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Marketing & Marketing Automation

Lead Scoring Misses the Point
Sunday, 19 Jan, 2014
Lead Scoring Misses the Point

Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget.
During the course of your considerations, you find an interesting webinar […]

Closing Leads: the challenge of marketing automation
Friday, 17 Jan, 2014
Closing Leads: the challenge of marketing automation

Marketing automation works. By saying the right thing, and offering the right content, touching the right demographic in the right market, we can bring in more leads than we ever dreamed possible.
But are they leads? Or are they just names?
How do you know the difference between what name is worth spending time one and one […]

Social media can enhance the buying decision
Friday, 6 Jul, 2012
Social media can enhance the buying decision

Sales is solution focused. The buying journey is change management/systems driven.The sales model and the buying journey are out of sync with each other. And buyers buy using their buying patterns, not a seller’s selling patterns.
Enter social media.
Social media enables personal connections, with the capability of developing a sort-of a relationship and a modicum of trust. The time factor […]

Does the sales model do what we need it to do?
Monday, 4 Jun, 2012
Does the sales model do what we need it to do?

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.
The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a magazine ad. With the advent of […]

9 easy ways to get your brand recognized
Saturday, 12 May, 2012
9 easy ways to get your brand recognized

To get clients, you either reach out to them directly, or have them find you. Here are a few ways to help clients find you.
BLOGS ‘Everyone’ has a blog. So simple to set up. So simple to maintain. Use a template or hire a designer. Get WordPress. But do it. Just do it. Start writing a few times a week. Even if it’s […]

How to use competition to win business
Friday, 30 Sep, 2011
How to use competition to win business

Your best business driver is your competition. They keep you awake, aware, honest, and creative. You want them, you need them, and they are worthy opponents. Without competition, you won’t strive to stay ahead of your field, and you won’t have a way to measure your success/failure.
Too often, we position ourselves according to what we […]