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| | YOUR SALES MANAGEMENT GURU
MARCH 17, 2013 [Price, Pricing] Sales Leadership: Has your team watched Pawn Stars?
Generally this occurs because: 1) You have conditioned your customer or prospects to expect these kind of end of quarter promotion. 2) Your vendors want to achieve their numbers (public companies) and they have conditioned your salespeople to expect their spiffs or coupons. What I want the salespeople to see is the owner; Rick, review the items people are bringing in, determine their real value to him, sets a price in his mind that he will pay and then begins to negotiate with the person selling the item to the store. What were those comments? 3f4qb8v9ge.
| | WEBBIQUITY
JANUARY 24, 2011 [Price, Pricing] 31+ of the Coolest Social Media, Search and Web Tools of 2010
Economic conditions may have been tough in 2010, but there was no shortage of online innovation. Discover how to accomplish all of the tasks above and more using some of the coolest free and modestly priced social media and web tools released in the past year or so. Pricing ranges from $30 to $150 per month. Pricing ranges from $30 to $100 per month depending on features.
MARCH 17, 2013 | YOUR SALES MANAGEMENT GURU
[Price, Pricing] Sales Leadership: Has your team watched Pawn Stars?
JANUARY 3, 2013 | CUSTOMER EXPERIENCE MATRIX
[Price, Pricing] RedPoint Offers Broad, Deep B2C Marketing Automation
DECEMBER 6, 2011 | THE ROI GUY
[Price, Pricing] The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012
OCTOBER 10, 2011 | CUSTOMER EXPERIENCE MATRIX
[Price, Pricing] Beanstalk Data Adds Service to the Marketing Automation Recipe
OCTOBER 5, 2011 | THE ROI GUY
[Price, Pricing] Demand-Gen Report Interview on Need for New Sales Enablement Tools
AUGUST 29, 2011 | CUSTOMER EXPERIENCE MATRIX
[Price, Pricing] Insights from Eloqua's IPO Registration Statement
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| | CUSTOMER EXPERIENCE MATRIX
JANUARY 3, 2013 [Price, Pricing] RedPoint Offers Broad, Deep B2C Marketing Automation
On days when I have nothing else to be cranky about, I sometimes fuss at how business-to-business software vendors hijacked the term “marketing automation” despite its long and relatively honorable history describing systems for consumer marketing. Even some of the less prominent B2C products have been acquired recently: Conversen by Experian and Entiera by FICO , although neither of these are enterprise software vendors. These fill a demand for powerful but moderately-priced options by both marketing services providers and mid-sized companies.
| | CUSTOMER EXPERIENCE MATRIX
SEPTEMBER 1, 2009 [Price, Pricing] Net-Results Simplifies Demand Generation for Small Business
They’re assigned to campaigns by defining entry conditions for campaign steps, which the system calls “actions”. These conditions are not themselves segments but can be copied from existing segment definitions or built with the standard segment-creation interface. Campaigns can have multiple actions, each with its own entry conditions. Each lead is assigned to the first "child" action whose entry conditions it meets. Net-Results argues that its approach avoids the “vendor lock-in” that comes from using forms hosted by the demand generation vendor.
| | CUSTOMER EXPERIENCE MATRIX
MARCH 9, 2011 [Price, Pricing] Act-On Software Stresses Ease of Use
At $500 per month with no annual contract, it’s priced to make it easy to get started with marketing automation. While some other system provide this, many marketing automation vendors rely on third-party products instead. sequential campaign flows with conditional actions in each step and “early exit” conditions that can remove leads from the flow at any step.
| | CUSTOMER EXPERIENCE MATRIX
AUGUST 29, 2011 [Price, Pricing] Insights from Eloqua's IPO Registration Statement
Eloqua doesn’t offer an explanation, but my guess is heavy competition forced them to reduce prices during this period. The company tightened its belt in response to economic conditions in 2009, in particular by reducing marketing and sales costs by nearly $4 million (more on that later). On the other hand, Eloqua has considerable control over pricing of its services.
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CUSTOMER EXPERIENCE MATRIX | MONDAY, OCTOBER 10, 2011 [Price, Pricing] Beanstalk Data Adds Service to the Marketing Automation Recipe
Thinking in those terms, Beanstalk Data is a tasty morsel. But unlike most vendors, Beanstalk typically builds the scoring rules for its clients rather than leaving the clients on their own. Leads enter a campaign by meeting conditions defined in a filter, which can be built within the system interface or written in SQL. The Beanstalk camp argues that marketers should build substantial marketing automation plans in advance, either by themselves or with help from a marketing automation vendor, agency, or consultant. Anyway, back to BeanStalk. MORE >>
THE ROI GUY | TUESDAY, DECEMBER 6, 2011 [Price, Pricing] The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012
This condition, termed Frugalnomics, means that buyers are overloaded and forced to do-more-with-less, uncertain about their budgets, and required to financially justify new investments. At the same time, vendors are inundating buyers with irrelevant campaigns, with the average buyer receiving upwards of 15 sales calls per day and 200 marketing related emails from solution providers each week. Advice: Discounts can be used to win business, and low-price providers will have an inherent advantage. Formal business cases are now a requirement for over 90% of purchases. MORE >>
GROW - PRACTICAL MARKETING SOLUTIONS | THURSDAY, NOVEMBER 11, 2010 [Price, Pricing] B2B Marketing Automation gathers steam
Vendors such as Genius, Eloqua, Marketo, and Pardot are reaping the benefits and growing fast. Increasingly, the first two-thirds of that cycle is spent researching the market and vendors, without regular contact with a sales rep. B2B marketers have traditionally gotten off easy in terms of strict accountability, but are often the first budget to get cut and were sometimes looked down upon by more accountable departments. Under adverse economic conditions, buyers are less inclined to purchase – plain and simple. Buyers are increasingly wary of the phone. Tweet This! MORE >>
THE ROI GUY | WEDNESDAY, OCTOBER 5, 2011 [Price, Pricing] Demand-Gen Report Interview on Need for New Sales Enablement Tools
Before sales is even invited to the table, the typical buyer has already used the Internet and social media to research and prioritize opportunities, investigate potential solutions, reviewed relevant case studies, quantify potential benefits, investigate prices and analyze competitive offerings. Third, continued and significant negative financial conditions have caused buyers to be more economic focused. Buyers are more empowered, overloaded, skeptical and frugal than ever before, a condition we have termed “Frugalnomics”. Customers bought "products." MORE >>
TOM PISELLO | FRIDAY, OCTOBER 22, 2010 [Price, Pricing] Tailwinds for Marketing Automation Software - Insight from CRM.
With more information available, and growing skepticism in vendors, buyers have taken control of the purchasing cycle. They expect vendors to provide them the content they need throughout the sales cycle. Increasingly, the first two-thirds of that cycle is spent researching the market and vendors, without regular contact with a sales rep. B2B marketers have traditionally gotten off easy in terms of strict accountability, but were often the first budget to get cut and were sometimes looked down upon by more accountable departments. What does that mean? MORE >>
- [Price, Pricing] Five Reasons You May Not Be Spending Enough on Content Marketing TOM PISELLO | MONDAY, NOVEMBER 29, 2010
- [Price, Pricing] Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies DELICIOUS B2BMARKETING | MONDAY, JUNE 22, 2009
- [Price, Pricing] The ROI of RFID in the Supply Chain THE ROI GUY | WEDNESDAY, NOVEMBER 8, 2006
- [Price, Pricing] Five Reasons You May Not Be Spending Enough on Content Marketing THE ROI GUY | MONDAY, NOVEMBER 29, 2010
- [Price, Pricing] Tailwinds for Marketing Automation Software - Insight from CRM Analyst Lauren Carlson THE ROI GUY | FRIDAY, OCTOBER 22, 2010
- [Price, Pricing] Building "Social Brand Value" in B2B DELICIOUS B2BMARKETING | FRIDAY, MARCH 25, 2011
- [Price, Pricing] The ROI of RFID in the Supply Chain TOM PISELLO | WEDNESDAY, NOVEMBER 8, 2006
- [Price, Pricing] For Behavior Detection, Simple Triggers May Do the Trick CUSTOMER EXPERIENCE MATRIX | THURSDAY, MAY 22, 2008
- [Price, Pricing] Marketo Aims to Simplify Demand Generation CUSTOMER EXPERIENCE MATRIX | TUESDAY, JUNE 10, 2008
- [Price, Pricing] LeadLife Mixes Advanced and Simple Features CUSTOMER EXPERIENCE MATRIX | TUESDAY, APRIL 14, 2009
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