So you want that $1,000,000 deal, right?
Your company's website is a conversion machine — you're doing SEO, PPC and email nurturing, and you're following all the inbound marketing best practices. Months go by, and you're seeing some really great prospects come through. You get a fair amount $10,000 or $50,000 contracts, but you're still searching for that dream contract that's going to pay for your kids' college.
Well, hate to be the one to tell you this, but you have about a 0.8% chance of getting that big million-dollar contract from a first-time customer. Think about your own business — do you give out big contracts to people you've never worked with before? Nope. You want someone you've vetted with a few smaller projects before you trust them with more of your business, and your customers are no different.Read More »
This is a heartfelt love note to all of the sales people out there that strap on the battle armor every day and ride out to find new opportunities that will help the business grow.
Your effort is the biggest driver to success, but style sure can improve results. Let’s take a look at an all too common challenge that all sales people face: the cold email fail.
We get them in our inbox all day and they largely do not incite a response other than to hit the “delete” button, right? Why is that? To begin, take a look at a few cold email openings that have hit my inbox lately:Read More »
Periodically, we hear from you regarding industry-related issues, and we strive to answer your questions based on our decades of experience and exhaustive understanding of the manufacturing space.
Lately, your questions have centered around business growth and how you can achieve it.Read More »
If you’ve been following this blog for a while, you know that we’re big fans of inbound marketing. You’ve probably also noticed that we typically post content on Fridays to coincide with our Industrial Marketer newsletter. Today is Tuesday. Why are we messing with the flow?Read More »
If there’s one thing we can all relate to, it’s the drive to succeed in business. It’s behind everything we do at work, and it’s the reason we spend so much time trying to perfect our marketing efforts. But if you don’t really know who you’re marketing to, you might as well just stand on the roof and shout into a megaphone. Sure, people will hear you, but will they be the right people? Probably not.Read More »
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If you are targeting more business from the defense industry, then you are most likely very familiar with requirements for ISO certifications, ITAR, and First Article Inspection (FAI). After all, you must comply with these to even be considered as a supplier. Today, I wanted to go a bit deeper to discuss 4 common concerns that DoD project focused program managers and buyers have when sourcing a new supplier.
So, how confused are you over Mobilegeddon?
You know, those pesky changes Google is rolling out on April 21 that will alter search results on smartphones and tablets… And if you’ve been keeping up with the blogs and news stories, you’re likely overwhelmed with advice about responsive design and making your site mobile friendly. But do you know what this algorithm change will really bring?Read More »
The sales team needs more new leads. There’s no way around it. They’ve exhausted their existing relationships, and the lists you’ve bought for cold calling aren’t worth the paper that they’re printed on. The magazine ads aren’t working, and the tradeshow traffic has dried up. You’re really trying to get the website going, but you’ve hit a wall. You’re converting about 1-3% of your existing website traffic to leads, but this isn’t enough to keep the team busy and revenue growing. Sound familiar?Read More »
By this time you’ve reviewed your website to see if your business will be impacted by Google’s “Mobilegeddon,” and if you haven’t, stop everything and read this.Read More »