Trending Sources

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

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. Our goal in this article is give you the basics that you might need to create your own RFP and run a RFP process without too much frustration. Do they seem to "get" us?

What Exactly IS Digital Body Language?

Digital Body Language

Much as each facial muscle contributes to our reading of a person's body language, the raw digital information is mainly of use when looked at through the lens of lead scoring to understand whether an individual is ready for sales, or what buyer role they play in the process. I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. So what is it?

Winners of the 2009 Markie Awards

Digital Body Language

It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience. The competition was intense this year with submissions from all sizes of companies, all industries, and all regions of the world.

API 11

Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

Process and Application Professionals – Bill Band. Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg. Beagle Consulting Blog – Denis Pombriant. Brent’s Social CRM Blog - Brent Leary. Jeremy Nedelka.

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

sales & marketing processes). 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. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them?

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. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change. The End of Marketing as We Know It.

CMO 39

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. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. But, excuse me, I’m digressing. With it.

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. So they grudgingly develop programs to proactively follow up with and try to influence these longer-term prospects to move forward in their buying process and to consider the company’s products or services as they approach their purchase decision points. What’s all this have to do with social media? Not bad!

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. This has more to do with the degree of personal selling (and after-sale service) than anything else.

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. posted on Monday, June 29, 2009 at 10:02 AM by Jack Leblond Jack - thanks for the comment. Wrong. and Italy. Login.

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

Fearless Competitor

Hire a process too! I see lots of listings on LinkedIn looking for BtoB demand generation managers. 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! Buffer When hiring a BtoB demand generation manager, don’t just hire a person.

BtoB 53

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. Your organization’s way of selling and marketing must confirm to the customer’s buying process, driven by a clear understanding of both the needs and the impact of those needs on both the company and your customers.

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. This is hugely important because most marketers rely on email as their main lead nurturing tactic. Tip 2. Tip 3. Tip 5.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

Part of a good lead management process is knowing exactly who are involved in the sale. If possible, create personas for all people involved in the buying process. 2. Even more: the content should match the phase in the buying process, from awareness to validation. Needless to say, Marketing Automation software is very popular today. Unclear Prospect Profile(s).

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. 6. 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. Here are ways to make sure your marketing brainstorming is fun and productive. 1. Worst?

Plan 29

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. Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded.

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. What are we doing as sellers that keeps us from closing sales? Basically: How do we convert leads to sales?

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. 3. My inner girlie-girl wanted to come out and play. Here are ten fashion rules reinterpreted for the world of marketing. Let's test your catwalk savvy. 1. Your marketing is only as good as its weakest link. and cliffs. 8.

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. personalized approach facilitates this process. There are many different ways to do this but the best time to deliver the right message is at a time that matches your customer’s buying process. All you need to do is to design the process and let the technology handle the rest.

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. That's why lead nurturing matters. One step leads to another.and another." I agree.

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. Before you get invested in the project proposal you want to determine whether this is, in fact, a worthwhile project for you to chase, or one that you should pass. So what is a Go/No-Go decision tree?

RFP 24

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. 6) Do you Allow Sales to Cherry-Pick More Leads?: In many environments, especially when lead scoring has been implemented and only good leads are passed to sales, the sales team will feel as though they need more leads. 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. what message to communicate to them?

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

delicious b2bmarketing

In a competitive process, they stood out." Lori Thielen , Marketing Director, Sutter Health Sacramento Sierra Region More client comments >> Case Studies Featured e-Book Six marketing gotchas CEOs can avoid   Featured Blog Post B2B marketing ROI of a blog - with traffic and leads chart  (6/19) More blog posts >> Featured News Business Communications Group introduces fixed price marketing services packages More news >>   Copyright ©2009 Business Communications Group, LLC. All Rights Reserved. Privacy Policy | Site Map.

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. The Secret: Outstanding in Person Content Marketing. Five Guys is all about great food and very happy customers.

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. Along with Stephanie's suggestion, I also want to share two other alternatives. Option 1: Self-selection. Want the White Paper and I'll Contact You When I'm Ready. Title. First name. Last name. Email address. Company website.

Paper 21

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

ViewPoint

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. marketers are ahead of salespeople.

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 ". In one example, I have a client that promoted different case studies based on the industry that was specified in the sign up process. At times, marketers set these up and then forget about them.

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. Not only have I discovered that I really love this type of work, but I am also seeing common trends of what websites do well and where they could do better. Make this prominent interesting.

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. Instead, try looking at all the interesting content (that your customers would find helpful) that happens "during" the content process. If so, do two things.

BtoB 19

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. Instead, try looking at all the interesting content (that your customers would find helpful) that happens "during" the content process. If so, do two things.

BtoB 19

Your Content, Their Content & the Brand

Junta 42

How to make it work: Develop your editorial and legal process around content monitoring and participation. Thanks to Kenneth Weiss, author of the new book, Slightware – The Next Great Threat to Brands, for this guest Junta42 blog post. Ken offers some interesting thoughts on content and the customer conversation.    Take a read! Companies have traditionally attempted to control the dialogue and vernacular around their brands. The correct words, and the specific tonality were carefully chosen to explain, position and differentiate brands. Being “on brand” was paramount.

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

Miles Austin : "A bit of discussion that gathers a better understanding of the urgency and motivation for their contact, their selection process and time-frame, etc. The buyer designs the sales process.". A few weeks ago I published a product review of LeadLander. Since then we've had a great experience using it. For what it touts itself to be, it does a great job. What do you think?

Need Content? 20 Formats to Consider

Savvy B2B Marketing

Workbooks and Toolkits Workbooks and toolkits are similar in nature to the eBook, but they walk readers through a process and often include things such as forms and checklists. If your company has a blog, point people to specific, relevant posts as part of the follow up or lead nurturing process. I do this all the time with my clients, and it works great. Try a slideshow.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

Workbooks and Toolkits Workbooks and toolkits are similar in nature to the eBook, but they walk readers through a process and often include things such as forms and checklists. If your company has a blog, point people to specific, relevant posts as part of the follow up or lead nurturing process. I do this all the time with my clients, and it works great. Try a slideshow.

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. As one approach, you can use ebooks early in the buying process to establish thought leadership in your area of expertise. I have been thinking a lot about ebooks lately. Ebooks have a very sharp title page.

Paper 17

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. As one approach, you can use ebooks early in the buying process to establish thought leadership in your area of expertise. I have been thinking a lot about ebooks lately. Ebooks have a very sharp title page.

Paper 17

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. When setup correctly, this type of automated process can save the marketer countless hours as the lists are automatically generated and emails are sent as per the schedule set up ahead of time. white paper, webinar, etc.),

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. Ah ha moment #3: Only require registration for offers designed for later in the buying process.

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. Ah ha moment #3: Only require registration for offers designed for later in the buying process.

Is Social Media Wasted on PR Agencies?

The Point

Moreover, by adopting a more aggressive, response-oriented, lead generation view of social media, companies can expand their community of followers, increase their database of subscribers, generate more search traffic, and in the process, create more awareness, thought leadership, and all the things that make PR directors happy. First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. I’m ready to conclude that many PR agencies don’t really get it when it comes to social media. So why does it matter?

PR 16

Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special

Smashmouth Marketing

How many business cards do you have laying around in one of the current states? 1. On your desktop in a pile 2. Wrapped in a rubber band 3. In a ziplock bag 4. Distributed in the inside pockets of four blazers 5. In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped. All they have to do is send them to us. The only catch.

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. Erica brings up a great point about companies not wanting to share their expertise through content marketing. Why not share? Sharing secrets and expertise gives an advantage to the competition.

Field 15