Acquiring Minds

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Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

My session is on January 27th at 9am PT . I am speaking about creating maximum impact with digital demand generation.  Lead Generation: Digital Strategies to Create New Sales Opportunities. Lead generation is simply the creation of sales opportunities. Why Invest in Lead Generation? Understand how much incremental ROI was generated versus the control group.

Are Millennials wired but not to sell?

Acquiring Minds

Milliennials or the Generation Y are those born between the early 1980s and early 2000s (there no consensus on the precise date range). 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. Over time his reading took off.

Top 5 Reasons to use Segmentation

Acquiring Minds

By focusing on those segments with the highest potential, marketers can generate higher conversion rates. B2B marketing buyer behavior database marketing demand generation lead generation market research market segmentationThere are now more reasons than ever to invest in segmentation. Here are the top five reasons for marketers to segment: Higher Conversion to Revenue.

Marketers are smarter

Acquiring Minds

B2B marketing buyer behavior content marketing demand generation digital marketing market research marketing automation marketing strategy sales and marketing alignment Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. However, I do know that B2B marketers are in much better position that they could have dreamed of.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Savvy Buying of B2B Data

Acquiring Minds

One of the more exciting opportunities to come along for B2B are the on-line and user generated data sources like Jigsaw , NetProspex , ZoomInfo  and others.  The user generated, i.e, Compiled files and even controlled circulation files were out-of-date by the time they got to the marketer – especially the user generated data is a real find. . An Interview with Ruth P.

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Destructive B2B Sales Practices

Acquiring Minds

Innovative Sales Methods & Tools - Innovative approaches to sales and lead generation  enable sales to be smarter and faster.     Done right, sales can be more proactive and more meaningful in touching customers.    The risk is that customer concerns on the frequency of contact could increase should sales not add value or act smarter with that contact. Comments Are Welcome. Resources.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

The response rate is weak: the number of  inbound responders or MQLs (marketing qualified leads) is lower than average and the outbound telesales team is spending more time trying to generate SQLs (sales qualified leads) from MQLs and from their own outbound efforts. B2B marketing buyer behavior lead generation lead management market segmentation Something has gone awry. Conclusion.

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Colloborative Selling in the Channel

Acquiring Minds

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. Vendor led demand generation can move very quickly to focus on high potential segments, leverage high quality and well targeted lists, and deliver on-target messaging by well-trained sales reps. Another $1.5 Photo Credit.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Segmentation for the Nation

Acquiring Minds

Segmentation requires an in-depth understanding of customers generated through analysis and research.   B2B marketing buyer behavior database marketing demand generation market research market segmentation segmentation process segmentation stepsIn earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing.

The Sales Lead & the Language Police

Acquiring Minds

Tags: lead generation lead management outbound marketing sales and marketing alignment sales leads

The Risky Business of Exclusive Reselling

Acquiring Minds

Note: Direct Impact Marketing is a reseller (VAR) of lead generation solutions and is currently evaluating marketing automation solutions. Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. VARs are led by entrepreneurs with a high tolerance for risk. Is a VAR who is exclusive with a vendor exposed to excessive business risk?

Comparing B2B Online Data Sources - New Research

Acquiring Minds

My organization, Direct Impact Marketing , maintains a strict privacy policy: no lists are shared between clients, so we often rent lists and then conduct lead generation programs. At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. Ruth was planning an analysis of online data providers and was considering some options for structuring the approach. Ruth and Bernice asked fifteen compiled list providers to participate in the analysis and ten responded. Run a test by providing a file to a number of vendors for data append.

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. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

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. 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. Why team on Lead Generation in the Channel? channel lead generation B2B lead generation

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. B2B marketing channel lead generation sales B2B lead generation Channel Marketing So why do so? Photo Credit.

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. B2B marketing channel lead generation sales B2B lead generation Channel MarketingSo why do so? Photo Credit.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Are Millennials wired but not to sell?

Acquiring Minds

Milliennials or the Generation Y are those born between the early 1980s and early 2000s (there no consensus on the precise date range). 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. Over time his reading took off.

Marketers are smarter

Acquiring Minds

B2B marketing buyer behavior content marketing demand generation digital marketing market research marketing automation marketing strategy sales and marketing alignment Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. However, I do know that B2B marketers are in much better position that they could have dreamed of.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

B2B marketing demand generation marketing strategy Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

B2B marketing demand generation marketing strategy Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.

Messaging Maximus for Lead Generation

Acquiring Minds

Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. Try testing different messages and see which brings the best results for your lead generation. Tags: buyer behavior demand generation lead generation messaging outbound marketing trigger marketing Related Posts.

Why team on Lead Generation in the Channel?

Acquiring Minds

Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. B2B marketing channel lead generation sales B2B lead generation Channel Marketing So why do so? Photo Credit.

Collaborative Selling in the Channel

Acquiring Minds

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. Vendor led demand generation can move very quickly to focus on high potential segments, leverage high quality and well targeted lists, and deliver on-target messaging by well-trained sales reps. Another $1.5 Photo Credit.

Collaborative Selling in the Channel

Acquiring Minds

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. Vendor led demand generation can move very quickly to focus on high potential segments, leverage high quality and well targeted lists, and deliver on-target messaging by well-trained sales reps. Another $1.5 Photo Credit.

Segmentation for the Nation

Acquiring Minds

Segmentation requires an in-depth understanding of customers generated through analysis and research.   B2B marketing buyer behavior database marketing demand generation market research market segmentation segmentation process segmentation stepsIn earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing.

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

In targeting the vast SMB market through lead generation, the challenge for telesales is to break into large numbers of accounts without the luxury of referrals or deep account insight. In contrast, my suggested approach digs deeper but still allows you to work on a shoestring lead generation budget. Tags: lead generation buyer centricity telesales So what to do?

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The Moment of Truth for Sales

Acquiring Minds

For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. 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.

Outbound Demand Generation is Dead (Darwin says no)

Acquiring Minds

Darwin would say that outbound demand generation is not extinct but faces challenges in adapting. Tags: demand generation inbound marketing lead generation outbound marketing B2B lead generation Outbound marketing must adapt or face declining returns or even extinction should obsolete practices be used.

Marketing on the Outbound

Acquiring Minds

Outbound marketing or lead generation is used to directly contact 'cold' prospects through tactics such as direct mail, email, events and teleprospecting. This insight gained is a bonus spin off from the core goal of generating qualified leads. Tags: lead generation database marketing inbound marketing outbound marketing ROMI This skews the results of the profiling.

10 Signs that Sales & Marketing are Mis-Aligned

Acquiring Minds

As a provider of lead generation services, we are afforded a unique position at the intersection point between sales and marketing to observe many of these 'canaries'. Leads Generated by Marketing are Not Factored into Quota - Sales does not count on marketing-sourced leads to achieve their quota. Tags: B2B lead generation sales and marketing alignment Rental Lists as Leads.

Use Outbound Marketing to target these 5 Buyer Types

Acquiring Minds

Tags: lead generation social media inbound marketing outbound marketing

Should marketing be compensated like sales?

Acquiring Minds

Tags: B2B lead generation marketing quota

Lead Generation Takes Precedence in the Downturn

Acquiring Minds

Brand vs. Lead Generation - The IDC survey indicates that B2B marketers have ranked demand generation significantly higher than awareness building for marketing initiatives. In good times, IDC has found that the rankings of demand generation and awareness building are equal. Sales investment in Lead Qualification and Demand Generation will increase by 20%+ in 2009. Use Levers in the Demand Generation Process - The most prevalent points of leverage are the shift from offline media (e.g. Integrated programs are prioritized over one-off, standalone programs.

Lead Generation through Social Media?

Acquiring Minds

The premise of this blog, Acquiring Minds , is that social media, as with other online media, provide B2B marketers with a stellar opportunity to generate qualified leads and to impact ROI. It almost seems heretical to sabotage social media by attempting to generate leads. tools for lead generation. Lead generation through social media will provide you with that ammunition. Tell me - how are you using social media for lead generation? new media lead generation B2B lead generation social media Andrew McAfee Web 2.0 But wait one minute!

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