B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

Still, videos are popular because most customers want to consume this kind of content. Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. Finally, the group was surveyed about their spending priorities next year and how that might change from 2012.

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1

B2B Conversations Now

To sell at this level, you must capture the customer’s curiosity and then wire the customer’s future requirements to fit your solution. If not, I’d be happy to send you our “Top 20 Customer Requirements for a SAN Storage Solution” This list was compiled from dozens of our storage customers and could be a starting point for your project. I’d be happy to send you an electronic version to use however you wish, just reply with “send me the requirements doc” and I’ll get it out to you, no strings attached. “Mr./Ms.

Solution or Price - Which comes first?

B2B Conversations Now

As a top sales consultant, Dave has been encountering an increasingly number of clients’ reps that cite Pricing as the first thing customers want to know. As sales professionals, we have all dealt with the occasional customer that seems keenly focused on price and won’t focus on anything but price until they are satisfied. 100% of the time, the response is Price! problem.

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Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

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

Content Methodology: A Best Practices Report

for customer service. Customer service teams are the experts on customer pain points. president of global creative and content marketing. “It’s customer-first thinking. A lot. Business Goal Content Objectives KPIs Customer. customers Customer service • Number of service issues resolved using. become customers. Content. Methodology: A Best.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

quick but incomplete response to a customer’s question is the same as no response at all (eg. complete but slow response to a customer is marginally better than no response. The customer gets the exact content they want faster than they ever imagined. The book details 10 essential steps that can accelerate sales for companies large and small. It’s simple.

Product Content is #2 for B2B Buyers

B2B Conversations Now

Potential customers are looking for Pricing more than Product Information ? This survey is telling us that potential customers not only want pricing, they want it during the awareness stage, well before they view any webinars or contact Sales. Prospective customers love it. Do you believe as a marketer that “product content is king&# for B2B lead generation ? Wrong.

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Defining and Ranking Sales Leads

B2B Conversations Now

The Price request category does not necessarily mean you must use a B2B lead conversion tool like EchoQuote, it can be a generic form as long as it attracts and converts potential customers. 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. Enjoy!

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

B2B Conversations Now

Sincerely, Top Sales Guy” At the end of the post (after asking the Golden question) I mentioned that you should be prepared to send a “Top 20 Customer Requirements” document to help set the decision criteria. Customers will never understand your value proposition like you do so stop expecting them to. “Mr./Ms. Then, you can contact me when you are ready.

RFI 2

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

Trials take a potential customer’s time and effort. If they customer has used the product for 30 days but has not achieved the desired results, the trial continues. This limits the customer’s resistance to entering into the trial because if they expect to be busy for the next couple of weeks they will opt out. Try using a Price Paper to help potential customers understand your offer so they will feel more comfortable about proceeding with a trial. However, the idea is so saturated that the offers are bordering on desperation. Time is money. Future Cost.

Why IT VAR Marketing Dev Fund (MDF) programs don’t work

B2B Conversations Now

Here’s the 3 steps: The OEM must create compelling content that draws in anonymous, potential customers to the manufacturer’s website(s). The power of this method is evident when a new, potential customer engages with the OEM. Are your VAR partners failing to generate demand for your products? Every IT manufacturer knows that VAR channel leverage is the key to growth.

Evangelizing a Content Marketing Program

percent of American pay TV custom- ers overall, including the 25–34 demographic. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. CUSTOMER RETENTION & LOYALTY The “always-on sales funnel” is a mod- ern marketing cliché for a reason. customer. All rights reserved. Introduction 4 II. Why This Guide 6 III. Instead, most.

Why IT VAR Marketing Dev Fund (MDF) programs don’t work

B2B Conversations Now

Here’s the 3 steps: The OEM must create compelling content that draws in anonymous, potential customers to the manufacturer’s website(s). The power of this method is evident when a new, potential customer engages with the OEM. Are your VAR partners failing to generate demand for your products? Every IT manufacturer knows that VAR channel leverage is the key to growth.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

quick but incomplete response to a customer’s question is the same as no response at all (eg. complete but slow response to a customer is marginally better than no response. The customer gets the exact content (budgetary pricing) they want faster than they ever imagined. Your customers will thank you. They key to MILT is RESPONSIVENESS. It’s simple.

B2B 2

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

quick but incomplete response to a customer’s question is the same as no response at all (eg. complete but slow response to a customer is marginally better than no response. The customer gets the exact content (budgetary pricing) they want faster than they ever imagined. Your customers will thank you. They key to MILT is RESPONSIVENESS. It’s simple.

B2B 2

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

My thanks go out to dozens of contributing customers that have helped us design and shape this process. You just received an “EQ-ACT-1″ email from EchoQuote… the clock is now ticking… There are 3 critical steps in the Red Zone Response plan: First, DO NOT CALL THE CUSTOMER BEFORE APPROVING THEIR REQUEST! What is a Red Zone Response plan? We are all consumers.

Study: How Much of Your Content Marketing Is Effective?

And instead of relying on disruptive banner ads, brands are start- ing to get smart about targeting customers with original content. their most important marketing goal, lifetime customer value and. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. content.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

My thanks go out to dozens of contributing customers that have helped us design and shape this process. You might as well tell them “We don’t care that you are interested in our products, we’re too busy finding new customers.” What is a Red Zone Response plan? Do you have a formal process for how to handle incoming B2B leads from your website or blog?

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. ConvertandSell. EchoLeads. FunnelMax.

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. ConvertandSell. EchoLeads. FunnelMax.

Stale Content at the Speed of Now

B2B Conversations Now

Whether a potential customer uses Google, Bing, YouTube or even social media for initial research, those vendors with fresh, pertinent content get the first shot. In the closing credits, George (the customer) is going to take Astro (the Marketer) for a walk. In seconds, George the Customer is trampled under foot and completely forgotten. Warning: Watch Speaker Volume!

Content Marketing Playbook: Strategy and Roadmap

customers to reimagine GE on the cutting edge, which. they end up becoming customers of Moz, that’s great, too, but that’s a side benefit. list that could include: its own investment trends data, data and queries gathered at its customer call center, the expertise of its financial advisors and other internal. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently.

Stale Content at the Speed of Now

B2B Conversations Now

Whether a potential customer uses Google, Bing, YouTube or even social media for initial research, those vendors with fresh, pertinent content get the first shot. In the closing credits, George (the customer) is going to take Astro (the Marketer) for a walk. In seconds, George the Customer is trampled under foot and completely forgotten. Warning: Watch Speaker Volume!

Stale Content at the Speed of Now

B2B Conversations Now

Whether a potential customer uses Google, Bing, YouTube or even social media for initial research, those vendors with fresh, pertinent content get the first shot. In the closing credits, George (the customer) is going to take Astro (the Marketer) for a walk. In seconds, George the Customer is trampled under foot and completely forgotten. Warning: Watch Speaker Volume!

Solution or Price - Which comes first?

B2B Conversations Now

As a top sales consultant, Dave has been encountering an increasingly number of clients’ reps that cite Pricing as the first thing customers want to know. ” As sales professionals, we have all dealt with the occasional customer that seems keenly focused on price and won’t focus on anything but price until they are satisfied. 100% of the time, the response is Price!

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

B2B Conversations Now

rarely get the chance to actually sit down with a potential customer at their location but, when possible, I never waste it by showing a power point slide show. Since my potential customers are senior level Sales and Marketing folks, I know their time is precious and limited. Could you sell your product or service with just ONE picture or slide? It’s harder than you think.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

platforms, and customer relationship management. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But brands.

Should Sales and Marketing Merge?

B2B Conversations Now

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? Whitepapers, sales presentations (called Webinars) and customer references (called Case Studies) are all published directly to the web. Maybe the new category could be called the “Customer Success&# group?

Blogs without Calls to Action are like…

B2B Conversations Now

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. Do you just want to establish yourself as a thought leader or are you trying to surface potential customers for your company? What you use for your offer depends on what you are trying to accomplish.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

My thanks go out to dozens of contributing customers that have helped us design and shape this process. You might as well tell them “We don’t care that you are interested in our products, we’re too busy finding new customers.” If you are just beginning to research solutions, we have compiled a “Top 20 Customer Requirements List” from our hundreds of customers and would be happy to share it with you. What is a Red Zone Response plan? Do you have a formal process for how to handle incoming B2B leads from your website or blog? B2B Marketing

Price Papers vs. White Papers for B2B Lead Conversion

B2B Conversations Now

While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. Value is the perceived value that a potential customer places on the offer. disagree with that. No new processes are needed.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. EchoQuote will continue to be the tool name under the LeadLifter umbrella so nothing will change for our existing clients. How we got to LeadLifter using LinkedIn. Here are our choices so far: ActiveFunnel. ConvertandSell. EchoLeads.

Inbound Sales … at a Tradeshow

B2B Conversations Now

First, some background… Trish Bertuzzi and I had a quick discussion at The Customer Collective around Cold Calling 2.0 Have you ever stood in a booth at a tradeshow peddling your wares? Did you know you can apply inbound sales techniques easily at a tradeshow and come away with lots of new opportunities? where we sparred a bit about the effectiveness of inbound versus outbound sales.

Give Your Customers New Tools, Not Your Sales Team

B2B Conversations Now

Want to find and close more business customers? The key may lie in empowering your customers to engage you instead of the other way around. In this current selling climate it seems that a new selling tool is announced almost daily that will revolutionize how sales people find new customers. Unfortunately, the vast number of them are inward facing toward the sales team and completely ignore the customer that is searching for your products or services. Think about tools that YOUR customers would find useful and supply them. Of course, but how? More Cold Calling?

Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

For example: “We are really focused on solutions.” Or, “We want to be much more customer centric.” When customers view you as a resource that can help them drive growth then you will certainly have a long-term client you can count on. This is a guest post by Sam Reese, CEO of Miller-Heiman, The Sales Performance company. This post as well as other good sales performance insights can be found here. Has Your Growth Strategy Run Out of Steam? have been traveling quite a bit lately and I have not blogged for a little while. Growth seems to be the hot topic everywhere right now.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

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

B2B Conversations Now

Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) The software vendors that are our customers report that buyers are increasingly hard to reach, even when the buyer requests information from the vendor (A humorous note: these are often the same vendors that didn’t return our calls when we were first recruiting them). In addition to these best practices, the salesperson must also work to engage the customer. If potential customers are going to third party websites for information, you had better be well-represented.

The Unsung Heroes of Summer Vacation Scheduling

B2B Conversations Now

To properly set up their EchoQuote instance, I needed to understand as much as possible about Labor and Vacation Scheduling Software, and how customers purchase it. It’s been an extremely hot summer here in Maryland with many days exceeding the 100 degree mark. 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. Tugboat Software specializes in Labor Scheduling and Vacation Scheduling Software for medium to large companies. Labor Scheduling Software. Is it Fall yet?

B2B “Fast Lane” Lead Conversion Podcast with Paul Dunay

B2B Conversations Now

Choose what fits for your organization and target customers. Want to accelerate the quantity and quality of lead conversions on your B2B site? If so, you may be looking for a “fast lane&# lead conversion strategy. B2B lead conversion is a critical first step in a solid lead nurturing process. Paul Dunay (Buzz Marketing for Technology) and I discuss how to augment a lead nurturing system by creating a fast lane conversion process to capture sales ready leads. The key to implementing a successful Fast Lane Conversion strategy boils down to the strength and value of the *offer*.

How to handle “DO NOT CALL ME!”

B2B Conversations Now

If you really want to help a prospective customer and you promise them something on your website, make sure you deliver on that promise before engaging them and even then you should probably use an email, not a call. We have gathered broad requirements from many customers and put them into a bulleted list. It’s understandable how skeptical potential customers are these days about requesting anything on a website. Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? But why so angry ? Guess what?

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Surprising 2009 Lead Conversion Results

B2B Conversations Now

Finding new customers with active projects, much less with budgets, was tough. However, some actually increased revenues by seeking new approaches to finding customers. Many realized that what potential customers need in a tight market is a way to determine budget fit. As more and more technology vendors chase fewer customers we may see a rocky first half of 2010. Ask business executives about 2009 and many will answer that it was a rough ride. Another emerging technology company, GreenBytes , specializes in inline deduplication appliances.