Justin Lambert — November 22, 2016 — November 22, 2016 If you need to wear glasses or contact lenses to drive, you suffer from myopia. It’s also known as nearsightedness because your eyes are unable to easily focus on things that are far away while things that are right in front of you are perfectly … Continue reading Content Myopia: Just Because You Know Your Industry Doesn’t Mean Your Prospects Do
Andrea Willson — November 2, 2016 — November 2, 2016 When your prospects are on the fence, pondering whether to purchase from your company or a competitor, they’re likely doing thorough research to ensure they’re making the right decision. From a vendor perspective, it’s crunch time. Case studies can be an extremely effective marketing tool … Continue reading How to Utilize Case Studies to Build Credibility with Your Prospects
by Laura MacPhersonOctober 3, 2016 Nearly every B2B business leader who writes blog articles has been there: sitting at your desk, staring at your published post with its minimal number of likes and shares, wondering if your prospects are even reading your blog. Ugh. Sometimes it can feel like you’re writing into a black hole. … Continue reading 26 Ways To Generate Post Ideas For Your B2B Blog (That Your Prospects Will Love)
by Tukan Das Follow @tdasAugust 28, 2016 No prospect is a one-channel individual. That is, they are not only using email, or Twitter, or LinkedIn, or the phone… chances are, they use all of those, and more, in their day-to-day lives. Prospects are multi-dimensional in their choice of channel and platform, jumping from a phone … Continue reading How to Combine Email, Phone, Social and Personal Connections to Engage Your Prospects
by Gillian SontzAugust 7, 2016 One of the most frustrating situations SDRs encounter when prospecting, is when a prospect agrees to a next step, and then “goes dark.” Despite numerous phone calls and email attempts by the SDR, the prospect remains unresponsive, leaving the opportunity “stuck” in the sales pipeline. Do not let unresponsive prospects … Continue reading 4 Strategies Sales Development Reps Can Use To Re-engage Prospects That Have Gone Dark
If you are, then it’s time to rethink your strategy. Columnist Jeffrey L. Cohen explains why the right marketing automation program will help you target prospects with the stories they care about. Jeffrey L. Cohen on July 25, 2016 We’ve all been to office parties where someone ordered pizza — but what about the … Continue reading Are you telling all your prospects the same story?
by Susan Gilbert July 10, 2016 Follow @SusanGilbertJuly 10, 2016 Overcome Buyer Objections and Increase Sales If you’ve been in business long enough, then you know how frustrating it can be for a lead to turn you down after months of hard work. If you’re not getting the results that you need then you will … Continue reading Get Your Business Prospects to Say Yes to Your Offer
by Zen Cachola June 30, 2016June 30, 2016 Social Selling is an engagement game. To be effective, you need to think like Nir Eyal, author of “Hooked.” Apps like Tinder, Snapchat and Instagram all have ‘The Hook Experience’ in common. The Hook Experience refers to the model of manufacturing desire with four repeating steps: Investment … Continue reading 3 Effective Social Selling Habits that Influence Prospects
by Tamar Weinberg June 29, 2016 Follow @tamarJune 29, 2016 Getting your promoted social posts and search ads in front of your sales prospects’ eyes is great and all, but the inbox is where you really want to be. People often buy B2C products on a whim, but with its longer sales cycles, B2B is … Continue reading 3 Ways to Get Inside Your Prospects’ Inboxes with PPC
by Danny Wong June 8, 2016 Follow @dannywong1190June 8, 2016 While LinkedIn may not have quite as large of a user base as its social cousins Facebook and Twitter, it continues to grow in popularity around the world and boasts a highly-engaged core of power users. As B2B sales opportunities increase exponentially on the platform, … Continue reading 8 Important Steps To Engage Prospects And Close Sales On LinkedIn
