How Do Ads Follow You After You Visited a Website? Retargeting

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Ever notice that ads seem to pop up on other sites after you visited a website? It’s called Display Ad Retargeting. It is very effective way to promote your brand. Virginia Goulding from WTWH Marketing Lab gives an overview of this tool that is low-cost and effective. Continue reading

What Engineers Want from Your Website. Data to Help You Get the Business

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Your company website shouldn’t be your only marketing channel, but it can serve as the hub for your marketing strategy. Your goals should be to drive customers to your site, give them reasons to stay, and motivate them to engage with you. Continue reading

How Engineers Get Their Information. Data to Help You Get the Business

Looking to market to engineers? They are tough sells. Right brain, skeptical, performance-driven and cost conscious. But, they are prime buying influences.

CFE Media (publishers of Control Engineering, Consulting-Specifying Engineer, Oil & Gas Engineering, and Plant Engineering) and TREW Marketing partnered to survey CFE Media’s collective audience of 1,000 engineers about how they get their information. Continue reading

Sales Power: The Secrets of What Every Customer Wants

Surprisingly, the best price and best value is at the bottom of the customer’s priority list according to research conducted by The Rain Group. According to the survey, customers tend to buy from sellers who are outstanding at the following issues: Continue reading

Get Ready for the Changing Face of B2B Marketing

The business-to-business marketplace is changing. While this may not come as a surprise, the way things are evolving might serve as a wake-up call for some brands. That’s because over the past two years, there have been some rather interesting shifts, not just in how B2B buying decisions are happening, but also in who’s responsible for them. Continue reading

Why Website Messaging Must Be Part of Your Company’s Sales Pitch

New research reveals that the average sales cycle in nearly all industries has shortened dramatically. Just a decade ago, closing a sale required an average of 5.6 personal interactions. Today, the decision to buy develops in a blistering 1.7 meetings. What’s more, many prospects reach their decision before the salesperson slams the car door shut in the parking lot. Continue reading

13 Costly Sales Messaging Mistakes

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Any one of these 13 sales messaging mistakes could be costing you money. From failing to find persuasive messaging, to telling your story in a boring way that makes prospects switch off, to arming sales people with the wrong sales tools – if you make these mistakes, your sales will suffer. Continue reading

How to Build Bridges Between Sales and Marketing for Better Results

Bridge Building Horiz

Sometimes, marketing people don’t understand sales people. And sales people don’t understand marketing. I’ve heard marketing people say sales is arrogant and lazy and ignores marketing’s efforts. Likewise, I’ve heard sales people opine that marketing is irresponsible and irrelevant. They never get anything useful from marketing. Continue reading

How to Optimize Sales and Marketing Effectiveness

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Over the years I’ve seen some clients achieve great market share and profit results when sales and marketing work together. And, I’ve had other clients suffer less than stellar results when sales and marketing don’t work together. These under performing companies lack a shared vision and teamwork. Continue reading