B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. The poll also asked similar questions about content and offers, such as live demos, free trials, webinars, videos and more. Perceived Quality of Leads by Content or Offer. EchoQuote™ Takeaway.

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1

B2B Conversations Now

One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. Their response sounds something like this “I’m not ready to talk to sales yet, we’re just researching solutions right now…” This is often followed by the dreaded, “I’ll contact you if I need more information” This is surprisingly easy to handle if you’re prepared, but a momentum killer if you aren’t. This will work wonders but there are no short cuts! The Golden Question - via Phone or Email.

Sales Training Startups Must Read - “Unfunded - From Bootstrap to Blue Chip”

B2B Conversations Now

Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. For new service start-ups, there is a lot of hard work ahead so be smart about. doubt it.

Solution or Price - Which comes first?

B2B Conversations Now

As a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. Dave Brock, President and CEO of Partners In EXCELLENCE, just wrote a good piece on his Partners in Excellence blog titled, Price is Never the only decision criteria! 100% of the time, the response is Price! And I wait…. problem.

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150 Content Marketing Tips

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

Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

What challenges do inside sales professionals face each day as they battle voice mail/email to reach potential customers and make their number(s)? personally field a half dozen cold calls per day from companies I’ve never heard of. Over the past year I have had the pleasure to “meet&# many members via a variety of social media channels so it will be a pleasure to finally meet in person.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. They key to MILT is RESPONSIVENESS.

Making the Leap to Sales Management - 10 Must Knows

B2B Conversations Now

Are you a newly promoted VP of Sales? Would you like to know 10 key areas to focus on so you can ramp your team up quickly? attended the American Association of Inside Sales Professionals (AA-ISP.org) Inside Sales 2011 conference in San Francisco in February. One of the most interesting breakout tracks was presented by Brett Wallace, VP of Sales for Zoominfo. Your First 90 Days in Sales Management.

Product Content is #2 for B2B Buyers

B2B Conversations Now

Do you believe as a marketer that “product content is king&# for B2B lead generation ? Are you creating blogs, producing webinars, recording podcasts and saturating social media channels with hopes of winning the content race? Well, according to MarketingSherpa and Enquiro , you can stop running now; product content is #2 on B2B buyer’s wish lists. How can that be true? Wrong.

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Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. His inventions included the lightning rod, bifocals and the Franklin stove. Franklin was responsible for establishing the first public library, organizing fire fighters in Philadelphia, was one of the early supporters of mutual insurance and crossed the Atlantic eight times. Self-development was a constant endeavor throughout his incredible life.

Dolphin and Dog Video - Let’s Be Friends

B2B Conversations Now

Take 6 minutes out of your busy day and enjoy this, you won’t regret it!

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

Do your Calls-To-Action meet these 5 criteria?

B2B Conversations Now

All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. B2B marketers depend on these offers for a reason - they work. must have high value to the prospect. 2.

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Publish B2B Pricing and Lose-Lose

B2B Conversations Now

It seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reason; it will lose you website conversions. Here’s why… Say you are researching IT storage arrays and are familiar with the leading mid-tier players like Coraid, EqualLogic, Lefthand, Nexsan, etc. As you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. You move on.

Defining and Ranking Sales Leads

B2B Conversations Now

I enjoy working with the folks over at MarketingSage; they are what you call deep thinkers and the results they get for their clients reflect it. They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads. In turn, the ranking allows both the sales and marketing teams to simultaneously apply different policies for sales lead management. &#. Enjoy!

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2

B2B Conversations Now

In my last post B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1 we talked about asking a compelling question to quickly qualify and engage a new prospect. Our intent is to quickly establish trust and begin our process of influencing the end-user’s decision criteria to favor our solution. “Mr./Ms. Then, you can contact me when you are ready.

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Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Here's what we learned.

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. First, I think using Free Trials for B2B Lead Generation is a good idea, especially for on-demand software companies, because most people want to try something before they pay for it. However, the idea is so saturated that the offers are bordering on desperation. Trials take a potential customer’s time and effort. Time is money. Effort is lots of money. Figure out a way to make your trial compelling by focusing on results the client will achieve during the trial.

Why IT VAR Marketing Dev Fund (MDF) programs don’t work

B2B Conversations Now

Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? Every IT manufacturer knows that VAR channel leverage is the key to growth. OEMs can’t scale without an increasing number of good channel partners to leverage their sales efforts. The buyers, however, aren’t biting.

Why IT VAR Marketing Dev Fund (MDF) programs don’t work

B2B Conversations Now

Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? Every IT manufacturer knows that VAR channel leverage is the key to growth. OEMs can’t scale without an increasing number of good channel partners to leverage their sales efforts. The buyers, however, aren’t biting.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. They key to MILT is RESPONSIVENESS.

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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.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. They key to MILT is RESPONSIVENESS.

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Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. What is a Red Zone Response plan? Do you have a formal process for how to handle incoming B2B leads from your website or blog?

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. What is a Red Zone Response plan? Do you have a formal process for how to handle incoming B2B leads from your website or blog?

How LeadLifter was born on LinkedIn

B2B Conversations Now

We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. How we got to LeadLifter using LinkedIn. EchoLeads.

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.

How LeadLifter was born on LinkedIn

B2B Conversations Now

We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. How we got to LeadLifter using LinkedIn. EchoLeads.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there? B2B Marketing

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there? B2B Marketing

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there? B2B Marketing

Marketing Optimization Toolkit: The Science behind Marketing Analytics

Marketers are well-versed in the art and science of optimization.

Stale Content at the Speed of Now

B2B Conversations Now

There is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. Whether a potential customer uses Google, Bing, YouTube or even social media for initial research, those vendors with fresh, pertinent content get the first shot. Warning: Watch Speaker Volume! Remember this scene?

Stale Content at the Speed of Now

B2B Conversations Now

There is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. Whether a potential customer uses Google, Bing, YouTube or even social media for initial research, those vendors with fresh, pertinent content get the first shot. Warning: Watch Speaker Volume! Remember this scene?

Stale Content at the Speed of Now

B2B Conversations Now

There is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. Whether a potential customer uses Google, Bing, YouTube or even social media for initial research, those vendors with fresh, pertinent content get the first shot. Warning: Watch Speaker Volume! Remember this scene?

Solution or Price - Which comes first?

B2B Conversations Now

As a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. Dave Brock, President and CEO of Partners In EXCELLENCE, just wrote a good piece on his Partners in Excellence blog titled, Price is Never the only decision criteria! 100% of the time, the response is Price! And I wait….

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.

Sales Training Startups Must Read - “Unfunded - From Bootstrap to Blue Chip”

B2B Conversations Now

Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. One unit of service, one unit of pay. Is that what emerging entrepreneurs want? doubt it.

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Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

“You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. Nancy looked at Jim and smiled. Jim, we sell very complex and expensive products through many sales channels and partners. You know that.”. Here’s how it works….”. hope you enjoy it!

Marketer’s Challenge: Pick ONE Slide to Make Your Point, like this …

B2B Conversations Now

Could you sell your product or service with just ONE picture or slide? It’s harder than you think. We provide a lead capturing service to B2B companies called EchoQuote. rarely get the chance to actually sit down with a potential customer at their location but, when possible, I never waste it by showing a power point slide show. That’s right. It’s harder than you think!

Should Sales and Marketing Merge?

B2B Conversations Now

I attended a fantastic Focus.com presentation on June 29, 2010 as part of Focus’ interactive summit “ Mastering Lead Management “ For those of you who might have missed it, it is worth checking out. One of the presenters was Ardath Albee who continues to create value for her followers (I’m one of them) and clients by generating great content, non-stop. Here’s why.

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.

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

As sales people we are always looking for ways to be more effective. Without realizing it we have gradually adopted more and more sales tools that help us improve efficiency and results. But how does a busy B2B sales person sort through the tools that are out there without wasting valuable time? There are 10 categories and you can download the free eBook here (no registration required J).

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