When was the last time you scrutinized your sales process? Even if it’s not elaborate or formally documented in a flowchart, your company has some kind of sales process. If you’re not generating enough sales revenue, the process isn’t working. To find out why, you must break it down step by step to find the place(s) where things get stuck.Read More
We recently blogged about data terminology and several of the sources marketers use to gather insight, plan campaign strategies, and identify prospects. Today we’ll take a closer look at how to leverage some of those sources to develop useful, high quality datasets and contact lists.
We hear about data analytics and data-driven decision-making in just about every industry from health care to education to manufacturing. In the world of B2B marketing and sales, companies turn to data to create buyer profiles and personas, promote new products and services, and target the best prospects. Data, and the ability to analyze and leverage it, is one of the most valuable resources companies have.
When Acadia was first starting, it was based on a remote employee model. I was not only a professional but a mother, wife, friend, and neighbor. Using my experience, I built Acadia realizing that at-home professionals, specifically women with children, had the potential to be a really valuable resource. Working remotely was mutually beneficial for both the employees and Acadia. While this model became very successful, collaboration was always a challenge. “I will never forget the day that Google Docs became available," I said, "it was a game changer for the way we could share information and collaborate.” New technologies have allowed for a greater level of communication, making it easier to grow and utilize talents from around the country.Read More
Although no single rule governs which questions are most effective for generating leads, your approach could make or break the success of your outbound campaign. It's not simply a matter of divining the right questions, but investing in a process that works. In order to produce the results you're hoping for, you should:
Let's look at each individually.Read More
Competition is fierce today in every sector, but even more so in industrial manufacturing. Why? There's more supply than demand and the variables demonstrated in the statistics sited below are hitting hard. It's more vital than ever that we maximize every lead and capture the holy grail - a new client and more revenue.
I work with manufacturing organizations every day. We discuss challenges with distribution, sales reps, inside sales versus outside sales and much more. Here are some essentials that are important to every organization.
Remember - a few small changes can result in very large returns.Read More
As a lead generation company, we're always discussing the importance of being found on the internet through SEO, blogging, content development, the list goes on. But in addition to being found - you must be REMEMBERED.
Let's face it, getting found is a difficult task unless you have a big budget for marketing (which most of us don't). So, when you do get found, you'll want to take advantage of that opportunity and draw people in with something special and unique.
How do you do that? By telling YOUR story. Stories are retained, much more so than a list of products or services. A story will help you stand out in the crowd of companies vying for attention. You may say, "I don't have a story," but you do. Everyone has a story.Read More
I regularly interview our staff of lead development representatives who spend their days on the phone with the people on the front lines of manufacturing and this is what they hear over and over again: supply chain managers have to buy cheaper products overseas. They wish they could buy American, but the cost-reduction pressures on the US supply chain force companies to purchase manufactured goods overseas even though American manufacturing quality is still the best.
So, it got me really thinking about how this relates to the skills gap we all keep reading about all over the news. Go to any publication, industry news, business insider and they all say the same thing, "The US has a major problem with skilled workers to fill the ever-growing number of jobs in manufacturing." They blame education, manufacturing automation, a global supply chain, and the politics of the time. They're all right, but my question is, "What came first: the skills gap or the government policies"Read More
You want to increase sales, and you understand that strengthening and managing your professional relationships with customers is the key to your success. So, it's likely you're looking to adopt a Customer Relationship Management (CRM) system. Adopting a software like this isn't as easy as flipping a switch. It takes multiple steps and requires a detailed and organized process. At Acadia, having adopted several software applications for internal use, so we understand what goes into a change like this, and have become quite good at it. Our advice: don't go it alone.Read More