ViewPoint
JANUARY 22, 2016
David Meerman Scott – Freshspot Marketing: 2016 will be the year of “Newsjacking”; and educating and informing rather than interrupting and selling. The “Amazon” effect will continue to force sales organizations to get clear on their differentiators, add more value to the customer experience or resign themselves to be replaced by a drone.
ViewPoint
SEPTEMBER 23, 2011
All of these approaches share with personal calls a number of characteristics like educating, nurturing, establishing thought leadership, building credibility and proving value. Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing.
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ViewPoint
SEPTEMBER 6, 2012
So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”. They are the differentiator. Quite frankly, they don’t have a website to support it either.
ViewPoint
MAY 5, 2015
Use the phone and snail mail to differentiate yourself. Ruth Stevens , Consultant , advises us to drop the sales-speak and stay relevant: Nurturing programs need to be informative and educational, not sales-y. Develop a daily discipline of connecting with people important to you—prospects, customers, influencers and partners.
ViewPoint
MAY 2, 2012
” He adds that a major challenge is differentiation by noting, “Good content is hard and expensive because the stakes are constantly being raised. ” He cites the example of infographics that were cutting edge two years ago, but inexpensive, widespread and no longer differentiating today.
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