B2B Memes

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“Content Is Power”: Q & A with Mark W. Schaefer

B2B Memes

Through my classes (I teach at Rutgers) and speeches, I help people connect the dots and that is very rewarding. What do you think of the prospects for young journalists today? Mark W. Schaefer. couple of years ago when I started B2B Memes  it was my plan to focus exclusively on trade publishing. For me, a journalist, this came as a jolt. Our goals were fundamentally different.

Nine Keys to a Robust Editorial Career in Social Media

B2B Memes

You’ve probably heard the horror stories about people leaving compromising or questionable information about themselves on the Web that ends up damaging their job prospects. While he wrote it to help others achieve their goals, it has earned him enormous career-building exposure as well. 9. Every interaction, every assignment is a chance to make a change, a chance to delight or surprise or to touch someone.&# If you see what you do as a job, you’re replaceable—and your career prospects aren’t so hot. This isn’t necessarily a bad thing. Be media neutral. Be a brand.

Is B2B Ready for Corporate Journalism?

B2B Memes

It spelled out the feelings of many journalists when faced with the prospect of going over to the dark side , as David Meerman Scott has put it, by writing directly for a sponsor. Anything that might throw that point of view in doubt has to be left out, “even if it is true and even if it might help the reader understand something better.”. Helping to keep content marketing honest, says Pigott, will be the remaining independent journalists serving as editors and curators. What adds heft to this view is its basis in experience. Why then does the writer do it? ’”.

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5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

My job as an SDR is to extract these essential pieces of Sales Context for my clients while also nurturing a relationship with my prospects so they feel comfortable discussing their current environment and any pains they may be experiencing. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. 1. Maintain an open dialogue.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. 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.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

It is important to remember that when a buyer raises objections, they are not complaining, but are asking you, the sales professional, for help. The Prospect-to-Buyer Disconnect. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Stephen R. Covey. People can tell when they are not being listened to!)

Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read

Act-On

Here are five easy steps to sending targeted email messages that your prospects will actually want to read: Step One: Truly Understand Your Audience. When gathering data about your target audience you’ll want to explore both demographic/firmographic and behavioral trends to truly understand what makes your prospects and customers tick. Do you know what their biggest pain points are?

Lead Nurturing: Build trust, win more deals by helping prospects – not selling them

B2B Lead Generation Blog

fully realize this is a silly scenario, but it’s really not unlike what sales professionals do when they call prospects every few months to “touch base” and ask “whether they’re ready to buy yet.”. Here’s the lead-nurturing litmus test : Can prospects benefit from the information you provide regardless of whether they buy from you? To help pass this test, here are three tips: Tip #1.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. For thousands of salespeople, picking up the phone and calling a prospect is the most stressful part of their life. Disproving the Myth.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. 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.

How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. Many of the "prospects" I communicate with are already my client’s customers. Therefore, here are few tips for prospecting inbound leads. 1.

Father's Day Prospecting Reminder: Empathize & Create Relationships

Sales Prospecting Perspectives

But he managed to put a roof over my head, food on the table and helped support me to get a degree. It’s important for anyone who wants to be successful in inside sales to remember that, above all, your prospects are human. It’s important to remember this and empathize with prospects. How do you connect with your prospects?

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. These are three important tips to remember when nurturing prospects. If the prospect wants more technological detail, that’s OK, but in most cases, it''s not. Understand Your Prospects’ Buying Cycle. Some Leads Aren’t Sales-Ready.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

Will I scare prospects away asking too much too fast? If your prospects are truly that interested in the area you are looking to help them improve upon, they are going to be willing to share this information with you, at least at a high level. If they aren’t, odds are they weren’t the best prospect for you to begin with. The answer to these questions is No.

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. This list will help you understand what our readers found most important and effective in the sales and marketing world this year, as well as our audience’s preference for receiving information as lists, how to’s, inforgraphics and more! 1. What are yours?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. 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.

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. 1. Use the start of the new year as an excuse to check in with prospects. Include New Year''s in your inside sales messaging, and make sure to follow up on those prospects who wanted to speak at the beginning of 2015. 2. Do you need to be more organized?

How to Succeed in Sales Today: Start Helping Your Prospects

Hubspot

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. They all reflect a common theme: at the end of the day, Sales should be about helping prospects. Let the prospect do the talking.

The Greatest Prospecting Campaign I’ve Ever Run

Vidyard

No … this isn’t a Quentin Tarantino movie (though that sounds kind of awesome), this is the story behind the greatest prospecting campaign I’ve ever run. helped start the business development team at Dyn, one of the worldwide leaders in Internet Performance … yeah the guys that have raised over $90 Million in funding, and one of the fastest growing startups in New Hampshire. Expedia.

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. It’s all about connecting prospects to the right value. For example, the prospect level value is why a CEO would choose a laptop with business class specs over a standard model.

Top 5 Email Prospecting No-Nos

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. Here it is: I’m not that great at getting responses to my prospecting emails. Your email needs to be complete on the smallest of screens, since in this interconnected-can’t-be-without-my-phone age, that’s likely the place that your prospect will read it.

B2B Lead Generation: Help Your Prospects Climb the Sales and Marketing Pyramid

3D2B

The image of a sales and marketing pyramid helps you understand that you need to be more responsive to buyers’ needs throughout the sales process. Where once sales were relatively linear—prospects came into your sales funnel and decided either to buy or not to buy—today’s buying patterns have changed. Instead, leads and prospects need assistance up the pyramid. Or do they?

How Predictive Intelligence Helps B2B Marketers with Buyer Targeting

SalesPredict

Predictive intelligence can help identify and analyze behavior and intent data to provide a 360-degree view of prospects and their paths to purchase. Uncover the full picture of prospect behavior to identify who’s in market. Predictive solutions can help your organization uncover hidden "breadcrumbs" of previously uncaptured data from across the web that reveal buyer intent.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Offering exclusivity at the right time to the right person can help your efforts to move from conversation to conversion. Test phone calls to learn more about your prospects. Testing can also lead to a wide variety of discoveries about your ideal prospects and create multiple opportunities that can benefit your marketing efforts beyond the telephone. Results. You may also like.

How to Write an Effective Sales Prospecting Email

Sales Prospecting Perspectives

There are a few things you can do to help your emails get noticed by prospects. The people you are trying to connect with receive a lot of prospecting emails, and a few of those emails definitely compete with what you are trying to discuss. believe you need to keep prospecting emails short no matter what. This is an easy way to introduce a prospect to your organization.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? Perhaps those acronyms are easier because the difference between a prospect and a lead is debatable. Ways To Get To Know Your Prospects With Segmenting.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. Outputs from 6Sense can include lists of new prospects (not in the client’s existing database), lists of current prospects organized by purchase stage and ranked by purchase likelihood, lists of individuals within each company, and key indicators that drive each company’s score.

B2B prospecting data just keeps getting better

Biznology

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and  job role/title. To get an understanding of the depth of data available to B2B marketers for prospecting, we invited a set of reputable vendors to open their vaults and share details about the nature and quantity of the fields they offer. 

Hushly Helps Marketers Connect With Anonymous Web Site Visitors

Customer Experience Matrix

The new product is Hushly , which addresses the reluctance of prospects to provide their email address even in return for valuable content. On the vendor side, Hushly creates anonymous lead records in the client’s Salesforce.com instance, so companies can track their interactions with anonymous prospects and keep the history once the prospect identifies herself. hushly lead identification marketing automation privacy prospect databases Rego has shown me a couple of approaches over the past few years, none of which quite worked out.

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5 Tips for Inside Sales Reps When on the Phone with New Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. When cold calling - which actually isn''t that different than warm calling with the right preparation - it''s important to make a strong first impression on new prospects. What do I already know about the company/prospect? Do your research.

Link building basics: Vetting link prospects

Biznology

However, this does not mean we are done with the link prospecting portion of our campaign. Once you have amassed a sufficient number of potential link opportunities, it becomes time to start vetting those link prospects until you are left with only the best and most relevant sites. When it comes to analyzing and vetting link prospects, there are some main factors to consider.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re inundated daily by messages from clients, prospects, marketing, and more. For many inside sales reps, email is one of the most powerful prospecting tools. If you’re sending emails to dead email addresses, you’re losing valuable prospects. Read her articles here.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about. Who are my prospects? First, you must ask yourself, “Who are my prospects, and where are they in the purchase cycle?”. The window shoppers – These are prospects who are very early in the sales cycle.

5 Ways to Help Inside Account Executives Build Their Own Pipeline

Act-On

In order to capitalize on this skillset, many companies separate prospecting from closing , allowing their sales teams to divide and conquer by focusing on what they do best. The prospecting group is often called “sales development reps” (SDRs), and the closers are usually “account executives” or “sales reps.” This specialization helps both groups stay productive and motivated.

Engage Prospects with Video Backed by Marketing Automation

It's All About Revenue

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person. What digital format is closest to human interaction? Video! Marketing Automation

5 Tips to Help Close That Sale

B2B Marketing Insider

Converting a prospect into an actual paying customer […]. The post 5 Tips to Help Close That Sale appeared first on Marketing Insider Group. Content Marketing

Sales Prospecting Perspectives Weekly Recap - Week of January 3, 2014

Sales Prospecting Perspectives

Happy New Year, Sales Prospecting Perspectives readers! While we''re recovering from snowstorm Hercules in the Northeast, we''re wishing you all a happy 2014 and sharing some articles we loved that helped ring in the New Year. And now here are this week''s posts on Sales Prospecting Perspectives! Managers want to help, but they don''t want to micro-manage.

An All Too Typical Sales Prospecting Phone Message

Avitage

also like to experience selling from a buyers perspective. I get many sales prospecting calls, but usually for products or services I could care less about. While I’m not a prospect for this company, I think I am an important influencer, and potential referral source for them. delete and forget. But this was a topic I’m really interested in. Now let’s compare.

The Summer Grind: 3 Tips for Successful Summer Prospecting

Sales Prospecting Perspectives

Many of us have already begun to daydream of summer travel plans. I’ve been hearing buzz around my office lately regarding my colleagues’ upcoming vacations for the summer months. I’m sure my coworkers and I aren’t the only ones with trips in store. I was quickly reminded that a majority of my prospects will be taking time off during the summer as well. Build your pipeline. Be Strategic.

Marketing Strategy: 3 steps to help optimize website user experience

B2B Lead Generation Blog

Tweet If you want a snapshot of the user experience on your websites from the perspective of your prospects, just ask them. This is exactly what James Coulter, Marketing Optimization Specialist, Sophos, did to better understand how prospects were engaging the organization’s website. It’s also an honest wake-up call for making the changes needed to better serve your prospects.