Human Interaction (either a face-to-face meeting or a telephone call) is a vital part of B2B sales. Yet it is often difficult to get past the Gatekeepers that protect senior management and make the appointment.
The internet has made it easier to source new suppliers and change supplier the minute a better price is offered. Alternatives are just a click away. To keep customers loyal you need to show how much you appreciate their custom – so which channels make customers feel valued?
Telemarketing and email are a match made in marketing heaven according to new research by the Direct Marketing Association (DMA). But some marketers don’t seem to appreciate the benefits of this relationship.
Most of us have seen the benefits of content marketing – generating warm leads early in the sales process and positioning your company as experts. Now research by the DMA shows that 64% of marketers are blending content into their telemarketing.
We recently issued a White Paper titled ‘A Plan to Reach C-level Decision-Makers’, where we suggested it was better to talk to junior managers before engaging with C-level. Many other sales & marketing executives disagreed.