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MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Mid-sized companies need better tools to help understand what customers need and want.

CRM 235

CRM Guidelines Data Compensation 235

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SEPTEMBER 11, 2012

There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more. They found you online, after lots of research. They seem to have a lot of other potential business. It was a flurry of activity, but… You never found out what all they were researching.

Opportunity 214

Opportunity B2B Research Pipeline 214

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JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. Make sure to understand whether they are in a position to purchase, assuming there is enough value in it for them. Offers are on your website and have calls to action.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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MARCH 28, 2012

I also knew little about the power of a white paper back then, or what one can do beyond simple endorsements and testimonials. One time, I nearly lost a multi-million dollar contract with a very big airplane manufacturer because some low-level person in our company DID get quoted in a newspaper about the business relationship.

B2B 169

B2B Customer Case Study Conference 169

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JUNE 17, 2013

It can be an article, blog post or white paper that ties in with the challenge they are facing. ” Do not do it by calling to say you are just “checking in” (please never say that, OK?). Do so by adding value with content – insight which could help your buyer.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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JANUARY 24, 2013

Lead with adding value – forwarding a white paper, blog post, or article about a topic of interest to your buyer or strategic partner – generate interest, and differentiate yourself from all the noise. Just because you met on Linkedin does not mean that you need to only connect through LinkedIn.

LinkedIn 229

LinkedIn Skype Networking Promotion 229

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JULY 12, 2012

Looking through a new infographic on “An Integrated Approach to CRM” and accompanying white paper there are some important statistics surrounding midmarket business that have surfaced. Check out the white paper and infographic and post YOUR thoughts. Lots to think about. How is YOUR business handling this?

CRM 196

CRM Social Media Segment Engineering 196