| | | Acquiring Minds | |  2010 | 16 articles |
| Page 1 of 1 | Previous | Next | ACQUIRING MINDS MAY 17, 2010  Destructive B2B Sales Practices There are a number of events that could perpetuate rather than reduce destructive sales practices: The Sales Funding Squeeze - According to IDC’s Tech Barometer, in 2010 investment in sales will again outstrip IT investment. This gap between revenue and costs will pressure sales organizations to scrutinize training expenditures. . Tech Mergers & Acquisitions - In Q1 2010, $68.8 | ACQUIRING MINDS JULY 22, 2010 Selling to the Digital B2B Buyer The digital world is bringing great change to how buyers wish to interact with B2B sales teams. Today's B2B buyer prefers online communication for a variety of reasons explained in this post. buyer behavior inside sales outbound marketing sales enablement telesales David Skok Facebook Jill Konrath LinkedIn Steven Woods | | | | | |
| ACQUIRING MINDS SEPTEMBER 2, 2010  The Moment of Truth for Sales In IDC ‘s 2010 IT Customer Experience study, over 50% of IT sales reps are showing up to their prospect and customer meetings ‘unprepared’ Forrester Research reports that only 15% of executives believe that sales meetings live up to expectations. CSO Insights , a B2B sales researcher, recently released their 2010 Telemarketing Inside Sales Optimization survey. . | ACQUIRING MINDS OCTOBER 21, 2010  The Sales Lead & the Language Police At its simplest level, language allows one person to understand another in the course of basic communication. . On a broader scale, language defines who we are, what groups we belong to and our culture. . Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing. Related Blog Posts. Photo Credit. | | ACQUIRING MINDS MARCH 12, 2010 Has Sales 2.0 crossed the chasm? Have Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Sales 2.0 Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore | | | | | | | |
| -
ACQUIRING MINDS | THURSDAY, OCTOBER 7, 2010  The Risky Business of Exclusive Reselling
Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Rob Brewster, SVP Business Development at Eloqua explained in a blog post that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Steve Woods , CTO of Eloqua, in an online discussion noted that the transparency and clarity of reseller partnerships was critical to Eloqua in meeting customer needs. To the VAR) is collaborating with large business (i.e. MORE >> -
ACQUIRING MINDS | TUESDAY, NOVEMBER 30, 2010  Messaging Maximus for Lead Generation
Does your messaging speak to the lowest common denominator? am speaking of the email blast or direct mail piece that is one-size fits all. Or the telesales call that is the same for every conversation and simply asks: are you buying? Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. relevant and timely message will override concerns on privacy and interruption. Note how pain points were addressed and impact achieved. Everybody loves a good story; . Related Posts. Photo Credit. MORE >> -
ACQUIRING MINDS | THURSDAY, JUNE 17, 2010  Savvy Buying of B2B Data
An Interview with Ruth P. Stevens and Bernice Grossman. am pleased to welcome Ruth P. Stevens and Bernice Grossman, two well recognized B2B direct marketing experts. Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at Columbia Business School and blogs at HBR.org. . Bernice Grossman created DMRS Group an independent marketing database consultancy. Ruth & Bernice…thanks for joining me today. The B2B community has found a lot of value in the research that your organizations have conducted in database marketing. The user generated, i.e, It’s tragic. MORE >> -
ACQUIRING MINDS | MONDAY, APRIL 12, 2010 Insights on the Outbound Renaissance
Outbound demand generation is experiencing a renaissance. Organizations such as Ariba, LivePerson and TriNet are reinventing their go-to-market and sales strategies through innovative approaches to outbound demand generation. The significance of the outbound renaissance on B2B sales & marketing is profound as these innovative approaches drive organizational change. MORE >> -
ACQUIRING MINDS | FRIDAY, APRIL 2, 2010 The Outbound Renaissance live webinar goes awry
A puzzling reaction to email creative disrupts a webinar invitation. MORE >>
- Outbound Demand Generation is Dead (Darwin says no) ACQUIRING MINDS | WEDNESDAY, MARCH 3, 2010
- Online data is mainstream ACQUIRING MINDS | FRIDAY, APRIL 30, 2010
- I’m a customer, not a prospect ACQUIRING MINDS | FRIDAY, MARCH 5, 2010
- Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground ACQUIRING MINDS | SUNDAY, APRIL 17, 2011
- Lead Generation Takes Precedence in the Downturn ACQUIRING MINDS | THURSDAY, FEBRUARY 19, 2009
| |
