I’m writing this post because I have something important to communicate. The information is specific to SMB B2B companies. As I listen to my clients and prospects talk about social media, they’re all telling me one of the following basic messages: 1. “I don’t get social media. I think it’s…
We’ve had many great guest bloggers on the Market Leadership Journal. Our goal is to bring you the best thinking on the technology business as it becomes available. With my business, I have the opportunity to meet a lot of fascinating people. While working on a project with a client…
This week Keith F. Luscher, Author, Prospect & Flourish takes on the challenge of what do you do once your identify a potential client that appears to be online but really isn’t. Currently, more than 60 percent of U.S. Twitter users fail to return the following month, or in other…
How well do you understand your customers? How well do you know their business and how you can help them be more successful? The fact that you’ve developed a software solution to their problem means that you probably understand their business extremely well. Are you sharing that knowledge with your…
Software and technology companies think a lot about partnering with other companies to provide goods and services to a shared customer base. A partnership that is just as powerful and may be more lucrative for you is partnering with your customers. How are you helping your customers become more successful…
Post 2 What are you doing in your software business to keep your customers for life? Understanding the thought process the customer goes through before entering into a long term relationship with your company can be the difference between success and failure. Push the balance in your favor by thinking…
If you’ve been in business world for any length of time, one of the first statistics you hear is how many businesses fail lin the first five years. Many software and technology companies fail because the owners are great technologists with a great idea, but they don’t really understand the…
There are a lot of marketing people in software and technology that don’t like direct marketing. They see it as hard to do, old fashioned, and doesn’t apply to their technology business. As a matter of fact, too many of us think of it as junk mail, the stuff to…
I’ve just starting using a new sales tool called Xeesm that allows me to learn about my clients before I meet them. I can follow my clients and potential customers across the social media world and get to know them before we meet. As an experienced sales person, it provides…
Many of our software clients have been asking us what they have to do to get involved in partnerships. The first step is defining your partnership strategy. What do you have to do to be a market leader in partnerships? If you own your own software company, you don’t want…