Sales

One Touch, Two Touch, First Touch, Last Touch: The Attribution and Impact of Content on Customer Behavior

One Touch, Two Touch, First Touch, Last Touch:  The Attribution and Impact of Content on Customer Behavior
By July 29, 2014 Marketing, Sales

As marketers create more content, leverage more channels, and vary the touches, it is essential given the investment of time, energy, and money that we understand each of these plays to the buying process, and which components have the greatest impact on generating conversations, consideration and ultimately consumption. This article explores optimization and attribution modeling, when to use them, how they differ, plus the various approaches for assigning and measuring attribution.

Thermometer - Customer Response

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Leverage Trigger Events in Social Selling

Leverage Trigger Events in Social Selling
By July 22, 2014 Sales, Social Selling

Selling is all about patience, your message and timing. Get the timing and the message wrong and watch your sales opportunity fly right out the window. Unfortunately, a lot of sellers are getting it wrong.   Read more ›

Synching Content with the Customer Buying Process

Synching Content with the Customer Buying Process
By July 21, 2014 Marketing, Sales

Marketers everywhere are scrambling to develop content and leverage the myriad of channels as a way to reach and connect with prospects and customers.

Here’s the kicker, if we focus on producing content without taking the customer buying process into consideration our efforts may be for naught. Content delivered in the right channel at the wrong time can be a wasted touch point. This article outlines how to synchronize mix and content with the customer buying journey and lifecycle, and why this is important.

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With Great LinkedIn Power Comes Great Social Selling Responsibility

With Great LinkedIn Power Comes Great Social Selling Responsibility
By July 18, 2014 Marketing, Sales, Social Selling

LinkedIn is the key social selling tool in every seller’s toolkit. Because you can use LinkedIn to reach anyone in the world directly, does not mean you should.   Read more ›

Why Your Proposal Isn’t Closing

Why Your Proposal Isn’t Closing
By July 17, 2014 Sales, Social Selling

Writing sales proposals is tough, time-consuming work. The average sales proposal takes roughly 2 hours. If you’re using some smart proposal software, you can get it down to 15 or 20 minutes.

But that’s all pointless if the proposal doesn’t close. Here are the four reasons that it’s possible that a majority of your sales proposals are not closing – and it doesn’t have to be that way.   Read more ›

Great Content, Not Sales Pitches

Great Content, Not Sales Pitches
By July 14, 2014 Sales, Social Selling

“The guy who hustles the most is the guy who just catches that loose ball.” -Will Smith   Read more ›