Tag Archives: opportunity

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
 

Resume Tips: An Infographic

19 Jun

Although high-tech digital job application tools are gaining in usage by companies — especially larger ones, the resume remains a key document in most employment searches. So, it is  essential that we do everything we can to have our resume stand out from our job applicant competitors.

As Mark Wallace writes for Akken Cloud:

“Finding the right candidates has always been and will continue to be a top challenge for recruiters and their clients. And, with the job market as strong as it is now, often times, active and passive candidates for employment are relying on the available new media channels and not spending as much time as they should on dusting off an old resume or perhaps creating a new one.”

“Let’s face it, the traditional resume or CV, will likely go away in the not too distant future. However today, how a candidate formats his or her resume is often the primary reason why a technology platform, a recruiter, or talent acquisition team will select and follow up with a potential candidate. The below Resume Do’s and Don’ts infographic includes some great tips to help your employees, customers, and your team to be successful.”

 

Click the image to enlarge it.

Via AkkenCloud

 

Catering to Buyer Personas: Infographic and Video Examples

16 Jun

Virtually all marketers are familiar with — and most apply — the concept of market segmentation. One under-appreciated way of segmenting consumers is through the use of buyer personas, which are composite identities that represent the types of prospects (segments) that a business is seeking.

As Douglas Karr writes for MarketingTechBlog:

“While marketers often work to produce content that both differentiates them and describes the benefits of their products and services, they often miss producing content for each type of person that is buying their product or service. For instance, if your prospect is seeking a new hosting service, one persona may be focused on performance while another persona may be focused on the security features. It’s critical that you speak to both — and often requires that you target each with specific advertisements and content.”

“It’s about reversing your perception. 90% of your visitors are not prospects… so you need to stop making decisions based on everyone and focus on the 10% with potential. Look at your firm from the eyes of your buyer and build content that speaks directly to their motivation for becoming a customer of your brand.”

 

TAKE A LOOK at this infographic on buyer personas from Single Grain, a digital consulting firm.
 

 

Now, TAKE A LOOK at this video on buyer personas from Savvy Panda, a firm that offers custom Web design, SEO & Internet marketing, social media marketing, testing & analysis, training & education, hosting, and more.
 

 

Amazon and Its “Minions”

9 Jun

The ever-aggressive Amazon recently entered into its first promotional movie tie-in with Minions, an animated film opening in mid-July 2015.

As reported by Sarah Perez for Tech Crunch

“Forget billboards or magazine ads. If an advertiser wants to put its brand in front of a big audience today, you may as well slap that ad on an Amazon shipping box. Or, at least, that’s the mindset behind the new partnership between Universal Pictures and Illumination Entertainment and Amazon. The retailer has begun to ship customer orders in bright yellow delivery boxes featuring cartoon characters from the upcoming Minions movie. The deal represents the first time Amazon has ever allowed a third party to completely brand its delivery boxes, the company tells us.”

“The pairing between the movie makers and Amazon makes sense for this latest installment in the Despicable Me franchise of films. The popular movies, which to date have grossed over $1.5 billion at the box office worldwide, have already turned the film’s characters into merchandise.”

Click the image to read more.
 

 

eMarketer’s Global Ad Tool

8 Jun

Want to learn more about ad spending around the world? Well, eMarketer recently published a neat interactive global ad tool to help you do just that:

“We’ve gathered the data and built this interactive tool to provide answers. Explore eMarketer’s latest forecasts for mobile, digital, and traditional ad spending across 22 countries. See which countries are leading the ad spending pack and which are projected to grow the fastest over time.”

Click the image to access the interactive ad tool. You may look at five countries at one time and examine 2014 through 2018 forecasts.

 

 

CEOs Getting More Involved with Social Media

6 Jun

For quite a while, many CEOs avoided their own involvement in social media, instead having specified personnel undertake company social media activities. They did not see the benefits of their own social media engagement and viewed social media as a time drain. Now, CEO attitudes and actions have dramatically shifted.

As Weber Shandwick recently noted:

“Research released today [May 2015] from leading global public relations firm Weber Shandwick finds that 80% of the chief executive officers from the world’s top companies are now engaged online and via social media. CEO sociability has more than doubled since Weber Shandwick began tracking the social activities of chief executives in the firm’s first Socializing Your CEO study in 2010, when only 36% of CEOs were social. 

“’CEOs can enhance and strengthen the reputation of their companies by taking an active and visible role in creating and sharing branded content through their company sites and social media,’ said Chris Perry, global president of Digital, Weber Shandwick. ‘The proliferation of sources, the unpredictability of news cycles and the explosion of new, highly visual media formats can be a challenge to any company, but it’s also a massive opportunity to engage and connect.’”

 

Click the image to read Weber Shanwick’s full report.

 

 

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