Sun.Mar 04, 2012

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Lead Nurturing: Build trust, win more deals by helping prospects – not selling them

markempa

Tweet Imagine this scenario: Boy meets girl. Boy asks girl out. On their first date, boy asks, “Will you marry me?” Girl says no. Boy promptly sends her phone number to the bottom of his list. Six months later, boy calls again. “Want to marry me yet?” he asks. Girl rolls her eyes, hangs up and blocks his number. I fully realize this is a silly scenario, but it’s really not unlike what sales professionals do when they call prospects every few months to “touch base” and ask “whether they’re ready

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3 Ways To Connect With Today’s B2B Buyers

Tony Zambito

Image via Wikipedia. This is part 4 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today. Not too long ago, reaching and connecting with B2B buyers was a straight forward proposition.

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14 Ways New Facebook Betrays Small Business

Convince & Convert

I get it. The IPO is coming, and even though Facebook is the largest seller of online advertising, it has massively under-monetized its inventory due to the relative paucity of big-brand spend. Most of Convince & Convert’s clients are larger corporations (or the agencies that serve them), but we’re a small business and work with a few as well, and I never thought I’d yearn for the cozy embrace of Google and it’s methodologies and mechanisms that were – and are &