Sangram Vajre asks, “I’m not sure there’s a future for lead scoring, are you?” Lead scoring as we currently know it isn’t great, but it is better than complete blindness. However, lead scoring today is overly dependent on demographics and firmographics. Can’t see anything? Watch it on YouTube here. Listen to the audio here: Download
In today’s show, Sandie asks, “How can marketing and marketers help salespeople be more effective? What can marketing do to help sales (the department)?” Marketers and sales professionals should be – need to be – aligned in common objectives. To do this, marketers provide help in three ways: Analytics: visibility into what’s working Data Integration:
The secret to successful sales is found in the Jewish Midrash, circa 600 CE: “If speech is silvern, then silence is golden”. Your chances of winning a sale are directly proportional to how much the prospective customer speaks. The more they speak, the more likely you’ll win. The more you speak, the less likely you’ll
I’ve never understood marketers who add major shopping holidays AFTER the existing shopping holiday. For example, after Black Friday comes Small Business Saturday, followed by Sofa Sunday, Cyber Monday, and finally Giving Tuesday. By the time consumers make it to the end of the Thanksgiving retail season, there isn’t a dollar left to be had.
Artificial intelligence will impact every industry, every profession. In some cases, rather than replacing people, it will change how people do their jobs. Let’s examine the average retail interaction today. The Current In-Store Retail Marketing Experience At any average retail store, we walk in and are greeted – sometimes enthusiastically – by someone who doesn’t
Where do we start? How do we build a sales pipeline robust enough to hit our quota when we’ve nothing but a blank pad of paper, an empty contact list, and a fresh inbox? In this series, we’ll look at how to build a sales pipeline from scratch, using the most modern digital tools and
Let’s say we’re the new person in our sales and marketing organization. It’s the first real day of work, after orientation, after employee on-boarding, after signing the employee handbook and dealing with all the paperwork of a new job. We’re seated at our desk, our phone is freshly sanitized, our inboxes are empty and our
Why don’t our prospects buy from us? This is the oldest question in sales and marketing, in all its forms. Why aren’t people buying? Why isn’t the cash register ringing? Why aren’t window shoppers walking into the store? We answer all these questions with two variables: outcome and value. Outcome Far too many marketers focus
Once we know what we’re going to sell, we have to set up the tools needed to actually sell things. Setting up a home-based business for kids isn’t just a matter of slapping up a page on Etsy. To do it right and prepare it for scale, we’ll need to do a little planning around
