B2B Marketing B2B SalesAs a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. Dave Brock, President and CEO of Partners In EXCELLENCE, just wrote a good piece on his Partners in Excellence blog titled, Price is Never the only decision criteria! As a top sales consultant, Dave has been encountering an increasingly number of clients’ reps that cite Pricing as the first thing customers want to know. 100% of the time, the response is Price! And I wait…. problem. MORE >>

He didn’t give any other details, so I gave my input from both a B2B and B2C perspective. Regardless of whether you are a B2B or a B2C business, I have a favorite three letter acronym and a favorite four letter word: Respectively, they are CTA (call-to-action) and TEST. B2B Calls-to-Action. Many B2B marketers fail to offer website visitors and social media encounters compelling reasons to engage. The biggest mistake in online B2B marketing is limiting CTAs to “contact us.” Traditionally, a popular B2B CTA has been a white paper download. MORE >>

The project called the “2012 B2B Demand Generation Benchmark Survey” asked 156 professional marketers which channels are most productive for producing a high quantity of leads, and which produce the highest quality prospects. It has for years, yet marketers continue to ignore it as a B2B Lead Generation tool. Having used a Self-Service Quote service for years to market high-end B2B solutions ($25,000 and up), we can safely say that it attracts serious early stage, “future” buyers. B2B Samples By Industry. B2B Samples By Business Size. 26 to Nov. MORE >>

Are you looking to generate more sales ready leads on your B2B website? As B2B Marketers, we are all feeling the pressure to do something, anything , to generate more B2B leads. By taking early ownership of the corporate website and populating it with lots of product information, marketing has taken on the burden of selling products , even on a B2B website. Since most B2B companies do not sell products directly on their sites, the first goal should be to sell the sales conversation , not the product. Take a look at your B2B website. MORE >>

think Ardath hit the nail on the head that this is the reality for many B2B marketers and sales people today. Today the website has taken center stage in the B2B marketing and sales arena. Tags: B2B Marketing 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. She is obviously a deep thinker about all things marketing and one of her slides stopped me in my tracks. Here’s why. What’s next? MORE >>