Online Ad Spending Now Surpassing Traditional Print Spend

Posted on February 20th, 2012 by alan

Online ad spending is projected to surpass print ad spending for the first time in U.S. history, according to many industry observers.  It is estimated that online ad revenue will increase to $39 billion in sales this year, while print ad spedning will fall to about $34 billion.

This change was anticipated as it’s been a challenging decade for traditional print media, amidst the explosive rise of Google speciifically and online ad revenues in general. Ad spending giant P&G, recently announced that they were continuing their shift toward online spending and away from print media. Their CEO was quoted as saying, “In the digital space, with things like Facebook and Google and others, we find that the return on investment of the advertising, when properly designed, when the big idea is there, can be much more efficient.”

What does mean to the SMB market (Small and Medium Business)? It’s time to be thinking of, in fact embracing, online opportunities including your website, on page SEO, off page SEO, social media marketing and PPC, while reducing traditional print media and brick and mortar marketing. Online marketing opportunities should be the focus or your overall marketing strategy while traditional marketing including event marketing should be carefully scrutinized for declining return on investment.

For additional information, visit: startupselling.com, startmarketingtech.com, sellmoreandworkless.com.

The Four Phase Sales Process

Posted on January 17th, 2012 by alan

The 4-Phase Sales Process has been very effective for my businesses and my clients’ businesses. It can be used by essentially any sales professional or business, particularly for B2B or considered purchase solutions. This process provides a simple methodology to improve selling, reducing prospect subjectivity and increasing sales efficacy. The 4-phases (identify, qualify, present and close) create a selling foundation, which salespeople and businesses can gradually builds upon. It is an effective process for both virtual businesses and salespeople and traditional operations seeking to web enable their sales teams.

The 4-Phase Sales Process is discussed in detail in Sell More & Work Less: Web Selling Techniques Everyone Should Use.  Salespeople and businesses can rapidly adopt and tailor this process to improve their current methods, helping quantify the sales process into a series of simple, measurable and easy to monitor steps. Within this process is something I call The Prospect Scorecard, a simple tool to help salespeople track and monitor the top of their pipeline. Some of the web sales and marketing topics in Sell More & Work Less include:

Integrated Marketing - Sell More & Work Less
* Building your prospect database and email list
* Reaching your target market through email marketing
* Leveraging warm calls for quality appointments
* Expanding reach through Social Media Marketing

For more information, go to Sell More & Work Less, The Prospect Scorecard or StartMarketingTech.

Now on Amazon – Sell More & Work Less: Web Selling Techniques Everyone Should Use

Posted on January 13th, 2012 by alan

Sell More & Work Less - Now at Amazon

My second book is finally complete and available. The Kindle version to follow in the next few weeks. Sell More & Work Less is a web selling tips book based on my 4-Phase Sales Process which helps business professionals quickly learn and apply many new web sales tips and techniques to improve their sales effectiveness. Simply said, allowing them to sell more and work less. The 4-Phase Virtual Sales Process facilitates the transition to a web based sales model and the greater profit potential, improved methods of selling and more flexible business and personal lifestyle this affords many salespeople and businesses, aspiring entrepreneurs and existing sole proprietors. Others can replicate my 4-Phase Virtual Sales Process to create their own tailored sales process using the techniques explained in this web selling tips and techniques book.

Sell More & Work Less is now available on Amazon, the Kindle version is expected later in January. http://www.amazon.com/Sell-More-Work-Less-Techniques/dp/1466312394/ref=sr_1_4?ie=UTF8&qid=1325424249&sr=8-4

My Top 10 Books of 2011 – From Ben Franklin to The Amazon To Unbroken & A Hornet’s Nest

Posted on December 20th, 2011 by alan

As an early adopter of the original Kindle, and the new and improved Kindle Fire, I find it faster, easier and more convenient to read. As noted in blogs of days gone by, I try to read a mix of books from business topics to inspirational stories to those offering rewards merely from an entertainment perspective. I like to read at least a book a month, I read 15 this year, a dozen of which are listed below, in no particular order.

  • The River of Doubt: Theodore Roosevelt’s Darkest Journey, Millard, Candice
  • 50 Ways To Love Your Startup, Mancinelli, Bruce
  • Mountains Beyond Mountains, Kidder, Tracy
  • Dark Tide: The Great Molasses Flood of 1919, Puleo, Stephen
  • Google Places Success, Towland, Chris
  • Unbroken: A World War II Story of Survival, Resilience, and Redemption, Hillenbrand, Laura
  • The Autobiography of Benjamin Franklin, Franklin, Benjamin
  • The Girl Who Kicked the Hornet’s Nest, Larsson, Stieg
  • The Coke Machine, The Dirty Truth Behind the World’s Favorite Soft Drink, Blanding, Michael
  • The Secret Life of Houdini, The Making of America’s First Superhero, Kalush, William and Sloman, Lary
  • A Splendid Exchange, How Trade Shaped the World, Bernstein, William
  • Sell More & Work Less, Web Selling Techniques Everyone Should Use, A. Blume, J. Scranton, M. Lauducci, A.J. Blume

These books range from truly inspirational stories of triumph over hardship (Unbroken and River of Doubt for example) to small business best practices (50 Ways to Love Your Startup and Google Places Success). Some were fast and easy reads like The Girl Who Kicked the Hornet’s Nest, while others like Franklin’s autobiography and Houdini’s life offered great detail. Dark Tide and Unbroken fall under their own unique category as in, “are you kidding me – do these things really happen”? And my most recent read arguably falls into the same genre, with Roosevelt’s (of the Bull Moose variety) journey through the Amazon. The book I spent the most time reading this year, was the book which I was writing this year. With the assistance of three colleagues, we put the finishing touches on Sell More & Work Less, Web Selling Techniques Everyone Should Use this past week and hope to see it finally hit the virtual book shelves (as in Amazon) in January. Writing and publishing requires multiple read through cycles, and I expect the final cycle to happen this month. Sell More & Work Less is just over half the number of words when compared to my first book, Your Virtual Success, but the reading cycles were certainly comparable. The latter was over 60,000 words while the former, a more succinct “web selling tips book”, is only 35,000 words.

My recently purchased Kindle Fire helped me rip through The River of Doubt, the crisp text and improved user interface makes it really fast and easy to read (at least for this user). These days, I find both reading and writing enlightening and cathartic and wished that I read more when I was younger, compelling me to think of the famous Shaw quote, “youth is wasted on the young”. Will the day come that most of youths will be using Electronic Reading devices? And upon such a day will that help them read and assimilate more information? Only time will tell, then again technology may be an enabler, but it isn’t necessarily a motivator.

Three of these books were gifts (The Coke Machine, The Secret Life of Houdini and A Splendid Exchange) of the “paper” variety, the rest were downloaded to my Kindle. I can recommend all of the books on this list, though my favorites were Unbroken, River of Doubt and Dark Tide). And it is with obvious prejudice that the last item is included on the list. As my years progress, I’m gaining momentum with writing and hope to publish another book around the end of 2012, then a novel in 2013 or 2014. The novel would be a departure for me as most of my works have been in the business genre. It’s a challenge I look forward to, mundane in comparison to the challenges faced in Unbroken or River of Doubt (or Mountain’s Beyond Mountains), but a challenge nonetheless.

Alan Blume is the author of two books, Sell More & Work Less and Your Virtual Success. He is the founder and CEO of StartUpSelling, Inc. and StartMarketingTech which help businesses with web marketing, social media marketing, and SEO. StartUpSelling and StartMarketingTech offer unique B2B sales and marketing tools like the Prospect Scorecard and the Virtual Buyer Persona. For more information read Your Virtual Success and Sell More & Work Less.

Top 4 B2B eMarketing Blogs for Any Professional Services Firm

Posted on November 3rd, 2011 by alan

If you have a B2B business, you should check out these B2B eMarketing Blogs. Though they may have an Insurance Marketing slant, they are applicable to essentially any B2B service or solution business.

  1. http://startupselling.com/blogs/alanblume/top-10-questions-about-insurance-agency-emarketing/
  2. http://startupselling.com/blogs/alanblume/insurance-agency-emarketing-and-webinar-checklist-%e2%80%93-101-check-boxes-and-counting/
  3. http://startupselling.com/blogs/alanblume/5-tips-for-better-insurance-agency-emarketing-subject-lines/
  4. http://startupselling.com/blogs/alanblume/insurance-agency-marketing-report-card-for-web-centric-marketing-campaigns/

StartUpSelling, Inc. and StartMarketingTech help businesses with web marketing, social media marketing, SEO, lead generation, appointment setting, elevator and telephone pitches, web site design, client testimonials, company video, branding and innovative entrepreneurial marketing and sales concepts. StartUpSelling offers unique B2B sales and marketing tools like the Prospect Scorecard wwwProspectScorecard.com. For more information go to: StartUpSelling or StartMarketingTech. Read Your Virtual Success available from Amazon or Sell More & Work Less scheduled for release in December 2012.

Insurance Agency KPIs – Key Performance Indicators

Posted on October 13th, 2011 by alan

Key Performance Indicators should reflect your insurance agency’s goals, and it’s very important to select KPIs which help rapidly indicate the tactical and strategic success of your sales efforts. For example, Producer KPI’s are noted below and might be very similar to the KPIs for many industry sales executives:

  • New Commission Revenue
  • Renewal Commission
  • Ratio of Net New Commissions to Renewal Commissions
  • Average Book of Business by Producer
  • Revenues by Lines of Coverage
  • Total New Quotes
  • Close Ratio (Ratio of Quotes to Closes)
  • Closes by Lead Source
  • YTD Revenue Growth (and year over year)
  • Revenue by Employee

These Key Performance Indicators help measure your business, and offer indicators of past performance and future success. Year over year revenues compare current performance to past performance, while Web meetings and proposals are forward looking, an indicator of what your future business might look like. If your new prospect meetings have dropped by 20% over the last quarter from the prior quarter, you can be fairly certain that you will experience a drop in new business. However, if you experienced the same type of drop compared to a year earlier, you have a better indication that you are on track for comparable year over year sales.

KPIs can vary by agency, but if they are to be truly valuable to your agency, you must consistently and accurately define and measure them. KPIs should incorporate goals or targets to track and measure performance. For example, our company goal is to close 50% of our proposals and 25% of our web meeting prospects. We measure this goal against our KPIs for this category to track our progress. Your agency might have a goal to maintain a $1 Million book of business for each veteran producer. You might have a different goal for new producers. These goals should tie into your overall KPI tracking, offering rapid insights into the health of your agency, with strong indications of future performance. These KPIs can then be measured year over year – offering accurate historical insights into your performance in mission critical areas. Larger agencies should consider using KPI rollups, where the sales, marketing, accounting and service KPIs are tracked departmentally, with a few mission critical KPIs from each department rolling up to an executive list. This can be done manually or using an automated system.

What type of systems can be used for KPIs? Your agency can use anything from simple Excel spreadsheets, to CRM, to Agency Management Systems to sophisticated KPI dashboards. Selected Web metrics gleaned from Google Analytics or other web monitoring tools may also be used. KPI’s should be kept to a modest number for optimum effect. For example, tracking 10 KPI’s monthly is reasonable, but tracking 50 would result in information overload. This is analogous to the dashboard of your car. Your measurements might include speed, fuel level, RPMs, odometer, engine temperature and oil level. That’s a total of six KPI’s which can be tracked while driving. Some cars offer more sophisticated KPI’s including, average miles per gallon, current MPG, tripometer, and distance to empty. These additional KPI’s may not be displayed constantly, as they may not be deemed critical to your driving. Think of your insurance agency KPI’s in the same way, closely monitoring only those which are critical to your success.

For more information go to: http://startupselling.com/insurance-agency-marketing.html. StartUpSelling, Inc. provides outsourced insurance agency marketing, sales and lead generation services focusing in the areas of insurance agency emarketing, web seminar marketing, insurance telemarketing, insurance agency SEO, insurance agency social media marketing and website development. StartUpSelling, Inc. specializes in innovative entrepreneurial marketing and sales concepts. For insurance agency sales and web marketing information, visit http://www.startupselling.com.

Visit StartMarketingTech.com our new B2B Lead Generation & Web Marketing Site

Posted on May 25th, 2011 by alan

Have you visited our new website at http://www.startmarketingtech.com? If you have a B2B business and are seeking information on Web 2.0 marketing, lead generation, and improved virtual sales methodologies, visit our new website today. Also, visit our StartMarketingTech blog at: http://www.startmarketingtech.com/blog. For detailed information on virtual business or the 4-Phase Virtual Sales Process, read Your Virtual Success. StartMarketingTech.com is a division of StartUpSelling, Inc.

Hello world!

Posted on May 23rd, 2011 by admin

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