If you are a top performing sales representative - an A-player - it should be easy to incorporate a set of marketing questions into the list of discovery questions you normally use with new prospects. What I mean by marketing questions is probes about everything they did through the marketing conversion funnel to the point of their engagement with you.
You have to assume a lot more went on than "I saw your ad," and you owe it to yourself to find out as much as you can. The keyword searches, the explorations in online communities, the discussion threads, the blog sites they visited, etc., clearly indicate points of communication (contact) where a mini-commercial is playing (emphasis on present tense) about your company, your products, and your service quality.
A-players need to invest the time following these pre-engagement information gathering paths, and find out what their prospects are "seeing" and "hearing" out there in these mini-commercials. Find out if the commercials are good commercials or bad commercials; doubt inducing or confidence building.
Why? For two reasons. First, you will discover useful bits of intelligence that you can leverage to improve your presentation and negotiation. Second, ideas will percolate in your mind about these and other mini-commercial environments where you (maybe with the help of the company marketing department) may want to create a presence, and establish an influence.
Find out where they go, and figure out if it's beneficial for you to be where they go. Then create a stratdigi - the implementation map - for making it happen!
Web engage Labs energizing your marketing sales and technology to increase relevance, remarkability and results. A Corporate and customer collaborating is fundamental to increase top line revenues and improving bottom line results and mobile marketing is proving to be a far more direct, high impact way of reaching a base than traditional marketing mediums.
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