Sales

Archive for the ‘Sales’ Category

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

October 4, 2018

Study: 75% Plan to Shop Online & Offline this Holiday Season

According to a PwC annual survey of 2,000 consumers, 75% plan to shop both online and in-store during the holiday season this year, and this group is expected to spend more than those that shop only online or only in-store. While this isn’t shocking, it reinforces the idea that consumers aren’t looking at online and in-store as either…

Contributed by: Joe Morsello

August 17, 2018

All About Leads — How to Find a Hook that Won’t be Ignored

If you want a business to thrive, getting its regular customers back through the door is only half the marketing battle. You also need to concentrate on finding new potential customers for your clients — or leads. Here’s everything you need to know as you get started: What’s a lead? A lead, or prospect, is someone…

Contributed by: Kelly Shelton

June 20, 2018

Stop Selling Traditional Websites, Sell SMBs a Future Online

There is no alternative to a small business (SMB) website, though some marketers may argue this is the case. While Google My Business and Facebook are critical to any digital presence, new tech, features and capabilities are allowing for more dynamic, customer-focused websites, central to the marketing stack. And aside from creating a catchy headline,…

Contributed by: Matt Matergia

January 17, 2018

Measuring the Influence of Local Organizations Entails Multiple Metrics

Local marketing channels are difficult to scale, and they’re even harder to measure. (No wonder automation is taking over.) When every city is a unique marketplace, understanding the scope of individual organizations is a complex process. Local partnerships can be even more involved, since they encompass multiple touch points: in-person branding, social media marketing, etc….

Contributed by: Megan Hannay

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