What Works - What Doesn't

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How We Can Help

What Works - What Doesn't

Here are some of the ways we’ve recently helped our clients win in the marketplace. Helped a global IT services provider hone its response to an RFP for a multi-million project. Helped attract prospects for a cloud-based systems management offering through a detailed white paper describing what to look for in such a product, and how my client meet those needs.

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How Quality Content Is Helping IT Vendors

What Works - What Doesn't

Quality content is critical because prospects are paying with their most precious commodity – time. Quality content is information  about the reader, not about you.  It is advice, tips, observations and insights that help the reader  do their jobs better. If you’re not giving them valuable information, they’ll click on to your competitors. Pretty specific custo mer base, eh?

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Why Marketing Automation is Floundering (Amen!)

What Works - What Doesn't

Trying to Get the Big Mo A recent post by Jeff Pedowitz argues that marketing automation vendors – selling tools that automatically send and track responses to marketing material to target prospects – are floundering, or at least not growing as quickly as they should. But the rest of us need some help crawling before we can walk, much less run. First, the lack of education.

eBook: Content Marketing: Where To Place Your Bets

What Works - What Doesn't

With even CIOs doing much of their product research on-line, how can you as a marketeer cut through the clutter with quality content that keeps prospects engaged? To help you create the highest-quality content as quickly as possible, I wrote “Content Marketing: Where to Place Your Quality Bets.&# Click Image To Download. world.

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.

Using Online Games To Sell Complex B2B Software

What Works - What Doesn't

But is asking prospects to spend the time playing an online game good for all parts of the sales cycle?   In Innov8 players are presented with multiple scenarios (tweaking a supply chain or improving customer service) and get to see how business process automation helps the business. OK, World of Warcraft it ain’t.   Maybe.

Selling Your Weaknesses in B2B Content Marketing

What Works - What Doesn't

That transforms what seems like an exercise in humility into an opportunity to educate and engage customers and prospects. By raising the potential downfalls of its product itself HubSpot educates and engages current and prospective customers. The rest thanked HubSpot for raising these problems and/or asked for help in solving them. Which they are. The implied solution?

First Rule of Content Creation: Don't Say Something Really Dumb

What Works - What Doesn't

  2)   Saying the same thing six ways, as in “Reducing inefficiency and boosting productivity helps to reduce costs and enhance corporate productivity by making better use of corporate resources.”   What you don’t want to do is give the prospect an excuse to walk away shaking their head at how clueless you are. the cost of security, the. And for this I got an MBA?

What Is Content Marketing?

What Works - What Doesn't

Content marketing means using anything from spec sheets to white papers to case studies, Webinars or podcasts to keep prospects interested. Sure, What’s new is that the content is distributed over the Internet, and we can track which prospects downloaded or clicked through to which content. That readership history helps identify where each prospect is in the purchase cycle, what follow-on information or offers we should send them, and who are the most attractive prospects.

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.

Software Consultancy: Why MA Is Hot

What Works - What Doesn't

Market analyst Lauren Carlson also had an interesting recent post about the major trends pushing customers towards marketing automation software , which tracks prospect behavior to determine which products they’re most likely to consider. Among the main drivers she listed: Buyers’ desire for quality content; an aversion to sales calls (especially before prospects are ready for one), the need for marketing to prove its value to the business and the fact that sales cycles are longer in a down economy. And if there are hurdles I missed, I'd love to hear about them.

Virtual Trade Shows for Mere Mortals

What Works - What Doesn't

SAP talking at them,) but tracked which content prospects viewed to learn about their needs, and will use a content management system to target future info and offers to them based on those actions. Chief Marketing Officer Marty Homlish says that being able to see who viewed what information, and for how long, goes a long way towards helping SAP “capture demand.”. First, get the customers talking to each other and stay out of the way, unless you can really help. I recently Not only did it focus on getting customers to talk to each other, (VS. And that costs.

Looking for Good Content? Go for Brains, Not Titles

What Works - What Doesn't

These consultants help very large customers with very complex needs install very large, complicated software.   But you draw prospects through content marketing by the quality of your content, not the titles of the talking heads. Journalism isn’t like marketing, and that isn’t just because journalists supposedly seek the truth, the whole truth and nothing but the truth. Reporters and editors take an extremely pragmatic, “whatever and whoever it takes” approach to getting good stories. That means choosing and quoting good sources based on their knowledge and credibility.

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.

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 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 Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. Prospects may make appointments, but they could also decide not to show if you’re not careful. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects. Reciprocity. Liking.

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? 

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.

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?

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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