Discount retailers, such as Target, Macy’s, and J.C. Penney, have tried various pricing strategies over the years to lure customers to buy more of their products. The primary tool in the competitive arsenal is to offer the best value because they know that customers are motivated to seek out price…
Continue reading "The Psychology of Sales: Six Facts Every Brand Should Know"Posts Tagged ‘Sales’
Wednesday, March 27, 2013
Fighting the Lead Generation Battle with Big Data
Many organizations struggle with sales and marketing alignment. In companies both large and small, Sales and Marketing are commonly at odds.
In a recent survey of more than 1,200 executives, research firm CSO Insights uncovered that lead generation is one of the top challenges dividing sales and …
Continue reading "Fighting the Lead Generation Battle with Big Data"Monday, February 18, 2013
Three Weapons to Help You Win Sales From Your Competitors
Selling has never been easy, and in a digital era where you don’t even have a chance to meet the customers face to face, selling can turn into a tough war. How can you and your sales team overpower your competitors and fight over valuable customers?
Below are three weapons you must have before …
Continue reading "Three Weapons to Help You Win Sales From Your Competitors"Thursday, February 7, 2013
Marketers, Give Your Salespeople the Info They Need to Succeed
In Daniel Pink’s new book, To Sell is Human, Pink talks about information asymmetry in the sales process. He points out that the reason people have historically distrusted salespeople is because salespeople had all the information and the buyer had none. That explains the popularity of the term…
Continue reading "Marketers, Give Your Salespeople the Info They Need to Succeed"Wednesday, January 30, 2013
The Folly of Inbound Marketing
First published in 1841, Extraordinary Popular Delusions and the Madness of Crowds is a history of folly by Scottish journalist Charles Mackay. The book chronicles what Mackay called “National Delusions,” “Peculiar Follies,” and “Philosophical Delusions.” Despite its rather sensational style, the…
Continue reading "The Folly of Inbound Marketing"Wednesday, January 23, 2013
Are You Helping Your Customers After They Buy From You?
We’re all familiar with the concept of the sales funnel, the metaphorical structure that represents the research, nurturing-receptive and purchasing stages of a consumer’s buying journey. Those phases are all organized neatly into top, middle, and bottom layers—no more, no less—by marketing…
Continue reading "Are You Helping Your Customers After They Buy From You?"Monday, December 17, 2012
What Salespeople Must Consider in a Customer-Centric Market
We’re all consumers. We all like to buy on our own terms, from people or companies we like, in our own time, and at what we perceive to be the greatest value.
So, what about the seller in this equation? What does the new socially connected environment imply for those who hawk their wares in thi…
Continue reading "What Salespeople Must Consider in a Customer-Centric Market"Four Tips for Creating an Effective Lead Scoring Program
A guest post by Ashley Furness of Software Advice.
Most companies dream of being flooded with leads. And why wouldn’t they? More leads provide more chances to close deals. But high-lead volume also has its drawbacks: Your best prospects might be falling through the cracks because your salespeopl…
Continue reading "Four Tips for Creating an Effective Lead Scoring Program"Monday, June 25, 2012
Is Your Marketing Out of Shape? Back Up Your Goals With Actions
I have a secret. I’ve kept it from most of my colleagues and coworkers for some time now.
The sad truth is this: Seven years ago, I weighed close to 205 pounds. And I stand all of 5 feet, 9 inches. So, when you weigh that much, are of limited stature, and don’t have “NFL Running Back” in yo…
Continue reading "Is Your Marketing Out of Shape? Back Up Your Goals With Actions"Tuesday, March 6, 2012
Timing Is Everything: The Five-Minute Rule of Lead Response
A guest blog post by Irv Shapiro of Ifbyphone.
What do birthday greetings and punch lines have in common? Both rely on good timing to be effective. The same is true for responding to inbound marketing leads. Those first five minutes are crucial. Leads convert 22 times more often when you make co…
Continue reading "Timing Is Everything: The Five-Minute Rule of Lead Response"
