B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

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. Email marketing to a house list was the most popular channel and voted most as producing quality and quantity of leads. Percentage of Marketers Using Each Content or Offer. 26 to Nov.

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

B2B Conversations Now

Just be ready to provide it in a form the prospect can use internally to help sell your products/services; no marketing fluff. 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. Our approach to solving this is based on 20 years of selling high-end IT gear to large commercial organizations and the Federal Government in both the pre- and post- internet era. “Mr./Ms.

Sales Training Startups Must Read - “Unfunded - From Bootstrap to Blue Chip”

B2B Conversations Now

B2B Marketing B2B Sales FunLately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. “You can’t sell a job&#. doubt it. The Skinny.

Solution or Price - Which comes first?

B2B Conversations Now

How can a rep give a price for a complex solution if the customer hasn’t yet disclosed what they perceive the solution to be? I am seeing an increasing number of top-earning sales and marketing folks discuss this trend. B2B Marketing B2B SalesHere’s a short excerpt: “ I have to admit being a little frustrated. 100% of the time, the response is Price! And I wait….

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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

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? It’s true Marketing/Sales alignment. personally field a half dozen cold calls per day from companies I’ve never heard of. hope to see you there!

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. B2B Marketing B2B Sales Lead ConversionThe book details 10 essential steps that can accelerate sales for companies large and small. There’s nothing that will increase your sales faster and we all want faster sales. They key to MILT is RESPONSIVENESS.

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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 ? While this finding makes sense for Business-to-Consumer marketing, this study is of Business-to-Business buyers. Before the internet marketing explosion, there was ample time for a prospect to review and digest offerings from a variety of vendors. B2B MarketingWrong.

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Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

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. Franklin was responsible for establishing the first public library, organizing fire fighters in Philadelphia, was one of the early supporters of mutual insurance and crossed the Atlantic eight times. Get Moving.

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

B2B Conversations Now

All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. B2B marketers depend on these offers for a reason - they work. B2B Marketing Lead Conversion Lead Generation Social MediaIn the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The reason they work is that they meet the 5 criteria of a strong call-to-action.

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

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. 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. The bottom line is that pricing is valuable to an early-stage end user, publishing it is like throwing marketing dollars down the drain. You move on.

Evangelizing a Content Marketing Program

Content Marketing: Why 7 IV. Content Marketing: When 12 V. Content Marketing: How 17 VI. Conclusion 25 Table of Contents ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY3 “ Content marketing is the atomic particle of all the. rest of a brand’s marketing campaigns.” of marketing legend. content marketers are faced with a task of consistently. brands.

Defining and Ranking Sales Leads

B2B Conversations Now

In turn, the ranking allows both the sales and marketing teams to simultaneously apply different policies for sales lead management. &#. Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation I enjoy working with the folks over at MarketingSage; they are what you call deep thinkers and the results they get for their clients reflect it. Enjoy!

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

B2B Conversations Now

Most marketing and sales people understand their product’s value proposition well. Where the process falls apart is that we expect our end-user customers to digest our marketing materials (whitepapers, webinars, demos, etc.) How does your current marketing material present the NetMaster 5000? B2B Marketing B2B Sales Lead Conversion Lead Generation“Mr./Ms.

RFI 2

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

B2B Conversations Now

OEMs spend a significant amount of Marketing Development Funds (MDF), time and effort trying to get partners to create demand and sell their solutions. In fact, they can find all the information they need by bypassing the VAR and going right to the manufacturer, wasting marketing funds. B2B Marketing B2B Sales Lead Conversion Lead Generation VAR ChannelMay I ask you a question?

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

B2B Conversations Now

OEMs spend a significant amount of Marketing Development Funds (MDF), time and effort trying to get partners to create demand and sell their solutions. In fact, they can find all the information they need by bypassing the VAR and going right to the manufacturer, wasting marketing funds. B2B Marketing B2B Sales Lead Conversion Lead Generation VAR ChannelMay I ask you a question?

Staffing and Launching Your Content Marketing Program

Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. Conclusion 35 Table of Contents ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY3 On the evening of March 2, our content/marketing team. Platforms,” “7 Keys to SEO for Content Marketers,” and. What’s the Difference Between B2B and B2C Market- ing?” Marketers are humans too.

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. 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. Tags: B2B Marketing 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. Future Cost.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. B2B Marketing B2B Sales Lead Conversion Zero-Time SellingThe book details 10 essential steps that can accelerate sales for companies large and small. There’s nothing that will increase your sales faster and we all want faster sales. It’s simple.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. B2B Marketing B2B Sales Lead Conversion Zero-Time SellingThe book details 10 essential steps that can accelerate sales for companies large and small. There’s nothing that will increase your sales faster and we all want faster sales. It’s simple.

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. Most marketers do for leads generated from traditional, non-selective calls to action like Whitepapers, Webinars and Contact Us forms. Inbound leads captured by EchoQuote™ are not your typical marketing leads.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Marketing. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction 4 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Red Bull has long been the strongest example of this. marketing technology into a seamless process. YOUR CONTENT MARKETING IN 2015.

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. Most marketers do for leads generated from traditional, non-selective calls to action like Whitepapers, Webinars and Contact Us forms. Inbound leads captured by EchoQuote™ are not your typical marketing leads.

How LeadLifter was born on LinkedIn

B2B Conversations Now

The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. Instead of embarking on a secret campaign of finding a new name, we decided to come up with a basket of potential names and then put it out into the marketing community for feedback. We are starting a new “umbrella” company and need help naming it from the tech marketing pros here.

How LeadLifter was born on LinkedIn

B2B Conversations Now

The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. Instead of embarking on a secret campaign of finding a new name, we decided to come up with a basket of potential names and then put it out into the marketing community for feedback. We are starting a new “umbrella” company and need help naming it from the tech marketing pros here.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

B2B MarketingWe’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. We are in data gathering mode!

Content Marketing Playbook: Strategy and Roadmap

planning for a future in which GE would be a publisher, not just a marketer. redefine the role of marketing,” Comstock reflected in. When you hear marketing, most people. more we expect from marketing. sure that marketing has been redefined as innovators. in their content marketing journey, GE went above and beyond in their. successful content marketers. B.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

B2B MarketingWe’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. We are in data gathering mode!

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

B2B MarketingWe’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. We are in data gathering mode!

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. However, to the Marketer that created it, it feels outdated the day after it was written.

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. However, to the Marketer that created it, it feels outdated the day after it was written.

What is Predictive Marketing?

Predictive marketing = predictive demand generation + predictive scoring

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&#. However, to the Marketer that created it, it feels outdated the day after it was written. In the closing credits, George (the customer) is going to take Astro (the Marketer) for a walk.

Solution or Price - Which comes first?

B2B Conversations Now

How can a rep give a price for a complex solution if the customer hasn’t yet disclosed what they perceive the solution to be? I am seeing an increasing number of top-earning sales and marketing folks discuss this trend. B2B Marketing B2B SalesHere’s a short excerpt: “ I have to admit being a little frustrated. 100% of the time, the response is Price! And I wait….

Should Sales and Marketing Merge?

B2B Conversations Now

She is obviously a deep thinker about all things marketing and one of her slides stopped me in my tracks. It virtually sums up in one picture what I believe to be a significant shift in sales vs. marketing responsibility for selling products. The dark blue dashed line indicates how far Marketing has moved down the buying funnel time-line. It’s not Marketing’s fault.

Sales Training Startups Must Read - “Unfunded - From Bootstrap to Blue Chip”

B2B Conversations Now

B2B Marketing B2B Sales FunLately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. One unit of service, one unit of pay. doubt it. The Skinny.

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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.

Marketer’s Challenge: Pick ONE Slide to Make Your Point, like this …

B2B Conversations Now

Since my potential customers are senior level Sales and Marketing folks, I know their time is precious and limited. Tags: B2B Marketing Could you sell your product or service with just ONE picture or slide? It’s harder than you think. We provide a lead capturing service to B2B companies called EchoQuote. That’s right. It’s harder than you think!

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.”. 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.

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation

Blogs without Calls to Action are like…

B2B Conversations Now

I found this cartoon and immediately thought of the fun side of social media marketing, you know, the part that is enjoyable as long as you’re not trying to catch any customers. If you utilize a blog as part of your social media marketing strategy then you may want to consider adding a call to action other than “sign up for our newsletter&#.

Study: How Much of Your Content Marketing Is Effective?

Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. billion dollars on content marketing this year, and that number is growing fast. As marketers dedi- cate more and more of their budgets to content, we wanted to understand more about where their. marketing.

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

B2B Conversations Now

All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. B2B marketers depend on these offers for a reason - they work. B2B Marketing Lead Conversion Lead Generation Social MediaIn the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The reason they work is that they meet the 5 criteria of a strong call-to-action.