Virtual sales rep: A recipe for marketing to the self-sufficient buyer

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Selling to a business buyer is a whole new ball game today.

decision-1013752_1920Look at the evidence:

IDC studies show that most IT buyers are half way through the purchase timeline before they agree to meet with a saleperson. 1 in 7 of the buyers push it even further: they wait until they are 75% of the way in before agreeing to an initial contact! The pattern is similar with most business buyers of today.

How do you market to this new breed of buyers? How do you make the sale?
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Shareology: The Art and Science of Sharing

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Bryan Kramer will be speaking at the next Norcal BMA chapter meeting on May 20 on the topic of sharing. Come one, come all, and get a better understanding of harnessing the art of sharing to further your business.

shareology@bryankramer will walk us through how technologies like video, social media and mobile have increased the ease of communication so much that we need to rethink how sharing ideas influences people on a global scale.

Bryan's first book, There's no B2B or B2C: It's Human to Human: #H2H, was Read more

Membership Economy: Adopt or Perish?

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Is an evil Superuser an oxymoron?

Is it OK to ask subscribers to pay 4 times what they are used to paying?

Listen to Robbie Kellman Baxter, author of the brand new book, The Membership Economy, to get the answers. Robbie will speak to Norcal BMA members and guests on April 22 on this very topic.

If you are like me, you are juggling a few dozen subscriptions just enough to keep your head above the deluge. Seems as though everyone has learned from American Express: "Membership has its privileges." Memberships are everywhere.

Or are they? They may just be subscriptions.

What’s the difference?  Read more