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Customer Experience In The Millennial Age

Mark AboudSince the introduction of SPIN selling in the early ‘80s, the world of B2B customer engagement has seen steady innovation. Telephone cold calling, voicemail and emails became vital tools used to let prospects know you wanted to talk to them. When you did get a positive response, face-to-face meetings for problem discovery and PowerPoint presentations to drive the impact of your solution home became the standard. B2B selling was ruled by the conventional wisdom of seasoned sales executives who had control of the information. Through vast experience and advanced training in strategic and positional selling, they knew exactly how to win. It was a seller’s market and a game of inches.

Study Shows Nurtured Sales Leads 9 Times More Likely To Convert To Appointments


Nurtured BtoB sales leads are nearly nine times more likely to result in sales appointments than cold calls, according to a recent internal study conducted by Sales Engine International, a BtoB integrated marketing and sales acceleration firm.

For the study, Sales Engine International tapped into the same BtoB marketing sales “road map” that it implements for clients. The company used itself as an example to analyze how marketing can be leveraged to drive sales appointments. Paul Rafferty, Founder and CEO of Sales Engine, noted that that the company’s predictions of the number of nurtured leads to sales was more pronounced than expected.

Study Shows Nurtured Sales Leads 9 Times More Likely To Convert To Appointments


Nurtured BtoB sales leads are nearly nine times more likely to result in sales appointments than cold calls, according to a recent internal study conducted by Sales Engine International, a BtoB integrated marketing and sales acceleration firm.

For the study, Sales Engine International tapped into the same BtoB marketing sales “road map” that it implements for clients. The company used itself as an example to analyze how marketing can be leveraged to drive sales appointments. Paul Rafferty, Founder and CEO of Sales Engine, noted that that the company’s predictions of the number of nurtured leads to sales was more pronounced than expected.

5 Steps to Increased Customer Engagement


By Troy Burk, Founder & CEO, Right On Interactive

troy-headshotOrganizations are always looking for ways to decrease costs and increase sales. The key to achieving these goals is not blasting your database with “nurturing” emails, or your sales team making ‘X’ number of cold calls in a day; rather, it’s encouraging meaningful engagement with your prospects and customers. The problem is, while many companies go to great lengths to educate and engage their prospects, many more fail to recognize that their most valuable asset is right in front of them: the customer.

Study Shows Nurtured Sales Leads 9 Times More Likely To Convert To Appointments


Nurtured BtoB sales leads are nearly nine times more likely to result in sales appointments than cold calls, according to a recent internal study conducted by Sales Engine International, a BtoB integrated marketing and sales acceleration firm.

For the study, Sales Engine International tapped into the same BtoB marketing sales “road map” that it implements for clients. The company used itself as an example to analyze how marketing can be leveraged to drive sales appointments. Paul Rafferty, Founder and CEO of Sales Engine, noted that that the company’s predictions of the number of nurtured leads to sales was more pronounced than expected.

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