Survey says: Customer surveys top marketer list

Survey says: Customer surveys top marketer list The August 2015 CMO survey report finds that online customer surveys are the top technique used by marketers to learn how to acquire, engage and retain customers online. Asked to check off all…
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Better Contact Profiles Drive Sales Pipeline

Selling complex solutions typically requires that account managers engage with a whole range of influencers in addition to the key decision makers. This can be challenging enough, but when the influencers and decision makers on your target account list are…
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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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Finding Target Account Decision Makers

What is a decision maker?  We all make decisions. Thousands and thousands every day.  What clothes to wear.  Pick up the toothbrush first or the hairbrush?  Former President Bill Clinton recently said that George W. Bush had it right:  the…
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How a 40 Year Old Start-up Builds a Prospect List

Often the best answers are found from within.   This is particularly true with mature organizations.  Somewhere, someone has faced the same challenges you have, has built that prospect list before, and has some very usable answers.  Let me begin with…
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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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BANT vs. Sales Triggers to Qualify Key Accounts

Traditionally, marketing has been tasked with producing BANT quality leads for key accounts.  The individual identified is confirmed to have Budget, Authority, Need and Timeframe.  Good Lord!  What sales team wouldn’t spec their wished-for leads that way?  Why not add…
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Five Ways to Optimize Prospect Lists

The most common misconception about lists, or marketing databases, is that they can be transformed into being clean and fresh… in a one-shot effort.  In truth, all data is flawed.  In the results of a recent account penetration survey* 73%…
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