B2B Conversations Now

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Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

personally field a half dozen cold calls per day from companies I’ve never heard of. What challenges do inside sales professionals face each day as they battle voice mail/email to reach potential customers and make their number(s)? It’s true Marketing/Sales alignment. hope to see you there! B2B Sales EchoQuote Tips EqualLogic Pricing Lead Conversion Lead Generation Social Media

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

The book details 10 essential steps that can accelerate sales for companies large and small. As a seasoned sales professional I kept thinking that his points were common sense, but I still see very few companies using these tactics to adapt to the modern buyer. There’s nothing that will increase your sales faster and we all want faster sales. They key to MILT is RESPONSIVENESS.

Do your Calls-To-Action meet these 5 criteria?

B2B Conversations Now

For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. B2B marketers depend on these offers for a reason - they work. must have high value to the prospect. 2.

SEM 7

Defining and Ranking Sales Leads

B2B Conversations Now

Since B2B companies generally do not facilitate ordering directly from a website, Price requests are considered the highest ranking. I enjoy working with the folks over at MarketingSage; they are what you call deep thinkers and the results they get for their clients reflect it. They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads. Enjoy!

B2B 4

Evangelizing a Content Marketing Program

person to tell the company’s story, even though he. CEO’s office and pitch the idea of building a small me- dia company within a large corporation. B2C Marketers companies that excel at lead nurturing generate. It’s also worth noting that companies that. company? mistake brands often make is only considering companies in their in- dustry as potential competition.

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2

B2B Conversations Now

First, some background. I’ve spent the majority of a 15 year B2B selling career providing technology solutions to large companies and the US Federal Government. Let’s say that your company sells high-end computer related hardware and/or software. “Mr./Ms. Have you defined the requirements for your SAN Storage project, or no? Thank you for your interest. ”>.

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

First, I think using Free Trials for B2B Lead Generation is a good idea, especially for on-demand software companies, because most people want to try something before they pay for it. This one still amazes me for high-tech companies that sell products in the high dollar price range (ten thousand and up). Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. However, the idea is so saturated that the offers are bordering on desperation. Trials take a potential customer’s time and effort. Time is money. doubt it.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

The book details 10 essential steps that can accelerate sales for companies large and small. I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. They key to MILT is RESPONSIVENESS.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

The book details 10 essential steps that can accelerate sales for companies large and small. I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. They key to MILT is RESPONSIVENESS.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. The danger here lies in how sales follows up; this is where most companies blow it. Some companies have their sales rep(s) pick up the phone and call the prospect and it completely backfires.

B2B 2

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. The danger here lies in how sales follows up; this is where most companies blow it. Some companies have their sales rep(s) pick up the phone and call the prospect and it completely backfires.

Content Marketing Playbook: Strategy and Roadmap

returned to the company after a 28-month stint leading. back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. with a better example of a brand building a more effec- tive content roadmap than GE. “It’s been a big change in our company—we’ve tried to. the powerful force that pushed the company forward. All rights reserved.

How LeadLifter was born on LinkedIn

B2B Conversations Now

We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. We posted this on LinkedIn in the B2B Technology Marketing Discussion Group : “Help us name a new company, watch it get built. We are starting a new “umbrella” company and need help naming it from the tech marketing pros here. ConvertandSell. EchoLeads.

How LeadLifter was born on LinkedIn

B2B Conversations Now

We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. We posted this on LinkedIn in the B2B Technology Marketing Discussion Group : “Help us name a new company, watch it get built. We are starting a new “umbrella” company and need help naming it from the tech marketing pros here. ConvertandSell. EchoLeads.

Marketer’s Challenge: Pick ONE Slide to Make Your Point, like this …

B2B Conversations Now

We provide a lead capturing service to B2B companies called EchoQuote. Feel free to comment and link to your post with your ONE picture of what your company does. Could you sell your product or service with just ONE picture or slide? It’s harder than you think. Since my potential customers are senior level Sales and Marketing folks, I know their time is precious and limited.

B2B 2

Should Sales and Marketing Merge?

B2B Conversations Now

To win large, complex deals that span months, if not years, a company must engage early and help set the narrative. After all, who understands the potential solution set better than a company that spends 100% of their time dedicated to solving the customer’s problem? Virtually all marketing materials direct prospects to the company website where rich content awaits.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

fully formed media company. number of other companies like General Electric, Marriott, and Starbucks joined the club, competing. Full disclosure: GE and Marriott are Contently clients.) It may seem odd at first to liken companies known for. as media company.” challenge for any company, no matter its size or budget. of content marketing technology companies have.

Blogs without Calls to Action are like…

B2B Conversations Now

Do you just want to establish yourself as a thought leader or are you trying to surface potential customers for your company? I found this cartoon and immediately thought of the fun side of social media marketing, you know, the part that is enjoyable as long as you’re not trying to catch any customers. What you use for your offer depends on what you are trying to accomplish.

Do your Calls-To-Action meet these 5 criteria?

B2B Conversations Now

For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. B2B marketers depend on these offers for a reason - they work. must have high value to the prospect. 2.

B2B 2

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. The danger here lies in how sales follows up; this is where most companies blow it. Some companies have their sales rep(s) pick up the phone and call the prospect and it completely backfires. Creating a Red Zone Response plan can give forward thinking companies a competitive edge. My thanks go out to dozens of contributing customers that have helped us design and shape this process.

B2B 2

Price Papers vs. White Papers for B2B Lead Conversion

B2B Conversations Now

They think that a company must convey its value proposition before it provides any pricing. Since product details are readily available without engaging a company’s sales organization, many prospects use pricing during the Awareness and/or Research phases to pare down a short list of potential providers. Value is the perceived value that a potential customer places on the offer.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

Relationships That Last A Lifetime Focus On People, Not Companies, To Increase Advocate Engagement by Laura Ramos September 28, 2015 FoR B2B MaRketing PRoFeSSionaLS FORREsTER.COM key takeaways Customer Testimony Helps B2B Attract. all other trademarks are the property of their respective companies. focus on companies to include the individuals behind the customer success stories.

How LeadLifter was born on LinkedIn

B2B Conversations Now

We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. We posted this on LinkedIn in the B2B Technology Marketing Discussion Group : “Help us name a new company, watch it get built. We are starting a new “umbrella” company and need help naming it from the tech marketing pros here. Our current problem is that we are using one of our tool names as the company name and it confuses our target clients. The tool will become one of several offerings for this new, high-level company. EchoLeads.

B2B 2

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

For the past decade or so, we have been retained (through our agency, Marketingsage) by clients in a variety of emerging to medium sized companies who are involved in delivering hardware or software products that deal with the storage or management of data. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? If so, you need to check out David Lamont’s (MarketingSage) review of using EchoQuote™ to convert website visitors into actionable sales opportunities. Why Storage Marketers should care about David’s opinion.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

For the past decade or so, we have been retained (through our agency, Marketingsage) by clients in a variety of emerging to medium sized companies who are involved in delivering hardware or software products that deal with the storage or management of data. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? If so, you need to check out David Lamont’s (MarketingSage) review of using EchoQuote™ to convert website visitors into actionable sales opportunities. Why Storage Marketers should care about David’s opinion.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

For the past decade or so, we have been retained (through our agency, Marketingsage) by clients in a variety of emerging to medium sized companies who are involved in delivering hardware or software products that deal with the storage or management of data. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? If so, you need to check out David Lamont’s (MarketingSage) review of using EchoQuote™ to convert website visitors into actionable sales opportunities. Why Storage Marketers should care about David’s opinion.

Study: How Much of Your Content Marketing Is Effective?

companies will spend in the neighborhood of 50. identify them by their names and companies. companies are devoting to content marketing. Companies like Coca-Cola have succeeded with a. companies for audience attention. and interests instead of just telling them about the company’s. These companies need to talk with. Copyright © 2015 Contently. in it.

Crush Your 2011 Sales Objectives - Recorded Webinar

B2B Conversations Now

Isn’t that the whole reason you’ve convinced others in your company that you need to participate in Social Media? This company not only succeeds, but has become the top equipment provider in it’s territory against 600 competitors. Do you want to crush your 2011 sales or marketing objectives? If so, you’ll need a good dose of inbound marketing to augment your traditional outbound processes. Enter Bernie Borges, founder of FindAndConvert and an inbound marketing and social media expert. Forget the “you need to do Social Media&# pep talk.

Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

This is a guest post by Sam Reese, CEO of Miller-Heiman, The Sales Performance company. There is a ton of exciting activity going on out there to be sure, but companies are still cautious about projecting growth. The good news for all of us in sales is that companies are becoming more open to change as they search for new ways to grow their businesses. You can tell a lot about a company from the way they talk about growth. Companies that are pretending to drive growth look for slogans that run out of steam after a brief discussion. Is it realistic?

Why Won’t Anyone Return My !*#@$% Call? (guest post)

B2B Conversations Now

Her job is to recruit software companies to sign up for our lead generation program, typically by cold calling a targeted list of strategic accounts. Moreover, it seems like prospecting has gotten more difficult since 2006 – 2007, when I was selling most every day to get this company started. Many software companies contact us via our website, and then go silent for months. However, like most challenges, the companies and individuals that figure out how to execute in this new environment will reap big rewards. Want to know why B2B sales is getting tougher? Enjoy!

The Unsung Heroes of Summer Vacation Scheduling

B2B Conversations Now

While most people get excited talking about their vacation destinations, there is no rest for the folks that have to manage all that time off for large companies. They are the unsung heroes of summer. I’ve worked for large companies in the past, and I never realized the effort that goes into balancing associate time off with company objectives…until I talked with Terry Schilling at Tugboat Software. Tugboat Software specializes in Labor Scheduling and Vacation Scheduling Software for medium to large companies. Labor Scheduling Software. Is it Fall yet?

Content Methodology: A Best Practices Report

company’s content across the enterprise. for their audience’s attention, including major publishers and media companies. suppliers, and can help facilitate corporate communications and build company culture. This virtuous circle is only possible when the company works to build a culture of. The studio helps unify the company around a. for the company’s newsroom.

Michael Dell now on Twitter

B2B Conversations Now

What does the CEO of a $60 Billion company with 100,000 employees think about on a daily basis? What’s interesting is that I’ve had an indirect link with Dell (the company, not the man) via a VAR business for the last 2 years since Dell bought a company called EqualLogic. Many EqualLogic channel partners were rightfully anxious and weren’t sure if they could trust a company the size of Dell. It turns out the company could be trusted. But having Michael himself on Twitter changes my perspective about the company even more. The result?

How to handle “DO NOT CALL ME!”

B2B Conversations Now

Too many companies pounce on incoming leads and simply scare them off. Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? We periodically review EchoQuote requests for our newer clients and we sometimes get these. But why so angry ? think web users are finally sick and tired of sneaky ways being used to get their information so a sales person can “help&# them. Guess what? They don’t need help or at least not the kind you’re offering. The request is routed to the appropriate person/group for approval.

Surprising 2009 Lead Conversion Results

B2B Conversations Now

Using the psychology of self-service pricing , many B2B companies were able to boost their lead conversion rates by 250-300% and win new business. Another emerging technology company, GreenBytes , specializes in inline deduplication appliances. Ask business executives about 2009 and many will answer that it was a rough ride. Finding new customers with active projects, much less with budgets, was tough. However, some actually increased revenues by seeking new approaches to finding customers.

Job Description for B2B Marketers

B2B Conversations Now

The ideal candidate will be able to quantify the marketing return on investment (MROI) and make me proud to be the head of the company. A new year always brings with it fresh ideas. Many reflect on the past year and yearn to make a career change. I was thinking of how B2B Marketers might pursue that change and the thought led to ask “what does a B2B marketing job description look like&# ? recently wrote a short white paper called “How B2B marketers became responsible for everything, including sales, and how to fix it&#. Put yourself in their shoes. Good luck in the new year!

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.

Embrace Trigger Event Selling to Win More B2B Deals

B2B Conversations Now

The process usually involves automated tools that scour the internet for fresh news about changes at prospective client companies. For example, the fact that a company might be planning a new IT project won’t necessarily hit the streets, or the social media “wires&#. I’ve been reading and hearing a lot recently about using sales triggers to find new customers. Until I really took the time to dig into Trigger Event Selling , I thought it was just a new sales fad that would lead to yet another sales training book. I was wrong. What is Trigger Event Selling?

Inline deduplication a reality with GreenBytes

B2B Conversations Now

The reason most dedup companies haven’t gone after the primary ( inline deduplication ) market is simple; most deduplication involves latency and latency is evil in I/O bound systems. I’ve spent 20 years in the data storage/data backup industry. It’s not the most exciting business, but every now and then a new, disruptive player enters the space and catches the competition flat footed. GreenBytes, Inc. Ashaway, RI) has hit the ground running in what experts say is the next big wave in data deduplication technology - primary data de-duplication.

Before Nurturing a New B2B Lead, Send the Golden Document (part 2)

B2B Conversations Now

First, some background. I’ve spent the majority of a 15 year B2B selling career providing technology solutions to large companies and the US Federal Government. Let’s say that your company sells high-end computer related hardware and/or software. If your company fits the profile of selling complex products and/or services but does not have a document like the sample above, it should be on your short list of things to do. Our intent is to try to filter high-quality prospects and get them to the sales team for direct interaction. May I ask you one question?

RFI 2

Trust Agents and Multiple Birds

B2B Conversations Now

Personally, I think Chris and Julien have a much larger potential than trying to sell discounted copies to companies with a percentage going to charity. Chris Brogan and Julien Smith are looking for a viral way to kill 2 birds with one stone; they want to sell more copies of their new book “ Trust Agents &# while at the same time do some good for society. Chris even posted How Do We Kill Birds? to ask for recommendations. Why not make a BIG difference? What if those groups were actually doing a lot of focused good for their members and society in general? The Statistics.

B2B 2

Staffing and Launching Your Content Marketing Program

companies around the globe: 1. JOE CHERNOV, VP OF MARKETING, HUBSPOT: “HubSpot is not only a company, but it’s also the cata- lyst of a movement. work at a small company without a lot of bureaucracy. company or in one of those industries, you might be. though a lot of their stories report on the company’s. the company has in place, the editorial team has the.

Effective B2B Lead Generation Means Selling the Conversation

B2B Conversations Now

Since most B2B companies do not sell products directly on their sites, the first goal should be to sell the sales conversation , not the product. Are you looking to generate more sales ready leads on your B2B website? As B2B Marketers, we are all feeling the pressure to do something, anything , to generate more B2B leads. But have you ever stopped to think about what marketing’s role really is? Hint, it’s not selling products or services. Tasks that were handled by sales (presentations, customer references, etc.) Take a look at your B2B website. Just give me a holler.

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