Customer-Centric Marketing: Learning from customers helps increase lead quality 130%, Sales-accepted leads 40%


Lead gen is no longer downloading an "e-book" according to Good Technology. Today's buyer wants to take a self-directed journey that they control. According to Brian Solis new book  The Future of Business, we don't only want to take the journey, we want to connect and share it and discuss it like we always have, … Continue reading Customer-Centric Marketing: Learning from customers helps increase lead quality 130%, Sales-accepted leads 40%

Multi-devices have enabled us to be the curators of our lives


We are a nation of multi-screeners. Most of our time is spent in front of a screen. 77% of us view TV with a device in our other hand. Google's latest research uncovers our cross-platform behaviour as we use multi devices often at the same time to achieve our goals. With technology advances in online … Continue reading Multi-devices have enabled us to be the curators of our lives

B2B and social buyer behaviour


Selling Through Social Media to Close More Leads InsideView This Info graphic explains some of the behavioural changes I am seeing in the B2B space. People are accessing, connecting and researching online and using social tools to do this. CRM social aggregators like Nimble and Inside View are giving a 360 view of customers. In … Continue reading B2B and social buyer behaviour

“70 percent of the buying process is now complete by the time a prospect is ready to engage with sales.”


In Phil Fernandez's book Revenue Disruption and CEO of Marketo, Phil espouses with abundant product information available online—such as customer reviews, peer evaluations, independent analysis, social network referrals, user generated content and more—the vast majority of buyers begin their buy cycle in a search engine or online, effectively circumventing sales people, completing the majority of their … Continue reading “70 percent of the buying process is now complete by the time a prospect is ready to engage with sales.”

Christmas in Australia is poised for an online shopping explosion.


Last year saw record shopping online in Australia and no doubt it will be a similar trend this year. IBS report states,"Revenue generated by Australian online retailers is expected to increase 8.3% per annum over the five years through 2012-13 and total $11.3 billion." FastDesign has some good highlights from an article: Trends in online … Continue reading Christmas in Australia is poised for an online shopping explosion.