tag:blogger.com,1999:blog-8176442143967889212024-03-13T15:13:23.025-07:00Features and BenefitsUnknownnoreply@blogger.comBlogger134125tag:blogger.com,1999:blog-817644214396788921.post-7964066559929071772017-05-18T11:18:00.001-07:002017-05-18T11:27:58.217-07:00Seven Steps To A Better Marketing Planning Process<div class="separator" style="clear: both; text-align: center;">
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While there are many different planning systems, best-in-class all have the following steps in common.</div>
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<strong>Assessing Your Market, Customer and Business Situation. </strong>Before you set a course of action, you must first identify what you already have and where you are. This part of the process is critical to identifying opportunities and assessing an reducing risks. Creating a Strengths, Weaknesses, Opportunities and Threats chart will be helpful in this and the next two steps.</div>
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<strong>Defining the Business Outcomes. </strong>You have to know where you're aiming and what constitutes success before you can determine what to do.</div>
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<strong>Developing A Strategy. </strong>Your set of competitive moves designed to successfully achieve the outcome(s).</div>
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<strong>Setting Marketing Performance Targets. </strong>The specific, measurable, attainable, relevant and time-specific customer-centric objectives marketing will invest in to achieve the outcomes.</div>
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<strong>Creating an Action Plan that Connects Activities an Outputs with Outcomes. </strong>The steps and guides that will move the marketing team toward the objectives needed to achieve the targets and produce the results. </div>
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<strong>Implementing and Managing the Plan. </strong>Without timely and effective execution, even the best plan will fail.</div>
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<strong>Monitoring and Adjusting the Plan. </strong>The market is constantly moving. Your organization needs to be both attentive and agile enough to adjust in a timely manner. </div>
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Source: Laura Patterson, VisionEdge Marketing<br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-67331945651242633442017-03-22T11:29:00.002-07:002017-03-22T17:00:11.370-07:00How The Right Marketing Planning Process Saves You Time and Improves Results<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEht6y541kzXlB8wDkknPIHMdSmhBrzjuvDye8gShhkLi4ody450B26cAtDGQlGyr4_2R14FRAy71zZkBW5zQMGaXEcN99sobti7PnoPXRgfKYdbIHC1oAfrbJRqr-SlwmiOtCUKqBCDQN8p/s1600/Process+Planning.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEht6y541kzXlB8wDkknPIHMdSmhBrzjuvDye8gShhkLi4ody450B26cAtDGQlGyr4_2R14FRAy71zZkBW5zQMGaXEcN99sobti7PnoPXRgfKYdbIHC1oAfrbJRqr-SlwmiOtCUKqBCDQN8p/s1600/Process+Planning.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><br /></a></div>
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Marketing performance research over the past 15 years links best-in-class planning process to excelling at, contributing to and impacting sales. Specifically, these marketers devote the time needed to gain insights into their market, customers and competitors. They have clarity and specifically around the company's business outcomes. They've connected the dots between marketing and business results. As a result, their plans and budget are accepted more readily, and are better fortified against cuts if revenue takes an unexpected downturn. Even with limited resources (time, money and people), some marketing organizations find a way to create and execute on a plan that produces more and better results -- faster.</div>
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<strong>Process, Process, Process</strong></div>
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Processes harness your energy. They help you stay focused. The right planning process insures that your plan is salient, relevant, measureable and accepted. Your planning process and how well you deploy the resulting plan are your greatest tools and time savers. Time and again, marketers who visualize the process perform better than those who simply visualize the outcome. The ability for marketing to enable the organization to achieve future results lies in <em><strong>stringing together powerful activities, one after the other</strong>. </em>The key is knowing specifically what outcomes (i.e. acquire 20 new customers within each of our three primary products with an average order value of $50,000 by fiscal year end) must be achieved and then determine what marketing investments and actions will move you closer toward accomplishing the outcomes. </div>
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You need to create logic chains -- the actions of today that will create the momentum needed to produce the right results. These chains define the sequence of activities, data and metrics that form the links between your activities and the business outcomes. </div>
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With my next post, I'll suggest seven steps to a better marketing planning process.</div>
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Source: Laura Patterson, VisionEdge Marketing</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-88795510039292648022017-03-14T16:39:00.001-07:002017-03-14T16:39:08.448-07:00Designing The Right Sales Process<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhvkQ0OZLFdQ7Lw7OkfbAmKjlu1rPmwgOHTzJIxZCVaT5KNoqQ_VwvP9hhe8NtGNxnhwgZ67yKGr0h3dTSFC9AY8UxDrk9a5UoTufA0ijhpvFMq0vDuVGyatYrFtO-m-mLWDxs-7iXD8B2k/s1600/Customer.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhvkQ0OZLFdQ7Lw7OkfbAmKjlu1rPmwgOHTzJIxZCVaT5KNoqQ_VwvP9hhe8NtGNxnhwgZ67yKGr0h3dTSFC9AY8UxDrk9a5UoTufA0ijhpvFMq0vDuVGyatYrFtO-m-mLWDxs-7iXD8B2k/s1600/Customer.jpg" /></a></div>
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mI6LlVQ8BmWwV7MFXfhXXtdDr4zyhV9y3c6cRWvun5Q8/IQ4kW8jVSMlXEiVd6kq7VXxrVj0PN4CUCTKSIQrvRUxSnSYS30S6hyWbi3pW6Pm9FkoqWl1xcytOAikrCku3IQpiHgVMO1K491ocOqPtXXa93MT9O3Lw/BOlV6+KBQKBQKBQKBQRP1D1o7JuL9mjGoQYpcOTlXBXXU2kJKnyA3Ydq15vum6te06dZxSOfrP4PQ9t2cVrGpPunl6f1cck5pERERERNyJVR9NaYEnghiYqouAuIOCqoQr4RVNqLU/TnmYS3091ct8gORZRZrjCwR09icRsscjmzt2YF4/hr1Hbd1OrTFvfX5+rzfcdp9K2a+23y9HXVZK4oFAoFAoFBpdW6lY09ZnJxijjpEjUZpflulux8SYYr4q1aup01yxtbEIXl35yZKOXLNXpLi4m6W/wCAU+SKdiJVTaJtOZ5ueZytfqjXgqOhDb6Y1utimieKrbnCTnGE3IPa4CdhD/ilbtC86c+jKtsJubcB1sXGyQmzRCAk3KipiipVs6VVAoLcj2d35hfFUCiB7DH+6D6KUjkL9SLchSSO6o+cgEqfDhWGp7Z+Ca80LBIXIKrvVNtfOa14PTTRVzFT0nQcxTpOhnWm5X2O66tnEzeIU4wg3xfJRVwVUwXDbV12LqjUtj9P83Bv6x0x8Wz/AHB1E+xf/KJ9WvTdV1XiD9wdRPsX/wAon1adVzEH7g6ifYv/AJRPq06rmIP3B1E+xf8AyifVp1XMQfuDqJ9i/wDlE+rTquYg/cHUT7F/8on1adVzEH7g6ifYv/lE+rTquYg/cHUT7F/8on1adVzEH7g6ifYv/lE+rTquYhDXU2dd5OspJ3VCGWLDAoJhw1RvKqj5PjVVr0Pb650YmeeZeY7nH++fhDl+ItdvQ4Ok4i06DpZdklTGb3bXoarzjcpgo2VMS4nETLgnb8Fa9Wn5LfCWzRiY1K4/VH3vQh37qGhkiMvYIq4f8RPq15WLXw9lMQp/cHUT7F/8on1adVzEH7g6ifYv/lE+rTquYg/cHUT7F/8AKJ9WnVcxB+4Oon2L/wCUT6tOq5iD9wdRPsX/AMon1adVzEH7g6ifYv8A5RPq06rmIP3B1E+xf/KJ9WnVcxD6l/6iKqJwXvyifVqeqyJiEOvXJ05Dxuqquk64TqrvzqaqWP8Aqrzs6eZl7etIxGPKFHPr4aj6aek59fDT6Z0uj0Ddr0zfjW0IZSDjmjggHFXIiiu0cF+VhXZsazXU4eSs7vWPo8f1QkH9wdRPsX/yifVq26rvN4g/cHUT7F/8on1adVzEH7g6ifYv/lE+rTquYg/cHUT7F/8AKJ9WnVcxB+4Oon2L/wCUT6tOq5iD9wdRPsX/AMon1adVzEH7g6ifYv8A5RPq06rmIcV1MvWpnGraN4FwGs7pMZ2uCimgoi9iY+StatXM82jXiODhv1FfDWnpc5+or4adILcVVFRV2Lvp0j0t08ffkaGsbz6qrpw2lVV34IOA/wCFWGn7YdNeToqzZFBbkezu/ML4qgUQPYY/3QfRSkchfqQ30EO6qsUmyXMxUF5F81KG98nBdvDVewh/xSvF77ZTo3n9E8p/k9Ps9aNan/lHP8Wm4q1x9Lq6HxXlTfjtXBETaqqu5E8dR0nQlXQen5Frtzj8wMk2YqEba7VbAU8gF8e1VWvWdq2c6NJm3ut8o8Ied7huI1L4r7aunq1cBQKBQKBQKBQKCF/7gtCXGcEbVNrYWQUJomLoy2mLnARc4PIKbS4aqWbDbguO5Kte27isfkt48lZ3DbTbF48ECC6hChCuIrtRUXFFSrrpU+H3OtOlGEn9B9Dy7zqJnUklpRs1qJTjOkmyRKRFEcnhFrFVUvSwTw1Xdx14pXoj3T8oWGw23VbrnlD0nVCvCgUCgUCgUCgUHnDq7pCdp/Ukm6A1/wCEujvFZkB5jT7m1xk/QzFiQdi44b0qp3Oh02z4S9f2vdV1dOK5/PWPl5uF4xVzdKyw+HJQRUiLKKb1WnSmIT30Q0XMtVukX25tExOuYiEeOaKJtxhXMOdF3E4S5sOxMKstpo9MdU85eX7xu41LRSvGtfv/AKJPrtUpQKBQKBQKDjuqmjH9VaWciw8v6rENJNvzqgoTgoqE2pdiOCqjj4cKw1K9UMb1zDy88shiQ7GkNmxKjmrciO4mVxsx3iQruWuXDnUccqjA3ej9K3XV17C0wRJGUUVuMv5EdhV8olX0yTFAHeq+JFrKtMymtcvWsSKxEiMxI45GI7YtNB4ABEEU/kldkOldoFBbkezu/ML4qgUQPYY/3QfRSkchfqQoLE2HDmRjjTGgeju7CbcRFRfBv7aw1NOt69NozEs9O9qzms4ly0jphYHHFJl2RHFVxVsTQhTxJnQl/wAaq79l0ZnhNo+38VjXu2rEcYiWxtGjtO2Z0H2288nHBuRILOaEvYGOAovwJXRodv0dGcxH5vOf5NGtvdXVjE8vKFzWrmoWdLz5OnST9YitpJitECOI9wCRw4+C/bAKtoqbUUseyu9xOQjdVxuGpWFtLEm5WuVHYZgwIzbHFfmPNJNfcJ11xsGwhxVbRxFNPLcQdpYJQYulOpkCfrOfLVyZ+l3pLRDtEN4SFWJDiXDi52SL+kqrEVDw27EoNknW/R6lCJAkJGkgw7IkGrAJGCXIOLHVxsnUdPiOtLsaA8o+UWCUGPrvUupIuu4Vnt8q6MQSt6SnAtECPOJXSlI1i+r4GoBk3ZfGvZQbe49V9NQHr0w8zMJ7TzL0i8NgzirANkKM5lUkTNLQs0dE88UVdmFBiTusVlgG5DmW6bHvjb/A/RXlitvkHAWSkgXDfSOrStIuH9XHN5GGbZQUz+rsB2w3a7aetsu6xLbbHJ63EQAYYvJFWW3GMicB1TyYcTIC5McpKhbKDHa66aXZbArqxIgojeDzhcAkSYLKPHERoHTfz7coLkyEXkoSrhiGVoa/3O66/wBXtzGJsBuLGtHDtc0hXgG60+bihwnHmfL8nEgJdqYLtSg70zEBzESCKb1VcEoI/wBS9DNBXyW5NSO7bJbyqTrkE+EBku8iaVDbxXtVBTGu7S7hq0jHOPVx6ux07znl8Gutv9v/AE8tbgyrk5IuIAqeRNeEGFVVwHMDYtoW3sJcKzv3LVtwjh8GFNhp14zx+KTo8ePGYbjx2gZYaFAaabFAARTYgiKYIiJVfMzPGXdEY4QuVCSgUCgUCgUCgUFiZGhTI5w5jTb8eQKg5HdRCEx7UUS31ExE8JZUtNZzHCYR5cOgWiZDquRHJdvQlx4LLqG2niFHRcVP51zW2dJ5Zhbafe9aI44t9n4NlpvpNoTT05p8Glm3JPLjuznEdIVHeTTeAgipjvQcU8NZU29Kz6tO47nr6tccq+n83cV0K0oFAoFAoFAoFByurOmujdVnx7nEwnCmRJ8clafRE+SRj5yJ4CRaxtSJYzWJcrH/ALddGA9nfm3CQ0i4oyroAi+JSbAS/ktYfShj9OEgadsenbLA5GxRmI0Rs1QwYwXFxNhcQsVIj8KkuNbIiI5M4iIbSpSUCgtyPZ3fmF8VQKIHsMf7oPopSOQv1IoeeaYZN50kBpsVNwy2IgimKqtY2tFYzPKE1rMziOaKdS6iu19dalReJGtDcgWYBIXDU5HyXFX0k7Owfhryu83eprzFq5jT6sV8Mz5/xyej2u2poxNZ43xmfh5fxzdnpDVDtw4truY8C9wvJfbVMOIKbOIKfyxw2dqbFq52G9nUzp34atefr6qre7SKYvTjp2+Xo13U1Mf0PxThVPhTDbXP3n/1/wCbf2r+/wDxdvV2qXIu9LtMDGitWvmLK9CmSZ0WZb3EbeByaSlJHExcEm3ccFAhVEwHDBRHAMNvo3pJi38pDdnRHgKM5GuDUhSlMvQzfNt4HHEcRTXm3UPOJISFtSgvR+k2lokm3PQTkxAgMRorjLTg5ZTcMycY5kjAnCITMlUgIVLFULEdlBsL/oaHd73HvKXK422dHZSMRW99GRdZRxHUB1FE8yZk8W9aDndbdKIszTl7/REcLUdyjSmHZTz2BSllOIaJJPBM6MYYR/sk2BgmOIZr/SKwPqcl2fcHLyb6vpfHHGnJgiTKscAVNomkZRpVRB4e/wAvHP5VBlOdMLErksWpc9iDcYpxLnbW5C8tJVyOsUpDoEJFx+FgimJJmVEIkVUxoLT3SfTD78xXjknAnCaPWvOAxuI42LZPJlBHs/8ATQ0/qZRPyxRC20Gy01o226ckXC4pOmT59xBhJ8+4PI64YxBIWvNFtsEETXHKKJ278VoIN6u9R52ro0wLIrg6KtDrbc2cJKAy5Dhf092BEAqOYRT56/Jq/wBltY0pjq/ctyjyhS7zcTqRPT7I+bvulHUe4OSh0Vq9SZ1LHbEoUl1UVZjBBxBVTTYTiBtx+Um3ehVxbzaxEfU0/Z9zr2u4mfyX933rn9yKIvTN1F3c7F/wNadr/e+yU9xn/UkuAqrBjqqqqq0Cqq7V81Krrc3bXkv1CSgUCgUCgUCg11/v9rsFpkXW6PIxDjJiZbyJVXAQFPlERLgieGsb3isZlt0NC2reKVjMy87XvUuvNRartN8iI9ClTVcPS0MTREFlvYfkqqCXFy+WpbD3Jswqste9rRMcPJ63R2+hpaVqTi0R759f6fJN3TvqDb9Y2lXgHlrrEwbucBcczTm1MUx25CUVw/ku1K79HWi8erze/wBjbb3xzrPKfNzOtP8A9t0Su1FSPKRFRexRLH+datX92rt2n/S1fjCUq61IUCgUCgUCgUEf9UOosiw8tp6wN83q274BBYFEPgiSqPGMe3cuRF2bFVfJRa13tjhHNhe2OEc0TaB11qfR0qVcrjx7hpp6ecS+mR8YmZqr5b6FjjnXt+SfZ5WFaq2mPg11tMPScSXGmRWZcV0Xo0gBdYeBcRMDTMJCvgVFrphvRR/bmiJatSom5bu6S/Copivwr21q0vFr00u1tbCgUFuR7O78wviqBRA9hj/dB9FKRyF+pFLgA4BNuChgaKJiqYoqLsVFSomImMSmJxxhxXUGNHiwLJHjNiyw3OaFtoEQRFEx2IiVS92pFaacVjEReFr2202teZnM9MuvKLBbkHPJpsJCN5HJKoiFwx24KfopVvNKxPXiM45+isi9pjpzOPJx3Ud5p5qwusmLjRzBUHAVCFUXDaipsWqfu9otGnMTw61p2ysxN4n9LtUkx1kFHR0FkCKGTKEmdBXYhKO/CrrrjOM8fJVdM4zjguVkxKBQa/ULV3dssxuzvcvcybVIjycPyT7F/qi4HrCtBqdFw9axlmfuacszPw+Ux5fycM2f/YZY37POxoOmoFAoCoioqKmKLvSgiDr/AGe1WnpM9DtcRmFFSayaMRwFsMxmqkuUURMVWrTtt7W18zOZwr9/SK6WIjHFIlotFpdi2e6vRGTuMWG23HmkAq62BtpmETVMURa4L3tE2rnhl10rGInxw4H+4SdCndKykwpDUqMc2PkfZMXAXA1RcCFVRcFSu7tlZjXxMccS5O4WidLMeaSoU+CAQoRyGhmuxxcajKYo6QCKIRCGOZUTHaqJVfas8Zxwy7a2jhHiz6wZlAoFAoFAoFBjXK2W+5w3IVxjNy4buCOx3hQwLBcUxEsU3pUWrExiWenqWpPVWcSi3XrbbXWTQbbYoDYA4IAKIiIKZkRERNyJXJqx/tqu9lOdnrTKSuV0/ZlmXNW4tuWWYuT5ioDKOH5ok6a5cV24JjXVitePJTdWpqYrxtjlHP8A4R9rNUXrXolUXFFYk4L/AKSrm1f3arbaf9LV+MJLYmw5DjzUd9t52MXDkA2YkTZ4Y5TRF8lcNuC11RMSprUmMTMc1+pYlAoFAoFAoMQrTbDuYXQojRXJtpWG5igKvC0S5lBDwzIKr2VGDCLOh8CFcLXrGFOYblRJF5kA/HeFDAxXehCWKLWvTjm16filNmTa477VqZdZafbZQmYIkImLIeQii0i45E3Y4YVsbEUdAJkSHYtUSpbzceM1dXSdfdJAAUyptIiVERPhrXpcpa9PxTA24242LjZIbZohAYriiou1FRU3otbWxVQKC3I9nd+YXxVAogewx/ug+ilI5C/UhQcZ1LJEjWfFcP8AyDSfHVN3nlT/ADha9q53/wAJdbLiR5cV2LJBHI74K262u5RJMFTZVtqUi9ZrblKspeazFo5wifU1qulhej25CJ+1hI49pJRzqji/9rZ24/J7d/hrym90NTQmKc6dWa/Hy/p4vSbXWprRN+V8Yt8PN0bWkNRR7DdrnElI3redHcKJKNAcBp1Uzg0qGigqEQoJrhsTzcMKu9hsppM6mpx1bc/T0/j7FTvd3F4jTpw06/P1aqP1YO43iyO29p6VHlwG89khi0Uhy4y0V1WTceVsG0hMRnSdxMdpDvXBKs1ept3UeLK10NzzzWrLNt0GCxb3hICbnv3eTAUjYUsornaykW/KlBtZnWfSkWQratSnGo7ht3N8QbywxGYcEXHRJxHCQ3miVEaEyyeUqIlBqures7xZL1Bt8C7P2x+bb5R2lmPFbl83dReYCLFcQ23coO5yDzm9/nJhQbb/ANuWSE+ce9MnD5TNHnzxJo4wz2YvNPxmxRxZBqIoSCXCykSZEXMqIoXLl1Wh2uBGk3GxXSLJktvyQt7oRhfSJFETekKnHyYALof083EzFlQMccAsweqFhjHdzm3B+Yw0cyVEPl22hFmLHjPLFZylmdcUZQmGZEIsyp8mgH1n0sy5I5liWxHbbkFHfUWj5h6Iog/GbbbcN0XhcPIIuAKGSLlVcMaBoC+XS6a51qM1uXDbjFbBZtcwxJY5HEU3EBGzdZwMlxUmyVFWg1P9ypCPTB9SXBObj7V+ctWXav3vslw9wj/X9qQ7K2Dun4DZihAcRoSFdyoraIqLXBqe6fi66e2Pg859UtCXfQ0GVb7e4b2grrIbfFgsT5WSC4iCrvHNuEvlJgK+UiKt9s9xXWmJn9yvzhTbrQtpxMRxpPyST0r0FeHLl+/NYqTmpJTaBb4xJk5SMoZERQTyRIh+R8lN/lKVcG83NcfS0/ZHP1l3bXQtn6l/dPySpVa7igUCgUCgUCgUESdQjBOtOhBVUQlF3BO1dpVx637tV9sf+nrfYkTVWmLXqexSbNcwUoslE8oVwIDBcwGPjEkx2106lIvGJVG23FtG8Xrzh57ukLqJYtX2iyZimXq2g5H03JQELix3cRzIR4pg2K7c/wDt+NMKrbRetojxjk9Zp32+ro2vypbjePKY/H05pu6caBi6QtDjZOczd55I/dpyqS8V7buzbco5lwVdq713136Ol0R6+LzW/wB7O4vnlSvCseUOtrc4SgUCgUCgUCgif+38xKNq3KqLhfJCLh2L4K1aXi16fi2HU/QE+XLZ1npVSY1haxTLkVP+SwGOLSouxSwIsE+V5q9mE3r4xzTavjHNFHTfR961wsm0vOnF0m1NWbekEVbJ2UqYcuOO3MiJtRfM3+dhWqlerh4NVa5+D0xBgxIEKPBhtIzEitgzHZHHAG2xQRFMfAiV0Q6F+pCgtyPZ3fmF8VQKIHsMf7oPopSOQv1IUFmUkRGuJKRvhNKjmZzDKKjuLEtyp4a16k0iM2xiOPFlWZzwah3WdiA1EXHHU9IGyUf4KuFVV+/baJxEzPwiW+NpeWXBvdnuZCDLok6K5hZcTKaKnaiF/wBK6tt3HQ3E4rP5vKeE/NhfRvTm2Vd7S5GT0w0yQOFAWRaZp3N69JcYLiBIGbJHhvmimLgKLoeSYEKiqdmKIqBjp0i0qFvKGy5NaPhNttzUkEUltxma5cW3xccQ/wCqMl4jzFjjuVFTZQI/SXTsU4pw5lxjG02LU82pKiVwEHykosw8uYi4zhkpNqBKhKOOTyaDc3/RWn7+4+d1YWQkiC9bHW1JUHgPmDhKmG4xNoSA02iqYptoNV/6rsBvvLJlTpUCUJLNtbz6LFffOOkZyQ6ggLiumCZl8vLn8vLn8qg+PdL4T8SK29fby5Mh8wDN0KWKy+Wlg2D0ZXOHgrZIyC5svEQkzIebbQZx9OtKuri/GJ7C7NX8OIZEoz2GwbbcRccdgtJsXeu+gw3elunnluTT0madtuSSFW1cfLFYcluI888wICJo5xR4gKRlkLFQQcaDZaY0Zb9PSLhMalS51wuqslcJ01xHHXSjt8JtfJFsBwHsEUTxUG5lw4cxgo8thuSwWCky6AmCqi4piJIqbFTGpraYnMImInhLltQ9VtD2GUcOVO40xpcrsaKBPkC+A1BMor4lXGtlNC1uMOPW3+lpziZ4+jBgdZenV1eGI9KKMhqOXnmSbaUkVFHEyRQTBUxTFaynb3rxYU7noXnGcfF3YGJiJgSEBIiiSLiiou5UWtCwVUCgUCgUCgUCgUFh+PBV0JkhtrixkJW5DgjmbQk8vKa7RxTfWM4jjPgyrNvbGePg5+T1G0sw4oC+5Iw3my2Rh/AtiL/Cq6/d9Cs4zM/CHdTtmtMZxj4yyrVqzTV3kgMd4UmCio028PDcwLDNkzJtxw25Vrdob/R1ZxWfzeU8Ja9bZ6ulHGPy+nJva7XGUCgUCgUCgUCg1E+8adsKGjxtRTfIniZaFOI4ZecagCYqpdpLWq+rWnOWM2iGub6j6ZM0EjebRflm0WVPhwxrVG8ox+pDf2+RbpEfmIBtuMOkpqbOGUiXaSrh8rw10VtExmGcSyaySUCgtyPZ3fmF8VQKIHsMf7oPopSOQv1IUEcajv7lzmGAlhBZJRZbTcSjszl4fF4K8H3Tf23GpMR+3WeEefrP8vJb6Gh0R6y1PESqzDf0nFwVCRVEhXESRcFRU7UXspieZ0pB0pfDucIhfw5qOqC6qfKRU8k8PH2+Ovcdo387jTxb314T6+Uqrc6PRPDlLeVbuYoFAoFAoFAoFBE/XHXs60Mx9P2p5WJc9snZskFwcbYxyiIKnmk4uO3sRNldm10Or80+Co7purUiKV5zz+CBxURRBFMETsSrDpee6X3Oi7F3LvSnQYSj0S19KgXdnS811XLZOVRt+dVXgPoilwx/yOIi7Owt2+uTdaHDqhcds3U1t9OfbPL0lP1Vz0BQKBQKBQKBQKCH+oOsXZ12kWto8LdCPhkArsddHzlPwoJbET+NeZ7nuLal5pHsr85ek7dtYpSLz7rfKHK/qI+BKq/prHD4s8F3omzanYqKnalPpGEr9NtXuXmI9AmHnnQUFUcXznGS2CRf5kVMFr03bN1a9em3ur84ed7ltI07Ravtt8pdpVorCgUCgUCgUGg1rqYNPWQ5YohSnSRmI2W5XC24r4hFFVa1a2p01z4sbWxCF3r44++5IfNXX3VzOultIl8f/ROyqmazM5lzqf1YfAlOhDZaf1s/YpySW9sU1TnGOwwTeSf5xTcv8K2aVppOY5Mq2wnRl5p5kHmiQ2nRQwNNyiSYov8AKraJdKupCgtyPZ3fmF8VQKIHsMf7oPopSOQv1Ityc3Lu5fOyFl+HCsNT2z8E15oVbfXIOK7cNtfOa14PTzRVxvHU9KOk43jp0nSzbX+vPOuDZleR4RRXuAQiuTFcuOZU7auux1t9S2P0/wA3D3CIisZ82x5XqR6U38Rvvr02LqrMHK9SPSm/iN99MXMwcr1I9Kb+I330xczByvUj0pv4jffTFzMHK9SPSm/iN99MXMwcr1I9Kb+I330xczByvUj0pv4jffTFzMHK9SPSm/iN99MXMwcr1I9Kb+I330xczCHOpf6w1rKSF2VznOAwqK6SEXDUVy7RxTfjXoe3V/0xnnmXme5xnXn4Q5fi+Ou7ocHScXx06DpZllOYV7twwlLnSlMJF4a4HxOImXL4616tPyW+EtmjWeuuP1R970CcXqNnLApuGK4YON99eTiL4eyma5U8r1I9Kb+I331OLozByvUj0pv4jffTFzMHK9SPSm/iN99MXMwcr1I9Kb+I330xczByvUj0pv4jffTFzMHK9SPSm/iN99MXMwcr1I9Kb+I330xczD6MXqPinlTf4uN4fHTF0ThDz011JDyOqvGR1xHc3nZ0Nc+PjzY15+dPjL29axiMeUKOfXw1H02XSc+vhp9M6XR6Cdvki+mFnV3mEjmTvBJBXh4jvUlRMM2FdexpManDyVfd4iNHj+qEgcr1I9Kb+I331bYu83mDlepHpTfxG++mLmYOV6kelN/Eb76YuZg5XqR6U38Rvvpi5mDlepHpTfxG++mLmYOV6kelN/Eb76YuZg5XqR6U38Rvvpi5mHF9Sz1PFatq3on+EZuoxxyEkzoKKuGVV25fDWrVifFo1/Bw36ivpVq6XOfqK+lTpBbjs2ls7adI9M9OykFoWxFIx4qw2lXHfgo+T/8AXCu/T9sOmvJ0VZsigtyPZ3fmF8VQKIHsMf7oPopSOQv1IUERaw07Isk83QFStkg1Jh1NwES4q0fg/wAvhSvHdw2M6N8x7J5enp+D0uy3Eatcf3xz/FoOItcHS7egRw1IQEVIzVBABTEiJdyCib1p0+B0wlnROnXbPbSOVhz0tUN8U2oCImAt49uHb469d2zZToU/N7rc/wAHm99uY1L/AJfbH8ZdHVk4SgUCgUCgUCgUEQ9e+n1xvEaPqOzslIm25smZsRtMXHYyrmQm0TziaLFcvairhtTbZ9u3MVnotyn71bv9tN46o5w88g6hihCuKL2pV70qbD6rmCKq7ETetR0mEtdBun0y5XdnVtwaJu1wFVbYhphzD6oo8Ucf+20irgu5S3bqrO47iK16I5zzWWw2ubdc8o5PRNUa5KBQKBQKBQKBQeeOseip1kvkm+x21OyXI+K66KbI8gvPFzDcDheUJbsVwXsxq91odNurwl6ztW8rqUjTn31+cf0R5xSrl6Vth8J9Uwx3qqIKJiqqq7ERETaqr4Ep0mHoTozoWXYbW9dbq2rV1uiD/wAckwJiOOKg2X+clXMSdmxOyrPa6PRGZ5y8p3bexq2itfbX5ykeutUFAoFAoFAoOV6laM/dumHbe0aNXBkkkW94vNR4EXAS7cpiqiXw41heuYY2rmHliYzOgzX4E5g4s6KWSTGc2GBePwou9FTYqbUrlw51rjFTA6PQei7nrO8pAjoQW5lUW6zvktN7+Gi9rribBHs3rsrKtMyyrXL1fHjsx2G47Io2yyAttAm4RFMERPgRK63QuUCgtyPZ3fmF8VQKIHsMf7oPopSOQv1IUFt9hiQybL7YutOJgbZohCqeNFrG1YtGJjMJraazmOEuekdO9KPGhDGJj/Ky4YD/ACxwqvv2nQnwx8Jl3V7nrR45+MNhatL2G1GjsKGAP4YccsTcw+cSqtdGhstLSnNa8fPxadbd6mpwtPBta6nMUCgUCgUCgUCgUCg4/UPSXQF/kuzJ1qAZz65nZccjYcJfCStqKEvwpXVpb3VpGIng59Taad5zMcWHaeh3TW2ui8lr5x0FQgWa45IFFT/Ia5P5jWd+4a1vHHwYU2WlXjh3QAICIAKCAoiCKJgiIm5ESuJ1qqBQKBQKBQKBQKCh1pp5o2nQFxpxFFxskQhIV2KiouxUWmExMxOYcRP6KdOpZ5xtxQ1xxVIjzjIr/pEsv8krnna0nwWVO77iv92fjGWz0/020VYJAyrdbG0mAmAy3lJ51Pmm4pZf9OFZ00KV4xDRr9w1tWMWtw8uUOnra4ygUCgUCgUCgUGi1HofSepMhXq2My3W0UW3yRRdFF7BcBRNE/jWM1ieaJrEuajdB+m7D/FKE9IH7F+S8bfq5kx/jWP04Y/Th29qtFrtMJuDbIrUOG15jDIoAJ48E7V8NZxGGcRhl1IUCgtyPZ3fmF8VQKIHsMf7oPopSOQv1IUCgUCgUCgUCgUCgUCg46Zra9TL/PsmlLKN0ctKi3dLlMk8nCakG2LoxgMW5LjrvDMSPK3lDFMSx2UHSWaXcZdrjSblB/TJ7gIsmBxQf4R7lFHW/JNPAqfySgzCMREiVdgoqr4cEoNfp6/23UFjg3u2mpwLi0L8UzFQJQNMRxEtqLQbHH/4oPmYcMcUw8PZsoPqKipim5aDSaW1L+vsTZYRSjwmZr8OC+ZoXNNxl4ZyAFE8kFdExHwoObctBha51hN07+jMQLYN0n3uelujMHISKAkrLr6mTnDe2ILK7MtBn6Q1K3qOxNXQYrsF1XH48mE+oEbMiK8bDzak2pASI42uBCu1NtBuaDCjTLg5dZsV6ATEGODJRbgrjZDIJzPxQFsV4gcLKOKkm3Ns3LQZiEipjjs8NB9oI3g9YH3LoIzrEcWxP31/TcS7NyQeJZrTxMAr0fI2TYOuAqCQkWHbgm2gkjFNu3dvoCqiJiq7PDQfFVEVEVdq7k8NB9xTFU7U30BFRUxTai9tAoFAoFAoFAoFAoFAoFAoLcj2d35hfFUCiB7DH+6D6KUjkL9SFAoFAoFAoFAoFAoFAoIzh3G4aAv+oI8+y3G42K+XBy72262qM5PUHJDYJIjSmGEJ5tRcbxbPKoEJYYoo4UHN67lamlXGdfY+n7ykfVOjnrNboIRyckR7kbzpNjLbZIxj5gkCvEJcEwXFUVMKCq2aTlReo8SI/apdwOTambXf5suK7yrMZu2cMzt9xAxFWnHkFtyMYqSuKTg5dqqHJ6e0PCs1ht0PWWjrteYRWGL+gRYUeQ/yVwNDK4tE2BIsWU9IUHEfLBMuxDHKqUGXeun+uJdtv8y5wpsrVcSBpVq33JgnOLzYEgXRyK62W08hELpguOGO5FoMvVehL1Bd1BarRa5UXRMe/wBrnFAiRFlsORFtyjIVuEpCkpoZqNm+yOOOCrlVUwUL9j6fPXKboqDPt1wmaVGTfn5cWfESCw226LSxm1htkXBjG4hEyy7gqeiiYJQdJ1Pt8wdfaaudrtM263OELIRIzkUnrVkKWHGIZTZCsCU01i5xTTIYJkVC3IGb1vt70ljSkr9Oudxg269hJuLVlSQswGeUkN5wWKTbw+W4KKoElByNmtmoNPjpW+pZrs1pSy3i5rBs/BOTc41rnweGzx47PEdPCYri+UpGIEObcuAY0PTutdPaY0hIt8grbrbUXN2OVDkErhjFnSJE5mSQZlRHrY2aufApAq7koNjqbQV2jRdS2C1Qpp2ZGNJQbarauZ3GYs81mKLgZSUhbLO6SbduK0GNfNJvWq6Xm1JZJTmgB1FbpbtihAWSVEO1rzHLsAqFIAJwg68y2hZsq+Su1FDqOiaQwvGuWYEKTbLa1c4yQrbMQxdZaWAwSJwzVSaAscwNrhkFUTBNyBR046ax25t2v17ZnFcGdQ3ebaYMt57k2lckuozKYiKqNZzaNVFxRVduKUHH27p69atBaIfumn5s22OkL/UG1Mtuu3CU8jKjDcktIvGkMxXV8phMdmC5CQMKCpnTc4GIT9009c3uliXSW7E0mTL0iVHZOOyMV1+EKm8UdJIvmLGC8POJKOCeSGBqfR8+VeQcatl4iWZ622tvRUOJa+ZnW8Wf9xgZLzgfpkkHVEzNxxEIMEUly5UDorjZ54671Yka03WVFulvnN3u5NwyYuDIjGY4SWucR8CWD5Bg0wqZmyQtoj5Kh2vRdm4R9HnEk2wLbGizH27coRHbakmPihc0sB4jOKrjhH/T2JszIiCSJQd5QKBQKBQKBQKBQKBQKBQW5Hs7vzC+KoFED2GP90H0UpHIX6kKBQKBQKBQKBQKBQKBQKBQKBQKBQKBQKBQat3Tdqe1JH1G8BOXOJFchRSIyVtpp4xN1W21XIJmoChHhjgiJuoNpQanUulrLqW3DAuzJONNOtyYzrThsvsSGlxbfYeaUHGnAXcQki703KtB80xpSzaZt7kK1NuIL7xyZch91yRIkSHMEN5950jccMkFExJdyIibESg29AoFAoFAoFAoFAoFAoFAoFAoFAoFBbkezu/ML4qgUQPYY/3QfRSkchfqQoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoLcj2d35hfFUDSx/ZmPum/oJWMMldSgoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoFAoPh/7TnzD+itQmH/2Q==" width="320" /></div>
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Looking at this chart, this is how a sales process should look: aligned with the customer's buying process. Every customer buying activity is mirrored at the appropriate time by a selling activity. The value expected by the customer at each step of their buying process is provided at that time by the selling process. With such an aligned sales process, you can measure and manage the sales function effectively. Now, throughputs and fallouts from one step in the sales process to the next reflect what is happening in the customer's buying process, and predictions made about future sales events have a relationship to some real event in the customer's process. </div>
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How do you construct such a selling process? Two simple steps follow:</div>
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Map your customer's buying process.</div>
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Created a selling process that mirrors and adds value to your customer's buying process as it's expected, as it's needed.</div>
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You've just designed your sales process. Now you can stop selling and start creating customers.</div>
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Source: Michael Gooze, President, Customer Manufacturing Group, Inc.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-52349629000174719882017-03-02T09:36:00.000-08:002017-03-02T09:36:35.398-08:00Are You Creating Customers Or Just Selling?<div class="separator" style="border-image: none; clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhOf1fzwQ3lkRL7ptZou_0ThlYkAM6WOzxpbI5ZnvxnUiLIht7BqRa9sjvRxVWwYF-FzVMfbttdbBjViKAyCJboq7pkrrlytVR2HTeLKMWQiUj-v4BZHGfmqb7LXLKvBwuRq_apYeVpPP6P/s1600/Customer.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhOf1fzwQ3lkRL7ptZou_0ThlYkAM6WOzxpbI5ZnvxnUiLIht7BqRa9sjvRxVWwYF-FzVMfbttdbBjViKAyCJboq7pkrrlytVR2HTeLKMWQiUj-v4BZHGfmqb7LXLKvBwuRq_apYeVpPP6P/s1600/Customer.jpg" /></a></div>
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Assuming that you have a product (or service) for which there's actually a market, many sales efforts fail for one of two reasons: Your sales activities are just that -- a set of activities, rather than a true process. Or, you have the wrong sales process.</div>
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Addressing the easy one first: a set of sales activities not organized into a process is nothing more than a chaotic, random group of events. These result in, surprise, a chaotic, random group of outcomes. Without a true process in place, there is no way to implement fundamental management tools that are required in any function, such as:</div>
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Measurement and management.</div>
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Process improvement.</div>
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Reporting, coordination, and prediction.</div>
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The only way to "manage" or "improve" a sales function that is not process driven is to swap out sales people (or sales managers) and hope for better results. Sound familiar? </div>
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More sophisticated sales organizations claim to have a process in place. To the extent to which this is true, it is often the wrong process. That's because too many sales processes have one of two origins. They have evolved over time to be "efficient" in terms of dollars spent and internal work flow. Or, they were modeled after some kind of sales program found in a book or sold by consulting firms. </div>
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The problem with these approaches should be apparent. Sales processes constructed for internal efficiencies do little to <em>make it easier for your customers to buy. </em>And sales processes mirroring an abstract one-size-fits-all approach are unlikely to have relevancy to your customers. Sadly, many companies have lost sight of the very purpose of sales: to make it easy for the customer to buy from you. (Causing them to initially desire or be aware of your product(s) or service is the job for marketing -- not sales.)</div>
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The key fact is that your customers have a distinct buying process they go through. They perform a set of buying actions at specific times (or specific time periods) throughout their process. At each buying step in their process, they require value of some kind from you. It might be information -- a brochure, pricing, specifications, expected delivery, etc.; it might be a visit, it might be a demonstration, or something else....or it might be to be left alone. </div>
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The buying activities of your customer and the timeline along which they lie is depicted by the lower line in the diagram below. The colored shapes represent the different buying steps, and the distance between them along the line represents time. The colored arrow going upwards, toward the upper line, depicts the value they expect from you at each of their buying steps. </div>
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<img height="164" 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" 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Now, the upper line in this diagram represents a typical sales process. Note that the steps it performs are not mirror images of the buying steps the customer goes through. Nor are the selling activities synchronized with the customer's buying activities. The sales process starts and ends at different times. The value delivered to the customer at each selling step is not the value expected by the customer. This misalignment between the sales process and the buying process is a key reason that so many CRM implementations fail -- they have simply automated a bad process.<br />
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Next blog: Designing the Right Sales Process<br />
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Source: Mitchell Gooze, Customer Manufacturing Group, Inc.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-26842809801392848122017-02-28T08:55:00.001-08:002017-02-28T08:55:41.622-08:00Are Your Sales Stuck In A Rut?<div class="separator" style="border-image: none; clear: both; text-align: center;">
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If you have a unique product, excellent customer service and visions for expansion, you're off to a good start. However, if you're having trouble achieving sales growth and your numbers have stalled, it may be time to re-evaluate your situation. Every business has room for improvement, but many get stuck in a rut. </div>
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Consider these three common problems:</div>
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<strong>Under-Developed Brand. </strong>This is a very common pitfall for both newer and mature businesses. Many companies think that once they have come up with the perfect product and eye-catching logo, they are done with their branding. However, if you look at some of the most successful businesses like Starbucks, Apple or Microsoft, they all have a common thread: Their brand distinguishes them. While these companies are now industry behemoths, it's important to remember they weren't always the giants they've become. They created a culture that was centered on their product and associated their brand with things that matter most to their <em>targeted audience.</em></div>
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The solution to your problem is two-fold. First, you need to decide on your target audience. Rather than trying to appeal to everyone, focus on the audience that would benefit most from your products. Once you've determined you targeted demographic, you can begin by <span style="color: blue;"><em><span style="color: #3d85c6;">crafting your brand.</span> </em><span style="color: black;">Find out what matters most to these prospects and figure out why they would benefit from your products. Doing this can dramatically increase the perceived value and demand for your products.</span></span></div>
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<strong>Inefficient or Impractical Business Processes. </strong>As you business has grown, so does the complexity of your business operations and the data you need to track. In the beginning, it may have been okay to keep paper ledgers or handle data with Excel spreadsheets, or to use Outlook for all customer relations, or to use a white board or paper lists to keep track of inventory. But if you don't automate routine and detailed tasks once business grows, you limit your growth and profitability.</div>
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Industry publications and articles about apps and productivity can help you find tools to automate and/or simplify many business processes. If you don't have much of a budget for software solutions, search Google, etc. for terms such as "low cost project management software". Ask other business people in your network about productivity solutions they use.</div>
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<strong>Lack of Realistic Short-Term and Long-Term Goals. </strong>Every business is born from a grand vision. All owners start their companies with dreams of long-term success, but unfortunately, these dreams are not always enough to sustain continued growth. A common problem that owners run into is a lack of specific planning. In order to experience continued progress and expansion, you need short-term as well as long-term ideas to achieve success.</div>
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The best solution for this is to step back and write down long-term goals for your business. Once you have a concrete list, prioritize these goals by deciding which ones need to be accomplished first. You can then use your long-term goals as an outline for determining short-term goals. For each long-term goal, you will need several steps to reach it. Those steps will be your short-term goals. For both long and short-term goal setting, you may want to practice <strong><u>SMAC</u></strong>. When setting objectives, they should be SPECIFIC, MEASURABLE, ACHIEVABLE and COMPATIBLE. That is, all goals should be agreed upon by all parties involved in the process.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-28622107990967840152017-02-23T10:24:00.000-08:002017-02-23T10:24:11.822-08:00Tips For Better Email Marketing - Part II<div class="separator" style="border-image: none; clear: both; text-align: center;">
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With Part I, I suggested that a lot of your email recipients may scan your email without reading all the copy. That's why you want to have a clear call-to-action button that's easy to spot for even the quickest of email scanners. Without a call-to-action button, you won't be <em>asking </em>your recipients to take any action that actually benefits them -- and the potential growth of your sales. For example, you might put a call-to-action to download a free white paper or video that describes new strategies for using your product.</div>
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<strong>Add links to your images. </strong>Your ultimate goal with email marketing is to get prospects to click through to a web page on your site. One way to increase the clickthrough without littering the copy with links is to add a link to your images in the email. </div>
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<strong>Include noticeable text links. </strong>In general, it's a good idea to link to your featured offer in multiple places in addition to the clear and focused call-to-action button. In addition to your main call-to-action buttons and images, consider including a noticeable text link (or two). Having more links increases the opportunity for engagement. </div>
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<strong>Place at least one of these clickable elements above the fold. </strong>One way to make your emails more clickable is to make your clickable elements, whether it's a call-to-action button, a text link, or a clickable image, near the beginning of your email. This is especially useful for mobile users. Mobile tends to require a lot of scrolling, and sometimes squinting, pinching and zooming. Giving a recipient something actionable that is seen upon opening can lead to more clicks in this environment. </div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-15651134993864010852017-02-21T09:28:00.001-08:002017-02-21T09:29:31.598-08:00Tips For Better Email Marketing - Part I<div class="separator" style="border-image: none; clear: both; text-align: justify;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGPbkqPwVtSs25ZBv4j3xch7yJzIUcaIki23-yURiQmLWqu1vDRs5DlChU1OtgvxL8WVigSG4LDSAwCTfU2o67AgCaoKBjsDnJvLiySHJS1oylaD2b5-i_cH-GVNtknBVP146GoGXHjkKu/s1600/Email.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGPbkqPwVtSs25ZBv4j3xch7yJzIUcaIki23-yURiQmLWqu1vDRs5DlChU1OtgvxL8WVigSG4LDSAwCTfU2o67AgCaoKBjsDnJvLiySHJS1oylaD2b5-i_cH-GVNtknBVP146GoGXHjkKu/s1600/Email.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="122" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgGPbkqPwVtSs25ZBv4j3xch7yJzIUcaIki23-yURiQmLWqu1vDRs5DlChU1OtgvxL8WVigSG4LDSAwCTfU2o67AgCaoKBjsDnJvLiySHJS1oylaD2b5-i_cH-GVNtknBVP146GoGXHjkKu/s200/Email.jpg" width="200" /></a></div>
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Thankfully, there are a few little things that you can start doing immediately to improve the open rates, clickthrough rates, and lead generation for your email nurturing program.<br />
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<strong>Email new prospects within 24 hours. </strong>It's important to take advantage of the window of opportunity when your company or product is at the top of your prospects' minds. You can really get a pulse of what future engagement will look like by what people do when you email them within 24 hours. If you don't have any automated email workflows set up, you're likely missing out on some major opportunities to nurture and engage your existing prospects. If you haven't already done so, find and implement a personalized, automated email workflows that can be triggered in a number of ways: when a prospect gets added to a list, submits a form on your website, clicks a link in an email, views a page on a blog, clicks on one of your AdWord ads, or becomes a marketing qualified lead. </div>
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<strong>Send your email from a real person, not your company. </strong>When you send email from a real person, your email open rate increases. Plain and simple, recipients are typically more likely to trust a personalized sender name and email address than a generic one. People are so inundated with spam now days, they often hesitate to open email from unfamiliar senders -- and they're more likely to trust a personalized sender name than a generic one.</div>
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<strong>Pre-set the preview text. </strong>Outlook, Gmail and other email apps allow you to display the first few lines from the body of your email alongside the subject line. Use it to provide a short, to-the-point synopsis of what you're offering -- and keep it to 50 characters or less. When you don't set the preview text, the prospect will automatically pull from the body of your email, which may be confusing, but is also a wasted opportunity to engage your audience.</div>
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<strong>Keep your emails short. </strong>Everyone's busy and their inbox is already full. Why add to the problem with a huge, long email? People generally like short, concise emails better than long ones. Plus, when they're scanning through all their emails in a short amount of time, they're more likely to skim and glean the overall message before deciding to take any action. To keep your emails short, write like you're talking to someone in real life. </div>
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<br />Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-75719194322594295102017-02-20T10:51:00.001-08:002017-02-20T13:55:18.346-08:00Improve Your Lead Nurturing Strategy - Part II<div class="separator" style="clear: both; text-align: justify;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEitN5yqpxPLurWeYoYISzv_tstzDye7A72ItQw3_kG1HV9h9Q2h-kAInAw0b8P4nSl5K8y_HY-P6NS9oo1DYraRWt7hRuQ-0pMwH4XfuY68C0QytS7YoJDytsqu8E-NVOjTOkZq5B4UQC8u/s1600/lead+generation.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEitN5yqpxPLurWeYoYISzv_tstzDye7A72ItQw3_kG1HV9h9Q2h-kAInAw0b8P4nSl5K8y_HY-P6NS9oo1DYraRWt7hRuQ-0pMwH4XfuY68C0QytS7YoJDytsqu8E-NVOjTOkZq5B4UQC8u/s1600/lead+generation.jpg" /></a> Your lead nurture efforts should include qualitative and well as quantitative goals -- what business outcomes do you hope to get from setting up a lead nurture program? Consider the following qualitative goals:</div>
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<strong>Convert </strong>sales inquiries to qualified prospects over time.</div>
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<strong>Move </strong>your prospects through their buying process at an accelerated pace.</div>
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<strong>Engage </strong>in conversations with your prospects.</div>
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<strong>Qualify and collect</strong> more information from inbound leads.</div>
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<strong>Educate </strong>and build trust among existing leads.</div>
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<strong>Stay in touch </strong>with existing leads so they call on your company when the need arises.</div>
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<strong>Acquire </strong>more business from current customers.</div>
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<strong>Turn </strong>dormant leads to active leads.</div>
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<strong>Increase </strong>sales productivity by distributing only sales ready leads.</div>
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Depending on your unique business case, choose some of these goals or set your own. Setting these overall qualitative goals for your lead nurturing campaigns will help you make better decisions on timing, frequency, segmentation and offer strategy.</div>
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In addition to creating qualitative objectives, be sure to set goals that are quantitative - those that you can measure. Even if you aren't sure what your metrics should be initially, setting estimates up front helps you define your program. Quantitative metrics not only help you define success, but they help you determine the scope and scale of your overall lead nurturing efforts.</div>
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Without quantitative goals in place your lead nurturing program can lack purpose and you'll have a greater difficulty tracking your progress toward your objectives.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-9769928006612004742017-02-03T16:39:00.001-08:002017-02-07T10:21:58.779-08:00Improve Your Lead Nurturing Strategy - Part I<div style="text-align: justify;">
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<img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilxvGkeBsjGwAB-I7H43j1dnUCgkKuytk_r6IEafvtz32KWaTp3DT3MZvE1X6p5X8ayCrZEyEu5e0tm096WH2r2rtjh3r7iyZId-a775SYnIHDgs2qlyeUUIktppIpJjwYz-YF8YqgQCy7/s1600/lead+generation.jpg" /> The key to designing an effective lead nurture program is taking stock of your current lead management processes. By asking the right questions, you will not only uncover opportunities for improvement, but the information will also play a critical role in defining issues of workflow. Invite sales into the process for this initial discovery process. Giving sales a voice ensures that you have a holistic view of your leads. Here are five questions to ask about your current lead management process. <br />
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<strong>How many leads do you generate each month and what is the source of those leads? </strong>Understanding the scale and source of leads helps to determine the scale of your lead nurturing program. The number of leads you generate has an impact on how many segments you create and the frequency of communication since you may well need to speak to different audiences at different times. <br />
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<strong>What are the key audience groups that comprise your inbound leads?</strong></div>
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How different are your leads from one another in terms of industry, company size, product interest, buying interest, and so on? To what extent do these groups require different messaging? The higher the number of distinct groups, the better, in order for your campaigns to be relevant and effective. <br />
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<strong>How are leads responded to, distributed, and managed today? </strong></div>
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How often does a lead hear from your company over time? Knowing how you follow-up with, and prioritize leads currently can help steer your lead nurturing program in a direction where its most likely to have the most impact on ROI. When taking stock of ongoing communication, don't just consider formal marketing programs (i.e. email, etc.). Determine too how often sales reaches out to these same leads.<br />
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<strong>What percentage of your leads are considered sales ready when they enter your database?</strong></div>
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Knowing where each lead is in their "buying cycle" is critical to determining how to set up your lead nurture program and how to measure your ROI. Additionally, knowing your average days to sales opportunities and conversion can help you benchmark how lead nurturing accelerates your leads.<br />
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<strong>What is the range of products that you offer?</strong><br />
Some companies market very homogenous product lines, others market a multitude of products. The diversity of your offerings plays a large role in determining the number of tracks in your program, in addition to the messaging and offer strategy to each group of leads.<br />
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Source: Marketo<br />
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-57066251594445791342017-02-03T10:15:00.003-08:002017-02-03T15:47:42.449-08:00Think Content More Than SEO<div class="separator" style="border-image: none; clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhd2CQ_GvHomCPZNcLviPznZRrQjIRsAEUqXP8ZKkp-nOimj4V6XQlDE6Q2JraiJ3ajBH6pXOAzKzc5iBw-lNkBsbPfVMeAkfejpj6iM6ZmcQ6ySSIy3Lwj7k4MEosAti9rBVfmYUtLYhdb/s1600/SEO.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"></a><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhd2CQ_GvHomCPZNcLviPznZRrQjIRsAEUqXP8ZKkp-nOimj4V6XQlDE6Q2JraiJ3ajBH6pXOAzKzc5iBw-lNkBsbPfVMeAkfejpj6iM6ZmcQ6ySSIy3Lwj7k4MEosAti9rBVfmYUtLYhdb/s1600/SEO.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><br /></a></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjmx_9FIiuWNK9Joz0bzyLjtJfkQF7Uu4umm9Q6Ol35laPct_5QSxWlkhyDRUL7vq3NgRNrLHfeIrZZ-7_41qET3xGnHXNZVtsVOy3_zmHZ19UllYG5LELbG2T7qRlx2Ri-yp-Bsxa8WZtq/s1600/SEO.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="133" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjmx_9FIiuWNK9Joz0bzyLjtJfkQF7Uu4umm9Q6Ol35laPct_5QSxWlkhyDRUL7vq3NgRNrLHfeIrZZ-7_41qET3xGnHXNZVtsVOy3_zmHZ19UllYG5LELbG2T7qRlx2Ri-yp-Bsxa8WZtq/s200/SEO.jpg" width="200" /></a></div>
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Some SEO purists suggest that website content be optimized at all times. It's inevitable that someone, or a team, will follow an internal process and think about the content with an everything - SEO mentality. But there are situations when you don't need to sweat SEO - or can at least scale back the effort. A few examples follow.<br />
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<strong>The desired keywords are too competitive. </strong>You may want to rank on the first page for "CRM tool," which is searched an estimated 2,900 times a month according to Google. But, typically, your site ranks on the first page of Google for keywords searched 300 to 500 times a month. Are you really going to build your SEO strategy around the phrase "CRM tool"? If the keyword phrase is beyond your reach, you may want to accept your competitive position and weigh alternative keyword phrases. Here are some questions to consider when selecting a different phrase:<br />
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<li>Will the keyword phrase work in the headline?</li>
<li>Will the search volume be high enough?</li>
<li>Will the keyword phrase be relevant?</li>
<li>What are the odds that the optional phrase in your content will rank?</li>
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<strong>Visitors arrive from various sources. </strong>SEO doesn't need to be the top dog in your content. Your website content should engage and satisfy prospects when they arrive through:<br />
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<li>E-mail marketing.</li>
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Who cares about keywords for which you can't rank well or phrases that people hardly use if most of your traffic doesn't come from search? Analyze where your overall traffic comes from and identify key performance indicators targeting your ideal mix of channels to drive traffic.<br />
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<strong>You're writing about a new trend. </strong>Sometimes, you want to be out front with a new industry phrase long before it's widely used. The phrase may not even have any or much detectable search volume. Writing about an emerging technology or trend will highlight your expertise and vision. SEO may not be top of mind when shaping the content, but you'll be rewarded later on search engines for having a content-first approach. As your content ages and attracts inbound links and interest, you'll be a in a good position to rank well as the keyword phrase gains momentum. <br />
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<br />Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-5461923779966949222016-07-05T10:58:00.002-07:002016-07-05T11:15:21.635-07:00Content Marketing: Engage, Entertain and Inform<div class="separator" style="clear: both; text-align: center;">
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As a smart marketer, your mandate is to make sure various channels are populated with content that educates potential customers and helps them make a decision. This content can be in the form of video demonstrations and interviews, educational webinars, case studies, white papers, blog posts, etc. </div>
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It's not just any content, however, that wields this power. To be effective, content should engage, entertain and inform. Only great content does this, and it comes from the heart. It establishes a direct connection to a reader via emotion. It offers a story that grabs readers by the lapels and demands their attention. </div>
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So, how do you get there? What are the elements of great content? Great content that results in loyal fans can be achieved if you consistently follow a few rules of thumb. Start with....</div>
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<strong>Understand your customer.</strong></div>
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Envision your ideal customer and think deeply about their problems and challenges. Really put </div>
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yourself in the customer's spot to understand their position. How do they feel? What do they </div>
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need? How can you help them now? How can your product help them down the road to be more</div>
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successful, productive or happy?</div>
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</div>
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<strong>Create a strategy.</strong></div>
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Create a content marketing strategy that ties directly into your company's overall business strategy. How will your content marketing efforts help you achieve your overall business goals? What is the over-arching story you want to tell? What does your company stand for, and how will your content systematically and consistently convey your values and position? In addition to a content marketing strategy, craft a mission statement that takes into account your customer's pain points as well as your desired outcome.</div>
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</div>
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<strong>Maintain a content editorial calendar.</strong></div>
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A content editorial calendar helps you plan for the months ahead, ensuring it reflects your overall business strategy, targets the right audience, and takes into account your contributors, stakeholders, and distribution channels. It can help you coordinate publication with related events and business milestones, provides an opportunity for brainstorming and research, and help identify ways to build or cross-promote existing or future content. </div>
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Next time: Focus on engage, entertain and inform.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-19208903793611845892015-10-01T06:29:00.000-07:002015-10-01T06:29:35.301-07:00Print or Digital - Recent Findings<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj30D3UsAnlhe0PK4wHGo7A2SRQf1xGLpqUilEl7qtW4hDs7lyIdNT7cp316COOABdbG2BHLi_WfQFx6wt2XWHZniZGyjZCLLihtAtqhe3ql0retWBtrfcCtJE0xbhgZQpCYOwqsACj9T9D/s1600/confused.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="158" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj30D3UsAnlhe0PK4wHGo7A2SRQf1xGLpqUilEl7qtW4hDs7lyIdNT7cp316COOABdbG2BHLi_WfQFx6wt2XWHZniZGyjZCLLihtAtqhe3ql0retWBtrfcCtJE0xbhgZQpCYOwqsACj9T9D/s200/confused.jpg" width="200" /></a><br />
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "Times New Roman",serif; font-size: 9pt; line-height: 107%;">August 2015 Modern Machine Shop
Readership Study<o:p></o:p></span></b></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "Times New Roman",serif; font-size: 9pt; line-height: 107%;"><o:p> </o:p></span></b><span style="font-family: "Times New Roman",serif;">Primary reasons how Modern Machine
Shop serves readers:<span style="mso-spacerun: yes;"> </span>86.3% report that
it keeps them informed of new thinking and emerging concepts; 84.9% report that
it introduces to new products and processes they didn’t know about; 62.2% say
it provides supplier/product information to help make purchasing decisions.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;"><o:p> </o:p></span><span style="font-family: "Times New Roman",serif;">Modern Machine Shop readers use the
magazine for discovery and introduction.<span style="mso-spacerun: yes;">
</span>79.2% visited a supplier website; 52.3% contacted a supplier for more
information; and 41.7% made a purchase as a result of reading something in
Modern Machine Shop.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;"><o:p> </o:p></span><span style="font-family: "Times New Roman",serif;">What makes reading a magazine like
Modern Machine Shop more valuable than getting information in other ways?<span style="mso-spacerun: yes;"> </span>Actual comments from readers:<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“It’s easier to flip through a
magazine and stumble on things I wasn’t looking for.”<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“Exposure to new processes and
products….”<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“Sparks alternative ideas….”<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“Stays on top of growing
technology, new ideas and new processes…”<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“Presents information that I would
never be able to gather myself.”<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“It’s laying on my desk where I can
pick it up at any time or take home with me to read.”<o:p></o:p></span></div>
<br />
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<span style="font-family: "Times New Roman",serif;">“It’s something I can bring home
and read at night and not feel bad about taking up work time.”<o:p></o:p></span></div>
<br />
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<span style="font-family: "Times New Roman",serif;">“Take it with you, no power needed,
quick to browse items of interest.”<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">“Paper is nicer for break room or
to bring home to read.”<o:p></o:p></span></div>
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "Times New Roman",serif; font-size: 9pt; line-height: 107%;">2015 Media Usage Survey, Gardner
Research<o:p></o:p></span></b></div>
<br />
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<b style="mso-bidi-font-weight: normal;"><span style="font-family: "Times New Roman",serif; font-size: 9pt; line-height: 107%;"><o:p> </o:p></span></b><span style="font-family: "Times New Roman",serif;">Manufacturers are significantly
more likely to select search returns featuring brands they recognize (93%) to
brands they are not familiar with (31%).<span style="mso-spacerun: yes;">
</span>Brand impression is the single most important factor impacting the <o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">Manufacturing buying cycle.<o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">Early in the buying cycle, push
media such as magazines introduce prospects to information and products they do
not know they need.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: "Times New Roman",serif;">What type of trade magazine
delivery do you prefer: print magazine (55%); digital magazine (22%); <o:p></o:p></span></div>
<span style="font-family: "Times New Roman",serif;">e-newsletter (15%); website (8%).<o:p></o:p></span><br />
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<span style="font-family: "Times New Roman",serif;"><o:p> </o:p></span></div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-38790837216816457542015-08-17T11:50:00.000-07:002015-08-17T12:06:41.848-07:005 Words You Should Include In Your Next Subject Line<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgS6-ZS0h8HjpesTEkoU7r63fhSSNIJGLgx1JAYIFxbgu-s_kpgeAJy7u30-ZjowGi8yf6UBx5IGhDVYe9qhBTNraGkUBRrJrmucibk8feo9n4BfgywC4-E7YKYUhP2sZp0EWDUWieorLc7/s1600/Email.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgS6-ZS0h8HjpesTEkoU7r63fhSSNIJGLgx1JAYIFxbgu-s_kpgeAJy7u30-ZjowGi8yf6UBx5IGhDVYe9qhBTNraGkUBRrJrmucibk8feo9n4BfgywC4-E7YKYUhP2sZp0EWDUWieorLc7/s200/Email.jpg" width="200" /></a></div>
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<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 11.25pt; text-align: justify; vertical-align: baseline;">
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">Subject
Line Gold analyzed these subject lines based on the results of 21 billion
marketing emails sent by 2,500 brands spanning from sectors like B2B, Financial
Services, Consumer Services, Telecom & Tech, and more.<o:p></o:p></span></div>
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<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">In
conducting their survey, they determined that the five words that most increase
open rates (on average) are:</span><br />
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span> </div>
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</div>
<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 0pt; mso-list: l0 level2 lfo1; tab-stops: list 1.0in; text-align: justify; text-indent: -0.25in; vertical-align: baseline;">
<!--[if !supportLists]--><!--[endif]--><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;"><strong> Upgrade - </strong>open rate + 65.7%</span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Just</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = 64.8%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Content</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = 59.1%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Go</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = 55.8%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Wonderful</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = 55.1%</span><br />
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span> </div>
<div style="text-align: justify;">
</div>
<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 11.25pt; text-align: justify; vertical-align: baseline;">
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">The
most detrimental words to your open rate are:<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Miss</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = -4.6%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Deals! </span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">- open rate = -4.4%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Groovy</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = -4.3%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Conditions</span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"> – open rate = -4%<o:p></o:p></span></div>
<div style="text-align: justify;">
<b><span style="border: 1pt windowtext; color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">Friday! </span></b><span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">- open
rate = -4%<o:p></o:p></span></div>
<div style="text-align: justify;">
</div>
<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 0pt; text-align: justify; vertical-align: baseline;">
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"></span><br />
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">So if you think your email marketing is pretty <i><span style="border: 1pt windowtext; mso-border-alt: none windowtext 0in; padding: 0in;">groovy</span></i> and you want to tell the world, you might
want to think again.<o:p></o:p></span></div>
<div style="text-align: justify;">
</div>
<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 0pt; text-align: justify; vertical-align: baseline;">
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">Another insightful part of this study was the
consideration of symbols for marketing emails. A lot of marketers might not
even be using them, but the industry data suggests that they <i><span style="border: 1pt windowtext; mso-border-alt: none windowtext 0in; padding: 0in;">do</span></i> have an impact—regardless of mixed consumer
reactions. As it turns out, the snowman symbol is the best for subject lines,
while the sun symbol is the third worst. So maybe sunshine doesn’t always beat
the cold after all.</span><br />
</div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgCf7kKbBCgiJDAL6v-PC2boI1RWCeSTfhwq4BCzLllDQ7Nd92Zqx4PpHvAVw56pvaqZl4a1qVFCuiQxjkCvrGNareVTzh2KgKDO8t65EZdC2M6K90L1OX7z6IODXlB08WrYLBTClPqOV2g/s1600/Symbols.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="227" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgCf7kKbBCgiJDAL6v-PC2boI1RWCeSTfhwq4BCzLllDQ7Nd92Zqx4PpHvAVw56pvaqZl4a1qVFCuiQxjkCvrGNareVTzh2KgKDO8t65EZdC2M6K90L1OX7z6IODXlB08WrYLBTClPqOV2g/s640/Symbols.png" width="640" /></a></div>
<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 0pt; text-align: justify; vertical-align: baseline;">
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"></span> Source: Ranae Gonner, ER Marketing</div>
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<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"></span> </div>
<div class="MsoNormal" style="line-height: 15.75pt; margin: 0in 0in 0pt; text-align: justify; vertical-align: baseline;">
<span style="color: #7a7a7a; font-family: "Georgia",serif; font-size: 10.5pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span> </div>
<div style="text-align: justify;">
</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-44246447329180764922015-08-03T15:04:00.001-07:002015-08-03T15:04:55.498-07:00Techniques For Lead Management Success - Part 5<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgSGsdn5uLxgIjpCFNJA6Xdf188NAgI-FuaWtVjbLrqH1ZMJHc4pGD0ceyhdA5616-_ykm3MZtD-rZFmrJbCPqzUugqmIsWnmyzqYW6E_T41pEf0VrnrFY1Ul8oTVPvot7Owdn3TZZ385B0/s1600/leads.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="134" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgSGsdn5uLxgIjpCFNJA6Xdf188NAgI-FuaWtVjbLrqH1ZMJHc4pGD0ceyhdA5616-_ykm3MZtD-rZFmrJbCPqzUugqmIsWnmyzqYW6E_T41pEf0VrnrFY1Ul8oTVPvot7Owdn3TZZ385B0/s200/leads.jpg" width="200" /></a></div>
<div style="text-align: justify;">
Just like dating, as you build a relationship with your prospects, you should be learning more about their needs. Remember, every campaign that a prospect responds to tells you about his or her interests. Every link they click, and every piece of information they fill out on a form tells you more about them. And you can really be clever with your forms.</div>
<div style="text-align: justify;">
</div>
<div style="text-align: justify;">
Don't ask your prospects to enter information you already know. Use progressive profiling and use the opportunity to find out something new. You an also use this information to target what sort of content may appeal to them in an email or lead nurturing campaign.</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-55530939750632448392015-07-28T08:51:00.000-07:002015-07-28T08:51:41.747-07:00Techniques For Lead Management Success - Part 4<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiy8of9EZTgA91ax1cCsmUXazNTOJfHgWN85fergPO04GhW1IWUooDqRIrqPUzFB4e-xYECEYvJK8fmT7dDOgrVzAUoNmZBebXvho-jICI1yRYIRr7L0DxGuVW6EXzo2hXROJ7nYolV7ycy/s1600/leads.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="134" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiy8of9EZTgA91ax1cCsmUXazNTOJfHgWN85fergPO04GhW1IWUooDqRIrqPUzFB4e-xYECEYvJK8fmT7dDOgrVzAUoNmZBebXvho-jICI1yRYIRr7L0DxGuVW6EXzo2hXROJ7nYolV7ycy/s200/leads.jpg" width="200" /></a></div>
Simple code on your web pages help you track prospects both anonymous and known. This helps tell you who is interested in your products. As anonymous prospects complete forms on your website or landing pages, any previous website visits can be automatically attributed to the new lead.<br />
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This is important to determine sales readiness of new leads since you'll know the entire history of the relationship with the prospect -- including which campaign helped them find you in the first place.Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-31682698742370060962015-07-27T08:49:00.002-07:002015-07-27T08:49:28.072-07:00Techniques For Lead Management Success - Part 3<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgnjSTePvbmH5uPlUS7RBnjT-oShSEoGzR7vyDRCHaZd6jMmBpWdBbhvgXYkmlW7DtA-JniC11x-y-p5MoaGa10h1SKcOo6k9BboPfW5er80njW8WnV9EHOdoohcCZYdozEeSQWQSxU762w/s1600/leads.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="133" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgnjSTePvbmH5uPlUS7RBnjT-oShSEoGzR7vyDRCHaZd6jMmBpWdBbhvgXYkmlW7DtA-JniC11x-y-p5MoaGa10h1SKcOo6k9BboPfW5er80njW8WnV9EHOdoohcCZYdozEeSQWQSxU762w/s200/leads.jpg" width="200" /></a></div>
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Since your prospect is in control of the buying process, you need to make sure you are monitoring their online activities to know when they are ready to move to the next stage. Lead scoring determines where your buyer is in the funnel. Lead scoring should consider the prospects' interest level defined by their actions.</div>
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For example, track email clicks, ebook downloads, web page visits, etc., and update scores accordingly. Also, be sure to score assets differently depending on where they are in the funnel. You might score a pricing page much more than an entry level ebook.</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-78997186160720715952015-07-14T08:58:00.001-07:002015-07-14T09:01:58.404-07:00Techniques For Lead Management Success - Part 2<img alt="Image result for sales lead management images" src="https://encrypted-tbn3.gstatic.com/images?q=tbn:ANd9GcTKPsGTS-55zNyqeZQEZT0XlyJtcsFBOQs5WGtZvzgQF9DfXfUW4A" /><br />
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Even when you've worked with sales to determine when a lead is ready to be contacted, there will be instances where sales has concluded that certain leads are not quite ready to engage, or sales has not followed up with these leads. </div>
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To avoid these leads from falling into a black hole, you can implement lead recycling practices to make sure that you have a follow-up plan in place. You should create a process based on two scenarios: </div>
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Leads will be automatically recycled based on a set of predetermined criteria.</div>
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Leads will be manually recycled by sales if they are not deemed ready.</div>
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Once leads get sent back to marketing, you can base sales re-engagement on a business rule, such as a lead scoring change, or sales can use its knowledge of the leads' buying interest to indicate a time-frame in which the lead should be re-engaged.</div>
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Next blog: Tip #3 - Score leads using implicit behavioral data.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-83794134064558942015-07-13T16:07:00.001-07:002015-07-13T16:13:38.215-07:00Techniques For Lead Management Success - Part 1<img alt="Image result for sales lead management images" src="https://encrypted-tbn3.gstatic.com/images?q=tbn:ANd9GcTKPsGTS-55zNyqeZQEZT0XlyJtcsFBOQs5WGtZvzgQF9DfXfUW4A" /><br />
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Lead management is the ability to capture, respond and manage incoming leads. Unfortunately, many marketers don't employ clearly defined lead management practices. And when they don't have processes in place, they risk decreased ROI, a leaky sales funnel, and poor relationships with leads and customers. </div>
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But done right, lead management creates more educated prospects to help you better understand their</div>
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needs, and ultimately means more revenue. So how do you do it?</div>
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<strong>Tip #1 - Work Directly With Sales To Determine When A Lead Is Ready</strong></div>
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In order to properly create a solid lead scoring framework, work with your sales team to build criteria that determines the steps prospects should take before they are ready for a sales call. Remember, that this needs to be agreed upon by both sales and marketing to be effective. All leads do NOT fit into the same timeframe with the buying cycle.</div>
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Criteria should include:</div>
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DEMOGRAPHIC INFORMATION: Geographic location. company size, etc.</div>
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LEAD SOURCE INFORMATION: Print ad, search engine, social, offer, trade show, etc.</div>
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BEHAVORIAL INFORMATION: Web page visits, ebook download, webinar attendance, etc.<br />
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Next blog: Tip #2 - Make Sure To Implement Lead Recycling Practices</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-4340257657866858272015-07-08T14:35:00.000-07:002015-07-08T14:35:03.705-07:00Start The Presses<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiyFzOdFA0l6yUULPMCCiMoX4KbF67Fvsj6gOfbpeYW8UswNmrMwSpgVvj5OGwx14khDyRoo1KQl7QNquWHaqXKMdM6g1RS0sCdylbauA0zpCY17EBFojEteV1E84yLL0nwOM_CmPA-aEpx/s1600/printing+press.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="132" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiyFzOdFA0l6yUULPMCCiMoX4KbF67Fvsj6gOfbpeYW8UswNmrMwSpgVvj5OGwx14khDyRoo1KQl7QNquWHaqXKMdM6g1RS0sCdylbauA0zpCY17EBFojEteV1E84yLL0nwOM_CmPA-aEpx/s200/printing+press.jpg" width="200" /></a></div>
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What should you focus on with your marketing program? Digital or print?</div>
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The popularity of digital advertising and digital venues such as social media have grown and with it, marketing dollars allocated to digital. With the worldwide increase in web usage it has increased the internet's role in education and informing B2B customers prior to making intelligent buying decisions.</div>
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Of course, there are many benefits to digital advertising. It's less costly per impression, and response is readily measured. When you live in such a digitally driven world, it's hard to avoid thinking "print is dead." </div>
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However, according to the 2015 Media Usage Survey just published by Gardner Business Media, Inc., 86 percent of manufacturing technology buyers prefer reading magazines to get new product and process information. Furthermore, 93 percent of industrial buyers report that they are more likely to select search results from companies and sources they already know or recognize. </div>
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So, as B2B marketers hurtle into the digital marketing space, there's only one thing they leave </div>
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behind -- their customers. </div>
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In the race to out-innovate fellow competitors, B2B companies can sometimes go too far, too fast. With so much hype around the exciting things happening in the digital ad space, it's easy to forget that B2B magazines haven't lost their power. Yet, some advantages of print follow:</div>
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<strong>Print has staying power</strong>. Influential trade magazines have a following. Digital messages disappear in the blink of an eye.</div>
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<strong>You can't catch a virus form print</strong>. Enough said.</div>
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<strong>Print is powerful for branding</strong>. Because it's static, a print ad can boost your brand by featuring bold graphics and unique brand imagery that stays in the mind of the reader.</div>
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<strong>Print is engaging</strong>. Customers and prospects are more engaged when reading print material, unlike websites, which are often skimmed in as little as a 15 second visit. In addition, print gives you room to communicate. A print ad is able to better communicate the complexities of a technical product or more involved sales message</div>
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If you dismiss print as a dying medium, when so many of your customers and prospects still value it, you will likely leave a host of opportunities for competitors who invest where most are looking.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-13245595340254029092014-08-05T08:31:00.000-07:002014-08-05T08:31:37.851-07:00Start Helping, Stop Selling<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjFP9bVLqCI60xKy_i6wx66FED1lf9OOonzS__63qve02eiDLDhAvZGC30EZAV6KJg_uPkducelDNuq5t7JunaU-E-opmPRtkg_pe6i5iIpq27Baja0CJnY-cz6TNtI92t6TyOjduxw4r8t/s1600/help.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjFP9bVLqCI60xKy_i6wx66FED1lf9OOonzS__63qve02eiDLDhAvZGC30EZAV6KJg_uPkducelDNuq5t7JunaU-E-opmPRtkg_pe6i5iIpq27Baja0CJnY-cz6TNtI92t6TyOjduxw4r8t/s1600/help.jpg" /></a></div>
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You can create magnetic content that wows prospects if you focus on helping, rather than making sales. Five tips follow:</div>
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<strong>Identify Prospects' Needs</strong></div>
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You need to understand what your prospects need to make better decisions, and how you can improve their lives by providing it. Sometimes the best approach is to pick up the phone and talk to existing customers. Go talk to your customers. Ask them why they bought your product.</div>
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<strong>Map Customer Needs To Useful Marketing Content</strong></div>
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Once you really understand what buyers need, you can focus on mapping your content to truly resonate with those needs. A sales lead is a prospect who meets specific, predetermined criteria for becoming a customer. They desire specific information about their circumstances, and eventually, they might have a problem that your product can solve. </div>
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<strong>Market Your Marketing</strong></div>
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First, you'll want to employ "seed nurturing." Basically, you put your content everywhere that prospects find it -- thus planting "seeds." Any of these might take root and grow. You might promote it on your homepage, share it on social media, include it in a newsletter, and include it in ad and product publicity in print media.</div>
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<strong>Make Helping A Process, Not A Project</strong></div>
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Change is inevitable. A prospect's needs may be different tomorrow than today. In addition, new technologies open doors to new ways of helping. Film died and was replaced with digital images. Cassettes died and were replaced with digital audio formats. People change. Technologies change. You need to keep adapting.</div>
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<strong>Keep Score</strong></div>
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You don't want this initiative to become a novelty. It must me measured effectively. You'll want to know how many times your mobile app was downloaded, how many times your blog was visited. <em>But keep in mind you're not just looking for eyeballs. You want to know what those eyeballs are doing.</em></div>
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You'll want to know when someone is reviewing your content as they may be considering a purchase. But don't put long forms there. If your value is strong, prospects will contact you after they finish their research. </div>
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If you can track where the prospect originated, and which origins resulted in wins, you can create metrics to measure sales. </div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-18110646046755341772014-07-28T10:03:00.000-07:002014-07-28T10:03:10.880-07:00Convert More Website Visitors Into Leads - Part II<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhyiX-zEbOgfrsnsGFrqY6yDy3Kwpewa9GOit_hgNp33yCjgQ0YgCLLX6PXPKnhfMp86-KVXEyVNPAL-65dVqddhz2A_3Inc58lV06FMzO8OyQUVw9ACMD6VrSj-SojmtDdBcXmik7NwnK7/s1600/lead+generation.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhyiX-zEbOgfrsnsGFrqY6yDy3Kwpewa9GOit_hgNp33yCjgQ0YgCLLX6PXPKnhfMp86-KVXEyVNPAL-65dVqddhz2A_3Inc58lV06FMzO8OyQUVw9ACMD6VrSj-SojmtDdBcXmik7NwnK7/s1600/lead+generation.jpg" /></a></div>
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Don't be afraid to put your most important sales message on the home page -- for two reasons. One, most links to your site will point to the home page. Why make someone have to go somewhere to get your sales message? They're already there; take advantage of that. Two, it will help your search engine optimization. As other sites link to your home page, the more copy (and keyword search phrases) that you have, the better.</div>
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Then too, if you're using a pay-per-click campaign to drive traffic to your website, you definitely want your sales message to be on the exact page that your driving them to. You're paying to get them there. So, a great headline to make them start reading, a very strong first paragraph, and enough information to get your message (and maybe become a lead) helps if the visitor doesn't have to click somewhere else. </div>
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Don't rely on your web prospects to figure anything out. Use a strong call to action for everything on your site. But for something that's as proven as the concept of the importance of strong calls to action, many web sites don't practice this rule. On many sites, the best is a tab that says "Contact." And visitors may have to search too hard to even find it. Three simple rules follow for any web site:</div>
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Display your contact information on every page. The top right, or the top left, or right-hand column all work. You never know when a prospect is going to get mildly interested enough to want more information. Make it easy.</div>
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Make all of your contact information mini calls to action. Don't just show your email address. Instead, say, "For free information about lowering your costs twenty percent, just email us here." Or say, "Call us 8-5 Pacific Time at 800-555-1234. After hours? Submit this form and we'll get back to you promptly."</div>
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Always give a web prospect at least three ways to contact you -- whichever they are most comfortable. They can call, or email, or fill out a convenient form.</div>
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If you want a lead, give something of value. Want more leads? Give more value. A small percentage of web visitors may be desperate to buy right now. They'll pick up the phone and call. That's great, but if that's all you get, you're missing out big time. Most web visitors are using the Internet to research products and suppliers, often at the very early stages. One of the secrets to capturing more leads online is to consider prospects that are not red hot right now. The whole idea is to capture their email address as soon as possible, and follow-up with all of them over an extended period of time. until they become hot down the road. Then, you'll be right there to help them. </div>
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To get web visitors to give you their email address, you have to give them something. And, it's important to think about prospects in the early stages of research. They want information and knowledge. Examples include:</div>
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White papers</div>
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Free reports</div>
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Critical check lists</div>
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Quick start guides</div>
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Product demos</div>
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Free trials</div>
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Industry surveys</div>
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Just keep in mind that it's better to give something if you want to get something.</div>
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Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-77611373144969358702014-06-09T16:26:00.001-07:002014-06-09T16:26:13.547-07:00Convert More Website Visitors Into Leads - Part I<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAj1i0BsGtc-m-vqLjAkhL9iROesnedkFR1xLI1CAyd-Q0bxFsj2-Kb-YbA93gxaK8y2Rmi3kt1NrhvkCB9qdL2aFgaWrN5nGQsVaA-OJpxR0SKU2-h9MfGcQSaQMHJerrJN4ZiuXp0Vn7/s1600/lead+generation.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjAj1i0BsGtc-m-vqLjAkhL9iROesnedkFR1xLI1CAyd-Q0bxFsj2-Kb-YbA93gxaK8y2Rmi3kt1NrhvkCB9qdL2aFgaWrN5nGQsVaA-OJpxR0SKU2-h9MfGcQSaQMHJerrJN4ZiuXp0Vn7/s1600/lead+generation.jpg" /></a></div>
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First, think of your website as a 24/7 sales person sitting in front of your prospect whenever they want to listen. Like any good sales presentation, your website needs to talk about the prospect and the benefits of your product(s) for him - not about yourself, your company or your features. Your prospects only care about their needs and how you can help them. Use the word "you" a lot, not "we."</div>
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And make it easy and convenient for prospects to listen to (read) your presentation. This means don't make them click all over the place to read your sales message. It's amazing how many websites get prospects just where they want them, and then make them go somewhere else after just a couple of points. And then go somewhere else. And then go somewhere else. </div>
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If you had a 30-minutes sales presentation with a decision-maker, would you stop every five minutes and say, "That's a little bit about how we can lower your production cost twenty percent. Now, let's move into the next room and we'll talk about our excellent warranty." After making your prospect get up every five minutes, I think he's likely to say, "No, I think I've got the picture. Thank you very much for the excellent presentation. We'll be in touch."</div>
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Silly, right? Then why do so many websites stop every few paragraphs and make you click somewhere else to continue? Just like the example above, this is crazy. If the prospect is going along reading your sales message, he either likes it or doesn't. If he doesn't, he'll stop and go somewhere else anyway. You're not any better by hiding the stuff he might like on another page.</div>
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And if your prospect likes it, why in the world would you want to stop every couple of minutes and say, "Are you still interested? Really? Okay, then are you interested enough to click over here and wait for another page to load, find the right place to start reading, skim through the fluff at the beginning and start reading again? You are? Great, click here."</div>
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Every single time you make a prospect stop and think about whether he really needs to learn any more, you're going to lose a certain percentage of web visitors. </div>
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Again, we're not talking about using your website to do everything for everyone. We're talking about how to capture more leads as a percentage of all site visitors. One way to do that is to refrain from continually interrupting them in the middle of your sales presentation. </div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-35563390828549312392014-05-15T17:19:00.001-07:002014-05-20T10:21:42.219-07:00Advantages Of Print - Part II<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi0zxggq9GcqLnoVYm35ehDj1q1N0omTYQkkNTejkF2pKYiOeOmBjih9O1ovjOnIeuTFj_BZUDS8k7DbG016pnI4wJp3Q8zbwsz712bpYKEUOxtJGtNly_Qv-XDEpimzFXli6gqx3tv7IcI/s1600/images+(1).jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi0zxggq9GcqLnoVYm35ehDj1q1N0omTYQkkNTejkF2pKYiOeOmBjih9O1ovjOnIeuTFj_BZUDS8k7DbG016pnI4wJp3Q8zbwsz712bpYKEUOxtJGtNly_Qv-XDEpimzFXli6gqx3tv7IcI/s1600/images+(1).jpg" height="149" width="200" /></a></div>
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The advertising media format of the moment seems to be leaning more toward online advertising -- but does it clean up in every department?</div>
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Some progressives may say no, but the fact of the matter is that magazine advertising does have advantages in the media advertising mix.</div>
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One of the primary advantages of print media is its capacity to <em><strong>excite and stimulate</strong> </em>when people are in a relaxed frame of mind. Even though online advertising has the edge in cost per lead terms, it is print media that seems to stay with us. If you run a magazine ad campaign, you are not able to monitor the effectiveness of that schedule in direct response terms. While print media has moved away from the old reader service card response process, it is now perfectly positioned as the corporate, brand awareness medium.</div>
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Another advantage of print is credibility. If you see it in print, it usually holds a higher position of respect and value -- one thing that the Internet can't fulfill due to the fact that it is very much a content-led format. It depends very much on results from search engines for prospects than are typically already researching your company or product(s) largely due to pre-existing brand awareness.</div>
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Regardless of growth of the Internet, advertising through print continues to bring a definite competitive advantage. Let's just say that a company chooses not to communicate with customers and prospects. The result is likely that most prospective buyers will not even consider your company or product(s). It's simply "out of sight, out of mind."</div>
Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-6271112946597683442014-04-30T07:41:00.000-07:002014-04-30T07:41:03.662-07:00Advantages Of Print<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEibfQC1-GsJNvKYsuKj3vBHha60AUoN9h2TUE7-44OTdUCSGLUBWk14t4eEiG_N_7bdHq2-FqvYvPGh8_tM1o1ZHsRczoK2gyLSMc9ZnFsCT_K6XpJeVx_3D8KTfGUrgj8WaHJv7pM00vyw/s1600/images+(1).jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEibfQC1-GsJNvKYsuKj3vBHha60AUoN9h2TUE7-44OTdUCSGLUBWk14t4eEiG_N_7bdHq2-FqvYvPGh8_tM1o1ZHsRczoK2gyLSMc9ZnFsCT_K6XpJeVx_3D8KTfGUrgj8WaHJv7pM00vyw/s1600/images+(1).jpg" height="149" width="200" /></a></div>
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If you believe that print is dead, you didn't get the memo. Recent research shows that print advertising campaigns combining internet advertising achieve up to 25 percent higher response.<br />
Print has some characteristics that the web simply can't match. Six reasons follow though you may think of even more.<br />
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<strong>Targeted Marketing: </strong>Magazines offer the ability to target a specific demographic. Advertisers can target subscribers that B2B magazines qualify by industry segment, job title and more.<br />
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<strong>Print Ads Have High Retention Rates: </strong>Magazine ads can be viewed in a single glance and don't require scrolling or clicking through. When people read offline, they tend to have longer attention spans. Web reading is useful for gathering quick blurbs of information, but people pay more attention to what they are reading with print. For this reason, buyers tend to remember more of what they read (and see) in print.<br />
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<strong>Brand Marketing With Print: </strong>Because print ads are inherently visual, graphics and text can be used to convey an emotional response to create brand recognition. <br />
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<strong>Print Has Authenticity: </strong>Sure, getting a case history or some other kind of editorial in a magazine's web site is a big deal. But it's an even bigger deal for that story to appear in print. Print has a tangibility that doesn't exist with the web. On a more personal scale, marrying the solidity of print to the convenience of the web strengthens both media. <br />
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<strong>Print Readers Are Focused: </strong>If you're browsing the web with six tabs open and watching TV in the background, you may not be that receptive to all the advertising going on around you. But if you're reading a magazine, you're generally focused on just that. Most of the time someone reading a magazine is not multitasking.<br />
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<strong>Sometimes Unplugging Is Very Appealing: </strong>We're creatures of our tech-saturated times, and that's not going to change. However, people are starting to see the value of occasionally unplugging themselves from their devices and the web.<br />
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<br />Unknownnoreply@blogger.com0tag:blogger.com,1999:blog-817644214396788921.post-22275665146891088662014-04-18T11:06:00.000-07:002014-04-18T11:06:06.012-07:00Maximize Your Marketing Automation Process<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiK5ypGELqpt_-SDl9fWZubLMk5ZXRwWHRnIUMm00-0i0uSW4I6RB_fW4A0F-_BvTpPr5r4wvgdy-ZCE7GFbST94-KA9Pk3fXXFs2t2hquaAFxfTmt6Vudf7okEbpvQjpxiRsmkI1veK1fg/s1600/confusion.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiK5ypGELqpt_-SDl9fWZubLMk5ZXRwWHRnIUMm00-0i0uSW4I6RB_fW4A0F-_BvTpPr5r4wvgdy-ZCE7GFbST94-KA9Pk3fXXFs2t2hquaAFxfTmt6Vudf7okEbpvQjpxiRsmkI1veK1fg/s1600/confusion.jpg" /></a></div>
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According to Frost & Sullivan, the majority of marketing leaders report dissatisfaction with results from marketing automation. CMO's know their marketing automation isn't delivering results but aren't sure what do. There are three key questions to evaluate if your shortcoming rests in the process alone:</div>
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My prospects and customers are not presented with quality content.</div>
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My entire program is automated without leveraging personalized one-to-one nurturing.</div>
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My lead generation program is not guided by a lead management process.</div>
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<strong>Lack of Content: </strong>Research shows that the #1 reason for marketing automation failure is lack of content. Without quality content the system is on the road to failure. The majority of marketing departments struggle to produce sufficient content to fuel marketing automation. Focus on <u>producing the right content</u> to engage prospects depending on where they are in the buying journey.</div>
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<strong>Undefined or Lack of Lead Management Process: </strong>A lead management process converts early stage interest to sales qualified leads. Marketing teams that operate ad-hoc suffer from below-average conversion rates. Successful marketers generating optimal conversion rates share a common trait. They operate from a documented lead management process that result in more qualified leads flowing from the top of the funnel.</div>
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<strong>Over-emphasized Automation: </strong>Ultimately, people buy from people. Just because you can automate something doesn't mean that you should automate everything. A lead management process should be built on the buyer's process. A buyer's process map provides insights into when the right level of human interaction is desirable. There is missed opportunity to exclude human intellect. Prospects who are early of midway through the buying process don't want to be "qualified." They want to engage and discuss key concepts. Automation by itself causes leads to go away. Prospects respond favorably to their first human contact that seeks to provide one-to-one nurturing. </div>
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Source: Vince Koehler, Sales Benchmark Index</div>
Unknownnoreply@blogger.com0