Acquiring Minds

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Are Millennials wired but not to sell?

Acquiring Minds

B2B marketing buyer behavior inside sales outbound marketing sales enablement I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. Do Millennials lack motivation to sell or is it the skill set that is lacking?

Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

I wrote the below article for an eBook on digital marketing to be published shortly by CustomerThink. wanted to let you know that I will be presenting at an upcoming Summit on B2B Digital Marketing from CustomerThink. The Summit consists of  three live webinars on the future of B2B digital marketing. You can find more information here: [link]. Why Invest in Lead Generation?

Top 5 Reasons to use Segmentation

Acquiring Minds

Through segmentation a marketer identifies groups of customers that are ranked by their sales potential and can be classified based on any number of criteria.      By leveraging this intelligence, marketers can profile their ideal customer and forecast outcomes for marketing programs. Here are the top five reasons for marketers to segment: Higher Conversion to Revenue.

Marketers are smarter

Acquiring Minds

Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. Marketers can track, analyze and pivot in real-time.

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The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

Savvy Buying of B2B Data

Acquiring Minds

Stevens and Bernice Grossman, two well recognized B2B direct marketing experts.    Ruth P. Stevens consults on customer acquisition and retention, teaches marketing at Columbia Business School and blogs at HBR.org. . Bernice Grossman created DMRS Group an independent marketing database consultancy. This is information that has always eluded the B2B marketer. Resources.

Destructive B2B Sales Practices

Acquiring Minds

Better Sales Training - Training on solution knowledge and how best to engage customers are two key training areas for sales.    McKinsey calls for a centralization of content development and creation of compelling value propositions.    This seems to be a call for marketing and sales to align their efforts better on messaging.   CSO Insights IDC McKinsey sales and marketing alignment

Right Message, Wrong Target – A Field Guide

Acquiring Minds

In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. What if marketing and sales are communicating the  right message but to the wrong audience? The prospect only agrees to accept collateral or opt-in to nurture marketing. Something has gone awry. Conclusion.

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Colloborative Selling in the Channel

Acquiring Minds

Tech vendors offer partners a menu of marketing programs and tactics that enable partner to generate leads without the tech vendor participating in the calling.    Like many tech organizations, Microsoft and Cisco enable thousands of their partners to create lead generation programs through self-service marketing portals. The imperative for technology companies is to grow fast.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Segmentation for the Nation

Acquiring Minds

In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. As time and resources allow, your goal should be to start mixing in other sources of data.   The risk of using only your data is that your company’s experience may be very different from general marketing conditions and your analysis may be skewed.

The Sales Lead & the Language Police

Acquiring Minds

Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing.   Could it be that ancient Greek salespeople referred to their marketing colleagues as bárbaros ?  . Whatever the case, we continue to face basic issues in B2B sales and marketing. Related Blog Posts. Photo Credit.

The Risky Business of Exclusive Reselling

Acquiring Minds

Last month, Eloqua terminated its reselling relationship with The Pedowitz Group, a marketing automation reseller. The Pedowitz Group (TPG) stated in a press release  that by representing multiple marketing automation vendors, TPG is best serving its customers.   the mid-market or enterprise market). VARs are led by entrepreneurs with a high tolerance for risk.

Selling to the Digital B2B Buyer

Acquiring Minds

buyer behavior inside sales outbound marketing sales enablement telesales David Skok Facebook Jill Konrath LinkedIn Steven Woods The digital world is bringing great change to how buyers wish to interact with B2B sales teams. Today's B2B buyer prefers online communication for a variety of reasons explained in this post.

Comparing B2B Online Data Sources - New Research

Acquiring Minds

Just this past week, Ruth and co-author Bernice Grossman , president of DMRS Group , a marketing consultancy, released an interesting study of major online sources of B-to-B data (Thanks to Ruth for acknowledging in the appendix my modest contribution). My organization, Direct Impact Marketing , maintains a strict privacy policy: no lists are shared between clients, so we often rent lists and then conduct lead generation programs. have spoken with many marketers who would rather rent than invest the time in their house file. branches).

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B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Marketers are smarter

Acquiring Minds

Would have been a great  B2B marketer. It seems to me that B2B marketers are much smarter than 10 years ago. B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. Marketers can track, analyze and pivot in real-time.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. What defines a start-up, is what defines the marketer.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. What defines a start-up, is what defines the marketer.

Are Millennials wired but not to sell?

Acquiring Minds

B2B marketing buyer behavior inside sales outbound marketing sales enablement I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. Do Millennials lack motivation to sell or is it the skill set that is lacking?

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel Marketing Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel MarketingLead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Collaborative Selling in the Channel

Acquiring Minds

Tech vendors offer partners a menu of marketing programs and tactics that enable partner to generate leads without the tech vendor participating in the calling.    Like many tech organizations, Microsoft and Cisco enable thousands of their partners to create lead generation programs through self-service marketing portals. The imperative for technology companies is to grow fast.

Collaborative Selling in the Channel

Acquiring Minds

Tech vendors offer partners a menu of marketing programs and tactics that enable partner to generate leads without the tech vendor participating in the calling.    Like many tech organizations, Microsoft and Cisco enable thousands of their partners to create lead generation programs through self-service marketing portals. The imperative for technology companies is to grow fast.

Segmentation for the Nation

Acquiring Minds

In earlier post entitled the Top Five Reasons to use Segmentation , I wrote about the importance of segmentation in B2B marketing. As time and resources allow, your goal should be to start mixing in other sources of data.   The risk of using only your data is that your company’s experience may be very different from general marketing conditions and your analysis may be skewed.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel Marketing Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Messaging Maximus for Lead Generation

Acquiring Minds

Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. Tags: buyer behavior demand generation lead generation messaging outbound marketing trigger marketing Or the telesales call that is the same for every conversation and simply asks: are you buying? Related Posts.

The Moment of Truth for Sales

Acquiring Minds

For B2B marketers that key point is the response generated from a marketing effort through direct, online or social media marketing. Tags: B2B marketing Sales 2.0 The moment of truth arrives when a prospect is engaged in a meaningful interaction with your organization. Buyers don’t find value in sales discussions.  SaaS, hosted solutions). Related Posts.

Marketing on the Outbound

Acquiring Minds

In my last post on outbound marketing, I discussed the use of outbound marketing in targeting five types of buyers - buyers who can only be reached and persuaded to consider your solution through outbound marketing. Outbound marketing or lead generation is used to directly contact 'cold' prospects through tactics such as direct mail, email, events and teleprospecting.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs

Use Outbound Marketing to target these 5 Buyer Types

Acquiring Minds

Given the popularity of social media and inbound marketing, when should outbound marketing be used ? For some types of buyers, outbound marketing is the only way to engage (e.g. Outbound marketing may be your only option to reach these buyers. Early stage solutions that are new-to-market often target buyers with latent needs. Photo Credit: henrybloomfield.

10 Signs that Sales & Marketing are Mis-Aligned

Acquiring Minds

Office Fight by trawin Poor quality leads and a broken lead process are warning signs that sales and marketing are not aligned. As a provider of lead generation services, we are afforded a unique position at the intersection point between sales and marketing to observe many of these 'canaries'. Marketing refers to accounts and contacts on rental lists as 'leads'.

Should marketing be compensated like sales?

Acquiring Minds

Should marketing carry a quota on revenue? The answer is yes according to Joe Payne , CEO of Eloqua , a marketing automation software vendor (far left of above photo). 30% of the Eloqua marketing team's pay is contingent on Eloqua achieving its revenue objectives. recently spoke with Joe Payne at a panel discussion on sales and marketing alignment. asked after the panel.

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

For telesales groups that target the SMB segment (Small, Medium Business), the dynamics are very different than in pursuing large mid-market or enterprise accounts. In targeting the vast SMB market through lead generation, the challenge for telesales is to break into large numbers of accounts without the luxury of referrals or deep account insight. So what to do?

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful