Your Response to Business Reviews Might Count as Much as the Review Itself
Respond to reviews with diplomacy; while you may not change the reviewer’s mind, it will have an impact on other customers that read it
49% of decision-makers say thought leadership can influence their purchasing decisions
Those decision-makers that were polled also suggest that thought leadership is effective at all the major stages of the sales cycle: 42% said it influenced consideration – just getting invited to the table; 48% said it influenced purchases – an award of business; 53% said it influenced an upsell – more business from existing customers; and 54% said it influenced a cross-sell – buying additional products or services.
Earned Media: 3 PR Studies Quantifying the Impact of Media Relations on Sales [UML] | Sword and the Script
Three studies show how earned media has a demonstratable effect on sales, helps sales teams and can improve other aspects of marketing.
11 Marketing and PR Insights from Savvy Professionals that Will Outlast 2018 | Sword and the Script
These marketing and PR insights are derrived from original interviews published as part of the Off Script Q&A interview series.
Trust is a Flywheel of B2B Marketing and a Key Point of Differentiation | Sword and the Script
A new study by TrustRadius underscores the importance of trust in B2B marketing. The company recently published a report that compares and contrasts two aligning surveys of 678 B2B respondents, which counts 438 buyers and 240 vendors that found on average buyers examine 5 sources in decision making and buyers are influenced by vendors who are transparent and trustworthy.
Is the Buyer’s Journey Becoming Passé in Marketing and Sales?
There seems to be some pushback against the notion of the buyer's journey. Sure, some models have been excessive, but the core idea of understanding how customers find you and why they buy remains an essential element of sales and marketing.
Finding Leads: 6 Takes from the 2018 Chief Marketer B2B Lead Gen Report
A Chief Marketer survey about lead generation underscores why harder to measure marketing initiatives are just as important as B2B lead gen activities.
Don't Sell Past the Close: 6 Lessons PR can Learn from Sales
PR pros can learn a lot from sales. For example, if we keep talking, we might just talk someone out of the deal, or a story.
How to Generate Media Referenceable B2B Customers with a Blog
It’s a whole lot easier to ask a customer to do a media interview if you’ve already built some trust with them. A simple way to do this is to request an interview for a corporate blog about their assessment of industry challenges.
Corporate Reputation: Buying from Brands We Know, Like and Trust [UML]
This week's Unscripted Marketing post focuses on corporate reputation and calls out a pair of studies that demonstrates the impact on purchasing behavior.
2017 Guide for Effective Lead Follow-Up
Did you know that one in three companies actually fail to follow up on their inbound leads? Or that two out of three companies give up after two or fewer tries, even when research indicates that the optimum number of contacts should be five to eight? These results, and others from our recent survey on sales effectiveness and lead follow-up, will be shocking to many. Does this make you wonder about your team’s lead follow-up strategy and implementation? What can you do now to improve? The…