For most marketers, lists are the cornerstone of their strategy and campaigns. Without a database of contacts from companies that fit the target profile of buyers it’s virtually impossible to produce leads. The list is so key to how marketing and sales operate that a multi-billion dollar industry exists to support just this need. While lists are the lifeblood of marketing and sales, they are also energy vampires and resource black holes… Read the Forbes post here.
It’s like the old 1980s ad “When E.F. Hutton talks, people listen”; success today requires you to always be relevant. Relevance is a table stake across the entire lifecycle of a seller-buyer relationship, not just when you’re making the sale or answering a customer service question. As buyers move through on their journey, what is relevant to them changes.... Read the rest of the Forbes post here.
The Web is the number one lead generation channel for B2B marketers. Social communities, websites and the Internet are destination sites for B2B buyers researching planned purchases and educating themselves on key players in the market before raising their hand to any vendor. The quality of your online presence is a key determinate of whether a B2B buyer raises their hand to you or not.. To read the full Forbes post, click here.
Today, Salesforce.com released its Exacttarget Marketing Cloud 2014 State of Marketing study that polled over 2,600 mid- to senior-level marketing managers cross all industries. 67 percent of marketers say their number one priority for 2014 is to increase sales directly attributable to digital marketing campaigns, 64 percent are focused on increasing email click throughs and open rates, and 61 percent want to increase their ROI.. To read the full post on Forbes, click here.
My thumb is so well trained to hit *6 delete on my cellphone that it is stands at the ready for every voicemail which gets less than 5 seconds before its fate is decided. I’d like to give every caller the benefit of the doubt because I too sell services and know how hard it is to reach prospects. After averaging 20 calls a day … Read the rest of the Forbes article by clicking here.
Customer experience is not restricted just to the attract-engage-convert-close funnel. Rather it is about the lifetime experience the buyer expects to have with a vendor. Yet vendors and industry pundits are so focused on the purchase experience that they overlook the level of influence post-sale experiences have... Read the entire article on Forbes.
We knew it was bound to happen, the signs were all there. It all started with customers taking control of their purchase experience. They devised new ways to evaluate products, developed new shopping habits, eliminated traditional sources of information including the salesperson.... Read the rest of the article on Forbes.
Read most B2B customer experience articles and you get the impression that Sales and Marketing just need to man-up. If only Marketing would use more analytics and technology to automate the omni-channel experience. If only Sales would stop cold calling and use social media to build trusted relationships with target accounts... Read the rest of the article on Forbes.
IBM recently announced a new partnership with Hult International Business School that’s driving innovation in today’s higher education system and helping to close the skills gap in areas like social, analytics, mobility and cloud computing to better prepare future business leaders. I sat down with Jim Spohrer, IBM’s Director of University Programs.... Read the rest of the article on Forbes.