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.

Top 5 Reasons to use Segmentation

Acquiring Minds

Traditionally, B2B marketers have segmented based on firmographic criteria such as company size, geography and industry.    Consultants such as MarketBridge and  TCG recommend digging deeper and beyond firmographics to uncover more predictive criteria. There are now more reasons than ever to invest in segmentation. Lower List & Media Costs. Lower risk of social media flaming.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

Marketers are always testing and refining programs.    A weak program may reflect a lack of potential in a segment or that the wrong companies or contacts have responded.     By digging into sales conversations and overlaying insight from digital marketing, a marketer can make better decisions on programs. I would like to introduce a scenario that many B2B organizations face. Conclusion.

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Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The large tech company needs marketing specialists while small tech requires generalists with expertise in customer acquisition.   It’s the size of company that dictates the scope of the marketer. The size of company is the same and the roles may be similar, but the pace of business will drive very different marketing behavior.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Segmentation for the Nation

Acquiring Minds

The above process is simple and straightforward.    By starting with analysis of your company data, you are pragmatically moving forward with your in-house data first. 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.

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.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The large tech company needs marketing specialists while small tech requires generalists with expertise in customer acquisition.   It’s the size of company that dictates the scope of the marketer. The size of company is the same and the roles may be similar, but the pace of business will drive very different marketing behavior.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

The large tech company needs marketing specialists while small tech requires generalists with expertise in customer acquisition.   It’s the size of company that dictates the scope of the marketer. The size of company is the same and the roles may be similar, but the pace of business will drive very different marketing behavior.

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

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

Collaborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. small number of technology companies initiate all outbound calling internally.  For example, one large software company runs a call blitz day that includes over 1,500 sales people at 300 partners. Another $1.5 However, very few tech vendors use this model singularly due to the costs, resources and talent required.

Collaborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. small number of technology companies initiate all outbound calling internally.  For example, one large software company runs a call blitz day that includes over 1,500 sales people at 300 partners. Another $1.5 However, very few tech vendors use this model singularly due to the costs, resources and talent required.

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

Segmentation for the Nation

Acquiring Minds

The above process is simple and straightforward.    By starting with analysis of your company data, you are pragmatically moving forward with your in-house data first. 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.

The Moment of Truth for Sales

Acquiring Minds

The adoption of enabling technology, higher percentage of leads being generated by marketing, and anticipated growth in telesales teams this year all suggest this is going to be an increasingly important segment of companies’ overall revenue mix. The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. SaaS, hosted solutions).

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

Our solution is well-suited to your company. For fun, try this out: ask the telesales rep why he/she believes that their solution is a good fit to your company based on their review of your website. 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?

SMB 2

Sales Leads vs. Appointments?

Acquiring Minds

Connect with me: Twitter , LinkedIn , Company Website Photo Credit : pawpaw67. 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. There are eight criteria that you can use to determine which teleprospecting method will be most appropriate but let's start by contrasting the two methods. Lead Generation = L.G.,

B2B Marketing Trends for 2016

Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. customer/stakeholder goals of my company, and what do I need to make. company sales rep, it becomes even more vital that both groups understand the buying process from. There will be more companies developing SLAs between sales and.

Sales 2.0 Techniques for the Job Search

Acquiring Minds

applications and interviews with appropriate target companies) should lead to more offers. Usually I write for the B2B professional who is conducting lead generation programs. Today's post is for the professional who is the program. As an out-of-work B2B practioner, you may be looking for innovative ways to search for your next position. If you are the proverbial cobbler , you may have neglected the marketing of you. The next generation of web applications (aka 2.0) For example, the more activity at the top of the funnel (e.g. Talk to your peers and set reasonable goals for yourself.

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

Speech today at Chicago B2B Event

Acquiring Minds

hits a month, his name is turning up in many searches and folks are mistakenly phoning him, assuming that he is the designated contact at the companies that they are searching for. 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). The timing was good: the results from our third annual LeadGen Tools Survey will be released in the next week.

Delivering ROI on Social Media

Acquiring Minds

Today, let's turn to some examples of how B2B marketers are embracing social media for this purpose. A few weeks ago, McKinsey & Company released the results of their latest survey on social media: Building the Web 2.0 My last post discussed why the nature of social media need not be compromised by pursuing lead generation through these new media. Enterprise: McKinsey Global Survey Results. The buzz on this report included a post from Peter Kim, a fellow Social Media Today blogger. The McKinsey survey struck a chord with me in that 94% of responding executives deployed Web 2.0 Bingo!

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More Reasons that Small Businesses Excel at Social Media

Acquiring Minds

Before we take a closer look at some of the comments, I wanted to share with you the question that I asked during the Forrester webinar and Laura Ramos` interesting response. Q: Robert Lesser: It appears that smaller B2B companies are more successful with their social media marketing than large B2B marketers. Anecdotally, we have seen social media and online tactics favor smaller companies in general because small companies are more agile, less constrained by legacy, and able to "look bigger" than they are in the digital realm (emphasis provided).

Moment of Truth in B2B Demand Generation

Acquiring Minds

Do you remember when companies started publishing an email address on their website and the first time that you sent an email to sales? As we consider the full breadth of our demand generation programs, there are weak links that can torpedo our efforts. Great efforts are underway by our organizations to better align sales and marketing department in pursuit of the common goal of closing more sales. Although it is clear that a core player in all complex sale demand generation programs is the sales person, I would like to pay specific attention to the hand off from marketing to sales.

12 Noteworthy Examples of B2B Companies on Instagram

KoMarketing Associates

So, what does this mean for B2B companies? This is the key element I am referring to: Instagram allows companies to tell their story without any interruption. As I previously mentioned, Instagram is a key social media platform for B2B companies to start and/or strengthen their brand storytelling. Instagram is a social media platform unlike any other. Microsoft. HootSuite.

One Company | One City | One Lattice

Lattice

Let’s start from the beginning – I had five months to find an awesome city with an amazing venue to pull off this awesome event that our company had never experienced before. Every great company kick-off needs to have an inspirational theme. Not just any culinary challenge – this one involved marketing and selling your food to the rest of your company. San Diego – check! Check!

Email Marketing for Manufacturers and Industrial Companies

Industrial Marketing Today

He considered marketing emails to be nothing more than […] The post Email Marketing for Manufacturers and Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. Email marketing often gets a bad rap because most people are fed up with the deluge of promotional emails they receive every day. This is only a content summary.

Is Marketing Automation Right for Every Company?

The Point

Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent. Even at mid-size companies ($20 Million – $500 Million), the figure is only 10 percent. Which begs the question: is marketing automation right for every company? However, specific factors make certain companies better candidates than others.

13 Customer Loyalty Best Practices for B2B Companies

Act-On

Existing customers interact with several departments in your company. An example of a survey that is probably trying to access the company’s Net Promoter Score. 4. The Harvard Business Review suggests “Credit card companies would waive late fees for customers who were on vacation when the payment was due… Airlines and hotels would renew status levels for customers who took a hiatus from traveling when they had a baby or were between jobs.”. What could your company do? 5. Our first impressions of people (and companies) frame how we experience them later.

Marketing Performance Benchmarks for Software/SaaS Companies

bizible

Today, for marketers at Software/SaaS companies, we compiled some key statistics from both reports, creating a one-stop shop of critical insights for two important digital marketing channels. This is especially true for companies that are using ABM strategies. For B2B software/SaaS companies, this can be extremely powerful for finding the right people. Different Strengths.

Five Videos Every Company Needs

Act-On

What comes to mind when you think about companies using video? Many companies also use video to sell. But video can do even more for your company. Here are five videos every company needs in 2016. The post Five Videos Every Company Needs appeared first on Act-On Marketing Blog. For many people, the Dollar Shave Club video is high on the list. Again, great!

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Survey says: ANZ Companies use social media for business

Biznology

The results posted in this graphic show an important part of the study in relation to how it can help your company get increased press exposure and social mentions. The post Survey says: ANZ Companies use social media for business appeared first on Biznology. Influencer Marketing Social Media/PR ANZ companies influencer social media social media influencer Social Media Use.

5 Tips To Promote Your Company Blog

B2B Marketing Insider

The post 5 Tips To Promote Your Company Blog appeared first on Marketing Insider Group. The competition is fierce out there. There are 58.6 million new blog posts each month on WordPress alone. Everybody, in other words, has clued into this content marketing thing. How do you ever get your work noticed? Is it even worth it?

Successful Companies Create Successful Customers

Lattice

Customer success is the hallmark of a great company. For a B2B software company like Lattice, success means our customers are improving the efficiencies of their sales and marketing organizations, and increasing revenue. The post Successful Companies Create Successful Customers appeared first on Lattice Engines. business customer service predictive analytics success stories

15 best Big Data companies and why they stand out

Biznology

Only 18% of companies believe they have the skills necessary to gather and use insights effectively. Only 19% of companies are confident that their insights-gathering processes contribute directly to sales effectiveness. Here are the 15 best Big Data Companies and why they stand out according to sources that rank them highly. Best Big Data companies with the biggest revenue .

How to Solve the Marketing Skills Gap In Your Company

Digital B2B Marketing

A few weeks ago I was talking to Maureen Blandford about marketers, marketing technology, and the need for all of us to move faster. Our conversation turned to skill sets and the current digital and technology skills gap in marketing today. thought I had in that conversation has been gnawing at me since: “Today’s marketers don’t have the aptitude for marketing technology.”

Video Tech Company Leverages SEM to Drive Enterprise Leads

The Point

Started in 2008 as the world’s first open source video player, JW Player pioneered video on the Web and today has customers in 193 countries, ranging from Fortune 500 companies to individual bloggers. The company’s flagship product, JW Player, is live on more than 2 million sites with more than 1.3 billion unique monthly views. Aggressive testing of ad copy. Sewell, Spear President.

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