Tag Archives: marketing

Let’s Put Marketing On Commission!

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My friend, Dan McDade, President ofPointClear, has been leading an interesting discussion at Focus. He asked me the question, “would sales people be willing to share commissions with marketing if marketing was perceived to have done a better job for sales?” (it’s a good discussion, I recommend reading it.)

My immediate reaction was, “Isn’t marketing’s job to be supporting sales? Why do we need to pay them some of sales’ commissions if they do their job well?” I still maintain that position, but Dan’s question started me thinking. What would happen if we put marketing on a commission plan, what if we made them more accountable for the results they produced?

What if we came up with metrics that were closely aligned with sales-perhaps shared with sales and put every marketing person on commission? Would that drive greater cooperation? Would it eliminate the silo’s? Market and sales are both accountable for generating revenue and growing the company. Aligning everyone in marketing and sales around similar goals and objectives could only be good.

What metrics would we put in place? Clearly some level of revenue metric. Probably we’d look at some sort of lead quality metric. What about the nurturing programs that marketing conducts? How would we measure those? What about the other marketing deliverables used to support sales-clearly we don’t want to incent people on quantity, but we do want to look at some sort of metric around good quality collateral that really helps sales and is meaningful to customers.

Another thing we might do is align marketing and sales teams together-for example the marketing people supporting the financial sectors, with the sales people selling in those sectors. Likewise in manufacturing, health and so forth. Perhaps we can put these team on some sort of shared goals. Many sales people have shared goals with other sales people, so we can design a system that would bring marketing into the team. It might be very powerful.

I’m certain that we can design some metrics-some individual, some team oriented that can get sales people and marketing people to work more collaboratively. I think this should be done.

Now what about commission? I’m all for paying marketing people commission. Frankly, I would put everyone in an organization around some sort of “commission” or incentive program. But, there’s no reason to take that commission away from sales people. It’s easy to design a commission program for marketing. We use the same principles we do for sales people.

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Top Factors in Choosing the Right B2B Telemarketing Agency

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If there is one thing that most business organizations have in common, it is the desire to acquire a lot of leads for their business to thrive. Leads are required both in the business-to-consumer (B2C) and business-to-business (B2B) sectors. In the B2B circle, companies look for other organizations to create a long lasting business relationship with. This relationship can help both firms in gaining mutual financial success through their marketing efforts.

For most business organizations, they consider hiring a b2b telemarketing agency to expedite the acquisition of leads for their business. This proves most beneficial for those organizations that are still starting out and want to gain a strong head start in the competition. Still, whether the firm is already an established company or a start-up business, the leads that will be generated through the outsourced lead generation campaign will be the life-blood of the company.

Hence, it is very important to entrust one’s telemarketing campaign to a reliable lead generation telemarketing company. Considering some important factors when choosing the right telemarketing company should always be prioritized to avoid wasting precious time, effort, and money. Such crucial factors include:

1. Quality of leads
It does not matter if the lead generation campaign has amassed quite a number of leads if those leads are not properly qualified. Therefore it is of utmost importance to pick a telemarketing company that has high regard in acquiring only qualified leads. With properly qualified leads, a business can achieve financial success over the campaign and the lead generation company can achieve a long-term business relationship with them as well.

2. Known Expertise
To maximize the acquisition of leads being gathered, one should make sure that the call center agents working for the telemarketing firm should be highly experienced in the art of gathering and qualifying leads. With great experience, these agents are able to adapt to any kind of situation brought upon them by prospects. In short, these sales representatives can properly handle any rejection or objection being to properly and effectively pique their interests and usher them into forming a quality business relationship with the company being represented.

3. Attitude of agents
With the right kind of attitude, phone marketing agents are able to pull off great feats in gathering and qualifying leads. Attitude can be broken down into two: attitude towards prospects and attitude towards work. If these two attitudes are not in sync then the agent’s performance will suffer.

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Ways to Use Poster for Business

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Among the effective marketing materials today that businesses can use to promote their business is the posters. Because of its design and size, people can’t help but notice a poster. Aside from using to communicate to your customers, you can use posters for internal marketing such as when communicating to your staff. Either way, you need to ensure that you use high quality printing to get good print output. Here are ways you can use poster to promote your business.

o As customer information – your customers need to know about your promotions and other information about your business. You can use your poster to do this such as when promoting products, special offers, or informing them of your store policies. Good quality posters in the reception area can help people get information about your business. You can also create posters that will encourage people to purchase from you. Be sure to create a design that will appeal to your prospects to encourage them to patronize your offerings.

o Promote a social or fundraising event. Various events can be promoted through posters. When you support a charity or needs to hold a fundraising event, you can create a poster to publicize the event. Even if the event is exclusive for your staff, people will appreciate knowing that you support charity. To ensure people will attend the even, you need to create an attractive, well designed and informative material.

o Trade show promotion. When attending a trade show or other business gatherings, you will need high quality posters as display on your booth. This will tell attendees of what your business does, push them walk to your booth, and see what you have to offer. Make sure that your logo is on your promotional poster to help increase brand awareness.

o Safety concerns. You need to ensure your employees and customers are aware of the current safety issues in your business. You can put up a safety poster to improve the safety statistics for the business. While you can do this for your staff, your customers can also benefit from it when visiting your store. You can give them warning on the potentially hazardous situations in your premises. A safety poster will also tell people that you take care of your staff, thus, increase their trust on your business that you will take care of them as well. Be sure to use high quality and eye-catching images in your poster to ensure it attracts attention at first glance.

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