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  • SAZBEAN  |  FRIDAY, SEPTEMBER 24, 2010
    [Process] How-to: Use Netvibes for Social Media Monitoring
    Keeping track of everything that’s going on can be a challenge — especially with social media which moves at the speed of light. Netvibes is a great way to get an eyeball on what’s going on, all in one dashboard. Better yet, you can easily setup a dashboard for each subject you want to monitor, making it simple to switch between.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 13, 2010
    [Process] Trust, Reputation, and Inside Sales
    This shift towards an inside sales model reduces both the cost and complexity of the sales process, and in doing so opens up a significant economic opportunity. Tags: Social media Buying Process Relationship Sales There is a significant shift underway in how we establish and build trust.
  • ANNUITAS  |  TUESDAY, MAY 8, 2012
    [Process] Why Lead Generation is Irrelevant
    This means shifting from thinking about top of the funnel activity to addressing the entire funnel from a buyer engagement perspective as well as an operational process perspective. Demand Generation Lead Management ProcessThe next biggest challenge was a distant second: 49% cited “generating a high volume of leads”.
  • CONVERSIONATION  |  SUNDAY, MAY 6, 2012
    [Process] The First Two P’s of Broken Marketing
    Processes We have automated. We have no people to properly use them and lack the processes to actually get results out of them that can be followed up and shared across our silos. We have no processes to gain knowledge and insights. What processes do you have to serve your customers in a consistent way?
  • SALES CHALLENGER  |  TUESDAY, MAY 28, 2013
    [Process] When You Catch Your Competitors Lying
    Blog Sales & Service Sales and Marketing Sales Process Management Solutions Selling I don’t know what it is about the month of May, but it must be lying season. Even worse, the minute we start badmouthing the competitor is the minute we begin to associate ourselves with them and their unethical behavior.  Which leads me to my next point….
  • STORIES THAT SELL  |  THURSDAY, JANUARY 6, 2011
    [Process] The 4 Elements of a Technology Customer Case Study
    Share: Case studies in the sales process Case study writing case studies for technology companies technology case studiesIt's no wonder that customer case studies are a staple in marketing and selling technology products and services. Technology is complex, pricey and usually requires decent time to ramp up. What and who was involved?
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 7, 2010
    [Process] 5 things to do to get ready for coming communication shift
    Tags: Discovery Buying Process search
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 23, 2015
    [Process] Why Your Team Needs a Lead Scoring Model
    Lead scoring allows businesses to standardise and speed-up this process, which means sales teams will always have the hottest leads in their hands. The process usually involves continuous testing and refinement with the sales team. Marketing Automation Marketing Automation Process (MAP What constitutes a worthwhile lead?
  • SOCIAL MARKETING FORUM  |  MONDAY, DECEMBER 13, 2010
    [Process] Sales 2.0: Shortening Sales Cycles Means Focussing On The Social Buying Process
    Research Sales B2B buying process George Silverman HubSpot OneSource Outsell Sales 2.0 Trust is a crucial element in speeding up the purchasing decision. Shortening the sales cycles is important because it leads to higher profit but also because sales cycles (certainly in B2B) appear to be longer than before. sales cycles word-of-mouth
  • BUYEROLOGY  |  FRIDAY, OCTOBER 14, 2011
    [Process] How Buyer Perceived Risks (BPR) Affects Buyer Behavior and Purchase Decisions
  • BUYEROLOGY  |  TUESDAY, JANUARY 3, 2012
    [Process] 7 Burning Questions for B2B Marketers in 2012
    Asking good questions was seared into my mental consciousness by several mentors early in my career.  This notion was further influenced by prodigious reading of Peter Drucker. 
  • BUYEROLOGY  |  MONDAY, OCTOBER 3, 2011
    [Process] Buyer Perceived Value (BPV) Scorecard: Qualifying and Quantifying Value
    Image by J. McPherskesen via Flickr As a follow-up to the article Influence of Buyer Perceived Value (BPV) on Buyer Behaviors and Decisions, offered is a perspective on how to implement a scorecard approach. 
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Process] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Filed under: Demand Generation , Fearless Competitor , Find New Customers , lead generation , Leadership , Management best practices , Marketing , Marketing Automation , marketing campaigns , Sales 2.0 , sales challenges , sales funnel , Sales knowledge , sales leadership , Sales Leads , sales process. Jeff Ogden. Quality  sales leads matter.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, FEBRUARY 24, 2010
    [Process] Publicly Available Pricing: Theory and Practice
    Tags: Discovery Buying Process Eloqua
  • NUSPARK  |  SUNDAY, NOVEMBER 6, 2011
    [Process] Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
    Related Posts: Video Blog 1: An Introduction to the B2B Buying Funnel Sales Best Practices include Marketing-Sales Alignment The 3 P’s of B2B Lead Generation: People, Process, Platforms. Audio/Video B2B Lead to Sale Process Lead Nurturing Marketing StrategyEditor’s note -still working on clean editing!!).
  • SALES CHALLENGER  |  TUESDAY, AUGUST 2, 2011
    [Process] The Sixth Sense of Selling: Teaching Jedi Mind Tricks and More…
    We’ve already talked about strategies for synching reps’ and customers’ actions with very tangible signals aligned to the customer buying process.  It turns out that some successful reps are able to gauge customers’ level of agreement by looking for subtle behavioral cues to determine when a customer is ready to move on with the process.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, MARCH 9, 2010
    [Process] Message Delivery vs. Message Discovery
    Tags: Social media Discovery Buying Process Content
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 13, 2014
    [Process] Marketing in the Express Lane: 14 Tips From 14 Experts
    Matt Heinz of Heinz Marketing on getting your process right. by Amanda Batista | Tweet this The New Year offers a ton of great insight, forecasting posts, benchmark reports, and tips to manage the evolving technologies and trends that marketers should be leveraging to best serve our audiences. But this is 2014!
  • BUYER INSIGHTS  |  MONDAY, MARCH 4, 2013
    [Process] 10 Commandments of Corporate Buying – The Implications For Sellers
    Featured Buying Process Buying Rules New Realities of Buying Selling To ProcurementWhat are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying.
  • BUYER INSIGHTS  |  FRIDAY, MAY 3, 2013
    [Process] New Perspectives On Sales Success – Research From RAIN Group
    Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 5, 2011
    [Process] Marketing as a Revenue Engine
    Filed under: Business relationships , Buyer Personas , Buying Process , Demand Generation , Fearless Competitor , Find New Customers. Business relationships Buyer Personas Buying Process Demand Generation Fearless Competitor Find New CustomersB2B Lead Generation : Is Marketing Really a Revenue Engine? Quality sales leads matter.
  • BUYEROLOGY  |  THURSDAY, NOVEMBER 10, 2011
    [Process] Buyerology Trend: Think Experience Creation Versus Content Creation
      We’ve learned in the past few years about the value as well as the role content can play in the early stages of buying processes.  Image via Wikipedia. This is the first of a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  Related articles.
  • STORIES THAT SELL  |  THURSDAY, OCTOBER 13, 2011
    [Process] Survey Says…Case Studies Still Influential in B2B Tech Purchases
    Share: B2B marketing Case studies in the sales process customer case studies Customer success stories Value of Customer StoriesWe all work hard to create attractive content. But just how useful is it in actually influencing buyers? Of course, I want to know, what's going on with customer case studies? Case studies/success stories. Podcasts.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 27, 2015
    [Process] How to Successfully Launch Your First Marketing Automation Program
    By segmenting your database from the start, setting up a scalable campaign creation workflow, and implementing clear lines of communication with sales, you’ll lay a strong foundation on which you can build successful marketing campaigns and optimize your business processes. Marketing Automation Marketing Automation Process (MAP
  • BUYEROLOGY  |  MONDAY, JULY 18, 2011
    [Process] Future of Buyer Personas is Social - Part 3
      Both user and buyer persona development is a design thinking process.  Image by Cristiano Betta via Flickr. This is the third part of a series of reflective articles on the future of buyer personas.    In part 3, we turn to the topic of what types of changes are needed.   Where did it go wayward? 
  • DIGITAL BODY LANGUAGE  |  THURSDAY, MAY 21, 2009
    [Process] Unsubscribes and Content Relevance in B2B Marketing
    Knowing what role a buyer plays in the buying process allows you to target your message much more accurately. Matching stage in a buyer’s buying process is crucial to relevance, and to do this, we need to map the buying process and what aspects of Digital Body Language indicate a buyer is at each stage. Relevance is key.
  • STORIES THAT SELL  |  THURSDAY, APRIL 21, 2011
    [Process] Eek, My Own Process Broke Down!
    In the customer story process, you can't miss any bases on your way to home plate. I've refined my step-by-step process for creating case studies and success stories and usually stick to it religiously. I've blogged about my process, featured it in my book, and preach and teach it to other writers. And with good reason.
  • ANNUITAS  |  MONDAY, JANUARY 14, 2013
    [Process] Marketers Need to Adjust Their Focus
    The focus for marketing organizations that want to have an impact on the business must be the development of a Demand Process? creating a demand strategy and process that manages the buyer relationship through the entire life cycle and integrates qualification with digital dialogue.  Fournasie Marketing Group.
  • SALES CHALLENGER  |  MONDAY, JUNE 17, 2013
    [Process] Overcoming Sales’ Unpredictability
    Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management Sales Process Management Solutions Selling The “old world” of selling was defined by being a highly efficient, “Six Sigma” sales organization, meant to outperform our competitors to meet customer needs. This is how we won. What do we mean? We built scorecards.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, AUGUST 3, 2010
    [Process] Buyer Roles, Buying Stages, and Perception Challenges
    We looked earlier at the evaluation of existing content assets that can be done at each stage of the buying process, and for each buyer role involved. For each stage in the buying process, and for each role, a list of the perception challenges we face in the market can be created.
  • WEBBIQUITY  |  MONDAY, NOVEMBER 19, 2012
    [Process] New Breed of Web Metrics Can Help Marketing Executives Make Better Decisions
    As online marketing processes have evolved, the number and sophistication of software tools to support specific functions has exploded. Every discipline within marketing and PR has its own tools, among them: Content development: CMS tools (WordPress, Joomla, HubSpot, 100s of others), Adobe CS, tools for creating infographics , etc.
  • SAZBEAN  |  MONDAY, JANUARY 13, 2014
    [Process] 7 Benefits of Using Lead Generation Software
    This can be achieved by viewing which pages, products, and services users expressed an interest in and working out which stage of the sales process they left your site. News & Notes SEO Strategy Advertising and Marketing landing page Lead Forensics lead generation Marketing Sales lead Sales process
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 24, 2011
    [Process] Marketing automation starves without a Content Marketing strategy
    We think the technology’s going to solve the problem and it isn’t.  It requires a process, it requires a program, and that I think of marketing automation and fishing with a hook, but the content is the bait.  B2B Demand Generation | The Importance of Content Marketing. It has no fuel. “Can you share an example, Jim?” JB:   Sure. 
  • BUYEROLOGY  |  WEDNESDAY, NOVEMBER 16, 2011
    [Process] Buyerology Trend: Think Demand Fulfillment vs. Demand Generation
    The significant buyer trend of the past decade has become the blinding obvious – we know that buyers are self-directing 70% to 80% of their own buying process.    Their thought processes are becoming more complex and intelligent engagement is what they seek to help them get their demands fulfilled. 
  • BUYEROLOGY  |  TUESDAY, APRIL 5, 2011
    [Process] The Link Between Lead Nurturing and Buyer Experience Marketing
      It’s no wonder why – we have seen major alterations of buyer behavior and buying patterns with technology enabling more buyer control over the majority of the buying cycle process.  Image by kardboard604 via Flickr.   One approach whose value is on the rise is that of Lead Nurturing.    Why? 
  • BUYEROLOGY  |  SUNDAY, APRIL 17, 2011
    [Process] Importance of Context to Understanding the New Social Buyer Persona
    Image via Wikipedia. One of the major outcomes of the recent advances in the social age is the resurgence of contextually-based persona development and its’ role in helping to inform as well as shape strategy.    This is especially true when you consider there are several important strategic areas evolving at a rapid pace.
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 10, 2011
    [Process] Heroes and charlatans
    Business relationships Buyer Personas Buying Process Demand Generation Fearless Competitor Find New Customers Inbound Marketing lead generation Lead Nurturing Lead Scoring Leadership Leadership Lessons Management best practices Marketing Marketing Automation marketing campaigns Remarkable content Sales 2.0 Who is the hero and who is the liar?
  • BUYEROLOGY  |  MONDAY, AUGUST 8, 2011
    [Process] The Ascent of the Social Buyer
    Image via Wikipedia. While we've seen the rise of the social consumer in the past two years reshape the concept of social currency, we are witnessing the ascent of the social buyer embracing social commerce.    We are seeing the birth of a new era in B2B commerce that is more social, more connected, and more humanized.
  • SALES CHALLENGER  |  WEDNESDAY, NOVEMBER 6, 2013
    [Process] How to Create New Organizational Habits
    Whether it is training on Challenger Selling , a new CRM system, or updates to the sales process , half the battle with most new sales initiatives is getting sales reps to adopt new behaviors. Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management Sales Process Management Solutions Selling
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [Process] Five Myths of Lead Management
    As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  What they found however was that CRM didn’t help them fix their faulty sales process. Technology adoption must occur hand-in-hand with process evolution. So what are these myths?
  • BUYER INSIGHTS  |  THURSDAY, MAY 23, 2013
    [Process] 9 New Ways To Nudge Your Customer To Buy
    Buyer Psychology Featured Buying Process Nudge Nurturing risk Short Term Benefits Social Comparison Solution Selling Using Psychology To Sell More information is simply not enough to get the buyer to across the line - we all know that. If it was then we would write longer proposals and provide more detailed product sheets.
  • FOLLOW THE LEAD  |  TUESDAY, AUGUST 31, 2010
    [Process] ‘Smarketing’ gets the pitch, but are b-to-b companies buying?
    And while you won’t get 100% (or even 90%) of anything, stressing that sales and marketing alignment is doomed to fail seems a defense of the status quo. B-to-b sales and marketing execs are increasingly focusing on areas such as Sales Enablement, Process Efficiencies and Lead Funnel Management. Opinion | Matthew Schwartz. What do you think?
  • NUSPARK  |  MONDAY, DECEMBER 5, 2011
    [Process] The A-Z Guide to B2B Lead Generation
    Feel free to challenge me with your own list or a replacement term for one of the letters.    Here we go: A-    Analytics.   All activity of the lead generation process needs to be measured via a robust analytics program.  B2B Lead to Sale Process Marketing StrategyDon’t take conversion strategy lightly. D-    Demand Generation. 
  • B2BMARKETINGSMARTS  |  MONDAY, JANUARY 11, 2010
    [Process] How marketers can help prevent lost sales.
    They point out that, if marketing takes too much responsibility in the sales nurturing process — and if sales doesn’t have access to the leads until they are sales ready — bad things can happen. Tags: Lead Handling Sales and Marketing Closing Sales Marketing and sales Nurturing Sales Process Sales Support Position.
  • BUYEROLOGY  |  THURSDAY, MAY 12, 2011
    [Process] Reinvent B2B Sales With Buyer Personas
      B2B organizations will begin to assign and delegate buying to “professional buyers” skilled in using Internet and social technologies and who are skilled in the process of executing a self-directed buying cycle.    Buyer Persona Development can be a process and means for B2B Sales to reinvent itself. 
  • BUYER INSIGHTS  |  SATURDAY, DECEMBER 22, 2012
    [Process] Can You See Your Deals In 3D?
    Featured How Buyers Buy Top 10 Buying Logic Buying Process Buying Team Selling In 3D The Complex Buying Decision Understanding The Buying Decision A new framework provides you with a 3D view of even the most complex deal. That means you can maximize your chances of sales success. Suffering From Deal Complexity?
  • ANNUITAS  |  TUESDAY, DECEMBER 24, 2013
    [Process] The Missing Link in B2B Demand Generation
    Blog Carlos Hidalgo demand process Demand Process Tranformation organizational approach People process technology and content perpetual demand Shar VanBoskirk However, with all of these changes, the real question is why are marketers making such little gains in addressing our challenges?
  • FEARLESS COMPETITOR  |  FRIDAY, DECEMBER 31, 2010
    [Process] Can Find New Customers help my business?
    Do you sell products … Continue reading → Business relationships Buying Process Content marketing Demand Generation lead generation Lead Nurturing Lead Scoring Leadership Leadership Lessons Sales-Marketing AlignmentTo learn if your business can benefit from Find New Customers, we have just 3 questions.
  • BIZNOLOGY  |  MONDAY, APRIL 20, 2015
    [Process] The business of data
    In addition, with the majority of the purchase decision process for products occurring before a customer actually makes contact with an organization, today’s marketers need to develop predictive analytics so that they can identify potential opportunities as early as possible. Do you know what business you are in? Apparently, we all are!
  • BUYER INSIGHTS  |  SUNDAY, MARCH 17, 2013
    [Process] Analyze This! The Role Of Analysts In Making The Shortlist
    Featured How Buyers Buy Analysts Buying Process Selecting Suppliers Supplier Prequalification Supplier ShortlistWith a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 7, 2010
    [Process] Four Stages of Buying
    She’s not looking at one vendor’s selling process.  In reality, she’s going through a buying process. What’s a buying process? In this insight from the highly acclaimed white paper, How to Find New Customers , we explore a customer buying process. How do you use Buying Processes? Actions.
  • SAZBEAN  |  WEDNESDAY, OCTOBER 6, 2010
    [Process] 5 Tips for Protecting Your Privacy on Facebook
    Everyone is on Facebook — so is everyone’s business (and mother and aunts, etc.) Connecting with your business network on Facebook is nice, but not everyone wants to mix personal and professional. Privacy Settings. Make sure you know what you’re sharing with whom. Under Accounts in the upper right, click on Privacy settings.
  • SALES CHALLENGER  |  TUESDAY, MARCH 19, 2013
    [Process] Measuring Sales Force Effectiveness
    Then, what are the processes that enable these things? How This has implications on opportunity qualification, stakeholder identification, engagement strategies, and the sales process (CEB Sales members, learn more about opportunity qualification and focusing on the right customer contacts ). But those metrics are lagging indicators.
  • SALES CHALLENGER  |  MONDAY, MARCH 12, 2012
    [Process] Sales Lessons from the Military
    That said, unlike the military, we bind our sales teams with processes and policies that try to account for every move the rep makes in the field to the extent that we often inhibit, rather than facilitate, winning business. Sales Insights The Buzz Front-Line Sales Manager Sales Culture Sales Effectiveness Sales Innovation Sales Process
  • ANNUITAS  |  THURSDAY, FEBRUARY 26, 2015
    [Process] Two Things That Destroy Strategy
    However, your content strategy should be created to align to each step of the buying process for your targeted buyer personas. Perhaps the leads sit idle because the sales organization doesn’t know the new process you want them to follow? Here’s why you need to avoid them at all costs. Short-Term Vision. Sure, you can do those things.
  • THE POINT  |  THURSDAY, JANUARY 24, 2013
    [Process] Taking Stock of Your Lead Management Process: 5 Key Questions
    Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.
  • MI6 MARKETING AGENCY  |  MONDAY, JANUARY 23, 2012
    [Process] The Emerging Role of the CMO
    The B2C and B2B Buyer Controls the Sales Process. Single most profound change is how buyers now control the buying process. Our advice is that sales needs to figure out how they can offer value during the buying process. Remember, in complex sales, there are many people involved in the buying process.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Process] What Sales Really Needs from Marketing
    B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. But salespeople are not good at this. And 4 out of 10 salespeople missed quota last year. Audio interview with Jim Dickie of CSO Insights. link]. And why do so many miss quota?
  • STORIES THAT SELL  |  TUESDAY, AUGUST 10, 2010
    [Process] Customer References Trim the Sales Cycle
    Even more impressive is just how much references mean to buyers – so much that sales reps may be able to bypass other steps in the process. Share: Tags: Case studies in the sales process Customer reference management customer reference program reference management What’s the payoff of a well-functioning reference program?
  • ANNUITAS  |  MONDAY, MARCH 12, 2012
    [Process] In Defense of the Funnel
    Both the buyer and the buying process have evolved. In order to manage any change, organizations must address the internal, operational process so that sales can effectively engage with customers. The operational process is really where many organizations struggle. Lead Management Process Lead Planning
  • BUYEROLOGY  |  SUNDAY, APRIL 10, 2011
    [Process] How Ready is Your Organization for the New Social Buyer Persona?
    Image by daniel_iversen via Flickr. As we continue to experience the evolution of the social age, one thing we can be sure about is the march of progression will pick up its’ steady beat.    The evolution or as some may call it – the revolution – will continue to happen and most likely at an increasing rate. 
  • NUSPARK  |  THURSDAY, JANUARY 12, 2012
    [Process] Focus Roundtable Recap: Optimizing Landing Page Conversion Rates
    B2B Lead to Sale Process Conversion Tactics Landing PagesI recently hosted a fantastic roundtable discussion on Focus.com on the topic of Increasing Landing Page Conversion Rates. Among the topics discussed: Linking prospects to a landing page, microsite, or website, and which direction makes sense.
  • ANNUITAS  |  THURSDAY, MAY 15, 2014
    [Process] Transforming Your Demand Generation is More Than Improving Skills
    One of the questions I often get when working with our clients on their Demand Process Transformation? Managing people through this change process, reassuring and enabling them to work through the impact of change organizationally and personally, is key to success.  So what is a CMO to do?  Be Patient-. It’s understandable.
  • FUNNEL FOCUS  |  TUESDAY, AUGUST 3, 2010
    [Process] Thought Leadership Interview: Craig Rosenberg Offers 3 Tips for Marketing Automation Success
    Craig Rosenberg’s chapter in the The Quintessential Marketing Automation Guidebook, Marketing Automation: People, Process & Content: The Keys to Success with Marketing Automation Technology , provides some in-depth observations and advice about what needs to be considered for each of the three components. Hire/assign system owner.
  • CHRIS KOCH  |  TUESDAY, OCTOBER 12, 2010
    [Process] Should we stop marketing to the CIO?
    Then came the Software as a Service (SaaS) providers, who offered certain applications and business processes through their own servers. Another CIO archetype, the Transformational Leader CIOs that have been focused on using IT to improve business processes, may disappear as distinct IT leaders. Those pundits have always been wrong.
  • BUYEROLOGY  |  SUNDAY, JULY 10, 2011
    [Process] The Future of Buyer Personas is Social - Part 2
      In part 2, I would like to offer perspectives on why the practice and process of buyer personas, as we’ve known them for the past decade, must undergo significant change to be relevant in the social age.  Image by daniel_iversen via Flickr.   In today’s social age, this is no longer true.  The Connected Buyer.
  • BUYER INSIGHTS  |  WEDNESDAY, FEBRUARY 13, 2013
    [Process] Why Only Hard Savings Can Close The Deal
    Business Case Business Case Buying Featured Using Maths To Sell Buying Logic Buying Process Cost Avoidance Cost Savings Hard Savings ROI Soft SavingsSellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction.
  • MI6 MARKETING AGENCY  |  THURSDAY, MAY 27, 2010
    [Process] Mi6 Briefing #1: Inside the Mind of the B2B Tech Buyer
    Slides 11 to 18: Tactics and information the buyer is using in the buying process. Loading… Tags: Mi6 Briefings buying process canada cisco social media adoption technology industry Author: Chris Herbert, B2B Specialist & Founder of Mi6. Presentation. Inside the Mind of The B2B Tech Buyer. Slide Shift.
  • BUYEROLOGY  |  SUNDAY, MAY 1, 2011
    [Process] Plan for the Social Buyer Before It’s Too Late
    Image via Wikipedia. To say things are changing is an understatement.    Morgan Stanley (2010) recently reported in a study that there are now more social network users than email users.    If you are a Chief Sales Officer, when was the last time you checked how often your sales teams are making contact with potential buyers? 
  • LEAD VIEWS  |  FRIDAY, NOVEMBER 4, 2011
    [Process] Think Like Your Customer: Aligning Selling to Buying Process
    Those of us in MO need to assert leadership in aligning our company’s sales process with our customers’ buying process. Implications for marketers: We can best support Sales by providing the process and means to better understand this gap. We need to understand our customers’ buying process and imperative to buy.
  • SAZBEAN  |  THURSDAY, AUGUST 26, 2010
    [Process] Is Social Media a Waste of Time?
    Tags: Business Marketing Social Media Social Networks digital strategy facebook internet marketing internet marketing strategy online marketing online social networking social information processing social network service social networking sociobranding twitter web 2.0
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 6, 2011
    [Process] Laugh and Learn featuring @fearlesscomp | Episode 25 – Inbound Marketing Rap
    Filed under: Demand Generation , Inbound Marketing , Laugh and Learn , lead generation , Lead Nurturing , Lead Scoring , Leadership , Management best practices , Marketing , Marketing Automation , marketing funnel , marketing sales , Sales Leads , sales process , sales-ready leads. Laugh and Learn featuring @fearlesscomp. What do you think?
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Process] The Sorry State of Sales Leads Today
    significant role in the buying process). Business relationships Buyer Personas Buying Process Demand Generation Fearless Competitor Find New Customers lead generation Lead Nurturing Lead Scoring Leadership Leadership Lessons Management best practices Marketing ROI Revenue Performance Management Sales 2.0 How do you measure up?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 16, 2015
    [Process] Convert Your Marketing Mindset With A/B Testing
    Remember, we should consider testing a continuous process, so when one test is completed, another is started. Assign people to support each step in the testing process. Don’t forget to document the full process along the way, including the steps taken and the results achieved. ” ? Marshall McLuhan. ” ?
  • STORIES THAT SELL  |  THURSDAY, AUGUST 25, 2011
    [Process] The #1 Question to Ask Before Starting Any Case Study
    Share: Case studies in the sales process Case study writing customer case studies Customer success stories Writing Customer StoriesA customer story can't just be interesting or results-oriented. It also needs to sell. Even more critically, it needs to influence the intended audience. What do they do, for whom and how?
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 3, 2010
    [Process] The big mistake most companies make in content marketing
    Content Marketing without a process is not content marketing. To move a prospective buyer though a buying process in order to become a buyer. Their content’s not mapped to buyer personas or buying process stage – which renders it virtually useless. It does not lead the prospect through the buying process.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Process] How to Get Sales and Marketing on the Same Page
    Problem 3: Poor Processes and Shaky Structures. For instance, every marketing department should have a clear process for producing a sales brochure, a process that defines responsibilities and timelines. Even worse than poor processes is the problem of shaky structures. This is a guest post by Brad Shorr. Work On It.
  • NUSPARK  |  MONDAY, JANUARY 9, 2012
    [Process] The missing topic on b2b digital lead generation: advertising
    Convince target audiences they need to update their current systems or process.  Advertising B2B Lead to Sale Process Marketing Strategy Media PlanningRemember advertising?  Remember media plans?  If you believe all those social media experts and SAAS platforms, you’d think advertising has gone away.  Don’t believe it. 
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 12, 2011
    [Process] Content Marketing: What Does Re-Imagine Content Mean?
    Filed under: Buying Process , Content marketing , Demand Generation , Find New Customers , Great books , Inbound Marketing , Marketing , Marketing Automation , marketing campaigns , Sales Leads , sales-ready leads. B2B Lead Generation : Re-imagine marketing content. But what does that really mean? Let’s let CC explain.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 23, 2013
    [Process] The Challenger Sale: Mindset or Method?
    One recent question addressed the implementation of the Challenger sales model and asked if Challenger selling is more of a philosophy than a process or methodology. Challenger as Philosophy and Process. Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Process Management Solutions Selling They absolutely do.
  • CHRIS KOCH  |  FRIDAY, SEPTEMBER 24, 2010
    [Process] Should sales enablement be owned by sales rather than marketing?
    From what I can tell, the internet didn’t disrupt the basic model for the sales enablement process; it just moved much of it online. Who should own the process? I’m wondering if it’s time to take sales enablement away from marketing. What do I mean by sales enablement? We all know how sales enablement got started in B2B.
  • ANNUITAS  |  THURSDAY, MARCH 20, 2014
    [Process] Notes from the Marketing Operations Executive Summit 2014
    megheuer how 2 get process adopted? Great point – change management – the unsung hero of demand process transformation #marketingopssummit. Marketing owns 2/3 of the revenue process today. My twitter handle is @jstewart_1 – and there are lots of other smart folks in here you might want to follow.  Enjoy! And this?
  • SALES CHALLENGER  |  TUESDAY, APRIL 2, 2013
    [Process] Why Your Customers Don’t Care
    Companies must also ensure that reps can tailor their pitch to the individual customer stakeholders they engage while leveraging constructive tension to take control of the buying process as a whole. Blog Sales & Service Sales and Marketing Sales Process Management Solutions Selling
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 15, 2010
    [Process] The right way to hire salespeople
    Sales knowledge sales challenges sales leadership sales leadership selecting salespeople sales process In writing my new white paper, the Definitive Guide to Making Quota, (It’s ‘in the can’ and almost ready. Just need the graphics.) I had the good fortune to interview five of top sales experts: 1. Dave Stein of ES Research.
  • NUSPARK  |  SATURDAY, JUNE 2, 2012
    [Process] New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline
    Once a visitor comes to your landing page via search, social, or online display because of a persuasive message, if that potential prospect isn’t persuaded to continue the conversion process, there’s problems with the landing page strategy. Because of the automated qualification and email marketing process. Always, B-Be, C-Closing.
  • BUYEROLOGY  |  WEDNESDAY, MAY 4, 2011
    [Process] Buyer Personas Require Qualitative Research and Contextual Inquiry
      They have helped companies to gain insights into market opportunities, find out why challenges exists, depict buying processes, and how to map critical sales and marketing strategies to the goals of buyers.  Image by XXC via Flickr.   Buyer persona development methodology is at its core a research methodology. 
  • BUYEROLOGY  |  WEDNESDAY, AUGUST 3, 2011
    [Process] Future of Buyer Personas is Social - Part 5 (6 Essentials To Embedding Into Your Organization)
    Image by Cristiano Betta via Flickr. This is the fifth and final part of a series of reflective articles on the future of buyer personas in the social age.    In this final reflection, I offer 6 essentials to embedding buyer personas into your organization.     Then a third-party option should be explored. 
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 25, 2011
    [Process] The ‘Need Solution’ Buying Phase
    The third stage of a buying process is Need Solution. It shows just how much the buying process has changed. So much of the traditional selling process has moved back into Marketing and away from Sales. This is why content is so important – the right content moves the buyer through the buying processes.
  • FEARLESS COMPETITOR  |  WEDNESDAY, DECEMBER 29, 2010
    [Process] Marketing automation starves without a Content Marketing strategy
    out of 100 @fearlesscomp on Twitter – 100 … Continue reading → Buyer Personas Buying Process Content marketing Demand Generation lead generation Lead Nurturing Leadership Management best practices Marketing Marketing AutomationEspecially since our domains were stolen four months ago. Find New Customers – 98.9
  • BUYER INSIGHTS  |  TUESDAY, DECEMBER 17, 2013
    [Process] Turning Your Sales Process Into A Sales Magnet
    It is time to expect more from your sales process.  It is no longer enough that it delivers consistency and control in respect of sales. Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and [.].
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 19, 2010
    [Process] 5 Tips for Developing Strong Buyer Personas
    What’s this person’s role in the buying process?Decision Tags: Buyer Personas Customer personas Management best practices Sales knowledge lead generation marketing campaigns marketing sales sales challenges sales process Buyer Personas are the foundation of great B2B marketing. “ Those are NOT personas. What about IT?
  • BUYER INSIGHTS  |  TUESDAY, JULY 16, 2013
    [Process] The Perils Of Misreading The Buying Process
    Misreading the buying process is easy for sellers to do, but it can be costly. Buying Process Featured Tips for Sellers Changes in Buying Sales Forecasting Sales Process Sales Success It happens because of gaps in the seller''s knowledge of the steps, paperwork, review points, information requirements and so on.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 29, 2013
    [Process] Expert Q&A: Transform Marketing With A Revenue-Relevant Customer Experience Strategy
    Social media and our digitally-driven on demand culture has drastically changed the way that buyers navigate their purchase process. What are some of the implications of this shift on the marketing and sales processes? Can you speak to the critical need for B2B marketers to cultivate a greater role in the discovery process?
  • BUYER INSIGHTS  |  THURSDAY, FEBRUARY 14, 2013
    [Process] Why BANT Is Not Enough!
    Buying Process Featured BANT Buying Team Deals in 3D Prequalification Selling In 3D Stalled DealsThe VP of Sales had just taken to the stage. With his opening remark my jaw dropped. BANT is no longer enough' he proclaimed.
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 3, 2013
    [Process] The Challenger Sale Vs. The Effortless Experience
    But salespeople who help guide customers through the purchase process are not only more effective, but are making the buying experience significantly easier than reps who ask customers to coach them through how to sell]. First, let’s quickly recap the two books. Doesn’t a Challenger, by bringing new insights to the customer, delight them?
  • SALES CHALLENGER  |  MONDAY, APRIL 21, 2014
    [Process] Pssst! Statistics Are Not Insight.
    Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management Sales Process Management Solutions Selling This is a guest post by Kevin Starner, VP of Sales Enablement at Iron Mountain. In my household, it’s a well-known fact: 84% of statistics are made up on the spot. I You can guess what people, including you, do.
  • BUYEROLOGY  |  MONDAY, NOVEMBER 1, 2010
    [Process] The Design of Buyer Experience
      Interaction modelings not only embodies the touchpoints encountered, such as web sites, channels, selling teams, and call centers, but involves modeling end-to-end processes that are designed to create adaptable buyer experience journeys for buyers who pull the levers on different paths to take.  Cover via Amazon.
  • BUYEROLOGY  |  MONDAY, NOVEMBER 14, 2011
    [Process] Buyerology Trend: Think BIG Insights vs. BIG Data
      We’ve seen buyers entering the buying stages in unpredictable ways and deferring direct interactions further down the buying process.  This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  The Future. Follow @TonyZambito.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 23, 2011
    [Process] Infusionsoft Helps Clients Map Their Marketing Strategy
    Indeed, you could sniff that Infusionsoft is only now adding campaigns, in the sense of a container to link separate process flows. Others have used its sequential processes either separately, to automate a variety of annoying manual tasks, or by painstakingly stringing them together by themselves or with professional help. corporate?
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Process] Why Sales needs Content Marketing and Marketing Automation
    sales challenges sales funnel Sales knowledge sales leadership Sales Leads sales process sales-ready leads Simple lead generationB2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. After all, you need to close deals!
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