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Chris Leone, formerly Chief Operating Officer at WebStrategies, has been named President. In addition to his current responsibilities, Chris will take on leading all day-to-day operations of the company including sales, marketing, operations and administration.

How can you get your buyers to tell you their biggest challenges and greatest fears? Our research tells us that buyers value a salesperson’s problem solving skills above all else, yet salespeople find it difficult to get buyers to share their challenges and fears. This article focuses on a questioning technique that will get your buyers to open-up and share information to help you determine if you can solve their problems.

For More Information: Neal Lappe, CEO, WebStrategies Inc. 804-314-4050, neal@webstrategies.com October 24, 2016

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If you own or manage an alarm dealership that sells security systems to commercial customers, it’s important to keep in mind that B2B marketing should be handled a bit differently than residential security marketing. However, there are also a few simple ways to overlap some of your marketing efforts.

When an alarm company in Southern Illinois approached us about generating leads via the internet, we immediately knew the project was going to be a fun step outside our comfort zone. We’re just a bunch of East Coast city dwellers. How does one reach a rural and largely agricultural community? Are they even online?

Let's face it. Website pop-ups are one of today’s most loathed website tactics. You hate them. And so do many others. And yet, they're everywhere. What gives?

For years, you’ve been hearing how important content is to your online marketing game plan. In 2016, over half of both B2B and B2C marketers are planning to increase their investments in content marketing. The challenge is overcoming the time and financial investment to create a meaningful volume of great content.

One of the biggest challenges for the B2B sales force is that today’s buyer is more educated than ever. According to Forrester, 74% of the buyer's journey is made anonymously online. This staggering statistic suggests that by the time you meet a potential customer face-to-face, the information presented in that first meeting must be compelling and engage the buyer in the sales process. To make that first meeting count, according to Anthony Innarino, you need to answer three questions for the potential buyer:

If you own a small to mid-size alarm company, you’ve probably noticed that competition is coming from more than just other security companies these days. Aside from competing with the big security corporations, DIY, and other dealerships, alarm companies have to contend with cable, phone and internet service providers offering security and home automation solutions.