CRM, sales and marketing Insights by Lindsay Garrison
Selling in the 21st century is different. Period. A B2B salesperson who relies on dialing for dollars – or mining year-old lists – or putting ads in the phone book – to find and sell prospects needs a reality check. Because while living in a dream world can be kinda’ fun, selling in one is not. The age-old battle between sales and marketing is over (and good riddance). Successful organizations who have focus [...]
It doesn’t matter how well you do the wrong things: what worked for your business a year ago may no longer be effective. In order to adapt to changing conditions you need actionable information that’s relevant, easy to generate, and clearly understood. In order to focus your resources on what’s working you must phase out or fine tune what isn’t. Good business intelligence helps you evaluate the effectiveness of your tactics and [...]
Anyone familiar with the parable, Who Moved My Cheese is aware that stubborn resistance can’t restore the status quo. It’s a simple story that illuminates the need to prepare for and adapt to change. Switch, How to Change Things When Change is Hard by Dan Heath and Chris Heath, gives a more actionable approach to changing minds and habits. What both books illuminate is that, whether we’re subject to or [...]
The Value of Inbound Marketing Inbound marketing is all about attracting potential customers to your business by helping them find you. Online marketing incorporates various techniques such as pay-per-click (PPC) advertising, social media, search engine optimization (SEO) all offering free, informative, and, above all, useful content. Inbound marketing has become more prevalent as customers increasingly control the buying process. Thanks to instant access to information, buyers are more informed about products and [...]
