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| | SAVVY B2B MARKETING
JUNE 6, 2011 Sales Enablement 101: Treat Salespeople Like Customers
I've always fundamentally believed that your salesperson is your first and most important customer. As such, when I think about enabling sales, I think about employing many of the same strategies used to engage customers. But one thing many organizations have yet to recognize is the similarity in this process with the one used to acquire customers. Nurturing Sales.
| | THE EFFECTIVE MARKETER
MARCH 22, 2012 The State of Demand Generation
The Customer Buying Cycle Framework. The biggest complaint from marketers is that they can’t keep up with content creation needs (multi-touch programs, social media, nurturing programs, thought leadership, etc.). Then, use internal factors (solutions delta, domain knowledge, messaging, sales readiness, and database) to select the best segment for you to go after.
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| | SALES LEAD INSIGHTS
MAY 23, 2011 B2B Marketing Automation: Crawl, Walk, Run, Win
Step 1: Develop Personas and Related Content. Think about your customers’ motivations, expectations and goals. Step 1: Build Multi-Touch Campaigns. Prospects require anywhere from three to 15 touches over an extended time period to nurture them from initial interest to conversion. Build a multi-touch campaign with one or more touches per buying-cycle step.
| | LEADSLOTH
JANUARY 12, 2010 Marketing Automation Trends for 2010
Jeff Ogden , Director of Marketing, Aplicor & President, Find New Customers. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. Social networks like Facebook and Linkedin will start to face customer defections as their networks get bogged down with marketing spam. In the coming year they will increasingly turn to centralized marketing automation systems to manage customer data consistently in order to nurture the right kind of leads in a consistent and coordinated way across communications channels. predictions. and Web 3.0
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