Tag Archives: business model

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.

 

 

A Provocative Take on the Future of Self-Driving Cars

26 Jun

Self-driving cars are in the late stages of testing in the United States. Besides safety issues, consumer skepticism, the regulatory environment will have a major impact on how quickly and widely that self-driving cars make it in the market.

Given that self-driving cars will/may be sold in the very near future, we need to better understand where the marketplace will be headed. Recently, McKinsey’s Michele Bertoncello and Dominik Weewe published a thought-provoking view of self-driving cars: “Ten Ways Autonomous Driving Could Redefine the Automotive World — The Development of Self-Driving, or Autonomous, Vehicles Is Accelerating. Here’s How They Could Affect Consumers and Companies.”

  1. “Industrial fleets lead the way.”
  2.  “Car OEMs [original equipment manufacturers face a decision. Automakers worldwide will likely define and communicate their strategic position on AVs in the next two to three years.”
  3.  “New mobility models emerge. While OEMs are developing autonomous vehicles, a variety of other transport-mobility innovations are already hitting the road.”
  4.  “The car-service landscape changes.”
  5.  “Car insurers might shift their business model. Car insurers have always provided consumer coverage in the event of accidents caused by human error. With driverless vehicles, auto insurers might shift the core of their business model, focusing mainly on insuring car manufacturers from liabilities from technical failure of their AVs, as opposed to protecting private customers from risks associated with human error in accidents.”
  6.  “Companies could reshape their supply chains.”
  7.  “Drivers have more time for everything. AVs could free as much as 50 minutes a day for users, who will be able to spend traveling time working, relaxing, or accessing entertainment.”
  8.  “Parking becomes easier. AVs could change the mobility behavior of consumers, potentially reducing the need for parking space in the United States by more than 5.7 billion square meters.”
  9.  “Accident rates drop. By mid-century, the penetration of AVs and other ADAS could ultimately cause vehicle crashes in the United States to fall from second to ninth place in terms of their lethality ranking among accident types.”
  10.  “AVs accelerate robotics development for consumer applications.”

 
Click the chart to read the full article.

McK1
 

A Video Look at What’s Hot in Tech Marketing

4 May

According to a Tech Marketing Priorities study by IDG Research, “native advertising, social media, and video are what’s ‘hot’ in marketing today. Find out what areas marketers will be spending their marketing dollars over the next 12+ months. This IDG Research survey was conducted of global senior tech marketing leaders providing insights into key marketing priorities for 2015 and beyond.”
 

 

Ten Marketing-Oriented Business Trends to Consider: A Slideshow

29 Apr

As one of our business planning activities, we should always be willing to think outside the box. We should be thinking of where our firm is headed in both the short run and long run!

This slideshow from Logo Design Guru:

“visually represents the 10 fundamental aspects of businesses that want to keep their feet in the market. Looking for growth? These are the basic rules that will polish your abilities to keep a track of trends in the market. However, it is evident that you need to know the people you are dealing with. Normally, business owners resist meeting their people in person. Whereas, they forget that interaction is a fruitful source of marketing your brand.”

 

 

The “Science” of Tweeting

24 Apr

A lot of us think that Tweeting is one of the most spontaneous and intuitive social media activities in which we engage. But, if we choose to be so engaged, Tweeting can also be more of a science.

Consider these observations by Kim Speier for Mainstreethost:

“Twitter has become an essential tool in your social media arsenal, but are you sure that you’re using it as effectively as you can be? It’s odd thinking of Twitter as a science; aren’t you just posting pictures, using hashtags, and re-tweeting posts you find interesting? In theory it sounds easy, but as society has become more data-focused, we want to see exactly how to construct the perfect profile and generate quality leads. In partnership with industry research from HubSpot, we have collected some best practices that can apply to Twitter and your social media presence as a whole.”

Take a look.
 

 

Are Marketers Story Tellers Or Scientists?

15 Apr

This is any interesting question, as there are three possible answers: both (the most widely held view), story tellers, or scientists.

With this in mind, check out the YouTube video below by IDG Knowledge Hub:

“According to this 2014 Tech Marketing Priorities study by IDG Research, a successful marketer needs to be the proper balance of storyteller and data scientist. This is a challenge media companies can assist with on several fronts through the design of custom marketing programs to fuel the ‘storytelling’ … to help with the ‘science’ of designing and managing data-driven marketing strategies. This IDG Research survey was conducted of global senior tech marketing leaders providing insights into key marketing priorities for 2015 and beyond.”

 

 

Measuring Public Relations Effectiveness

30 Mar

How effective are a company’s public relations efforts? The answer to this question has become even more complex in this era of online viral marketing and word of mouth. It’s not enough to just count mentions, etc., as we did in the past.

According to Onboardly, a demand marketing agency that helps small and medium-sized companies fast-track visibility, brand awareness, and lead generation by working at the intersection where public relations, content marketing, and social media meet, to deliver marketing that gets results:

“PR is still a mystery to many. Press releases. How some make it onto TechCrunch and others with equally great products or stories remain unknown. Say the words ‘PR Metrics’ and you’ll get an even more quizzical face in response.”

“Some question the value of PR for their business and well. PR metrics are what demonstrate the need and the effectiveness for tactics such as earned media, influencer relations, content marketing, and good old-fashioned press mentions. We’re firm believers in the power of PR to make big things happen – no matter how small the company or the size of the budget.”

We’ve developed this infographic as a way to explain a bit behind what PR is as well as what it can do.”

 
PR Metrics That Matter
 

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