Tag Archive: lead generation

Driving Into the Chasm

While crossing the chasm applies to technologies and products across an industry lifecycle, Stocking’s corollary is that it can also apply to a single customer or client. It’s not only the industry or technology that goes through a cycle, individual clients and customers do as well.

If you are concerned about the lifetime value of a client, you have to bring new ideas, services and products to your existing base, otherwise they are going to forget about you and go somewhere else. It’s surprising how often this happens. When it does, you’ll often find yourself driving into your own chasm.

Read More

The Top “3” Reasons Not To Read This Post

If you’ve looked at many marketing blogs recently, you will notice post titles that have numbers in them. While they entice us, I wonder at the subliminal message they send. The “numbers” title is focused on generating “numbers” of hits or eyeballs. Isn’t the issue really getting sustained and satisfied readers or prospects? Numbers are fine, but would you rather have 100 prospects and 1 sale, or 10 really good prospects and 5 sales?

Read More

The Buying Cycle and Nurturing Cycle – Part II

Finding the 10 to 15% percent of the marekt that is looking for your product or service is a waste of time and effort, especially by sales people. Constructing a nurturing campaign makes more sense. A recent campaign using a nurturing approach yielded a 20% market penetration and resulted in 30% growth.

Read More