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Selling Services? Timing is Everything.

3/17/2015

 
A guest post from Laura Monn Ginsburg, Director of Marketing at Alternative Technology Solutions
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Are your prospects ready for your call?
Photo courtesy of Laura Monn Ginsburg
It’s cliché but true—especially when it comes to marketing budgets: Timing is everything.

With the start of a new calendar year, my days have filled fast with emails, calls, and 30-minute web demos from vendors who are trying to sell me something. And not just something
, usually a year’s worth of services or platform access (or both!). While some of these calls have been more intriguing than others, I fall back on the same story every time: “My 2015 budget is already committed. Call me in September.”

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Inject More ROI into Your Case Studies

12/15/2014

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A guest post by Bill Johnson, President, WordWizards, Inc.
The case study (aka customer success story) has been a B2B marketing staple for a very long time. And it’s not hard to figure out why. For a relatively small investment, a case study sings the praises of your product or service through the most credible spokesperson of all: a satisfied customer. Why, then, are so many B2B marketers not achieving the lead generation or ROI they envisioned? It may be time to step back and ask some fundamental questions.
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Are you showcasing your most relevant customers?
Focus on customers who mirror the prospects you’re targeting. In addition, obtain insights and quotes from individuals whose roles line up with the targeted readership. Too often, case studies present a limited perspective — for example, a C-level executive — when the viewpoints of directors, department managers and frontline employees who use the product or service should also be included.

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4 Ways a Rich-Media Interactive Sales Presentation Helps Shorten the Selling Cycle

11/17/2014

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A guest post from Jim MacLachlan, President and Co-Owner at Tartan Marketing
Figure out how to shorten your company’s selling cycle, and you can look forward to a bright and lucrative marketing career. When the most important touch point in the B2B sales funnel is the face-to-face call, your team needs effective sales tools to use in front of customers that help them close faster. That’s a no-brainer.

But, let’s face it. Your 60-slide PowerPoint sales deck probably isn’t exactly what you’d call “engaging.” Chances are, the slapdash franken-presentations your sales reps whip up before every sales call aren’t cutting it, either. And we won’t even get into the bastardization of your brand due to inconsistent messaging and poor execution.

There has to be a better way, right?
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A rich-media interactive sales presentation can help you lock down a more consistent brand message, while giving your sales team the flexibility to adapt to different selling situations—and move your prospects further down the sales funnel in four key ways.

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