Official Blog of GTM360 Marketing Solutions
I got my first credit card in the late ’80s. Since then, I’ve been a major fan of plastic. Rewards, deferred payment and a built-in line of defence from fraud – these are some of the reasons I pay with credit cards as far as possible. One more reason why I prefer credit card is … Read more
In Right And Wrong Ways Of Using Case Studies, we saw when to use case studies and when not to. Let’s now assume that a technology vendor has reached a certain stage in the sales cycle when it is appropriate to use case studies. Building an inventory of ready-to-use case studies can be a challenge when … Read more
There’s lot of data in the public domain. Buyer 2.0 is Internet-savvy. So they will help themselves to all that information and find solutions to their pain areas by themselves. Ergo salespersons should stop trying to sell solutions to potential customers. This is the sum of essence of one prevailing school of thought in B2B … Read more
Following Chipotle’s e-coli scare late last year, the burrito chain’s stock has been on a free fall. From a peak of ~$750 in October 2015, the stock price plummeted to ~$400 at the height of the crisis last month. At the time, it was rumored that the company might be forced to file for bankruptcy. … Read more
Whenever they’re asked to sweeten a deal, most vendors respond with a discount. They don’t have to. In Five Ways To Sweeten A Deal – Apart From Discount, we gave several alternative tactics for sweetening a deal without dropping the price. We illustrated some of them with our interactions with the following vendors: Acme Accounting: … Read more
Content marketers rarely find the space to squeeze in full size versions of images in the body of their content. Therefore, it’s customary for them to include a smaller size of the image within their (online) whitepapers, blog posts and other marketing collateral and leave it to readers to click the images to view them … Read more
In his blog post titled The Power of Location-Based Offers in Financial Services, Jim Marous, Co-Publisher of The Financial Brand, highlights how banks can leverage the proliferation of smartphones to make location based offers (LBOs) for cross-selling of banking and other third-party products at their branches. Let’s say a bank implements LBOs and an existing … Read more
In this post “ALL B2B SALES LEADS ARE NOT CREATED EQUAL”, author Garrett Hollander references a BtoB Magazine study according to which only 23% of sales professionals say marketers deliver sales-ready leads. When I read this, it struck me that “sales-readiness” is fast becoming an outdated concept. In today’s world of Buyer 2.0, the prospect … Read more
Buyer power in online marketplaces is obvious. Choice of platforms, sales returns, seller rating and venting on social media are among the many ways in which buyer is king in online marketplaces. Platform power is also fairly obvious: Blacklisting errant sellers and withholding payments to them are some of the tools available to the platform to flex its … Read more
Yes, you read that right. This post is really about how brands can boost engagement with their consumers by using error messages. Normally, error messages are bland: Record not found Your search yielded no results Page not found. You can’t blame the programmers who typically write them because, sometimes, you can’t do better. As @nicksantos points … Read more