B2B Conversations Now

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Product Content is #2 for B2B Buyers

B2B Conversations Now

Do you believe as a marketer that “product content is king&# for B2B lead generation ? Are you creating blogs, producing webinars, recording podcasts and saturating social media channels with hopes of winning the content race? Well, according to MarketingSherpa and Enquiro , you can stop running now; product content is #2 on B2B buyer’s wish lists. How can that be true? Wrong.

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Defining and Ranking Sales Leads

B2B Conversations Now

I enjoy working with the folks over at MarketingSage; they are what you call deep thinkers and the results they get for their clients reflect it. They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads. In turn, the ranking allows both the sales and marketing teams to simultaneously apply different policies for sales lead management. &#. Enjoy!

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Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. First, I think using Free Trials for B2B Lead Generation is a good idea, especially for on-demand software companies, because most people want to try something before they pay for it. However, the idea is so saturated that the offers are bordering on desperation. Trials take a potential customer’s time and effort. Time is money. Effort is lots of money. Figure out a way to make your trial compelling by focusing on results the client will achieve during the trial.

Should Sales and Marketing Merge?

B2B Conversations Now

I attended a fantastic Focus.com presentation on June 29, 2010 as part of Focus’ interactive summit “ Mastering Lead Management “ For those of you who might have missed it, it is worth checking out. One of the presenters was Ardath Albee who continues to create value for her followers (I’m one of them) and clients by generating great content, non-stop.

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

“You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. Nancy looked at Jim and smiled. Jim, we sell very complex and expensive products through many sales channels and partners. You know that.”. Here’s how it works….”. hope you enjoy it!

Marketer’s Challenge: Pick ONE Slide to Make Your Point, like this …

B2B Conversations Now

Could you sell your product or service with just ONE picture or slide? It’s harder than you think. We provide a lead capturing service to B2B companies called EchoQuote. rarely get the chance to actually sit down with a potential customer at their location but, when possible, I never waste it by showing a power point slide show. That’s right. It’s harder than you think!

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

As sales people we are always looking for ways to be more effective. Without realizing it we have gradually adopted more and more sales tools that help us improve efficiency and results. But how does a busy B2B sales person sort through the tools that are out there without wasting valuable time? There are 10 categories and you can download the free eBook here (no registration required J).

Blogs without Calls to Action are like…

B2B Conversations Now

I found this cartoon and immediately thought of the fun side of social media marketing, you know, the part that is enjoyable as long as you’re not trying to catch any customers. Giving away valuable content can lead to the same result - lots of fish around the boat but nothing to eat. What you use for your offer depends on what you are trying to accomplish. Your primary website and your blog.

Price Papers vs. White Papers for B2B Lead Conversion

B2B Conversations Now

While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. The above diagram shows two key ingredients for a strong B2B offer : Value and Scarcity. disagree with that. No new processes are needed.

eMarketing Association Conference in Baltimore

B2B Conversations Now

Come join EchoQuote and finish 2010 strong with innovative lead generation. EchoQuote will be a sponsor this week at the eMarketing Association’s annual conference in Baltimore (Oct. 20 and 21). The Power of eMarketing Conference offers an unparalleled experience in best practices, case histories and processes for search marketing and B2B lead generation. Marketing sessions, tracks and breakouts that provide you with the ability to design your conference around your particular interests. 35+ Speakers – 4 Dynamic Modules - 12 Breakout Roundtables. We hope to see you there!

Two Lead Generation Strategies That Work

B2B Conversations Now

At the 2010 Inbound Marketing Summit in Boston, I was on a panel on October 7th on the topic of Driving More Qualified Leads into your Funnel. One of the questions from the audience was from a marketer who shifted his 2010 online marketing budget from paid to organic inbound marketing. This article was originally published by Bernie Borges in his OptimizeThis blog. The original post can be found here: Two Lead Generation Strategies That Work. He said that his lead performance had declined and asked for input on how to address it. And, I do mean always! B2B Calls-to-Action.

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Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

This is a guest post by Sam Reese, CEO of Miller-Heiman, The Sales Performance company. This post as well as other good sales performance insights can be found here. Has Your Growth Strategy Run Out of Steam? have been traveling quite a bit lately and I have not blogged for a little while. There is a ton of exciting activity going on out there to be sure, but companies are still cautious about projecting growth. Growth seems to be the hot topic everywhere right now. If we can help them then we will be in a great position. You can tell a lot about a company from the way they talk about growth.

Why Won’t Anyone Return My !*#@$% Call? (guest post)

B2B Conversations Now

This is a guest article by Don Fornes , CEO of SoftwareAdvice.com. You can find the entire post here: Why Won’t Anyone Return My !*#@$% Call? Want to know why B2B sales is getting tougher? Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) Don gives a great description of why sales people are getting pushed out of the sales loop by the self-service nature of the Internet. Of course, SoftwareAdvice and EchoQuote are poised to help Sales get back in the game , but that’s another discussion. Enjoy! It’s not just cold calling.

The Unsung Heroes of Summer Vacation Scheduling

B2B Conversations Now

It’s been an extremely hot summer here in Maryland with many days exceeding the 100 degree mark. While most people get excited talking about their vacation destinations, there is no rest for the folks that have to manage all that time off for large companies. They are the unsung heroes of summer. I’ve worked for large companies in the past, and I never realized the effort that goes into balancing associate time off with company objectives…until I talked with Terry Schilling at Tugboat Software. Labor Scheduling Software. The variables in Labor Scheduling are endless.

Surprising 2009 Lead Conversion Results

B2B Conversations Now

As more and more technology vendors chase fewer customers we may see a rocky first half of 2010. For some that think beyond the traditional “whitepaper&# and “free trial&# offers and finally give self-service pricing a try, 2010 could be a stellar year. Ask business executives about 2009 and many will answer that it was a rough ride. Finding new customers with active projects, much less with budgets, was tough. However, some actually increased revenues by seeking new approaches to finding customers.

Michael Dell now on Twitter

B2B Conversations Now

What does the CEO of a $60 Billion company with 100,000 employees think about on a daily basis? Now you can find out. MichaelDell is on Twitter. What’s interesting is that I’ve had an indirect link with Dell (the company, not the man) via a VAR business for the last 2 years since Dell bought a company called EqualLogic. Many EqualLogic channel partners were rightfully anxious and weren’t sure if they could trust a company the size of Dell. It turns out the company could be trusted. They communicated often and did exactly what they said they were going to do. The result?

B2B “Fast Lane” Lead Conversion Podcast with Paul Dunay

B2B Conversations Now

Want to accelerate the quantity and quality of lead conversions on your B2B site? If so, you may be looking for a “fast lane&# lead conversion strategy. B2B lead conversion is a critical first step in a solid lead nurturing process. Paul Dunay (Buzz Marketing for Technology) and I discuss how to augment a lead nurturing system by creating a fast lane conversion process to capture sales ready leads. While we discuss one specific way to implement it using EchoQuote, it is certainly not the only way and there are no silver bullets. Choose what fits for your organization and target customers.

How to handle “DO NOT CALL ME!”

B2B Conversations Now

Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? We periodically review EchoQuote requests for our newer clients and we sometimes get these. But why so angry ? think web users are finally sick and tired of sneaky ways being used to get their information so a sales person can “help&# them. Guess what? They don’t need help or at least not the kind you’re offering. Here’s a sequence that works for our clients: A quote is requested from their website via EchoQuote. By the way, feel free to call me :).

Why Hubspot is Successful

B2B Conversations Now

I just attended what was probably the most enjoyable webinar I’ve attended in a long time. Brian Halligan and Dharmesh Shah, Hubspot founders, presented a behind the scenes look at how they started and grew Hubspot. It was called Money, Marketing & Management. The conversation was refreshingly candid and focused on five areas: 1. Idea. 2. People (Team). 3. Money (Angel and VC). 4. Management. 5. Marketing. I won’t spoil the content here but if you are in the process of starting or growing a new business, check it out. Many thanks to Dharmesh and Brian for sharing.

75% of IT Pros Won’t Register for White Papers

B2B Conversations Now

I just read an interesting post by Stephanie Tilton at Savvy B2B Marketing titled IT Pros Don’t Want to Register for Your White Paper. It dovetails into a recent post I wrote about the decreasing value of white papers as they become more ubiquitous. White papers still remain popular because they are a great source of information, they are just becoming less powerful as a lead conversion tool. As you read the article summary, ask yourself if price papers could augment white papers for B2B lead conversion. Stephanie interviewed Jay Hallberg, VP of Marketing of Spiceworks.

Job Description for B2B Marketers

B2B Conversations Now

A new year always brings with it fresh ideas. Many reflect on the past year and yearn to make a career change. I was thinking of how B2B Marketers might pursue that change and the thought led to ask “what does a B2B marketing job description look like&# ? recently wrote a short white paper called “How B2B marketers became responsible for everything, including sales, and how to fix it&#. Taking that concept as a starting point, I thought it might be interesting to come up with several B2B marketing job descriptions, each from a different point of view. Put yourself in their shoes.

Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

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. Thank you all for participating in this blog - I learned a lot from our discussions this year. See you in 2011

Eloqua Experience 2010

LeadSloth

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.

Best of 2010 – 13 Twitter Tips for Increasing Engagement

Sazbean

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.

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Best Social PR Guides and Tips of 2010 (So Far)

Webbiquity

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.

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The State of the Blogosphere 2010

delicious b2bmarketing

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.

50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far)

Webbiquity

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.

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The Best B2B Marketing Ideas of 2010

Fearless Competitor

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

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Best Email Marketing Tips, Tactics and Metrics of 2010

Webbiquity

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. Well, unlike social media, email is virtually universal.

The Best B2B Marketing Ideas of 2010

delicious b2bmarketing

MarketingProfs Member Login | About Us | Members Benefits | PRO Members MarketingProfs Daily Fix Blog Home Marketing Resources Online Seminars Conferences Videos Research Store PRO Members Forum Blog Jobs Blog Home Archives RSS/XML Veronica Maria Jarski BIO 12.20.10 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. Those are a few of the favorites we found in 2010. They all are very entertaining, too.

Best Social Media Stats, Facts and Marketing Research of 2010

Webbiquity

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.

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78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)

Webbiquity

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. s, 50?s,

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Best of 2010 – Understanding Facebook Page Insights

Sazbean

original on Facebook page insights posted February 26, 2010). The Year in Review! We’re posting some of the best articles from the year to help you get 2011 off to a great start! Facebook provides some pretty interesting statistics for business pages. But what does it all mean? In the upper right corner, you’ll see a number with some stars – post quality. Liked this post?

Marketing Automation Trends for 2010

LeadSloth

In this post I want to focus on the trends in Marketing Automation for 2010. In 2010 you’ll start to hear about marketing methods. At Marketbright, we believe Agile Marketing will emerge as a popular methodology so marketing professionals can adapt and survive in 2010. Social Media Marketing FAIL: In 2010, we’ll see a lot of companies spend a lot of money trying to make a big splash into social networks and many will crash and burn. Manticore Technology wishes you a full-funnel in 2010. Marketers over 2010 will get much savvier about doing this, however.

35 (of the) Best Guides to Facebook Marketing, Advertising, Search and More of 2010 (So Far)

Webbiquity

Whether you’re anxious to get started marketing on Facebook, already there but looking for better results, or not sure if Facebook is right for your company (despite the eye-popping audience numbers), you’ll find guidance here in some of the best posts on Facebook marketing so far in 2010: tips, tactics and best practices for building Facebook pages, growing your fan (or “like&# ) base, advertising, optimizing for search, using Facebook apps and tools, and more, from experts like Mari Smith, Lisa Barone, Ching Ya, John Haydon, Brian Carter, Marty Weintraub and Shel Holtz.

Best Twitter Guides, Tips and Tools of 2010

Webbiquity

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 of 2010 – Increase Sales by Improving Customer Touchpoints

Sazbean

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 ).

11 B2B Marketing Predictions for 2011

Buzz Marketing for Technology

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!

Best LinkedIn Guides, Tips and Tactics of 2010

Webbiquity

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

Webbiquity

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.

31+ of the Coolest Social Media, Search and Web Tools of 2010

Webbiquity

Economic conditions may have been tough in 2010, but there was no shortage of online innovation. Most Popular Free Windows Downloads of 2010 by Lifehacker. ** 5 Stars. Looking for an easy way to create a cool graphical email signature with trackable interactive buttons? Supplement your email list with your contacts’ social network info? Create video emails? Create animations?

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10 Best Posts of 2010

Buzz Marketing for Technology

This inspired me to do a quick 10 Best Posts of 2010 as we slide into the New Year. Far and away one of the best blog posts I wrote this year was on the new 4′c of B2B Marketing – it was read over 15,000 times and 3X more popular than the next most read blog post of the year. Fire your Director of Social Media! Is The White Paper Dead for B2B Marketing? What a Trifecta of a Year!

Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

 . 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!