Acquiring Minds

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Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

wanted to let you know that I will be presenting at an upcoming Summit on B2B Digital Marketing from CustomerThink. The Summit consists of  three live webinars on the future of B2B digital marketing. With lengthy sales cycles involving multiple decision-makers, the complex B2B sales process will often start with digital lead generation. Why Invest in Lead Generation?

Are Millennials wired but not to sell?

Acquiring Minds

B2B marketing buyer behavior inside sales outbound marketing sales enablement I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. Do Millennials lack motivation to sell or is it the skill set that is lacking? Over time his reading took off.

Top 5 Reasons to use Segmentation

Acquiring Minds

Traditionally, B2B marketers have segmented based on firmographic criteria such as company size, geography and industry.    Consultants such as MarketBridge and  TCG recommend digging deeper and beyond firmographics to uncover more predictive criteria. Why risk losing a B2B buyer through a mis-targeted message?   There are now more reasons than ever to invest in segmentation.

Marketers are smarter

Acquiring Minds

Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. Marketers can track, analyze and pivot in real-time.

5 New B2B Sales and Marketing Strategies

5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. B2B Sales and Marketing leaders should evaluate adopting these 5 new B2B. Collaboration Between B2B Sales & Marketing. Strategies. Overground. 2.

Destructive B2B Sales Practices

Acquiring Minds

 . New research  from McKinsey & Company  identifies destructive sales practices and prioritizes what customers want from B2B sales organizations. Research on end users and on this scale is relatively rare in the B2B world.   . buyer behavior outbound marketing sales sales enablement B2B sales Buyer 2.0 Tech Mergers & Acquisitions - In Q1 2010, $68.8 Resources.

Savvy Buying of B2B Data

Acquiring Minds

Stevens and Bernice Grossman, two well recognized B2B direct marketing experts.    Ruth P. 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. Over the years,  we have seen a large shift in the way that B2B sales and marketing folks buy data. Resources.

Are Millennials wired but not to sell?

Acquiring Minds

B2B marketing buyer behavior inside sales outbound marketing sales enablement I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. Do Millennials lack motivation to sell or is it the skill set that is lacking? Over time his reading took off.

Selling to the Digital B2B Buyer

Acquiring Minds

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

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Contents GOING LONG: HOW 5 B2B TECH BRANDS BUILT VALUABLE AUDIENCES THROUGH HIGH-QUALITY, LONGFORM CONTENT CONTENTLY3 Brands aren’t just publishing. Thirty-one percent identified as B2B marketers, 18. 49 percent work across B2B and B2C businesses. marketing in B2B tech, even major brands like. B2B marketers. for B2B marketers than for B2C marketers. little.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

I would like to introduce a scenario that many B2B organizations face. B2B marketing buyer behavior lead generation lead management market segmentation In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. Something has gone awry. Something is not working but what? Conclusion.

Segmentation for the Nation

Acquiring Minds

In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. relatively new source of research is the tracking of B2B buyers in their online searches (SEM).   For example, the analysis of keyword searches can provide insight on pain points. Win / Loss Report – compile a list of all lost customers.

Comparing B2B Online Data Sources - New Research

Acquiring Minds

At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. As discussed in this comparative analysis of B2B data providers , the Internet has spawned new competitors like Jigsaw and Zoominfo and enabled self-service list procurement and instant download. would like to share some insight that we have on working with data providers: A breakthrough on minimum order sizes - With the advent of online data providers, B2B marketers can now order small quantities without penalty. Tags: B2B lists sales leads

The Sales Lead & the Language Police

Acquiring Minds

Do we need language police in our world of B2B sales & marketing? Whatever the case, we continue to face basic issues in B2B sales and marketing. The core concept of the definition of a sales lead and its workflow is the subject of endless debate and lack of clarity within B2B organizations. Perhaps this is an early example of mis-aligment between sales and marketing.  

Evangelizing a Content Marketing Program

Consider: Content Marketing on the Rise &86% B2B Marketers are now using content marketing in. strategic fashion 77% B2C Marketers 76% 69%& B2B Marketers are creating more content than they. report, only 21 percent of B2B marketers say that they’re. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. brands.

Marketers are smarter

Acquiring Minds

Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. Marketers can track, analyze and pivot in real-time.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

B2B marketing demand generation marketing strategy Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

B2B marketing demand generation marketing strategy Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog.

Channel Partners don’t want to generate leads

Acquiring Minds

channel lead generation B2B lead generation Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Related Blog Posts. Why team on Lead Generation in the Channel?

Content Methodology: A Best Practices Report

benchmark report, 76 percent of B2B marketers and 77 percent of B2C marketers. and over half of both B2B and B2C marketers are not clear on what a successful. The Drum named the Best B2B Content Marketing of 2015. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. Definition II. Why a Content Methodology Is Needed III. the stories.

Channel Partners don’t want to generate leads

Acquiring Minds

channel lead generation B2B lead generation Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Related Blog Posts. Why team on Lead Generation in the Channel?

Channel Partners don’t want to generate leads

Acquiring Minds

channel lead generation B2B lead generationGenerating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Related Blog Posts. Why team on Lead Generation in the Channel?

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel Marketing Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel MarketingLead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Definitive Guide to Planning a New Content Initiative

THE DEFINITIVE GUIDE 1 THE DEFINITIVE GUIDE 2 Introduction For the last decade, DivvyHQ’s founders have been helping the world’s leading marketers. to plan and produce effective content for their respective companies. In that time, we’ve. experienced first-hand how much time, effort and thought is required to get a new. content initiative planned, launched and firing on all cylinders. the “what”.

Segmentation for the Nation

Acquiring Minds

In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. relatively new source of research is the tracking of B2B buyers in their online searches (SEM).   For example, the analysis of keyword searches can provide insight on pain points. Win / Loss Report – compile a list of all lost customers.

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel Marketing Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Messaging Maximus for Lead Generation

Acquiring Minds

Selling to the Digital B2B Buyer. Destructive B2B Sales Practices. Does your messaging speak to the lowest common denominator? I 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? relevant and timely message will override concerns on privacy and interruption.

The Moment of Truth for Sales

Acquiring Minds

For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. CSO Insights ,  a B2B sales researcher, recently released their 2010 Telemarketing Inside Sales Optimization survey. . Selling to the Digital B2B Buyer. Destructive B2B Sales Practices. Tags: B2B marketing Sales 2.0 Related Posts.

Content Marketing Playbook: Strategy and Roadmap

According to CMI’s 2015 report, just 35 percent of B2B or- ganizations and 27 percent of B2C organizations have a. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. conference.

10 Signs that Sales & Marketing are Mis-Aligned

Acquiring Minds

Any marketer who indiscriminately parrots this term from list vendors should be sent back to B2B marketing school. Tags: B2B lead generation sales and marketing alignment Office Fight by trawin Poor quality leads and a broken lead process are warning signs that sales and marketing are not aligned. Rental Lists as Leads. What would you add to the list?

Should marketing be compensated like sales?

Acquiring Minds

If a B2B marketer is to be measured on revenue, then call it a bonus and make it a smaller proportion of pay such as 10%. Tags: B2B lead generation marketing quota Should marketing carry a quota on revenue? The answer is yes according to Joe Payne , CEO of Eloqua , a marketing automation software vendor (far left of above photo). asked after the panel. Joe should know.

Marketing on the Outbound

Acquiring Minds

Despite the noise in the marketplace, most B2B marketers are looking to develop an optimal mix of outbound and inbound marketing, where each type of marketing works together to enhance results. Marketing ROI - For most B2B organizations, especially those selling complex solutions, outbound marketing can deliver a sizable return on marketing investment (ROMI). Photo Credit: jot.punkt.

Use Outbound Marketing to target these 5 Buyer Types

Acquiring Minds

The Buyer at the Tipping Point - B2B marketing is part art & part science. Given the popularity of social media and inbound marketing, when should outbound marketing be used ? For some types of buyers, outbound marketing is the only way to engage (e.g. direct mail, email, events, teleprospecting). Outbound marketing may be your only option to reach these buyers.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. B2B marketers will focus.

Having a blast with B2B email?

Acquiring Minds

Otherwise known as Batch & Blast email, B2B marketers have viewed this type of email as best for retention marketing, rather than acquiring customers. In the early days of email marketing, two powerful types of email were unavailable to B2B marketers: 1to1 Sales emails that allow sales reps to automate, personalize and track emails. Multi-Function Email Suites dominate B2B email marketing. When we surveyed 249 B2B marketers last year, we were surprised to find that marketing automation suites (or multi-function email suites) dominated the rankings of email applications.