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Subject: The Future Of Advertising: "Pay Per Gaze" Is Just The Beginning
(Posted on Aug 16, 2013 at 06:39AM ) Tags:
 
Advertising is going to change more in the next 20 years than it has in the last 100. If you need proof of that, just look at the patent Google was granted Thursday for a Google Glass-based ad system.

Dubbed "pay-per-gaze," the content would charge advertisers for the number of times someone literally looked at their ad. The concept is buried pages deep in a patent for a "gaze tracking technique ... implemented with a head-mounted gaze-tracking device that communicates with a server."

SEE ALSO: New Patent Hints at 'Pay-Per-Gaze' Advertising for Google Glass


It would likely make money hand over fist, and is clearly the main future-focused impetus for the patent. But it's far from the only one.

What is this head-mounted gaze-tracking device of which they speak? "Eyeglasses including side-arms that engage ears of the user, a nose bridge that engages a nose of the user, and lenses through which the user views the external scenes, wherein the scene images are captured in real-time," says the patent. It never uses the word Google Glass — but if someone can explain to me the difference between that device description and Google Glass, I'd love to hear it.

So to recap: the world's largest search engine was just granted a patent for the most sticky form of advertising possible — ads that literally flash in front of your eyes. Google gets paid when it can ascertain that your pupils pointed in that direction, and for how long. And all of this on the device it is currently seeding among the influencers of the tech community.

In other words, Google Glass is going to bring a whole new meaning to "made you look."

Phase Two: Pay-Per-EmotionNow it's Google, so they're likely to be smart and subtle about it. It'll start by offering an extra layer of reality-augmented ads when you're looking at specific Glass-friendly billboards. Hey, it was obviously an ad, and you looked at it, so you must be interested.

You know advertisers will pay for this sort of high-tech gimmick as an add-on to their campaign; it's an easy way to look hip and gain media coverage without spending all that much on the test-bed target audience.

At this point, depending on the reaction to phase one, local advertisers may get interested. You may start to see menus pop up in restaurant windows, and the restaurant pays if your eyes linger over a given menu item.

Either way, this is all just a prelude to phase two, in which the Google Glass camera will intensify its gaze on you.

Phase two, as described in the patent, will be pay-per-emotion. If the ad can make your eyes dilate — say, a picture of a particularly delicious slice of pizza in a restaurant window, or a racy Gap ad — the advertiser pays more.

"Pupil dilation can be correlated with emotional states, (e.g., surprise, interest, etc.)," the patent helpfully reminds us. And it's simplicity itself for a camera that's tracking your gaze to track the size of the gazing subject's eyes.

The Far Future of AdvertisingThis is exactly the sort of thing that made William Gibson quit writing science fiction. We seem to be entering an era where tastemakers are willingly accepting augmented advertising that is flashed on their eyeballs by the world's most technically advanced multinational. That's more cyberpunk than most cyberpunk.

So let's get ahead of the game and speculate in even more outlandish sci-fi ways that are already technically feasible. If Google Glass advertising is smart and successful enough, if it gently overcomes the creepiness factor with the glories of convenience, what next?

Well, we already have prototype devices that can read and translate your electromagnetic brainwaves, believe it or not; you can literally think instructions to them. You can be as precise as thinking of a particular number or letter, and the device can read them; this was shown in experiments as early as 2000.

SEE ALSO: Are Brain Waves and Heartbeats the Future of Passwords? [VIDEO]


The first time I tried one, in 2009 — the Epoc by Emotiv — it was a helmet-sized thing with plastic tendrils plugged into a PC. Within two years, such prototypes were the size of a headband and worked with your smartphone; after all, they're just readers of electromagnetic activity. I have no doubt Google Glass version 3.0 could do this with spectacle frames pressed to your temples.

The ultimate implementation of this for advertising, marketing and sales? Here's what occurred to me 13 years ago when I first read about those mind-reading number-and-letter experiments:just wait until credit card companies get hold of this. You'll be thinking your account numbers at advertising in no time.

SEE ALSO: Brain-Scanning Headphones Match Songs to Your Mood


Think about it, no pun intended. If you were really hungry, really wanted that pizza, and could order it automatically by simply by looking at it and thinking your credit card number, why wouldn't you?

This is where we really go down the rabbit hole of the future. Because if you only have to think your number at a picture, do checkouts vanish? Does every store become an automat?

Will people want to carry hefty shopping bags, or simply look at displays to have whatever they like overnighted to their homes? Will the malls of the future start to look like art galleries?

Is there ever going to be a technological line beyond which advertising won't go? Leave your predictions in the comments.

By Chris Taylor


DealerNet Services

Subject: A Decade into E-mail Marketing: Where Are We Now?
(Posted on Aug 1, 2013 at 09:05AM ) Tags:

Are you getting the results you want from your email marketing campaigns? Email marketing has been around for a while now, and there’s a reason it’s such a popular channel in most marketers’ toolboxes. Savvy interactions can deepen customer relationships, inspire new ones, nurture and convert leads, and strengthen brand awareness. By delivering compelling messages tailored to specific customer triggers, marketers can take leads from engagement to purchase.

That said, not every marketer is getting the maximum results possible from their email marketing initiatives.  In fact, some are completely missing the boat. To learn more about how to maximize your email marketing initiatives, be sure to download our new ebook, A Decade into Email Marketing: Where Are We Now?

The Evolution of Email Marketing

It’s true that we’ve come a long way from the early days of blast campaigns that usually hit the wrong customers, ended up in the spam filter, or simply created feelings of annoyance and intrusion. In fact, the time has never been better to be a marketer. Technologies like marketing automation allow companies to design polished messages that deliver the most relevant conversations to the right prospect at the perfect time. Lets face it, email has always been a cheap medium as well, with no printing and shipping costs to worry about, email helps mid-market and emerging businesses compete with the big leagues.  Consider the cost of executing a digital campaign these days vs. the postage driven campaigns of just a few decades ago and you can see how powerful email is not only in terms of engagement but also as a cost cutting measure.

These days we use email for all kinds of initiatives. Whether we want to reenergize fading leads, deepen engagement with existing customers or launch irresistible upsell and cross-sell offers, we’ve got the tools to tailor our messaging with unprecedented precision. And as mobile rises in popularity with countless users, leads are more connected to their email than ever before.

Creating a Seamless Cross-Channel Experience

So what’s the problem? The truth is that there are so many strategies and channels to consider that many marketers feel overwhelmed. Some are uncertain of which tactics they should be using; some are pursuing unproductive initiatives; some are jumping from strategy to strategy without sticking to one long enough to see results. Still others are applying one overarching plan across all channels, without considering the specific parameters for social and mobile campaigns or the role of smartphones and tablets. To create a seamless cross-channel user experience, email strategies must align with the appropriate platforms.

Authenticity Through Relevance

The rapid evolution of marketing technologies has left many marketers with a skill gap, and others completely in the dust. Even businesses that have invested in good marketing platforms often lack the training to fully understand how segmentation, testing and analytic tools can help them drive ROI and measure campaign performance. Another common issue: the failure to understand the necessity of tailored and engaging content. The days of predictable promotional emails are over, and marketers must create relevant emails that foster an authentic connection with customers. Not only can such relevance make the difference between a delete and a transaction, but techniques such as initiating transactional emails or driving readers to dynamic landing pages on marketing platforms can boost conversions, revenue and brand visibility.

So let me ask you again: are you getting the most you can out of your email marketing campaigns? Are you using the right strategies for the right channels? To help you decide – and learn some new tricks – we’ve put together a new ebook, A Decade into Email Marketing: Where are We Now?, which focuses on deft marketing strategies to help you maximize the potential of this rich marketing tool. We’ll share the 5 pathways to high-impact campaigns that attract, convert and close. Take a look and discover how you can design emails that turn leads into customers and engagement into sales.

Want to learn even more about email marketing? Be sure to pre-register for Marketo’s upcoming Definitive Guide to Engaging Email Marketing available on August 7th!
Author: Justin Gray

DealerNet Services

 

Subject: “To Sell Is Human” by Daniel Pink: Book in a Nutshell
(Posted on Jul 13, 2013 at 12:06PM ) Tags:
When you think of sales, do you think of pejoratives such as pushy, sleazy and dishonest? Most people do.

Yet in “To Sell Is Human: The Surprising Truth About Moving Others,” Daniel H. Pink contends that most of us, regardless of job title or salary structure, are salespeople.

What?

Sales, broadly defined, means moving people to action, which people must do well to be successful.

This “non-sales selling” doesn’t involve a purchase—it simply means persuading, influencing and convincing others. Not only does this comprise 41 percent of total work time, according to an international study with 9,057 respondents that Pink paid for, but people say it’s the most productive use of their time.

While only one in nine Americans works in sales per se, the other eight are selling others on learning chemistry, on using new media for marketing, or on exercising more.

What Pink calls “EdMed”—healthcare and education—has a large sales component. This is the biggest job sector in the U.S., with more workers than manufacturing, retail and professional and business services, and projected to grow the most.

Pink, following up bestsellers “A Whole New Mind” and “Drive,” wants to clean up its bad reputation and recast sales not as a way to get the best of others, but to improve the world. As he explains the book’s title, “Moving others doesn’t require that we neglect these nobler aspects [idealism and artistry] of our nature . . . Today it demands that we embrace them.”

Pink’s ABCs Of Sales

Some of Pink’s advice is supported by conventional wisdom but not all; Pink draws heavily upon sometimes surprising social science research.

“Attunement” is the first thing we should learn. If we don’t understand others, how can we hope to persuade them?

It’s about getting into their heads with perspective as well as hearts  through empathy. Powerful people are prone to losing touch with others’ perspectives. So paradoxically, reducing one’s power or becoming humble is a must.

Mimicry helps. If you subtly mirror another’s gestures, you will seem more in tune, but if the other person senses your mirroring is staged, he or she will be turned off.

Surprisingly, extroverts don’t make the best salespeople, but neither do introverts.

What works best is being an “ambivert,” which is most of us in the middle of the bell curve. Extreme extroverts are often awful listeners and can be pushy, while an extreme introvert can lack initiative and the ability to close a deal. Ambiverts who can tack back and forth between extroversion and introversion do better at attunement.

If you think your failures are “permanent, pervasive and personal,” you lack “buoyancy.” Those who bounce back, says Pink, attribute rejection to circumstances: it’s a slow economy, he’s having a bad day.

Positive emotions are contagious, so when negotiating, taking a friendly tone and smiling works better than being adversarial, despite what’s portrayed in movies. Your positive emotions (gratitude, interest, contentment) should outnumber negative (anger, shame, sadness) by at least 3-1 but not going over 11-1. Too much risks detachment from reality—not taking responsibility for what one can control and learning from failures is important.

It’s less important to motivate yourself with clichés like “I’m the best” than to simply ask, “Can I do it?” A question opens you up to problem solving and boosts confidence.

The final attribute, “clarity,” means the “capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn’t realize they had.”

Today people often have all the facts at hand—they just need help applying information. For example, maybe you thinks you need a better presence on Facebook when you’ll find more leads elsewhere, or maybe a bad website is actually holding you back more than your social media strategy—redefining the problem to better meet goals is what standout salespeople excel at.

In this paradigm brainstorming trumps quick fixes and the successful sellers are the ones who take the time to develop relationships and understand their clients.

Putting It All Together

“Pitching,” “improvising” and “serving” are three tactics Pink highlights for putting your skills to work.

He identifies six “successors to the elevator pitch” including:

  • the one-word pitch: President Obama’s re-election pitch, “forward”
  • Reagan’s question pitch: “Are you better off today than you were four years ago?”
  • the memorable rhyming pitch: “If the glove don’t fit, you must acquit”
  • the email subject line pitch: pithy and specific, “10 Selling Tips”
  • the Twitter pitch: don’ts include complaints and “here’s what I had for dinner” (does anyone like hearing that?)
  • the Pixar pitch, a six-sentence structure, part of which often introduces a movie’s trailer: “Once upon a time _____. Every day, _____. One day ___. Because of that, ___. Until finally ___.”

Every sales pitch, Pink shows, can be put into each of these formats.

Pink then visits an improvisational acting coach to understand how improv can expand the repertoire of business people. In her hilarious memoir “Bossypants,” Tina Fey also elaborates on how improv comedy works. Here’s the basics, per Pink:

  • Say “yes and,” not “yes but”
  • Make your partner look good
  • Hear offers

The final suggestion, in what I consider the takeaway of this book, is to be a server, not a taker. Don’t “upsell,” which is a “detestable” word; “upserve,” he exhorts. Treat everyone as you’d treat your grandmother. Rethink the idea of sales commissions.

 

 

By

DealerNet Services






 

 


 

Subject: Closed Loop Analytics Can Improve Your Automotive Marketing
(Posted on Jul 13, 2013 at 03:04AM ) Tags:
One of the most important elements of any marketing plan is the ability to track the effectiveness of new initiatives.  

The ability to compare conversions prior to and following changes in an email or direct mail campaign can indicate whether you are receiving an adequate return on your marketing investment.  One of the most valuable methods  for determining ROI is closed loop analytics, which provides key metrics of  marketing initiatives. 

In most inbound marketing strategies, analytics play a critical role.  However in an email or direct mail campaign, automotive  closed loop analytics can provide insights that can springboard your marketing  to new levels of success.  

The metrics of automotive closed loop analytics can measure a variety of results including website visits, showroom visits  and purchases.   Depending on the granularity of
your metrics, you may also be able to determine specific  characteristics of these interactions like age group, income, or level of  enthusiasm. 

Comparing the results from before and after an email or direct mail  campaign can help you identify the most important components of your new initiatives and expand them, including:


  • Long-term results—Automotive closed loop analytics can provide
      results throughout the lifetime of your company.  Once you have
    implemented an  analytics system that integrates your email or direct mail
    campaigns with your 
    CRM system,  you can
    continuously receive insights.  As your needs or objectives evolve, you
      can modify the resolution of your analytics to help identify the most lucrative
      consumer markets.

  • Agile system—Most closed loop systems are easily modified to allow 
    virtually immediate results from an email campaign.  If you would like to
    know  how many people clicked on a Call-to-Action (CTA) in the latest batch of
    emails,  then you only need to click a button.  This type of responsiveness
    may require  additional investment up front, but the data available can help
    make your  dealership a success for years to come.

  • Identify key marketing ideas—One of the most elusive objectives in
      any marketing strategy is identifying the marketing message that is most
      effective. Automotive closed loop analytics can instantly identify those
      components and help you understand why they are so successful.  For
    example you  may find lifetime service options are a key to maintaining customer
      relationships which bolster sales.

  • Unique metrics—Measuring ROI on direct mail has been difficult in the
      past, but with the use of new techniques like showroom controls or dedicated
      phone lines, you can accurately measure how effective your new initiative
    is.   Using a phone number exclusively for direct mail responses and
    coupons with RFID  tags can indicate the precise number of reactions with a
    relatively low  cost.

Inbound marketing strategies are designed to coax consumers who are  already interested in purchasing a car find your business and make a purchase.   With the aid of automotive closed loop analytics, you can refine your  marketing strategy to identify those consumers who are most likely to lead to a  sale.  

If you would like some more tips on how to integrate automotive closed loop analytics into your email and direct mail initiatives, download our Automotive Marketing eBook:

If you would like some more tips on how to integrate automotive closed loop analytics into your email and direct mail initiatives, download our Automotive Marketing eBook:
 

http://info.palmeradagency.com/get-more-car-buyers?hsCtaTracking=890b950d-728f-49b4-8203-bf891fa354c9%7C0a330377-b367-4e68-86bb-b1c733f5e9fc




http://dealernetservicesonline.biz
Subject: Closed Loop Analytics Can Improve Your Automotive Marketing
(Posted on Jul 13, 2013 at 02:59AM ) Tags:
One of the most important elements of any marketing plan is the ability to track the effectiveness of new initiatives.  

The ability to compare conversions prior to and following changes in an email or direct mail campaign can indicate whether you are receiving an adequate return on your marketing investment.  One of the most valuable methods  for determining ROI is closed loop analytics, which provides key metrics of  marketing initiatives. 

In most inbound marketing strategies, analytics play a critical role.  However in an email or direct mail campaign, automotive  closed loop analytics can provide insights that can springboard your marketing  to new levels of success.  

The metrics of automotive closed loop analytics can measure a variety of results including website visits, showroom visits  and purchases.   Depending on the granularity of
your metrics, you may also be able to determine specific  characteristics of these interactions like age group, income, or level of  enthusiasm. 

Comparing the results from before and after an email or direct mail  campaign can help you identify the most important components of your new initiatives and expand them, including:


  • Long-term results—Automotive closed loop analytics can provide
      results throughout the lifetime of your company.  Once you have
    implemented an  analytics system that integrates your email or direct mail
    campaigns with your 
    CRM system,  you can
    continuously receive insights.  As your needs or objectives evolve, you
      can modify the resolution of your analytics to help identify the most lucrative
      consumer markets.

  • Agile system—Most closed loop systems are easily modified to allow 
    virtually immediate results from an email campaign.  If you would like to
    know  how many people clicked on a Call-to-Action (CTA) in the latest batch of
    emails,  then you only need to click a button.  This type of responsiveness
    may require  additional investment up front, but the data available can help
    make your  dealership a success for years to come.

  • Identify key marketing ideas—One of the most elusive objectives in
      any marketing strategy is identifying the marketing message that is most
      effective. Automotive closed loop analytics can instantly identify those
      components and help you understand why they are so successful.  For
    example you  may find lifetime service options are a key to maintaining customer
      relationships which bolster sales.

  • Unique metrics—Measuring ROI on direct mail has been difficult in the
      past, but with the use of new techniques like showroom controls or dedicated
      phone lines, you can accurately measure how effective your new initiative
    is.   Using a phone number exclusively for direct mail responses and
    coupons with RFID  tags can indicate the precise number of reactions with a
    relatively low  cost.

Inbound marketing strategies are designed to coax consumers who are  already interested in purchasing a car find your business and make a purchase.   With the aid of automotive closed loop analytics, you can refine your  marketing strategy to identify those consumers who are most likely to lead to a  sale.  

If you would like some more tips on how to integrate automotive closed loop analytics into your email and direct mail initiatives, download our Automotive Marketing eBook:

If you would like some more tips on how to integrate automotive closed loop analytics into your email and direct mail initiatives, download our Automotive Marketing eBook:
 

http://info.palmeradagency.com/get-more-car-buyers?hsCtaTracking=890b950d-728f-49b4-8203-bf891fa354c9%7C0a330377-b367-4e68-86bb-b1c733f5e9fc




http://dealernetservicesonline.biz
Subject: 3 reasons SMS Mobile Ads Work
(Posted on Jul 12, 2013 at 02:21AM ) Tags:
Before smartphones and tablets ruled the world, SMS text ads or text messaging was what mobile advertising meant.

If used correctly SMS should be highly considered by marketers to boost sales.

1.  One-to-one communication

Unlike mobile search or display across mobile web and applications, a text message is a dedicated piece of communication.  Some would argue that it is better to reach users while in-app or surfing the mobile web as these people are in a state of engagement, but that could also be said of receiving a text message.  The beauty of a text-based ad is that it is simple, direct and easy for someone to respond to.  You are limited to 140 characters, but include a call-to-action via link or text back short-code.  With any strategy, the data will speak for itself.

2.  There are still non-smartphone users!

Yes, there are people that have not embraced all that mobile has to offer.  Don’t miss out on extending your reach or on the opportunity to engage with specific audiences that are slower to adopt.  Craft a strategy that may use SMS text ads to encourage other actions online, in-store or across social platforms, but always get the opt-in via short code text back.

3.  A proven way to (re)engage with current customers

It’s smart to let the consumer choose how they interact with your brand.  If a current customer opts-in to receive your mobile text messages, take advantage.  All engagement funnels matter, whether a person subscribes to your email newsletters, likes you on Facebook, sign-ups for your mailing list, mobile texts communication is the perfect way to engage on the go.  Focus on both consistent and flash promotions.

Here is a great example from our friends at Digiday.

A Domino’s Pizza franchise in Charlotte, NC., wanted to get consumers to like it on Facebook, so it could push deals and offers out to fans.

The pizza chain had traditionally advertised the franchise’s Web address, which redirected to the Facebook group, on the big screen and other displays in the University of North Carolina’s basketball arena. The arena’s announcer read the advertisement while it was displayed. The spots typically lasted between 30 and 60 seconds. The problem with this approach, however, was that most students are not going to jot down a URL during a basketball game. While many students have smartphones, they were unlikely to spend a couple of minutes during a basketball game to visit the Facebook group. On the other hand, taking a couple of seconds to send and receive a text with the URL of the group makes sense. After the game ended, students could then review the text and visit the Facebook group on their smartphones or computers.

To kick things off, the pizza chain created a new ad for the arena displays, offering a free pizza to anyone who texted 49ER to 313131. They received the following response, “To get FREE pizza, join our Facebook group at UNCCDominos.com. Once you join, post a message (I GOT A TEXT) & you will get FREE pizza code Reply STOP 49ER 2 Optout.”

Roughly 10 percent of the 3,000 students attending the game texted in within a few minutes — and another 5 percent did so by the end of the night — resulting in nearly 600 opt-ins. Approximately 350 students had joined the Facebook group by the morning. Nearly all of them redeemed the offer. The response to the advertisement confirmed that texting was dramatically more effective at driving conversions than simply displaying a URL. The pizza chain revised its creative for subsequent games, offering deals like discounted pizzas. Every time the SMS ads ran, the pizza chain saw 100 to 200 opt-ins, nearly all of whom also joined the Facebook group to get the deal.

By the end of the semester, the Facebook group had collected nearly 2,000 fans. They had also added over 850 students to its SMS marketing list.

“The sales at the store when we send text messages, or [use them to] drive people to Facebook, are unprecedented,” said Ryan Swanson, area director for Prairie Pizza, a Domino’s franchise in Charlotte, NC.

http://dealernetservicesonline.biz

Subject: How to Reach Today's Buyers with Modern Prospecting
(Posted on Jul 11, 2013 at 08:56AM ) Tags:

Face-to-face sales interactions are typically viewed as the most valuable activity by Sales Leaders.  5 years ago they were right. Nothing was more important than executing in the trenches.  But during those times, the trenches were out in the field.  In this post describe the imagewe will explore how the trenches have changed. Today, getting in the door is more difficult than executing face-to-face sales calls.

Today your sales people have multiple product specialists, overlays, and management support.  But these resources don’t engage until they get in front on someone.  The vast majority of training is focused on selling once you are face-to-face.  But buyers are much more informed today. This fact makes getting in the door more than half the battle.

The primary differentiator of today's top Sales Rep is the ability to prospect.  This could be prospecting for new business or different buying centers within existing customers.  Both are difficult.  Both are where the potential is.  Managing a relationship or taking orders from existing customers are table-stakes.  Opening new doors is a unique and difficult skill.  Few are really good at it. 

We have captured 5 modern prospecting best practices from top performers.  Download this tool to rapidly improve your prospecting results. 

I recently had a discussion with a Sales Leader about his team’s ability to prospect. 

He told me that, “Prospecting is a basic skillset all my reps should have.”

I asked what skills he was referring to.  He couldn’t articulate their prospecting strategy.  He basically told me they should make cold calls and “beat the streets”.  I then asked how they make phone calls and what their success rate is.  He gave me a blank stare.  "What do you mean?  They call and explain who they are and why they are calling.  Then they ask for an appointment."

As shocking as this example may seem, it is the norm.  A majority of sales people are terrible at prospecting.  They call the same buyer each week hoping something has changed. They open a phone call with what their company provides.  They knock on a door and leave a business card.  The success rate using outdated methods and poor messaging is under 5%.  And Sales Managers wonder why their people aren’t prospecting.

 

Why do sales people inflict so much pain on themselves?

 

  • They are instructed to use outdated prospecting techniques
  • They are resistant to change and make excuses such as, “our buyers aren’t on social media”
  • Most sales training is focused on execution once in the door
  • Organizations inhibit the use of modern prospecting methods
  • They make the mistake of relying on someone else to prospect

 

How to get in the door:

 

  1. Approach the right doors - some doors aren’t worth approaching.  Is your sales team focused on customers with the highest potential to buy your solution?  Or do they call on low value prospects and saturated customers?  Clearly define your target audience first. 
  2. Buyer Centric Messaging - have you ever had a feeling that an advertisement was meant for you?  It may have been 1 out of 100 advertisements.  The goal is to make every communication speak directly to your buyer.  You should understand them so well they think you have their job.  Speak directly to the buyer’s fears, objectives, and personal wants.
  3. Use Social Listening – understand what your buyer cares about.Social Listening  Is there a better way than watching their behavior first hand?  This works whether using social prospecting, email, or phone.  Your buyers will give you the answer to the test and you aren’t cheating. 
  4. Refine Writing Skills – produce succinct, clear, and compelling copy that drives an actionable response.  Think of how many more emails you send than conversations you have each day.  We communicate via the written word much more frequently than orally.  Yet we focus most of our time on improving oral communication skills.  Your prospects spend more time reading about you than listening to you. 
  5. Incorporate Social Prospecting – LinkedIn is not a clogged channel.  Email and the phone are.  You can use relationships to get access to buyers.  Using social is more effective and less painful than cold calling.

Use this tool to spread these best practices across your sales organization.  Prospecting can be enjoyable and effective if approached correctly.


Subject: Harness Your Data for Better, Faster Decision-Making- White Paper
(Posted on Jul 10, 2013 at 12:31PM ) Tags:
A data warehouse can help change data to insight for your company, giving you the power to see what customers, markets and operations truly need. But deploying one can often be risky, time consuming, resource intensive and
expensive. Is there a way to get a data warehouse integrated into your company without disrupting your business?

In this new Dell white paper, learn about the challenges of data warehouses. Then, discover a powerful data warehouse appliance that can be quickly deployed, loads data almost immediately and helps eliminate the challenges of traditional data warehouse strategies.

Download this valuable white paper today:                                 
 

 http://www.techrepublic.com/whitepapers/harness-your-data-for-better-faster-decision-making/32891789?promo=99&trial=25654590&tag=nl.e099.em&cval=dms-docid-list-tr