The Pipeline

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Ignoring The Buyers’ State of Readiness

The Pipeline

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. As a result, most organizations’ collateral is aimed at that Active Buyer, boldly traversing 57% of their journey before succumbing to a salesperson. By Tibor Shanto. For many, you will find one piece or set aimed at your market.

Buyer 277
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A Lack Of Transformational Leadership

The Pipeline

I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” Same old complacency, the same old laziness, and deliberately blurring the line between transformation and transitioning. The same attitudes that limited and limit real transformation.

Sage 288
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Seasonal Sales Tactics: Fall

The Pipeline

For example, if a fashion trend watch says that people are looking for things that are jewel-toned this year, consider using these types of colors in your marketing collateral or your products. This gives you the opportunity to cater to exactly what people are going to be looking for during the season. Track what your customers like.

Fashion 244
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Are You Developing Managers Or Leaders?

The Pipeline

Promote one of these reps, as many do, and you not only face the issues presented above, but a bunch of collateral damage. But many don’t, we have all known career sales people, who continuously make more money than their managers or even directors, but and have no desire to take on the role.

Hiring 120
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The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

With visibility into just which content your qualified leads are accessing, marketers can provide salespeople with additional content and collateral that matches buyer activity to help keep the momentum toward purchase moving along.

Manticore 217