article thumbnail

Lead Follow-up Malpractice

Partners in Excellence

It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. What in my response to that white paper indicates that I have an interest in their products? My interest is, clearly, about the research.

article thumbnail

Are White Papers Dead?

The ROI Guy

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Your current white papers just don’t have the same impact as they once had … but why?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Go through the motions

Sales 2.0

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Our buyers are “frazzled” as Jill Konrath says.

article thumbnail

Book notes: No Forms. No Spam. No Cold Calls.

Sales 2.0

When a buyer fills in their contact information to get our white paper etc., One of the common problems with these follow-up techniques is that they are not well-targeted and therefore not valuable to the buyer. we then annoy them with a sequence of emails and finally a string of cold calls.

article thumbnail

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

article thumbnail

Second Secret to Sales Force Excellence

Understanding the Sales Force

Today, before I reveal secret #2 I need to take care of a three important promos: Koka Sexton and I will join Dan McDade on Thursday at 1pm Eastern to talk about Lead Follow Up and you''re invited. Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it.

Study 241
article thumbnail

Declutter for Sales Success

Shari Levitin

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Every so often, you should take time out and ask yourself the following questions: Do I really need to hold on to this 50-slide PowerPoint, white paper, or case study anymore? The problem?

Workbooks 118