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Posts tagged with Digital Sales

Co-written by Stephen Gresty and Minter Dial

Why digital marketing and salespeople urgently need to get together

Both the sales and marketing functions have been significantly impacted by the arrival of the connected customer plus a new set of digital tools, devices and platforms.

Brand marketers and sales teams need to adopt to the new world order or risk serious business consequences. At its core, the change required is one of mindset. There is no prescribed path, so brands need to experiment and teams need to be in a constant learning mode.

Whenever one tries something new, failure is a very real risk. Yet, it’s not because we might fail that we should not act.

These days, there is a plethora of choice. There are myriad new tools, platforms and systems from which to choose to help drive the business.

However, whichever digital option a brand selects, most companies are failing to act on one very central theme for survival: customer centricity.

While many senior executives are speaking about being 'turned toward the client' unfortunately, it’s a clear case of easier said than done.

What are the keys to converting into a truly customer-centric organization? This is the question that I'll explore in this article, co-written by Stephen Gresty...


Introduction to DDG and digital sales & marketing for SME/SMBs

This is an introductory article for small to medium businesses who are either behind the digital sales and marketing curve, or who are dabbling with digital tactics for either branding or lead generation purposes. 

The focus of this article is 'Digital Demand Generation' (DDG), a discipline that combines a custom combination of digital tactics for lead generation (traffic), and an implementation of a marketing automation tool to manage lead progression through the funnel towards a closed sale. 

This discipline is now emerging as Revenue Performance Management (RPM) and was originally termed Marketing Automation. Regardless of title, progressive organisations can make significant strides forward with DDG  by increasing their number of leads, number of sales qualified conversions and reduction of the sales cycle in terms of time and expense. 

Using digital marketing tactics, marketing automation tools and the latest best practices can result in a tremendous revenue growth opportunity for SMEs, but be sure to consider the suitability of DDG for your business.