Acquiring Minds

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Are Millennials wired but not to sell?

Acquiring Minds

Although a Millennial may frown upon the phone as a business tool, it has never been more relevant as a key tool for the salesperson to meet the needs of the new buyer and to achieve their sales goals.       Sales management needs to recognize that what seems like a basic skill set may be a critical gap for many Millennials. Over time his reading took off.

Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

In the business-to-consumer space or with high volume business-to-business solutions, digital leads are quickly converted online to a sale. The risk in comparing your organization to others on ROI is that your business model may be very different generating very different revenues and expenses. You can find more information here: [link]. Why Invest in Lead Generation?

Marketers are smarter

Acquiring Minds

New age marketing vendors recognize that education and content offers are vital not only to acquiring new business but to retaining and expanding account revenues in a SaaS world.     Marketing automation leaders such as Oracle Eloqua  (founded 1999), Marketo  (2006) and HubSpot  (2005) post invaluable content for marketers on their websites. Would have been a great  B2B marketer.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. Many organizations cannot evaluate new solutions because the business is insolvent, being acquired or is a branch or subsidiary with decision-making centralized at head office. Something has gone awry. Something is not working but what?

Field 23

Study: How Much of Your Content Marketing Is Effective?

effective in measuring business results. only if the external publications are relevant to your business. content to business results. identified budget (34 percent), the inability to measure business. It will keep them busy for a while, but that’s. business content. Copyright © 2015 Contently. All rights reserved. Marketing is Effective? Introduction 4 II.

Destructive B2B Sales Practices

Acquiring Minds

The research is focused on end users and is statistically significant: McKinsey interviewed 1,252 purchasing decision-makers of high tech products and services at small, medium and large business in  the US and Western Europe. .  . New research  from McKinsey & Company  identifies destructive sales practices and prioritizes what customers want from B2B sales organizations. Resources.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. Many organizations cannot evaluate new solutions because the business is insolvent, being acquired or is a branch or subsidiary with decision-making centralized at head office. Something has gone awry. Something is not working but what?

Field 11

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. Is a VAR who is exclusive with a vendor exposed to excessive business risk? the VAR) is collaborating with large business (i.e.

Segmentation for the Nation

Acquiring Minds

Unfortunately research on buyer behavior is neither affordable nor feasible for many businesses. For example, lifetime value may be more appropriate for your business than yearly revenue.   In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. Win / Loss Report – compile a list of all lost customers.

Evangelizing a Content Marketing Program

concrete business goals: — Ultimate Content Strategist Playbook: Content Road- map — Ultimate Content Strategist Playbook: Content Execu- tion — Ultimate Content Strategist Playbook: Growing Your. Content Marketing: When Figuring out if content marketing is right for your business. with deciding on what business goals. broader business goals. All rights reserved. brands.

The Sales Lead & the Language Police

Acquiring Minds

Supposedly first dubbed  ’The Language Police’ by the TV show 60 minutes , the OQLF accepts language complaints filed by Quebec citizens.     Although having no police powers, the OQLF can fine or even shut down an offending business. At its simplest level, language allows one person to understand another in the course of basic communication.   . Related Blog Posts. Photo Credit.

Comparing B2B Online Data Sources - New Research

Acquiring Minds

Ask your data provider to stop using the term 'sales leads' - A data provider is in the business of selling suspect records, accounts or contacts but not leads. At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. Ruth was planning an analysis of online data providers and was considering some options for structuring the approach. As discussed in this comparative analysis of B2B data providers , the Internet has spawned new competitors like Jigsaw and Zoominfo and enabled self-service list procurement and instant download.

Are Millennials wired but not to sell?

Acquiring Minds

Although a Millennial may frown upon the phone as a business tool, it has never been more relevant as a key tool for the salesperson to meet the needs of the new buyer and to achieve their sales goals.       Sales management needs to recognize that what seems like a basic skill set may be a critical gap for many Millennials. Over time his reading took off.

Marketers are smarter

Acquiring Minds

New age marketing vendors recognize that education and content offers are vital not only to acquiring new business but to retaining and expanding account revenues in a SaaS world.     Marketing automation leaders such as Oracle Eloqua  (founded 1999), Marketo  (2006) and HubSpot  (2005) post invaluable content for marketers on their websites. Would have been a great  B2B marketer.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The size of company is the same and the roles may be similar, but the pace of business will drive very different marketing behavior. 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.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. could fuel better business results. business results, just 10 percent of respondents. content metrics and business results. BUSINESS RESULTS? 5% 25% 22% VERY. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. What paid.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The size of company is the same and the roles may be similar, but the pace of business will drive very different marketing behavior. 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.

Don’t Think Outside a New Box

Acquiring Minds

Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience.

Don’t Think Outside a New Box

Acquiring Minds

Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience.

Don’t Think Outside a New Box

Acquiring Minds

Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. Existing frames of reference may hinder not help. would like to tell you about a new experience.

Content Methodology: A Best Practices Report

they compete both against their business competitors and all content creators that vie. returns on business-related goals. have on myriad aspects of the business and driving the goals of specific divisions (e.g., business goals, such as “cost savings, risk. Business Goal Content Objectives KPIs Customer. to the larger business. Content. Methodology: A Best.

Channel Partners don’t want to generate leads

Acquiring Minds

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

Channel Partners don’t want to generate leads

Acquiring Minds

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

Channel Partners don’t want to generate leads

Acquiring Minds

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

Segmentation for the Nation

Acquiring Minds

Unfortunately research on buyer behavior is neither affordable nor feasible for many businesses. For example, lifetime value may be more appropriate for your business than yearly revenue.   In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. Win / Loss Report – compile a list of all lost customers.

Staffing and Launching Your Content Marketing Program

brand publishers aren’t in the business of publishing. business. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. We do have clear business goals for The Content.

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.

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

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. If you are in telesales, how can you be both buyer-centric AND productive? The issue is exacerbated by the demanding metrics set for telesales. So what to do? How can you trade-off between efficiency and effectiveness?

SMB 2

Marketing on the Outbound

Acquiring Minds

Depending on the size of your target audience, the spectrum of programs could vary from either a mass direct marketing program targeting small businesses with a volume sale type of solution or a high touch, account-based marketing program targeting enterprise accounts with a complex sale solution. This insight gained is a bonus spin off from the core goal of generating qualified leads.

Should marketing be compensated like sales?

Acquiring Minds

Frank Falcone , Senior Product Lead, Microsoft Dynamics CRM, Microsoft Canada; Ajay Sirsi , PhD, Associate Professor, Marketing, Schulich School of Business; (missing) Rick McCutheon , President, FullContactSelling (April 27, 2009). Should marketing carry a quota on revenue? 30% of the Eloqua marketing team's pay is contingent on Eloqua achieving its revenue objectives. Joe should know.

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.

More Reasons that Small Businesses Excel at Social Media

Acquiring Minds

After my last posting on small business and social media, Chris Brogan was kind enough to tweet my blog and attract some savvy writers. surprise for me: all of the comments were positive and relevant (except for the guy trying to sell me on doing business on Costa Rica). So it seems that we all are in agreement, at least at a conceptual level, on why small businesses are excelling at social media. But so many small business owners have real passion for what they are doing, and that converts into the energy and authenticity necessary to commit to doing social media right."

Top 10 Reasons Small Businesses Excel at Social Media

Acquiring Minds

Today I attended Forrester' s Webinar "Defining Your B2B Social Media Strategy" with Vice President and Principal Analyst, Laura Ramos, and Vice President of Tech Industry Consulting, Dan Klein. The seminar was chock full of interesting facts on social media usage by B2B marketers and by B2B decision-makers. For both B2B vendors and the buyers of those solutions, social media is considered a second tier marketing medium. Last month, Laura Ramos released a report entitled: How to Derive Value from B2B Blogging. Laura attributes part of this to using `warmed-over press releases` on blogs.

Network Solutions levers Sales 2.0 for a 360 degree customer view

Acquiring Minds

Approximately 300 direct sales reps target small businesses across the US. Tags: small business Sales 2.0 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. One of my questions to Travis concerned buyer dissatisfaction. Travis admitted that Network Solutions is still working on aligning sales and service.

Sales Leads vs. Appointments?

Acquiring Minds

Type of Accounts - Named Accounts (A.S) vs. General Business (L.G.) Which to consider: lead generation or appointment setting? Answer: both. Both approaches are highly effective for building sales pipelines. Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. In other words, with Lead Generation you only get appointments with accounts that are pre-qualified when the appointment is being set according to a robust list of qualification questions.

SMB 2

Content Marketing Playbook: Strategy and Roadmap

to really lay out the business case behind GE, and we. group of people who are important to your business, using content to align with their interests at a high. battling with their direct business competitors for. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. Introduction 3 II.

Having a blast with B2B email?

Acquiring Minds

CRM vendors) and those vendors will ' take the business for themselves '. 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

Like many enterprise software developers, PTC has moved downmarket to sell to SMB accounts (Small & Medium size Businesses). As a former paratrooper, Dan Maier’s background has prepared him well for his current assignment: managing a global inside sales team of 75 reps selling a $9,000 solution to hard-hit manufacturers. Dan Maier’s title is as long as it is deep: VP Worldwide Inside Sales & North America Mathcad Sales, PTC (see Dan's photo on the left that I snapped at the Sales 2.0 Conference in Boston ). At the Sales 2.0 hours. After Dan's presentation at the Sales 2.0

It is a sad day for demand generation

Acquiring Minds

Don`t worry about antagonizing people: there is no Do Not Call list for business-to-business. Tags: lead generation teleprospecting small business Two weeks ago I received a telemarketing call from a telecommunications provider (the offender shall remain nameless as the organization is a former client of my firm). The caller spoke in fractured English and his intonation was flat. At times I was unsure if he was asking me a question or making a rhetorical comment. The purpose of his call was to win my organization back to his firm. The focus of the discussion was on price.

Networking & Photos from the Sales 2.0 Conference

Acquiring Minds

Laura noted to me some of the obstacles that large businesses face in adopting social media. pointed out that social media were especially well suited to small business. Although small businesses are passionate, Laura has found that resources at small business often become constrained in meeting the demands of content creation. 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. Garth and I spoke for a few minutes on best practices in using Jigsaw. world. Conference

B2B Marketing Trends for 2016

better job of linking their efforts to measurable business results. Demonstrate business results: the challenge to tie marketing efforts to measurable business results (e.g., Encourage employee advocacy: a business's employees are (or at least should be) natural brand advocates. What are the business and. my business deliver upon them? B2B Marketing.