Home Page

  • Your Prospects’ Christmas Communication Wishes

    The holidays will soon be upon us, and it’s a perfect time of year to reflect on the wishes of those who are important to us. Have you ever thought about how your prospects would like you to communicate with them?

    Hint: It’s Not Robocalls

    Do you ever get those Robocalls where a recording immediately tells you not to hang up because this is an important life-changing call? And what do you do? More likely than not you hang up. Why? Because you know it’s not an important call otherwise there would be somebody on the other end of the line talking with you personally.

    Personal communication.

    Such a rarity in these days of automation.

    And yet so powerful because it adds a human touch.

    Get Personal, Get Human

    If someone calls you and asks you how you are, the problems you may be facing and how they might be able to help you, you’re likely to engage with them. After all, the conversation is all about you. What could be better?

    You’re also more likely to respond if you receive a personalized email than one that’s blasted to the masses. In fact, according to an email marketing survey by Experian Marketing Services, personalized emails convert at six times the rate of one-size-fits-all emails.

    So how can you add the human touch to your communications and be more successful with lead generation and nurturing? Get to know your contacts, prospects and clients.

    Use Technology Wisely

    A study by Sirius Decisions claims that the adoption of marketing automation technology is expected to increase to 50% by 2015. Technology is coming down the pike to help increase the efficiency of our interactions with customers. We have to be careful, however, to use it in ways that help to build a customer relationship … not just in ways that make our lives easier.

    You can use technology to observe how contacts interact with your emails and online communications. These observations will enable you to gauge their level of interest as well as subjects that pique their curiosity. But while marketing automation helps define lead generation activities and aids in lead nurturing, you still need to nurture human relationships for B2B sales. And you can only do that through one-on-one conversations.

    A Cautionary Tale from Customer Service Departments

    We’ve all seen how technology has run away with customer service. When you call a company’s customer service department, it’s a rare luxury to reach a live person. Instead customers are forced to listen to endless menus of options and to recordings telling them how important their call is.

    There should be no need for a company to tell you your call is important. They should show you it’s important … by picking up the phone.

    Clearly this is a case where companies have used automation to cut costs and make it easier for them to handle customer issues. Automation has not been used to enhance the customer experience.

    So, when you put together your lead generation and nurturing plans, put your prospects and customers first. Think about their communication wishes. You’ll likely realize that a customized mix of personal telephone and email outreach will make your contacts feel valued and produce optimum results for your organization.

    Jeff Kalter is CEO of 3D2B, a global business-to-business telemarketing company that bridges the divide between marketing and sales. He leads customer acquisition programs for Fortune 500 companies and is passionate about building strong business relationships through professional phone conversations.

    VN:R_U [1.9.7_1111]
    Rating: 5.0/5 (1 vote cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    1 Comment
  • 8 Emerging Tech Trends You Can’t Ignore

    IT executives are preparing for the next big thing in IT. Of the most realistic trends for 2014, we’re seeing technologies with overlapping software and systems support. We also see a sharp rise in the role of the internet in business as it relates to mobile and cloud-based device implementation. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 5.0/5 (1 vote cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • How to Use Social Media in Your B2B Marketing Strategy

    Traditionally, B2B companies have found it difficult to deploy and analyze social media campaigns. Many of these businesses don’t feel that this sort of marketing is valuable or relevant to their business. Despite these feelings, however, social media marketing is an effective way to reach both B2C and B2B customers online. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 5.0/5 (1 vote cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • The 9 Essential Traits of Successful B2B Inside Sales People

    Insidesales.com conducted a study “Inside Sales Market Size 2013” which shows that the number of inside sales grew by 16% between 2010 and 2013. Due to this phenomenal growth, more than half of B2B sales reps are now on the inside. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 5.0/5 (2 votes cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    2 Comments
  • How to Be Successful in Technology Marketing: Survey Takeaways

    The 2013 Technology Marketing Priorities Survey provides technology marketers with specific, actionable job and career insights based on benchmark data provided by peers.  These are specific recommendations based on this year’s survey Read full story
    VN:R_U [1.9.7_1111]
    Rating: 5.0/5 (1 vote cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • Research: IT Buying Triggers – How Tech Purchases Are Ignited

    UBM Tech research has provided insight into the complex enterprise organizational purchase process, with the goal of guiding technology marketers to deliver the optimal information for their customers’ needs. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 4.5/5 (2 votes cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • My Top 10 Quotes From Bad Sales Reps

    I’ve been involved in sales since I first started canvassing door to door for a home improvement company when I was in high school.  At times, the things I have heard colleagues say make me wonder why they are involved with sales. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 4.0/5 (1 vote cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • Why Timing is Everything

    A key issue we regularly observe in sales and marketing teams is a distinct lack of alignment when it comes to what each team is expecting to gain from a lead generation campaign. Read full story
    VN:R_U [1.9.7_1111]
    Rating: 4.5/5 (2 votes cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • IT Marketing Careers Evolve After Social Disruption

    Over the past five years, social media and other new marketing-driven technologies like big data and marketing automation have been irreversibly disrupting traditional marketing practices, throwing  technology marketing careers and practices into a state of upheaval. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 5.0/5 (1 vote cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
  • The Future of Windows 8? Only Time Will Tell

    Spiceworks recently completed a study to get a better grasp on adoption plans of Windows 8 among US SMB IT pros. The first survey was conducted in August 2012, prior to the Windows 8 launch in October, and the second survey was conducted in December 2012. Read full story

    VN:R_U [1.9.7_1111]
    Rating: 4.0/5 (2 votes cast)
    • LinkedIn
    • Facebook
    • Twitter
    • Google Bookmarks
    • Print
    • email
    Comments
What's Hot!
Advertisement
Promotion
Gift Cards

Earn a $5.00 gift card every time you recommend a 5-Star service provider! Click here

Survey

For Home Page professionals:

On average, how much of your work time do you allocate toward your professional growth and development? (select one)

Loading ... Loading ...
Job Board

Most recent job openings: