Blog

How to win the hide & seek game with your buyers

Author note: the article below was originally published on WorkItRichmond.com, a subsidiary of the Richmond Times Dispatch. I’m reposting my article on this blog with the intention of adding to the piece over time.

Trade show season is upon us and lots of money will be spent by participating companies. This article provides 6 steps to send your trade show results through the roof.

Industry experts report that marketers this year will spend $171 billion on paid advertising. Those advertisers, and their bosses, will experience much anxiety because in many cases they won’t know what worked and/or how well it worked. Here’s a quote from a famous man that underscores this -

Cold calling isn’t dead but it’s challenging. Most salespeople don’t like it. Personal networking is effective but can be very time consuming. This all leads to a question, “in today’s environment, how do you generate high quality B2B sales leads?” This article presents a way more firms these days are answering this question.

In today’s business environment there are ever-increasing ways to connect with your buyers. Who do you know that hasn’t complained about too many emails? Have you heard enough yet about how social media will transform business? And who doesn’t have (or at least want) a smartphone? With so much information about how to market and sell, we must ask ourselves “what’s the best way to connect with my particular buyers?” This article provides a summary of consumers’ expectations and a method for matching what your buyers want and how to deliver it.

In the B2B selling world, the higher the price the longer the sales cycle. Higher priced solutions typically require more research and more people involved in the decision. Elite B2B salespeople are adept at nurturing leads through the long sales cycle. This article describes 3 ways to nurture a qualified lead from initial contact through closing the deal.