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| Page 1 of 1 | Previous | Next | ACQUIRING MINDS MAY 17, 2010  Destructive B2B Sales Practices Raising the Bar on Sales Personnel - Customers are empowered by online information sources and social networks. Knowledgeable sales reps who bring a consultative approach and value to customers are a much better fit to today’s customer. This heightened requirement should help to raise the bar on the calibre of B2B salespeople. billion of tech deals were announced versus $19.2 | ACQUIRING MINDS MARCH 31, 2011  Top 5 Reasons to use Segmentation Segmentation helps improve the accuracy of marketing so that the right messages are sent to the right buyers at the right time. There are now more reasons than ever to invest in segmentation. B2B marketers face challenges in mining their databases for accurate profiling criteria so segmenting the database may be an arduous exercise. Lower List & Media Costs. Word travels fast and wide. | | | | | |
| ACQUIRING MINDS FEBRUARY 21, 2013  Don’t Think Outside a New Box Existing frames of reference may hinder not help. Sometimes past experiences can impede, rather than help you. Given the dynamic nature of business, you are probably facing a dizzying array of business challenges every day. Have you faced a new business problem that you tried to solve with a legacy perspective? Maybe you found that old rules don’t solve new problems. | ACQUIRING MINDS AUGUST 31, 2009  Buyer centricity on a shoestring lead generation budget It will help you save at least 10% in costs. 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? | ACQUIRING MINDS JUNE 22, 2008 What to make of the new Oracle. Judith Sim also discussed Oracle's use of social news releases that has helped cut Oracle's PR budget in half and the posting of videos, blogs and forums on the Oracle website. couldn't help but think of the impact on Oracle's messaging in this massive change from offline to online communications and lead generation. You may have caught Kate Maddox of BtoB Online covering the recent Business Marketing Association conference. According to Kate, the candor of Judith Sim, VP-CMO of Oracle, during her keynote at the BMA conference was quite surprising. That budget is 1.7% media. | ACQUIRING MINDS JULY 30, 2008 Top 10 Reasons Small Businesses Excel at Social Media Help me round off the number to 10! Today I attended Forrester' s Webinar "Defining Your B2B Social Media Strategy" with Vice President and Principal Analyst, Laura Ramos, and Vice President of Tech Industry Consulting, Dan Klein. The seminar was chock full of interesting facts on social media usage by B2B marketers and by B2B decision-makers. For both B2B vendors and the buyers of those solutions, social media is considered a second tier marketing medium. Last month, Laura Ramos released a report entitled: How to Derive Value from B2B Blogging. Are there any other reasons? | | | | | | | |
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ACQUIRING MINDS | TUESDAY, SEPTEMBER 23, 2008 HubSpot's Social Media Delivers on ROI
Offers and calls-to-action will help move prospects along the buying cycle. In some of my previous posts , I suggested that social media is highly effective in generating marketing ROI. Last week, I interviewed Mike Volpe , VP of Marketing HubSpot , for his perspective on social media ROI. HubSpot is a stellar example of how a small business can excel in social media marketing and in the process, attract $17 million in venture capital for a social media and online marketing solution ( read more on why small business succeeds with social media ). MORE >> -
ACQUIRING MINDS | THURSDAY, APRIL 9, 2009 Sales 2.0 Techniques for the Job Search
Let's step through a plan to get you that job: Goal Setting To help you manage the roller-coaster ride of a job search, it's much easier if you can objectively look at the job search like a sales pipeline. By setting top of funnel goals it can help keep you focused even if the offers are not forthcoming. For example, should you upload your resume to a job board or directly to an employer, keywords in your resume will drive traffic to you and in turn, will help rank your resume higher (Shall we call this JB - SEO or Job Board - Search Engine Optimization?) In Job Search 2.0, MORE >> -
ACQUIRING MINDS | TUESDAY, MAY 19, 2009 Network Solutions levers Sales 2.0 for a 360 degree customer view
wiki has been created with Salesforce.com, Network Solutions' sales CRM system, that helps reps find answers to their questions. Travis Fore is in a unique position to profit from Sales 2.0. As SVP of Sales, Service and Product Delivery, Travis is responsible for the breadth of customer experience at Network Solutions. spoke with Travis prior to his appearance on a panel discussing 'Sales Lead Management 2.0' at the Sales 2.0 Conference in Boston. Approximately 300 direct sales reps target small businesses across the US. One of my questions to Travis concerned buyer dissatisfaction. MORE >> -
ACQUIRING MINDS | WEDNESDAY, MAY 27, 2009 Sales 2.0 fuels PTC's SMB Expansion
was helping to close the gap between empowered buyers and his telesales team, Dan responded that SMB buyers are more agile and conduct more online research than Enterprise buyers. has helped PTC to close the gap with SMB buyers. As a former paratrooper, Dan Maier’s background has prepared him well for his current assignment: managing a global inside sales team of 75 reps selling a $9,000 solution to hard-hit manufacturers. Conference in Boston ). Like many enterprise software developers, PTC has moved downmarket to sell to SMB accounts (Small & Medium size Businesses). hours. MORE >> -
ACQUIRING MINDS | MONDAY, JUNE 1, 2009  Should marketing be compensated like sales?
Marketing's role in demand creation and nurture marketing dwarfs its role in helping to close leads. Should marketing carry a quota on revenue? The answer is yes according to Joe Payne , CEO of Eloqua , a marketing automation software vendor (far left of above photo). 30% of the Eloqua marketing team's pay is contingent on Eloqua achieving its revenue objectives. recently spoke with Joe Payne at a panel discussion on sales and marketing alignment. But Joe, shouldn't marketing be compensated based on sales qualified leads (SQLs) or sales accepted leads (SALs)? asked after the panel. MORE >>
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