Official Blog of GTM360 Marketing Solutions
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In What Happens Before A Prospect Contacts Sales?, we’d shared CEB’s finding that B2B prospects complete 57% of their purchasing decision before contacting sales. As we saw in that post, the new Internet-powered purchasing process introduces a blindzone in the purchase process. Unless navigated successfully, this blindzone will lead to a situation where the Buyer … Read more
“B2B customers complete 57% of their purchasing decision before contacting sales.” This is easily the most frequently quoted line in B2B sales and marketing in recent times. Ever since CEB Marketing Leadership Council released this finding in its HBR article in mid 2012, Some startup CEOs have questioned the need for sales A few have … Read more
Facebook and Reliance Communications (Top 3 MNO in India) partnered this past February to provide free access to Facebook and a bunch of other websites to Reliance customers via the Internet.org initiative. Yesterday, Uninor, the Indian subsidiary of the Norwegian telecom giant Telenor Group, announced free Wikipedia access to its mobile subscribers. Personally, I thought … Read more
Those of us who redeem our loyalty points on gift portals will have inevitably come across a gift or two that was appealing to us but was beyond our reward points balance. On some gift portals, it’s possible to pick up the goodies by simply paying up the difference with cash e.g. Lufthansa WorldShop, IHG, … 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
Callers are sometimes unable to reach me because My phone is outside coverage area I’ve switched off my phone I’m busy The network is congested. Until this recently, whenever this happened, callers heard a message from my mobile network operator saying they’ve dialed the wrong number. Naturally they wondered how the heck can MY mobile … Read more
In Don’t Lose Deals By Belaboring Business Value, I’d warned that B2B technology vendors risk losing a deal by belaboring business value all the time. In this post, I’ll describe my experience with a startup that failed to heed this warning, and lost the deal – and more – as a result. I was recently … Read more
“Most B2B buyers only care about the value you bring to their business. They really do not care about your products.” When I read this line on LinkedIn, my first reaction was to reply back with the classical Little Feat line “Don’t Bogart That Joint. Pass It On.” I’ve no argument with the first sentence. … Read more
With so much buzz around Content Marketing, content deluge is the new “information overload”. From “helpful” guides to outright sales pitches to several things in between, I get hit by around 100 pieces of content every day. I’m sure your day is no different. Each of us has our own way to manage the deluge. … Read more
From personal experience and anecdotal evidence, there’s no question that retail banking customers are increasingly moving to digital channels to conduct everyday banking transactions like balance inquiry, statement download, and so on. Notwithstanding the pronounced shift in customer preference to digital channels, bank branches are far from dead. In fact, according to some reports, they’re … Read more