B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

Prospects that fill out associated Web forms for price quotes are more than likely pursuing real projects and gathering budget information early in the sales cycle. Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. EchoQuote™ Takeaway.

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

B2B Conversations Now

Their response sounds something like this “I’m not ready to talk to sales yet, we’re just researching solutions right now…” This is often followed by the dreaded, “I’ll contact you if I need more information” This is surprisingly easy to handle if you’re prepared, but a momentum killer if you aren’t. 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. This will work wonders but there are no short cuts! “Mr./Ms.

Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

In this day and age of self-service information, why are inside sales reps fighting so hard to reach cold fish like me when warm, interested prospects are right under marketing’s nose visiting their corporate website? What challenges do inside sales professionals face each day as they battle voice mail/email to reach potential customers and make their number(s)? hope to see you there!

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

Content Methodology: A Best Practices Report

feedback on its content from financial advisors via surveys that, in turn, inform the. personas already seek information relevant to. and informative content, or utility content—and. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I.

Product Content is #2 for B2B Buyers

B2B Conversations Now

Potential customers are looking for Pricing more than Product Information ? The following chart depicts the relative ease with which buyers were able to review and digest a vendor’s information. They no longer have to travel to get the latest information about the products and services they need. The quantity of information is overwhelming. How can that be true?

Price 23

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

As you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. The visitor did not have to give up any information to get the pricing; good for them, but bad for the vendor marketing team and their B2B lead generation efforts. It seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reason; it will lose you website conversions. You move on.

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2

B2B Conversations Now

offered to provide an example document in both Request for Proposal (RFP) and Request for Information (RFI) form. The second format is known as a “Request for Information” or RFI for short. Revisiting our original example above and adding an RFI format, we now have 3 ways to present our information. “Mr./Ms. Then, you can contact me when you are ready.

RFI 2

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

B2B Conversations Now

In fact, they can find all the information they need by bypassing the VAR and going right to the manufacturer, wasting marketing funds. Storage manufacturers themselves have healthy websites with unlimited information about their products; information that is much more up to date and relevant. Are your VAR partners failing to generate demand for your products? Summary.

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

B2B Conversations Now

In fact, they can find all the information they need by bypassing the VAR and going right to the manufacturer, wasting marketing funds. Storage manufacturers themselves have healthy websites with unlimited information about their products; information that is much more up to date and relevant. Are your VAR partners failing to generate demand for your products? Summary.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

B2B 2

Content Marketing Playbook: Strategy and Roadmap

of information. The primary source of information is specialized. source of information is specialized investment media and financial. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

B2B 2

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

We want information on our own terms and we don’t want to be bothered by sales people or worse, being promised something and not getting it. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. What is a Red Zone Response plan? The project is in it’s early stages.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

We want information on our own terms and we don’t want to be bothered by sales people or worse, being promised something and not getting it. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. What is a Red Zone Response plan? The project is in it’s early stages.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

Give it a shot… it doesn’t require any email address or personal information. 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. But how strong are they and what other lesser known options are out there? We are in data gathering mode!

Staffing and Launching Your Content Marketing Program

and information. give you information you can’t find anywhere else on the. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY17 This is another step that should be informed by the. INFOGRAPHIC Graphic visual representation of information, data, or. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 3 II. growth.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

Give it a shot… it doesn’t require any email address or personal information. 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. But how strong are they and what other lesser known options are out there? We are in data gathering mode!

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

Give it a shot… it doesn’t require any email address or personal information. 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. But how strong are they and what other lesser known options are out there? We are in data gathering mode!

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

Don’s insight into how the availability of general information has made it difficult to stand out was timed perfectly for the release of our new white paper that can hopefully solve that issue for some B2B marketing folks. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Nancy looked at Jim and smiled. You know that.”. Here’s how it works….”. hope you enjoy it!

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

As you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. The visitor did not have to give up any information to get the pricing; good for them, but bad for the vendor marketing team and their B2B lead generation efforts. It seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reason; it will lose you website conversions. You move on.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

in this digital age, where information accessibility and service-oriented business models favor buyers, it is. this information show improved win/loss rates and shorter sales cycles when comparing deals that. ad, and they are twice as likely to trust them over information found on a firm’s website.4 executive access, exclusive information, and personalized attention.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

We want information on our own terms and we don’t want to be bothered by sales people or worse, being promised something and not getting it. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. 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? The project is in it’s early stages.

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 primary information is specific pricing for products or services the company sells. disagree with that. Summary.

Zoominfo pricing is now self-service; great for budgeting!

B2B Conversations Now

Zoominfo, the leader in business information and the market’s only source of just verified, in-depth profiles on millions of businesses and employees, is now offering self-service budgetary pricing for it’s most popular services; Zoominfo Data Services and Zoominfo Pro. For more information about Zoominfo’s Business Information Services visit www.Zoominfo.com/business. Are you a Marketer budgeting for next year’s list acquisition? Have you ever been frustrated trying to get pricing from other list providers like Jigsaw or Hoovers? Zoominfo Data Services.

Inbound Sales … at a Tradeshow

B2B Conversations Now

liken this to the outbound world we sell in today; an increasingly indifferent prospect is bombarded with more and more information. 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? You can use inbound sales techniques manually , even at a tradeshow.

Evangelizing a Content Marketing Program

metrics are the core components that inform how you. 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. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 4 II. Why This Guide 6 III. Instead, most.

Two Lead Generation Strategies That Work

B2B Conversations Now

Another compelling CTA in B2B inbound marketing is the promise of pricing information. Research proves that the #1 piece of information most desired by B2B website visitors is pricing. This article was originally published by Bernie Borges in his OptimizeThis blog. The original post can be found here: Two Lead Generation Strategies That Work. At the 2010 Inbound Marketing Summit in Boston, I was on a panel on October 7th on the topic of Driving More Qualified Leads into your Funnel. He said that his lead performance had declined and asked for input on how to address it.

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

B2B Conversations Now

It’s nearly as difficult to engage prospects that actually request information. The software vendors that are our customers report that buyers are increasingly hard to reach, even when the buyer requests information from the vendor (A humorous note: these are often the same vendors that didn’t return our calls when we were first recruiting them). Let’s consider software sales: a decade or two ago, buyers were dependent on sales people to provide the information they needed to evaluate a purchase – product functionality, hardware requirements, pricing, etc. Enjoy! Bing too.

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. If you promise something in return for their contact information, make sure you deliver before you engage. Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? We periodically review EchoQuote requests for our newer clients and we sometimes get these. But why so angry ? Guess what? They don’t need help or at least not the kind you’re offering.

B2B 2

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

B2B Conversations Now

White papers still remain popular because they are a great source of information, they are just becoming less powerful as a lead conversion tool. Spiceworks surveyed some of their 800,000 Small-Medium Business Information Technology users and found the following: 75% don’t sign up for white papers that require registration. Those that do share their information obviously don’t mind doing so, but they DO mind a pesky vendor that calls them 10 times over the next 30 days. Stephanie interviewed Jay Hallberg, VP of Marketing of Spiceworks. Show your expertise.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

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

B2B Conversations Now

The second format is known as a “Request for Information&# or RFI for short. Revisiting our original example above and adding an RFI format, we now have 3 ways to present our information. In my last post Before Nurturing a New B2B Lead, Ask the Golden Question we talked about asking a compelling question for new B2B leads before you send the lead down the nurturing path. Our intent is to try to filter high-quality prospects and get them to the sales team for direct interaction. For those who have not read the post, here was where we left off: The Golden Question. “Mr./Ms.,

RFI 2

Effective B2B Lead Generation Means Selling the Conversation

B2B Conversations Now

By taking early ownership of the corporate website and populating it with lots of product information, marketing has taken on the burden of selling products , even on a B2B website. Are you providing ways for the end-user to alert you that they want to have a sales conversation or are you flooding them with product information? Are you looking to generate more sales ready leads on your B2B website? As B2B Marketers, we are all feeling the pressure to do something, anything , to generate more B2B leads. But have you ever stopped to think about what marketing’s role really is?

Trust Agents and Multiple Birds

B2B Conversations Now

They are always searching for information to help their members. Chris Brogan and Julien Smith are looking for a viral way to kill 2 birds with one stone; they want to sell more copies of their new book “ Trust Agents &# while at the same time do some good for society. Chris even posted How Do We Kill Birds? to ask for recommendations. Having read Trust Agents, I took their advice and instead of responding to Chris’ post directly, I decided to create my own post here in the hope that others with great books may benefit. Why not make a BIG difference? The Statistics.

How B2B Marketing Became Responsible For EVERYTHING (and how to reverse it)

B2B Conversations Now

The customers need information. I just finished a short paper on how B2B marketing has put itself in the position of being responsible for just about everything marketing and sales related. Here is an excerpt from: “How B2B Marketing Became Responsible for EVERYTHING (and how to reverse it)&#. “B2B Marketers are killing themselves trying to make everyone happy. The CEO needs revenue. The sales team needs qualified leads. Everyone is looking at marketing to make it happen. So, how did B2B Marketing become responsible for EVERYTHING? First, some background…&#.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

Publish B2B Pricing? Test the traction without actually doing it.

B2B Conversations Now

According to MarketingSherpa, the #1 piece of information serious prospects are looking for on B2B sites, but can’t find, is budgetary pricing. In a previous post Sales 101 Myth Can Hurt Your Marketing Efforts I discussed how the old rules of holding back budgetary pricing has put companies at a disadvantage with self-service oriented prospects doing research for solutions. At the end of that post I posed a way to test the effect of offering budgetary pricing, not publishing it. That is a SERIOUS incentive statement! Copy it directly from your standard Contact Us page.

Sample Content Rewrite; From Bland to Bold

B2B Conversations Now

According to MarketingSherpa, the #1 piece of information serious end-users are looking for early in the sales cycle, but can’t find on most B2B websites, is budgetary pricing. The promise of pricing is one of the only incentives strong enough to motivate a serious prospect to fill out their information during the early stages of a project, when your sales team has the biggest impact! They choose your items, enter their information and click “Get Quote&#. thought I would share the before and after versions so you could see the difference. Think about it.

Sales 101 Myth Can Hurt Your Marketing Efforts

B2B Conversations Now

The message to customers was tightly controlled by both marketing and sales to the point that the customer depended on us for information. Starting in the late 90s the tempo of information exchange increased. As a busy sales person, I was happy to inform my customer that he could “just go to our website&# for that brochure on the new product, I didn’t have to mail him one. Our competitor’s marketing groups were also busy on their websites adding more and more sales information. Have you ever heard this from a B2B Sales or Marketing Manager?

Is Social Media a Water Cooler or Lemonade Stand?

B2B Conversations Now

often hear Social Media described as an “office water cooler&# where the free exchange of information benefits all those involved. I’ve been kicking around this concept while preparing for an upcoming Social Media presentation. As a frequent participant I have personally gained from lively exchanges with others and am a big supporter of Social Media outlets. Those whose make their living on the success of Social Media tout its ability, if not necessity, to reach new B2B customers, but does it? Somebody has to pay for the refreshments.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

Please Keep Cold Calling Me…Not

B2B Conversations Now

We’ve had a good 15 years to propagate information on the internet and you can basically find any information you want whenever you want. Geoffrey James has a new blog post Do You Like Cold Calling? over on BNET’s Sales Machine. like Geoffrey’s work because many times he includes a poll with his provocative posts…this one included. voted “NO, I truly and thoroughly dislike cold calling&#. No one voted for “YES, I like cold calling&#. Biiiiig surprise. Can we finally put a nail in the cold calling coffin? Referrals - good, interruptions - bad.

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