Destructive B2B Sales Practices
MAY 17, 2010
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
Savvy Buying of B2B Data
JUNE 17, 2010
An Interview with Ruth P. Stevens and Bernice Grossman. I 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. Resources.
Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground
APRIL 17, 2011
Juniper Networks is on a roll after coming off a strong 2010. The mood was buoyant at the Juniper Networks Americas Partner Conference , held April 11 – 13 in Phoenix. Revenue and operating margin in calendar/fiscal year 2011 is expected to grow by 20% and 23% respectively. 73% of revenue is generated through partners. of services for every $1 of Juniper product sold.
The Sales Lead & the Language Police
OCTOBER 21, 2010
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.
The Moment of Truth for Sales
SEPTEMBER 2, 2010
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. .
Online data is mainstream
APRIL 30, 2010
One category of Sales 2.0 technology has crossed the chasm: online data.
Insights on the Outbound Renaissance
APRIL 12, 2010
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.
The Outbound Renaissance live webinar goes awry
APRIL 2, 2010
A puzzling reaction to email creative disrupts a webinar invitation.
The buyer is always right. (Not!)
MARCH 18, 2010
Can we assume that the buyer is always right? Has a state of buying nirvana been reached?
Has Sales 2.0 crossed the chasm?
MARCH 12, 2010
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
I’m a customer, not a prospect
MARCH 5, 2010
B2B marketers who target customers and prospects with the same Batch & Blast email risk reducing returns and compromising customer relationships.
Outbound Demand Generation is Dead (Darwin says no)
MARCH 3, 2010
Outbound marketing must adapt or face declining returns or even extinction should obsolete practices be used. Darwin would say that outbound demand generation is not extinct but faces challenges in adapting.
Lead Generation Takes Precedence in the Downturn
FEBRUARY 19, 2009
Digital Marketing - IDC reports that digital marketing spend is over 9% of total marketing investment in 2008 and predicts that digital marketing will carve out the largest slice of marketing spend by 2010. In response to a substantial drop in technology spending, B2B marketers will cut budgets and re-jig their media mix. This was one of the main conclusions drawn from the recent BtoB webinar: Outlook 2009: Marketing Priorities and Plans. Tech & Marketing Spend - IDC forecasts that IT Global Revenue Growth will increase marginally by 0.5%
Top-10 B2B Marketing Topics of 2010
Everything Technology Marketing
DECEMBER 1, 2010
With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. 36) I hope you had a successful and productive 2010. The 10 Most Popular Blog Posts (by number of re-tweets) 1 - 5 Steps to B2B Marketing Success (100) 2 - The Brave New World of B2B Marketing - Are You Ready? (98) See you in 2011
Best of 2010 – 13 Twitter Tips for Increasing Engagement
DECEMBER 22, 2010
2010 in Review! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. We’re posting the best articles from the year to help you get 2011 off to the right start! They set up their Twitter account, tweet a few times and wonder why no one responds.
Best Social PR Guides and Tips of 2010 (So Far)
SEPTEMBER 1, 2010
Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches from corporate PR departments and firms over the past two years.
Eloqua Experience 2010
OCTOBER 20, 2010
This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). They are raving about Eloqua 10. Overall.
The State of the Blogosphere 2010
DECEMBER 13, 2010
Brian Solis Home Articles Business – Marketing PR 2.0 – New Communications Social Media Speaking Books Appearances About The State of the Blogosphere 2010 December 13, 2010 View Comments The question we ask ourselves when examining the state of the blogosphere is whether or not the cup is half full or half empty? If drinking from the glass, it is then half empty. startups.
The Best B2B Marketing Ideas of 2010
DECEMBER 20, 2010
The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19 , 2010, the marketing take-away I shared was “Think Different. 19, 2010. Those are a few of the favorites we found in 2010. like Marketo’s new lead scoring e-book or Eloqua’s Grande series) here we want to focus on B2B marketing key #2—Entertain. We say this because we find almost all B2B marketing deadly dull. Thanks.
Best Email Marketing Tips, Tactics and Metrics of 2010
FEBRUARY 21, 2011
3 items that should be in your 2010 email budget by BtoB Magazine. While social media is the flashy show horse of online marketing, email remains the solid workhorse. According to recent research , 92% of marketers consider email to be one of their “most important marketing tools” and 54% plan increased spending on it in the coming year. Avoid mistakes that will cost you readers? Karen J.
Best of 2010 – Increase Sales by Improving Customer Touchpoints
DECEMBER 30, 2010
We’re posting the best articles from 2010 to help you get 2011 off to the right start! original on customer touchpoints posted on November 30, 2010) You may think improving your website or your point of sale system or even your after-sales service will help increase your sales. The year in review! They most likely will. How do they accomplish them? image by Patrick Hoesly ).
50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far)
OCTOBER 5, 2010
You’ll find the answers to these questions and many more here in 50 of the best Twitter tools, posts, how-to guides and rants of 2010 so far. Brian Solis provides a wealth of statistics that answer these questions and more, e.g., 87% of Americans said they were familiar with Twitter in 2010, up from just 26% in 2009. So what are the best ways to use Twitter for business? Crabs.
Best Social Media Stats, Facts and Marketing Research of 2010
JANUARY 17, 2011
Americans spent nearly a quarter of their time online on social networking sites and blogs in 2010, up from 15.8 At its current rate, Twitter will process almost 10 billion tweets in 2010. Facebook, Twitter and LinkedIn continued to add users in the second half of 2010, albeit at a slower pace than in previous quarters. The State of the Blogosphere 2010 by Brian Solis.
Best of 2010 – How-To: Setup Social Media Monitoring in HootSuite
DECEMBER 28, 2010
2010 in Review! original on social media monitoring posted September 13, 2010) A vitally important part of achieving success with social media is responding when someone does reach out to you. We’re posting the best articles of the year to help you get 2011 off to the right start! Choose the Twitter profile and click the “+ Add Stream button. How do you monitor Twitter?
The Best Email Subject Line For Teleprospecting I've Seen Yet.
Sales Prospecting Perspectives
JULY 28, 2010
The best email subject line I've seen in my career came through my Inbox this week. Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. It read " Attention: Jim - Final Follow up". or "do I know Pete"? Next he uses Jim's name.
Best Twitter Guides, Tips and Tools of 2010
JANUARY 31, 2011
Twitter came of age in 2010, growing at a scorching pace —from 75 million users at the beginning of the year to more than 190 million by the end of December. Best of 2010: 14 Ways Every Business Should Be Using Twitter by Inkling Media. All You Need to Know About Twitter in 2010 [Infographic] by Mediabistro. What types of information are worth sharing, beyond blog posts?
Best LinkedIn Guides, Tips and Tactics of 2010
FEBRUARY 16, 2011
Mark Walsh reports on company pages, another new feature added by LinkedIn in late 2010. LinkedIn is firmly ensconced among the “big 3″ social networks for marketing and business purposes, and though its base of 80 million members is far smaller than the 600 million users of Facebook, its impact in B2B marketing is larger. What new features should you get familiar with?
Best Website Design Guides and Tips of 2010
MARCH 3, 2011
5 Things That Websites Need in 2010! Website design standards continue to evolve and grow more sophisticated. Tables are out; CSS is in. Flash is out (or should at least be used sparingly): HTML5 is (almost) in. Screen sizes now range from small smartphone screens to large, widescreen desktop monitors. What website design trends should graphic artists take note of? Visual Website Design.
11 B2B Marketing Predictions for 2011
Buzz Marketing for Technology
DECEMBER 8, 2010
Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. Related posts: 10 BtoB Marketers Predictions for 2010 Around this time last year I wrote about some Predictions. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Enjoy!
Ten reasons to blog – even if nobody reads it
grow - Practical Marketing Solutions
NOVEMBER 7, 2010
. Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Look at companies like General Electric who do an amazing job with their blog and yet have almost no “community or comments at all. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog? This is valuable real estate!
78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)
AUGUST 16, 2010
10 Free Social Media Tools Every PR Pro Should Master In 2010 by the COMMS corner. With the amount of helpful content about social media marketing growing faster than Facebook’s user base or Lindsay Lohan’s court appearances, it’s tough to keep up. Here’s a modest contribution to help with that effort; more than six dozen of the best, most bookmark-able articles and blog posts about social media tactics, tools and strategies written so far this year, by leading writers like John Jantsch , Lori Dicker , Lee Odden , Lisa Barone , Jay Baer and many more. 5 stars.
Top 56 B2B Marketing Posts for September 2010
B2B Marketing Zone Posts
OCTOBER 5, 2010
Best of B2B Marketing for September 2010. Best Social PR Guides and Tips of 2010 (So Far) - Webbiquity , September 1, 2010 Social media has fundamentally altered the practice of public relations. Social media and the big conversation “fail” - grow - Practical Marketing Solutions , September 26, 2010 I am feeling sad and a bit ashamed of myself. Savvy B2B Marketing , September 1, 2010 The other week I had a post on the Content Marketing Institute about how to develop an editorial calendar for content marketing. Here are the top items based on social signals.
How to Produce and Promote Webinars Successfully [#B2Bchat Recap]
JUNE 22, 2010
Technology Naughty Vs. Nice In 2010 2. What advice do marketers have when it comes to producing, promoting, and following up on webinars? We put this question to our #B2Bchat audience in our latest session. Here is what the experts had to say: Q. What are innovative ideas of promoting webinars? Schedule the webinar on a Tuesday, Wednesday or Thursday. Offer a short video preview. If a rep.
How Do You Define a Quality Sales Opportunity?
Sales Prospecting Perspectives
MARCH 23, 2010
During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". While I could appreciate that work ethic and the tenacity that hungrier reps displayed, I usually found that passing over anything lukewarm usually resulted in a lead that didn't go anywhere.and generally I was cold calling back into that company months later. On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. Should you pass them anyone who wants to talk?
A Simple B2B Marketing Framework
Everything Technology Marketing
JULY 10, 2010
We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. 3) Sales Enablement – At this point your sales team is actively engaged with the prospect.
A fascinating “hardcore” B2B social media success
grow - Practical Marketing Solutions
JUNE 20, 2010
With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B. I discovered a great success story to share with you through a masters thesis being developed by Haakon Jenson of Norway. BACKGROUND. Limited marketing budget and employee resources. STRATEGY. ACTIONS. >
The Best B2B Marketing Ideas of 2010
DECEMBER 15, 2010
Click to download How to Find New Customers, our remarkably popular white paper. It’s the first year of Fearless Competitor Favs – my favorite B2B marketing ideas from this past year. We’ll do this each December from now on. I … Continue reading → lead generation sales leadership Sales knowledge marketing funnel Management best practices Marketing Demand Generation Sales 2.0 Remarkable content Leadership