13 TECHNOLOGY TRENDS TO KNOW ABOUT NOW

Tags

, , , , ,

Here’s what techno-savvy sales and marketing types are talking about today. Marketing Automation #3 in the top trends to watch. The evolution of technology helps define our future. New ways we communicate (tablet computers, cell phones, Twitter), socialize (Facebook, Match.com), do business (LinkedIn, company websites), shop (Amazon.com, anything on the Internet), entertain ourselves (computer games, Internet-connected televisions, 3-D movies and televisions) – all have a technology basis. For your business to thrive, it too must be technologically in the forefront. Here are a baker’s dozen technology trends worth paying attention to.

  • TREND #1 Google Apps – Web-based messaging and collaboration
  • TREND #2 Trend: Social Media – Pick And Choose
  • TREND #3 Marketing Automation – The 10-foot View

Read Alan Horowitz’s full article in Advantages – July 2011 Issue

Advertisements

NAKED SELLING

Tags

, , , , , , ,

So now you have a database full of qualified sales leads, prospects who are both interested in your product and ready to buy. How do you convert those leads in to valued customers?

There are a number of different approaches you can take. Most often sales representatives deliver comprehensive presentations and attend pitches armed with case studies, product sheets and brochures. An increasingly popular method is remote selling via webcasts or webinars, or to simply deliver the pitch over the phone. However one method, outlined by notable customer expert and popular blogger Jill Konrath, is driving sales with satisfying results.

“Naked Selling” is the concept of dropping every brochure, product sheet or case study and arriving with absolutely nothing to hide behind. Armed with nothing but a pen and notepad, the sales representative is forced to focus on the prospective client and engage, discuss, learn and understand all of their needs and how best to serve them.

Konrath believes that the vulnerability of the seller brings them closer to the client and enables a mutual relationship to be built. The sales person explores the prospect’s business, asks questions and offers insights and responses and the result is a conversation that is fully client focused, rather than completely product centred.

The objective of naked selling is to discuss, rather than sell. Understanding the prospect’s objectives, their ideas and what their expectations are will both enable the strongest pitch possible and achieve a valuable relationship with the client – one that is likely to yield far greater returns in the future.

An essential element of making things easier to buy and not sell.

newsletter from McRae and Company July issue 2011

Tags

, , , , , , ,

McRae & Co.  // Thinking July 2011

European Marketing Automation Seminar – Video Highlights

Watch the video – industry experts Adam Sharp and Jeremy Jones present best practice advice on how marketing automation can get sales and marketing working together and maximise marketing ROI, bringing productivity, efficiency and performance gains marketing hadn’t thought possible…

EU e-Privacy Directive – Website Compliance with new Privacy Setting

Companies must give every site visitor from europe the choice to opt-out of behaviour tracking, thereby preventing activities like page view and file downloads from being tracked. In the EU, opt-in tracking is now required in all countries, except the United Kingdom. How are companies complying?…

B2B marketers must stop cutting down the trees and start sharpening their axes

Today marketers can achieve more competitive advantage from working smart and hard, rather than spray and pray. Developing ‘continuous compaigns’ based on compelling personalised content, building up a customer centric view of the world and establishing an ongoing customer dialogue. How?…

 

Breaking Down The Barriers Between Sales and Marketing

 

Marketing Automation systems create hassle free 2-way integration with CRM and frees marketing to nurture leads until they are ‘sales-ready’, and sales to focus on having meaningful conversations with engaged buyers and closing their hottest prospects…

Visit our website www.mcraeandcompany.co.uk. If you would like more information. Copyright McRae & Company 2011. All rights reserved.

EUROPEAN MARKETING AUTOMATION SEMINAR VIDEO HIGHLIGHTS

Tags

, ,

Industry experts Adam Sharp and Jeremy Jones present best practice advice on how marketing automation can get sales and marketing working together and maximise marketing ROI, bringing productivity, efficiency and performance gains marketers hadn’t thought possible……

  • best practices examples for creating effective lead generation and nurturing programs
  • how the step to marketing automation solutions is small in hindsight once you realise the value on offer
  • focusing the sales effort on meaningful buyer discussions rather than wasted trips to Edinburgh
  • keeping it simple and all in one place – pulling the individual bits of software solutions that don’t talk together into one joined up solution that does
  • driving competitive advantage through operational effectiveness and much smarter marketing (vs current ‘spray and pray’ awareness driving)
  • building compelling content based on personalisation, an ongoing dialogue, integration with other platforms and building up a customer centric view of the world
  • developing ‘continuous campaigns’ – marketers have to stop cutting down the trees and start sharpening their axe

Adam Sharp, Managing Director, CleverTouch Marketing

Jeremy Jones, Vice President – Marketing, Datanomic Ltd