Sales prospecting is a high priority for most companies and how they go about it varies. Some companies may require their quota carrying sales reps to make cold calls and do their own prospecting. Others may use an inside sales team or an outsourced call center that specializes in lead generation for new business opportunities.
Recently I asked a good friend and dear colleague, Ron Finklestein, Owner and President of the RPF Group, Inc. to write a blog on the key factors that drive a customer to buy. With years of experience, below are Ron’s 6 key questions a vendor must answer to gain trust, build rapport and ultimately acquire new customers. In my opinion, Ron is spot on. Happy reading.
Terms like “conversion assists” and “analytical measurement” sound more like a science experiment than marketing components to many marketing executives. Traditionally more focused on strategy vs. operations and analytics, many marketers are still intimidated by the thought of introducing an inbound internet campaign, let alone new technology into their company.
This blog is designed to provide you with the required building blocks to developing a successful inbound internet campaign and ensure long-term success for you and your organization.
Your Tool Kit For Building An Inbound Internet Campaign
Developing and implementing an effective inbound internet campaign requires specific expertise in four top areas:
1. Hybrid Talent
2. Insight and segmentation
3. Digital capabilities
4. Tools and measurement
Sales cycles for complex products can last for months or even years. To keep the deal alive, your best approach will likely be a combination of several communication channels.
With the right team of hybrid professionals in place, they can deploy a multi-channel process for building relationships, nurturing leads and keeping you top-of-mind with your future customers.
Over the years I have had the honor of working with many skilled and talented niche marketers. All of whom clearly understand the principles of successful niche marketing. Principles such as the focus is narrow, the target is extremely vertical and the message should be honed to a particular persona. While all of these principles are accurate, I wanted to take a moment to share with you a few thoughts about how to develop ROI driven content when executing niche marketing to these narrow, vertical personas.
You won’t believe this but every second of the day LinkedIn gains a new member. Yep, you guessed it, that’s 86,400 new members each and every day. Incredible. That’s faster than the US birth rate. That’s faster than a speeding bullet. In fact, LinkedIn has about 200 million registered users in 200 countries.
The majority of their users are in the US and stats show that approximately 45% are business users. That’s the good news. The bad news is that many of us don’t know how to use LinkedIn to generate leads online. As for me, I’m still a neophyte to the platform. But as I continue to invest heavily in educating myself, I will continue to share tips and trends that I believe are accurate and meaningful. So here we go…. 5 tips to help you use LinkedIn to generate fans, leads and sales.
Enjoy and good luck!
A potential client recently asked me, “What’s the difference between Demand Generation, Lead Generation and Inbound Marketing? How do they work together?”
Those are pretty good questions. Over the years these terms have often been misunderstood and interchanged for one another. Let’s begin with some definitions.
Ranking on the first page of the engines for your target key phrases is every digital marketers’ objective. Yet search engine optimization is a rapidly evolving practice in the digital world and many marketers are struggling to find the right path. With thousands of sources, journals and blogs on the subject, we thought it would be helpful to narrow down all of the dialog into some simple and easy tips to get you going on the road to ranking on the first page. In this blog, we’ll present some of the basics to get you ranked high for your target keywords and phrases. Most marketers with some understanding of web design and baseline SEO knowledge should be able to initiate these ideas without any problem.