One of the issues I face as a B2B marketing services provider is the “personal preference” challenge. At this point, I want to remind the executive that he or she is not the prospect, so how they personally feel about the campaign should not be the primary factor on whether we should launch it. In a prior life, I worked with a CEO who had very strong opinions about written prospect communications. However, I knew from experience that a shorter email focused on the prospect’s pain points usually performed better. Marketing Marketing Services Prospect Email MORE >>

Ever Wondered About the Secrets to Prospecting Success? Filed under: Prospecting , Sales 2.0 Tagged: b2b sales , Sales 2.0 , sales prospecting. Prospecting Sales 2.0 b2b sales sales prospectingby Éole. Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. It’s a phenomenal feeling, however like the great game of baseball, slumps come and go along with these hot streaks as well. ain’t in no slump. – Robert J. Weese. MORE >>

Smart marketers understand that all prospects are not the same, and to treat them as such is dangerous and ineffective. Prospect A may be at the initial stage of the education process, while Prospect B is close to making a purchase decision. Like I said earlier, you need to meet prospects where they are, not where you want them to be. Educate – Have plenty of quality content to educate your prospect. Make it easy for prospects to engage with you. Sales – Create sales channels that are in alignment with the needs of your prospects. MORE >>

Lead Generation Companies | How NOT to Prospect Using Email and Video. As we pointed out in this blog article “ The Current State of B2B Demand Generation “, most companies still use email as their main lead generation tool. Not one word about what problem it solves for the prospect, why the reader might need it, or sharing insights the prospect may need into how technology is evolving. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. So how well they use email is critical. To: Jim Burns. MORE >>

With the new popularity of pull marketing, B2B marketers may be under the mistaken impression that push marketing is dead—or should be.  Simply put, B2B marketers need a mix of push and pull.  Limiting your strategy to pull alone will reduce your market, and limit your ability to identify all the prospective buyers who might need your solution to their problems. And it works great for luring prospects at various stages of the buying cycle, especially when they have already identified a need and are researching potential solutions.  Photo credit: Aimar (Nidde). MORE >>