Official Blog of GTM360 Marketing Solutions
Blog post published in GTM360-Sales & Marketing Newsletter (launched 15 Feb 2023)
You read about a product on Twitter or Product Hunt. You click through and visit the product’s website. You watch a 2-minute explainer video. You like what you see. You sign up for it. See something – like something – want something – buy something. That’s how people shop. – Martech When I started out … Read more
Limitation in field length of payment messages causes endless number of problems in electronic payments. Let me give a few examples: I was unable to fit the payee name MCS MERIDIAN CLIENT ACCOUNT HOUSE RENT 98 MERIDIAN PLACE JUN 2008 in the payee field of my bank’s payment screen. My bank told me to change … Read more
(This post is a slightly edited version of my answer to the above Quora question.) Legalese is the least of your problems when it comes to sales incentive policy. The crux of the issue is to crack the incentive structure. From personal experience, that’s a non trivial problem. Sales incentive policies always begin with good … Read more
AWS Snowmobile is an 18-wheel truck that physically transports Exabyte-scale data from customers’ premises to AWS Regions in a 45 feet container. For the uninitiated: 1 Exabyte = 1000 Petabyte = 1,000,000 Terabytes = 1,000,000,000 Gigabytes. AWS Regions are separate geographic areas that Amazon uses to house its AWS infrastructure. These are distributed around the … Read more
This blog post is about a controversial topic in B2B technology inside sales: Dial Volume. It will not endear me to Inside Sales folks. Nevertheless, since dial volume pushes the revenue needle, I decided to write it. Cold calling remains an important part of business development in large ticket B2B technology products and services. Every cold call … Read more
For close to two years, we’ve been sending out a periodic e-newsletter to our prospects, customers and business associates once a month. Even with this relatively low frequency, this newsletter has proved to be very effective for staying in touch with contacts and nurturing leads, among other things. As testimony, we recently signed a deal … Read more
Personalization has always been a hot topic since the dawn of the Internet. It has been garnering greater interest lately as recent advances in HTML5, Big Data and Mobility technologies have raised the ability of brands to improve timeliness and relevance of their customer engagement efforts to the next level. News, social updates, color scheme, … Read more
Over the years, my background in IT marketing and product management has brought me close to the subject of how a software should be extended to new channels. I can recall at least five occasions on which I’ve been involved with spec’cing channel support in the past 15-odd years: ERP in Branch Office in the … Read more
In Use ASPO To Boost Cold Call Success Rates, I’d introduced Account Specific Point Offering and touched upon how salespersons can use it to spark off the conversation with potential buyers at the top of the funnel. In this post, I’ll describe ASPOs in greater detail and outline a methodology for developing them. ASPO DEFINED ASPO … Read more
Cold calling requires lot of skills and perseverance. Not everyone has them. Sales Development Reps who mask their shortcomings by claiming that “cold calling is dead” need not read further. On the other hand, if you believe that cold call is an indispensable part of B2B sales, and are looking for a way to improve … Read more