Prospecting is one of the most labour-intensive aspects of the sales process, but it’s also a crucial sales activity that all reps should be doing to ensure they meet their targets each month. Time and targets are constant concerns for people in sales; it can feel like there’s not enough time in the day to generate the numbers they need to hit targets. Effective prospecting can help salespeople proactively and productively identify opportunities to help them hit their quotas. In this blog post, we’ll be looking at some best practices for identifying, prioritizing and connecting with potential customers to accelerate the sales process.
Editor’s Note: This post was originally published in May 2017 and has since been updated.
On average, 5.4 people are now involved in today’s B2B purchase decisions (Source). As a result, B2B sales cycles are getting longer and longer, and differences in opinion make it increasingly difficult for decision makers to agree on a purchase. There are a number of reasons for this shift—increasing collaboration in the workplace, emphasis on strategic alignment, tighter control on spending—but regardless of the cause, the end result is the same. Salespeople have to contend with multiple decision makers and, to make their sales efforts more effective, they need to tailor their approach to multiple buyers.
Editor’s Note: This post was originally published in December 2016 and has since been updated.
The market for managed print solutions is very competitive, making it more important than ever for those selling managed print to revisit and update their sales strategies. What was tried and true ten years ago might not necessarily be effective today. In that time, technology has fundamentally changed how we communicate and how we find information, two essential aspects of the purchasing process. To close MPS deals and win bids in today’s market, sales professionals must respond to these changes. We put together a list of seven tips to help close deals with these changes in mind.
Digital marketing is not a ‘nice to have’ in today’s competitive markets – it’s a must have. Marketing is a fundamental business function, but it’s often the first place small and medium-sized businesses look to cut costs. Despite shrinking budgets, marketers are still expected to deliver on lead generation, advertising, public relations, content creation and social media targets. In this guide, we’ll show you how to build an effective digital marketing strategy regardless of your budget or skill level.
With so many new tools to connect with and engage customers at our disposal, it can be easy to undervalue the trusty ol’ email. Even though it’s not the newest technology on the block, email is still one of the most valuable channels for marketers. With great power, though, comes great responsibility. In this post we’ll look at the value of effective email marketing, what makes a good email and common mistake to avoid.
Editor’s note: This post was originally a three-part series called Strategic Planning 101 published in November and December 2014. It has since been combined, condensed and updated.
Your company is only as successful as your business strategy. Having a strategic plan gives your organization focus and direction, ensuring you’re actively working toward achieving your goals. Without that roadmap for success, you run the risk of missing key opportunities and losing potential customers to competitors. In this blog post we’ll look at how you can leverage three core components of your company’s identity—your mission, vision and values—to develop a plan for success.
Content and lead generation go hand in hand – you can have one without the other, but your marketing strategy won’t be very effective. The glue that holds these two marketing functions together is lead intelligence or what you know about your potential customers. You can use this information to create smarter content optimized for your audience to increase lead generation and help move leads further through the buyer’s journey. In this post we’ll be looking at how you can use lead intelligence to create targeted content that converts.
Search engine optimization (SEO) is a broad concept that includes many factors, like the words on a page, how your site is structured and the way other sites link to yours. But it’s not just about you and making your website search engine-friendly; SEO is also about creating a positive user experience for the people who visit your website. Whether you’re revamping an existing site or launching a new one, optimizing for search engines should be a top priority. In this post we’ll provide some SEO best practices so you can increase the visibility of your site.
How do you build your brand, both professionally and personally? It used to be that you would attend in-person events or meetings and expand your network by meeting new people. Make no mistake, events are still an important marketing tool, but technology has fundamentally changed how we connect with others and to what degree. In this post we’ll be focusing on the networking and sharing tools that make this possible – social media. More specifically, we’ll look at why you should be on social and how to leverage social media in your digital marketing.
Marketing automation tools drive efficiency and provide new opportunities, but with this technology it can be easy to forget about the actual person on the other end of our communications. In our search to increase click-through and conversion rates, we quickly lose sight of our audience. Buyer personas are the key to avoiding this and making our marketing more impactful. Understanding who we’re speaking to and what their goals and pain points are is the first step to crafting messages that engage audiences. In this post we’ll be looking at buyer personas – what they are, why they matter and how to create yours.