Sales

Archive for the ‘Sales’ Category

September 25, 2019

Kabbage Founders Launch Drum to Deliver Gigs to Sales Pros

For years we have written, analyzed, and, yes, even pontificated on the role of sales in local. I can remember many a session at Kesley and LSA events where we’d take on the puts and calls of the Yellow Pages sales teams. We’d debate and discuss whether they were a valuable asset or a heavy…

Contributed by: Neal Polachek

September 17, 2019

The Buy-it-Yourself Model Makes Landfall in Local TV

Those of you who know me have probably heard my pitch for the buy-it-yourself ad platform for local and small businesses. Perhaps you’ve heard it more than once. I can’t recall the exact date when I first made the case for a BIY platform. I think it was about four years ago, when I was…

Contributed by: Neal Polachek

September 4, 2019

SMBs Like to Try Before They Buy

This is the latest in a series of LSA Insider posts citing data from our Modern Commerce Monitor™️ small business survey about SMB SaaS adoption. The MCM surveys 1,000 SMBs about their use (or non-use) of SaaS to operate every aspect of their businesses. Find previous posts sourcing MCM data here. As it turns out,…

Contributed by: Charles Laughlin

August 30, 2019

How Are SMBs Purchasing SaaS?

Contributed by: Charles Laughlin

June 21, 2019

Replay: Never Lead with Facebook — Secrets for More Effective SMB Sales

During the LSA’s most recent webinar, Itamar Shafir and Barry Plaskow of Umbrella discussed how agencies can gain the trust of wary customers, the “360 package,” and the proper sequence for introducing different marketing solutions. The presentation kicked off by discussing the “bliss point,” which happens when the client feels as if their expectations have…

Contributed by: Courtney Dobson

May 24, 2019

What Happens When Virtual Assistants Start Doing Sales Calls?

Google’s AI-powered Duplex (and its B2B reciprocal CallJoy) are amazing. In fact Duplex beats the Turing Test, although the NY Times recently found that Duplex isn’t yet the miracle it seems; Google is using humans in call centers to do some of the outbound restaurant booking. Nonetheless if you listen to some of the recorded interactions in the Times’…

Contributed by: Greg Sterling

May 17, 2019

SMB Sales, Segmentation & Customer Acquisition Costs: A Better Way

One of the key KPIs in the SMB-SaaS world is customer acquisition costs (CAC). Companies and investors are obsessed with this metric as well as others: churn, ARR and LTV. Behind CAC are questions about sales and marketing efficiency — and SMB segmentation in turn. At Localogy: Engage there will be a number of sessions that discuss…

Contributed by: Greg Sterling

January 2, 2019

Top 3 Influences on B2B Buyers: Websites, Events & Content

Over the last two years, the role of the small business website was a source of debate for local marketers. While some argue that Google is the new homepage for many small businesses, others argue the power of the website goes beyond the SERP. From the buyer’s perspective, the website is a critical checkpoint, particularly…

Contributed by: Joe Morsello

October 31, 2018

Report: 54% of SMBs Are DIY-ing, but Larger SMBs More Likely to DIFM

For nearly 20 years there has been a heated debate about small businesses (SMBs), digital marketing and self service. The basic industry bias has always been that sales reps or some human involvement is required to close sales and that most SMBs won’t “self-serve.” There are still many people who would maintain that today. However,…

Contributed by: Greg Sterling

October 30, 2018

SMBs Don’t Want Calls & Probably Will Delete Your Emails. Now What?

The ease with which consumers can research a product, service or business has called into question long-standing sales tactics and philosophies. In many ways, modern consumers sell themselves and if a sales rep is part of the journey, he or she is merely to fulfill or close the sale. As it relates to SMBs, this…

Contributed by: Joe Morsello

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