2010

Digital B2B Marketing

Trending Sources

The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

The best email subject line I've seen in my career came through my Inbox this week. Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. It read " Attention: Jim - Final Follow up". or "do I know Pete"? Next he uses Jim's name.

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How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". While I could appreciate that work ethic and the tenacity that hungrier reps displayed, I usually found that passing over anything lukewarm usually resulted in a lead that didn't go anywhere.and generally I was cold calling back into that company months later. On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. Should you pass them anyone who wants to talk?

Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

. Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Look at companies like General Electric who do an amazing job with their blog and yet have almost no “community&# or comments at all. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog? This is valuable real estate!

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B. I discovered a great success story to share with you through a masters thesis being developed by Haakon Jenson of Norway. BACKGROUND. Limited marketing budget and employee resources. STRATEGY. ACTIONS. >

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

Cartoon: Who is creating content for your company?

Digital Body Language

Today's my first attempt at cartooning (okay, not really, all the hard work was done by gifted cartoonist Brady Bonus ). I hope you enjoy it! First posted this morning on It's All About Revenue : Tags: Social media Content

The Anatomy Of A Sales Discovery Call

Sales Prospecting Perspectives

Last week I wrote about the need for sales executives to go into their meetings with a plan of attack. I wrote out a quick anatomy of a sales call, but it was very vague. Realistically, each meeting you have has a different desired outcome depending on what stage of the sales process you are at. It is with that in mind that I decided to write out what I think is the anatomy of several key sales’ stages. What should you be looking for as your prospect gets farther and farther down the line to ensure that you find closed business at the end of the funnel? You could meet up for sushi (good!)

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SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

A lead is a lead, right? Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). No, I am not splitting hairs nor am I indulging in semantics. Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Defining qualified leads.

7 Mistakes To Avoid In Your Next Webinar Invitation

The Point

I’ve written a number of times in this space about how to maximize response from email Webinar invitations. The campaign below from Parallels , a Swiss-based software company, provides a handy illustration of those techniques by displaying what key mistakes to avoid. For example: 1. Sell the offer, not the product. Lead with compelling benefits, not just facts. Use images wisely. See #1 above.

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.

The 4 C’s of B2B Marketing

Buzz Marketing for Technology

We’ve all heard about the four P’s of marketing. Product. Price. Placement. Promotion. The four P’s were created mainly to describe the ideal “marketing mix&#. The term “marketing mix&# became popularized after Neil H. Borden published his 1964 article, Concept of the Marketing Mix. Connection – connecting with the audience you wish to attract. Digg this!

How PR and Social Media Can Work Together

Webbiquity

Social media and PR would seem to be natural allies. Both are primarily focused on brand awareness, credibility building and image enhancement. Both are critical tools for dealing with bad news or crisis situations. Both require relationships with influential people in one’s industry to be effective. And both rely on the ability to tell an interesting story. Since many (most?) Share this on Bebo.

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Is Traditional B2B Marketing Dead?

Everything Technology Marketing

Earlier this week, I was on a panel at the WIT event "The Intersection of Marketing & Technology" in McLean, VA. One of the discussions was about the dramatic changes happening in B2B marketing today and what the future will hold. The question "Is traditional B2B marketing dead?" ignited a lively discussion. I think we are experiencing nothing short of a major disruption in marketing today.

Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

If I could offer you a billboard in the middle of Times Square for little to no cost for you to advertise your company would you do it? One of the great things about the Facebook is that it provides you access to a large audience of over 550 Million people worldwide at a very low cost so why not take advantage of it. Trick 1) Place specific Job Titles into the Likes and Interest field. Tweet This!

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

Seven Ways to Use Social Media for Business

Webbiquity

Though business use of social media is rapidly increasing, many executives remain skeptical of its value. A more recent study reported by Forbes stated that while “60% (of small businesses surveyed) credit social media with positively impacting their businesses…(only) 36% have attracted new business as a result of their social media efforts.&#. Get ideas for product development.

Improve Service with a Customer Touch Point Map

B2B Marketing Traction

Tweet. Have you ever bought a product or service where you were excited about your decision to buy (maybe after a rigorous buying process), only to be very disappointed by the delivery? It happens all the time. Could that describe your level of service to your customers? Make sure you provide an excellent customer eperience by doing a customer touch point analysis. “What’s that?”

11 Myths of Social Media Marketing

Webbiquity

Though social media marketing is rapidly advancing in terms of adoption and sophistication, many marketers and business executives still struggle with it. They wonder if their organizations are doing enough, if they are doing things right, even if they should be involved in social media at all. This confusion is partly due to some still-common misconceptions about social media marketing. Argh, no!

Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Creating Engagement in B2B Marketing

Buzz Marketing for Technology

A recent Cone Inc.’s s Social Media in Business study found that 60 percent of consumers believe they are already interacting with companies on the social Web. Nearly all participants — 93 percent — believe all companies should have a presence in social media. But the question has long been 2 fold: 1) How do you create engagement and 2) How do you measure it. Creating Engagement. Tweet This!

Best of 2010 – 13 Twitter Tips for Increasing Engagement

Sazbean

2010 in Review! We’re posting the best articles from the year to help you get 2011 off to the right start! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. They set up their Twitter account, tweet a few times and wonder why no one responds. Comment on their updates.

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Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. The 10 Most Popular Blog Posts (by number of re-tweets) 1 - 5 Steps to B2B Marketing Success (100) 2 - The Brave New World of B2B Marketing - Are You Ready? (98) 98) 3 - Is Traditional B2B Marketing Dead? (87) See you in 2011

The five elements of a perfect blog post

grow - Practical Marketing Solutions

“How do I create the perfect blog post?&#. That question by a young student stopped me in my tracks. After all, is there such a thing? I had to dig deep on this question and turned to the qualities of my favorite bloggers to find some common themes. They seem to fit for me — leave a comment and let me know how they land on you! Hoist a hearty headline. It has to be short and impactful.

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

20 of the all-time best Twitter bios

grow - Practical Marketing Solutions

Twitter biographies might be the ultimate creative-writing challenge. You have 160 characters to spin your personal story! Here are 20 great mini-biographies that caught my eye and stole my heart. Enjoy! QueenRania. A mum and a wife with a really cool day job…. Glinner. I apologise in advance. oilman. Recommended by 4 out of 5 people that recommend things. TheMadHat. AllisonBatof. BittrBetty.

The 39 Social Media Tools I’ll Use Today

delicious b2bmarketing

I don’t feel the need to experiment with every new piece of software that emerges from its chrysalis, but I do feel a responsibility to you and my clients to have some idea of what’s out there and what’s worthwhile. Also, at my social media speaking engagements hither and yon I’m often asked what tools I use. Twitter Tweetdeck I use Tweetdeck for serious twitter sessions.

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Tips On Running Inside Sales Incentive Contests

Sales Prospecting Perspectives

Here at AG Salesworks each inside sales team runs their own contest on a monthly basis. The contests are usually themed around the season or some special event that is occurring. The general goal behind our monthly contests is to do something fun that either fosters healthy competition or builds team unity (or both). I have to be honest, I stink at planning these things. I usually come up with the contest on the fly and roll it out 6 or 7 days into the month because one of my reps has asked me what we are doing for it. So, starting next year, I'm outsourcing my contest planning and execution.

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Is Your Sales Prospect A Great Fit For You?

Sales Prospecting Perspectives

As a sales person, I want to close everything. The CEO a couple of doors down wants steady growth through long term clients and not a revolving door of in and out projects. We have a philosophy that we would rather have 1 long term client than 10 short ones. It is with this in mind that we run a “Prospect Diagnostics” meeting. Sounds pretty fancy huh? Like you can find it under the hood of a car somewhere near the right front differential axel. ” Does the prospect have a need that warrants the use of YOUR product/service? Even if my team does great, the client will be unhappy.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

How To Conquer The Fear Of Asking The Dreaded Budget Question

Sales Prospecting Perspectives

Inquiring about budget can be one of the most difficult subjects when it comes to qualifying a prospect. Many feel that they don’t like talking about their financial situations with strangers, so why should prospects want to talk about theirs with them? While this is a valid point, I feel there are ways to ask questions in a non-intrusive way to get these prospects talking. So how do you go about uncovering such sensitive information from your potential buyers? How do you train your reps to conquer the dreaded budget qualification questions

Do Your Inside & Outside Sales Communicate Well?

Sales Prospecting Perspectives

My first real job out of college was as a supervisor at the front desk of a business hotel just outside of Boston. It was not the most glamorous position but it did teach me the importance of open communication from department to department, as this particular hotel was quite chaotic. When I “stepped up” into my first Jr. Inside Sales role I thought things would be different, but within a week I was struck by the lack of communication I had with the sales team. My cube was placed smack dab in the middle of the marketing department with 5 other Jr.

Are Your Inside Sales Reps Good Detectives?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest entry from one of our BDRs, Stephen Wolff. It is always difficult to answer the most common question asked of me when I meet new people. “What do you do for work?” ” I always tell people I work as a “Sales and Marketing Consultant.” ” The reason I say this is because I do more than just find “leads” for AG Salesworks clients. The information we uncover is key to building our clients’ forecasts. When I begin calling on a prospect I have three goals in mind.

Tips for Inside Sales Success: Closing the Loop with Quality Feedback

Sales Prospecting Perspectives

One of my responsibilities is gaining feedback on the quality of the opportunities we pass, part of our Post Feedback Process. So if you are one of our clients (especially if you are a sales rep at one of our clients) - I don't mean to bother you on a daily basis, nor be a pest when I follow up to gain your feedback; but to have the knowledge and understanding of how the call went is very important not only for AG but for you as well. I have written about the importance of closing the loop between Marketing and Sales. What may seem like a calm Wednesday on Monday can quickly turn for the worse.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Four Must-Have Metrics for Marketing Measurement

Customer Experience Matrix

Summary: Four critical metrics tell you most of what you need to show the value of your marketing efforts and to optimize your results. And, here's a funny picture. There’s still time to sign up for my October 7 Webinar on stage-based marketing measurement (sponsored by Marketo and hosted by the American Marketing Association ). Marketing ROI. Inputs: marketing costs and marketing-related revenue.

Cold Calling 101: The Monthly Campaign

Sales Prospecting Perspectives

A critical component to the success of any teleprospecting rep is a healthy regiment of cold calling. While qualifying inbound activity is also essential to hitting your goals, it is the cold calling activity that maintains the deep qualifying skills and habits of highly effective reps. For this reason, you should be running unique monthly cold calling campaigns with your reps. Here are the three steps we take when getting our monthly cold call campaigns started: 1. Get Specific - Take some time with your rep to define a special target for their monthly cold calling.

Benefits of Peer to Peer Training

Sales Prospecting Perspectives

Often we assume that our training team has all the answers. Being a trainer myself, there are days I think (or hope) I have all the answers. Although there is a lot that every trainer brings to the team, sometimes we get the best feedback from fellow reps who are in the day to day trenches. This week, our team did peer to peer "cross training." During cross training week, the training department designates each BDR to partner up with a fellow BDR and listen to an hour of each other's calls. Their call to action is a recap of three "learning points" from their peers approach and messaging.

Hiring a Teleprospector: Have You Added These Steps?

Sales Prospecting Perspectives

Over the last 5 years interviewing teleprospectors, I have gotten to the point that nothing surprises anymore. The candidate who blew me away when I met with them face-to-face may not always turn-out to be a rain-maker on the phones. On the other side of the coin, the person I was lukewarm on turns out to be a perfect fit and ends up being the standard by which we compare all of our Business Development Representatives. They could meet with the president, Director, training team, other top BDRs, and you still may not get a true sense if they are going to be a success at the job.

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.