Tag Archives: bad behavior

Marketing and Sales: Better Cooperation Needed

29 Jun

Even though, a company’s sales personnel are typically viewed as part of the marketing function, there are also differences of opinion and sometimes conflicts between marketing and sales. Instead, mutual respect and cooperation need to rule the day!

As Hadar Duek observes for HubSpot:

“In my job, I chat with marketers very often about what problems they’re facing. One of the most common issues I hear about is lead flow — a marketing department generates hundreds of leads per month, but many of them aren’t closing. Nobody knows where to turn. Sales points fingers at marketing. Marketing points fingers at sales. They both shrug, unsure of how to proceed. To get the partnership running effectively again, there are three things I recommend marketers start doing with their sales team.”

1) “Provide sales training on how inbound leads are different. Many sales reps are trained to aggressively go after leads who will close ASAP — and ignore the ones who won’t. When I was in sales, I did the same thing. If a prospect wasn’t ready to send in a purchase order in the next week, I was onto the next lead. With limited time and an endless universe of opportunities, I had to prioritize. This mentality needs to shift when your company is generating inbound leads. Just because someone became a lead by downloading an E-book doesn’t mean they are ready to buy something immediately. On the other hand, they may very well be a great fit for your company down the line.”

2) “Develop a feedback loop between marketing and sales. How often have you seen leads go sales, receive follow-up, and then fall into a black hole? In my work with HubSpot customers, I see it all the time. This is a huge missed opportunity. To prevent this lack of communication, set up a way for sales to pass leads back into the nurturing funnel based on what they learned in the initial qualifying conversation. They like pink? Put them into the all-pink text E-mail nurturing campaign. They like chocolate sandwiches? Put them into the E-mail nurturing campaigns with lots of chocolate sandwiches.”

3) Set up regular meetings between marketing and sales. Some marketers pass all leads directly to their sales team and others only pass over the ones that meet criteria they determine as ‘sales qualified.’ For the latter group, if sales is passing back a lot of leads, this indicates the criteria for transitioning a lead needs to be tweaked. Look at examples of leads that were passed back and what about their criteria missed the mark. Set up a meeting to review these examples.”

Click the image to read Duek’s full article.

 

 

Consumers Down on Data Mining

28 Jun

As we have reported many times (see, for example, 1, 2, 3, 4), privacy and identity theft are important issues for all of us. With that in mind, a critical question for data miners is: How do consumers feel about data-mining practices being deployed by companies and other organizations?

Consider these observations from Natasha Singer, writing for the New York Times:

“Should consumers be able to control how companies collect and use their personal data? At a dinner honoring privacy advocates this week in Washington, Timothy D. Cook, the chief executive of Apple, gave a speech in which he endorsed this simple idea. Yet his argument leveled a direct challenge to the premise behind much of the Internet industry — the proposition that people blithely cede their digital bread crumbs to companies in exchange for free or reduced-priced services subsidized by advertising. You might like these so-called free services,’ Mr. Cook said during the event held by EPIC, a nonprofit research center. “But we don’t think they’re worth having your email or your search history or now even your family photos data-mined and sold off for God knows what advertising purpose.”

Now a study from the Annenberg School for Communication at the University of Pennsylvania has come to a similar conclusion: Many Americans do not think the trade-off of their data for personalized services, giveaways or discounts is a fair deal either. The findings are likely to fuel the debate among tech executives and federal regulators over whether companies should give consumers more control over the information collected about them.”

 
Click the NY Times infographic to read more of Singer’s article.
 

 

How to Do Better at Scheduling Your Activities

2 Jun

Are you a procrastinator? Do you plan out your activities to stay on target? Want to do better at personal scheduling?

Check out this video from Gretchen Rubin, the author of several books, including the #1 New York Times and international bestseller, The Happiness Project. Her books have sold more than two million copies and been published in more than thirty languages.

 

 

Do Better in Dealing with Negative Online Reviews

19 May

Negative online reviews can have a devastating effect on businesses — unless they are handled properly.

Here are some suggestions from Konnecti, a company that helps clients build their online presence.
 

 

Do YOU Think Before You Tweet?

30 Apr

Are you a regular — or even infrequent — Tweeter? If yes, do you always pause before posting a Tweet? Have you ever made a Tweet that you wish you could take back? Well, once it’s posted, somebody will see it. So, think before posting!!! :-)

Consider these tips from Nivida.
 

 

It’s Not Just About Happy Customers; Angry Customers Matter Too

31 Mar

All companies — large and small — treasure and understand the value of their happiest customers. The number and loyalty of these customers is often the difference between success and failure.

But, how should we deal with angry customers? As a general rule, we should not give up on them until we understand their feelings and try to turn those negative feelings around.

Consider these observations from Vision Critical, which provides a cloud-based customer intelligence platform that allows companies to build engaged, secure communities of customers:

“The value of your happiest customers is well understood, but the influence and potential of angry customers should not be underestimated. On average, Americans tell nearly twice as many people about negative experiences as positive ones, and the anger of the social media-empowered customer can easily go viral and inspire a movement. Of the millions of people who post tweets about customer service every week, 80 percent are negative. All it takes is the right hashtag at the right moment to turn one person’s gripe into a social media maelstrom.”

Take a look at this in-depth white paper from Vision Critical.

Vision Critical

A Study on Global Internet Censorship

24 Mar

We know that open access to Internet content is not available to all residents in every country around the world. But where is censorship the worst?

In a controversial research study of this topic, Jeremy Bender reports the following for Business Insider. DO YOU AGREE OR DISAGREE? WHY?

“Internet censorship and limitations on online speech are an unfortunate fact of life around the world. In 2014, Reporters without Borders designated 19 countries as “enemies of the internet,” including the United States and Great Britain. According to the organization, these countries all engaged in forms of online censorship, ranging from the UK carrying out a distributed denial of service attack against Anonymous to North Korea having building its own internal Internet and walling its citizens off from the global Web.”

“The infographic from George Washington University’s Master’s in Paralegal Studies Online program visualizes the various forms that Internet censorship can take around the globe.”

 

 

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