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

B2B Conversations Now

One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. What they really need help defining are PROJECT REQUIREMENTS. Just be ready to provide it in a form the prospect can use internally to help sell your products/services; no marketing fluff. Since the majority of the 70,000+ B2B leads that we’ve captured for our IT Technology clients over the last 4years fall into this category, I thought we might share one way to handle the objection and turn it into your advantage.

Solution or Price - Which comes first?

B2B Conversations Now

In fact, customers are still receptive to sales people that can help them and they will engage much easier if they know their time is being spent on an affordable solution. As a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. 100% of the time, the response is Price! And I wait….

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Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

While most of the attending vendors appear to have tools that help with outbound selling , EchoQuote™ is an inbound tool designed to capture sales ready leads directly from your corporate website and get them to sales in seconds without going through marketing. personally field a half dozen cold calls per day from companies I’ve never heard of. hope to see you there!

Making the Leap to Sales Management - 10 Must Knows

B2B Conversations Now

In the slideshare presentation below Brett highlights 10 specific action areas that can help any Sales executive ramp up quickly. Are you a newly promoted VP of Sales? Would you like to know 10 key areas to focus on so you can ramp your team up quickly? attended the American Association of Inside Sales Professionals (AA-ISP.org) Inside Sales 2011 conference in San Francisco in February.

Content Marketing Playbook: Strategy and Roadmap

cultivated every internal asset that could help them. outside help when needed. that’s proven to work—one we’ve refined after helping. that sports an audience of over 300,000 readers. “We want to try to help marketers first,” Fishkin says. If you can help people solve their. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. emerge.

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.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

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. ” Now that you see how simply rephrasing your competitive features into something a potential customer can use will help you, let’s tie it all together.

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Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

Try using a Price Paper to help potential customers understand your offer so they will feel more comfortable about proceeding with a trial. Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. 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. However, the idea is so saturated that the offers are bordering on desperation. Trials take a potential customer’s time and effort. Future Cost.

Content Methodology: A Best Practices Report

It also helps maintain relationships with vendors, agencies, and. suppliers, and can help facilitate corporate communications and build company culture. The studio helps unify the company around a. Ultimately, a strong content methodology can help get you there. and triggers, which will help inspire different content types and formats that can be. help address?

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

B2B Conversations Now

Focusing on great content, strong website offer(s) and a formal hand-off process for new/existing partners can help any IT vendor build a successful channel. Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? So why are VARs just fulfilling demand instead of creating it?

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

B2B Conversations Now

Focusing on great content, strong website offer(s) and a formal hand-off process for new/existing partners can help any IT vendor build a successful channel. Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? So why are VARs just fulfilling demand instead of creating it?

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. Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. 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?

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. Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. 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?

Staffing and Launching Your Content Marketing Program

to help you get that promotion. We want to try and help marketers. helpful to keep your goals focused on the audience you want to serve. helping people tell amazing stories instead of polluting the web with me- diocrity, and in the power of ditching intrusive advertising in favor of great. But while freelance resources can be a great help, it’s. Introduction 3 II.

How LeadLifter was born on LinkedIn

B2B Conversations Now

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. We do this by helping B2B marketers capture more high-quality leads from their existing websites quickly and inexpensively. EchoLeads.

How LeadLifter was born on LinkedIn

B2B Conversations Now

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. We do this by helping B2B marketers capture more high-quality leads from their existing websites quickly and inexpensively. EchoLeads.

Solution or Price - Which comes first?

B2B Conversations Now

In fact, customers are still receptive to sales people that can help them and they will engage much easier if they know their time is being spent on an affordable solution. As a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. 100% of the time, the response is Price! And I wait….

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

Jim calmly replied, “I agree 100% Nancy, but if you’ll just hear me out, I think I have a plan that will help us find more prospects earlier in the sales cycle without compromising our value proposition. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Nancy looked at Jim and smiled. Jim, we sell very complex and expensive products through many sales channels and partners.

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. help sales close deals, and B2B buyers prefer to. about your firm — and helping them spread the word about you “advocate marketing,” which we. enjoy?”

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. I attended a fantastic Focus.com presentation on June 29, 2010 as part of Focus’ interactive summit “ Mastering Lead Management “ For those of you who might have missed it, it is worth checking out. Here’s why. It’s not Marketing’s fault.

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

Without realizing it we have gradually adopted more and more sales tools that help us improve efficiency and results. Here are the 6 that I found most useful: Anyone that has taken the time to provide a quality eBook understands the time commitment these two made to help us all. As sales people we are always looking for ways to be more effective.

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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.

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. Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. Engaging early stage prospects with EchoQuote™, we can help establish the decision criteria, add more value, and sell our solutions at better margins. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results.

Study: How Much of Your Content Marketing Is Effective?

on non-audience-relevant sites in the hope of getting more con- tent out there and the vain hope of helping our SEO.” can open access to the necessary analytic tools and resources, and the right analytics help content marketers devote their time. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective?

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. The above diagram shows two key ingredients for a strong B2B offer : Value and Scarcity. disagree with that. Summary.

How LeadLifter was born on LinkedIn

B2B Conversations Now

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. and a few other derivatives… The value proposition for the future company is: “We provide tools and services that help B2B companies capture better sales leads. Whether you are considering something major like rebranding or rolling out a new service, consider using social media channels to help guide you in the process.

Inbound Sales … at a Tradeshow

B2B Conversations Now

My point was that smart inbound sales techniques can help augment those inside sales efforts. 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. Everyone read it.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

David and Agnes are partners in Marketingsage, a full-service marketing agency that’s helped clients make millions in new revenue by generating sales leads, building brands, launching new products, and establishing new sales channels. 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.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Would spending more money help? tools can help companies maximize their efficiency. 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. But brands.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

David and Agnes are partners in Marketingsage, a full-service marketing agency that’s helped clients make millions in new revenue by generating sales leads, building brands, launching new products, and establishing new sales channels. 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

David and Agnes are partners in Marketingsage, a full-service marketing agency that’s helped clients make millions in new revenue by generating sales leads, building brands, launching new products, and establishing new sales channels. 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.

Six ways to get your sales reps back above quota

B2B Conversations Now

But if you have a rep in a prolonged slump, here are six things you can do to help get them back on track and above quota. Salespeople can do the same thing, and you as a manager can help them. Sometimes this level of detail can help identify something that can not only kickstart that particular opportunity, but give the rep the confidence and momentum they need to push back up to their normal performance levels. Help identify and resolve any issues as best you can (without crossing any HR lines, of course). Phenomenal stuff Matt! Focus on the numbers.

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Six ways to get your sales reps back above quota

B2B Conversations Now

But if you have a rep in a prolonged slump, here are six things you can do to help get them back on track and above quota. Salespeople can do the same thing, and you as a manager can help them. Sometimes this level of detail can help identify something that can not only kickstart that particular opportunity, but give the rep the confidence and momentum they need to push back up to their normal performance levels. Help identify and resolve any issues as best you can (without crossing any HR lines, of course). Phenomenal stuff Matt! Focus on the numbers.

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B2B Marketing Trends for 2016

While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.

Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

If we can help them then we will be in a great position. Even better, if we can be a resource that helps them understand the missing components to their growth plans then we can really bring additional value and be a partner that contributes to the clients business and organizational issues. 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. Has Your Growth Strategy Run Out of Steam? Is it realistic?

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

B2B Conversations Now

Of course, SoftwareAdvice and EchoQuote are poised to help Sales get back in the game , but that’s another discussion. This is a guest article by Don Fornes , CEO of SoftwareAdvice.com. You can find the entire post here: Why Won’t Anyone Return My !*#@$% Call? Want to know why B2B sales is getting tougher? Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) Don gives a great description of why sales people are getting pushed out of the sales loop by the self-service nature of the Internet. Enjoy! know the answer.

How to handle “DO NOT CALL ME!”

B2B Conversations Now

think web users are finally sick and tired of sneaky ways being used to get their information so a sales person can “help&# them. They don’t need help or at least not the kind you’re offering. 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. 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?

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75% of IT Pros Won’t Register for White Papers

B2B Conversations Now

This will help you produce better material of more value to the prospect. The white paper should be part of an integrated approach that helps start a conversation, move it along, or close it. I just read an interesting post by Stephanie Tilton at Savvy B2B Marketing titled IT Pros Don’t Want to Register for Your White Paper. It dovetails into a recent post I wrote about the decreasing value of white papers as they become more ubiquitous. As you read the article summary, ask yourself if price papers could augment white papers for B2B lead conversion. Show your expertise.

Evangelizing a Content Marketing Program

how content marketing helps generate. strengths, and where do you need outside help? “ The entire ecosysystem is competing. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. Introduction 4 II. Why This Guide 6 III. Marriott, then 76.

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

B2B Conversations Now

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. That is the whole purpose of this post is to outline how you can help your customer create the documents THEY need to sell your solution internally and keep it on track through procurement. Now that you see how simply rephrasing your competitive features into something a potential customer can use will help you, let’s tie it all together. May I ask you one question?

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27.07 μs: 468.0 ns, 16.20 μs, 57.00 ns 309.7 ms: 229.8 μs, 3.288 ms, 305.6 ms