In traditional sales, good salespeople watch body language and monitor if the prospect is warming to the product or drawing away. In the digital world, that same salesperson has the same opportunity to watch for hot or cold signs that the prospect is sending through...
Are your direct mail marketing numbers spiking or splatting? If you want to bring in at least three new projects from your existing clients in the next 60 days stop selling and start solving. Solution selling is the quickest way to move from being a bother...
Using business intelligence along with triggered communications is the new rocket science behind digital and direct marketing. Identifying prospect and customer activities and behaviors that indicate the need for more or less contact, business intelligence is what...
Irrelevant offers and messages alienate customers and reduce the love in the Return On Marketing Investment (ROMI) of loyalty programs. A recent study by the CMO Council uncovered that 73% of consumers participating in a loyalty program have received promotions for...
Map out the buying process and help prospects and customers navigate their way to a buying decision. Today’s decision makers have changed. They scrutinize buying options more carefully. Their expectations are higher across the board. They want to understand the...
