Category: Inbound Marketing

Customers Don’t Need to Talk to Your Sales Reps

In the traditional technology sale, customers were dependent upon the vendors to move through a sales cycle.  Vendors were engaged early in the process to provide much of the information about a particular technology.  Much of the education process occurred face-to-face as the vendor talked prospective buyers through the features and benefits of their offerings.  Additionally, vendors shared documentation such…

Buying with the Sales Rep Not Present

Twenty years ago if you wanted to purchase a car you were critically dependent upon car dealers to support your buying process.  Suffering through the sales pitches of pushy sales reps at car dealerships was a rite of passage for all those seeking a new vehicle.  But from the 1920s up until the late 1990s buyers had little choice.  How…

Five Pages Your Website Needs to Identify Who is Ready to Buy

Both marketing and sales organizations are always trying to identify the prospects that are most ready to buy.  The good news is that marketing automation software makes it easier than ever for you to track digital body language that indicates which prospects are in buying mode.  By strategically placing content on your website that aligns with the behaviors exhibited by…

Great List of Content Marketing Ideas

Most books and articles on content marketing skillfully omit the part about what makes great “content.”  Instead they preach ideas – “Thou shalt tweet…Thou shalt friend…Thou shalt blog.”  The preaching is usually followed by an explanation of what these social media tools are and how to use them.  Seriously, it’s almost 2012 – how many marketing professionals are out there…