B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

The project called the “2012 B2B Demand Generation Benchmark Survey” asked 156 professional marketers which channels are most productive for producing a high quantity of leads, and which produce the highest quality prospects. Email marketing to a house list was the most popular channel and voted most as producing quality and quantity of leads. EchoQuote™ Takeaway.

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

B2B Conversations Now

Since the majority of the 70,000+ B2B leads that we’ve captured for our IT Technology clients over the last 4years fall into this category, I thought we might share one way to handle the objection and turn it into your advantage. B2B Marketing B2B Sales EqualLogic Pricing Fun Lead Conversion Lead Generation Podcasts Q59 VideosOne 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! The Golden Question - via Phone or Email.

Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

While most of the attending vendors appear to have tools that help with outbound selling , EchoQuote™ is an inbound tool designed to capture sales ready leads directly from your corporate website and get them to sales in seconds without going through marketing. B2B Sales EchoQuote Tips EqualLogic Pricing Lead Conversion Lead Generation Social Media

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Product Content is #2 for B2B Buyers

B2B Conversations Now

Do you believe as a marketer that “product content is king&# for B2B lead generation ? Then, around 2000, Internet Marketers started generating digital content … and more content … and more content. For a simple way to use self-service pricing as a strong call-to-action to improve your website lead generation , check out EchoQuote. Wrong.

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Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Staying in your comfort zone rarely leads to greatness. Taking risks and giving yourself permission to make mistakes, will ultimately lead you to whatever your version of success may be. B2B Marketing B2B Sales Fun Lead Conversion Lead GenerationBenjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. Self-development was a constant endeavor throughout his incredible life.

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Do your Calls-To-Action meet these 5 criteria?

B2B Conversations Now

Is there a magic formula for creating a B2B call-to-action to filter serious prospects and convert them to leads? B2B Marketing Lead Conversion Lead Generation Social MediaAll marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. B2B marketers depend on these offers for a reason - they work.

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

Here’s why… Say you are researching IT storage arrays and are familiar with the leading mid-tier players like Coraid, EqualLogic, Lefthand, Nexsan, etc. 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. B2B Marketing B2B Sales Lead ConversionAs you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. You move on. Finally, you land on a site that surprises you.

Defining and Ranking Sales Leads

B2B Conversations Now

They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads. Here’s an excerpt: “ Marketingsage’s straightforward definition of a sales lead enables the meaningful ranking of opportunities as they enter the organization. Lead ranking must allow for gaps in long sales cycles and aggregate all touch events as a single opportunity. Enjoy!

B2B 4

Two Lead Generation Strategies That Work

B2B Conversations Now

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. Read more from the original article … Tags: B2B Marketing Lead Conversion Lead Generation This article was originally published by Bernie Borges in his OptimizeThis blog. And, I do mean always! B2B Calls-to-Action.

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

B2B Conversations Now

When a new B2B lead converts and you send the initial follow-up email stating that you have a “Top 20 Customer Requirements” list that you would be happy to share with them, be ready. B2B Marketing B2B Sales Lead Conversion Lead Generation“Mr./Ms. Have you defined the requirements for your SAN Storage project, or no? Thank you for your interest.

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Content Marketing 2016: Staffing, Measurement, and Effectiveness

Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.

Defining The Perfect Lead Generation System

B2B Conversations Now

Jim Logan at B2BRainmaker just posted Here’s how I define the perfect lead generation system and I think he nailed it. Per Jim: “I define the perfect lead generation system as a system that passively brings prospects to me that have a need and interest in my products or services. By qualified I mean a system that only brings me prospects interested in exactly what I have to offer — their presence self-identifies them as a qualified lead.&#. B2B marketers that want to help their sales teams can learn a lot from Jim. Short, sweet, and powerful.

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

B2B Conversations Now

Are your VAR partners failing to generate demand for your products? Since serious buyers always research solutions directly with the OEM, it makes sense that the OEM takes the primary responsibility for B2B lead generation. Figure 2 - The pull method places the OEM front and center in lead generation activities on behalf of channel partners. Summary.

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

B2B Conversations Now

Are your VAR partners failing to generate demand for your products? Since serious buyers always research solutions directly with the OEM, it makes sense that the OEM takes the primary responsibility for B2B lead generation. Figure 2 - The pull method places the OEM front and center in lead generation activities on behalf of channel partners. Summary.

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. Ready for an eye opener that is sure to generate some lively discussion? If you are not exploring how to provide self-service pricing on your B2B website you may be overlooking a B2B Lead Generation bonanza. “You want to do WHAT

Content Methodology: A Best Practices Report

industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. the stories.

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. and a few other derivatives… The value proposition for the future company is: “ Our solutions maximize your marketing team’s efforts and supply your sales team with quality leads , fast. ConvertandSell. EchoLeads. FunnelMax.

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. and a few other derivatives… The value proposition for the future company is: “ Our solutions maximize your marketing team’s efforts and supply your sales team with quality leads , fast. ConvertandSell. EchoLeads. FunnelMax.

Effective B2B Lead Generation Means Selling the Conversation

B2B Conversations Now

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. Before the explosion of internet based marketing tools, marketing’s job was to generate customer interest and channel those prospects to the sales team. But have you ever stopped to think about what marketing’s role really is? Hint, it’s not selling products or services. Tasks that were handled by sales (presentations, customer references, etc.) Just give me a holler.

Stale Content at the Speed of Now

B2B Conversations Now

With modern marketing in overdrive to generate content, an interesting phenomenon is taking shape: content is becoming stale instantly or, to put it in cool, modern terms “at the speed of Now” That new whitepaper is powerful and will no doubt remain pertinent for an extended period of time. B2B Marketing B2B Sales Lead Conversion Lead Generation

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Stale Content at the Speed of Now

B2B Conversations Now

With modern marketing in overdrive to generate content, an interesting phenomenon is taking shape: content is becoming stale instantly or, to put it in cool, modern terms “at the speed of Now” That new whitepaper is powerful and will no doubt remain pertinent for an extended period of time. B2B Marketing B2B Sales Lead Conversion Lead Generation

Stale Content at the Speed of Now

B2B Conversations Now

With modern marketing in overdrive to generate content, an interesting phenomenon is taking shape: content is becoming stale instantly or, to put it in cool, modern terms “at the speed of Now&#. B2B Marketing B2B Sales Lead Conversion Lead GenerationThere is no doubt content drives sales interactions. Warning: Watch Speaker Volume! Remember this scene?

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

First, I think using Free Trials for B2B Lead Generation is a good idea, especially for on-demand software companies, because most people want to try something before they pay for it. Marketers find themselves almost screaming “Just try it… PLEASE “ So why don’t Free Trials generate the kind of buzz and conversion rates they used too? I’ve already mentioned what I think is the number one reason, overuse, but there are others. How about this: you can try our XYZ product for 30 days *and* until you generate N results. Time is money.

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 combination of low-value and low-scarcity means a brochure is weak as a lead conversion offer. disagree with that.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? David is a long time sales and marketing veteran of the data storage industry. I’ve known Dave for several years and met him through his MarketingSage work at Texas Memory Systems (TMS), a leading manufacturer of enterprise class Solid-State Disk arrays. ” B2B Marketing Lead Conversion Lead GenerationWhy Storage Marketers should care about David’s opinion. Our “day” jobs at Marketingsage.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? David is a long time sales and marketing veteran of the data storage industry. I’ve known Dave for several years and met him through his MarketingSage work at Texas Memory Systems (TMS), a leading manufacturer of enterprise class Solid-State Disk arrays. ” B2B Marketing Lead Conversion Lead GenerationWhy Storage Marketers should care about David’s opinion. Our “day” jobs at Marketingsage.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? David is a long time sales and marketing veteran of the data storage industry. I’ve known Dave for several years and met him through his MarketingSage work at Texas Memory Systems (TMS), a leading manufacturer of enterprise class Solid-State Disk arrays. B2B Marketing Lead Conversion Lead GenerationWhy Storage Marketers should care about David’s opinion. If nothing else you should connect with them on linkedin and share your thoughts.

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Blogs without Calls to Action are like…

B2B Conversations Now

Giving away valuable content can lead to the same result - lots of fish around the boat but nothing to eat. For professional speakers and consultants, the goal of being a thought leader may mean that you have a simple offer like Work With Me leading to a contact page. For those whose goal is B2B lead generation , however, may need to use stronger offers and calls to action to connect.

Do your Calls-To-Action meet these 5 criteria?

B2B Conversations Now

Is there a magic formula for creating a B2B call-to-action to filter serious prospects and convert them to leads? B2B Marketing Lead Conversion Lead Generation Social MediaAll marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. B2B marketers depend on these offers for a reason - they work.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. Do you have a formal process for how to handle incoming B2B leads from your website or blog? Why a Red Zone Response plan is critical for EchoQuote™ leads. What is a Red Zone Response plan? We are all consumers.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. Do you have a formal process for how to handle incoming B2B leads from your website or blog? Inbound leads captured by EchoQuote™ are not your typical marketing leads. What is a Red Zone Response plan?

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Staying in your comfort zone rarely leads to greatness. Taking risks and giving yourself permission to make mistakes, will ultimately lead you to whatever your version of success may be. B2B Marketing B2B Sales Fun Lead Conversion Lead GenerationBenjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. Self-development was a constant endeavor throughout his incredible life.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

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. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

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. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

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. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

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

B2B Conversations Now

B2B Marketing Lead Generation zoominfoAre 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, 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. Zoominfo Data Services. Zoominfo Pro Pricing. Here’s a screen shot of the new Pricing buttons.

Crush Your 2011 Sales Objectives - Recorded Webinar

B2B Conversations Now

In this webinar, Bernie casts aside the fuzzy logic and teams with EchoQuote to show you how B2B lead conversion is really done. You’ll see, exactly , how a small hardware reseller uses Social Media to drive traffic and then converts that traffic into actionable B2B sales leads with a Self-Service Pricing Call-to-Action. B2B Marketing B2B Sales Lead Conversion Lead Generation Q59 Videos b2b lead generation sales ready leadsDo you want to crush your 2011 sales or marketing objectives?

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. and a few other derivatives… The value proposition for the future company is: “We provide tools and services that help B2B companies capture better sales leads. We want to choose a name that implies: action, fast, quality, lead conversion, funnel building, sales opps, etc. B2B Marketing Fun Lead Conversion Lead Generation Podcasts Social MediaHow we got to LeadLifter using LinkedIn. EchoLeads.