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Jean Lie

Callbox: Providing Sales Support to One of the Largest Business Software Companies - 0 views

www.callbox.com.my/st-business-software-companies

Software case studies Malaysia

shared by Jean Lie on 21 Mar 17 - No Cached
  • Jean Lie on 21 Mar 17
     
    The Client's goal is to provide the best software experience and a lower total cost of ownership for their customers. To meet customers' long-term needs, they provide an evolutionary path to support continuing business and technology innovation.
Carri Bugbee

Content Costs for Demand Generation and Marketing Automation | Demand Gen (r)Evolution - 0 views

www.leftbraindga.com/...sive-and-other-obvious-facts-2

content marketing demand generation lead business-to-business B2B btob

shared by Carri Bugbee on 04 May 12 - No Cached
  • 26% of average marketing budget is spent on content marketing, with 3.5 dollars spent on distribution for each dollar spent on creation.  Do the math and that means 5.8% of the average marketing budget is spent on creating content.
  • To put all this in perspective, license fees for marketing automation software are usually 1% to 2% of the total marketing budget.  In other words, content will cost several times more than software when most companies deploy a marketing automation system (and distribution costs will outweigh them both).
Carri Bugbee

Top 5 Trends in Sales 2.0 - 0 views

www.totango.com/...top-5-trends-in-sales-2-0

sales trends software as a service SaaS

shared by Carri Bugbee on 26 Jan 12 - No Cached
  • 1 – Attract many, then focus on filtering If your prospects do research online, will they find your company, or your competitor? Mark Roberge, VP Sales from HubSpot argued that you should keep the top of your sales funnel as broad as possible.
  • #2 – Give all sales people a social media address Scott Holden, Senior Director at Salesforce.com argued that not just companies need to be discoverable, but also individual sales representatives. Social pages are often the first ones to come up in search results.
  • Scott Holden summarized this as moving from self-promotion to social referrals: “trust me, he is a great lover” and not “I am a great lover”.  I expressed a similar sentiment in my blog earlier this week on Genuine Customer Engagement.
  • ...4 more annotations...
  • 50%-70% of sales processes start long before a sales person ever gets involved. The most important deciding factor in the sales process was “online demos”, not sales person interaction.
  • #5 – Consider a territory model based on social proximity
  • leads are assigned based on the personal relationship of a rep to the lead, rather than geography. On paper this social proximity model sounds great, but in reality it is still difficult to implement.
  • B2B companies need to learn from this and move to lower touch selling models, wherever possible. One of the speakers, Rini Das from PAKRA, has achieved just that. She is closing 95% of her business based on social media leads.
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