B2B Conversations Now

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Solution or Price - Which comes first?

B2B Conversations Now

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 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. 100% of the time, the response is Price! And I wait….

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Product Content is #2 for B2B Buyers

B2B Conversations Now

Are you creating blogs, producing webinars, recording podcasts and saturating social media channels with hopes of winning the content race? Do you believe as a marketer that “product content is king&# for B2B lead generation ? Well, according to MarketingSherpa and Enquiro , you can stop running now; product content is #2 on B2B buyer’s wish lists. How can that be true? Wrong.

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Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Her blog www.writechangegrow.com offers inspiring tips on writing, career change and personal development. Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. His inventions included the lightning rod, bifocals and the Franklin stove. Self-development was a constant endeavor throughout his incredible life. Benjamin Franklin was clearly a man who knew how to get things done. Talk is cheap.

Why IT VAR Marketing Dev Fund (MDF) programs don’t work

B2B Conversations Now

Think blogs, non-gated whitepapers, etc. Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? Every IT manufacturer knows that VAR channel leverage is the key to growth. OEMs can’t scale without an increasing number of good channel partners to leverage their sales efforts.

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.

Why IT VAR Marketing Dev Fund (MDF) programs don’t work

B2B Conversations Now

Think blogs, non-gated whitepapers, etc. Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? Every IT manufacturer knows that VAR channel leverage is the key to growth. OEMs can’t scale without an increasing number of good channel partners to leverage their sales efforts.

Blogs without Calls to Action are like…

B2B Conversations Now

If you utilize a blog as part of your social media marketing strategy then you may want to consider adding a call to action other than “sign up for our newsletter&#. Your primary website and your blog. To prove the point we have one client that generates 60% of their leads via the offer and call to action on their blog.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

Do you have a formal process for how to handle incoming B2B leads from your website or blog? This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. What is a Red Zone Response plan?

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

Do you have a formal process for how to handle incoming B2B leads from your website or blog? This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. What is a Red Zone Response plan?

Stale Content at the Speed of Now

B2B Conversations Now

The question is, will the anonymous blog/site visitor think the content is really that new? There is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. However, to the Marketer that created it, it feels outdated the day after it was written. Warning: Watch Speaker Volume!

Stale Content at the Speed of Now

B2B Conversations Now

The question is, will the anonymous blog/site visitor think the content is really that new? There is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. However, to the Marketer that created it, it feels outdated the day after it was written. Warning: Watch Speaker Volume!

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.

Stale Content at the Speed of Now

B2B Conversations Now

The question is, will the anonymous blog/site visitor think the content is really that new? There is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. That new whitepaper is powerful and will no doubt remain pertinent for an extended period of time. Remember this scene?

Solution or Price - Which comes first?

B2B Conversations Now

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 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. 100% of the time, the response is Price! And I wait….

Should Sales and Marketing Merge?

B2B Conversations Now

recently commented on one of Ardath’s blog entries that we may soon hear of organizations that have completely merged the two groups. 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. Here’s why. What’s next?

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Her blog www.writechangegrow.com offers inspiring tips on writing, career change and personal development. Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. His inventions included the lightning rod, bifocals and the Franklin stove. Self-development was a constant endeavor throughout his incredible life. Benjamin Franklin was clearly a man who knew how to get things done. Talk is cheap.

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.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

Do you have a formal process for how to handle incoming B2B leads from your website or blog? This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. What is a Red Zone Response plan? B2B Marketing

Crush Your 2011 Sales Objectives - Recorded Webinar

B2B Conversations Now

It’s not enough to just create great content and hope people engage; you need an edge that reaches out and captures serious prospects when they land on your website or blog. Do you want to crush your 2011 sales or marketing objectives? If so, you’ll need a good dose of inbound marketing to augment your traditional outbound processes. Enter Bernie Borges, founder of FindAndConvert and an inbound marketing and social media expert. In this exclusive pre-recorded webinar hosted by Bernie, you’ll see first hand how to capitalize on your Social Media activities.

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Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

have been traveling quite a bit lately and I have not blogged for a little while. This is a guest post by Sam Reese, CEO of Miller-Heiman, The Sales Performance company. This post as well as other good sales performance insights can be found here. Has Your Growth Strategy Run Out of Steam? There is a ton of exciting activity going on out there to be sure, but companies are still cautious about projecting growth. Growth seems to be the hot topic everywhere right now. If we can help them then we will be in a great position. Is it realistic? Is it ambiguous? Cross-selling is really hard.

Two Lead Generation Strategies That Work

B2B Conversations Now

This article was originally published by Bernie Borges in his OptimizeThis blog. The original post can be found here: Two Lead Generation Strategies That Work. At the 2010 Inbound Marketing Summit in Boston, I was on a panel on October 7th on the topic of Driving More Qualified Leads into your Funnel. One of the questions from the audience was from a marketer who shifted his 2010 online marketing budget from paid to organic inbound marketing. He said that his lead performance had declined and asked for input on how to address it. And, I do mean always! B2B Calls-to-Action.

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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.

Why Won’t Anyone Return My !*#@$% Call? (guest post)

B2B Conversations Now

product updates are instantly available via Google news, Twitter, etc.; * someone, somewhere, on the net, is blogging about the software category; and, * awesome sites like Software Advice (shameless plug) provide free, well, software advice. If they are scouring the blogosphere for information, you need a blog and you need to network with other bloggers. This is a guest article by Don Fornes , CEO of SoftwareAdvice.com. You can find the entire post here: Why Won’t Anyone Return My !*#@$% Call? Want to know why B2B sales is getting tougher? Enjoy! It’s not just cold calling.

Job Description for B2B Marketers

B2B Conversations Now

The ideal candidate will be responsible for all marketing efforts including, but not limited to, industry direction, market share analysis, product vision, service offerings, corporate branding, community involvement, social media engagement, advertising placement, blog writing, video producing, podcast recording, campaign management, suspect capturing, prospect nurturing, sales hand-off, funnel tracking, case study development, closing material creation and, finally, ROI measurement. A new year always brings with it fresh ideas. Put yourself in their shoes. Good luck in the new year!

Surprising 2009 Lead Conversion Results

B2B Conversations Now

Federal Appliance , a Dell EqualLogic reseller , uses a blog www.4equalllogic.com for technical users to drive traffic and then a self-service pricing offer to convert prospects. Ask business executives about 2009 and many will answer that it was a rough ride. Finding new customers with active projects, much less with budgets, was tough. However, some actually increased revenues by seeking new approaches to finding customers. Many realized that what potential customers need in a tight market is a way to determine budget fit.

Handling “the” question about Social Media - ROI

B2B Conversations Now

I just read yet another blog post about how hard it is to justify efforts spent on social media. The post was, of course, followed by many others comforting the poster that they knew how he felt. “There’s just no way to make the C-suite understand the value of the influence social media creates&# one responder said. must have heard a dozen prominent speakers at a recent Social Media Summit chime in with the same “poor us, we can’t quantify social media ROI…if only our bosses were smarter and could see how valuable it is.&#. Don’t believe me?

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.

Embrace Trigger Event Selling to Win More B2B Deals

B2B Conversations Now

If you haven’t dug into Craig’s Blog , you should. I’ve been reading and hearing a lot recently about using sales triggers to find new customers. Until I really took the time to dig into Trigger Event Selling , I thought it was just a new sales fad that would lead to yet another sales training book. I was wrong. What is Trigger Event Selling? The best description of trigger event selling I’ve seen is from Craig Elias at Shift Selling. Craig states that trigger selling is “getting in front of the right person at EXACTLY THE RIGHT TIME&#.

Effective B2B Lead Generation Means Selling the Conversation

B2B Conversations Now

call this the “un-thought of&# conversation because it seems to be taking a back seat to blogs and twitter. 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. But have you ever stopped to think about what marketing’s role really is? Hint, it’s not selling products or services. Before the explosion of internet based marketing tools, marketing’s job was to generate customer interest and channel those prospects to the sales team.

[Get In The] B2B Marketing Zone

B2B Conversations Now

The mother ship of B2B Marketing blogs just may be the B2B Marketing Zone. With all the great thought out there, it’s hard to pick and choose where to spend time. Why not start in the middle and fan out to wherever your mind takes you? That’s the concept behind Tony Karrer and Tom Pick’s new site, B2B Marketing Zone , launched July 1, 2009. After much groveling I was able to convince the guys to let a beady-eyed sales guy throw his hat in the ring. My goal is to represent all things B2B sales related and you know that may lead to some heated discussions. See you there!

Publish B2B Pricing? Test the traction without actually doing it.

B2B Conversations Now

See this sample and it’s associated traffic driving blog sample. In a previous post Sales 101 Myth Can Hurt Your Marketing Efforts I discussed how the old rules of holding back budgetary pricing has put companies at a disadvantage with self-service oriented prospects doing research for solutions. At the end of that post I posed a way to test the effect of offering budgetary pricing, not publishing it. It struck a chord with several readers saying they might try it and it gave me the idea to expand on how to test it…safely. That is a SERIOUS incentive statement!

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.

Please Keep Cold Calling Me…Not

B2B Conversations Now

Geoffrey James has a new blog post Do You Like Cold Calling? over on BNET’s Sales Machine. like Geoffrey’s work because many times he includes a poll with his provocative posts…this one included. voted “NO, I truly and thoroughly dislike cold calling&#. No one voted for “YES, I like cold calling&#. Biiiiig surprise. Can we finally put a nail in the cold calling coffin? We’ve had a good 15 years to propagate information on the internet and you can basically find any information you want whenever you want. Referrals - good, interruptions - bad.

B2B Website Conversion Strategies

B2B Conversations Now

The CEO, Bernie Borges publishes an excellent blog, “Web Marketing Strategies, SEO, Social Media Marketing and Podcasting&#. I’ve always really liked the team over at FindandConvert, which offers first-class internet marketing services like SEO, PPC and Social Media development. Bernie just published a podcast with me discussing B2B conversion strategies. This is especially prominent in B2B websites. Buyers have many options when they do their research on the web and therefore, they are harder to engage. Many marketers struggle with how to engage a website visitor.

15 Elements Most Successful Blogs Have in Common

Act-On

What’s on your blog? But are there blog elements you’re missing? There are a few basic components almost all successful blogs share. These are the widgets, share buttons, and other mechanics of the blog. The overall strategy is to keep people on your blog once they’re there. In other words, your blog is a soft-sell environment. Maybe a sign-up box.

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5 Ways Blog Analytics Improve Your Business Blog

Writing on the Web

How do you use your blog analytics ? There There are many easy-to-use blogging analytics tools out there, but the really successful bloggers know their results and tailor their blogs accordingly. This is the fifth element in the CAST system for effective blog content : C ontent (compelling). And if you haven’t subscribed to my blog, now would be a perfect time!

Content Marketing 2016: Staffing, Measurement, and Effectiveness

blogs anymore—they’re. of the “brand blog,”. out short blog posts, some brands switched their. blogs—they’re navigating all of the opportunities. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.

[Infographic] 10 Ways to Generate More Leads from Your Business Blog

The Point

The social media landscape is littered with business blogs that, on the surface, do everything right. Most of those same blogs, however, do little to generate leads, subscribers, or any other kind of measurable engagement or ROI. If you’ve got the content nailed, turning your blog into a demand generation machine may require little more than a few simple changes.

How Do You Choose a Blog Platform?

Writing on the Web

How do you choose a blog platform ? . In my last post,  How to Start a Blog: 7 Steps BEFORE You Blog , I shared important information you want to consider before your first post, including signing up for a trial blog. With so many great blog platforms available, including  WordPress , Blogger, Tumblr, Ghost, Squarespace, Wix, Typepad, Weebly, etc., Which is best?

10 Ways to Generate More Leads from Your Business Blog

The Point

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. Here are 10 proven ways to generate more leads from your blog. No problem.

Better Business Blogs: Correct Those Broken Links

Writing on the Web

Are you keeping your business blog fresh? If If you’re like me, and you’ve been blogging for a number of years, chances are some of your links may no longer work. This This guest post, from Susan Boggs, offers tips for successful bloggers and blogs on how to find and correct broken links. Our blogs would rank high for our keywords, and life would be wonderful.

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.

16 Enigmatic Business Blogging and Other Marketing Stats

Webbiquity

This final installment covers some fascinating though sometimes contradictory and confusing stats about business blogging and the value of marketing. For example, what percentage of businesses maintain company blogs? ” Blogging is the ideal vehicle for communicating brand purpose, beyond just “selling stuff.” Business Blogging Stats and Facts. 1.