Trending Sources

6 steps to writing a better Request for Proposals, a primer

Confluent Forms

However, too often the RFP process is run by people who have never experienced the process before, either from the issuer or vendor side, and essentially don't know what to say or what to ask.

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Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation Blog

Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here

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Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

sales & marketing processes). A thorough understanding of sales & marketing processes is required. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators.

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13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Market Driven Strategy: Processes for Creating Value. Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again.

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Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services.

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5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

This process often leads to iterative brainstorming where the participants start feeding off each other’s ideas. Marketing planning is not a one-time event, but rather it is an iterative, continuous process. Tweet. One of the most fun aspects of marketing planning can be brainstorming.

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Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

My tactic is to reduce the process down to a very simple form, an inarguable form. Posted by Magdalena Georgieva on Mon, Jun 29, 2009 @ 07:40 AM COMMENTS Been searching for an answer.everyone (nearly) agrees that blogs are a great way to bring eyes to your pages.

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Top Automated Marketing Personalization Tactics

Anything Goes Marketing

This is important : Besides all of the technology out there that can make this process easier, it’s important to keep in mind that the goal is to create engaging experiences for your customers and potential customers so that they will respond and ultimately purchase your products and services. A personalized approach facilitates this process. They key is to have this process automated so you don’t have to create different lists and coordinate the execution.

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Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

It was produced by ASG Group , an European company that helps their clients improve their sales processes. I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad.

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Developing your Go/No-Go decision tree

Confluent Forms

Every win and every loss can provide you with further insight into your selection process, so make sure to periodically revisit your tree's questions and valuation arithmetic. The situation: A potentially juicy RFP falls into your lap. You try not to get too excited because you know that creating a winning proposal can be an expensive and time-consuming affair.

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Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. Although I don’t usually highlight what my company does in my blog; however, I’d like to share a great example of how an organization can improve their lead gen process by tweaking the process. defined hand-off process from Marketing to Sales.

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On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

Here's a summary of the process that Ardath uses that can help you start planning a progressive nurturing approach: Think about one problem your products solve that's key to your prospects. Also, for those who own a copy of my book be sure to check out the " buying process map " (table 5-1) in Chapter or you can search my book for free via Google Books. The challenge today is not in generating leads, but truly connecting with them.

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Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

It can be tough to meld inherently diverse viewpoints, but it is a critical and often overlooked step in the lead generation process. Here are a few guidelines that in my experience really help to ensure that connect so necessary between sales and marketing:  The departments should document the sales process as a team from first contact to close. Keep in mind that each customer will have a slightly different buying process.

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Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

Once sellers learn how to help the buyer manage and solve these issues they can help speed along the buying process. Morgen’s change management model leads buyers through all of their change issues, and helps sellers learn how to listen to their buyers’ system and develop a set of questions that guide them through the buying process A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers.

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5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

Stage in the buying process : Be sure to provide different kinds of information to your prospect based on what point they are in the buying process. What part to they play in the buying process (influencer, decision maker, information gather). For example, our experience shows that a decision maker is heavily involved at the very start and the very end of the B2B buying process, but leaves the middle of the process up to the influencers.

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Sacramento marketing consulting company | B2B marketing consulting specialists | Business Communications Group

delicious b2bmarketing

In a competitive process, they stood out." Home News Contact Services Marketing ROI Case Studies Company B2B Resources Blog Business to business marketing to accelerate your sales Business Communications Group is the only Sacramento marketing consulting company specializing in business to business (B2B) marketing services.

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Rethinking Shortlist Interviews

E-Quip

Yet I've enjoyed good success and my discussions with clients have validated my ideas about the process. If you really want to be different, talk about your process for delivering great service to the client (see this post for more).

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How to Make Your B2B Website More Buyer-Centric

Savvy B2B Marketing

Ardath Albee wrote a great article on this recently that I highly suggest to help you think through this process. Recently, I've been spending a lot of time evaluating and writing web copy for clients.

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BtoB Content Marketing: Six Places to Find Hidden Content Gems

Savvy B2B Marketing

Search the Entire Content Process: Depending on what type of content you are creating, you may only be looking at the end content result - the blog post, the white paper, the video, the article. Looking for more content to support your marketing efforts?

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BtoB Content Marketing: Six Places to Find Hidden Content Gems

Savvy B2B Marketing

Search the Entire Content Process: Depending on what type of content you are creating, you may only be looking at the end content result - the blog post, the white paper, the video, the article. Looking for more content to support your marketing efforts?

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Raise Performance With Real-Time Coaching

E-Quip

That process is greatly enabled when the coach is providing ongoing instruction, demonstration, feedback, and encouragement. A fundamental problem in our business is managers who are too busy and distracted to manage.

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Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately.

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Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately.

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10 Things Fashion Can Teach Us About Marketing

Savvy B2B Marketing

Small niceties, extra special customer care, a highly intuitive ordering process - spit and polishing all these little pieces of your business is well worth the effort. My inner girlie-girl wanted to come out and play. Here are ten fashion rules reinterpreted for the world of marketing.

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Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. One item often overlooked is automating the entire event registration and follow up process.

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Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

I've been thinking a lot of the registration process lately. And, on a related note, I've read time and time again, that for each additional field you require in the registration process, the less likely it is that someone will register, so ask only for what is necessary.

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Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

I've been thinking a lot of the registration process lately. And, on a related note, I've read time and time again, that for each additional field you require in the registration process, the less likely it is that someone will register, so ask only for what is necessary.

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Two Non-Traditional Approaches to B2B Registration

Savvy B2B Marketing

Last week, Stephanie recommended marketers collect incremental information during the registration process , asking for more information during each interaction.

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Hiring a person to head BtoB Demand Generation? Don’t just hire a person; Hire a process!

Fearless Competitor

Hire a process too! But these companies are missing THE critical element – the plan and process to be used. What’s the process that this new hire will use to craft a best practices btob demand generation program in your company? Jeff Ogden is the President of Find New Customers , a demand generation company offering services since 2009. Don’t just hire a person; Hire a process!

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Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

This type of personalization leads to a much stronger and smoother hand-0ff process between the marketing and sales teams which I described in my last post " Lead Management and Football ". Measure the Results Measuring the results is very key in this process.

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Five Guys Burgers and Fries Really Understand in Person Content Marketing

Content Marketing Today

And, they have great processes in place. How They Use Secret Shoppers to Catch Their Team Members Doing the Right Thing. If you are looking for great basic meat and potatoes cooking in a casual atmosphere, you can’t do much better than Five Guys Burgers and Fries.

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RFP Etiquette: Dos and Don’ts for Business Matchmaking

Confluent Forms

The original article was posted here on July 21, 2009. While admitting to voluntarily joining what he and his colleagues suspected would be a “cattle call,” Wolfsohn states in his post that the “Zappos pitch underscores what’s wrong with the review process.” A majority take Wolfsohn to task for voicing sour grapes over a relatively standard RFP process in which his firm finished out of the running.

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My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

These vendors have geared their sales process to selling to large firms, with the in-person demonstrations, technical reviews, formal proposals and contract negotiations that implies. One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

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Giving Away Your Expertise IS Your Competitive Advantage

Junta 42

Most companies believe that their competitive advantage is in some process, some product, some service. Anyone at almost anytime can copy your process, product or service.especially today. Once you are known by your customers and prospects as the industry expert, it will be almost impossible for any process, product or any competitive service to come between you and your customers.

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Lead Scoring: Eight Critical Questions to Consider

Digital Body Language

Mapping the lead score to the lead rank allows you to adjust your criteria while sales does not change their process. However, this is not the reality that most organizations live in, so a process is needed for automatically clawing back the sales lead into marketing if it has not been followed up on in a short time period. If leads are not being followed up on by sales, it is difficult to adjust your processes unless you know why.

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10 Reasons Why You Won't Do Content Marketing (and continue doing the same thing)

Junta 42

You lack both the right people and the right processes to implement a new kind of marketing. I had an amazing conversation this week with an agency that was trying to convince their client to invest in a content strategy and full content marketing program.    Just to give you the quick take, the client's goal was to reach certain consumer segments in the southeastern states.    They had a budget of $2.5 million dollars for marketing spend for the campaign.

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You Might be a Twitter Beginner if You Make these Mistakes

Junta 42

During this process, it pains me to see the many Twitter "beginner" mistakes that turn me off from following a person back. Look, I'm no @chrisbrogan when it comes to Twitter followers, but I have a nice following ( @juntajoe ). At this point, I still take the time to individually review who follows me. So, you might be a Twitter Beginner if you make these mistakes (think of Jeff Foxworthy's "You Might Be a Redneck" when you read this).

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