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
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
Buyers are now on the driver’s seat armed with a wealth information from the Internet. Fact is, new buyers aren’t raising their hands until they’re two-thirds or more through the sales cycle. They have new tools to find the information they need before they interact with salespeople.
Business revolutions are messy. Continue reading
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
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
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
Benchmark Research. Ongoing Information to:
– Detect Competitive Threats, Market Shifts and New Opportunities
– Continually Measure Your ProgressHow do you get market feedback? How often do analyze trends? Been surprised by a competitive threat or market shift? What is your company’s reputation in the marketplace? Continue reading
The Internet of Things (IoT) is the network of physical objects or “things” embedded with electronics, software, sensors and connectivity to enable it to achieve greater value and service by exchanging data with the consumer, manufacturer, operator and/or other connected devices. Each thing is uniquely identifiable through its embedded computing system but is able to interoperate within the existing Internet infrastructure. Continue reading
Like any other investment you would make, money spent on marketing must generate a return. (Otherwise why make the investment?) While that return could simply be greater cash flow, good marketing plans result in higher sales and profits.
So don’t simply plan to spend money on a variety of advertising efforts. Do your homework and create a smart marketing program. Here are some of the basic steps involved in creating a marketing plan. Continue reading
Many industrial/manufacturing industries lag behind in their adoption of modern digital marketing practices, largely due to target demographics that have been slow to embrace social media and mobile computing. However, with digital trends accelerating and workforce demographics rapidly changing, businesses are being forced to adapt quickly. Continue reading