LEADSExplorer

All too often Marketing is considered as just lead generation. However Marketing and Lead Generation are completely different functions in a company having different goals. Lead generation is now Lead generation is feeding the funnel and directly related to day-to-day operations and sales. Lead generation requires the use of all kinds of marketing methods and marketing automation tools [...] - LEADSExplorer

Arts fashion style Italian When Louis XV King of France was born on 5 September 1638, style, fashion and art were dominated by the Italians as part of their history build up over several centuries. Marketing the French He became the ‘Protector’ of literature (Académie Française) allowing to flourish Molière, Racine and La Fontaine. At the same time [...] - LEADSExplorer

Reading emails before action When an email lands in your inbox do you really read the email content or: - Do you just reply with your standard reply email ? - Do you forward it without really reading to your supervisor as prescribed by the workflow ? - Do you try to up-sell in the first reply ? It is [...] - LEADSExplorer

In some cases you should say “NO” to your customer and not proceed in selling to him. This “NO” is hard to do but it is better in the long run. Saying “NO” to your channel-partner, system integrator-partner can be appropriate too when they: 1. Impose their requirements on projects for their benefit 2. Increase complexity of projects [...] - LEADSExplorer

Limited reach If you are eager to find prospects or projects then it is likely you won’t find them. Maybe you are to pushy by being too much focused on getting a lead or even a sales cycle started. People feel this and this probably turns them away from you. Promoting too heavily your product or services by [...] - LEADSExplorer

Hoarding expertise and information is history All the information and expertise of a salesman that allowed getting an appointment is now available on the Internet. This can be provided by your competitors or by peers on social media (forums, LinkedIn, Youtube, Vimeo, Facebook, etc). If you keep your expertise and information to yourself then your potential customers [...] - LEADSExplorer

Leads in funnel – Sales deals Marketing needs to prove their marketing spending’s by showing as many leads as possible. Although Marketing will qualify the leads before entering them into the funnel they have the tendency to let more leads qualify. On the other hand the more under-qualified leads the Salesman gets the more time he waists by [...] - LEADSExplorer

Content marketing As people are fed up with interruption marketing (ads, emails) it seems that content marketing is the way to go as people prefer to search online for solutions and products. Content marketing will drive your inbound marketing for the complex sale in B2B. Having just a few text documents, presentations or video’s might be sufficient for [...] - LEADSExplorer

Being liked versus trusted The customer might like you as a salesman or sales rep. but that doesn’t mean they trust you. People might buy from you because they like you, but that will be limited to smaller amounts of money as they need to trust the salesman for larger purchases. Getting sympathy or being liked might be [...] - LEADSExplorer

Cutting marketing expenses The current recession will require companies to scale back and decrease their operating costs. Cutting back on: - Sales can only be achieved by less salesmen and staff. - Administration will require to lay-off administrative employees - Research and development is again about firing and is a risk for the future - Production quality will come back as [...] - LEADSExplorer

Social media marketing is not advertising Social media marketing is all about communication and not advertising. However many companies fail as they try to use it as push channels towards their clients or potential clients. Pushing marketing or sales messages on to social media are unlikely to become real conversations. Moreover this might turn out negatively as [...] - LEADSExplorer

Sales reps Sales reps are into sales, sales arguments with features and functions of products or services. Their main focus is selling the stuff which gets them a commission. Salesmen Salesmen are into explaining about benefits as selling to C-level people requires putting the solution into a business context. A successful salesman will try to understand and [...] - LEADSExplorer

Marketers as publishers instead of pushers Marketing execs have always had the mindset of selling products or services using mainly interruption marketing with advertising, commercial messages through multiple channels. The more money spend the more likelihood of getting attention and promoting the brand or product. The more they pushed the more chance of success. The challenge of [...] - LEADSExplorer