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How to Answer 7 Typical Prospect Questions Before They're Asked

Posted by Maureen Condon

Like most entrepreneurs, we get excited about sales calls. Whether on the phone or in person, every prospect interaction represents the opportunity to take on a new client – to work with a new business  and we love that! And after 12+ years as business owners, there are few prospect questions we haven't heard.

What we've learned, however, is that it's not enough to respond well to your prospect questions. The better approach is to anticipate the questions and create marketing content and materials that answer them before the prospect asks.

To give you some insight, check out 7 common questions we've been asked during the sales process  and what they've taught us about marketing businesses successfully.

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Topics: Inbound Marketing, Relationship-building, Sales

B2B Marketing Secrets to Boosting Your Company’s Sex Appeal

Posted by Liz O'Neill

It’s no big secret that sex sells. GoDaddy built its brand around the premise. Don Draper has worn the philosophy like the simplest of skinny ties.

For the rest of us, flashy messaging is a less obvious science. Most of the world’s marketers aren’t selling lingerie and sports cars. Most marketers are working to promote everyday products and services—like financial advice, or medical supplies, or enterprise software… Not exactly Maxim material.

Plus, smart business owners aren’t willing to risk their credibility just to gussy up with a lot of lip gloss. At the end of the day, prospects still need to recognize your authority and your unique value.

The solution? Strip “sexy” down to its barest parts. What is sexy, if not a collection of attributes that we all have the power to control? So go ahead and start flirting. Here’s how:

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Topics: B2B Marketing, Marketing Strategy and Planning

4 Outsourced Marketing Agencies You Never Want to Hire

Posted by Liz O'Neill

Good marketing agencies give you tools to educate and attract customers. Their work is fast and cost-effective. Bad marketing agencies give you nightmares… zombie apocalypse nightmares. Don’t say we didn’t warn you…

But we’re not about to leave you to the wolves. Though choosing an outsourced marketing partner can be a complicated process, there are some specific red flags you can learn to spot when interviewing your candidates. So without further ado, we’d like to introduce you to the 4 types of outsourced marketing agencies you NEVER want to hire:

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Topics: B2B Marketing, Outsourced Marketing

How to Ride the Tide with the Right Outsourced Marketing Resources

Posted by Denise Locke

Happy Summer! As we enter the dog days of our favorite season here at PMG, we have a question to pose to you ― please fill in the blank below:

 Summertime, and the living is ­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­­____________ ?

If you answered: “Easy, relaxing and full of fruity cocktails.”

Congratulations! You’ve already made the most of your outsourced marketing resources. You’ve got a complete plan in place for the fall and no worries at all! Hit the beach and pass the sunscreen!

But if you replied: A never-ending cycle of unwritten blog posts, stale social media, and a sales funnel that is colder than a frozen margarita.”  

Well, you’ve probably not yet realized the benefits of outsourced B2B marketingForget the beach!  Return to the drab “rays” of the office fluorescents and get marketing, my friend!

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Topics: Outsourced Marketing, Inbound Marketing

B2B Marketing Strategy: Keeping It Simple, Then and Now

Posted by Liz O'Neill

We’ve come a long way, baby… when it comes to B2B marketing strategy. And we've got another Throwback Thursday #tbt post to highlight some of those lasting lessons from the past!

In 2014, we have amazing technology and communication channels Wroe Alderson (go ahead, look him up) never could have dreamed possible. But sometimes the best advice in business and advertising has already long ago been tested and proven. Here are some simple tips to think about when you’re knee-deep in meta tags and CPC bidding.

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Topics: B2B Marketing, Throwback Thursday #tbt

Content Marketing Tactics: Catering to Buyers' Diverse Learning Styles

Posted by Liz O'Neill

Remember the days of struggling to keep your eyes open in 9th grade geometry?  What about reading the same five lines of Shakespeare over and over again? Your customers don’t want to work at understanding your business any more than you wanted to slog through polynomial equations.

And as soon as your content starts to feel like heavy lifting, they may sneak out the door. So what’s the solution?

Do what your favorite teachers always did. Mix up your content a little. Humor helps. So does give and take (i.e. don’t do all the talking yourself.)

Most important, recognize that your audience represents different learning styles, with unique ways of processing new information.  Here’s a quick overview of customers’ most dominant learning styles, along with some easy suggestions on how to tailor your content accordingly:

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Topics: Marketing Strategy and Planning, Content Marketing

The Real Scoop on Outsourced Marketing

Posted by Oren Smith

What makes for a superb outsourced marketing strategy? First things first, you need your heavy cream, some whole milk, a healthy dose of sugar… eggs… vanilla extract… hmm okay, so this is beginning to sound more like dessert. Well, it just so happens that outsourcing your marketing is a lot like making ice cream!

However, an outsourced marketing partnership gone awry can be a real frozen headache. If you’re thinking about outsourcing this summer (or any time of year for that matter), you’ll want to keep it cool with these 7 best practicesHere’s the scoop!

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Topics: Outsourced Marketing, Relationship-building

Marketing Professional Services: Lessons from the Retail Industry

Posted by Maureen Condon

I was recently picking up a cake in a local market and stood in line behind a mother and daughter. After they received their order, the daughter asked her mom if she wanted to grab the few other things they needed. The mother replied, “No, it’s too cold in here. I can’t think right now about what else we need.”

It reminded me of how I often feel in the supermarket where I shop regularly. It’s freezing in there! Even on the hottest summer days, I try to remember to wear a sweater so I can focus on what I’m buying and not on how cold I am. And on the days I forget, my shopping trips are very fast – grab what’s on my list and get out to warm up, no time for impulse buys or thinking through a recipe.

When you are not comfortable, it’s difficult to make decisions. The rule applies whether you are picking out produce or choosing the right mortgage. That’s why it’s so important to create the most comfortable buying environment for your prospects and clients when marketing professional services.

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Topics: B2B Marketing, Marketing Professional Services

How to Leverage Your Analytics: Expert Website Assessment Tips

Posted by Oren Smith

In today’s digital world, 99% of the time it’s your company website making that critical first impression on your prospective customers. Sure, you can update your navigation, integrate a more modern aesthetic, and blog your little heart out – but how do you know if your website is actually doing its job?

As marketers and business professionals, you’ve no doubt heard about the necessity of examining your analytics… But what does that really mean? Executing a truly informative website assessment can be a tricky process, and it’s important to know what metrics actually matter.

So to answer those quintessential questions about evaluating a company website, I got the L-D from Susan L-D, PMG Principal. Susan LaPlante-Dube’s formidable expertise and valuable insight in this area has helped so many of our clients boost their website performance in just a matter of months. Thinking about making changes to your own online marketing strategy? Check out some of Susan’s handy website assessment tips below!

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Topics: Measuring Marketing Results, Marketing Strategy and Planning

A Blast from the Past: How to Reengage Previous Clients

Posted by Susan LaPlante-Dube

Much of marketing is about laying a strong foundation for sales, bringing qualified leads to the door and staying connected and top of mind with your existing customers. However, there is one group that often gets neglected when developing a company's marketing plan – the past or inactive clients. We have found that these people can be an outstanding source of business!

Why are your past or inactive clients so valuable?

  • They know you and (hopefully) like you.
  • They understand your products and services and the value you provide.
  • They have paid you money in the past  and they may just do it again!
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Topics: Marketing Strategy and Planning, Relationship Marketing