It happens all the time by email, telephone, and through social media, the
just wanted to follow up”sales prospecting approach.
Large company or small, no decision-maker wants to have their time
wasted. So, they’re probably not going
to visit your website to first “learn more about” your product. In addition, executives generally don’t open
their calendars for total strangers to talk to them about something they are
ill-informed about, or couldn’t care less about. In short, you are pushing a button that turns
them off, so it’s no wonder they are not returning your call or replying to
your digital contact.
Local markets are defined by the customers within them.
Each market is different and subject to regional attitudes and cultures. In
order to be effective, local marketing strategy needs to employ highly targeted
marketing messages created by field sales agents and distributors who know the
market best. If organizations want to succeed at the local level, they must be
“local-ready”, a standard that requires focus on four key competency areas:
Asset Management: The ability to provide distributed channels with ready
access to up-to-date materials and to enable them to customize messaging for
their local market.