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Is Your Sales Prospect A Great Fit For You?

Sales Prospecting Perspectives

It is with this in mind that we run a “Prospect Diagnostics” meeting. I’ll break down the “Prospect Diagnostics” call to very simple terms, “Does this have potential to be a long happy relationship?” ” Does the prospect have a need that warrants the use of YOUR product/service? Not only should the prospect have a need for a solution, you should be confident that your solution is better for the prospect than any others. If you aren’t the best fit tell the prospect and respect their and your time.

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.

Best LinkedIn Guides, Tips and Tactics of 2010


43% of employees at the largest companies in the US use LinkedIn for professional reasons, compared to 11% on Facebook. LinkedIn New Feature – Follow Company by Success CREEations. LinkedIn Launches ‘Company Pages’ by MediaPost Online Media Daily. Mark Walsh reports on company pages, another new feature added by LinkedIn in late 2010. Digg this!

How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at Leverage responsive web design – Don’t design your site like it’s 2010! These are the future decision-makers and purchase influencers that you will be battling for with other companies in a not-so-distant future. Clients hate to read. Stop it!

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


Here he outlines five ways that sales can use these tools as well, from social CRM to teaching prospects how to solve business issues. Noting that “Smart and savvy companies have positioned themselves as authoritative experts and trusted sources of information by creating their own content,&# Gordon Plutsky outlines a six-step process for consistently connecting with prospects through relevant, compelling content. A Cheat Sheet to Help You Conquer Social Media by Fast Company. Five Rules for Responsible Social Marketing by Fast Company. by Kuno Creative.

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Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

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. Your company is managed according. &#.

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


Monitor social media discussions of your company or product in real time? Economic conditions may have been tough in 2010, but there was no shortage of online innovation. A handy way to supplement your email contact list with information about those prospects from the most popular social networks. Most Popular Free Windows Downloads of 2010 by Lifehacker. ** 5 Stars.

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SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

B2B marketers are being held a lot more accountable (as they should be) for their contributions to a company’s revenues. Lead scoring must be based on both profiling of the best prospects (company size, industry classification, job function, etc.) A lead is a lead, right? Depends – are you in marketing or in sales? No, I am not splitting hairs nor am I indulging in semantics.

The Three Biggest Mistakes Companies Make with B2B Websites

delicious b2bmarketing

Because of this history, some B2B companies still consider a website an “online brochure,” a misconception that causes a lot of trouble. Here are the three biggest mistakes I see companies make. To determine if you have the right messaging, ask people outside of your company and industry to view your site. Dianna’s client list includes large and small companies across the U.S.

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Seven Ways to Use Social Media for Business


Producing and sharing content with your market both attracts prospective buyers and educates them, potentially shortening sales cycles. Ultimately, no one knows the challenges that your prospects face better than your prospects themselves. There’s no better source of information than your prospects and existing customers to help generate new product ideas.

Top 25 Articles and 8 Topics in B2B Marketing for March 2010

B2B Marketing Zone Posts

March 2010. Great stuff in the world of B2B Marketing for March 2010. Best Social Media Stats and Market Research of 2009 - Webbiquity , March 31, 2010 Whether you need data to back up a proposal for investing in social media marketing for CFO, want to understand which online tactics work best for engaging with customers and prospects, or are just an analytics data junky, you’ll find a treasure trove of key insights and happy hour trivia in this collection of the best articles and blog posts on social media and other marketing research of the past year. Hot Topics.

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Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

If I could offer you a billboard in the middle of Times Square for little to no cost for you to advertise your company would you do it? In 2001 when Google AdWords was just announced – I was buying and converting potential prospects into leads for pennies on the dollar with keywords like Globalization, eCommerce, Interactive Marketing (I was in a consulting firm at the time).

55 (of the) Best Social Media Tips, Tactics and Tools of 2010


If 2009 was the year many marketers puzzled over, poked at and pondered incorporating social media into their marketing mix, 2010 was the year of diving in. 500 companies now call social media “very&# or “somewhat&# important to their marketing or business strategy. 6 Basic Questions For Social-Optimizing Your Company Website by BlueGlass. Adoption soared. Magazine.

33 (of the) Best Marketing Strategy Guides and Insights of 2010


As we rely more on all of our employees (not just marketing and PR) to represent our company through social media, how do we train and motivate them to do so effectively? Big Ed’s Top 10 B2B Marketing Trends For 2010 by Marketing-Gimbal. Edward Brice pretty much nailed the significant b2b marketing developments for 2010 (e.g. but: why do we even have a corporate Facebook page?

The New Marketing Accountability

B2B Marketing Insider

See in a “campaign world&# marketers think we have way more control over the prospect situation than we really do. Finally, take a poll: ask marketers if they can a) recite the company’s 30-second elevator pitch on why a prospect should pick them vs the competition b) demo their product c) talk to a customer. He also asks us to be accountable to results.

11 Myths of Social Media Marketing


Because social media is fundamentally about conversations, the individual(s) behind your social media activities is often perceived as the public face of your company. Thoughtful companies keep their SEO efforts local (to avoid link-spamming , for example) and after evaluating all of the costs, many are even moving call centers back onshore. Social media marketing is really hard.

Social Media and the Case for Marketing Optimism

B2B Marketing Insider

When we allow our prospects to tell us what words they use, where and how they search for solutions, what their pain points are, and when they are ready to engage, sales and pipeline opportunities appear- almost miraculously. In companies across the world, social “experts&# are rising up and taking new positions like “Community Manager&# and “Social Strategist&#.

How To Conquer The Fear Of Asking The Dreaded Budget Question

Sales Prospecting Perspectives

Inquiring about budget can be one of the most difficult subjects when it comes to qualifying a prospect. Many feel that they don’t like talking about their financial situations with strangers, so why should prospects want to talk about theirs with them? While this is a valid point, I feel there are ways to ask questions in a non-intrusive way to get these prospects talking. The most important factor is to establish trust with your prospects, and often times this can be on your very first call with them.

36 (of the) Best Facebook Guides, Stats and Rants of 2010


It started 2010 with roughly 350 million users and is now on its way to 600 million. How can you stand out from the crowd, grow your fan base, get “likers&# to come back to your page, engage your audience, target your prospects, conduct research, and basically prove to the CFO that all of this work isn’t just a colossal waste of time? Facebook Marketing Tips and Guides.

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Top 10 Takeaways from the 2010 Content Strategy Forum

Content Marketing Today

If so, you know how important it is to deliver relevant and valuable content to your most important current and prospective customers. Thanks to two info-packed days I spent at the April 2010 Content Strategy Forum , I’d like to give you a head start. A relatively small number of companies are really clued in to their prospects’ online information needs.

Do Your Inside & Outside Sales Communicate Well?

Sales Prospecting Perspectives

We were tasked with following up on web hits, attendees to webinars and any other cold lists of target companies that marketing felt fit the profile of company we should be calling on. The marketing material was always very helpful to send when we actually got a prospect live, but if we didn't define the pain we usually never sent the appropriate collateral to get them interested. 2) What to actually say when you do get a prospect live. Let us put down those egos, find some common ground and make the company a boatload of money working as a unit.

Marketing Automation Trends for 2010


In this post I want to focus on the trends in Marketing Automation for 2010. 3) It’s all about the buyer now, so why are you still writing about “my company this, my company that&# ? (4) The rep may try to contact the prospect several times but will give up after a certain point. 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. Manticore Technology wishes you a full-funnel in 2010. and Web 3.0


Best Content Marketing Guides, Tips and Tactics of 2010


It helps move a prospect along the buying cycle. Stephanie Tilton says a company has developed enough content “when it has created content that answers prospects’ questions at each stage of the buying cycle,&# then outlines a process for determining exactly what that means in any given organization. It enhances your organization’s image (e.g., by Ink Rebels.

Cold Calling 101: The Monthly Campaign

Sales Prospecting Perspectives

They've taken some of their valuable time to think more deeply about their prospects which manifests itself in sharper focus once they get them live. That 600 should be spread across 200 unique companies with 3 contacts per company being called at one time. We've found that the optimal times for reaching cold prospects live are between 8:30am-10am and 4:30pm-5:30pm (in the prospect's time zone). A critical component to the success of any teleprospecting rep is a healthy regiment of cold calling. We recommend a list of contacts no bigger than 600 per rep.

Today's Teleprospecting Tips

Sales Prospecting Perspectives

I'd like to take this opportunity to go over some of the trends that I have come across and things to keep in mind when you reflect back on your own on your lead gen team's prospecting approach: 1. The goal of asking questions should be to get the prospect thinking about what they are not doing, and uncovering the pains that others in their situation have already addressed through your solution. Our ultimate goal is to either qualify or de-qualify a prospect/company. Be Honest - Prospects don't always know that you are not their sales rep. Be assertive!

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Is The White Paper Dead for B2B Marketing?

Buzz Marketing for Technology

In place of a white paper, B2B companies need to create a topic micro site – i.e., a site focused on a single topic and providing a wide range of educational content and interactivity that a white paper alone just can’t provide. Kill the white paper!” they are increasingly telling their clients. “We And I tend to agree. But then the question quickly becomes how do you build thought leaders?

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How to Calculate Social Marketing ROI

Paul Gillin

They do assume that a company has a rich set of historical data to work with, which is often not the case. We’ve told you about a few companies that have achieved a notable return on investment (ROI) from their social marketing initiatives. any company, regardless of the financial impact. Most of these early adopters work for companies with adaptive, change-oriented management.

ROI 57

6 Tips for Understanding the B2B Business Decision-Making Process.


A content marketing communications strategy that recognizes this as every business buyer’s position can make the difference between an engaged prospect or an unsubscribe, a loyal customer or a lost sale. This requires marketers and sales teams to build a relationship with their contacts and keep in touch as a prospect moves through the purchase funnel, however long that may take.

Best Web Presence Optimization Guides and Tips of 2010


But fundamentally, 1) there are now far more online venues than just your website or blog where you and/or your company be found (social media pages and profiles, articles, videos, etc.), It can happen—negative commentary about you or your company gets posted online. Or maybe it just hasn’t caught on. Whatever. Don’t say those words!) of the past year. Share this on Bebo.

Marketing Dashboard: Passive Discovery

Digital Body Language

At the earliest stages of the funnel, where buyers first begin to become aware of your company and its solutions is perhaps the most challenging. If you notice that prospects discovery of your solutions is mainly from paid sources, there is an opportunity to assess whether content marketing efforts may provide a more economically efficient way to drive awareness.

Exclusive Interview With SAP's Director Of Social Media - Michael.


Traditional content marketing and online community marketing in our company is typically managed by our global teams, however, there is a percentage that is done locally. As a company, we have placed innovation and customer value at the heart of what we do. Jeremy: What advice do you have for other B2B marketers who are in the process of shaping their company’s social media efforts?

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B2B Market Segmentation – Part 2: How to Approach Segmentation

Everything Technology Marketing

The biggest segmentation error that people make is to start with the "who" or "what" and segmenting the market using criteria such as industry verticals, company size or geography and other dimensions because this data is easy to gather. A better segmentation strategy is to start with why companies purchase a solution. How do I know how price sensitive a company's buying center is?

5 Importants Tips You'll Need To Be Successful At Cold Calling

Sales Prospecting Perspectives

Scrub your lists - It's wonderful to have a list to call on, unfortunately if you are not taking the time to scrub off customers, prospects currently engaged with sales reps and leads with incomplete or inaccurate information- then your reps are going to make a ton of unnecessary dials. Two hours of scrubbing could save you a few days of wasted calls and most likely prevent an angry response from a sales rep wondering why you cold called a prospect they've been negotiating with for a month. Have a call plan - Come up with a plan to communicate with your prospects.

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


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 Google AdWords Tips and Tactics of 2010


According to recent research from eConsultancy, “Paid search consumes the largest portion of online lead generation budgets, accounting for 28% of spending (in 2010), up from 22% in 2009.&# In addition, more than half of companies that use paid search increased their budgets for it last year. You’ve actually got A LOT of company. When should you use the AdWords Editor?

How to Engage Hyperactive Tech Buyers: Insights from TechTarget

Savvy B2B Marketing

Yet you also found that these prospects are varying their search terms based on where they are in the buying cycle. These researchers are looking for the best solution from the best vendor for the best price with the best fit for their company. The duration of the buying process depends on the company and the technology being considered. How can marketers respond to this?

Why Companies Need to F-R-E-E Their Case Studies

Stories that Sell

A small software company recently ran an experiment… The company, which had been requiring registration to download its customer case studies, decided to unlock those stories on their website. In just one week, the company reported that downloads of its case studies were three times higher than the previous four months combined ! The results were pretty shocking.