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.

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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 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.

Colloborative 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.

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.

B2B 2

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.

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.

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

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.

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.

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).

B2B 2

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.,

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!

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.

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!

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.

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.

Five steps to establish a content-creating company culture

grow - Practical Marketing Solutions

I’ve worked with a number of large and small companies to help them develop a culture of content creation and there seems to be a few common themes that enable success. Here are some steps that launch a company toward a vibrant culture of content creation: 1. The first question many companies ask is, “Where is all of this content going to come from?”

How to change your company culture for marketing success

grow - Practical Marketing Solutions

I used to work for a big metals and mining company called Alcoa. It might make more sense if you knew that the company was the subject of the most famous lawsuit against a corporate monopoly in U.S. Alcoa actually lost the suit, leading to the break-up of the company into smaller parts that eventually grew into the company’s competitors. Company culture rules.

Three companies using IT for dramatic transformation

grow - Practical Marketing Solutions

I used to work for a big global company. ” We discussed the fact that in many companies, the IT Department is still a “cost center” and not strategically integrated into marketing and sales functions. Technology is kind of the blood coursing through our company’s veins these days. used to work for a big global company. It is a necessary evil.

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.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Whether you’re launching a new SDR effort for your company, or seeking to improve its effectiveness and success in the New Year, here are five steps to get you off on the right track. 1. Do the math. Build a process. How often?

How to Protect Your Company’s Reputation on Social Media

Modern B2B Marketing

Companies well-versed in social media marketing have taken all these steps to grow and establish their brand’s online presence, but are they doing enough to protect it? Monitoring Every company that engages in social media marketing needs to uphold a strong and credible reputation while looking for ways to continuously improve it. Unsupervised Content Publishing. Account Hacks.

Study shows social media usage surging at large companies

grow - Practical Marketing Solutions

The University of Massachusetts released its annual survey of social media usage at Fortune 500 companies and the trend continued to heat up, although these mega-companies continue to lag INC 500 companies, non-profits and universities in their application of social media to marketing efforts. Eight of the top 10 companies (Exxon and Berkshire Hathaway do not). Tweet.

5 Reasons companies are bringing their marketing in house

grow - Practical Marketing Solutions

Here’s a significant trend described in a very fine digital marketing  research report from SoDA — in the past year there has been a dramatic spike in the number of companies who no longer work with outside marketing agencies — 27 percent, up from 13 percent in the previous year. The shift in North America is a little higher — 28 percent. have a few thoughts about it. One

Why are America’s fastest-growing companies killing their blogs?

grow - Practical Marketing Solutions

Are America’s fastest-growing companies shifting away from blogging as a primary social media platform?  ”Maybe” could be a conclusion based on new research examining the INC 500 from The Center for Marketing Research at the University of Massachusetts. 500 is Facebook with 74% of companies using it. Only 24% of the companies have a formal social media policy.