Articles

Tag: buyers

  • How to Make One-Time Buyers Repeat Buyers

    How to Make One-Time Buyers Repeat Buyers

    After analyzing data for many businesses, one statistic has always struck me: the number of customers who’ve only purchased once.  Whether it’s for a retail product, travel, charity or financial services, it’s remarkable how many customers never got around to ordering a second time.

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  • LinkedIn: Sales Agents Are Social Selling Fans

    LinkedIn: Sales Agents Are Social Selling Fans

    Social media selling is the new dinner-and-ballgame schmoozing for sales agents who can engage, understand buyer preferences and even close deals, according to LinkedIn.  It’s not shocking LinkedIn would tout social as a great place to sell and to promote social selling as a strong technology. It offers the technology and overall

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  • Education Trumps Promotion in IT Buyer Marketing

    Courting experienced B2B IT buyers through marketing campaigns? Don't promote yourself. Well, at least not right off the bat. Offer prospective buyers something educational — and that could be your ticket to actual product promotion.

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  • The Key to Attracting IT Buyers? Show, Don't Tell

    The Key to Attracting IT Buyers? Show, Don't Tell

    As a former IT buyer and current consultant for companies using Salesforce and other cloud deployments, Geraldine Gray knows what those in the market for IT products want. They want to be showed not only what works -- but specifically where it has worked.

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  • Use Social Media to Court IT Buyers

    Use Social Media to Court IT Buyers

    If you're not courting IT buyers in social media or online communities, then "you're missing out," said Erin Bolton, director of digital solutions for  MarketStar, a marketing consultancy in Ogden, Utah.

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  • Customer Analytics is in the Hands of CMO

    Recently we inquired about the role big data plays in marketing. The answers were mixed. Most everyone agrees that big data can definitely impact the customer experience and customer loyalty, but not everyone understands how to make it happen.

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  • Guiding the Buyer's Journey #gilbane2012

    It is now generally understood that by the time a customer meets with a salesperson to make a potential purchase, they are at the end of a long journey with many stops. Marketing content cannot dictate the path of that journey, but can help guide customers in the right direction.

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