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Facilitating the Buying Process at Financial Institutions
Financial institution buying committees are bigger than you’d think. Here are tips (and an infographic) to help your marketing content help to build consensus and avoid a “no-decision” scenario. Read more.
Content Marketing to Build Advocacy in Financial Services
Marketers need to help build advocacy and empower internal selling in order to influence buyers. Here are tips to help you build effective tools for internal organization friendlies. Read more.
How Financial Institutions Buy Technology
Our take on a study of the FinTech buying process and how to influence extensive buying committees with complex decision processes using content marketing. Read more.
Top 10 Tips For Converting Leads Into Sales Opportunities
All leads are not created equal. Lead nurturing programs can help you evaluate the leads, monitor the effectiveness of your lead sources, support the buying process of the qualified leads, and convert leads into sales opportunities when they’re ready to buy. Read more.
Competing with “No Decision”
It is a tough time to sell into every sector of the financial services industry – clients are going out of business, key contacts are being laid off, firm-wide spending freezes have been enacted, and prospects are taking far longer to make a buying decision. In this article PropelGrowth discusses ways to shift practices and overcome these challenges to still make sales quota. Read more.
What Recession? Stop, Drop, and Re-Direct
Budget cuts don’t mean that you have to cut back on marketing and sales campaigns, you just have to be smarter about how you market – relying less on bells and whistles and more on your knowledge about what your customers need today. There are plenty of opportunities to position, maintain and even grow your business in spite of limited marketing funds. Read more.
Overcome Their Fear and Get them to Listen
In this letter to our clients, PropelGrowth’s CEO Candyce Edelen addresses some interesting conversations she has had with financial institutions, analysts, and vendors about the state of spending and the trends for adopting technology in the financial space and shares some key observations that can be applied to your own business. Read more.
Simply put, it’s all about context, focus and priorities – or more succinctly, perception of value. If you want to gain competitive advantage in the capital markets, you must effectively position your value. In other words, you have something something of great value to offer your prospects if only they would take the time to notice. So how do you get them to stop and listen? Read more.
The ROI on Nurturing Leads
Research on lead nurturing found that companies who nurture their leads achieve significantly higher sales performance when it comes to lead-to-sales conversions, bid-win ratios, and average order value. In fact, nurtured leads net 47% higher average order values, according to Aberdeen Group. In this article PropelGrowth suggests how to properly execute a well-established lead nurturing program. Read more.
Are Your Leads Falling Through the Cracks?
In most sales organizations, there is a gap through which qualified, but non-sales-ready leads tend to fall. Cahner’s Research found that as many as 80% of those qualified, discarded leads will eventually buy. That’s a lot of revenue that could fall to your competition if you’re not recycling those leads and cultivating relationships that will keep your company top of mind until the leads are sales ready. Read more.
Are You Generating Demand?
When your prospects are ready to make a purchase, is your solution the one they’ll want to buy? In this article we challenge you to take a new approach to demand generation, and offer up best practices that will arm you with the right tools and the right strategies for reaching your prospects and maintaining demand at every step of their buying process. Read more.
Don’t Show Up and Throw Up
When selling complex solutions to the capital markets, people buy your products and services not because of your clever pitches, flashy demos, or sleek dimensional mailers – but because they believe you can enable them to solve critical business problems. So if your marketing and sales approach doesn’t help them link your solutions to their problems, then they won’t buy…period. Read more.