Continuing with our Digitally Enabled Sales Rep series, today we’re discussing predictive analytics and lead scoring. Today’s seller is able to target and reach out to far more prospects than ever in the past. Tools like LinkedIn have created the ability to dig into any account to identify and reach out to almost all potential […]
The digitally powered sales rep has never had more data and information on their prospects than they do today. With the social web, internet research, just-in-time financial data, buyer intent data, and other available sources, reps can profile their territory like never before. However, most reps lack the ability to navigate these data and the […]
Getting your customers to love you is not too dissimilar from keeping the attention of a love interest. In both scenarios you’re dealing with individuals that have unique idiosyncrasies, perspectives, interests, values, and shifting emotional states. These realities explain why there isn’t a “by-the-numbers” approach to win the hearts and minds of those who patronize […]
Last week, we kicked off our series on the digitally enabled sales rep. Now, we’re discussing three key technologies sales reps must use in today’s selling environment. These technologies – predictive analytics, digital content, and social selling – are real game changers if used correctly. Predictive analytics This term is a major buzzword these days, […]
In our previous post we discussed the evolution of traditional technology providers into solution companies and the further shift to cloud/SaaS models. This change has massively affected companies’ go-to-market and emphasized the need for continual customer engagement. Sales cycles are becoming 12-month loops versus 3-4 year renewals. The move to an always-on selling model creates […]
Sales has changed. Because customers have changed. Customers have moved more of their buying decisions online and are less likely to respond to some of the traditional sales tactics that worked in the past. This has led to an explosion of data and technology that has fundamentally changed how we sell. The productivity opportunity for […]
We often hear marketers use the terms ‘demand generation’ and ‘lead generation’ interchangeably. It makes sense at a high level: both activities are performed with the goal of driving new leads. However, there are distinct differences between the two. In the simplest of terms, lead generation is just one type of demand generation. While the […]
If your company is like most tech companies out there, your business has gone through or is going through a fundamental business transformation. The technology sector used to consist of two categories: hardware and software manufacturers. Then came the move to acquire services firms with the goal of increasing revenues, adding higher margins and providing […]
Our marketing team attended the #FlipMyFunnel conference last week, which was hosted by Terminus. It was a buzzworthy event, drawing both B2B marketers and digitally-enabled salespeople from companies of all sizes. The focus of the event was as the title suggests: the idea that marketing and sales can and should invert the traditional funnel, which […]
According to MarketingSherpa, 79% of marketing leads never convert into sales. Having an ineffective lead nurturing strategy contributes to this poor performance. Developing and building a relationship with your prospects doesn’t happen overnight, and you can’t expect to get the results you want by taking a cookie-cutter approach. With segmentation and targeted content you’ll discover […]
