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.

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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. I wanted to let you know that I will be presenting at an upcoming Summit on B2B Digital Marketing from CustomerThink.

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.

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. However, I do know that B2B marketers are in much better position that they could have dreamed of. Marketers can track, analyze and pivot in real-time.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground

Acquiring Minds

The service provider market is sold direct by Juniper. Partners can sell $2 to $2.60 You might expect some chest-thumping from the talented channel and marketing team that Juniper has put together. All of the channel and market executives were welcoming and engaging.

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. . This is information that has always eluded the B2B marketer.

Destructive B2B Sales Practices

Acquiring Minds

buyer behavior outbound marketing sales sales enablement B2B sales Buyer 2.0 CSO Insights IDC McKinsey sales and marketing alignment . New research from McKinsey & Company identifies destructive sales practices and prioritizes what customers want from B2B sales organizations.

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. The philosophy of ’grass is greener’ continues until the organization runs out of resources or markets or both.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Colloborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. A small number of technology companies initiate all outbound calling internally.

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. 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 ? .

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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.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

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.

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. However, I do know that B2B marketers are in much better position that they could have dreamed of. 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 ? A 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.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Or would it be preferable to be called a Full-Stack Marketer ? A 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.

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.

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.

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.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

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.

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.

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.

Collaborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. A small number of technology companies initiate all outbound calling internally.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies

Collaborative Selling in the Channel

Acquiring Minds

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling. A small number of technology companies initiate all outbound calling internally.

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. 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.

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?

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

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. Generate more leads. Better leads. And content fuels it all

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.

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. What unique benefits do you associate with outbound marketing?

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.

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. Marketing refers to accounts and contacts on rental lists as 'leads'. Inquiries as Leads - Marketing categorizes an inquiry as a 'lead'.

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