B2B Marketing

1. Target Account Selling    Over the past 25 years, Target Account Selling has become a standard in the sales world, with more than 1,000,000 sellers trained to convert smaller customers (or smaller groups within larger environments) into bigger and more permanent customers. 2. SPIN Selling  When Neil Rackham wrote the book SPIN Selling in 1989, I doubt he knew it would still be in use decades later. “SPIN” stands for Situation, Problem, Implication, and Need-Payoff. 3. SNAP Selling  SNAP Selling, introduced by Jill Konrath in 2012, makes the assumption that everyone is busy and frazzled. The most important part of this book isn’t the methodology itself – it’s the value chain that it demonstrates. 4. The Challenger Sale The Challenger Sale breaks sellers up into five buckets: Relationship Builders, Hard Workers, Lone Wolves, Reactive Problem Solvers, and Challengers. The Challengers are the most successful today, given the prevalence of large sales in enterprise en

1. Provide your prospect with options Instead of assuming which profile her prospects fit into, Jessica Magoch, CEO of  JPM Partners , utilizes a “ choose your own adventure” approach . 2. Working with gatekeepers Getting past gatekeepers can be an art in itself. But don’t just assume you deserve to be connected to the decision maker. 3. “A Friend Sent Me” What’s the best way to turn a cold call into a warm one? The answer:  Tell them that a mutual connection suggested you speak to them . 4. Leaving a voicemail You’re not always going to get through to your prospect right away. They might be on the move, in a meeting, or simply focusing on their work. This script from Bob Bentz, President of ATS Mobile and  Hupport is a voicemail to leave when this happens. 5. Use a hyper-personalized opener There’s a huge amount of insight available on your prospects. LinkedIn is a salesperson’s best friend for a reason . Use this insight to open the call and build f

Now that you know how important it is to follow up , and how long (give or take) you should wait before sending each email, let’s go through how to write the follow-up email itself. 1. Add Context Try to jog your recipient’s memory by opening your email with a reference to a previous email or interaction. Openers you might want to try include: ·          I just wanted to follow up on the email I sent last [day of the week email was sent] about  [ subject  of email] . ·          I just wanted to follow up to see what you thought about  [ subject  of email] . ·          I hope this doesn’t sound weird, but I saw that you read my previous email. 2. Add Value You should never send a follow-up without upping the ante and demonstrating your worth. Avoid lazy follow-ups – ones where you’re simply ‘touching base’ or ‘catching up’ – that don’t add anything other than one more email in their inbox. Provide value at  each  interaction. Make it worth their while to open,

Send it after two weeks.  If you haven't heard back from the employer two weeks after sending your resume and cover letter, consider sending an email. Don’t send it any earlier. You want to give the employer enough time to read and respond to your application.  Send an email, if possible.  Employers typically prefer receiving this kind of message by email; it allows them to keep a record of your contact, and they can respond quickly. However, if you need an even quicker response (say, for example, you know they are supposed to make a hiring decision very soon), you can try reaching out to the employer by phone. Use a clear subject line.  In the subject line , include the title of the job you are applying for and your name. This will allow the employer to know exactly what the email is about right away. Be courteous.  You want to be as polite and professional as possible in your email

Email workflow is a series of automated emails that trigger based on subscriber behavior or data. These are often referred to when marketers assemble a series of automated emails that work together to accomplish a goal, such as onboarding new customers or nurturing new leads. Through a series of emails within an email workflow, the  customer journey continues until they are finally ready to make a conversion and take the next step. 1. It’s automatic One of the biggest benefits of email workflows is they are automatic. After they've been set up, you can choose specific criteria to trigger the workflows. You don't need someone to click send and you can rely on the email automation to work 24/7. 2. Nurturing leads Email workflows are designed to nurture your leads.  Some businesses get their sales team to contact new leads immediately before it goes cold. But sometimes, these leads are not ready to be contacted by a salesperson. Just because a contact has downl

EMAIL 1: THE WELCOME EMAIL Goal:  Say hello to your new subscribers and make them feel instantly welcomed. Great For : General blog opt-ins, general site opt-ins EMAIL 2: THE CONTENT UPGRADE EMAIL Goal:  Deliver the content upgrade to the subscriber Great For : Blogs or sites giving away an extra piece of content in exchange for email addresses EMAIL 3: THE DISCOUNT EMAIL Goal:  Delivering your discounts and coupons to subscribers Great For : Ecommerce stores or general websites offering a discount in exchange for an email address EMAIL 4: THE SUPPORT EMAIL Goal:  Keeping your unhappy customers from going nuclear Great For : Small companies that don’t have a dedicated support staff EMAIL 5: THE “FOLLOW ME ON SOCIAL MEDIA” EMAIL Goal:  Building up a bigger following on social media Great For : Turning your interested subscribers into social media fanatics EMAIL 6: THE “BEST OF” EMAIL Goal:  Turning your blog subscribers into blog devourers Great

An email sequence is a series of emails sent based on pre-set time intervals or trigger-based automations (or both). ·          A time-based email sequence involves messages that are sent at predetermined intervals (e.g. immediately after opt-in, 30 days after purchase, one year after subscribing etc.). Time-based email sequences are also referred to as ‘auto responders’. ·          Trigger-based email sequences are sent whenever someone takes an action on your website or within your email sequence (e.g. not logging into the software platform for a week, clicking a link in an email, clicking links in the last three emails etc.) Why create email sequences? Email sequences are automated. And when you use both timed and trigger-based emails, messages go out when they’re most likely to have an impact. For example, say I’ve got an abandoned cart email sequence set up. The different types of email sequences Let’s break down some of the most common types of email sequences c

Digital marketing  is the  marketing  of products or services using digital technologies, mainly on the  Internet , but also including mobile phones,  display advertising , and any other digital medium. Direct Marketing a Good Direct marketing is a good and rewarding career choice for anyone that: Is creative Likes solving problems Likes writing Enjoys helping people find workable solutions Is analytical Enjoys conducting digital research Has a social personality Thrives in a fast-paced work environment Enjoys challenges Is an objective thinker Entry-Level Positions in Digital Marketing? Digital Marketing is a consistently expanding, lucrative career field choice. The website payscale.com lists the median entry-level pay for each of these digital marketing positions in the United States as follows: 1.  Direct Marketing Associate  – A DM Associate typically has less than ten years of direct marketing experien