Category: B2B Email Marketing

3 Digital Prospecting Mistakes & How to Turn them Around

If they click on your content so much, why aren’t they buying from you?

While click-through in some B2B industries is considered “sales gold”, it is important to remember that only human contact can reconcile what those clicks really mean. How many of them actually represent a prospect moving into your sales funnel? Check out the 3 top ways that digital prospecting assumptions can be misleading, and how to leverage click-through toward a meaningful sales opportunity.

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0 comments - Posted by Kathy Tito at 11:51 AM - Categories: B2B Lead Generation | B2B Email Marketing

Call First, Email Second: 4 Ways Cold Email Hurts Sales

Make your prospects look forward to your email.

Stand out with this underutilized best practice to maximize ROI on marketing spend.

It will also help you avoid having your email account shut down!

There are several mission-critical reasons to consider reversing the common marketing strategy of first emailing a list of prospects that have never heard of you before, and second, calling them to “follow up”. Sometimes called “Cold Emailing”, this practice puts the cart before the horse. This is where you do an email blast, and either hope your prospect will pick up the phone and place a six-figure order, or you get someone to place phone calls that start with “Just following up…Did you receive our email?” Multi-touch campaigns can be very powerful, but the order of the touches can make all the difference to your sales cycle.

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1 comments - Posted by Kathy Tito at 12:13 PM - Categories: B2B Lead Generation | B2B Email Marketing