Sales Prospecting Perspectives

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The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. The places your prospects hang out in the social stream are opportunities to lay the groundwork for a relationship of trust. Check out your top competitors and see how they are approaching prospects on social media. The better informed your prospects and existing customers are, the more your brand can stand out as you uncover and address their needs. In 2009, Jon founded Nimble, Inc. Or your computer. Listen first. Be disciplined.

Sales Prospecting: Who's Helping Your Sales Team?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. We gave them each a list of a couple hundred accounts and they will need to prospect, navigate and develop their own forecast.

Sales Prospecting: Add A Little Personality

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you an encore guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. The beep indicator would sound, signaling my prospect had arrived on the phone. Prospects today are very well informed.

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner? If during the appointment setting , it is the wish of your prospect to conduct the first meeting by phone, don't shy away from it. It's easier to cancel or move a meeting when a prospect knows there are no plane tickets involved. 42% Face-to-Face. 16% Somewhat.

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! It got me thinking. Layer the times together and stagger them for time zone.

10 Most Popular Content Marketing Posts of 2009

Content Marketing Today

In fact, visitors searching our site for the phrase “content marketing” increased by 85% in 2009 over 2008. You may also do a regular eNewsletter to inform your customers and prospects about the great content you have created recently online. In 2009, most small businesses do have websites and the term, ‘content marketing,’ has gone from obscure to fashionable. Not at length.

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. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. 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. about a survey they recently conducted. Not bad!

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. First Name (required) Last Name (required) Email (valid email required) Company (required) cforms contact form by delicious:days Tags: Add new tag , B2B content marketing , B2B Demand Generation , B2B lead generation , B2B social media Posted in Featured Paper , Papers | Comments The Velocity B2B Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies says: June 11, 2009 at 2:25 pm [.] Add Comment Click here to cancel reply.

B2B Marketing | Business to Business Marketing Information Portal

delicious b2bmarketing

B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Reed Smith selects Concep Fujitsu eyes top prospects Orange digitises customer magazine View more news From audience selection to results analysis and strategy refinement , data has the greatest potential to increase your marketing effectiveness – but its also the hardest for B2B marketers to get right. Edward Appleton 15 June 2009 Alternative marketing goes mainstream Scot McKee 11 June 2009 Dont hurt me Arch.Im HOW TO. HOW TO.

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

B2B Lead Generation Blog

For prospective customers, a value proposition essentially answers the questions of how you can help their business, what difference you can make and why your solution is the one they should count on. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment , I discussed tackling your organization’s mindset. Your touches should be conversations not just campaigns. The post received a lot of great comments.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

Start by considering all those prospects that are simply ignoring your emails. 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. Industry vertical: Industry information will more than likely tell you what pains your prospects are experiencing, while company size will give you a hint as to the resources they have available to tackle these challenges. This is hugely important because most marketers rely on email as their main lead nurturing tactic. Tip 2. Tip 3.   Tip 4.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

Unclear Prospect Profile(s). Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. It is often positioned as something that will solve all your marketing problems for a couple of thousand dollars per month. No Interesting Content. Not Enough Leads.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. 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. The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful.

B2B PPC Optimization: Thought Leadership with Terry Whalen of CPC Search

Modern B2B Marketing

Marketing automation and lead management systems can be a huge help in that they can: 1) increase the value of the leads being submitted by effectively nurturing the prospect, and 2) improve the lead-to-opportunity and lead-to-revenue conversion rates by helping the sales team better prioritize and manage their leads. The next interview in the B2B Marketing thought leader interview series is with Terry Whalen, a partner at CPC Search , a full-service SEM agency that optimizes PPC campaigns on behalf of its clients. How is B2B PPC campaign management different from B2C?

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Learn how to create content that improves your lead gen conversions

B2B Lead Generation Blog

To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view. All attendees will also receive MarketingShepa’s  Special Report: “Create Content Your Prospects Adore.” B2B marketing efforts heavily rely on content as a lead generation incentive. You’ll want to create content that will actually help your sales team have a valid reason to follow-up. Marketers looking for ways to create this relevant content will get practical training during MarketingShepa’s B2B Webinar Training coming up January 29 from 2 p.m. – 3:30 p.m. 

The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S. unemployment rate still near 10%, and uncertain prospects for a quick recovery , marketers need to keep two things in mind. First, that it’s important to continue investing in marketing through the downturn.

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what's your marketing approach?

The Effective Marketer

Here are some actions you can take that might help: After you create a presentation, review it thinking not only on who you will be presenting it to, but now thinking about whether more people in your market (customers and prospects) would find it interesting/educational When you wrap up things for the day, think back at everything you created (collateral, presentations, copy, etc.) This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. You can leave a response , or trackback from your own site.

Developing your Go/No-Go decision tree

Confluent Forms

Use this information to formulate the questions that will enable you to put proper perspective into your business prospecting. 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. When you receive a RFP it is easy to get excited about it, especially if it was specifically sent to your company.

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Lead Scoring: Eight Critical Questions to Consider

Digital Body Language

it's necessary to think through how the relevance of your prospect actions, and hence their lead score, degrades over time. Two of the most commonly used scoring dimensions are who the prospect is (explicit data like title, industry, and revenues) and how interested the prospect is (implicit data like web interest, search, and downloads). 4) How do you Cap and Bucket Scores so they are manageable?: Much of the conversation around how best to set up lead scoring tends to focus around the aspects of the buyer's digital body language that are most interesting.

Two Non-Traditional Approaches to B2B Registration

Savvy B2B Marketing

like the idea of prospects self-selecting a follow up phone call as it sets the expectation for the person downloading the piece, and it helps marketing and sales prioritize leads. Last week, Stephanie recommended marketers collect incremental information during the registration process , asking for more information during each interaction. Option 1: Self-selection. Title. First name.

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Top Automated Marketing Personalization Tactics

Anything Goes Marketing

Yes this method requires additional effort and yes it does mean that your data needs to be in order for it to work but it’s a proven method that brings your company closer to your prospects and customers. When sales reps call into prospects and they're not seen as strangers, there is a higher chance that they can make traction. This is especially the case if your prospect has already received an email from your company with a thought-leadership piece that was based on their interests and had a picture of the rep to put a face to the name. What do you do? Sales tools.

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

What this does is begin or continue the relationship between the prospect and sales rep. described this above but want to point out that this is a form of dynamic content Promote Other Channels : More and more marketers are using social media to keep prospects engaged while they are in the sales and marketing funnel. At times, marketers set these up and then forget about them. Chad H.

Chex and Content - Where's Your Party Mix?

Junta 42

Where are you developing valuable, compelling content that is turning prospects into fans? Corn Chex, Cinnamon Chex, Rice Chex.    We currently have boxes of it around the house.    And it's all because of relevant content. How you might ask? It started with one box of Cinnamon Chex.    My oldest son Joshua, who's eight years old, took great interest in the back of the Cinnamon Chex box. The subject was ChexPartyMix.com. Joshua literally spent hours on the website, looking for just the right recipe to perform with Dad. We went right to work.

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Improving B2B white papers by answering 3 easy questions

EMagine B2B Blog

As much as B2Bs today rely on white papers to raise their prospects’ temperatures, you’d think they’d be more uniformly effective.  And they can be, if their developers respected just one key principle:  focus on your reader, not on your product/service message. Or so says Michele Linn, writing in the White Paper Pundit.  To ensure that [.].

Turning your B2B email program into a dialogue

EMagine B2B Blog

Most B2Bs use ongoing email as a primary element of their prospect-nurturing program.  Most of them, however, probably use it in “sermon” style:  I talk, you listen …and that’s even if they’ve gotten away from sell/sell/sell-type messages and into more subtle ones aimed at thought leadership. This is unfortunate, since email is the medium that gives [.].

How to Make Your B2B Website More Buyer-Centric

Savvy B2B Marketing

It should go without saying that your website should be aimed at your prospects and customers, but, perhaps surprisingly or not, this isn't often the case. Put on your prospect glasses and really look at your website: Can your reader easily find important information? These are some of the elements I think make a website more prospect-friendly. Make this prominent interesting.

Do you want your customers to be able to reach you?

Junta 42

What if I were a prospect?   How your customers, prospects and others are going to find you is key to your content strategy. This is a guest post compliments of Junta42's VP of Operations Pam Kozelka.  It's all about being accessible for your customers?  Today, your customers expect you to be reachable, in whatever way they want to reach you.  Are you? Every time we update the Junta42 Top 42 Content Marketing Blogs list, one of the jobs is to get the name and email for each blogger.  Doesn’t sound too tough, right?   HA!  

Are You Creating Necessary Content?

Junta 42

Take a few minutes and do an inventory of the content you send to your customers and prospects.  Use simple tools like Google Alerts and Twitter Search to figure out what your customers and prospects are struggling with.    I'm not talking about the information you create that talks about your products and services.    In this case, look at the type of information you distribute that educates your customers and positions you as an expert resource. Is it necessary? That, in and of itself, may not be enough. Listen to your customers. Recruit help.

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B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. Treat prospects differently from customers. For prospecting, keep it very simple and offer a compelling call to action that has a low bar of commitment.

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

Also unanimous was that whatever the style or timing of the followup that is made, it better be valuable for the prospect. Mac McIntosh : "In addition, put these prospects on a more frequent nurture track, spoon feeding them info (by email as you know they are getting it) once a week, then calling them again in 3-4 weeks if they haven’t responded.". Do I pounce immediately? Pounce.

Need Content? 20 Formats to Consider

Savvy B2B Marketing

In my previous life as a marketing manager, I used to hire firms to do research, and my results were great: prospects love research, and the finding can be a gold mine for marketing. If so, your prospect may appreciate a cheat sheet of common terms. Consider pulling those together and providing them as a reference to prospects. Content makes the world go round, doesn't it?

Need Content? 20 Formats to Consider

Savvy B2B Marketing

In my previous life as a marketing manager, I used to hire firms to do research, and my results were great: prospects love research, and the finding can be a gold mine for marketing. If so, your prospect may appreciate a cheat sheet of common terms. Consider pulling those together and providing them as a reference to prospects. Content makes the world go round, doesn't it?

6 Reasons to Embrace Social Media Today

Content Marketing Today

The real investment will be in time and thought required to craft a content marketing strategy which provides valuable information to your customers and prospects. That’s where you can prove to prospective customers that you are a reliable supplier who can be trusted, based on your knowledge and understanding of your their problems. Social media marketing is a trend, not a fad.

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. If you are looking for a new way to communicate with your prospects and you have educational insights to share, consider an ebook. I have been thinking a lot about ebooks lately. What does this mean for you?

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