| | | Acquiring Minds | |  2009 | 20 articles |
| Page 1 of 1 | Previous | Next | ACQUIRING MINDS AUGUST 18, 2009 Sales Leads vs. Appointments? Which to consider: lead generation or appointment setting? Answer: both. Both approaches are highly effective for building sales pipelines. Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. In other words, with Lead Generation you only get appointments with accounts that are pre-qualified when the appointment is being set according to a robust list of qualification questions. Lead Generation would be favored in this case. Lead Generation = L.G., | ACQUIRING MINDS SEPTEMBER 14, 2009 Sales 2.0 Chicago – What next? The Sales 2.0 Conference was held last week in Chicago (where I tweeted and published photos). The day long event featured provocative presentations and success stories on innovative approaches for sales to better meet the advanced needs of buyers and lower the cost of lead generation and selling. Geoffrey James, blogger of the Sales Machine, proved his [.]. Conference | | | | | |
| ACQUIRING MINDS SEPTEMBER 23, 2009 An Identity Crisis for the Sales Lead Do you find it startling that many sales and marketing teams still cannot agree on the definition of a sales lead? The irony of course, is that the deliverable for sales is crystal clear – the sale. The contract is signed and the PO received. The heavy lifting from sales is finished and that of accounts [.]. | ACQUIRING MINDS OCTOBER 22, 2009 Don’t Let Inside Sales Break the Law Are you aware that your inside sales team could be wiretapping? few weeks ago, my firm was invited by a large California-based tech organization to respond to a telesales RFP. Given the terms & conditions that were included, the client’s legal counsel was involved in the creation of the RFP. Yet, this organization requested that each bidder [.]. | ACQUIRING MINDS NOVEMBER 25, 2009 Sales on the Outbound This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. In my first post, I described five buyer types that are best reached through outbound sales and marketing. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a robust database. With [.]. | ACQUIRING MINDS AUGUST 31, 2009  Buyer centricity on a shoestring lead generation budget If you are in telesales, how can you be both buyer-centric AND productive? For telesales groups that target the SMB segment (Small, Medium Business), the dynamics are very different than in pursuing large mid-market or enterprise accounts. The issue is exacerbated by the demanding metrics set for telesales. So what to do? How can you trade-off between efficiency and effectiveness? | | | | | | | |
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ACQUIRING MINDS | TUESDAY, AUGUST 11, 2009  Marketing on the Outbound
In my last post on outbound marketing, I discussed the use of outbound marketing in targeting five types of buyers - buyers who can only be reached and persuaded to consider your solution through outbound marketing. Outbound marketing or lead generation is used to directly contact 'cold' prospects through tactics such as direct mail, email, events and teleprospecting. Despite the noise in the marketplace, most B2B marketers are looking to develop an optimal mix of outbound and inbound marketing, where each type of marketing works together to enhance results. Photo Credit: jot.punkt. MORE >> -
ACQUIRING MINDS | MONDAY, JULY 27, 2009  10 Signs that Sales & Marketing are Mis-Aligned
Office Fight by trawin Poor quality leads and a broken lead process are warning signs that sales and marketing are not aligned. As a provider of lead generation services, we are afforded a unique position at the intersection point between sales and marketing to observe many of these 'canaries'. Today, I have tallied our top ten signs that sales and marketing are mis-aligned: Wrestling in the Office - Sales and marketing settle their differences like cro-magnon men (see photo). Rental Lists as Leads. Marketing refers to accounts and contacts on rental lists as 'leads'. MORE >> -
ACQUIRING MINDS | WEDNESDAY, JULY 15, 2009  Use Outbound Marketing to target these 5 Buyer Types
Given the popularity of social media and inbound marketing, when should outbound marketing be used ? For some types of buyers, outbound marketing is the only way to engage (e.g. direct mail, email, events, teleprospecting). These buyers require intervention through outbound marketing: The Unaware Buyer - this buyer is evaluating but is unaware of your solution despite your high level of marketing activity (including inbound marketing). Outbound marketing may be your only option to reach these buyers. Early stage solutions that are new-to-market often target buyers with latent needs. MORE >> -
ACQUIRING MINDS | WEDNESDAY, JANUARY 21, 2009 Technology Spend - A Repeat of 2001?
Fasten your seat belts. We will be encountering turbulence. Like an airplane riding out choppy flying conditions, technology marketers wonder when the outlook will stabilize. Will our stomachs be spared the next gut-wrenching drop? For those of us with memories of the last downturn, we ask: Will we see a repeat of the 2001 Tech Meltdown? In 2000, technology spending in America grew 16% but then dropped 6% in 2001. According to a recent article in the Economist , we are unlikely to repeat the cataclysmic events of 2001. IT Departments today are much leaner and less likely to overspend. MORE >> -
ACQUIRING MINDS | THURSDAY, FEBRUARY 19, 2009 Lead Generation Takes Precedence in the Downturn
This was one of the main conclusions drawn from the recent BtoB webinar: Outlook 2009: Marketing Priorities and Plans. in 2009 and Global Marketing Investment Growth will drop by 10%. Sales investment in Lead Qualification and Demand Generation will increase by 20%+ in 2009. To read more posts, follow this link to The Acquiring Minds Blog To download the BtoB Magazine webcast, follow this link: Outlook 2009: Marketing Priorities and Plans. In response to a substantial drop in technology spending, B2B marketers will cut budgets and re-jig their media mix. MORE >>
- Lead Nurture through Social Networks ACQUIRING MINDS | THURSDAY, MARCH 5, 2009
- Networking & Photos from the Sales 2.0 Conference ACQUIRING MINDS | MONDAY, MARCH 9, 2009
- Bizzuka interviews Robert Lesser on Lead Generation on BlogTalkRadio ACQUIRING MINDS | TUESDAY, MARCH 17, 2009
- Comparing B2B Online Data Sources - New Research ACQUIRING MINDS | MONDAY, MARCH 23, 2009
- Sales 2.0 Techniques for the Job Search ACQUIRING MINDS | THURSDAY, APRIL 9, 2009
- Network Solutions levers Sales 2.0 for a 360 degree customer view ACQUIRING MINDS | TUESDAY, MAY 19, 2009
- Sales 2.0 fuels PTC's SMB Expansion ACQUIRING MINDS | WEDNESDAY, MAY 27, 2009
- Should marketing be compensated like sales? ACQUIRING MINDS | MONDAY, JUNE 1, 2009
- Having a blast with B2B email? ACQUIRING MINDS | WEDNESDAY, JUNE 24, 2009
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