Blog
0
How many times have you heard (or said) these words over the course of your sales career? With the exception of the past couple years, the ERP/CRM sector has been blessed with a long growth run that produced a predictable stream of engaging prospects looking to either implement or change their business systems. Then all of a sudden the quality leads stopped coming. So what happened? A lot happened; and it will get worse, not better, moving forward.
0
It’s common for us to trust the advice of our friends and colleagues. Often if they mention a product or service at a time when we are looking for something similar, we explore their recommendation. It’s human nature to share experiences and help each other out when we can. That’s why referrals make sense. No matter what business you’re in. In the B2B sector referrals have been underutilized. There are countless excuses as to why referrals won’t work, but what about the reasons why they will? When someone comes to you on the recommendation of a colleague, they already have an expectation...
0
Question: How Do I Forward My Old Website To My New Domain? If your company is acquired or merges with another organization, often times you will need to migrate one website over to another. There are several options available, but they aren't all equal. 1) Individual 301 URL Redirects For best results, set up 301 redirects from each of your existing pages to their corresponding pages on the new website. http://www.old-domain.com/microsoft_nav.htm should be 301 redirected to http://www.new-domain.com/microsoft-dynamics-nav.php This will maximize SEO and the customer experience....
0
Nobody said link building was easy. And if you heard otherwise, you either have poor hearing or were lied to by someone who – from here on out – should be considered a sworn enemy. But there’s good news. Although finding and evaluating potential link building partners isn’t easy, there are opportunities to automate components of the process. Sure, all link building campaigns require a human touch (it’s hard for a computer to send personalized outreach emails, unless you have C-3PO on staff), but other elements can be aided by a computer. To help you, here are 5 tools to automate...
0
Email Marketing is one of the most popular marketing tools used today. Quick and inexpensive, email marketing has the potential for incredible control of your message, audience and branding. It gives organizations the opportunity to reach new and existing customers in a way not possible with classic marketing tools. Many times, email marketing is the primary form of marketing aB2B organization pursues – but does it perform? Email marketing takes about a quarter of a marketing department’s time, but the sad reality is that B2Bs have an open rate of roughly 24%, and a click through rate...
0
Facebook has been a ground breaking social media site, and occupies a good deal of internet users’ time every day. Long ago adopted by B2C companies as a way of interacting with their consumers, it has allowed them unprecedented success. The question now posed is whether these same benefits can be transferred to businesses in the B2B area. Some interesting facts about Facebook: Over 500 million people had a Facebook account at the end of 2011. More than half of users log in every day. The average user has 130 friends. Over 700 Billion minutes a month are spent on Facebook. Over...
0
What exactly is inbound marketing? Search Engine Optimization White papers, webinars and podcasts Blogs & Social Media In case you looked at that question and weren’t too sure what can be labeled inbound marketing, here’s my version of the definition: Inbound marketing is creating incredible content so that when your customers find it they are so impressed that they share it across their social media networks. Before you start thinking of how best to stretch your existing resources across inbound marketing channels, let me remind you that with the plethora of information...
Your Buyers Have Changed, What Are You Going To Do About It?
AUTHOR: Enzo DiMichele | POSTED: March 26th 2012
CATEGORY: Online Marketing
CATEGORY: Online Marketing
0
We’d like to share with you our knowledge of how customers make software buying decisions. If you'd like to learn about changes in buying behaviors and find out how to leverage the web to drive more and improved lead flow, then it's worth 45 minutes of your time to watch this free, on-demand webinar from Salesworks Systems. VIEW THE WEBCAST If you’re not convinced that it’s in your best interest to watch this webinar, keep reading… Buying behaviors have changed in the last 10 years; if your approach to sales hasn’t been adapted to keep up with the shift in buying mentality, then...
1
The Many Faces of Fear Do you feel stressed? Are you worried about the sluggish economy is impacting your business? Are you anxious about your results this quarter? Feeling tense about your burn rate? Concerned about how little time you spend with the family? We use words like stressed, anxious, worried and concerned daily to express how we are feeling, but what are we really saying? Most of the time, they are simply clever, disguised words for describing one thing…FEAR. Fear of failure, fear of poverty (yes, really, think about it), fear of rejection, fear of loss etc. We are scared half to death,...
0
(Okay so "death" might be a bit strong but you have to lead with a snappy title or you are in trouble from the start) It is March. So why am I still writing about trends for 2012? I have a blog to write that's why. And there is nothing people like more than reading about trends - even if other people have written about the very same trend before. In fact, that is what makes it a trend. If only one person wrote about it there is really no trend. So let's step back for a moment. You have something to sell. You need to market this thing. How do you do it?
0
Recently Salesworks sent out a very simple, one question survey to a bunch of ERP / CRM partners in an attempt to get a quick temperature check of what is keeping them awake at night. The question we asked was: What is the biggest concern / issue you face in 2012? We received hundreds of responses and more than 48% of these responses were related to a lack of sales leads.
0
Partners face many of the same challenges and it is no secret that a common frustration is the lack of high quality leads they generate. Competition is high, buyers are still nervous about the economy and the introduction of the Cloud has many people confused. People just aren't actively looking to make a change at a high enough rate to satisfy Partner needs. So what do we do?
0
Now that you have mastered getting your audience to your landing page, how do you drive conversions to capture the personal information your marketing and sales team covet? The first step to conversion happens before the suspect reaches the page.
0
Now that you've settled on the idea of specializing in a vertical market and developing a cloud-based application, do you have all your ducks in a row: Market defined? Check Version 1.0 developed? Check Reference sites? Check Now what? Before you accelerate too far down the vertical market road, let’s take a look at how to build strong foundations to support your go-to-market journey.
Is Your Business Pro-active About Cloud Computing?
AUTHOR: Tim Heintzman | POSTED: February 10th 2012
CATEGORY: Business Strategy
CATEGORY: Business Strategy
0
Whether you’re in business as a channel partner or an ISV, chances are you’re already in the Cloud or you’re trying to figure out how your business will fit in what appears to be the Cloud new world order.
The Year of the Responsive Web Site
AUTHOR: Bryan Villanueva | POSTED: February 2nd 2012
CATEGORY: Design
CATEGORY: Design
0
One of the major trends for 2012 in web design is the use of ‘Responsive Web Design’. It will be the key phrase of the year for web designers and developers. As more and more devices like tablets, smartphones, and monitors utilize web applications, having a Responsive Website is, and will be, a necessity. It will be impossible and impractical to try and keep up with endless screen resolutions and devices.
Video Worth a Hundred Pictures?
AUTHOR: Terry U-Ming | POSTED: January 30th 2012
CATEGORY: Marketing
CATEGORY: Marketing
0
The use of video on the web has been growing exponentially over the last few years. In my own life I find that I am regularly gravitating to video content on the web. Whether I am researching the latest geeky gadget, seeking a review for my soon to be new espresso machine or looking to find some pointers on how to play a song on my guitar, I find myself using that video search option on Google before trying an overall web search. It just seems to be a richer experience to see and hear someone handling that new LTE smart phone or strumming that funky chord pattern.
0
Changing customer buying behaviour has resulted in the rapid proliferation and availability of trial engines; publicly available software configured to provide prospects and tire-kickers alike with unfettered access to their full capabilities. Software publishers and their partner communities have made (and will continue to make) significant capital investments in robust trial engines with an expectation that the trial experience will provide sufficient “proof” and “comfort” to intelligently inform and drive an accelerated decision making process. If only it were that easy.
0
As the year wound down, we found ourselves with a desire to burn off a little energy, revitalize our team spirit and have a little fun. Options were discussed, activities were voted on and just like that, we were racing around the track in go-karts, pretending like we didn’t mean to smash into one another. ...
0
Recently, I worked with some Dynamics Partners in Africa. Like Partners everywhere, they seek to aggressively grow their businesses to gain the twin benefits of scale and market position, so they can survive and prosper in the long term. They are keenly aware that growth is not optional, and that the industry is materially changing underneath them.
