We’ve all seen ratings and reviews online, starting way back when Amazon first introduced them. Over the years, they’ve become a staple of e-Commerce, with online retailers catching on to their impact on conversion rates.
As part of our ongoing series about sales and marketing alignment, Paul Dunay of the Buzz Marketing for Technology podcast and I recently chatted about why B2B marketers should care about lead scoring and how they can get started qualifying and prioritizing leads. Download the full MP3: Sales is from […]
ESPN recently decided to stop selling remnant ad inventory via automated ad networks / exchanges. “We’re heading down a path where it no longer suits our business needs to work with ad networks,” said Eric Johnson, executive vp, multimedia sales, ESPN Customer Marketing and Sales. Sources say that ESPN would […]
A reader asked me to explain why fewer leads are better and why “cost-per-lead” budgets fail. These are two great questions that have the same fundamental answer: quality first then quantity. The truth is that sales people care very little about the cost of the leads we generate. What they […]
Won’t it be just wonderful that every click that we get on our sites would turns into a customer. Afterall we work hard only to get more customers. Every visitor is a potential customer, so it is important that every click that we get must turn into a customer. But […]
In the first installment of this series on Forms, I talked about the critical role of usability testing in the development of good Form processes on the web. Even after a Forms process roles out, a lot of the focus of analysis tends to be on its basic operational performance. […]
In today’s commoditized business climate I think what sets companies apart with a complex sale is how well they build and cultivate relationships. Over the years, I’ve observed a truth; and this truth will requires many sales people to reconsider how they think selling should be done. The truth is, […]