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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. How are you helping them uncover and/or reframe issues they have in their business? 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. Deb Calvert, People First Productivity Solutions , President. Principal.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. have been in the outbound prospecting business for twenty-five years and never once have made a truly “cold” call. Check out my Lead to Revenue Calculator to estimate how much of your future revenue needs to come from existing business, inbound, nurturing and outbound. 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? Matt Heinz, Heinz Marketing , President.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. Given the complex challenges, it’s no wonder only 34% of CMOs are able to quantitatively prove the long-term impact of their marketing spend on their business. And this is really bad news for businesses. summary: 1. Define a lead.

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"Marketing is too important to be left to marketers."

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Here’s the problem: Marketing is increasingly viewed as a separate entity, an outsider to what the company’s business is all about, when in fact, it is inseparable. What’s the worst part of separating marketing out from the core of the business? We have to ask ourselves, “Why are we in business?” This saying always amuses me. One cannot exist without the other.

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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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While ABM is full of promise, there is still much to be proven and done before marketers can adopt and declare this a winning strategy for their business. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. You have to bear hug sales.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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If the technology plays out the way many people hope it will, ABM will improve close rates and conversion rates for the businesses that put it into action. According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Stay tuned!

The Quest for Good Leads: Are You Asking the Right Questions?

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have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. movement harshly declare that proactive targeting and prospecting for new business is dead. In my own business, where we do about equal billing on inbound/outbound spending, we have found that the increased quality of the outbound leads justifies the expense.

Are You Building a Company or Just Laying “Marketing Brick”?

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Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. My question is, which are you?

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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.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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The Essential Handbook for Prospecting and New Business Development. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management. 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.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. For example, in some very large existing accounts, sales has a great handle on the account and will look to partner with marketing to help drive the business and relationship. Click here for part 1 , part 2 , part 3 , and part 4 ). agree!

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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Maybe you traditionally sell to one line of business. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Click here to read Part 1. ). Well, it’s neither. It’s with demand.

The #1 Reason CEOs Should Care About Lead Generation

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The corporate landscape has drastically changed to make businesses earn their audience's attention. Sales creates new business, and marketing creates and manages demand for that new business. It’s about uncovering pain points, gaining marketing intelligence, defining the needs of a prospect or company, and advancing the overall customer-business conversation.

Does Your Sales Team Know How to Follow-Up on a Lead?

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With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice). Set dates and times for sales rep to call (or visit) based on what works best for prospect (we get some push back on this from sales, but in most cases sales reps have more flexibility in their schedule than does a busy prospect).

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.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Here's the problem.

Status quo, you know, is Latin for 'the mess we're in.'

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Business reply devices. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. The result?

Marketing is More than Automation

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In hindsight, the main course that night was a new way of thinking about business: Account-Based Marketing.”. There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. They discussed an intriguing idea – creating campaigns specifically tailored toward individual accounts.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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Sales reps did not know how to prospect for new business so the 20,000 “leads” were ignored and wasted. Validation of business issues/opportunities. How to define a lead and gain agreement is the first 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. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. For whatever reason (was it beneath him?) the CEO failed to step in and act.

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Follow the Money: The Primary Responsibility for CMOs

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Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. 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. Lenskold.

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B2B Mobile Marketing: 15 Ideas You Can Use Today.

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The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace. Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. B2B Marketing Mobile Marketing

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Q&A With Dave Stein and Steve Andersen

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Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions and provides a clear, logical roadmap for establishing productive long-term customer relationships and for creating real value in a business environment that has undergone unprecedented change. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. How did the two of you decide to collaborate on this book? A. Relationships matter.

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"New Sales. Simplified." A Must-Read!

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The Essential Handbook for Prospecting and New Business Development. And, the fact that it is focused on prospecting and new business development is timely. What the world needs now (in addition to love) is lots of prospecting and business development. movement harshly declare that proactive targeting and prospecting for new business is dead. Simplified.: Great!

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Most Market Share Battles Are Lost, Not Won

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Only people can save their way to prosperity, businesses can’t do it. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday. No brainer right? available buyers).

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Changing the Sales Conversation [PowerViews LIVE Highlights]

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Quote from Forrester Research: “Only 15% of salespeople articulate how their solution is going to solve business problems.”. Today it’s about producing business results. 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. Heat Mapping.

Marketing Automation is Not Marketing Strategy

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Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. She is past chair of the DMA Business-to-Business Council, and past president of the Direct Marketing Club of New York. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Stevens.

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

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While many industries estimate that sales reps source 60% of their own business, the reality is that each company should provide much more support. They have too much confidence in inbound-only strategies. They devalue the importance of outbound nurturing. Outbound still supplies a majority of leads for your company (from Aberdeen Research). Comprehensive Lead/Revenue Calculator for 2016.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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Many larger SMBs (small to midsized businesses) are getting it right because they must get it right to benefit from all of the effort and expense to procure leads. The meetings scheduled are a leading indicator of closed/won business. But if the right stakeholders are aligned, larger businesses can execute a proof of concept in as little as 90 days. Why did we ask? Part 1.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. That happens 50% of the time and does not mean anything at all—except that the decision-maker is busy and another priority came up. This time the QB ran it in for the touchdown.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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movement harshly declare that proactive targeting and prospecting for new business is dead. New business. New business and existing customers. Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. But it isn’t.

Questions to Ask Before Investing in Lead Generation

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How much did you spend on marketing in Q1, and if you had a gun to your head and had to come up with a reasonable estimate, how much business will close as a result of that? About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. It happens every year. Our ramp up time for a new program is about four weeks. need leads NOW!”

5 Keys to Becoming a Sales First Company

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Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. By Chris Tratar, vice president of product marketing, SAVO. know what you are thinking.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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Several PowerViews'' alums also shared their thoughts on the subject: including AA-ISP founder Bob Perkins who said: "I will quote a dear friend, Antarctic Mike, who said, ''Finding net new business is the fuel of champions.'' I couldn’t agree more. There is something about hunting down new contacts and business that fuels the engine of top sales reps. But you need both!

Why Social Media Doesn't Work [PowerViews LIVE Highlights]

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Marketing organizations today are using social media for business purposes—more now than ever before. On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true. What’s going on?

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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We also ask that all stakeholders participate in our “Discovery Workshop” to help us get up to speed on their business. What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. The result? The $5 plant gets a $1 hole. Costs.

What Does “Full Funnel Marketing” Really Mean?

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It’s both comprehensive in scope and easy to flip to the content you need for an immediate situation in your business. Talk more about that, how has the perception of marketers changed with a Full Funnel Marketing approach? I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center. They’re making decisions and triaging focus areas based on what drives business value, not marketing milestones. What’s on their scorecards?

4 Tips to Power up Prospecting in 2015: #2 Commit to It!

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The Essential Handbook for Prospecting and New Business Development. From his consulting experience, Mike has found the number one reason companies struggle to pick up new business is that the people responsible for bringing in new business just aren’t doing it. In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales.

Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

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But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained.

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Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts.