April 26th, 2013 by Laura Monn Ginsburg
Account Pursuit – A recipe for success
[Cut to the chase and download the webinar recording here] As you well know, B2B marketing isn’t easy, especially when you’re trying to sell complex solutions in a packed marketplace. It can be hard enough to get the right message out the door (you know, the one that conveys value clearly and succinctly without sounding too generic or vague). Unfortunately, with more and more organizations Read More
March 15th, 2013 by Laura Monn Ginsburg
[Infographic] Still relying on marketing luck?
Cut to the chase and download the infographic here. In thinking about St. Patrick’s Day this weekend, I started thinking about how we all rely on luck every day. Luck to hit that green light, luck that the weather will comply with our weekend plans, and, in this line of work, luck that our marketing gambles will pay off. Some of marketing does come down Read More
December 14th, 2012 by Laura Monn Ginsburg
Closing the Loop
After I wrote my post last week about the importance of putting the customer first, I decided to subject myself to the a place where I hoped for a great customer experience and was greeted with one of the worst. A better kind of holiday shopping – my “sleigh” filled with gifts for OppSource’s Adopt-a-Family To be fair, it is that magical time of year Read More
July 30th, 2012 by Laura Monn Ginsburg
Tech Sales Have Changed – So should your sales strategy
It’s probably not very earth-shattering to tell you that the landscape of B2B technology selling has changed dramatically. In a world where consumers (regardless of being B2B or B2C) would rather Google an answer or ask their social networks for input, it’s hard to get a leg up on your competition. In part one of a two-part interview with ZDNet, Mark Galloway discusses the new Read More
January 17th, 2010 by Mark Galloway
What is your definition of a “lead” ?
I am always intrigued when I meet with new customers to hear their definition of what a “lead” is. For most, let me generalize and sum it up this way; “a lead is a prospective customer who is in the market for what it is that we are selling.” The thing of it is, a prospective customer who “is in the market for what it Read More
December 24th, 2009 by Mark Galloway
Twas The Night After JigSaw
Wow, we woke up this morning to some serious white stuff – it will no doubt be a very white Christmas in the Twin Cities of Minnesota. I had two choices this morning, fire up the snow blower or grab a cup of coffee and catch up on my favorite blogs. The choice was obvious. One of my favorite blogs is Garth’s World the co-founder Read More
December 16th, 2009 by Mark Galloway
Is Marketing Automation Really Automatic?
There is certainly a lot of interest by marketers in a new category of software known as “Marketing Automation.” This category of software has seen double-digit growth in 2009 and doesn’t seem ready to slow down at all. It reminds me a lot of the go-go days of “sales force automation” back in the early 90′s. Back then, “SFA” as it was known, was the Read More
July 9th, 2009 by Mark Galloway
Exempler Customer Service = Customer For Life
What makes a customer for life? It starts with a great product that meets the needs of the customer but that alone is not enough. It also takes great customer service after the sale when things go wrong and no matter how great the product is – it enevitably will.
December 23rd, 2008 by Mark Galloway
Are The Leads Really Weak?
One of my favorite scenes from the movie Glenn Gary / Glenn Ross is when Jack Lemon suggests to Alec Baldwin that “the leads are weak.” This classic sales training movie demonstrates that sales and marketing have been at odds for quite some time.