In B2B enterprise sales, repeat business is absolutely essential. When you need to convince a business to make a significant investment in equipment or change suppliers, you will typically need to influence several stakeholders, and overcome multiple objections. Throw in some complex procurement and tender processes, and it can all add up to significant time … Continue reading 3 Tactics for milking your B2B cash cows
There was a time when spamming had few consequences. Before you decide to overshare your next product offer and blast emails to everyone on your database, it is worth understanding some of the underlying technologies within the email system. Spammers are estimated to generate a huge proportion of email traffic every day. In January 2013, … Continue reading Voting for the next top spammer
Email marketing often seems like the dodgiest area of marketing. Against all the odds, every day brings emails informing me that I have managed to win lotteries I never entered. I have lost count of the number of widows seeking to transfer their fortune from exotic third world locations, and strangers looking to sell me … Continue reading Email or e-Fail?
You would think that retailers would be experts in coping with the Christmas rush. Afterall, it is their busiest time of the year. In the world of US retail, the mythical aura of the Black Friday sales at the end of November holds an enormous significance. It is meant to herald the date at which … Continue reading The #ClickFail Christmas retail meltdown
In B2B product sales you can always bet on one simple thing. A prospect will browse through your website at some point in the sales process. The reason for the visit, and the path the prospect took to find you are obviously important. Maybe you have already swapped business cards with the prospect at a … Continue reading Building trust, and your B2B sales inquiries