Tue.Feb 14, 2012

Sales Prospecting Perspectives

Trending Sources

How To Overcome Common Obstacles When Teleprospecting Into Hospitals

Sales Prospecting Perspectives

With the hospital industry being a sub sector of one of the largest industries in the U.S. the Healthcare industry), it’s no surprise that your inside teleprospecting team is calling, or will be calling, into hospitals at some point to uncover potential opportunities. Speaking from experience, there are a lot of hurdles to overcome when calling into hospitals. The biggest challenge for me was always figuring out which hospitals were part of which larger Corporate Health Systems. How do you overcome the challenge?” ” Determining Email Patterns. Her way around it?

Teleprospecting Tips For Uncovering Leads In The WLAN Industry

Sales Prospecting Perspectives

I’ve been lucky enough to have been managing wireless networking projects here at AG since 2005. Early on it seemed that every other person we reached out had an active project to either install WLAN in their corporate offices or had a plan to upgrade throughout their entire campus. At the time we had a couple of things working in our favor. Bottom line is they are not afraid to talk.

The Coming Death of Self-Publishing

B2B Memes

It won’t be long before self-publishing as a concept is dead. That’s not to say that the activity of publishing, whether it’s done by an individual, a small loose-knit group, or a corporation, is in decline. In fact, it’s healthier and growing faster than ever. These distinctions were once a reliable measure of quality. But the rise of self-publishing has complicated the equation.

Why Your Social Media Marketing Stinks

B2B Marketing Insider

Social networking is as old as humanity, and even the term social media has been around for quite a while. But as a function within marketing, social media management is only 3 years old at best for the majority of organizations. Despite all this, many B2B marketing organizations are seeing huge growth in the number of channels their business is demanding. So what’s a marketer to do?

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.

Should I Remove Offer Content from My Website During a Campaign?

The Point

A client asks: “If we’re planning on using a particular white paper as part of a lead generation campaign, or even for lead nurturing , is it a good idea to remove that same content asset from our main Website? I’m concerned about people bypassing the campaign and just downloading the paper from our site.”. My response: The short answer to your question is: “no,” but let me expand a little.

The Ladder of Emotional Values: Pleasure Reigns

Writing on the Web

What emotions are people seeking to satisfy online? What can we understand about human motivations and values in order for content marketing to work? Maslow’s famous hierarchy of needs tells us we are motivated to satisfy our basic needs first (food, shelter, clothing), before we seek to obtain satisfaction for social, intellectual and spiritual needs. They make decisions based on feelings.

Corporate Websites for Demand Generation: B2B Discussion Highlights

Digital B2B Marketing

The latest #B2Bchat discussion focused on the relationship (or lack thereof) between corporate websites and demand generation. Can corporate websites support demand generation and lead capture? Or do marketers need to build microsites to support demand generation effectively? As always, there were some great insights shared during the chat. Here are my key takeaways from the discussion.

Savvy Toolkit - How to Build a Business Presence on LinkedIn via @hubspot

Savvy B2B Marketing

I am guilty as many people are of neglecting LinkedIn. Its lack of back and forth and snarky cartoons make it my 3rd favorite social media platform. Whereas Facebook and Twitter live on my desktop, iPad and phone poor little LinkedIn only gets pulled up when I actually "need" information! It is the reference desk of social media.

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.

Savvy Speaks: Bloggers We LOVE

Savvy B2B Marketing

Mark Schaefer of {grow} is already one of our favorite bloggers. So when he started a movement for Valentine's Day called " Have you hugged your blogger today? " we couldn't help but jump on the love train. Here are some of our favorite bloggers - who are yours? Wendy. Some of my favorites writers write about writing. Jonathan Fields -. New Hampshire Writers' Network. Jamie.

Marketri LinkedIn Tip 11: Participating in LinkedIn Group Discussions


Hopefully you have already joined groups on LinkedIn that are relevant to you and your business interests. After a few weeks of receiving notices of new discussions for the different organizations, you may decide that some of the groups are more a source of SPAM than viable and valuable information, and choosing to leave a few groups is perfectly normal. Benefits to Joining in Group Discussions.

The History of Content Marketing – How Brands Have Become Storytellers [Part 1]

Junta 42

The Furrow Magazine from John Deere – 1931. Content marketing is not easy. Over the past twelve months, we’ve been noticing a few differences in what separates those organizations who excel at content marketing and those organizations that are just staying in the game. The overview below (part 1) is from a presentation I gave at Online Marketing Summit 2012. Barriers to Entry Are Gone.

How to Spark a Romance Between Sales and Marketing

It's All About Revenue

by Sylvia Jensen | Tweet this It’s so sad to see when two people who have so much in common – all the same interests, the same sense of humour, the same goals – never become a couple. The same heartbreak often occurs among sales and marketing teams. This Valentine’s Day we have a few tips and tricks to help your sales and marketing departments to fall in love. It should be so easy. We just have to make them see the light on a few very common points…. Speaking the Same Language. In order for a romance to work, the communication lines have to be open. Keep Them Warm.

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.

B2B Social Media is Huge Part of Content Marketing Explosion

Social Media B2B

Infographics that feature B2B social media stats always get my attention. And when someone takes the time to fully source their statistics with footnotes that point each stat to a source, I am going to shout their praises from the rooftops. The following infographic does both as it focuses its gaze on content marketing. But those in B2B will notice. And did notice.

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Don’t Ignore Message Boards in Your Social Media Marketing Strategy


The problem with most social media marketing agencies is that we’re fickle. We tend to keep rushing into the future, adopting anything and everything hot and new and throwing the way the rest. When it comes to online forums, I believe the baby has been thrown away with the bath water. But isn’t any kind of money good? How do I know this? but is well worth it.

25 TEDTalk Quotes to Inspire You


Have you ever attended live or viewed an online TEDTalk ? You know, those inspiring, funny, or fascinating talks from industry leaders and amazing people that take place around the world? It's a brilliant move; who doesn't love a good, insighful quote ? Enjoy! TED Technology Quotes. Tweet This! Watch the TEDTalk ). ’ And I thought, well, that’s got a pretentious name. Tweet This!

5 Ways to Differentiate Your Company in a Highly Competitive Market – Last Chance to Register

Fearless Competitor

5 Ways to Differentiate Your Company in a Highly Competitive Marketplace (click on title to register for this webinar). Date: February 15, 2012 2:00 PM – 3:00 PM EST Presented by True Influence (“hand selected” Jeff as speaker for this event.). Overview. With prospects drinking from the fire-hose of content every day, their fingers hover over the Delete key. Some actual case studies.

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.

Why is Sales Intelligence Becoming So Critical for Professional Experience?

Sales Intelligence View

There is little to no doubt that as sales intelligence continues to emerge in the industry, it will become a crucial component in your job resume. As companies continue to sense the empowerment sales intelligence brings to their sales teams, experience with such platforms are beginning to become a standard for incoming sales professionals. Here is an example of a job description for a Sales Associate Specialist: How does experience with sales intelligence empower a sales professional? Of course it has its benefits of dialing 100+ people in one day and getting a couple of leads out of it.

Marketing Can Make You Crazy: Valentine’s Day Edition

Modern B2B Marketing

by Jason Miller Being a good B2B marketer means driving sales and engaging customers all while building meaningful relationships. Because of this inherit trait, one would think that marketers are big fans of creatively celerating Valentine’s Day. But what happens when you mix work with your Valentine’s Day messaging? Hilarity ensues. The results were too good not to share. We can help.”

11 Ways to Give and Get Customer Love


It's Valentine's Day, and if you still haven't gotten that special someone something special, you should probably rush over to your local drug store. There's still time, and there are probably 2 or 3 fairly cheesy greeting cards left to choose from. Great work Casanova, but you're still forgetting some very special people who are also deserving of your love today. you ask? Customer Evangelism.

Happy Valentine’s Day from Find New Customers

Fearless Competitor

Take today and tell a special someone that you love them. To my wife of 23 years, Kathy, I say “Happy Valentines Day.” ” Do the laundry, vacuum the house, cook or buy dinner. What do you think? We love comments and those who share on social networks. Self Education

A Content Formula for Complex B2B Organizations

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

8 Simple Strategies: Take Your Blog From Blah to Brilliant


Blogs are now the norm. You’ve probably added a blog to your site – because that’s what you’re supposed to do. If that’s the case, then you may not be getting the interaction you had hoped for and you’re wondering why everyone is so psyched about using blogs to build their business and yours is just sitting there. Below are 8 simple strategies to take your blog from blah to brilliant: Name your blog. Consider treating your blog as an online magazine or newsletter and give it a name. Make your blog name memorable and fun. Take a stand. I like to call it standing on your soapbox.

9 Ways B2Bs Can Excel With Location-Based Social Media


This is a guest blog post written by Brian Honigman, the social media account manager at LunaMetrics. As a Google Analytics certified partner, LunaMetrics also specializes in social media, search engine optimization, and PPC. You can follow him on Twitter as @Brian_Honigman or @LunaMetrics. B2B companies don't often see how location-based social platforms like Foursquare, Gowalla, SCVNGR, Facebook Places, or Google Places, can benefit them or their customers. Here are the 9 best B2B uses of checkin-based social platforms and some companies that are using them right. Claim Your Business.

Blinded by Channel-Centric Marketing: the Eye of the Beholder


When social media started to become ‘big’, a new species was born : the social media expert, also known as pundit, maven or guru. Many of them had a PR or blogging background and few had a (digital) marketing background. There is nothing wrong with that. At least, until they started talking about…marketing. This [.]. Blog Connected marketing Customer-centricity Opinion Social media marketing channel-centric marketing cross-channel marketing customer-centricity email marketing relevance social media marketing touch point marketing

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4 Tips for Getting Users to Scroll Below the Fold on Your Page


Below the fold was a common term in the newspaper world as the most important news was put at the top of the page or above the fold. This is why newspapers developed the “continued” portion of many articles so they could “tease” a number of lead stories up front. Getting people to read beyond the fold meant giving them a reason to continue. Let Them Know. Photos. Give People Short Cuts.

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.

Long web pages are okay! 4 ways to convince your visitor to scroll down the page

EMagine B2B Blog

SEO experts have long been saying your ideal web or blog page length should be between 200-250 words, and if you have more to say, break it up into several pages of 200-250 words. This statement has confounded companies who had a lot to say about a subject and preferred to say it all on [.]. B2B Web Strategy Engagement

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Case Studies: Ask Short, Clear Questions


When you ask questions during a case study interview, do you talk too much? If you're getting answers that are lackluster, confusing, or less complete or enthusiastic than you expect, the problem may be how you asked the questions. Common symptoms: Using more than two sentences for a question. Asking for too much information in a single question. Feeling the temptation to explain a topic or share a story of your experience after you state the question, but before you allow the customer to answer. This is especially true for customers who are not fluent in your language.

Never Sell a Liberal the Same Way as a Conservative?

Jill Konrath's Fresh Sales Strategies Blog

Never, in all my years in sales, did I ever think I'd write an article on this topic. But recently, I've been reading some interesting studies that show that liberals and conservatives have some real, genetically hard-wired differences. For example: An Italian study showed that negative stimuli is more likely to automatically grab the attention of conservatives as compared to liberals.

Dear Founder, Don’t Be A Kanye. Signed, Everyone.

WindMill Networking

If you’re reading this, that probably means you’re involved in a startup. Which means that you’ve most likely heard about Kanye West ’s early-January rantfest on Twitter in which he declared his intentions to kick off a new company , DONDA, which will “ pick up where Steve Jobs left off” (!). Okay. Hooray. The world may rejoice, as our savior is come. Seriously though. It’s ridiculous, right?

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.

Top Valentine’s Day Ideas for Pulling in More Prospects

Tomorrow People

Looking for inspiration for your marketing this Valentine’s Day? Wondering how you can create a stronger relationship with your client-base? Try out some of our top marketing ideas for Valentine’s Day 2012: Create a perfect match : Create a perfect match between each stage of your marketing and sales pipeline to ensure that you nurture people from prospects into customers.

Nimble Post

MI6 Marketing Agency


VIDEO: Social Media for Growing a Business

Client Bridge

Chris Brogan gives advice about how small companies can use social networks to reach customers in this video from Entreprenuer.com. View Original Article

Eight Shortcuts to More Successful Sales & Marketing Collaboration


Matt Heinz has more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes; including Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. Matt began Heinz Marketing in 2007 to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. The concept of getting sales and marketing to work more closely together isn’t new. The fact is, there’s no secret to making the two teams work as one.

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.