Seven Steps to Shorten Your Sales Cycle
Thu, Apr 11, 2024 | Posted by Bob Sherlock
Does your company provide customers with expensive business inputs?
Or are you crucial in other ways to your customers’ business success?
Does your company provide customers with expensive business inputs?
Or are you crucial in other ways to your customers’ business success?
Fri, Oct 12, 2018 — Over the years, I’ve enjoyed working with some brilliant minds from the technology world. From my early days in Telecom and the pioneering days of interactive TV, to the groundbreaking revolution in eCommerce, smart technologists have astounded me with their vision and capabilities. As marketers, however, I find that they often fall short in a few areas. First, technologists tend to err on the side of verbosity, telling people everything their product can do. This lack of focus often results in confusion, and worse yet, a failure to connect to the prospects’ needs. Sometimes this problem occurs in the development stage as a result of what I like to call, “because we can” technical development. In this case, the developers decide to throw in every feature they can think of—whether or not their customers care. But often, wordiness is simply the result of excitement about all the things the company can do.
Thu, Jun 21, 2018 — This is the third in a series of articles focused on helping executives in small- and mid-sized businesses utilize digital technologies effectively to assist in accelerating revenues and profits. If you missed the first two articles, you can find the first one here and the second one here. The previous articles included an introduction to four major ways digital technologies can help your business, described a spectrum of technologies and a possible implementation roadmap, and associated digital proficiency with enhanced business performance. The second article also took a deep look at how business process needs and priorities should help guide your digital paths. In that article, I also introduced the “USA” model for digital transformation.
Mon, May 14, 2018 — This is the second in a series of articles on helping executives in small- and mid-sized businesses utilize digital technologies effectively to assist in accelerating revenues and profits. The previous article included an introduction to four major ways digital technologies can help your business, described a spectrum of technologies and a possible implementation roadmap, and associated digital proficiency with enhanced business performance. It also included a 10-question survey to help you set an internal benchmark for your digital programs. In this article, I’ll provide practical guidance on where to start a journey for those businesses with a minimal digital growth path today.
Thu, Apr 19, 2018 — There are many ways to think about growth, and many models to help stimulate your thinking. One of the more traditional, best known, and still effective models, is this one:
Wed, Jun 14, 2017 — If you buy into the old corollary that the “future is now,” be prepared to be blown away by what tomorrow’s future holds. If you thought that today’s wave of marketing analytics tools represented a bold new frontier in how enterprises can track and nurture consumers through the buying cycle, well, in the words of Bachmann Turner Overdrive – “You ain’t seen nothing yet.” And, if you believed that the kind of brain-reading technology that served up personalized advertisements to Tom Cruise in the movie “Minority Report” was the stuff of fiction, it may be closer to reality than you ever thought.
Thu, Jan 22, 2015 — I was recently asked my thoughts on how technology and digital trends will shape the future of marketing. As I pondered this question, I took note of all of the ways that I am digitally connected to the outside world. My laptop, smartphone, phablet, tablet, and e-reader were all dripping digital data to some unseen force through my WiFi connection. A fitness tracker awaited the opportunity to observe and report my next activity. Acting as marshals for many of these resources were my modem and router, which collected the needed inputs and outputs and converted my actions into trackable information.