NOTE: Robert Hamilton and I collaborated on this article.
It seems every week we talk to just another IT services shop trying to kick-start their marketing and sales process. We sit down with the founder and ask the same question: “so how are you different from all the other firms out there?”
When we ask that question, [...]
How do you equip the salesforce with something interesting and useful that maps to each stage of the buyer’s process? The fastest way to identify this information is by reviewing your web analytics reports. What terms are people using to find your website? If they are searching on “sharepoint for marketing departments” then create informative [...]
As you think about the coming year and the task of cleaning up your CRM database, here are a couple of categories we recommend you consider as you think about customizing and executing your drip marketing campaign. Give some thought to how you will communicate with each of these groups and what it means from [...]
The marketing, the sales work, the strategizing, even the execution — it’s all writing.
(OK, it may not be all about the “writing,” but rather about the conceptualization– what the business people call “concept development.”It’s more than “thinking about.” It’s rigorous, it’s hard, it is adopting a double-mind approach, where the intrinsic properties of the concept [...]
…and make no mistake, no matter what you do, yours is a technology company.
Unfortunately, technology companies are often run by smart people – people who dig for the facts, who base decisions on solid intelligence, who were good students passionate about learning.
If the buying public were comprised primarily of people in that mindset, simply [...]
A small professional services firm had become frustrated with traditional search engine optimization techniques and asked us to implement new lead generation tactics.
The firm was committed to using the web to generate leads. Yet, qualified lead flow was at an all time low – less than one lead per month per sales person. The Client’s [...]
Did you know simply asking customers their opinion can make them better customers?
We conducted a simple experiment to test this idea for one of our clients. We selected a sampling of 500 prospects from our client’s prospect database, then divided it into two equal sized groups.
The first group (Group 1) were called, emailed [...]
B2B technology marketers have their work cut out for them. With complex sales cycles, buyer fragmentation and too many “me too” competitors, there is no doubt that marketing is becoming more difficult.
So who better to know technology marketing than the technology providers themselves? We asked some local technology entrepreneurs to share some quick marketing [...]
