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Buying behaviours are changing. Software packaging and pricing strategies are being forced to adapt in order for partners to remain competitive. Countless new products are being offered to the market, many of which were born in this new and constantly changing world of CRM and ERP software sales.
With so many changes to both the competitive landscape and the buying preferences, it’s becoming increasingly important for partners to look beyond traditional ways of marketing and selling. Generally we see sales defaulting to marketing to deliver leads, which they quickly deem unqualified. Marketing responds with a need for more visibility into the results, because they are unable to determine why every lead is unqualified. And round and round they go. This doesn’t help anyone drive revenues or succeed in their role.
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… to Bring You a Giant Advertisement (or Magnetic Content and the Death of Interruptive Advertising)
(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? …
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Recently Salesworks sent out a very simple, one question survey to a bunch of ERP / CRM partners in an attempt to get a quick tem
perature 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. The people have spoken and they want to know, how exactly can you generate B2B leads.
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Email marketing without a baseline is taking a shot in the dark. Continuing to forge ahead with email marketing without measuring how successful your current copy, layout, design and subject lines have been performing is asking for marginal to no results. Put your methodology to the test with split testing. …
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LinkedIn seems like the perfect platform for business-to-business advertising. You’ve got a captive market, you can target specific industries with specific offers, you can decide which level of executive will see your ad. It’s an ideal scenario for us search marketers. At least in theory.
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Marketing and sales still can’t agree on the definition of a “qualified lead”? End the tension, bickering and unproductive arguments through establishing an objective lead scoring system.
Read MoreLead scoring is the answer to multiplying your resources and scaling your capacity while shorting your sales cycle through mining the critical information about each suspect or prospect using demographic and behavioral scoring. …
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We’re hiring for a marketing position right now and many of the applicants that have come through have make a point of showcasing their passion for social media. Social media experience is expected for a marketing position but I find myself asking, “How much passion for social media is too much?”.
Does “social media experience” on a resume work for or against an applicant?
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