I participated in an interesting LinkedIn discussion exchange today, started by Jeff Blackwell, titled: What Can You Do to Shorten the Sales Cycle? Naturally, this got a bunch of comments, including from your’s truly. Several people remarked on the importance of asking for the order. You’d be surprised how often salespeople neglect to do this. A …
Category Archive
for: ‘Business to Business’
Build a Great B2B Marketing Team by Christopher Ryan
In my new book, How to Create an Unstoppable Marketing and Sales Machine (available at http://bit.ly/4zTeAs), I devoted four chapters to the subject of how to find, motivate and manage marketing and sales personnel. I gave this subjet valuable book space because it is not just the budget, programs, and technology that generate the results, …
A Strong Web Front Demands: A Strong call-to-action- John Leavy
“Leadership is the art of getting someone else to do something you
want done because he wants to do it.” – Dwight D. Eisenhower
A call-to-action tells the web site visitor to take some immediate action; “Call Now!”, “Download Now!” or “Sign-up Today!”
Calls-to-action must include strong, compelling action verbs such as, download, buy, shop now, …
A Strong Web Front Demands: An Eye-catching Tag Line – by John Leavy
We can use the web page examples above for a lesson in web design – eye-catching tag lines. Visitors need to be drawn in quickly or they are on their way to a competitor’s web site. “Creating Picture Perfect Homes!” is just what people want their homes to look like – picture perfect. This home …
A Strong Web Front Demands: Compelling Content – by John leavy
This is an area where clients and web developers seem to fail – neither one is competent at writing compelling copy. The web folks are geeks and the client may not have the marketing skills to express the messaging clearly. If a good writer or marketing person is not part of the web development team; …
Stop What is Hurting You in B2B Marketing and Sales (by Christopher Ryan)
Take a sober assessment of your B2B marketing campaigns, strategies, lead generation programs, expenses, etc., and immediately stop: lead generation programs that are not followed up by the sales team, campaigns that do not reinforce your core message, expenses that do not contribute to the overall objective, unnecessary reporting and analysis, working with people who are unreliable and/or unproductive, and anything that you are doing as a manager that is impeding your staff’s ability to get their jobs done quickly and efficiently.
Timing is Everything in B2B Marketing (from Chris Ryan)
I just read an interestng post at the Smashmouth Marketing Blog about the importance of timing when it comes to reaching business prospects at their desks. According to an MIT/InsideSales.com study, you are 2-3 times more likely to catch someone in the eastern time zone between 4 and 5 pm as you are between 11 am and …
Marketing Tactics Must Always Follow Strategy (by Christopher Ryan)
Bill Petro just sent me a link to an August blog post by Seth Godin titled When tactics drown out strategy. Seth made some great points as usual and it got me to thinking about the many times I have been asked to execute a marketing campaign when the person doing the asking could not clearly …
