One question always comes up when creating new B2B marketing content: should we focus on what the product does, or how it helps our customers? For every marketing organization, the answer is different, but the best organizations understand how and when to use each...
Group Your Prospects into Niches Outline the categories into which your prospects fit, and create specific emails, phone call outlines, tweets, etc. for each of them. For example, if you sell electrician supplies, try focusing on outdoor-specific electricians. This...
It’s a rare sales rep who’s never lost a deal. We have to lose sales at one point or another. It’s also easy to blame a loss on something out of our control. “Our product is inadequately priced,” you may say, or, “The prospect has...
Today, thanks to the abundance of resources online, finding leads is easier than it’s ever been. But finding the right leads is more challenging than ever. Social media and marketing automation make it a lot easier to find a high volume of leads, but that leaves a lot...
Outbound prospecting is an important part of sales strategies, and social networks can be crucial for the execution of a successful prospecting strategy. Social prospecting is all about utilizing sales intelligence to find key insights about potential customers and to...