Category Archives: BANTT

February 10th, 2014

Why Won’t My #@*&^ Customer Make Up His Mind? Common Causes and Fixes to No-Decision


No-decisions are to be expected, but too many can signify a larger problem. If you’re tracking more than normal, then you should try to uncover the cause and take corrective action.

Your client’s decision not to change the status quo is now a significant “competitor” in many selling situations. According to a 2013 CSO Insights study of companies’ win/loss ratios, 26.1% of all deals were ending in a no-decision. As recently as 2002, the rate was only 17%.

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March 15th, 2013

Testing the Follow-up on Content-based Marketing Campaigns: Companies are Falling Flat


Testing the follow-up on Content-based Marketing Campaigns: Companies are Falling Flat

Content-based marketing is on the rise. It’s expected to represent 35% of the marketing budget in 2013, which, according to the latest estimates, is up 84% from 2012.

Companies are having no problem cranking out content-based marketing campaigns — with information aimed at positively influencing a customer in some way — but they seem to struggle with follow-up and nurturing leads.

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