10 things you need to know NOW about OmniChannel Marketing
grow - Practical Marketing Solutions
SEPTEMBER 2, 2014
We began to condition consumers that they could expect a 24 x 7 buying and service experience. For many retailers, data analysis may present the ONLY competitive advantage in a world of instant price comparisons and buy now buttons. This is what the ad agency had proposed: Sunday newspaper coupon flyers, in-store displays, television ads, and in-store sampling.
How to Ease Your Sales Team Into Social Sales
JULY 2, 2013
But after working with thousands of salespeople and their managers (and after some self-analysis on my own reluctance to “join the conversation”), I think I may have discovered at least three of the reasons that are holding them back. But that open competition comes with a price. Discovery #2: Salespeople behave more like “day-traders” than long-term investors. And Twitter?
B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’
B2B Lead Generation Blog
JUNE 17, 2012
But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. If a sales professional says, ‘I submitted a proposal,’ and your customer says, ‘I got a price quote,’ that’s a sign of misaligned perceptions and selling-buying cycles,” says Dickie. When prospects finally call, the sales rep better not say, ‘Do you want to talk about pricing?
The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012
The ROI Guy
DECEMBER 6, 2011
This condition, termed Frugalnomics, means that buyers are overloaded and forced to do-more-with-less, uncertain about their budgets, and required to financially justify new investments. Advice: Discounts can be used to win business, and low-price providers will have an inherent advantage. 5) Economic Justification Required – Each proposed solution is subject to more financial scrutiny by senior executives, raising the level of financial justification required. At the same time, don't add to the overload with irrelevant cold calls and marketing messages.
Selling Software to the C-Suite REQUIRES Quantified Value
APRIL 15, 2010
1) Value Proposition - early in the lifecycle you can guess at customer needs and propose how the solution mught derive value 2) Value Hypothesis - during engagement with the customer you can investigate pain points and how the solution can help customer save, streamline or overcome the issues. 3) Formal Value Reviews - post sale, reviewing the value received vs. the value proposed to determine gaps and assure value derivation. We call this change in buying attitude Frugalnomics, and sales and marketing needs to change to address these new market conditions.