You are here

Marketing and Lead Generation - White Papers

Nurturing a Winning Pipeline of New Customers

We all spend a lot of time searching for prospective customers who are looking for our products or services, but do we ever stop to think about the transition from being a non-buyer to being a happy customer?

Before we consider the Sales or Marketing Process, we need to carefully consider ‘How Customers Buy?'. If we stop and think about how customers buy our products and services we can ensure that when customers are ready to buy we are at the top of their list of suppliers that they should be talking to and buying from.

This paper shows you how to achieve just this. If you embrace this methodology and adopt the techniques then you can have a serious impact on your future success.


Focus on Creating Value when Marketing Software

In today's market, it's no longer what you sell, but how you market yourself that determines your success. Value no longer resides in the technology rather in the manner in which it is marketed.

Adapting to these market conditions requires that everyone involved in selling should move beyond simply communicating what is inherent in a product or a technology. Instead they must provide insight to potential customers in terms of value that can't be found elsewhere.

With today's tight economy and overburdened decision makers, you need to have a strong value proposition to get their attention. That means you need a financially-oriented value proposition that speaks to the critical issues they're facing. And, by including specific numbers or percentages you get the decision maker's attention even faster.

Combining a strong value proposition based on tangible business benefits with a strategy to exceed Seven Valuable Marketing Contacts for each sale will mean your success ratio will grow, boosting your sales revenues!