Last week, I presented at an event in Denver called the Sales Symposium – put on by the smart folks at the Sales Expert Channel. I shared strategies for building meaningful (and profitable connections). You can view the Slideshare presentation here, and a summary of the high points follows. In my experience working with hundreds […]
At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. We are “pull” (inbound) marketers to the core and this philosophy has served us well. Of course, we do lots of “push” (outbound) marketing for clients, but we try to move them in the direction of pull […]
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 […]
Human nature causes us to assume that others share our interests, fears and motivations. We tell ourselves: I am an intelligent and logical person – so why shouldn’t others feel and think like me? And if this is the case, I simply have to create promotions that reflect my personal preferences and the orders will […]
Friends and colleagues occasionally ask me if they should accept the various connection requests from social media platforms like LinkedIn, Twitter, and Facebook. This usually leads to a lively discussion since most business people are faced with this issue on a regular basis. On one end of the continuum are those that are […]
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 […]
Marketing is a serious subject at most companies. After all, the marketing department is only one step removed from the sales department and revenue generation—the lifeblood of all businesses. As one of my favorite CEO’s was fond of saying, “Revenue covers a lot of other sins, but a lack of revenue causes all sins to be exposed.” […]
Timing is an important consideration in B2B marketing. B2B companies can use proven lead nuturing, pull marketing and social media techniques to stay in touch with prospects until they are ready to engage in the sales process.
Social media has caused a debate about whether this pull marketing technique can be used to generate leads and produce revenue. This article talk about the author’s experience in generating B2B leads and revenue by using social media and pull marketing strategies.