Acquiring Minds

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Are Millennials wired but not to sell?

Acquiring Minds

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. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

Marketers are smarter

Acquiring Minds

It’s not that I have access to the results from some sort of marketing IQ test but there are some signs: on her blog  and according to recent research with the BMA , Laura Ramos observes that the stature of marketers amongst peers, senior management and board members has much improved. Would have been a great  B2B marketer. Marketers can track, analyze and pivot in real-time.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. 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. B2B marketing demand generation marketing strategy

Are Millennials wired but not to sell?

Acquiring Minds

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. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

Content Methodology: A Best Practices Report

resources Blog, social, email Google Analytics, biannual. editor) Blog, social, email, paid distribution Google Analytics, engagement. managing editor) Create 2–4 pieces per month 2–4 pieces per week 1+ pieces per day Blog, social, email, paid. 2,500 Format Blog post. Blog post Longform. blog post Longform. blog post Longform. Content. Definition II.

Savvy Buying of B2B Data

Acquiring Minds

Stevens consults on customer acquisition and retention, teaches marketing at Columbia Business School and blogs at HBR.org. . Let’s hope they are reading your blog and getting some inspiration to adjust their priorities. . Online Data is Mainstream – Acquiring Minds Blog Post. Comparing B2B Online Data Sources – New Research – Acquiring Minds Blog Post.

Buy 17

Destructive B2B Sales Practices

Acquiring Minds

Blog Post on the Sales Renaissance.  . 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.   . high performance sales force can boost share of customer by an average of 8 to 15 percent. Comments Are Welcome. Resources.

The Sales Lead & the Language Police

Acquiring Minds

Related Blog Posts. At its simplest level, language allows one person to understand another in the course of basic communication.   . On a broader scale, language defines who we are, what groups we belong to and our culture.   . Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing.   Photo Credit.

The Risky Business of Exclusive Reselling

Acquiring Minds

Rob Brewster, SVP Business Development at Eloqua explained in a blog post  that The Pedowitz Group’s decision to partner with some of Eloqua’s competitors jeopardized Eloqua’s IP (Intellectual Property) and caused Eloqua to make the change. Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. Vendor Sells Direct.

Blog Title 1

Acquiring Minds

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic typesetting, remaining essentially unchanged.

Blog Title 2

Acquiring Minds

Lorem Ipsum is simply dummy text of the printing and typesetting industry. Lorem Ipsum has been the industry’s standard dummy text ever since the 1500s, when an unknown printer took a galley of type and scrambled it to make a type specimen book. It has survived not only five centuries, but also the leap into electronic typesetting, remaining essentially unchanged.

Content Marketing Playbook: Strategy and Roadmap

you Google it, you’ll find a thousand different blog posts. than thinking about it as a company blog. Its three robust blogs see 2 million. Our blog generated 2 million views. has built blogs with over 100,000 monthly readers for. problems through your content, you’re much more like- ly to get them to read your blog and pick up much more. Introduction 3 II.

Marketers are smarter

Acquiring Minds

It’s not that I have access to the results from some sort of marketing IQ test but there are some signs: on her blog  and according to recent research with the BMA , Laura Ramos observes that the stature of marketers amongst peers, senior management and board members has much improved. Would have been a great  B2B marketer. Marketers can track, analyze and pivot in real-time.

Be Social or Be Fit?

Acquiring Minds

For the past year I have been anti-social: hardly a tweet and nary a blog post. blogs social media blogging Triathlon While the social media wave has swept over the world, I have been navigating other waves. have plunged in and taken up triathlon. The rhythm of training and racing hasn’t left much time for the demands of producing content for social media.

Be Social or Be Fit?

Acquiring Minds

For the past year I have been anti-social: hardly a tweet and nary a blog post. blogs social media blogging TriathlonWhile the social media wave has swept over the world, I have been navigating other waves. have plunged in and taken up triathlon. The rhythm of training and racing hasn’t left much time for the demands of producing content for social media. Nice to be back!

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. 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. B2B marketing demand generation marketing strategy

Evangelizing a Content Marketing Program

So, naturally, she want- ed Marriott to have a blog, and she wanted Bill Marriott. read a blog from me?” blog post at a time. Marriott’s efforts started with weekly blogs. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. Introduction 4 II.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. 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. B2B marketing demand generation marketing strategy

Channel Partners don’t want to generate leads

Acquiring Minds

Related Blog Posts. 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. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

Channel Partners don’t want to generate leads

Acquiring Minds

Related Blog Posts. 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. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

Channel Partners don’t want to generate leads

Acquiring Minds

Related Blog Posts. 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. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

Marketing Technology: 3 Solutions You Can't Live Without

Chief Marketing Technologist Blog. Chief Marketing Technologist Blog. Marketing Technology: The 3 Solutions You Can’t Live Without sponsored by:eBook Table of Contents The State of Marketing Technology Demands of the Modern Marketer Inside the Marketing Technology Explosion Marketing Technology Landscape What Marketing Technology Do You Really Need? Now consider how much of. Whether.

The Moment of Truth for Sales

Acquiring Minds

Stuart Armstong, in a comment on my earlier blog post , pointed out some research from Forbes Insight  indicates that the majority of business owners and CXO level executives prefer face-to-face meetings (albeit that the research brief is slanted to appeal to the hotel industry and seems to fly in the face of the analyst research listed above).  One SaaS, hosted solutions). Related Posts.

B2B 2

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

Fact-Find Low, Call High A year ago, Paul McCord , sales trainer, consultant and author, blogged about how he prospected. If you are in telesales, how can you be both buyer-centric AND productive? For telesales groups that target the SMB segment (Small, Medium Business), the dynamics are very different than in pursuing large mid-market or enterprise accounts. So what to do?

SMB 2

Having a blast with B2B email?

Acquiring Minds

For a terrific overview of this standoff, read Laura Ramos' recent post on her blog. When you think email, do you think email blasts? You know - a humongous email broadcast - the digital equivalent of a large mail drop. 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. But all that is changing as.

Sales 2.0 fuels PTC's SMB Expansion

Acquiring Minds

For my interview of Travis, please see my blog post interview of Travis Fore. Advocate blog The Sales 2.0 Conference Post by Geoffrey James, BNET blog "Loose Talk" at the Sales 2.0 Conference, Boston, MA by Marci Reynolds, Sales Operations blog Sales 2.0 Lessons from the Twitteratti by Parker Trewin, B2B Marketing for Faster Sales blog Photos of Speakers and Attendees at the Sales 2.0 for a 360 degree customer view by Robert Lesser, Acquiring Minds blog. Conference in Boston ). At the Sales 2.0 hours. After Dan's presentation at the Sales 2.0 Sales 2.0

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

through her blog, training, and client. Advocate Marketing Creates B2B Customer. Relationships That Last A Lifetime Focus On People, Not Companies, To Increase Advocate Engagement by Laura Ramos September 28, 2015 FoR B2B MaRketing PRoFeSSionaLS FORREsTER.COM key takeaways Customer Testimony Helps B2B Attract. Business And Close Deals Referrals deliver higher-quality leads, references.

Network Solutions levers Sales 2.0 for a 360 degree customer view

Acquiring Minds

Conference, tune in to this blog or my tweets at www.twitter.com/RobertLesser. Travis Fore is in a unique position to profit from Sales 2.0. As SVP of Sales, Service and Product Delivery, Travis is responsible for the breadth of customer experience at Network Solutions. spoke with Travis prior to his appearance on a panel discussing 'Sales Lead Management 2.0' at the Sales 2.0 Conference in Boston. Approximately 300 direct sales reps target small businesses across the US. One of my questions to Travis concerned buyer dissatisfaction. Travis discussed with me some of the Sales 2.0

Sales 2.0 Techniques for the Job Search

Acquiring Minds

Blogs As a job seeker, you are severely constrained by the amount of space on a resume. personal blog is a much more expressive medium to expand upon your capabilities and in a much more personable tone than a resume. Of all the social media tools available to marketers, blogs and video are ranked most highly by B2B marketers for lead generation. Additional Reading Job Search 2.0 by Rachel Happe, The Social Organization Blog Career Toolbox: 100+ Places to Find Jobs by Sean P. Looking for Work 'New School' by Monica Hamburg, Me Like the Interweb Blog.

A Community Turns One Year Old

Acquiring Minds

If Social Media Today is a toddler, then that would make me a newborn. A few weeks back I was invited to blog on Social Media Today and now would like to send my congratulations to the team. Tags: Social Media Today blogs Happy Birthday to you! Thanks for inviting me to the online Party!

Networking & Photos from the Sales 2.0 Conference

Acquiring Minds

Jill Konrath , Chief Sales Officer, Selling to Big Companies , author and blog ger confided in me some of the challenges that she faces in expanding her sales training organization in this downturn. The Sales 2.0 Conference in San Francisco was a great opportunity to chat and catch-up with luminaries from the B2B Sales & Marketing world. The first day I sat at a table with Garth Moulton , VP of Community /Co-Founder at Jigsaw and blogger. Last fall, I had met Garth in Chicago when I spoke at a Chicago Association of Direct Marketing conference sponsored by Jigsaw. world. Conference

Study: How Much of Your Content Marketing Is Effective?

For example, Thea Oliver, communications manager at Thrive, said her biggest content failure last year was pushing “guest blogs. produced blog posts this year due to lack of budget and time, and. early days of content marketing as a one-click solution to popu- lating corporate blogs and as a hack for boosting search rankings. Copyright © 2015 Contently. All rights reserved.

Lead Generation Takes Precedence in the Downturn

Acquiring Minds

Although this is a sombre forecast, it does not compare to the steep drop in spend in 2001 (see my previous blog post on this). To read more posts, follow this link to The Acquiring Minds Blog To download the BtoB Magazine webcast, follow this link: Outlook 2009: Marketing Priorities and Plans. In response to a substantial drop in technology spending, B2B marketers will cut budgets and re-jig their media mix. This was one of the main conclusions drawn from the recent BtoB webinar: Outlook 2009: Marketing Priorities and Plans.

Delivering ROI on Social Media

Acquiring Minds

An easy answer lies with blogging - the rainmaker of social media. If your goal is to attract visitors to your website, blogs are an ideal medium to publish fresh, relevant content with keywords that attract the search engines like bees to honey. In a much less scientific method than McKinsey , I asked a question on LinkedIn Answers to see if marketers were using blogs to enhance their organic (or SEO ) page rank and to gauge the impact on their business development. new media blogs B2B lead generation social media Web 2.0Enterprise: McKinsey Global Survey Results.

Top 10 Reasons Small Businesses Excel at Social Media

Acquiring Minds

Last month, Laura Ramos released a report entitled: How to Derive Value from B2B Blogging. survey of 189 Forrester customers revealed the number of blogs started by these B2B organizations `plummeted` in 2007 from 2006 as the results from these blogs did not meet expectations. Laura attributes part of this to using `warmed-over press releases` on blogs. Witness the number of firms that use blogs as their website backbone. Tags: new media Forrester blogs social media Web 2.0 The Big Squeeze - Hard dollars are in short supply for small firms.

New B2B Research on Lead Generation through Web 2.0 Media

Acquiring Minds

Tier 2 - In this tier, we can see the emergence of blogging and RSS as the up and coming tools for lead generation, with adoption close to or at 50%. Today we released the results from our latest research on B2B lead generation. The goal of our survey of close to 250 B2B marketers was to address two pivotal and practical questions specific to lead generation: What online marketing tools are B2B marketers using for lead generation How are online inquiries converted into offline, sales-ready leads? would like to share our first chart from the research. These tools are primarily Web 1.0

Staffing and Launching Your Content Marketing Program

blog came from posts that were more than a month. That entire team could stop blogging for a whole. work needed,” he wrote in a blog post. As venture capitalist and content market- ing expert Tomasz Tunguz recently wrote on his blog, “Content is one of the few forms of marketing that has. instance, found that the average post on his blog. All rights reserved.

What to make of the new Oracle.

Acquiring Minds

Judith Sim also discussed Oracle's use of social news releases that has helped cut Oracle's PR budget in half and the posting of videos, blogs and forums on the Oracle website. Employee Blogs - Oracle: 162 , SAP:0 - The busy bees at Oracle win hands-down. Non-Employee Blogs - both websites host many - Let's call this a tie. P.S. I have recently moved my blog to Blogger. Check out the new blog and some of my coverage on the MarketingProfs B2B Forum and the SiriusDecisions Sales & Marketing Summit. Tags: podcasts blogs social media Web 2.0 media.

Speech today at Chicago B2B Event

Acquiring Minds

The presentation was well received with questions pertaining to the use of video in marketing programs, the role of Twitter and Blogging in lead generation and what other options exist in order to qualify some markets that are difficult to access via phone (e.g. Today I spoke to a group of B2B marketers at the Chicago Association of Direct Marketers (CADM) on the topic of B2B Online Lead Generation and Management. After presenting here a year ago at the MarketingProfs B2B Forum, I welcomed the opportunity to return to Chicago (see my photo below). media in lead generation programs.

This is not about marketing

Acquiring Minds

This blog has been quiet of late as my family took a break to tour London, Belgium and France. Who could ask for a better tonic to a hectic lifestyle than two weeks in Europe? With the surprisingly good weather and the wonderful hospitality heaped on us by our Belgian hosts in Ghent, the economic crisis and the gyrating stockmarkets seemed far away. However, a greater sense of perspective was realized gazing out to these broad expanses: the above photo was taken in Normandy, France and the one below, near Ypres in Belgium. This beach was the most heavily fortified of all D-Day beaches.

HubSpot's Social Media Delivers on ROI

Acquiring Minds

HubSpot’s audience numbers are impressive with 6,000 blog subscribers and 3,000 webinar registrants – far surpassing HubSpot’s forecasts. In some of my previous posts , I suggested that social media is highly effective in generating marketing ROI. Last week, I interviewed Mike Volpe , VP of Marketing HubSpot , for his perspective on social media ROI. Mike started off our discussion by observing that most marketers believe that social media is only suitable for creating buzz and fostering brands. HubSpot’s inquiries from social media support Mike’s position.

B2B Marketing Trends for 2016

marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories:  Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.

Lead Generation through Social Media?

Acquiring Minds

The premise of this blog, Acquiring Minds , is that social media, as with other online media, provide B2B marketers with a stellar opportunity to generate qualified leads and to impact ROI. tools is compelling (see Andrew McAfee's blog ). You may be talking but your executives are hearing this: "Gee, we are not quite sure on ROI but here is something different: we're giving a public voice to the 'unwashed masses' in our organization and let's not forget our disgruntled customers." Is it any wonder that so few Fortune 500 organizations encourage their employees to blog?