Leads are the lifeblood of any sales and marketing department. Last week we spoke about the plant-nurture-harvest model of the sales funnel. Leads then are the seeds that you plant. So where do you go to get those seeds? There isn’t a lead bank you can visit to purchase them from – although there are things like this in the business world. And even then, not all leads are created equal. What makes a good lead different from a bad lead? And how can we tell them apart? [Read more…] about All Leads Are Not Created Equal
At BIG, we have a simple way of looking at our sales funnel. We make a farming analogy. Just like a farmer, a business is going to plant their leads (through lead capture), they are going to nurture their leads, and then they are going to harvest their leads. Just like in farming, if you don’t take care of your leads, you won’t have a strong harvest. [Read more…] about Content to Sales
You’ve written the best blog post of your life. Probably the best one that’s ever been written on the topic. It will enlighten everyone who reads it and help them grow their businesses exponentially. You know your audience can’t wait to read it because it was written specifically for them. One question remains. How do you get it in front of them? [Read more…] about Getting Your Message Out There
We talk about content all the time. Everyone knows that they need to be generating content, but often organizations struggle to decide what that content actually should be. In a survey of web users, Content Science found that 65% of users reported that the content they find is hit or miss or unreliable. Clearly, businesses are missing the mark. [Read more…] about Knowing Your Audience
With last month’s focus on defining your niche and helping your customers understand your exact value proposition, we are well positioned to communicate that value to the market. But what if no one is listening? As you would expect, most customers are not receptive to a direct sales pitch. We need an approach that brings our customers in without alienating them before they’re even listening. [Read more…] about Calling all Content
Selling is an art. And just like any art form, there are multiple approaches to selling. While painting and sculpting might not have an objective metric by which they can be measured, selling produces sales, which is a hard number. So, while impressionism may not be objectively better than pointillism, one type of selling can be said to be better than another, at least in specific contexts where it produces results. [Read more…] about Getting the Sale or Earning a Customer?