Improve Sales and Marketing Efficiency: Find the Right Decision Maker

When attempting to sell a technology solution to a targeted account it’s clearly imperative to know who has responsibility for the system, process or application that you are trying to support or replace. Spending sales time to investigate the right…
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How to Make Your Campaign Message More Personalized

As buyers increasingly engage in self-guided online buyer’s journeys, marketers must find ways to engage with prospects via websites, blog posts and other social media.  Adding to the complexity of the challenge is the need to break through the barrage…
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Step 1 – Define Your Prospects Better

The first challenge you face when marketing more complex solutions is to define exactly who is the prospect. If your solution doesn’t fall neatly within the responsibility of a specific job title then you need to investigate who has responsibility…
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How to Reach Decision Makers

Marketing is often given mixed messages about what’s expected.  Demand generation – creating a flow of leads – is not the same as the goal of reaching decision-makers, but it is often spoken synonymously.    When you’re tasked with reaching…
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Web Surveys: Grab IT Decision Maker’s Attention

Running a web survey can provide a cornucopia of ideas to “grab” IT decision maker’s attention.  Let me see if we can recharge your muse with these suggestions. First, let’s review the well worn phrase, “IT decision makers are humans”,…
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5 Keys to Align Marketing and Sales Prospecting

SimplyDIRECT recently surveyed marketing professionals within large software firms, and we learned a lot about the assumptions, desires and anxieties of this group.  No question, this is a smart bunch.  We often come back from meetings with clients not only…
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5 Tips for Prospecting to Key Accounts

Do you remember the line from Rudyard Kipling’s epic poem, “If”?  “… if you can keep your head when all around you people are losing theirs and blaming you for it?”  In one of our recent surveys we asked, “What…
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How to Engage Senior IT Decision Makers in Key Accounts

  We’ve heard this a million times when doing marketing campaigns:  appeal to human instincts.  Don’t think of your prospects as monolithic automatons.  So even when trying to reach that super senior executive in that big, impenetrable key account, keep…
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