Three “Lies” That Plague B2B Businesses Today (Part Two of Three)
SEPTEMBER 13, 2016
The world’s most effective sellers get into selected, targeted accounts before there is an initiative, drive demand, build credibility, and are in the position to help the customer determine where they might be headed and how to best get there.”. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President. Principal.
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Put a best-practice process in place and make sure reps continuously follow it—and prevent your given-up-on leads from making their way to your competition. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. summary: 1.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]
OCTOBER 1, 2015
What really accelerates this is getting out from behind your desk and hitting the road to meet with your best prospects. 2) Immediately increase the targeting, data intelligence, and account knowledge skills, tools and techniques required for this effort. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it?
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
MARCH 24, 2015
The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Simplified.: The Essential Handbook for Prospecting and New Business Development. Part 2: Tip #2 Commit to It. Part 3: Tip #3 Compelling Story.
Content Methodology: A Best Practices Report
Methodology: A Best. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. MICHAEL MARGOLIS 4Content Methodology: A Best Practices Report Create the most effective. Definition optimizeconnectcreate 5Content Methodology: A Best Practices Report II. 6Content Methodology: A Best Practices Report II. Content. Definition II.
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. While the creation of this lead generation machine does involve extensive thought, it is one of the best ways to make your company profitable in the long run.
The sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
learned some important lessons: When giving a speech and you get a tough question, sometimes it’s best to let someone else handle it. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. The room grew quiet; the other hands dropped. How do the rest of you feel?”.
Your Marketing Team Isn't As Good As They Think - Just Ask Sales
NOVEMBER 6, 2014
Yes, it was one of Casey Stengel’s best thoughts. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? Lead Generation Marketing Strategy Lead Qualification
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Generate Demand. Duboff.
Study: How Much of Your Content Marketing Is Effective?
idea that marketers are still searching for the best way to link their. to create content are beginning to learn how to best spend their sacred budgets. likely need some of the resources afforded to those best-in-class brands—a stable supply of time, money, and analytics that take the guesswork out of their jobs. Copyright © 2015 Contently. All rights reserved. content. 68% 16.7%
Dead is Dead! (At Least in Sales and Marketing)
MAY 19, 2015
The main point of the article is that the best writers read their audience, and the times, to write content that resonates with that audience—meaning that the content is not necessarily proven, it’s simply what the audience wants to hear. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. How did the two of you decide to collaborate on this book? A. Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc. Relationships matter. Sales Process B2B Sales
Changing the Sales Conversation [PowerViews LIVE Highlights]
MAY 21, 2015
Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation. In closing out the session, Linda points out that the most important launching point for change is not a list of “how-tos,” but rather a commitment, intent and desire to be the best.
4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)
MARCH 3, 2016
Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages. guarantee that you will be surprised by your actual metrics (or lack thereof), how you stack up against best-in-class companies— and that you will look at the challenge of making the 2016 number a whole lot differently than before.
Marketing Automation is Not Marketing Strategy
FEBRUARY 27, 2014
Marketing automation doesn’t identify your best target audiences. Marketing automation doesn’t identify your best target audiences. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. This worries me.
Staffing and Launching Your Content Marketing Program
from the best practices we learned from our own. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 A clear sense of identity is what categorizes the best. The late, great David Carr put it best when he said, “Creating. we’ve found putting our readers first is the best way to. ROI Best practices for tying content to business results. All rights reserved. So was I.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. Use best practice processes in lead follow-up and sales execution and substantially increase your revenue and commissions. Following the prayer, the quarterback threw a quick pass over the middle to score. Period.
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
FEBRUARY 24, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". Someone once told me that CEOs don’t care about leads. They only care about revenue. They go into a black hole (sometimes called CRM). It doesn’t have to be that way.
4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)
MARCH 1, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. It doesn’t have to be that way.
PowerViews with Joanne Black: No Such Thing As “Warm Calling”
MARCH 11, 2014
The best part? She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. Nothing comes close to that.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
latest trends, and the ones with the best reputations. where to source the best freelancers. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. The best example of this is an appointment setting company that charges by the appointment. Part III: Expectations for ongoing success: marketing and sales accountability. The Right Expectations. Guess what?
Is Your Funnel Full of Fool's Gold?
AUGUST 25, 2016
So, what’s the best way to rid the funnel of fool’s gold (leads that may look good at first blush, but are actually not worth much)? The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. How can you most effectively fill it instead with solid gold leads that have high potential of closing? The role of prospect development is to close the gap between marketing and sales.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
JUNE 2, 2015
Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible. What makes some lead generation programs fail and others flourish? collaborative vendor-client relationship equals a win-win! The result? Expected results.
What Does “Full Funnel Marketing” Really Mean?
AUGUST 5, 2016
The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. So how do Full Funnel Marketers measure their work?
Evangelizing a Content Marketing Program
ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY5 Matthews quickly convinced Marriott he was the best. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. brands.
4 Tips to Power up Prospecting in 2015: #2 Commit to It!
MARCH 25, 2015
The last point Mike addresses in this section is one of the most frequently asked questions he’s received over the years: What’s the best time of day to prospect? Yes is the best time of day to prospect.” In other words, any time is a good time. In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: Mike’s answer?
Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
APRIL 10, 2014
Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. The best weekday to call is Thursday, followed by Tuesday then Wednesday. In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer.
Lead Nurturing: Triple Your Marketing Return
JUNE 2, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. No Response.
4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
MARCH 27, 2015
The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It.
4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
MARCH 26, 2015
The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: It was a stellar presentation. Simplified.:
Is Anyone Leading Lead Management?
JUNE 15, 2016
My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. If you do these four things, the entire sales lead management machine and dozens of departments and vendors will fall into line, with the objectives of serving the prospect and the company’s revenue expectations to the best of their abilities. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Direct Marketing Agency. PR Agency.
True Marketing Operations: It’s time.
MAY 20, 2014
My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president. If yesterday were today, I am sure that John, the CMO, would have a marketing operations manager equal to my sales operations manager.
Marketing Needs to Put Skin in the Game
MAY 20, 2016
The net-net is, when marketing keeps its focus on sourcing leads, using tools and best-practice processes that continually measure results, marketing is able to prove its value to the organization, keep budgets growing and get the credit for revenue contribution that it deserves. Some of the other assumptions are estimates from SiriusDecisions Demand Waterfall metrics on the “Average Company” vs. their best-in-class averages. Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. Tier 3: SMB/Channel Accounts.
B2B Marketing Trends for 2016
them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
MAY 28, 2015
As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Follow up on leads and provide specific, relevant feedback: For PointClear clients, we provide lead follow-up best practices. Those kinds of relationships really suck.). After all … we’ve seen it all.
The Key to Filling in Your Revenue Gap
FEBRUARY 26, 2016
At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads. An allbound approach enables prospects to engage with your company in the way that works best for them while targeting the right market or markets. Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. The numbers speak for themselves.
REVENUE: The Golden Opportunity with Big Data and Content Marketing
FEBRUARY 4, 2014
Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best. By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy situation, right? But finding the opportunities in Big Data can be deceptively simple.
How Much Do Your Leads Cost?
MAY 24, 2016
The next blog in this series introduces the Judicial Branch—the best way to eliminate finger pointing between marketing and sales, and keep leads from being ignored by the field. Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Have all contacts been engaged?
Content Marketing Playbook: Strategy and Roadmap
approach delivers the best results: Target a primary and. 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. Adopting a Winning Perspective 7 III. Back at GE and in. conference.