When I started in my sales career many years ago, I didn’t have the luxury of an established client base or a robust CRM package that reminded me who to call. I didn’t have a marketer funneling leads to me or setting up appointments on my behalf. No, each day I came into the office and started “pounding the phones”, making cold calls, and hoped to get a live person on the phone so I could talk to them about whatever I was selling. When I got a “no”, I wrote the opportunity off and went on to the next cold call. It didn’t take long to realize this was an exercise in futility because 80 percent of other sales people were calling these exact same people using the exact same tactic. So, I thought about the way I wanted to be treated and the kind of people I liked to buy from and changed the way I approached prospects.
Although I didn’t know the official concept at the time, I started formalizing a lead nurturing approach. I shifted my mindset so that every prospect that said ”No”, was looked at as a future “Yes”. I set up call reminders on my calendar and started calling these prospects consistently at mutually agreed upon intervals. Overtime, I established relationships with these prospects, and ultimately, I closed business with more than 60 percent of them! More importantly, more than 80 percent of these clients worked exclusively with me and stopped working with other vendors! All because I took the time to nurture the relationships, made a commitment to their success and put in the hard work to make it happen. Although the process was labor intensive, it got the job done. Had I only realized what I could have accomplished by implementing a similar process through marketing campaigns, my sales could have grown exponentially higher.
Fast forward to today’s electronically-connected, ultra-complex business climate and the ”relationship” element is even more rare and impactful than ever before. Although the sales person is still a critical component of the sales process, marketing campaigns have become a much more cost effective way of nurturing prospects and staying in touch with customers. Establishing a schedule of ongoing, targeted marketing activities is an impactful way to nurture leads and keep your company “top of mind” with your prospects. However, the concept of prospecting or lead nurturing through marketing is still not a focus for most companies or sales teams. But the statistics speak for themselves on the impact that nurturing has on business. Here are some current statistics related to lead nurturing: Read More »
Tags: Cisco, karin surber, partner, sales
In just two years, indoor location technology has taken off and attracted a lot of buzz across industries, from retailers to healthcare. But it’s no longer a conversation about just Wi-Fi – the introduction of beacon devices, including iBeacon, has added a new dimension to location technology for IT and their line of business counterparts to grapple with on how to leverage it to better reach their customer base.
Some customers have been asking about beacon technology and how it fits in with Wi-Fi, so let’s start from the beginning:
How do beacons work?
Beacons are sensors that send out Bluetooth low energy (BLE) tracking tags. These sensors can be placed around a venue, such as a store, and a mobile device can pick up the BLE signal and determine that it is in close proximity. When a mobile app is built off of this technology, it can be used in interesting ways to interact with the end user, such as notifying a customer of a promotion for an item they are close to.
I’m having trouble differentiating Wi-Fi and beacons. What do I need to know? Read More »
Tags: access, analytics, Apple, beacon, BLE, bluetooth, byod, Cisco, cmx, consumer, customer, deployment, device, dimension, Enterprise, GPS, granular, Guest, healthcare, ibeacon, indoor, Indoor location, IT, lbs, line-of-business, location, location based services, marketing, mobility, mobility services engine, mse, network, operation, productive, productivity, proximity, retail, sales, tag, technology, track, tracking, wi-fi, wifi, wireless, wlan
Last Saturday, I spent a few hours scouring department stores for “that just right pair of black flat shoes” needed for an upcoming networking event. On the third stop, there was a large sign reading “Buy One – Get One Half Off”. Now, I didn’t NEED two new pairs of shoes, but after finding those black flats and a pair of sandals, you would have been hard pressed convincing me otherwise. And when I saw the same offer on workout socks, I felt like I had won the shoe shopping lottery!
A great sales promotion is designed to get you in the door, capture your attention, make you feel you’re getting an incredible deal and, if all goes well, compel you to buy more product or services than you originally planned. The optimal situation is where the customer feels they got the best end of the bargain and so does the seller. It’s a win-win for everyone. This is the recipe for repeat business and increased loyalty.
So what could possibly go wrong? Read More »
Tags: Cisco, karin surber, partner, sales
The times keep changing: first there were devices, then there were apps, and today, if you don’t develop a strategy for enterprise mobility and get ahead of the trend, the mobile wave will leave you behind. A year ago, after talking with many of our customers, partners, and our own technical sales teams, we realized that IT organizations were facing enormous challenges when making the transition from simple BYOD to adopting an enterprise mobility strategy across the business. As is typical during such tremendous market transitions like mobility, IT organizations were spending a lot of time figuring out how to line up the pieces required to support a mobile workforce, sorting through and weighing the many technology and vendor choices.
Today in conjunction with our friends at Citrix, we are happy to highlight the Cisco Mobile Workspace Solution with Citrix, built on the Citrix Workspace Suite. We are very excited to deliver this first of its kind, comprehensive solution to our customers. Today I’d like to take a step back and set the stage for the Cisco Mobile Workspace Solution with Citrix by taking you through our thought process in creating the right enterprise mobility solution for our customers. Read More »
Tags: ACI, App, byod, Cisco Validated Design, citrix, Citrix Workspace Suite, Complexity, customer, device, Enterprise, experience, mobile, mobile workspace, mobility, sales, secure, security, technology, trend, wifi, wireless
It’s exciting to watch the explosive growth of mobile and hyper local based services. Mobile location based services and marketing is rapidly becoming BIG business, with an estimated $4.5B of mobile advertising being location based (rising to over $10B by 2017).
Let’s look at some of the fundamental factors, drivers and numbers behind this growth to put it into context. Read More »
Tags: advertising, analytics, attribution, best practice, click attribution, consume, content, context, conversation, crm, customer, digital, engagement, Industry, location, location-based, marketing, mobile, mobility, model, multi-channel, network, omni-channel, purchasing, relationship, ROI, sales, services, technology, trend, wi-fi, wifi, wireless