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| | B2B LEAD GENERATION BLOG
JUNE 17, 2012 B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’
But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. If a sales professional says, ‘I submitted a proposal,’ and your customer says, ‘I got a price quote,’ that’s a sign of misaligned perceptions and selling-buying cycles,” says Dickie. When prospects finally call, the sales rep better not say, ‘Do you want to talk about pricing? Sales
| | WEBBIQUITY
JANUARY 24, 2011 31+ of the Coolest Social Media, Search and Web Tools of 2010
Economic conditions may have been tough in 2010, but there was no shortage of online innovation. Discover how to accomplish all of the tasks above and more using some of the coolest free and modestly priced social media and web tools released in the past year or so. Pricing ranges from $30 to $150 per month. Pricing ranges from $30 to $100 per month depending on features.
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| | CUSTOMER EXPERIENCE MATRIX
SEPTEMBER 1, 2009 Net-Results Simplifies Demand Generation for Small Business
They’re assigned to campaigns by defining entry conditions for campaign steps, which the system calls “actions”. These conditions are not themselves segments but can be copied from existing segment definitions or built with the standard segment-creation interface. Campaigns can have multiple actions, each with its own entry conditions. Each lead is assigned to the first "child" action whose entry conditions it meets. Running reports against segments may not sound too exciting, but it greatly simplifies marketing analysis. Net-Results does not.
| | CUSTOMER EXPERIENCE MATRIX
JANUARY 17, 2009 Best Practices for Marketing Automation and Demand Generation Campaigns
A bit of context: the presentation listed a sequence of steps for marketing campaign creation, deployment and analysis. Sharing also makes it easy to deploy changes, such as a new price or new logo, without individually modifying every item in every campaign. This lets marketers refine them over time, testing different treatments for different conditions and keeping the winners. This matters because best practice marketing involves so many specialized campaigns and is constantly adjusting to new conditions. But I digress. Step 1: Gather Data. Step 2: Design Campaign.
| | CUSTOMER EXPERIENCE MATRIX
AUGUST 29, 2011 Insights from Eloqua's IPO Registration Statement
My analysis is below. Eloqua doesn’t offer an explanation, but my guess is heavy competition forced them to reduce prices during this period. The company tightened its belt in response to economic conditions in 2009, in particular by reducing marketing and sales costs by nearly $4 million (more on that later). Eloqua last week filed for an initial public offering of its stock.
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- Can the social web play a role in customer retention?
Is there a way to attract and retain B2B customers without lowering your price
? Holding onto customers in a buyer’s market is one of the most extraordinary challenges in business, especially if you’re selling a commodity (Commodity = purchasers view suppliers as identical on all factors but price
, i.e. common coal, steel, or chemicals). Some other potential approaches to this challenge: Solve a customer problem (reporting, data-gathering, analysis
/testing) that might add slightly to your cost, but establishes enough value to create a hurdle to switching. MORE >>
ENGAGE 5 Myths About Customer Reviews and the Wild Web
| THURSDAY, MARCH 31, 2011
It is perfectly acceptable for businesses to set in their Terms
that reviews should not mention competitor products/sites or pricing
. All recent industry analysis
has shown that despite trolls and fake positive reviews, a huge majority of customers use and trust reviews (92%). There is research showing that this helps alleviate pricing
pressure too. T he web, as we’ve been told, is the Wild West. Anything goes. So why would you let them have their say on your site? Corral. Right? Sounds like a risk with little or no reward to me. Globally. MORE >>
TOM PISELLO Five Reasons You May Not Be Spending Enough on Content Marketing
| MONDAY, NOVEMBER 29, 2010
The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices
, and “buying now. For example, automotive sites now provide more tools than ever to guide buyer’s decisions including customized configurators and pricing
tools, competitive comparison tools, video brochures, and Facebook “fan pages. Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. MORE >>
THE ROI GUY The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012
| TUESDAY, DECEMBER 6, 2011
Frugalnomics, means that buyers are overloaded and forced to do-more-with-less, uncertain about their budgets, and required to financially justify new investments. Advice: Discounts can be used to win business, and low-price
providers will have an inherent advantage. The much-sought economic relief in 2011 never arrived, setting the stage for a budget constrained, frugal 2012. As a result, sales and marketing must quickly evolve engagement techniques to meet economic-focused buyer demands. MORE >>
DELICIOUS B2BMARKETING Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies
| MONDAY, JUNE 22, 2009
Based on an analysis
of The Advertising Concept Book by Pete Barry, it’s a really useful list… Read more… Stan Woods | February 13th, 2009 | no comments Why Ronald Reagan is the Spitting Image of an internet pioneer Presidents are all the rage. May all who sail in her find reasonably priced
shipping supplies from a broad (and competitive) selection of maritime vendors… ShipServ… Read more… Roger Warner | April 15th, 2008 | no comments New White Paper Available: How to PPC in B2B Hey! Come and get it! Come and get it! World. See it here. MORE >>
- IT Does Matter THE ROI GUY | THURSDAY, DECEMBER 15, 2005
- Selling Software to the C-Suite REQUIRES Quantified Value THE ROI GUY | THURSDAY, APRIL 15, 2010
- Five Reasons You May Not Be Spending Enough on Content Marketing THE ROI GUY | MONDAY, NOVEMBER 29, 2010
- Social Media Marketing Versus Search Marketing BUSINESS GROWTH DEVELOPMENT | MONDAY, DECEMBER 20, 2010
- IT Does Matter TOM PISELLO | THURSDAY, DECEMBER 15, 2005
- Selling Software to the C-Suite REQUIRES Quantified Value TOM PISELLO | THURSDAY, APRIL 15, 2010
- DecisionPower Offers Agent-Based Modeling for Marketers CUSTOMER EXPERIENCE MATRIX | TUESDAY, OCTOBER 3, 2006
- For Behavior Detection, Simple Triggers May Do the Trick CUSTOMER EXPERIENCE MATRIX | THURSDAY, MAY 22, 2008
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