Complex Sales Archives - Page 3 of 3 - Bryan Eisenberg & Jeffrey Eisenberg

5 Steps to Increase “Qualified” Leads From Your Website

March 7, 2011

B2B, Complex Sales, Conversation, Lead Generation, Optimization

When you ask salespeople about their biggest gripe about marketing, they complain about not enough qualified leads. You can often tell that this is an issue just by looking at a company’s lead forms. What you’ll typically see is that the the forms ask for too much information and that can hinder conversions from visitor to lead. Marketers are often measured by the number of leads they generate. Sales people are measured by sales. Marketers don’t want to be held accountable…

The Future Shopper

September 24, 2010

Bryan Eisenberg

Advertising, Complex Sales, Mobile, Social Commerce, Strategy, Trends

There is hardly anyone who would argue over the impact that search, social, and mobile technologies have had on the customer buying process over the last five years. However, while many companies worry about keeping ahead of their competition, they actually have a much bigger issue – keeping pace with their customers. Indulge me while I explore the changes we’ll see over the next five years. A Marketer’s Job Is Already Hard Enough Jeffrey, my partner and brother, and I…

What’s With Demand Generation / Creation?

October 13, 2009

Jeffrey Eisenberg

B2B, Complex Sales, Lead Generation

I dislike the term “Demand Generation”, also referred to as “Demand Creation” because it’s misleading. Surely marketing professionals know better. I hope. You could always look it up on Wikipedia where it’s reasonably explained. It’s only in several conversations with business owners and C-level executives over the last few months that I realized how misleading the term is. Think about how the term sounds to non-marketing professionals. I mean really, you get this image of a marketer ripping and tearing…