What's the new new thing?

Posted by Dan Kraus | December 20, 2014

  
  
  


(nod to Michael Lewis)

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Topics: sales and marketing teamwork, strategy, sales and marketing



Plugging the Sales and Marketing Leak

Posted by Dan Kraus | November 19, 2014

  
  
  


There is a leak in your revenue-generation boat. And I can tell you where it is by asking 3 questions:

  1. What is a qualified lead (asked to your sales manager) that should be accepted by sales?
  2. What is a qualified lead (asked to your marketing manager) that should be passed onto sales?
  3. What happens when a qualified lead that a salesperson is working on either delays the purchase, or turns out to not be so qualified after all?


Here’s our experience with most small and mid-sized companies (B2B, generally selling services or technology).

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Topics: sales and marketing teamwork, sales and marketing



From Digital Brochures To Marketing Platforms: How Websites Have Evolved

Posted by Guest Blog Post | November 1, 2014

  
  
  


This is a guest post from fellow Duct Tape Marketing Consultant Phil Singleton.  Thanks for such a great post!

Website and web development technology has come a long way since the birth of the Internet. From the first point-and-click websites, through Flash based websites to today’s mobile-responsive websites tricked out with slick HTML5 slide-and-scroll animation and parallax effects, the look and feel of the Internet has changed dramatically over the years. Of course broadband Internet connection has help speed things align too, literally. More importantly, the purpose and use of websites have changed so much, that the word “web site” is now misleading, because your company’s website is now so much more than just a site on the web. Here’s a quick overview of where we started and where we are today:

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Topics: web design, web marketing, website



Leveraging Trends for Smart Marketing

Posted by Dan Kraus | October 28, 2014

  
  
  


You may have heard that our smart phones are to blame for the slower service in nice restaurants. If not, you should read this article. In essence it says that since we are busy taking pictures of our food, ourselves and our groups, service takes longer.

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Topics: marketing and sales, Promotions



Creative Use of Social in B2B Marketing

Posted by Dan Kraus | October 19, 2014

  
  
  


I had the opportunity to do three presentations at the eXtremeCRM conference two weeks ago in Las Vegas and I wanted to give a shout out to the folks from The Portal Connector for Dynamics CRM for the way they leveraged social media for B2B marketing during the conference.  (They took the same approach at the Microsoft WPC) 

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Topics: B-to-B Marketing, Social media



Personas Risk Leading Your Marketing Astray

Posted by Dan Kraus | October 13, 2014

  
  
  


I could not agree more with Tim Reisterer and his recent article in the Sales and Marketing magazine. (You can read the article here, on pages 22-23.)

It’s a great article and dead on point. Personas are an excellent way for marketers to paint a broad picture of those they are trying to attract, helping unseasoned marketers get a grip on the idea of whom they’re writing to and creating programs for. Personas also help shape the language you use in your marketing collateral and tactics while providing a common language to use inside an organization as they talk about different prospective customer roles.

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Topics: Sales, buyer persona



So You Want to Become a Sales Rep: 7 Things You Should Know Before Moving

Posted by Dan Kraus | October 7, 2014

  
  
  


If you look at my résumé before I founded Leading Results, you’d see someone who was a bit schizophrenic in their sales and marketing career. I have had as many marketing roles as I have had sales roles. Why? Because when I had a sales job, I would often get frustrated with the effectiveness of the marketing to find me sales leads. Or the reverse: I’d have a marketing job and get frustrated with the effort – or lack thereof – that sales would put into the leads I generated. In either case, I’d shoot my mouth off and get told, “Okay, you go do it.” So I did.

I’m older and wiser now.

It sometimes seems that sales gets all the glory while marketing does all the work. It’s not true, but it does seem that way at times – though those times may be a-changing with the impact of the search engine on buyer behavior.

But I’ll assume that as a smart marketer/finance manager/consultant, you know all this, and still want to go and be a sales rep. Here are seven things you should be sure you know as you go:

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Topics: Sales Compensation, sales and marketing, Sales, sales calls



How Closed Customers Can Help Inform Your Marketing Strategy

Posted by Dan Kraus | September 29, 2014

  
  
  


Notice I didn’t say new customers. Or prospects. Closed business – people that actually pay you money for your products or services – should have the biggest impact on your go-forward marketing. However, there are lots of caveats to this.

When you are early in your business, before your business model finally gels, any customer that pays you is a good customer. This is one of the most treacherous times and one of the best times to let your closed customers influence your marketing strategy. But, and it’s a big but, you have to be careful in the questions you ask and the way that you listen to the answers.

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Topics: know your customer, customer buying process, customer experience



5 Tips For Surviving Day 2 of Inbound 2014

Posted by Darling Jimenez | September 17, 2014

  
  
  


So day one of Inbound 2014 is  over (perhaps not for you brewmasters). By now a few things have happened, you have met some very cool people, you have been excited by the new possibilities of the CRM and you have had way too much coffee, and still  feel exhausted and not sure how you will make it to and through inbound's wednesday sessions in one piece. Here are 5 tips to help you make it through tomorrow in one piece:

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Topics: Marketing Automation, inbound2014, survivinginbound



5 Awesome Quotes From Day On Keynotes at Inbound 2014

Posted by Darling Jimenez | September 16, 2014

  
  
  


INBOUND IS AWESOME! There is so much positive energy, so much to learn and so many brilliant people.  It's hard to remember every brilliant thing that has been said but here are 5 quotes to take away from day one

  1. "The cost of leadership is self-interest. We let alphas lead because when danger strikes we expect them to protect us."  Simon Sinek 
  2. "Leaders do not ask for reasons to sacrifice, they take the risk and that's what makes them leaders." Simon Sinek
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Topics: inbound2014, inboundkeynotes



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