Sat.Jan 07, 2012 - Fri.Jan 13, 2012

Sales Prospecting Perspectives

Trending Sources

3 Tips For Inside Sales Reps To Keep Prospects Engaged

Sales Prospecting Perspectives

With every New Year there are new obstacles, new lessons, and new solutions. It’s the time when we reflect back on the previous year and think about our successes and of course, short comings. If I were to attempt to discuss all areas I would like to personally improve, it would probably take more space than this blog would allow. So today I wanted to discuss a bothersome professional obstacle that I would like to hold myself accountable to improving in 2012. We both agree on proceeding to the next step and then my prospect goes completely dark. Keep your prospect excited!

Preventing “No Show” Sales Calls Before They Happen.

Sales Prospecting Perspectives

No show sales calls are like let down movies. Hangover 2) You get all fired up when you see the preview (lead write up) only to be completely let down because you wasted time on nothing. I use an hour and a half for a sales call, 30 minutes of prep, 45 minutes of talk time and 15 minutes of note taking. When someone doesn’t show we not only lose the potential of sale, we lose the other calls that we put off to take the current one. Going back to the movie analogy, it’s like seeing Hangover 2 when Shawshank Redemption was playing at the same time.

Suggestions For Changing Habits Of An Ineffective Sales Employee

Sales Prospecting Perspectives

I really enjoyed Don Perkins recent blog post called: " The 12 Habits of Highly Ineffective Sales People " and I thought it was well worth discussing in my post today. For me the first habit rang especially true - he stated that all too often Sales professionals are geared to say things like, “I’m Following Up” “I’m Checking In” and “I’m Touching Base” He suggests a person should evolve and become more creative when it comes to these situations. How does that impact your operation?” ” Makes perfect sense to me!

Best Twitter Tips, Tools and Tactics of 2011

Webbiquity

In just a few short years, Twitter has transformed from an odd little sort of public IM service where people posted what they just ate for lunch or what their cat was doing at the moment into one of the big four social networks and a significant channel for news, PR & marketing, politics and more. It has enabled revolutions in real life as well as in digital marketing. More than 80% of U.S.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

What Really Creates Marketing Automation Success: Data from Gleanster

Customer Experience Matrix

Research firm Gleanster released its free “Gleansight” report on marketing automation late last month. I was principal author for much of the document and drafted the survey questions, although I didn’t write the individual vendor profiles or administer the survey. (I’ll also share in the revenues, which come when vendors pay for the names of people who download the report.) Back to the data.

Why Google Social Search Means You’ll Probably Want a Google+ Page

It's All About Revenue

by Jesse Noyes | Tweet this Gargantuan search king, Google, announced changes yesterday intended to provide people with highly personalized search results and drive folks to the company’s nascent social network Google+. Google is billing its new social search initiative “Search plus Your World.” You can get a full synopsis at Google’s blog. So, let’s say I wanted to search for “Antique Typewriters.”

Google 110

The missing topic on b2b digital lead generation: advertising

NuSpark

Remember advertising?  Remember media plans?  If you believe all those social media experts and SAAS platforms, you’d think advertising has gone away.  Don’t believe it.  Marketing has always been about crafting a relevant message and distributing that content via the channels where your target audience spends time learning about his/her industry.  SEO marries the user queries with my solutions.

This is why you’re not Seth Godin.

grow - Practical Marketing Solutions

Seth Godin  is an insanely successful entrepreneur, marketing author and speaker.  Is his social media model of broadcasting without engagement scalable for you too? recently received this inquiry from a friend: I launched a new blog on Sunday. He has over 137,000 followers but that Twitter account follows 0. Well, if it works for Seth, why can’t it work for you? Let’s take a look.

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.

5 Best Practices You Can Borrow From This Email Campaign

The Point

There’s a lot to like about the email campaign I received (image below) recently from Infusionsoft , a maker of sales and marketing automation software for small businesses. Make the offer look like an offer. The free guide on offer is an ebook, a downloadable PDF. It is not – as the offer image might have you believe – a spiral-bound hard copy. Misleading, you say? Perhaps. What would I change?

10 Ways Customer Stories Help Companies Sell

Savvy B2B Marketing

We're pleased to present this guest post by Casey Hibbard , customer success story specialist, to kick off the new year. Read on to see all the ways that companies benefit from customer stories. Not only are positive customer experiences powerful in attracting new customers, but in fact, organizations that sell without them could be losing out. Make sure your teaser is appropriately attractive.

Help 70

Tips for Building a Quality Twitter Following

Paul Gillin

I breached the 10,000-follower mark on Twitter yesterday. marked this milestone quietly because I’m not big on numbers games and have been outspoken against counting success solely in terms of fans and followers. Nevertheless, I have to admit to taking some pride in this number because of the way I reached it. have never played games to run up my follower count and I only tweet about stuff that interests me. The people who follow me have no incentive to do so other than to discover and learn from information I share. When I publish something, others help me promote it. The Road to 10K.

The Greatest Danger in Marketing: Metrics

Digital B2B Marketing

Without marketing metrics, marketers cannot manage investments or show the value of marketing. However, without careful selection of metrics, diligent analysis and a clear overarching vision, those same metrics can become the biggest barrier to successful long-term marketing programs. Short term metrics are easily gamed, and it often happens unintentionally. Is traffic a key goal? Is revenue key?

60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson

Fearless Competitor

“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” ” This should be a wake-call for all leaders in companies who sell products to other businesses. The world is passing you by. Over half of the decision is complete before they talk to you. The Corporate Executive Board surveyed 1,900 buyers to uncover insights regarding purchasing behavior. “The survey results were surprising.” ”  That data should surprise and shock you. What do you think?

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.

The Ultimate List of Email SPAM Trigger Words

Hubspot

Writing the subject lines for your emails can be one of the most stressful steps of email marketing. Is it engaging? Too short? Too long? Too boring? Will people click 'delete' because of it? Or will they open it? Will it even get to them, or will it trigger SPAM filters? It's the last of these concerns that we're here to help with today. Back off, SPAM filters! Commerce. As seen on. Buy direct.

One Thing That Can Get You From Here to There in 2012 and Beyond

Tony Zambito

In the world of B2B management, there are numerous head scratching efforts going on as we peer ahead into 2012 and beyond.  Primarily, it has to do with how to get from here to there. 

Aging 59

Buying B2B Email Marketing Lists: Challenges and Recommendations

Digital B2B Marketing

Buying email marketing lists. It makes many think of the spam emails selling a database of millions of top executives. The challenge with buying email marketing lists is you don’t know if you are getting something worthwhile until it is too late and few marketers understand the email list market. According to IDC, the challenge is not just email sellers. Keep an audit trail.

List 58

The seven R’s of thought leadership

The B2B Research Blog

Thought leadership.  Everyone’s claiming it but, by very definition, only a handful ever delivers.  So how do you ensure that your content marketing strategy positions you as one of the few? . Follow the seven R’s – Resonant, Rare, Road Mapped, Robust, Rounded, Rooted and Re-used. Five reasons to develop a thought leadership strategy. B2B marketing has always been better suited to engagement over broadcast.  Those consistently doing so and coupling it with solid advice or lateral thinking become known as thought leaders. It’s a valuable moniker for many reasons: It sets you apart. 

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.

The 14 Best WordPress Plugins for Social Media and SEO Optimized Sites for 2012

WindMill Networking

The New Year is a great time to either start a brand new blog or revamp your exiting website. One of the ways to improve your blog in 2012 is by using plugins that make it more social media optimized and SEO friendly. Let’s have a look at the top plugins that I recommend you utilize in 2012. Social Media WordPress Plugins for 2012. Disqus Comment System. SEO Facebook Comment. Tweet Old Post.

Peering deeply into the soul of creativity

grow - Practical Marketing Solutions

Can you guess the subject of this photo? This is a predawn picture of Australia’s Lake Eyre salt flat taken by the extraordinary photographer Murray Fredericks. Every winter for eight years, Fredericks rode his bike into the heart of the most featureless place on earth and camped for five weeks — to take photographs.  I have become obsessed with his pictures of “nothing.”

A Marketer's Guide to Getting Past Email Spam Filters

Hubspot

Marketers spend a lot of time drafting poignant email copy, designing wonderfully branded email templates, and crafting succinct and enticing email subject lines that get open and click-through rates skyrocketing. But before hitting send, have you considered if your subscribers will even get the opportunity to read your email? 14 Things Not to Do If You Want Your Emails to Land in Inboxes. 1.)

Spam 54

Get Found: 7 Steps to Fire Up Your Inbound Marketing

B2B Marketing Insider

I’ve said many times before that the overwhelming majority of marketing activities are dreadfully unsuccessful. And now, after playing in the traditional marketing margins for years and chasing smaller and smaller response rates, many marketers are realizing that we have quite literally reached the point of no return with much of our outbound marketing. The future of marketing is inbound.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

Some more thoughts on Gary Vanerchuck’s “there’s no such thing as social media”

Ad Your Comment Here

I took a few minutes to layout initial thoughts to @ garyvee’s suggestion that there’s no such thing as social media, and that social media was the same thing as the internet. Minor technicality, I'll let it slide.]. Yes, social media has gotten to be a very broad word, maybe too big for it’s britches, and applied to a lot of different things. It’s about whole vs part.

URL 52

What is the Difference between B2C and B2B Marketing?

Savvy B2B Marketing

As a freelance marketing copywriter, you may be called on to write all different kinds of copy for all different kinds of companies. Most of the time, transferring your skills from product to product is fairly easy; there are basic principles of marketing that can be easily applied across multiple scenarios. Who’s making the decision? How long is the sales cycle? Ever gotten it wrong?

B2C 52

Social and Digital in Belgium: Trends, Budgets and Challenges 2012

Conversionation

At the occasion of our latest event in December, we joined forces with agency The Reference, to conduct a survey regarding the digital marketing evolutions in my home country, Belgium. The objective: give an overview of the landscape in Belgium in terms of budget, resource allocation, satisfaction, challenges and plans for 2012. We targeted decision [.]. Blog Research digital marketing Belgium mobile websites ROI social media Belgium The Reference

ROI 51

Look out. Twitter is way cool again.

grow - Practical Marketing Solutions

Happy to welcome my daughter Lauren Schaefer back as a guest blogger on {grow} …   . Hello readers! It has been too long and I’ve missed you!  I’ve been a bit busy graduating from college, moving to New York City,  starting my job as a professional event planner and writing my own blog that has nothing to do with social media. But now I’ve had some time to breathe, so time to write!

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.

Google+: The Time is Now for Your Business

WindMill Networking

Unless you’ve been living under a rock for the past several months, you’re undoubtedly familiar with Google+ and have hopefully opened an account on the newest social media platform.  Even after trying out its interface, do you still find yourself asking what exactly it is or what you should be doing with it? Do you think that Google+ is one too many platforms to spend time on? Other.

2012 Outlook: Marketing Will Lead Businesses To Growth

B2B Marketing Insider

I have always believed that those who can’t lead, are forced to resort to the tactic of fear in order to get people to listen and follow them. mean, let’s face it: fear is a powerful force in the human mind. There are some prognosticators that would have you believe that 2012 is going to be a bleak year for business. Well, I am an optimist and plan to present an alternative view!

Treat Bad Customer Reviews as Good Friends

Conversionation

When a customer is disgruntled, the act of solving his problem in a rational and authentic way – which means not hiding the truth – is an excellent opportunity to turn him into the most loyal customer you ever had. Does this mean we should mess up as a strategy? Of course not. You [.]. Blog Connected marketing Customer relationships Customer service Research conversion customer reviews reevoo reputation Right Now Retail Consumer Report

Case studies: Using the social web for new product development

grow - Practical Marketing Solutions

I’m delighted to present today eight exciting new mini-case studies which demonstrate the power of social collaboration to create business value through new product development. These were curated by Amy Kenly and her team at innovation consulting firm Kalypso (Amy will also be a speaker at the April 27 Social Slam event!). think you’re going to be energized by these inspiring ideas!

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

7 Reasons You Can’t Afford to Ignore Lead Nurturing

B2Bbloggers

As a marketer, your most important job is to generate leads for your business.  But what good are those leads if they’re not managed properly?  These 7 statistics show that if you’re not taking advantage of lead nurturing , you’re losing customers and revenue, and very quickly. 1. Only 25% of leads are legitimate and should go to sales.  50% are qualified but not ready to buy. Source: Gleanster Research). Nearly half of your leads will not be ready for a sales call immediately after their first conversion.  Source: SilverPop/DemandGen Report). Source: InsideSales.com). Source: MarketingSherpa).

71% More Likely to Purchase Based on Social Media Referrals [Infographic]

Hubspot

Ecommerce companies that invest in inbound marketing will greatly increase their opportunity to grow online sales, lower COCA (cost of customer acquisition), and increase new customer retention. Consumers connect, rate, discuss, and consume product information and reviews like never before, making a strong online presence paramount for all sizes of ecommerce businesses. Enjoy! Connect with HubSpot

Savvy Week in Review - January 13th

Savvy B2B Marketing

Winter may be settling in where we Savvy Sisters live, but the blogosphere has been hot-hot-hot with all kinds of great content and conversations. Seems many people were more than happy to leave 2011 behind and are revving their engines loudly as 2012 gets underway. Whatever your state of mind - enjoy the buffet of bloggy goodness, happy Friday the 13th, and we'll see you on the other side! How to Build a Subscriber Base of 10,000 and Growing by @amandamaks via @junta42. tips that helped one newsletter grow from 200 to 10,000 readers in about 18 months. But these are really good.

Predicting the Future with Social Media

Blue Focus Marketing

Forget predictions from Nostradamus or the Mayan Calendar.  Now, we have companies like Recorded Future analyzing semantics and sentiments to foretell the future.  They do this by sorting through thousands of news publications, blogs, tweets, comments, trade journals, government web sites, financial databases, and more. Let’s just hope his 2012 doomsday prediction will be wrong. 

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.