Introduction Every marketing executive dream of having affordable and unfettered access to extensive B2B decision-maker prospects! LinkedIn fulfills this vision in many ways, as it provides a platform enabling access and connection with targeted market segment and business interests. With 675 million monthly users and more than 100 million professionals Read more…
Introduction The sales profession has been an essential element of business, throughout the US, ever since the earliest times. The origin of contemporary sales practices arose in the late nineteenth and early twentieth centuries with the appearance of large mass manufactures, including Coca-Cola, Eastman Kodak, National Cash Register (NCR), and Read more…
Introduction The long-established sales strategies and practices used successfully to drive B2C and B2B activities over the years are experiencing a substantial change to meet the modern-day disruptive challenges encountered with the emergence of empowered customers. The well-recognized traditional sales model is fashioned primarily on a passive customer persona and Read more…
Introduction Nowadays, many recognized brands and well-established companies are experiencing difficulties in attracting new and retaining longstanding customers. Research supports that a troubling trend is the failure of these businesses, to recognize the need to craft smart technology-driven marketing and sales strategies that successfully target the different generational consumer groups Read more…
Introduction A primary strategic goal of mainstream businesses is the regular acquisition of new customers, leaving limited resources to drive customer retention successfully. Research supports the proposition that it is less expensive to maintain and continually delight existing customers than to invest disproportionate resources in winning new customers. Nonetheless, a Read more…
Introduction Profitable long-term customer relationships are the lifeblood of a successful company! This truism supports that effective customer interactions, in the current economy, are carried out in a professional, and problem-free manner. Today’s smart consumers expect more value from their providers with a dedicated focus on relevance, product availability, ease Read more…
Introduction Account-Based Marketing (ABM) is an alternative B2B strategy that converges enterprise sales and marketing resources on a clearly defined set of customers (and prospects) within the select target market(s) and employs personalized campaigns designed to resonate with each customer and prospect. ABM is a robust and proactive marketing strategy Read more…
Introduction A Go-to-Market Strategy (GTM strategy) is a holistic and integrated set of policies and action plans that specifies the ‘why,’ ‘what’ and ‘how’ a company will successfully reach customers and obtain or maintain a competitive advantage in their targeted markets. The purpose of a GTM strategy is to enhance Read more…
Introduction Successful small and medium businesses (SMB) companies face continual challenges in retaining customers and ensuring profitable long-term relationships. In this regard, SMB businesses are turning toward more non-traditional ‘wow’ approaches to identify creative and more powerful means of retaining and up-selling and cross-selling existing customers. However, this is not Read more…
Introduction In today’s complex and high-competitive business environment, with sales coming through direct mail, inbound and outbound phone, websites, retailers, partners, and even apps, companies more than ever need a formal sales channel program strategy and plan to successfully manage enterprise-wide sales activities and drive the realization of revenue and Read more…