September, 2010

Trending Sources

The Anatomy Of A Sales Discovery Call

Sales Prospecting Perspectives

Last week I wrote about the need for sales executives to go into their meetings with a plan of attack. I wrote out a quick anatomy of a sales call, but it was very vague. Realistically, each meeting you have has a different desired outcome depending on what stage of the sales process you are at. It is with that in mind that I decided to write out what I think is the anatomy of several key sales’ stages. What should you be looking for as your prospect gets farther and farther down the line to ensure that you find closed business at the end of the funnel? You could meet up for sushi (good!)

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Four Must-Have Metrics for Marketing Measurement

Customer Experience Matrix

Summary: Four critical metrics tell you most of what you need to show the value of your marketing efforts and to optimize your results. And, here's a funny picture. There’s still time to sign up for my October 7 Webinar on stage-based marketing measurement (sponsored by Marketo and hosted by the American Marketing Association ). Marketing ROI. Inputs: marketing costs and marketing-related revenue.

Best Social PR Guides and Tips of 2010 (So Far)

Webbiquity

Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches&# from corporate PR departments and firms over the past two years. Of course, there’s more to (successful) blogger outreach than just pitching, and there’s more to the new practice of social PR than just blogger outreach. Like what? Will Traditional, Social Media Blend? by MediaPost Marketing Daily Commentary. For example, “PRO: Twitter gives us a great way to leverage PR.

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Get the Most Out of Twitter Hashtags

delicious b2bmarketing

Top Topics Twitter YouTube Facebook iPhone Google Video Google Buzz Social media MARKETING Business Advertise Network Blippr iPhone App Mashable France MashDeck Twitter App Mobile Site Social Media Events Twitter Guide Book Facebook Guide Book Partners App Development WordPress Experts MaxCDN Content Delivery Dynect Managed DNS OpenX Rackspace Hosting ConVerdge Communities About Us Submit a Tip! Contact Us Submit News Contact Us Write for Us Spark of Genius Series Mashable | The Social Media Guide Social Media Mashable on Facebook Join Us! Just be sure not to flaunt your new hashtag wisdom.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

More Trending

Is Your Sales Prospect A Great Fit For You?

Sales Prospecting Perspectives

As a sales person, I want to close everything. The CEO a couple of doors down wants steady growth through long term clients and not a revolving door of in and out projects. We have a philosophy that we would rather have 1 long term client than 10 short ones. It is with this in mind that we run a “Prospect Diagnostics” meeting. Sounds pretty fancy huh? Like you can find it under the hood of a car somewhere near the right front differential axel. ” Does the prospect have a need that warrants the use of YOUR product/service? Even if my team does great, the client will be unhappy.

Mapping and Effectively Using Twitter Hashtags for Business

Proteus B2B Marketing Blog

Including hashtags in your tweets is a powerful way to extend the reach of your activity on Twitter. While people can follow other Twitter users, they can also follow hashtags. Tools like TweetDeck, Seesmic Desktop, and HootSuite are great for monitoring hashtag streams. When you include a hashtag in your tweet, your tweet will get [.].

Do Small Businesses Need Marketing Automation?

Customer Experience Matrix

Summary: Vendors who target small businesses include provide functions beyond traditional marketing automation. This helps business owners who need to generate revenue as efficiently as possible. But larger firms need to be efficient too: so expect all marketing automation systems to eventually expand in similar ways. The replies are rolling in from the survey of vendor features that I mentioned last week. Reminder: you can upload the 150+ questions for your own RFP from www.raabguide.com.) These include Genoo , Hubspot , Infusionsoft and OfficeAutoPilot.

What Really Matters in B2B Selling

delicious b2bmarketing

A two-question quiz for anyone who manages a business-to-business sales force: Which is the better prospect, a) a potentially ideal customer that's mildly interested in your offerings, or b) a less-than-perfect fit who expresses a lot of interest? After a prospect registers on your web site for the first time, is it better to a) spend two weeks crafting a highly customized email to the target or b) send a less-customized message within 24 hours? Salespeople would typically pick "a" for both. Our research shows that this focus is misplaced. And when you find them, go after them.

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B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Do You Have a Reference Program?

MI6 Marketing Agency

Author: Chris Herbert. Audience: Senior Executives, Marketing and Sales Professionals, Reference Program Managers and Practice Leaders. In my 13 years working in the technology industry I’ve witnessed unnecessary stress and chaos in producing proposals, especially when it comes to references. Most request for proposals require references. Does this Sound Familiar? Is the contact still there?

Social media and the big conversation “fail”

grow - Practical Marketing Solutions

I am feeling sad and a bit ashamed of myself. Something happened — a wake-up call about this notion of social media “community&# and “conversation.&# It’s making me pause and reflect on what we’re really all about here on the social web. What I’m about. Last year I collaborated with a bright young woman named Jenn Whinnem. I would have heard the coughing.

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How To Conquer The Fear Of Asking The Dreaded Budget Question

Sales Prospecting Perspectives

Inquiring about budget can be one of the most difficult subjects when it comes to qualifying a prospect. Many feel that they don’t like talking about their financial situations with strangers, so why should prospects want to talk about theirs with them? While this is a valid point, I feel there are ways to ask questions in a non-intrusive way to get these prospects talking. So how do you go about uncovering such sensitive information from your potential buyers? How do you train your reps to conquer the dreaded budget qualification questions

Google Launches New Search Interface: Google Instant

Hubspot

Have you ever thought finding what you were looking for on Google took too long? Google did. Today, the search giant launched a new version of its search engine interface. Google is calling this new interface Google Instant. Google Instant provides real-time suggested results as a user begins to type a keyword into Google. and search for more speficific keyword phrases. Connect with HubSpot

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all.

Teleservices Business Process Outsourcing: Want to Go North or South?

ViewPoint

Brand Promise – A Critical Factor in Your B2B Marketing Success by Christopher Ryan

Great B2B Marketing

Last week, I had the opportunity to present at a webinar titled Creating a Compelling Brand Promise. Thought I would share a couple of the highlights of this event, which was put on by my company, Fusion Marketing Partners. . We first defined the terms “brand” and “brand promise”. A Brand = the place your company occupies in a prospect’s or customer’s mind when he or she thinks about you. A Brand Promise = what you promise to deliver to your customers when they do business with you. Your job is to make your brand and brand promise the same thing. Articulates the “primary” customer benefit.

How NOT to select – and work with – a website design agency

EMagine B2B Blog

No question about it, finding the right web design agency is tough …very tough. Start with the fact that it’s never an “apples to apples” comparison …maybe not even apples to oranges. Agencies vary widely in price, methodology, core competencies, creative capability, pricing models, technologies supported, and a host of other factors. But in trying [.].

The future of the internet isn't mobile.

B2B Marketing Online

But surely it must be? With 230,000 iOS devices and 200,000 Android devices activated every day how can it be anything else? Even Facebook is building a phone. The near -future of the internet is mobile, but as B2B marketers we must be aware of how internet usage is changing in the long-term, and what this means for our campaigns and communications. Thinking in terms of individual channels and devices will only limit our ability to fully deliver for our clients in the future.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey.

Where In The World Is B2B Social Media ROI? | B2Bbloggers.com.

B2Bbloggers

A collaborative effort with Eloqua answering the question, Where In The World Is B2B Social Media ROI

Social media and the big conversation “fail”

grow - Practical Marketing Solutions

I am feeling sad and a bit ashamed of myself. Something happened — a wake-up call about this notion of social media “community&# and “conversation.&# It’s making me pause and reflect on what we’re really all about here on the social web. What I’m about. Last year I collaborated with a bright young woman named Jenn Whinnem. I would have heard the coughing.

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Content Marketing with Emotions: Write with Feeling

Writing on the Web

Are you writing with feeling? Does your blog trigger emotional reactions ? Next time you review your writing, try to identify possible feelings in the reader. Content marketing that doesn’t resonate emotionally can’t do a good job of building relationships, inspiring trust, and moving people into taking action. It doesn’t mean you get all new-agey, touchy-feely. Sadness.

Social Media for the Boardroom

Buzz Marketing for Technology

At a recent BlogWell event I got a chance to hear Robert Raines from Chevron present his Social Media program and how he reports their activity into the Boardroom. It all starts with the Pulse Report that Chevron had produced by Edelman (their PR firm) using their Alterian’s SM2 social media monitoring tool. Many listening engines provide you with “streams” of data which is great. Tweet This!

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.

Your blog could be your B2B’s new & improved “front door”

EMagine B2B Blog

We’ve been preaching the virtues of a corporate blog for B2Bs for over 3 years now …as recently as early last month, pointing out the beneficial effect of a blog on your primary website’s search engine results page rankings. Those of you who saw the light, got on board early and now have a company [.].

Facebook, B2B and the Beatles – no really!

B2B Marketing Online

“Music’s all very well John, but you’ll never make a living out of it.” Those very words spoken, probably rather impatiently, to a teenage John Lennon by his maternal aunt Mimi. Six years later, the Beatles had changed the world. This quote neatly encapsulates a lack the vision and the failure to understand change and consequent new opportunities, the kind of attitude which is typically exhibited by older generations in response to youthful enthusiasm. I must confess to thinking and saying some pretty similar things about Facebook. However, my perspective is shifting increasingly quickly.

Are B2B Marketers Shooting For The Wrong Target? | B2Bbloggers.com.

B2Bbloggers

Is using the term, high quality leads causing us to continue marketing in the same way. Is it time to change our vernacular

Mi6 Briefing #2: Marketing, Lead Generation and Selling to CIOs

MI6 Marketing Agency

Author: Chris Herbert, B2B Specialist & Founder of Mi6. Audience: Senior Executives, Business Owners, Marketing/Sales professionals in High Tech Industry. This briefing took place on September 22nd and was presented in partnership with Leadformix an Mi6 partner. What this Brief Covered. Presentation. Mi6 briefing – sep 2010 v2. View more presentations from Chris Herbert, B2B Specialist.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

Why RSS Is Still Important for Your Business

Sazbean

In case you missed it, there’s been some talk lately about whether or not RSS is dead. You may be wondering exactly what RSS is — RSS stands for Really Simply Syndication (sometimes just called a feed) and it’s a method for one website to send out it’s content in a way that other websites and programs can easily read. Search Engines. Social Networks. Monitoring. Yup, RSS feeds.

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Tom Pisello: The ROI Guy: Do White Papers Still Engage? They do if.

Tom Pisello

New digital marketing channels have made it more efficient than ever to broadcast marketing messages to prospects, but are the current strategies effective at connecting with and educating ever more skeptical and frugal buyers

Writing Web Content: 5 Simple Steps for Results

Writing on the Web

Organize, simplify and get better results from your Web writing by asking 5 important questions: What is the problem (pain, predicament)? Why hasn’t this problem been solved? What is possible? What is different now? What should your readers do now? As you compose your copy, you should write out several sentences to answer each question. This will keep you on task, and lead your readers through to action. I suppose it depends on what you’re writing, but I can’t think of many web pages, blog posts, articles where these 5 questions wouldn’t be appropriate. Digg this!