| | | B2B Conversations Now | | | | 25 articles |
| Page 1 of 1 | Previous | Next | B2B CONVERSATIONS NOW NOVEMBER 18, 2009 Before Nurturing a New B2B Lead, Send the Golden Document (part 2) In my last post Before Nurturing a New B2B Lead, Ask the Golden Question we talked about asking a compelling question for new B2B leads before you send the lead down the nurturing path. Our intent is to try to filter high-quality prospects and get them to the sales team for direct interaction. For those who have not read the post, here was where we left off: The Golden Question. My name is YYY and I approved your request for ZZZ. This is a courtesy follow-up to make sure you received it. If you have not received it, please check your spam filter. May I ask you one question? Checkmate. | B2B CONVERSATIONS NOW AUGUST 14, 2009 How B2B Marketing Became Responsible For EVERYTHING (and how to reverse it) I just finished a short paper on how B2B marketing has put itself in the position of being responsible for just about everything marketing and sales related. Here is an excerpt from: “How B2B Marketing Became Responsible for EVERYTHING (and how to reverse it)&#. “B2B Marketers are killing themselves trying to make everyone happy. The CEO needs revenue. The sales team needs qualified leads. The customers need information. Everyone is looking at marketing to make it happen. So, how did B2B Marketing become responsible for EVERYTHING? Was it self-inflicted or driven by outside forces? | | | | | |
| B2B CONVERSATIONS NOW SEPTEMBER 1, 2009 Effective B2B Lead Generation Means Selling the Conversation Are you looking to generate more sales ready leads on your B2B website? As B2B Marketers, we are all feeling the pressure to do something, anything , to generate more B2B leads. But have you ever stopped to think about what marketing’s role really is? Hint, it’s not selling products or services. Before the explosion of internet based marketing tools, marketing’s job was to generate customer interest and channel those prospects to the sales team. Tasks that were handled by sales (presentations, customer references, etc.) Take a look at your B2B website. Just give me a holler. | B2B CONVERSATIONS NOW DECEMBER 23, 2009 Handling “the” question about Social Media - ROI I just read yet another blog post about how hard it is to justify efforts spent on social media. The post was, of course, followed by many others comforting the poster that they knew how he felt. “There’s just no way to make the C-suite understand the value of the influence social media creates&# one responder said. must have heard a dozen prominent speakers at a recent Social Media Summit chime in with the same “poor us, we can’t quantify social media ROI…if only our bosses were smarter and could see how valuable it is.&#. Don’t believe me? Happy Holidays! | B2B CONVERSATIONS NOW DECEMBER 9, 2009 Embrace Trigger Event Selling to Win More B2B Deals I’ve been reading and hearing a lot recently about using sales triggers to find new customers. Until I really took the time to dig into Trigger Event Selling , I thought it was just a new sales fad that would lead to yet another sales training book. was wrong. What is Trigger Event Selling? The best description of trigger event selling I’ve seen is from Craig Elias at Shift Selling. Craig states that trigger selling is “getting in front of the right person at EXACTLY THE RIGHT TIME&#. Triggers for Outbound Selling. to start building an action plan. | B2B CONVERSATIONS NOW NOVEMBER 27, 2009 Inline deduplication a reality with GreenBytes I’ve spent 20 years in the data storage/data backup industry. It’s not the most exciting business, but every now and then a new, disruptive player enters the space and catches the competition flat footed. GreenBytes, Inc. Ashaway, RI) has hit the ground running in what experts say is the next big wave in data deduplication technology - primary data de-duplication. Unlike DataDomain , Quantum and Exagrid that focus on deduplication for backup processes, GreenBytes has optimized its turnkey appliances to handle primary data. | | | | | | | |
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B2B CONVERSATIONS NOW | WEDNESDAY, OCTOBER 28, 2009 Before Nurturing a New B2B Lead, Ask the Golden Question
This is a follow-up post to Converting [social media] Conversations and addresses what to do when in fact you get that new lead. Having attended the recent Marketing Sherpa conference in Boston, my first thought is “push the new lead into the lead management system for nurturing&#. The process makes sense but what should the FIRST interaction with this new lead look like? Should it be a courtesy “thank you and here’s more about our products&# or should it be more hard hitting and response provoking. As a B2B sales person for 15 years, I prefer the response provoking approach. MORE >> -
B2B CONVERSATIONS NOW | FRIDAY, SEPTEMBER 25, 2009 Converting [social media] Conversations
The early word from MarketingSherpa West (San Fran) is that B2B lead conversion was a hot topic. As sponsors this year at both the MarketingSherpa B2B Marketing Summit and Inbound Marketing Summit, we thought we’d get a head start on the conversion discussion. Below is a slideshare deck outlining a process to “ Convert the Conversations “ With Social Media becoming an increasingly potent generator of inbound web traffic, B2B marketers must find ways to filter the stream and motivate high-quality visitors to engage. First, how do you define a “strong offer&# ? MORE >> -
B2B CONVERSATIONS NOW | THURSDAY, SEPTEMBER 24, 2009 Defining The Perfect Lead Generation System
Jim Logan at B2BRainmaker just posted Here’s how I define the perfect lead generation system and I think he nailed it. What’s interesting is that Jim, like myself, spent years selling high-end technology so he offers a the sales person’s perspective. B2B marketers that want to help their sales teams can learn a lot from Jim. Per Jim: “I define the perfect lead generation system as a system that passively brings prospects to me that have a need and interest in my products or services. Short, sweet, and powerful. That’s Jim’s style. MORE >> -
B2B CONVERSATIONS NOW | TUESDAY, SEPTEMBER 22, 2009 Define Your Funnel Type To Improve Marketing Efforts
Sales and Marketing people that work in a complex sale environment could learn a thing or two over at the Funnelholic. Chris Jablonski (one of Craig Rosenberg’s co-workers at Tippit and an accomplished writer/analyst in his own right) has just written a concise whitepaper called “What’s the Shape of Your Funnel&#. It only took me 3 minutes to read it, the first time (I read it twice more…slowly). Although neither Funnel type, Macro or Micro, is necessarily tied to a particular industry or market, I do think B2B marketing would fall into the Micro Funnel type more often. MORE >> -
B2B CONVERSATIONS NOW | MONDAY, SEPTEMBER 14, 2009  Social Media T-Shirts Finalized
Thanks to everyone who gave us feedback on the design of our Social Media T-shirts that we will be giving away at the MarketingSherpa and Inbound Marketing Summit(s) in October (Boston only). After several honest (sometimes too honest!) opinions we are going to press with the following: “Convert the Conversations&#. hope you like it! … see you in Boston. MORE >>
- Trust Agents and Multiple Birds B2B CONVERSATIONS NOW | MONDAY, SEPTEMBER 14, 2009
- Social Media T-Shirt Design Feedback B2B CONVERSATIONS NOW | THURSDAY, SEPTEMBER 10, 2009
- FOSE’s Gone Virtual? So Much For a Half-Day Boondoggle! B2B CONVERSATIONS NOW | FRIDAY, JULY 24, 2009
- [Get In The] B2B Marketing Zone B2B CONVERSATIONS NOW | THURSDAY, JULY 23, 2009
- B2B Website Conversion Strategies B2B CONVERSATIONS NOW | MONDAY, MARCH 23, 2009
- Please Keep Cold Calling Me…Not B2B CONVERSATIONS NOW | THURSDAY, APRIL 30, 2009
- Give Your Customers New Tools, Not Your Sales Team B2B CONVERSATIONS NOW | FRIDAY, MAY 1, 2009
- B2B Rainmaking is a Journey B2B CONVERSATIONS NOW | THURSDAY, JUNE 4, 2009
- Is Social Media a Water Cooler or Lemonade Stand? B2B CONVERSATIONS NOW | THURSDAY, JUNE 4, 2009
- Sales 101 Myth Can Hurt Your Marketing Efforts B2B CONVERSATIONS NOW | WEDNESDAY, JUNE 10, 2009
- The Complex Sale Starts With A Conversation B2B CONVERSATIONS NOW | MONDAY, JUNE 29, 2009
- Inbound Sales … at a Tradeshow B2B CONVERSATIONS NOW | THURSDAY, JULY 2, 2009
- Sample Content Rewrite; From Bland to Bold B2B CONVERSATIONS NOW | FRIDAY, JULY 10, 2009
- Publish B2B Pricing? Test the traction without actually doing it. B2B CONVERSATIONS NOW | WEDNESDAY, JULY 22, 2009
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