December, 2011

Sales Prospecting Perspectives

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Spreading Holiday Cheer

Sales Prospecting Perspectives

It's that time of year again. The time of year when the AG Team never ceases to amaze with it's holiday cheer. We once again had a wonderfully mistake filled holiday party. Tomorrow we'll be having an employee driven Holiday Pot Luck for lunch. All great stuff for sure, but none of it compares to my favorite helping out those in need and this is where the AG crew truly shines. For the 4th year in a row we have sponsored a group of Massachusetts foster kids under the care of Dare Family Services. Dare Family Services is a private, nonprofit social services agency.

5 Steps To Building Value So The Sale Closes Itself

Sales Prospecting Perspectives

Just read a great blog by Steve W. Martin entitled How to Close a Sales Call , which inspired this post. totally agree that a one size fits all approach will not bring nearly as many closed deals as a more customized approach. good salesperson will assess their prospects, personality, needs and business situation and put together the right plan to reach the desired goal. Of course every product or service as well as every prospect and business situation will be different, offering endless options. Of course while my approach was not quite as simple, the principal is the same.

What Are Your Goals For 2012? It's Time To Write Them Down

Sales Prospecting Perspectives

Now that we’re getting to the end of 2011, as most of us do, I’ve begun to reflect back on my year. There are typically a couple of simple questions I like to ask myself. What went well this year? What may have I done differently? With the benefit of hindsight.I It was effectively a work book that forced me to question myself. So what’s the point? Teach my 4 year old to ski.

Effective Email Strategies: It’s all about the Subject Line

Sales Prospecting Perspectives

When I sit down on Monday mornings to pick a blog topic to write about, I typically reflect back to the previous week and focus on an interesting business challenge or event that occurred with a client. This week, I’ve decided to discuss an interesting scenario that a business development rep on my team stumbled across last week. So what did she do? Please Reply.

150 Content Marketing Tips

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

It's Holiday Time: Embrace and Plan For It In Your Teleprospecting

Sales Prospecting Perspectives

It’s December 1 st , what’s more predictable then a holiday inspired blog. Some are playing Christmas music from their cubes, people are traveling and leaving early for family gatherings and your Company is probably leaving early at one point for their own Holiday get together. How will we ever overcome! Bah Humbug! WRONG. Think about the importance of daily goals.

Don’t Rely On A Sales Process To Sell For You

Sales Prospecting Perspectives

I’ve been catching a lot of blogs and LinkedIn questions recently about sales process. What is the best process to use, should there be a corporate wide sales process, what’s the best method to close a deal, etc… While I think a sales process can be useful in guiding you along a certain path, I feel that too many sales people rely on their process to close the deal for them and in my opinion it simply isn’t the most effective way to do things. It’s not that the processes are flawed. aka tire kickers). The demo won’t sell for you.

Top 3 Items that Should be on Every Inside Sales Manager’s Wish List for Next Year

Sales Prospecting Perspectives

I spoke with my 5 year-old god daughter the other day and asked her what was on her Christmas list this year. She immediately replied that she had to have high heeled shoes from Santa and that she could not live without them. This conversation led me to my blog idea for today; what is it that Inside Sales Managers should wish for (and that they cannot live without) in order to make next year a success? Ideally, everyone should invest in the resources to get rid of unnecessary fields, unused reports, etc., and start the year fresh with a clean slate. What are you asking for this year

Are You Helping Your Inside Sales Teams Help You?

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib. You know that movie Jerry McGuire? Who am I kidding, of course you know it (or if you haven’t seen it you have at this moment lost a minute amount of respect from me…anyway moving on.) You know that scene where Jerry and Rod are in the locker room and Jerry’s pleading with Rod “Help me, help you… HELP ME, HELP YOU!” It’s simple, and straight to the point, just help me, help you. Are you helping your inside sales teams help you

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation – and yet, many assets fail to provide true ROI. Download the eBook to avoid the three top problems that keep content from living up to its potential.

Reigniting Your Older Teleprospecting Leads

Sales Prospecting Perspectives

One of the biggest road blocks inside sales reps face on a daily basis is bad data and exhausted lists. The amount of time that passes planning a new calling campaign can be days or weeks. The inside rep is left annoyed and anxious over their shrinking CRM homepage and every time you ask them how things are going, the answer is “I have no names.” ” That’s a really bad feeling for both management and inside sales reps. ” Once an inside sales rep has called through an entire list, they may not think about the value in their old names. According to J.

3 Ways Inside Sales Can Overcome “Follow-up with Me in the New Year”

Sales Prospecting Perspectives

The lights are up, shoppers are out, and vacation time with friends and family is right around the corner. It’s the most wonderful time of the year! Well, maybe not for teleprospectors. Their months are shortened, goals are high, and the “out of office” email replies are in abundant. On top of that, getting people committed to a phone conversation can be a battle as many of their prospects are saying “follow up with me in the new year.” ” Here are 3 ways on how to make it worth your prospect’s time to talk to you now.

Who Took My Sword?

Sales Prospecting Perspectives

Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Elizabeth Guerra. AG frequently has visitors, and since my desk is next to the conference room, they usually have to walk past me to get to their meetings. Every so often, a visitor will comment on the various objects I have adorning my desk and cube. To be fair, there are plenty of things to choose from. It takes me a minute to remember that AG doesn’t fit the usual “call center” mold, and sometimes that surprises people. We have fun, and yet we still get our work done.

#NewNewTwitter: A New Opportunity for Marketers

Digital B2B Marketing

Twitter announced a new interface, rolling out over the next few weeks, this morning. You can preview the interface and the new features at Compared to this change, the previous change to New Twitter (the current interface) was minor. This is a major change and for marketers, it is a far more interesting change. Discover. Discover. Discover.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

The Three Most Dangerous Social Media Metrics

grow - Practical Marketing Solutions

By Srini nvas Rao, Contributing {grow} Columnist. while back I said that metrics and measurements have a tendency to limit our potential. What I failed to realize was that this is only the case when we measure the wrong things.  As bloggers it’s really easy to get caught up in comparison and competition. As a result we end up measuring the things that don’t have a strong impact on our business.

3 Developments that are Sabotaging the Social Media Movement

grow - Practical Marketing Solutions

By Stanford Smith, Contributing {grow} Columnist. I’m worried about the social media movement. Although in some ways the initial enthusiasm in social was overblown, we were right to place high expectations on the convergence of media, social networking, and collaboraton. However, as of late, something seems to be missing. Thought Leadership has morphed into clever personal grandstanding.

Best Facebook Marketing Tips, Techniques and Tools of 2011, Part 1


You know the statistics : Facebook is the most popular method for sharing online content. It’s approaching one billion users worldwide. 85% of B2B journalists are on Facebook. 61 of the world’s 100 largest companies maintain Facebook brand pages, as do 71% of B2B firms. Three-quarters Three-quarters of North American advertising agencies say their clients run PPC campaigns on Facebook.

The anti-prediction of 2012 social media predictions

grow - Practical Marketing Solutions

This is the time of year for predictions and it’s all starting to sound like yada-yada to me. Probably you too? But how many bloggers go back and actually let you know how they did with last year’s predictions? Lets’s start there, and then I will add four surprising 2012 predictions of my own at the end. Google+ will not be the Facebook killer. Doesn’t matter. Grade = A +.

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.

Brian Solis on Digital Darwinism and Customer-Centricity


As you probably know, Brian Solis published a new book a while back, called ‘The End of Business as Usual’. Since it’s an ideal time to catch up with my reading before going underground for the end of the year, I asked Brian some questions that are related to the ideas he develops in it.  [.]. Blog Connected marketing Customer-centricity Interview Social media marketing Brian Solis customer-centricity Digital Darwinism new consumerism The End of Business As Usual

Cool & Useful Sites for the Holidays

Paul Gillin

The folks at the Webby Awards sent along a super-helpful list of Web resources to use over the holidays. They range from social shopping to gift recommendations to real-time TV and music sharing. While I was familiar with several of these sites, I hadn’t heard of gems like, Wantful and Trippy. Definitely bookmarkable. The descriptions below were provided by the Webby Awards. 1.  Skype . Video chatting is now a standard activity for most Internet users – in fact, earlier this year, Skype reported that their users log 300 million minutes of video calls daily. Google+ Hangouts.

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Aha! Marketing Leaders Reveal Their Most Powerful Marketing Insights from 2011

B2B Lead Generation Blog

Tweet At the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to reveal our most important “aha” moments in 2011. Our responses are compiled in the video below; hearing what my colleagues had to say produced even more “aha” moments for me, and I’m sure they will for you, too. In fact, this will be well worth investing nine minutes to watch if you want a serious dose of inspiration and insight. Everything I thought was true wasn’t.” There are huge companies that are just as green as the startups ,” he confesses.

48 Ways to Measure Social Media Success


Ultimately, as Olivier Blanchard has pointed out repeatedly , social media marketing has to demonstrate an ROI (though he acknowledges the questions have to be made more specific). In the b2b world, the “R” is generally leads (website call-to-action conversions) with some monetary value applied to them. But it’s crucial to the social media ROI debate to recognize that “R” is an end-of-the-process measure. There are numerous in-process measures that may be impossible to tie directly to ROI, but are nonetheless critical in producing that final “R” value. Most of these are easy and free to track.

Content Strategy for Marketing

Learn about the benefits and key considerations in developing a content strategy for marketing that's sustainable, scalable and sale-able.

32 Resolutions to Prepare for Your 2012 B2B Lead Generation Program


Everybody does list-format blog posts this time of year.  Thought I’d give it a shot as well, running through a master list of “resolutions” as preparation for improving your inbound marketing and lead generation strategies for 2012 and beyond.  Consider these as the stepping stones for optimal business growth by aligning marketing & sales, and developing a content strategy designed to generate leads and nurture them into sales. Process: Set your lead generation campaign goals. How many qualified leads. Cost-per-lead. Inquiry-to-lead conversion rate.  Revenue-per-lead.

2012 Content Marketing Trends for Manufacturers and Industrial Companies

Industrial Marketing Today

I just finished reading an excellent research report from the good folks at Content Marketing Institute (CMI). This report is chock full of statistics and graphs about B2B content marketing. In this post, I want to focus on some of their findings that I feel apply to content marketing for manufacturers and industrial companies. That’s not the only good news for blogs.

B2B Blogging and Video Takes Off

It's All About Revenue

by Jesse Noyes | Tweet this Some might say 2011 was the year of social media in b2b. But according to a survey released this week, it might have been the year of the blog. The survey found that blogs saw an 27% increase as b2b content marketing usage tactic this year over 2010, with 65% of respondents claiming they use blogs as part of their content marketing strategy. Want help from the experts?

Video 114

How To Generate ROI (Return On Interesting) With Content Marketing

B2B Marketing Insider

Lately I have been having some very passionate discussions about the best place to start in Content Marketing. Do you start with products, personas or topics? You have heard me rant before about the biggest marketing mistake when we use our website and too much outbound promotion to just talk about ourselves. So you can eliminate product as the starting point. The Basic Argument. Test, test, test!

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.

Sazcast Episode 35 – Twitter Analytics with Dave Peckens


Twitter Analytics – Why, What & How to Measure Your Efforts on Twitter with co-host Dave Peckens. Show notes. Here are the links we discussed in the podcast: HootSuite. Twitalyzer. SproutSocial. PeerIndex. CoTweet. Twitter Grader. Wildfire Analytics. Klout. 10 Twitter tools for better social networking (Webdesigner depot). Subscribe to the Sazcast podcast: Subscribe in iTunes.

Getting found on LinkedIn: how keywords can improve your visibility

Savvy B2B Marketing

Today's Post is provided by journalist and e-copy writer; Lisa Jackson. **. LinkedIn may have started out being a job board, but it has become a powerful B2B marketing tool for freelance professionals and others. It is a strong resource for making connections with people and businesses, leading to increased sales for you. Are you in the top 10? Are you on the first page of search results?

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. suspect that part of the ROI problem may be due to improper prioritization. They need to do the same with trade shows. Booth visitors.

Five Step Guide: Gaming Google for the Long Term

Digital B2B Marketing

Google makes approximately 500 search algorithm changes a year. Looked at another way, Google averages two algorithm changes every business day. Many of these changes, like the well publicized rounds of Google’s Panda updates, are designed to remove ways companies have found to game Google’s search results. So how do you keep up with all the changes Google makes? Think Twylah. 5.

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.

Five Step Guide: Gaming Google for the Long Term

Digital B2B Marketing

Google makes approximately 500 search algorithm changes a year. Looked at another way, Google averages two algorithm changes every business day. Many of these changes, like the well publicized rounds of Google’s Panda updates, are designed to remove ways companies have found to game Google’s search results. So how do you keep up with all the changes Google makes? Think Twylah. 5.