When you're in a business-to-business (B2B) company, you're not just selling to your users. Often, your users and your decision makers are completely different people. And not every user has the skills to manage up, even if they do really want to use your product or service. Here's why you need to help your B2B prospects get to yes—and a few ways to do it. >>
When you have an idea, if you're creative enough, you can make it happen. But making is actually the easy part. The tough part, the part where most entrepreneurs and crafters begin to fail, is selling it. Why you need to make selling a part of your craft, too. >>
In sales and in marketing, we imagine this magical funnel, where once a prospect enters your company's ecosystem (through social media or a blog post, for example) they'll eventually be spit out as a paying customer.
The funny part about this metaphor is it rarely works out that way.
Between networking, session after session, cavernous conference halls, and vendors hawking their wares, conferences can be exhausting. Imagine working one! You're on your feet well before many attendees arrive onto the show floor and there long after and still have to generate leads and inspire customers and prospects. Read on for tips on how to survive from behind the booth:
Social media is like the Force: it connects us, binds us, and holds our (relative) universes together. No matter how we use it, though, we're selling. Whether it's to craft the "perfect" life, hire new talent, or promote our companies, social media is the new form of the cold call.
Creatively called "social selling," the practice rapidly blurs the lines between sales and marketing. Traditional reps scoff and say, "Twitter? That's not my job!"
Guess what? It is.