Aiming to deliver value outside the sales funnel allows your business to build long-term relationships with customers, rather than focusing on a single sale. Congratulations! You closed the deal. You hammered out the terms and set up the billing. But, according to marketing experts Mark Bonchek and Vivek Bapat, now the real work of growing
Today’s B2B buyer’s journey involves more research, more internet searches, and more social media. We’ve said it before: The B2B buying process has changed, and you need to adapt. The vast amount of information available on the internet has afforded buyers a level of self-sufficiency that renders traditional sales models moot. It drives the need
Sales teams can use social media to cultivate relationships with potential buyers, a process called social selling. With the dawn of the social media age and the exponential increase in choices and information available to buyers, we’ve seen a massive shift in the way B2B sales occur. According to the Harvard Business Review, a striking
By repurposing and thoughtfully packaging the content you have already published, you can assist your sales force in closing deals. How many of your sales force’s calls turn into appointments? Probably very few. More and more of today’s buyers don’t want to speak with sales reps about products. But, then, who will buyers speak to?
Targeted content can help convince high-level decision-makers and executives to accept your sales meeting request. There are many benefits to content marketing, but did you know it can help you land that next impossible-to-get sales meeting? According to expert marketer Stu Heinecke’s new book, How to Get a Meeting with Anyone, top sales professionals use personalized
Content marketing can help with lead generation and nurturing, but your business still needs a solid sales staff to close deals. Content marketing helps generate a steady influx of quality leads and provides relevant information to prospects as they move down the sales funnel. Content can even help close a deal. But forget any notion about
Sellers must engage in speedy, personalized, knowledgeable conversation with potential customers to convert leads into sales. Leads are only valuable if they convert into customers. So, generating quality leads is only half the battle. You need a sales team that knows how to resuscitate a lead, nurture it, and, ultimately, turn it into a customer. Demand
Fronetics’ social media training offers basic instructions on how you can help your company get invited, show up, and make a good impression with customers online. What if you were told that a number of potential customers all visit the same place to chat and get to know businesses like yours before they choose to
Engage your leads early in meaningful dialogue to improve your chances of conversion. Your strategic marketing plan is generating a steady influx of quality leads, so closing sales should be easy, right? Only if you are contacting your leads early enough in the sales cycle. Leads become sale opportunities if they are approached like a
The other day a client called to express his frustration with content marketing. Not only was he disappointed with the number of leads that his company had obtained to date, he was also disappointed with the number of sales. He was ready to call it quits and pull the plug on all content marketing efforts.
B2B sales must recognize and accommodate buyers at various levels of self-sufficiency in the purchasing process. Widespread access to the Internet has changed life as we know it. Not only are once-token errands like trips to the supermarket and holiday gift shopping increasingly shifting online, but B2B buyer behavior is occurring most often in the digital
In the 1970s people were exposed to an average of 2,000 ads per day. Today we are exposed to more than 5,000 ads per day. The barrage of ads has resulted in buyers tuning them out. With buyers no longer paying attention to ads, businesses need to adjust how they find and engage new prospects,