It’s common for us all to assume that everything we know is […]
If you’re a company operating in the manufacturing or engineering sector, especially if you’re selling large and expensive pieces of plant and equipment, you’re probably all too familiar with the concept of the long sales cycle.
Companies with long sales cycles usually have a very high priced product or service and their clients can sometimes take months or years to find funding or free up finances from their spending budget in order to buy.
But a lot can change during such a long waiting time, and very often, the same client, having forgotten your name may turn to a competitor when they are finally ready to buy.
You’ve most likely seen some trade show stats in your lifetime. Heck, even I’ve seen a dozen or so articles with stats about trade shows. In compiling this list, we wanted to do something different.
The facts provide a “So What?”. This means each fact will come with some action point or idea of what this means for you as an exhibitor. By the end you’ll realise why trade shows are so popular and form the backbone of marketing for a lot of companies.
Are you following up enough? Or do you send one email and stop at that, leaving the ball in their court?
You’ve probably come across evangelical articles heralding death to the phone. No more cold calling! No more calling at all in fact. It’s 2019: we’re in the age of the internet, inbound marketing, online lead generation and social selling. The phone has no place in this new age of sales and marketing.
Trade shows – the rush, the adrenaline, the leads! Oh, how many leads, and you somehow have to follow them all up.
I’ve been there, you spend months getting ready, making sure everything is just right. You’re at the show, chatting to prospects, collecting info, exchanging business cards, handing out candy. It’s an exciting and exhausting couple of days. By the end of it you just want to crawl in bed and do nothing. But alas, life isn’t fair. You have leads to follow up and hot prospects to close.
Are you communicating enough with your prospects and customers? Stats show that the average sales person…
If you’re exploring email automation, then you’ve probably heard these terms thrown around casually. Let’s get to the bottom of how they differ.
Think about the last time a friend recommended something to you and bought it. Was it a restaurant? A book? A clothing store?
What about in business? When a fellow business owner recommends something, chances are, you’ll listen more closely, right?
Marketers always agree on one thing: people buy from the people they trust. Relationship building is one of the key steps in any sales process, because selling is that much easier once a relationship has been established. This entire process is known as ‘social selling’.
When it comes to sending emails to our list, we as business owners can be sceptical. After all, we ourselves are being sent numerous newsletters and updates from many different places and people. The sheer amount of it can be frustrating and we don’t want to feel guilty for adding to the same frustration of another person…much less, someone who might potentially be our client.