Tag: Customer Acquisition
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The Transformation of Demand Management in B2B
The Transformation of Demand Management in B2B Your sales manager has spent the last three months negotiating with the procurement director of a large manufacturing company. Everything has been going perfectly. Presentations have been delivered, the product demonstration was successful, and the price has been agreed upon. It seems that the deal is about to…
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Social Selling: A Guide for Companies
Social Selling: A Guide for Companies Your potential client, the chief financial officer of a large company, is looking for an automation solution. He doesn’t respond to cold calls and ignores email campaigns. However, a week ago, he liked your LinkedIn post about a similar project, left a comment, and viewed your profile. This may…
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An Alternative to Cold Calling in B2B Sales
An Alternative to Cold Calling in B2B Sales For years, the death of cold calling had been predicted in the professional community. However, it did not disappear; rather, its role has changed dramatically depending on the type of business. In some B2B segments where decisions are made quickly and mistakes are inexpensive, telephone outreach remains…
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The Persuasion Pyramid: How to Build a B2B Presentation That Sells
The Persuasion Pyramid: How to Build a B2B Presentation That Sells Every day, the head of a large industrial company makes dozens, if not hundreds, of decisions. Each one consumes mental energy. By midday, his mind is tired from choosing between options such as which contractor to approve, which deal to close, and where to…
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Marketing in the Age of Rejection: How to Sell When Customers Have Closed the Door
Marketing in the Age of Rejection: How to Sell When Customers Have Closed the Door It now costs three times more to acquire a customer, conversions are dropping to zero, and emails are being deleted unread. Traditional methods are ineffective — advertising platforms are closed, contact databases are banned, and buyers ignore salespeople. But the…
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How to Turn a CRM from an Archive into a Smart Sales Assistant
How to Turn a CRM from an Archive into a Smart Sales Assistant Ask yourself one question: What is your CRM system really? Is it merely a “warehouse” of contacts and deals that salespeople reluctantly update for reporting purposes? Or is it the command center of your sales force, equipping salespeople with real-time intelligence and…
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How Investments of Salespeople’s Time in Marketing Pay Off
How Investments of Salespeople’s Time in Marketing Pay Off What is the most valuable and expensive resource in the commercial function? It’s not the CRM system or the advertising budget. It’s your salespeople’s time. This is why the idea of closer integration with marketing often raises justified concerns among sales leaders. “It sounds great,” you…
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A Pilot with the Sales Team: How to Rebuild One Part of Your Funnel in 90 Days
A Pilot with the Sales Team: How to Rebuild One Part of Your Funnel in 90 Days You know your sales process is far from perfect. Deals get stuck, new hires take a long time to reach target performance, and your best salespeople rely on “heroics” rather than a system. However, the thought of restructuring…
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“You Are Not Losing Control, You Are Reclaiming It”: How a Systematic Approach to Marketing Strengthens the Authority of the CEO
“You Are Not Losing Control, You Are Reclaiming It”: How a Systematic Approach to Marketing Strengthens the Authority of the CEO The classic image of a strong leader is someone who stays up to date on everything. They personally approve advertising creatives, participate in sales meetings, and review website copy. This seems to be total…
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What You Will Get in the First Three Months of Systematic Marketing: Three Concrete Business Assets
What You Will Get in the First Three Months of Systematic Marketing: Three Concrete Business Assets You are ready to invest in systematic marketing, and you have a plan for your first 90-day project. Like any executive, though, you ask the main question: “What will I actually get as an outcome? What tangible business assets…