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. 26 to Nov.

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 Mediahope to see you there!

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Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Sales gets a high-quality, inbound lead and can follow-up easily. B2B Marketing B2B Sales Lead ConversionI just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. They key to MILT is RESPONSIVENESS. It’s simple.

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150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more

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 ? For a simple way to use self-service pricing as a strong call-to-action to improve your website lead generation , check out EchoQuote. Are you creating blogs, producing webinars, recording podcasts and saturating social media channels with hopes of winning the content race? Wrong.

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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. His inventions included the lightning rod, bifocals and the Franklin stove.

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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!

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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. ”>.

RFI 2

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.

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

B2B Conversations Now

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. B2B Marketing B2B Sales Lead Conversion Lead Generation VAR ChannelAnswer: They wouldn’t.

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

B2B Conversations Now

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. B2B Marketing B2B Sales Lead Conversion Lead Generation VAR ChannelAnswer: They wouldn’t.

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. Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. However, the idea is so saturated that the offers are bordering on desperation. Trials take a potential customer’s time and effort. Time is money. Effort is lots of money. Figure out a way to make your trial compelling by focusing on results the client will achieve during the trial.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Sales gets a high-quality, inbound lead and can follow-up easily. B2B Marketing B2B Sales Lead Conversion Zero-Time SellingI just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. They key to MILT is RESPONSIVENESS.

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.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Sales gets a high-quality, inbound lead and can follow-up easily. B2B Marketing B2B Sales Lead Conversion Zero-Time SellingI just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for companies large and small. They key to MILT is RESPONSIVENESS.

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.”. If you are not exploring how to provide self-service pricing on your B2B website you may be overlooking a B2B Lead Generation bonanza. Meanwhile, sales wants more high-quality leads and the pressure is building on marketing to generate them.

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.

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. All rights reserved. going.

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?

Stale Content at the Speed of Now

B2B Conversations Now

B2B Marketing B2B Sales Lead Conversion Lead GenerationThere is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. The question is, will the anonymous blog/site visitor think the content is really that new? Warning: Watch Speaker Volume! Remember this scene?

Stale Content at the Speed of Now

B2B Conversations Now

B2B Marketing B2B Sales Lead Conversion Lead GenerationThere is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. The question is, will the anonymous blog/site visitor think the content is really that new? Warning: Watch Speaker Volume! Remember this scene?

Content Marketing Playbook: Strategy and Roadmap

returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. 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.

Stale Content at the Speed of Now

B2B Conversations Now

B2B Marketing B2B Sales Lead Conversion Lead GenerationThere is no doubt content drives sales interactions. When a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. The question is, will the anonymous blog/site visitor think the content is really that new? Warning: Watch Speaker Volume! Remember this scene?

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.

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?

B2B Marketing Trends for 2016

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. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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?

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.

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.

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.

Staffing and Launching Your Content Marketing Program

These examples may sound hyperbolic, but they get at values that lead. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. original photography as something Steve the Lead.

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.

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation

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.

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. His inventions included the lightning rod, bifocals and the Franklin stove.

B2B Marketing Trends for 2016

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. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

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.