B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

These personal experiences are definitely more memorable than one of 50 email blasts everyone receives in a day, but they also are not very scalable. 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. Perceived Quality of Leads by Content or Offer.

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

B2B Conversations Now

One 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. Their response sounds something like this “I’m not ready to talk to sales yet, we’re just researching solutions right now…” This is often followed by the dreaded, “I’ll contact you if I need more information” This is surprisingly easy to handle if you’re prepared, but a momentum killer if you aren’t. This will work wonders but there are no short cuts! “Mr./Ms.

Solution or Price - Which comes first?

B2B Conversations Now

’ is the response from the sales person. &#. As a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. Dave Brock, President and CEO of Partners In EXCELLENCE, just wrote a good piece on his Partners in Excellence blog titled, Price is Never the only decision criteria! problem.

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Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

personally field a half dozen cold calls per day from companies I’ve never heard of. Over the past year I have had the pleasure to “meet&# many members via a variety of social media channels so it will be a pleasure to finally meet in person. It’s true Marketing/Sales alignment. hope to see you there!

Staffing and Launching Your Content Marketing Program

The funda- mentals of voice comes down to a personality—priori- tizing a set of traits that comprise an identity, and then. personality of, well, an actual person (the Supreme Court. The logical question now is, “So what personality traits. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY10 Another way to think of it is this: If your brand was the person at the dinner.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Prospects don’t want to waste their time talking with a sales person or attending a Webinar unless they know they can afford a solution. 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. The book details 10 essential steps that can accelerate sales for companies large and small. It’s simple.

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Never accept that you have finished growing as a person. Have you ever looked at a successful entrepreneur or business person and thought how lucky they are? Her blog www.writechangegrow.com offers inspiring tips on writing, career change and personal development. Benjamin 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. Well done is better than well said.”. Talk is cheap. Get Moving.

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Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Prospects don’t want to waste their time talking with a sales person or attending a Webinar when they are just starting to research a solution. 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. The book details 10 essential steps that can accelerate sales for companies large and small. It’s simple.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Prospects don’t want to waste their time talking with a sales person or attending a Webinar when they are just starting to research a solution. 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. The book details 10 essential steps that can accelerate sales for companies large and small. It’s simple.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

Assuming the requested quote in Step 1 has been approved within 5-10 minutes of the request (and delivered by the EchoQuote™ system), a sales person simply follows up within 20 minutes to start the sales process. Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. We are all consumers.

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Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

Assuming the requested quote in Step 1 has been approved within 5-10 minutes of the request (and delivered by the EchoQuote™ system), a sales person simply follows up within 20 minutes to start the sales process. Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. We are all consumers.

Evangelizing a Content Marketing Program

person to tell the company’s story, even though he. short film series, “Year of Surprises”; a personalized. have a personal plane or a flying car.” “ We are a science, tech, innovation. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. That’s why.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

Give it a shot… it doesn’t require any email address or personal information. 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. But how strong are they and what other lesser known options are out there? We are in data gathering mode!

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

Give it a shot… it doesn’t require any email address or personal information. 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. But how strong are they and what other lesser known options are out there? We are in data gathering mode!

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

Give it a shot… it doesn’t require any email address or personal information. 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. But how strong are they and what other lesser known options are out there? We are in data gathering mode!

Solution or Price - Which comes first?

B2B Conversations Now

’ is the response from the sales person. As a follow-up to a recent piece I wrote about why prospects want pricing first , I found an interesting article by Dave Brock and supporting article by Ardath Albee. Dave Brock, President and CEO of Partners In EXCELLENCE, just wrote a good piece on his Partners in Excellence blog titled, Price is Never the only decision criteria! And I wait….

Content Marketing 2016: Staffing, Measurement, and Effectiveness

of only hiring one person to run an entire operation. to be set up for success: one person focused on strategy, another to handle execution, and a third to deal with. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But brands.

Ultimate Sales Tool “Box” By Category

B2B Conversations Now

But how does a busy B2B sales person sort through the tools that are out there without wasting valuable time? As sales people we are always looking for ways to be more effective. Without realizing it we have gradually adopted more and more sales tools that help us improve efficiency and results. There are 10 categories and you can download the free eBook here (no registration required J).

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

Never accept that you have finished growing as a person. Have you ever looked at a successful entrepreneur or business person and thought how lucky they are? Her blog www.writechangegrow.com offers inspiring tips on writing, career change and personal development. Benjamin 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. Well done is better than well said.”. Talk is cheap. Get Moving.

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Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

Assuming the requested quote in Step 1 has been approved within 5-10 minutes of the request (and delivered by the EchoQuote™ system), a sales person simply follows up within 20 minutes to start the sales process. Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. Instead, have the Sales person respond with something like this: Hi Jim, My name is Dale with LeadLifter. My thanks go out to dozens of contributing customers that have helped us design and shape this process.

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Inbound Sales … at a Tradeshow

B2B Conversations Now

The next day, instead of trying to engage each person, I simply handed the paper to each and every person saying “here’s something small to throw away&#. Have you ever stood in a booth at a tradeshow peddling your wares? Did you know you can apply inbound sales techniques easily at a tradeshow and come away with lots of new opportunities? Everyone read it.

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Content Marketing Playbook: Strategy and Roadmap

person who is in no way connected to GE, interested in GE, or [who]. they’ll get smaller, and everybody will have a person- al plane or a flying car. 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. years prior.

Why Won’t Anyone Return My !*#@$% Call? (guest post)

B2B Conversations Now

Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) Marketing bloggers like Craig Rosenberg and Jon Miller are talking about it too. “IT” is the disintermediation of the sales person. decade ago, it was in the hands of the sales person. Every sales person’s job is tougher. They see their biggest risk as “being sold” on the wrong solution because the sales person knew how to manipulate them. This is a guest article by Don Fornes , CEO of SoftwareAdvice.com. Want to know why B2B sales is getting tougher?

The Unsung Heroes of Summer Vacation Scheduling

B2B Conversations Now

So, before you leave on vacation, thank the person whose job it is to schedule your time. It’s been an extremely hot summer here in Maryland with many days exceeding the 100 degree mark. While most people get excited talking about their vacation destinations, there is no rest for the folks that have to manage all that time off for large companies. Tugboat Software specializes in Labor Scheduling and Vacation Scheduling Software for medium to large companies. Labor Scheduling Software. The variables in Labor Scheduling are endless. The software must handle that. Is it Fall yet?

Michael Dell now on Twitter

B2B Conversations Now

It feels more personal. What does the CEO of a $60 Billion company with 100,000 employees think about on a daily basis? Now you can find out. MichaelDell is on Twitter. What’s interesting is that I’ve had an indirect link with Dell (the company, not the man) via a VAR business for the last 2 years since Dell bought a company called EqualLogic. Many EqualLogic channel partners were rightfully anxious and weren’t sure if they could trust a company the size of Dell. It turns out the company could be trusted. The result? The partner channel is flourishing.

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How to handle “DO NOT CALL ME!”

B2B Conversations Now

Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? think web users are finally sick and tired of sneaky ways being used to get their information so a sales person can “help&# them. The request is routed to the appropriate person/group for approval. The marketing/sales person quickly analyzes whether it is a friend or foe. We periodically review EchoQuote requests for our newer clients and we sometimes get these. But why so angry ? Guess what? If you have not, please check your spam filter.

Content Methodology: A Best Practices Report

stories per person • Total attention time • Total people • Total social actions • Avg. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. 12 21 28 Table of.

Embrace Trigger Event Selling to Win More B2B Deals

B2B Conversations Now

Craig states that trigger selling is “getting in front of the right person at EXACTLY THE RIGHT TIME&#. Once an event triggers an opportunity, the savvy sales person begins a quick research process using Google, InsideView, NetProspex, etc. What I’ve realized is that what we do at EchoQuote is Inbound Trigger Event Selling because we are, in fact, “getting in front of the right person at exactly the right time&#. I’ve been reading and hearing a lot recently about using sales triggers to find new customers. What is Trigger Event Selling?

Before Nurturing a New B2B Lead, Ask the Golden Question

B2B Conversations Now

As a B2B sales person for 15 years, I prefer the response provoking approach. The question, however needs to appear as a personal note to the prospect, not a computer generated message. It should also be sent so that the Reply-To will go to a human, preferably an inside sales person. As a sales person, it’s a beautiful thing to receive a Request for Proposal for several million dollars that is a perfect fit for your solution because you worked hard early on. The process makes sense but what should the FIRST interaction with this new lead look like? “Mr./Ms.,

Defining The Perfect Lead Generation System

B2B Conversations Now

What’s interesting is that Jim, like myself, spent years selling high-end technology so he offers a the sales person’s perspective. Jim Logan at B2BRainmaker just posted Here’s how I define the perfect lead generation system and I think he nailed it. B2B marketers that want to help their sales teams can learn a lot from Jim. Per Jim: “I define the perfect lead generation system as a system that passively brings prospects to me that have a need and interest in my products or services. Short, sweet, and powerful. That’s Jim’s style.

Define Your Funnel Type To Improve Marketing Efforts

B2B Conversations Now

The tip-off for me was the “long, complex purchasing cycles&# that smacks of B2B sales (my personal longest was a 3 year sales cycle with The World Bank; talk about committees!). Sales and Marketing people that work in a complex sale environment could learn a thing or two over at the Funnelholic. Chris Jablonski (one of Craig Rosenberg’s co-workers at Tippit and an accomplished writer/analyst in his own right) has just written a concise whitepaper called “What’s the Shape of Your Funnel&#.

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B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

Trust Agents and Multiple Birds

B2B Conversations Now

Personally, I think Chris and Julien have a much larger potential than trying to sell discounted copies to companies with a percentage going to charity. Chris Brogan and Julien Smith are looking for a viral way to kill 2 birds with one stone; they want to sell more copies of their new book “ Trust Agents &# while at the same time do some good for society. Chris even posted How Do We Kill Birds? to ask for recommendations. Why not make a BIG difference? What if those groups were actually doing a lot of focused good for their members and society in general? The Statistics.

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FOSE’s Gone Virtual? So Much For a Half-Day Boondoggle!

B2B Conversations Now

On Booth Duty : For any sales or marketing person that has experienced booth duty standing on an un-padded show floor trying to talk “tech&# with people looking past you toward the mint bowl, you’ll appreciate this. (It’s humor Friday - FOSE is a DC area local phenom and this may not be appreciated by all). The official blurb : “For over 30 years, the Federal Office Systems Exposition (FOSE) in DC has been the one IT event known government-wide as the annual meeting place for the industry. That’s nice. FOSE is great. “Sure, for $10.&#

The Complex Sale Starts With A Conversation

B2B Conversations Now

Our clients do not sell commodities and in every instance a sales person must be engaged (think complex sale), thus a “conversation&# with a prospect is required. As a B2B sales person myself, this makes perfect sense. The Jim Logan RevenueNow! program is in full swing and I must say that so far I like what I see. Without giving away too many specifics, let’s just say that within a couple of days I feel like we finally got our message right and are now building on it. Core Messaging Change. The Complex Sale Starts With a Conversation. More Sales. &# Jim nailed it.

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B2B Rainmaking is a Journey

B2B Conversations Now

Our B2B Lead Generation service is getting good results for our clients but we are having a difficult time finding the “right&# person in target organizations to engage. I am about to begin Jim Logan’s ( B2B Rainmaker ) 6 week RevenueNow! program to flush out our marketing and sales strategy for the near future. We’re looking to Jim for help and will report back on our results. Stay tuned.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

Is Social Media a Water Cooler or Lemonade Stand?

B2B Conversations Now

As a frequent participant I have personally gained from lively exchanges with others and am a big supporter of Social Media outlets. I’ve been kicking around this concept while preparing for an upcoming Social Media presentation. often hear Social Media described as an “office water cooler&# where the free exchange of information benefits all those involved. Those whose make their living on the success of Social Media tout its ability, if not necessity, to reach new B2B customers, but does it? Somebody has to pay for the refreshments.

Sales 101 Myth Can Hurt Your Marketing Efforts

B2B Conversations Now

As a busy sales person, I was happy to inform my customer that he could “just go to our website&# for that brochure on the new product, I didn’t have to mail him one. By 2005 it got to the point that there was almost no reason to directly contact any sales person to find product information. Have you ever heard this from a B2B Sales or Marketing Manager? Never, ever, ever give the customer pricing until you’ve CREATED VALUE ! have and it’s wrong. What if I told you I can prove it? The world was in order. The internet changed all that. Wonderful. Budget fit?

B2B Website Conversion Strategies

B2B Conversations Now

Once someone requests pricing they are a “suspect” and it’s a good idea to have a sales person contact the visitor to explore their criteria in order to avoid a situation where they scope your products or services without your input. I’ve always really liked the team over at FindandConvert, which offers first-class internet marketing services like SEO, PPC and Social Media development. The CEO, Bernie Borges publishes an excellent blog, “Web Marketing Strategies, SEO, Social Media Marketing and Podcasting&#. Bernie just published a podcast with me discussing B2B conversion strategies.

#Personalized Mona Lisa #Marketing #Humor #Fail

Customer Experience Matrix

Dear Internet, I was disappointed but not wholly surprised that you didn’t find Wednesday's post with Personalized Mona Lisa as self-evidently hilarious as I did. And, while I know that explaining something never convinces anyone that it’s really funny, I think Personalized Mona Lisa has enough serious content to justify further discussion. So here goes. Let’s start at the beginning.

B2B Marketing Trends for 2016

Better targeting, retargeting, and website personalization will replace the omnivore approach. Steve Rayson, Director, BuzzSumo [link] B2B Marketing Trends for 2016 8 Take Content Marketing to the Next Level Personalize Marketing with the ICE Formula Personalized marketing is going to be on steroids in 2016. So, how do you personalize marketing? B2B Marketing. Look for.

How to Make Audience Segmentation Truly Personal

Act-On

So the big question is: How do you get the right content to the right person? When this is done on an individual level it is called personalization. Defining “segmentation” and “personalization” Segmentation and personalization are two different aspects – and, some might say, different generations – of online marketing. How much is enough?