Official Blog of GTM360 Marketing Solutions
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
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
Here’s our latest success story: IT Company Creates Product From Services Product management delivers manifold value from IP assets During the course of 10+ years of its existence, this IT company had created a midsized services business. While executing engagements in a few select domains, the company had gathered massive expertise and built proprietary frameworks … 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 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 When I read this, it struck me that “sales-readiness” is fast becoming an outdated concept.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
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
Here’s our latest success story: IT Services Company Boosts Qualified Lead Generation Campaign management best practices improve Inside Sales effectiveness This midsized IT services company has an inside sales team with 20+ SDRs that run outbound marketing campaigns to midsized businesses in USA, Europe and Australia. The company owed its initial growth to aggressive outreach … Read more
In 4 Major Mistakes B2B Companies Commit To Lose Clients, Ian Dainty declares that B2B technology companies lose “farming” business by failing to communicate with existing customers about their value delivered, new offerings, and so on. It’s a no-brainer that customers will defect from their incumbent vendors if they’re not kept informed. However, I’m not … Read more