Too many prospects will politely smile and nod through your entire sales pitch – when all they’re really doing is nodding off to sleep. How do you wake them up? It takes an eye-opener – an unexpected problem or issue that will grab their attention early on in your sales message. One of the most effective eye-openers we use is to tell prospects they’re on the wrong plane…. “Excuse me, but what did you just … [Continue reading]
Why your content marketing needs to make a U-turn
The way people buy has changed. In today’s world, the overwhelming majority of decision makers say they found their vendors, not the other way around.* How are buyers finding vendors? Online content tops the list. That’s why B2B marketers are now spending almost a third of their budgets creating and publishing content.** But there’s a problem. Content consumers don’t like what they’re being fed. “Buyers are not happy with vendors,” according to Donovan Neale-May of … [Continue reading]
How to unlock the selling power of your company’s knowledge
You’ve got some incredibly smart people working for you. But you may be missing an opportunity to use their knowledge to drive more sales. The vast majority (87%) of B2B buyers say online content impacts their vendor selection.* To gain more influence over these buying decisions, you’ve got to find a way to draw out the expertise locked inside the minds of your subject matter experts (SMEs) and convert it into compelling content. But how? … [Continue reading]
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