Accurate prospective client intel, in the hands of a skilled business development team virtually guarantees a successful outcome. But clients today prefer to remain invisible, talking to Google instead of your agency directly. That’s why successful agencies are leveraging the power of Content Marketing, Marketing Automation/Website Tracking Software and 2nd-Click ...
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With virtual selling becoming the norm vs the exception, it's never been more important to understand how to leverage digital channels like email to nurture at scale. However, a quick Google search for "best sales nurturing email templates" quickly reveals a glaring issue in every nurturing template you'll find — ...
When recently asked, many B2B buyers of complex solutions strongly preferred a purchase experience free of sales rep interactions altogether. The nearly 1,000 Business-to-Business buyers survey revealed that 43% of surveyed respondents preferred a rep-free buying experience. When cut by generation, 29% of Baby Boomers wanted to remove sales reps ...
The problem with most posts sharing B2B Social Media Marketing best practices is they're written by agencies and consultants that don't employ paid sales teams. The B2B social media strategy that works for them likely doesn't work for most small, mid-sized, or enterprise-level B2B companies. That's why you see a ...
Do you long for the old days — where all of your major pitch meetings were held face-to-face vs being forced to present your team's pitch deck via a Zoom Call? I don't blame you, since we all know research shows it's easier to make a good first impression via ...
They say you only get one chance to make a first impression. And in the world of virtual sales prospecting, the punishment for failing to make a good first impression could just end up eliminating your ability to communicate with the person you're trying to connect with forever. So, let's ...
All B2B content falls into one of two content classes: there is 1st-Click Content (the kind you're most familiar with) and 2nd-Click Content, the kind most B2B marketers are not yet producing but should be, to truly arm their Sales Teams for social selling success. But not all 2nd-Click content ...
If you're a solopreneur, freelancer, or independent consultant, every minute of every day that you spend chasing business that doesn't convert is wasted. Regardless of how you actually bill for your services, at the end of the day, you sell your time. And those minutes you spent chasing business that ...
Every day I hear B2B Marketers, B2B Sales Directors, and a host of C-Level folks repeating the same old undisputed law of B2B Social Media Marketing — LinkedIn is THE B2B social media platform. 🤦♂️ In some cases, their opinions are based on a simple fact: LinkedIn is the business ...
The Reality: Your advertising, public relations, or digital agency gets most of your new clients via participation in RFPs — you spend your time showing prospective clients that you’re interested versus spending your time becoming interesting. Heck, even the late, great Prince sang about your biz dev troubles and how ...
What's Happening: the Covid-19 Pandemic has fundamentally changed the world of sales prospecting — likely forever. A McKinsey survey found 70-80% of B2B decision-makers say they prefer remote interactions to in-person. Hence, video calls, emails, chats, and social media conversations are replacing lunches, dinners, drinks, and other forms of in-person ...
The Problem: According to the WSJ, $250 million per day is wasted on bad, ineffectively designed PowerPoint Presentations. But, based on our calculations, it could actually be 3X’s that amount – $619 million per day, and NEITHER of those figures include the salary costs associated with creation of bad PowerPoint decks ...