| | | Acquiring Minds | |  Companies | 17 articles |
| Page 1 of 1 | Previous | Next | ACQUIRING MINDS MAY 17, 2010  Destructive B2B Sales Practices . New research from McKinsey & Company identifies destructive sales practices and prioritizes what customers want from B2B sales organizations. 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. . Resources. | ACQUIRING MINDS MARCH 31, 2011  Top 5 Reasons to use Segmentation 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. | | | | | |
| ACQUIRING MINDS SEPTEMBER 2, 2010  The Moment of Truth for Sales 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). | ACQUIRING MINDS AUGUST 18, 2009 Sales Leads vs. Appointments? 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., | ACQUIRING MINDS MARCH 28, 2013  Marketing Velocity & Full-Stack Marketing 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. Small companies need a Full-Stack Marketer out of necessity: this executive is the marketing department. Would you rather be called a generalist or a jack-of-all-trades ? | ACQUIRING MINDS JULY 29, 2011  Segmentation for the Nation 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. The risk of using only your data is that your company’s experience may be very different from general marketing conditions and your analysis may be skewed. Win / Loss Report – compile a list of all lost customers. | | | | | | | |
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ACQUIRING MINDS | MONDAY, OCTOBER 31, 2011  Colloborative Selling in the Channel
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. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. Once qualified, the tech vendor will pass the leads to partners for engagement. Another $1.5 Partner Led Selling. Collaborative Selling. Photo Credit. MORE >> -
ACQUIRING MINDS | FRIDAY, JULY 29, 2011  Segmentation for the Nation
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. The risk of using only your data is that your company’s experience may be very different from general marketing conditions and your analysis may be skewed. In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. Segmentation requires an in-depth understanding of customers generated through analysis and research. MORE >> -
ACQUIRING MINDS | MONDAY, OCTOBER 31, 2011  Collaborative Selling in the Channel
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. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. Once qualified, the tech vendor will pass the leads to partners for engagement. Another $1.5 Partner Led Selling. Collaborative Selling. Photo Credit. MORE >> -
ACQUIRING MINDS | TUESDAY, JANUARY 8, 2013  Channel Partners don’t want to generate leads
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. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners. Friction can be generated with these seemingly odd bedfellows: large tech organizations partner with small VARs to sell to large end user organizations. Related Blog Posts. > Photo Credit. MORE >> -
ACQUIRING MINDS | MONDAY, AUGUST 31, 2009  Buyer centricity on a shoestring lead generation budget
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? 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. The issue is exacerbated by the demanding metrics set for telesales. So what to do? How can you trade-off between efficiency and effectiveness? MORE >>
- Moment of Truth in B2B Demand Generation ACQUIRING MINDS | THURSDAY, JUNE 26, 2008
- More Reasons that Small Businesses Excel at Social Media ACQUIRING MINDS | TUESDAY, AUGUST 5, 2008
- Delivering ROI on Social Media ACQUIRING MINDS | FRIDAY, SEPTEMBER 5, 2008
- Speech today at Chicago B2B Event ACQUIRING MINDS | WEDNESDAY, NOVEMBER 12, 2008
- Networking & Photos from the Sales 2.0 Conference ACQUIRING MINDS | MONDAY, MARCH 9, 2009
- Sales 2.0 Techniques for the Job Search ACQUIRING MINDS | THURSDAY, APRIL 9, 2009
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