Many companies need to transition from push marketing to pull marketing. This article discuses the pitfalls and strategies of converting from an outbound to inbound marketing model.
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Companies who are considered commodity providers face price and competitive pressures. This article discusses how to use pull marketing to become a branded authority in your field and improve sales results.
In a recent conversation, a B2B sales rep told me something to the effect: “I hate my job because no one wants to talk to me. They don’t answer the phone, they don’t return my voice messages, and they almost never respond to my emails.” He also mentioned the fact that his sales cycles were […]
eMarketing Strategy’s Ruth Stevens, one of the nation’s foremost practitioners of B2B marketing, posted the above graphic on LinkedIn. Based on our experience speaking with many B2B organizations, these results pass the smell test. My only problem with the graphic is the 45 percent who claim they are “getting there.” This group could range from companies […]
One of my favorite bloggers is Paul Castain, who produces excellent content for the Sales Playbook website. Paul’s column this week, “A Deceptive Post About Cold Calling,” discussed important activities that can either replace or enhance cold calling. Here are a few of the statistics Castain points out: 67% of the buyer’s journey is now […]
Steve Case, founder of AOL, just wrote an article for Mashable about Facebook’s acquisition of WhatsApp. The article is titled 10 Lessons We Can Learn From WhatsApp. While I am an admirer of Mr. Case and agree with much of what he stated, I sharply disagree with one of his 10 lessons. To quote from the […]
I’ve written a lot about the subject of what you need to do to be successful in social media and pull marketing. The other side of this coin is a list of things that are harmful or counterproductive – in other words, stuff you should refrain from doing. Don’t become a nuisance. Communicating with people […]
I talk about social media quite a bit in my blog posts, articles and conference presentations. Social media is a key component of a viable pull marketing mix, and should be part of most companies’ go-to-market strategy. But like everything else in life, there is always a first among equals. And the first and most […]
Even though I make my living as a marketer, I get as bothered as any other consumer by the constant intrusiveness of unwanted promotions. The abundance of unsolicited marketing pitches from TV, radio, Internet ads and other media exasperates me daily. Yet, as hard as we try to get away from it (using tools like […]
One of my favorite bloggers, Paul Castain, posted an excellent article titled The Patience/Urgency Conundrum in Sales on his Sales Playbook website. Using the “courtship” metaphor, Paul explains that sales relationships, just like romantic relationships, have a natural timing, and that it can sometimes be counterproductive to disrupt that timing by forcing the issue during […]