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.

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 experts on prospect needs. The studio helps unify the company around a. Ultimately, a strong content methodology can help get you there. and prospects might go when they are in the. help address?

First Rule of Content Marketing: Don't Say Anything Dumb

What Works - What Doesn't

  Another is s aying 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. What’s the B2B equivalent of “heater gets hot?”.

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?

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.

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.

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.

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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.

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.

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.

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.

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?

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.

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.

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? 

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.

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.

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.

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.

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?

Mining Un-engaged Prospects using a Multivariate A/B Approach

Act-On

So with that in mind, and for the purpose of this post, I wanted to focus on the prospects with sometimes big potential. I’m talking about the non-open prospect emails in your email universe. Don’t ignore your unengaged email prospects. This is not meant as a go-to resource that’s able to solve everyone’s prospecting issues. Let’s use that one.”

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.

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.

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.

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.

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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.

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.

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.

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!)