When budgets are slashed, selling is that much harder! Here are 3 steps to increase sales during the pandemic.
Trigger events are one of the most powerful customer insights to generate sales leads. They help you craft the right message for the right need at the right time.
“Salespeople drive sales” is a myth. It’s simply untrue. Salespeople service demand, and marketing generates demand. Learn how you can improve sales performance in your organization by generating more demand for your products and services.
A B2B customer can be 90% of the way through the buying cycle before they even engage a sales person. Is your call to action too late? Typical call to to actions like “contact us” or “request a demo” only work when the buyer knows what they want. How can you engage your customers sooner?
Do your customers call you first when they’re ready to buy? Silverline has created a first call advantage. They generate over 90% of their business from referrals from Salesforce.com. They’ve created an enviable position as the first call in their niche, and they’re growing rapidly as a result.
A clear call to action is one of the most important aspects of your website. But it’s hard to it get right. Someone stumbles across your website, they find the information compelling, and then … what’s next? Answering “what’s next?” can be the difference between a prospect contacting you or having them move on.
How many demand generation programs should a company have? As many as they can manage. In the early days of Amazon, Jeff Bezos gave his staff a clear metric for demand generation. They could buy as many new customers as they wanted provided the acquisition cost was $33 each or less. The goal is to invest in as many programs as you can that profitably generate new business.
At any given time 3% of your market is buying, the rest are not. Develop client relationships 3 years before you’re needed to be your clients’ first choice when they’re ready to buy.
Your challenge is to be in the right place at the right time, your prospects’ Path of Search, when they’re considering their options. This is a major element of a demand generation program.
Demand generation is a process. It starts with understanding how your clients buy, and developing strategies to be their first choice when they have a need for your expertise.
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