Columnist John Cosley shares research from Bing Ads on the customer journey and explains how you can apply these learnings to optimize your paid search campaigns. John Cosley on July 21, 2016 For years, paid search has centered around clicks. Getting the most clicks. Getting the highest click-through rate. Marketers have obsessed at delivering the … Continue reading New insights on the customer decision journey
There is an ongoing debate amongst SEM experts as to how to best segment your PPC accounts, and columnist Aaron Levy illustrates his process with a handy flowchart. Aaron Levy on June 3, 2016 One of the most common and difficult choices you’ll make when managing an SEM account is deciding when to segment keywords. Any … Continue reading Decision trees for SEM segmentation
by Dave Blake May 20, 2016 Follow @davecblakeMay 20, 2016 During my travels meeting with customer success leaders from around the globe, I’m frequently asked two common questions. Who should own the renewal, sales or customer success?How should I compensate my Customer Success Manager (CSMs)? I’ll cover the answers to these questions in a two-part … Continue reading Who Owns the Renewal? – 3 Ownership Models to Guide Your Decision
by James Brockbank May 1, 2016 Follow @BrockbankJamesMay 1, 2016 When done correctly, launching a multilingual version of a website can be one of the most effective ways to grow an online business, driving targeted buyers in new territories and carving out a market presence amongst a new audience. Whilst for some businesses, their offerings … Continue reading Launching A Multilingual Website – The Toughest Decision?
by Eric Douglas April 12, 2016 Follow @LeadingResourceApril 12, 2016 Most people assume they make good decisions most of the time. But a new body of research reveals a phenomenon called “decision fatigue,” which means the more decisions you make during the course of a day, the more likely you are to make a bad … Continue reading Coping With Decision Fatigue
by John Holland January 1, 2016January 1, 2016 When working with committees many salespeople and their managers assume that the highest-level person is the decision maker. While I believe it is important to gain access to as many committee members as possible, focusing too much on the senior executive (and potentially busiest person) may not … Continue reading Bad Assumption: The Senior Executive is the Decision Maker
by Brandon Redlinger December 2, 2015 Follow @brandon_lee_09December 2, 2015 Sales development reps are tough people since they’re faced with many challenges every day. On one side, you’re being squeezed for the most possible qualified leads in the shortest possible time. On the other side, you’re getting turned away from prospect after uninterested prospect. In … Continue reading Getting Past the Gatekeeper and Talking with the Decision Maker
by Janet Spirer November 15, 2015 Follow @saleshorizonsNovember 15, 2015 Customers Buying Journey McKinsey&Co’s David Edelman and Marc Singer recently wrote about the world of consumer buying. We thought the overall conclusion also had relevance for the B2B market. According to Edelman and Singer – “the traditional funnel model in which customers begin with a … Continue reading Shape the Customer’s Decision Journey – Create a Unique Competitive Advantage
by Julie Kantor November 11, 2015 Follow @JPKantorConsultNovember 11, 2015 The 34th President of the United States is the subject of today’s post—and in reality, an interesting case study in what effective executive leadership, focus, and prioritization looks like when related to productivity measures. A fact: Dwight Eisenhower lived an incredibly productive life, and here’s … Continue reading The Eisenhower Decision Matrix: Important vs. Urgent
Dan StrattonOctober 4, 2015 Over the past decade, the buying cycle for business-to-business (B2B) deals has slowly shifted to what it is today. Gone are the days of cold calling and sellers owning all the power by controlling the entire sales cycle. Now, buyers have all the facts that they need to make a decision … Continue reading Making A Business Decision? Trust Your Network
