B2B Memes

Trending Sources

“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? ’”.

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.

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?

How to simultaneously attract new prospects and retain loyal customers

Biznology

Though the book was written to help families develop close relationships, I think our customers fall into similar categories. Acts of Service:  Reading and sharing their content, participating in their survey or helping them make their company better. Your prospective customers will notice how you treat current customers. Understand what really matters to your customer.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. will need help from social media to remain effective.

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!)

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.

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?

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.

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.

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?

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.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Sales Prospecting Perspectives

For inside sales reps, on the one side, you’re getting the brush off from prospects who want to call you back next year instead. The end of a period is a time when your prospects have other fires burning bright. Try these 5 great ideas to help overcome any unwarranted delays: 1. Can you think of a creative way to help your customers say yes right now? 2. Get scarce!

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 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.

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.

How Video Helps Sales and Marketing Alignment

Vidyard

Prospects who view videos of a product are 85% more likely to buy. Marketing will produce valuable assets for the sales team to distribute, while Sales will request specific campaigns or promotions to help them reach more accounts. Filming a personal video for a prospect? Marketers can help craft the story and make sure it stands out. Need more traffic? Shared Tactic.

Help 67

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.

Salesforce Tips for Moving Prospects Down the Pipeline Faster

Sales Prospecting Perspectives

Even the most enthusiastic customers and prospects can turn away from a deal if something else catches their eye. The longer a deal sits and does not move through the pipeline, the more apt a prospect will be to lose interest. If you can''t keep your appointment, give your prospect or customer a reasonable reason why you need to reschedule as far in advance as possible.

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.

Exciting new tools for B2B prospecting

Biznology

Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.  Are they growing?  Near an airport?  Unionized?  Minority owned? 

Are Your Prospecting Strategies Standardized?

Sales Prospecting Perspectives

Many of them seemed to abandon traditional prospecting strategies when the mask of a phone was lifted and confronted with face to face interaction. Here are some strategies that translate seamlessly from teleprospecting to prospecting for potential prospects at trade shows: Proactive not Reactive - If you talk to any inside sales professional about sitting around and waiting for inbound leads as a best practice, they will laugh. Without a solid introduction, you won’t be able to get your prospect engaged. Get out there and proactively go get your prospects

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.

Sales Prospecting In The New Year With A Data Scientist

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. Sales professionals admittedly are raising their hands, asking for help with prioritizing and researching new accounts. Let’s take a look at a few sales prospecting tactics and the impact of data science to ensure success in the New Year.

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.

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.

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.

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.

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.

5 Email Metrics to Help Diagnose Your Mistakes

Act-On

Analyzing email metric reports is an excellent way to help review and sometimes diagnose issues with your targeting, data, or even deliverability. This metric will help tell you the mailable status of a list, each time you send. It’s then counted into a spam complaint ratio, which the ISP uses to help determine whether future email sends should be blocked. Certainly.

Email 113

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.

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.

Sites 64

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?

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.