To be a thought leader you must have an opinion. These White Papers are intended to provide thought provoking articles on B2B marketing issues. Let us know what you think.
Choosing the right Sales Method
for your Marketing Programme
Budget approval has been given and your marketing is up and running. But the sales don’t match expectations. Do your sales techniques complement the marketing programme? Could they actually be damaging sales effectiveness?
This white paper offers advice on how to ensure your sales and marketing work in harmony. It includes unique research that shows how simple and complex sales are different, and why the sales techniques you use for each should also be different.
The Value of Human Interaction
in B2B Sales
The emphasis on digital marketing has affected investment in other channels. So have we lost sight of the benefits that ‘live’ human interaction can bring to B2B sales?
The rise in digital marketing seems set to continue. Its speed of delivery, measurability and low entry cost make digital an attractive tool for any Marketing Manager.
But is there a danger we are ignoring a fundamental part of many B2B sales? To discuss the value of human interaction join the debate on LinkedIn. Go to http://bit.ly/SCiHumans.
Lead Scoring & Content Marketing; squeezing more from telemarketing
Lead scoring tells you where a contact is within the sales process, content helps keep them engaged. Can the benefits be transferred to your telemarketing programme? Can telemarketing actually improve scoring and content?
Our White Paper examines these questions and offers practical advice on preparing, improving and benefiting from scoring & content.
A Plan for Reaching C-level Decision-Makers
Research suggests buyers are engaging later in the journey and there are more members in the team. This means C-level execs are better informed than ever before, and able to make quicker decisions after engaging with potential suppliers.
This White Paper will discuss how to plan and reach C-level prospective customers, and how to ensure the all-important first telephone call is a success.
To discuss how to reach C-level decision-makers, please join the debate on LinkedIn. Go to http://bit.ly/SCiClevel.