B2B Marketing Traction

JUNE 15, 2011

Wouldn’t it be great if, when your prospects search on LinkedIn for your products or services, your sales team dominates the results? If your sales team not only participates but is able to dominate these conversations on LinkedIn, you can build your brand and stand out as an industry leader.

B2B Sales 100

B2B Sales Linkedin Peer-to-peer Work Management 100

B2B Marketing Traction

MARCH 11, 2011

In the workshop Tom mentioned that the number of inside sales people hires in recent years exceeded the number of external sales people. Tom’s point was that webinar and online meeting technology made this possible. So here’s the message.

Buy 100

Buy Planning B2B Marketing Consulting 100

B2B Marketing Traction

MARCH 11, 2011

In the workshop Tom mentioned that the number of inside sales people hires in recent years exceeded the number of external sales people. Tom’s point was that webinar and online meeting technology made this possible. So here’s the message.

Buy 100

Buy Planning B2B Marketing Consulting 100

B2B Marketing Traction

MARCH 9, 2012

They want what you have, and if they can find you online, they ask for it. You can use traditional marketing to generate leads, but it is probably more cost-effectively used to build brand awareness or build loyalty after the initial lead generation. With inbound marketing, prospects self-select themselves.

Inbound Marketing 100

Inbound Marketing Sales Qualified Leads Loyalty High Quality Lead 100

B2B Marketing Traction

DECEMBER 15, 2011

Now more than ever, online content is the key to attracting and engaging qualified prospects online. There are new forms of content emerging constantly, and many B2B marketers are new to online content creation. Ask your sales and customer service people to track common questions and issues.

B2B Marketing 100

B2B Marketing Planning Psychographics B2B 100

B2B Marketing Traction

APRIL 30, 2014

CMOs need to focus on relationships, not just sales. The first thing that has to shift is CMO’s belief that the sale is their objective. Marketing isn’t about getting the sale and moving on to the next buyer. We’ve specialized in getting results for our clients using online marketing for 17 years.

CMO 100

CMO Social Media Media Correlation 100

B2B Marketing Traction

APRIL 17, 2013

A recent survey of traffic to the websites of small to medium-sized business (SMB) provides some interesting insight into what works and what doesn’t for online marketing. It’s no surprise that Google is tops – at least two thirds of all searches online are done through Google. Contact New Incite today.

Customer Surveys 100

Customer Surveys Twitter Email Marketing Paid Search Agency 100

B2B Marketing Traction

JUNE 13, 2011

Marketers need to understand their rights – and how to take action – when their online content gets copied. I ran some of my website pages through the program and found that two consultants had copied two of my most popular articles – The Truth About Trade Shows and Why Can’t Sales and Marketing Just Get Along?

DMCA 100

DMCA Copyright B2B Marketing Trade Show 100

B2B Marketing Traction

FEBRUARY 6, 2013

What is marketing’s role before it hands off a lead to sales? Marketing could pass a lead on to sales if the lead or prospect had the right Budget, Authority to buy, Need for the product or service and an identifiable Time frame in which they would buy. Today marketers need to BAT, not BANT.

B2B Marketing 100

B2B Marketing Lead Qualification B2B Sales Qualified Leads 100

B2B Marketing Traction

JANUARY 4, 2013

Social media is supposed to be an authentic and transparent online conversation with your peers – not a marketing ploy or a way to pull one over on your prospects. If all we see from you are repetitive sales messages, we’re not going to engage, and we may not even listen. But now we know when you’re doing it.

Social Networks 100

Social Networks Organization Peer-to-peer Curation 100

B2B Marketing Traction

MAY 18, 2011

Today quality online content is a good way to attract qualified buyers who need information about certain problems, solutions and products. But a big question B2B marketers have is “What content do I give away, yet not give away the store (and potential sales revenue)?”

B2B Marketing 100

B2B Marketing Online Marketing High Quality Lead Planning 100

B2B Marketing Traction

JUNE 4, 2015

There are many examples of time lapse videos online and instructions on how to create them. Whether you do a weekly, monthly or quarterly meeting, record all or part of it and share it online. Your sales people and your executives probably tour visitors around your company on a regular basis. You can do this on an iPhone.

Creativity 100

Creativity Video Marketing B2B Marketing Paid Search Agency 100

B2B Marketing Traction

MARCH 23, 2012

Up until as late as 2005, I did think a valid strategy for a company with no presence on the web was to jump start online lead generation with PPC. In general people are wary of being sold to, and online users avoid sponsored links. ” Most of the answers you will find are from the service-providers who make money on PPC.

PPC 100

PPC B2B Marketing B2B Online Lead Generation 100

B2B Marketing Traction

OCTOBER 12, 2012

Someone who wants to buy a product or service now has a whole world to shop in (online) or at least to investigate what they want to buy before they buy it. The idea of a seller owning information that a buyer cannot access, with the power to make the sale happen when they seller wants it, is no longer real.

Internet Marketing 100

Internet Marketing Pricing Price Consulting 100

B2B Marketing Traction

NOVEMBER 22, 2013

Some of the most successful sales, marketing and business people fostered great relationships with customers and colleagues. If you need help building marketing programs and campaigns that attract and engage buyers online, contact Jennifer Beever at New Incite today.

B2B Marketing 100

B2B Marketing Planning B2B Paid Search Agency 100

B2B Marketing Traction

OCTOBER 28, 2011

I started my career in sales in the ERP software industry and went through some sales training – Xerox’ Personal Selling System and Solution Selling. I wrote about the book in my previous post, Trust, Get It, Measure It, Grow it Online or Offline.) The authors recommend another sales approach: in a downturn.

Cost 100

Cost Consulting Training Pricing 100

B2B Marketing Traction

DECEMBER 22, 2010

So why are their online marketing dollars not turning into sales revenue? There are two main reasons your spend on online marketing can be like flushing money down a toilet. Put together a great marketing plan to add relevant and strategic content to your online presence in 2011. SEO Has Changed.

Online Marketing 100

Online Marketing Planning Buzz Paid Search Agency 100

B2B Marketing Traction

MARCH 12, 2010

Some of the B2B inbound marketing tactics that fit this stage include quality content online in a variety of media (blogs, video, podcasts, eBooks, whitepapers), webinars, eLetters and newsletters, press coverage in trade publications and blogs, speaking at industry conferences and social network testimonials from beta and early customers.

Inbound Marketing 100

Inbound Marketing Marketing Budget B2B Marketing Product 100

B2B Marketing Traction

AUGUST 15, 2011

He’s been talking up the online marketing and search engine optimization benefits of having a social media presence and let me know that his customers and prospects are often a bit puzzled about Facebook content. Automate this by linking a press release feed from your online service. Now it’s time to make it happen!

Facebook 100

Facebook Trade Show Press Cost per Acquisition 100

B2B Marketing Traction

FEBRUARY 22, 2011

Have you spent money on your web site, search engine optimization (SEO), maybe even online pay per click (PPC) advertising to drive more traffic to your site? Are you getting more traffic, but no return on your investment in the form of sales revenue? How do you get web site visitors to convert to customers and generate sales?

PPC 100

PPC B2B Traffic Newsletter 100

B2B Marketing Traction

MARCH 10, 2010

sales pitch at the lunch that was intended to “get to know each other?” Even better, get your customers to tell people online how your product or service changed their lives. Be Your Brand Online. It’s also critical to know whom you want to personify online to represent your business. Be your brand.

B2B Marketing 100

B2B Marketing B2B Social Networks Opinions 100

B2B Marketing Traction

MARCH 10, 2010

sales pitch at the lunch that was intended to “get to know each other?” Even better, get your customers to tell people online how your product or service changed their lives. Be Your Brand Online. It’s also critical to know whom you want to personify online to represent your business. Be your brand.

B2B Marketing 100

B2B Marketing B2B Social Networks Opinions 100

B2B Marketing Traction

APRIL 24, 2013

than there is on access – do you have your product well-positioned online so that when someone wants or needs it, they can find you? In a declining market, continued value-add information about your solution can help keep sales going. Market the Value of Your Solution. Do you need to SAVE your marketing? Contact New Incite today.

B2B Marketing 100

B2B Marketing Planning B2B Trade Show 100

B2B Marketing Traction

JUNE 25, 2014

Not only for revenue from ongoing sales, but importantly for brand advocacy. I bought a new pair of running shoes online from a third party seller, and it seemed that within weeks I was getting weekly emails about deals on new running shoes. Now more than ever your customers matter.

Loyalty 100

Loyalty Brand Identity Branding Customer Satisfaction 100

B2B Marketing Traction

APRIL 14, 2014

Do you want to learn how to get qualified leads and sales inquiries from LinkedIn? Contact us today – we’ve worked with many clients to drive results from LinkedIn and other online marketing platforms. A sample page appears below. Do you need help optimizing your LinkedIn presence? LinkedIn marketing'

Linkedin 100

Linkedin Service Product Sample 100

B2B Marketing Traction

APRIL 4, 2012

In an earlier post, I blogged on how to calculate your marketing budget by understanding your sales history. If you are limited in your budget, use low-cost tactics such as social media, email marketing, and online press releases. This post focuses on understanding another factor – your life cycle.

Spending 100

Spending Marketing Budget Planning B2B Marketing 100

B2B Marketing Traction

OCTOBER 15, 2010

Include trusted vendors, top distributors and sales people (if you can successfully sell a product or service, you quickly learn the business strengths, weaknesses, opportunities and threats), board members, consultants and employees at all levels. Then get the people in the room face-to-face to discuss the feedback.

SWOT 100

SWOT Analysis Marketing Management Planning 100

B2B Marketing Traction

FEBRUARY 1, 2011

What is their buy cycle (not what is my sales cycle)? We need valuable content to attract and engage prospects so that we can convert them to customers online. .” We need to put our feet in the shoes of our existing and potential customers. Who are they? Where are they? What are they thinking and feeling? What do they need?

Television marketing 100

Television marketing Trade Show Buying Cycle Sales Cycle 100

B2B Marketing Traction

FEBRUARY 6, 2015

You can upgrade to LinkedIn’s premium Sales Navigator version with more features. LinkedIn is Software as a Service (Saas) application hosted online. LinkedIn automatically prompts you to stay in touch with connections when you sign-in. LinkedIn has a smart phone app that helps you stay in touch on birthdays and anniversaries.

Linkedin 100

Linkedin CRM Work Management Marketing Management 100

B2B Marketing Traction

NOVEMBER 18, 2015

Pinterest encourages sales and has partnered with Shopify to facilitate business commerce on its platform. And, its very nature of pinning items with links per pin is naturally suited for sales. There are many brands and online sellers on Pinterest masquerading as individual pinners. And, yes, this does work for B2B marketing!

Enterprise Management 120

Enterprise Management Work Management B2B Marketing Marketing Management 120

B2B Marketing Traction

JANUARY 3, 2014

I used to tell clients to think of Twitter as a radio station, but it’s much more than a sales or marketing broadcast channel. (If someone does a deep dive into your detailed content, it might be a sign that they are more qualified than in the early stages of their search.). Give it up and start Tweeting.

Planning 100

Planning Tactics Marketing Plans Trade Show 100

B2B Marketing Traction

MARCH 12, 2013

In his article, How to Run a Sales and Marketing Meeting , Scott Christ suggests that you keep the meeting interesting by starting with an icebreaker that is not related to business, such as what people did over the weekend, etc. Have a team member report in on a new initiative or on some research on a new tactic that you are considering.

Planning 100

Planning Effectiveness Work Management Marketing Plans 100

B2B Marketing Traction

NOVEMBER 9, 2009

I follow Chris Brogan online and know that he walks his talk; I’m sure his co-author does as well. Speaking of sales, what about that selfishness factor? My favorite quotes from the book Trust Agents are: “Be in the relationship before the sale.”. “In We see selfish a mile away (or thousands of miles away) in social networking.

Consulting 100

Consulting Trust Marketing Social Networks Social Media 100

B2B Marketing Traction

SEPTEMBER 29, 2011

Your marketing persona is not you, it’s not Susie in Customer Service, and it’s not Joe in Sales. For those of you spending money on SEO today, I’d much rather see you spend your time and money on creating great online content for your prospects. An important part of the marketing persona is understanding your buyers.

Social Media 100

Social Media Media Buyer Personas Business 100

B2B Marketing Traction

JANUARY 16, 2014

Business-to-consumer CMOs have been using consumer research data more than Business-to-business CMOs, but now the technical aspect of online marketing has added heaps of analysis to the marketing function. They need to have a seat at executive management meetings along with sales, finance and operations.

CMO 100

CMO Marketing Analytics Tools Paid Search Agency Work Management 100

B2B Marketing Traction

MARCH 26, 2010

I’ve blogged before about David Maister et al’s book The Trusted Advisor , and his trust equation (see Trust: Get It, Measure It, Grow It Online or Offline ). You want to appear human to build trust, but if you have too many diverse subjects in your tweets, you dilute your brand and marketing persona. Credibility. Selfishness.

Trust Marketing 100

Trust Marketing Twitter Buying Cycle Paid Search Agency 100

B2B Marketing Traction

NOVEMBER 23, 2010

Now that product that may have been a cash cow for a while can generate sales for a very long time at a very low marketing expense. The service provider in Portland, Maine, who worked with local companies or companies in a specific industry is now found online and has customers all around the world.

Paid Search Agency 100

Paid Search Agency Trends Work Management Marketing Management 100