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As we slide into the second half of Q4 2020, are you churning and burning with activity? Can your team go the distance? Give this awesome song by Cake a listen as you read through this week’s update – and let’s strive and drive for a strong start to 2021!

Here is what the experts are saying, and some takeaways from the past week:

So Now What? HubSpot Data Shows 2020 Adaptations

We’re over six months into COVID-19 impact, and patterns are emerging for business. HubSpot produced a report examining the past 6 months of data, and I highly recommend you check it out!

The drive towards enhanced digital marketing seems pretty obvious but the challenge of balancing inbound and outbound marketing requires some attention. The customer buying experience is changing and we all need to adapt to fill the pipeline and close more sales.

Over the coming weeks, I will dig deeper into the report to discuss other relevant findings. How do your efforts align with the HubSpot results?

Call Me Back After the Holidays… Really?

It’s almost Objection Season… I mean Holiday Season! These excellent strategies from SalesBuzz are timely. When dealing with prospects, how does your sales team handle the ‘call me back after the holidays’ objection?

Some important tips for dealing with this objection, and keeping that prospect moving forward:

  • Identify if it’s a dismissive response or a legitimate one
  • Directly ask if your offer is of any value
  • Answer negative responses with examples of value

Check out the article for the details – now’s the time to plan and train responses – the finish line is in sight!

Artists Demanding Spotify Increase Stream Payouts

Value – how much is enough? A business can run into difficulties if it’s not mindful of value perspectives from its stakeholders. In the music world, The Union of Musicians and Allied Workers is demanding that Spotify increase the minimum streaming payout (currently a fraction of a cent) to one cent per stream. Check out the article here. With the pandemic shutting down live music revenue streams, artists are clamouring for any revenue they can get.

Market conditions, in this case COVID restrictions, have altered musicians’ value of streaming. When was the last time you considered the current value perspectives of your stakeholders? Let’s not ignore those personal concerns of stakeholders when they impact our business model.

As a Spotify user, would you accept higher monthly subscription fees to better support artists? We’ll need to see how it shakes out as the players continue to maneuver and muscle for rank.

Still Time to Register – Best Practices in Lead Follow-up and Nurturing

Please join us November 5 for our next What Do B2B Marketers Do Now? (in 29 minutes) webinar! Listen in – and of course – contribute! Do you need to get your existing inbound or outbound leads moving again to close more business? Join our panelists from Vidyard and Outside GC and learn how to get your B2B lead pipeline unstuck!

As always, don’t hesitate to call me to brainstorm or ask how I can help.

Looking forward,
Rick

Rick Endrulat | President | Virtual Causeway | 519.866.1600 x622