Official Blog of GTM360 Marketing Solutions
In the sales cycle for a technology solution, a vendor typically demonstrates its product, lists its features and benefits and finally gets into price discussions. And a typical technology solution buyer goes along with this sequence of activities. However, there are prospects who want to know the price upfront. According to this report, they could … Read more
In Reliance JioFi First Impressions, I’d shared my initial experiences with the Reliance JioFi Portable 4G Pocket WiFi Router. One month later, here are my “second” impressions: UPDATE DATED 16-SEP-2016: It’s confirmed that voice on JioFi happens via data packets. However, I understand it’s called Voice Over LTE (VoLTE) and not VoIP as I’d previously labeled … Read more
SAAS promises zero upfront cost, freedom from maintenance and relief from headaches of updates, and so on. These are all benefits for customers of SAAS. What’s in it for providers of SAAS? Shorter sales cycle is the most obvious benefit. Because buyers don’t need to incur huge licensing costs while signing up for a SAAS … Read more
Retail industry analyst RSR Research notes in “The Lasting Effects Of Shoptalk” that the new event in Las Vegas differentiates itself from other events by featuring “Full-out breakfast, lunch and dinner” that were accompanied by “impressive spreads of snacks and beverages throughout the day.” And goes on to remark, “These may seem like trivial things, but for someone … Read more
The unthinkable has happened – the entry barrier of the FORTUNE GLOBAL 500 list has actually come down. Yes, the last company in the latest FORTUNE GLOBAL 500 list (published in Fortune magazine dated 1 August 2016) posted a revenue of US$ 20.923 billion compared to US$ 23.720 billion turned in by its counterpart last year. Expressed … Read more
I read the following question on Quora recently: You buy a pen from a store. Then, are you a customer of that store or pen manufacturing company? Normally, my answers on Quora are rather short. After seeing this answer by Quora's founder @adamdangelo, I no longer worry about whether my replies are too terse. https://t.co/V6UqD1qinA … Read more
One perennial question that startups – and even product managers of established companies – ask us while designing a new product is whether they should ask customers what they want. Our standard answer is NO! Only a services company asks customers what they want. When a product company does that, it can prove counterproductive – … 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
Here’s our latest success story: Payments Solutions Provider Bolsters Sales Appointments Metrics-driven Campaign Management boosts Inside Sales performance While managing this Payment Solutions Provider’s marketing campaign, we noticed a sudden drop in volume of appointments set by its Inside Sales team. Among the reasons proferred to explain the problem were “holiday season”, “people are busy … Read more