ViewPoint
OCTOBER 27, 2011
I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. Many companies focus first on the tools, while they should focus first on goals, metrics, tactics and then tools.
ViewPoint
MARCH 26, 2015
The problem is they usually end up talking more about their company and offerings than about the prospect and their needs. No one cares what you think about your company, product or service. One of the most important steps is to begin creating a list of client issues your company has successfully addressed. Simplified.:
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ViewPoint
JANUARY 22, 2016
This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. What B2B Companies Did Well in 2015? Smart company leaders will look for ways to remove the process, technology and fluff that keep their company from growing.
ViewPoint
MAY 9, 2013
Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. History and context can make an e-mail more like a conversation, says Donald Parsons, Amazon''s global e-mail director. Via ClickZ. Via eMarketer. The Most Effective E-mails Are Personal.
ViewPoint
MARCH 25, 2015
From his consulting experience, Mike has found the number one reason companies struggle to pick up new business is that the people responsible for bringing in new business just aren’t doing it. In fact, most people find every reason not to. It’s one of those things we never do unless we are proactive and disciplined about it. Simplified.:
ViewPoint
MARCH 24, 2015
Case in point: The CEO of one of the largest inbound marketing companies revealed to him that they actually use an outbound marketing team to sell the service of the inbound marketing team. Why does Mike so vehemently oppose such claims? For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline.
ViewPoint
OCTOBER 31, 2011
Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. Research your prospect's specific company, industry or position. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts.
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