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Sales & Marketing

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Re: Lessons from Leaders Worth Sharing

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‌ brilliant discussion topic. I see this happening at so many levels, everyone wanting the biggest pie of a win attribution. Marketing, sales and solution teams collectively create a roadmap to a customer’s journey and if they are just competing with each other, the customer experience goes down the hill.  Just as the business leader said: The three departments need to effectively work together to make their product or service successful and beat the competition outside the company.

How can marketing hold attention span?

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Hello All, #It was exciting for me to be part of a ‘Humans of Analytics Fire-side chat’ recently to share and learn perspectives  around some of the emerging Analytics & AI narratives impacting the sales and marketing function. Click here to view the discussion. Would love to hear your thoughts.

Re: How can we combine the campaigns of Lead generation and sales prospecting

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Loved this topic and well said ‌. It is always a fine blend of sales and marketing (of course the boundaries are being redrawn). I agree with your views of skimming the target list for valuable prospects and then approaching this creamy layer targeted campaigns. ‘s view on ABM applies very much here once the inroads are made.  And you nailed it when you pointed out ‘uniqueness of your message’. The content is always a great catalyst in how the campaigns perform. In my opinion, a more valuable approach could be to identify the right kind of message flow through the sales cycle for various target segments and accordingly personalize content for high impact. This would often make content marketers go crazy with the number of messages, tracks, personas and complementary asset...

Lessons from Leaders Worth Sharing

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Initiating this discussion to identify some of the best lessons from leaders that impacted the way we think, approach or work.  To kick start the discussion – here is a lesson that came from one of the shortest debates on attributing a win, and in fact a very relevant one, that I’ve witnessed in the corporate world.   When the sales leader said “we put in our best, struggled and converted this tough prospect to a win today – we deserve full credits”, the marketing leader countered saying “we brought this prospect to your pipeline. It would have been impossible to even reach them without our support” and the product leader complicated it by saying “It was only because of my product’s features and benefits that this deal is won”, the business leader stepped in and said “the competition...

How can we combine the campaigns of Lead generation and sales prospecting

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A few weeks ago, I got an email from a savvy sales rep and client of ours who is in the middle of a lead nurturing campaign and prospecting for clients. He was reading Jeb Blount’s new book, Fanatical Prospecting (which I highly recommend), where Jeb says prospecting should not be done via bulk email, rather it should be accomplished through one-to-one email. He also noted that these emails should not be repetitive. Being in the middle of implementing a lead nurturing campaign involving bulk email, our client wanted to know if emailing 5,000 different prospects repeatedly was a good idea. Understandable question.  And a sticky one, too. Is Jeb right that we shouldn’t use mass email campaigns for prospecting? Is an email campaign to a large list a better way to generate leads? Surprise – th...

Lead Generation Techniques

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The ideas behind lead generation techniques are universal including quality prospects, qualified leads and measured results, however the tactics and techniques used can vary. As with any lead generation strategy, it’s important to stay creative and innovative to ensure your prospects aren’t leaving too early. Thanks to the Internet, social media and other online influences, prospects are spending time researching products and services early-on, allowing you an opportunity to reach you right vendor and provider. The B2B buying process has changed, and with that change comes a new B2B buyer and need for new techniques. Essentially as demand generation and B2B buyers continue to evolve, it’s going to be increasingly important to maintain an integrated, multi-dimensional proc...

The Way People Buy Has Changed

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There are enough studies today to show that customers are 57% through the buying process before they talk to the supplier, there are 5.4 Number of stakeholders in an average B2B purchase decision and a 1% chance of sales reps getting a response from a cold email. Will all these realities, there are many questions in the minds of every Sales and Marketing Professional – How do we manage our processes internally and provide a seamless sale experience to the new age buyer? How do we effectively engage the customers in these dynamic scenarios? How do we turn social Insights into Sales and last, but not the least, How to we turn our sellers into Top Performers? To know more on all this and how organizations can leverage technology to connect with the new age Buyer, NASSCOM Sales & Marketing...

Is it prime time for Data, the ‘glue’ that brings Sales and Marketing together?

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In today’s fully connected world, Data is the “glue” that brings Sales and Marketing teams working together. This discussion, held on 11 April 2016 in Mumbai, by the Sales and Marketing SIG focused on the need for alignment of Sales and Marketing for Organisational Success. This event, the second in the series discussed how Data can help both teams work together in harmony for Business Advantage. Sales professionals need to engage prospects BEFORE they firm up a buying decision; “Data” is what helps them understand, analyze behaviour, scoring models & triggers to move closer to a deal. Additionally, “Data” is the reason why more Marketing Budgets are moving from offline to online. Thus, marketing is intricately tied to Data. So the understanding and usage of data becomes critical for a...

Aligning your Sales and Marketing functions – A Special Interest Group Launch

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The lack of alignment between sales and marketing functions in an enterprise is an age-old problem, frequently lamented, yet rarely addressed or solved. A new survey shows the lack of alignment is actually becoming a bigger problem today and the disconnect is having a direct effect on top and bottom line performance. This is a feedback from about 1000 Sales and Marketing Professionals – 55% of Sales professionals said they want better quality leads from Marketing, while 34% of Marketing professionals said they want better lead follow-up from sales. So how do you get your sales and marketing teams in the same room, speaking the same language, and moving in the same direction? NASSCOM launched the Sales & Marketing Special Interest Group (SIG) at an event in Hyderabad on 18th Febru...