Acquiring Minds

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Are Millennials wired but not to sell?

Acquiring Minds

I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

I wrote the below article for an eBook on digital marketing to be published shortly by CustomerThink. wanted to let you know that I will be presenting at an upcoming Summit on B2B Digital Marketing from CustomerThink. The Summit consists of  three live webinars on the future of B2B digital marketing. You can find more information here: [link]. Why Invest in Lead Generation? Tips for Success.

Top 5 Reasons to use Segmentation

Acquiring Minds

There are now more reasons than ever to invest in segmentation. Through segmentation a marketer identifies groups of customers that are ranked by their sales potential and can be classified based on any number of criteria.      By leveraging this intelligence, marketers can profile their ideal customer and forecast outcomes for marketing programs. Lower List & Media Costs. Photo Credit.

Marketers are smarter

Acquiring Minds

Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. Marketers can track, analyze and pivot in real-time.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

Savvy Buying of B2B Data

Acquiring Minds

An Interview with Ruth P. Stevens and Bernice Grossman. I am pleased to welcome Ruth P.  Stevens and Bernice Grossman, two well recognized B2B direct marketing experts.    Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at Columbia Business School and blogs at HBR.org. . Bernice Grossman created DMRS Group an independent marketing database consultancy. Resources.

Buy 21

Destructive B2B Sales Practices

Acquiring Minds

 . New research  from McKinsey & Company  identifies destructive sales practices and prioritizes what customers want from B2B sales organizations. The research is focused on end users and is statistically significant: McKinsey interviewed 1,252 purchasing decision-makers of high tech products and services at small, medium and large business in  the US and Western Europe. . Comments Are Welcome.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

I would like to introduce a scenario that many B2B organizations face. In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. Something has gone awry. The message to this segment has proven successful with other segments but the results for this program are disappointing. The sketchy or curt answers.

Field 11

Colloborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. small number of technology companies initiate all outbound calling internally.  Another $1.5 Partner Led Selling. Collaborative Selling. Photo Credit.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Segmentation for the Nation

Acquiring Minds

In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. Segmentation requires an in-depth understanding of customers generated through analysis and research.   Many large organizations either buy research from consultants and analysts or commission their own research. Win / Loss Report – compile a list of all lost customers.

The Sales Lead & the Language Police

Acquiring Minds

At its simplest level, language allows one person to understand another in the course of basic communication.   . On a broader scale, language defines who we are, what groups we belong to and our culture.   . Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing.   Related Blog Posts. Photo Credit.

The Risky Business of Exclusive Reselling

Acquiring Minds

Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Rob Brewster, SVP Business Development at Eloqua explained in a blog post  that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Vendor Sells Direct.

Selling to the Digital B2B Buyer

Acquiring Minds

The digital world is bringing great change to how buyers wish to interact with B2B sales teams. Today's B2B buyer prefers online communication for a variety of reasons explained in this post. buyer behavior inside sales outbound marketing sales enablement telesales David Skok Facebook Jill Konrath LinkedIn Steven Woods

Comparing B2B Online Data Sources - New Research

Acquiring Minds

At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. Ruth was planning an analysis of online data providers and was considering some options for structuring the approach. Just this past week, Ruth and co-author Bernice Grossman , president of DMRS Group , a marketing consultancy, released an interesting study of major online sources of B-to-B data (Thanks to Ruth for acknowledging in the appendix my modest contribution). Ruth and Bernice asked fifteen compiled list providers to participate in the analysis and ten responded.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

Blog Title 1

Acquiring Minds

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic typesetting, remaining essentially unchanged.

Blog Title 2

Acquiring Minds

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic typesetting, remaining essentially unchanged.

San Francisco is the soul of Dreamforce

Acquiring Minds

Last week’s trip to San Francisco for Dreamforce (#DF13) was rewarding professionally and personally. Couldn’t attend?   You can watch the recorded sessions featuring many of the speakers in the Cloud. This post is dedicated to San Francisco. My Week in Alamo Square. Painted Ladies at Alamo Square. By the time that I purchased my ticket for Dreamforce, all of the hotels were sold out.

San Francisco is the soul of Dreamforce

Acquiring Minds

Last week’s trip to San Francisco for Dreamforce (#DF13) was rewarding professionally and personally. Couldn’t attend?   You can watch the recorded sessions featuring many of the speakers in the Cloud. This post is dedicated to San Francisco. My Week in Alamo Square. Painted Ladies at Alamo Square. By the time that I purchased my ticket for Dreamforce, all of the hotels were sold out.

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

Are Millennials wired but not to sell?

Acquiring Minds

I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

B2B 2

Marketers are smarter

Acquiring Minds

Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. Marketers can track, analyze and pivot in real-time.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. What defines a start-up, is what defines the marketer.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. What defines a start-up, is what defines the marketer.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

Don’t Think Outside a New Box

Acquiring Minds

Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience. It was a frosty cold day but beautiful.

Don’t Think Outside a New Box

Acquiring Minds

Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience. It was a frosty cold day but beautiful.

Don’t Think Outside a New Box

Acquiring Minds

Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience. It was a frosty cold day but beautiful.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit. B2B marketing channel lead generation sales B2B lead generation Channel Marketing

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit. B2B marketing channel lead generation sales B2B lead generation Channel Marketing

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

Be Social or Be Fit?

Acquiring Minds

For the past year I have been anti-social: hardly a tweet and nary a blog post. While the social media wave has swept over the world, I have been navigating other waves. have plunged in and taken up triathlon. The rhythm of training and racing hasn’t left much time for the demands of producing content for social media. Nice to be back! blogs social media blogging Triathlon

Be Social or Be Fit?

Acquiring Minds

For the past year I have been anti-social: hardly a tweet and nary a blog post. While the social media wave has swept over the world, I have been navigating other waves. have plunged in and taken up triathlon. The rhythm of training and racing hasn’t left much time for the demands of producing content for social media. Nice to be back! blogs social media blogging Triathlon

Collaborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. small number of technology companies initiate all outbound calling internally.  Another $1.5 Partner Led Selling. Collaborative Selling. Photo Credit.

Collaborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. small number of technology companies initiate all outbound calling internally.  Another $1.5 Partner Led Selling. Collaborative Selling. Photo Credit.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.