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The Sales Podcast

Nov 10, 2020

  • Started as printing for less in the early e-commerce days
  • Late 90's/early 2000's
  • The pandemic has forced marketers to narrow their focus and truly understand their multichannel and (Account-Based Marketing) ABM campaigns as marketing budgets are being cut while customers and prospects are spending more and more time online.
  • Marketers are living in an extreme environment.
  • Lead scoring and your direct marketing strategies will make or break you.
  • Lead nurturing best practices must be part of your sales growth plan
  • CMO of PFL believes extreme environments often yield a greater understanding of what’s possible.
  • As virtual fatigue and digital overload have increased, tactile marketing automation (TMA) and direct mail are building remarkable moments between brands and prospects.
  • Because, TMA, at its core, is a relationship-building channel.
  • Drive Remarkable Brand Interactions with The Leader in Tactile Marketing Automation.
  • Account-Based Marketing, Multichannel Marketing, Direct Mail Marketing, Sales Enablement, B2B Marketing, Financial Services Marketing
Prospects don't get bribed into taking sales calls."
  • All marketing is now digital...but it's powerful to send direct mail today
  • Maximize your prospect's attention
  • Have an orchestrated marketing campaign
  • Gather the intent signals of your prospects so you know where to focus
  • Build some brand affinity
  • Qualify your prospects to leverage their E-gifting platform
  • The 4 P's of marketing: product, price, place, and promotion.
  • Prospects don't get bribed into taking sales calls
  • Reciprocity is alive and well, but you're not buying your way in
  • Proper branding and relevance is key
  • "What to send when?"
  • Think of the value ladder
  • It's like dating
  • Leverage this at the Awareness stage to move the opportunity along
  • Leverage their "preferred address" capture

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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