services. To start with, significant buying decisions are rarely made by a single individual. Buying by committee is now the … Read More »
I wish all my prospects were just like me. It would be so much easier to sell to them. But, that’s not the case. People are who they are and it’s our job to get them comfortable working with us.
One very effective rapport building technique is to mirror your prospect’s behavior. It quickly puts them at ease with you.
The toughest person I ever had to deal with was Don Diggerman. He was a wonderful man. Seriously. A real nice guy. But I dreaded talking to him.
Before calling I’d have to close my eyes, take a long breath and then slowly exhale. I did this multiple times, to calm myself down – because Don was the world’s slowest talker. When I’d catch him on the phone, I’d say something like, “Hi Don. This is Jill Konrath calling.”
And he’d say, “Ohhhh, Jillllll. Howwwww niiiiiice of yoouu to callllll. Weee’ve beeen trying to deeeciiiiide if Tuuuuuuuesdaaaaay or Thurrrrrsdaaaaay is beeeeeettttter for the demonnnstraation.”
It drove me crazy. But he never knew, because I’d respond, “Donnnn. Howwwww abouuuuut Thurrrrrsdaaaaay? It’s beeeetter for meeeeeee.”
Our entire conversation went at that speed – on purpose. If I’d talked to him normally, I would have scared him to death. My natural approach, which – as you know – is a bit fast and to the point, was totally out of sync with his slower, gentler demeanor.
Because I recognized this, I chose to build rapport with Don in a way that made him feel comfortable.
It was tough for me. But it wasn’t about me. I was treating Don in the way he wanted to be treated.
We need to think about this with all our prospects. It makes a difference – to them.
Sales people often find themselves on the road trying to develop business relationships. When you travel for business, it can seem like your life is at a standstill; constant travel can make it difficult to stay in touch with work and family. Without proper planning, it’s easy to lose touch while on the road, and this can mean lost business opportunities and a lack of productivity.
If you have a laptop or a smartphone, there are a couple of simple things you can do to help yourself stay connected:
Search for Wi-Fi
Smartphones have access to the Internet, but the places you visit might not have reliable data coverage. It’s always best to have a backup plan for when your phone doesn’t have service. When you stay at a hotel, always make sure that they have Wi-Fi connectivity.
Forward Office Calls to Your Cell
Most … Read More »
Trade shows can be an extremely beneficial tool to help grow your business. It gives customers a chance to meet you in person, offers a more relaxed setting in which you can interact with networking contacts and prospects, and can certainly help you increase sales and leads. However, knowing the etiquette behind trade shows and what items you’ll need to ensure success will go a long way in ensuring an enjoyable and profitable trade show experience.
Always Have Business Cards
One of the biggest mistakes that business owners make when attending a trade show is that they don’t bring business cards. This is usually a mistake made by people attending their first trade show, but it’s a costly mistake to make. Investing in some professional cards with your business logo and contact information allows people to contact you later and can result … Read More »