Building Business Relationships

Getting C-Level Executive to Opt-In

Mon, 02 Mar 2009 08:53:49 -0500

What's the best way to get buy-in (opt-in) to your list from C-level executives? Having an especially difficult time.
Yehuda Cagen, Xvand Technology Corp

Your strategy will depend on what you are selling and how you have positioned your solution for these buyers. I've had some success getting c-level executives to sign up for newsletters, here are some tips to get you started:

More Than A Quarter of B2B Leads are Ignored

Fri, 27 Feb 2009 08:02:27 -0500

Studies claim more than 37% of B2B leads are ignored, I've seen as high as 50% within one week of an event. What does this mean to your business and its B2B lead generation efforts?

Are You Upselling Service Calls

Sun, 15 Feb 2009 07:36:56 -0500

Increasing sales means connecting with customers across every interaction point. Are you up-selling in a way that builds value for the customer with wants? Here is another way you can ...

Is THIS Business Marketing Advice Bunk?

Mon, 02 Feb 2009 13:57:35 -0500

Periodically, I wander around looking at what others are recommending in business-to-business marketing, and it makes me sick. Whether you follow my advice or someone elses: here are 5 ways to sniff out and get past BS business marketing advice:

Getting More from Sales Tools

Thu, 22 Jan 2009 05:57:02 -0500

The average sales person uses between 20 and 40% of the selling tools available to them. This shows in any selling professionals ability to create and keep profitable customers. Why is sales tool adoption so low?

Benefit from Being Most Expensive

Thu, 15 Jan 2009 17:32:46 -0500

How can you benefit from being the most expensive provider of your product or service in a business-to-business marketing? Some of your competitors do benefit, why not you? The answer may surprise you ...

Recession Proof your Marketing

Mon, 12 Jan 2009 10:25:28 -0500

Today's economic challenges are causing some marketing not produce like it once did. It might be time to tune up and recession proof your marketing. Here are some tips to shore up your marketing efforts.

How Any Salesperson Get More from CRM

Fri, 02 Jan 2009 04:43:41 -0500

Your manager proudly unveils the companies shiny new customer relationship management (CRM) system. It looks nice, but how can you use it to create more sales? It's easier than it seems ...

Why Salespeople Avoid CRM Tools

Mon, 22 Dec 2008 06:18:59 -0500

Your manager exclaims, "Why isn't anyone using the new CRM software?" You know, that clunky thing management would like you to spend an hour with everyday. Here's why salespeople often avoid CRM tools:

Are You Building Relationships In Service

Mon, 15 Dec 2008 08:35:16 -0500

Have you ever called technical support and spent an hour on the phone? How did that make you feel about the company serving you? Customer service experience matters in building customer relationships.

Using Free Reports in Lead Generation

Mon, 01 Dec 2008 10:01:34 -0500

When a prospect is looking for answers, very often free reports or white papers can build awareness of your company. But, how to do this the right way?

Are Sales Gimmicks Worth It?

Thu, 20 Nov 2008 08:00:56 -0500

You can't please everyone, in fact, some of the best working sales gimmicks annoy many of the people who receive them. Some are upset beyond belief, insulted, even will refuse to do business with you in the future. But what really matters ...

Use Common Curtesous in Social Networking Communities

Sat, 15 Nov 2008 06:40:33 -0500

Just because you are on-line doesn't mean you doesn't mean you can be an annoying douche bag. The rules of social interaction are the same on-line as they are off-line. Here's how NOT to be annoying:

Best Insight for Recessionary Marketing

Mon, 10 Nov 2008 10:15:39 -0500

While news cries about the recession, you can choose not to participate if you understand how to market in this environment. Everyone wants to tell you what to do, but only this method will show you what works for you.

Biggest Social Media Marketing Mistakes

Mon, 27 Oct 2008 06:18:18 -0500

With all the excitement around social media many business-to-business marketers are missing the point. How much time are you spending with these new tools? They make these horrible mistakes that you will avoid to be successful: