B2B Conversations Now

Trending Sources

2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

The project called the “2012 B2B Demand Generation Benchmark Survey” asked 156 professional marketers which channels are most productive for producing a high quantity of leads, and which produce the highest quality prospects. The poll also asked similar questions about content and offers, such as live demos, free trials, webinars, videos and more. EchoQuote™ Takeaway. 26 to Nov.

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

B2B Conversations Now

So why do you launch into your product features and/or benefits? Just be ready to provide it in a form the prospect can use internally to help sell your products/services; no marketing fluff. 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. Since the majority of the 70,000+ B2B leads that we’ve captured for our IT Technology clients over the last 4years fall into this category, I thought we might share one way to handle the objection and turn it into your advantage. “Mr./Ms.

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

B2B Conversations Now

The bottom line is this; if your service business is not developed in a way that you can “productize&# your services, then you will forever be the linchpin in the business. For those with high hopes of quick success with a big cash out however, I encourage them to check out Nick Carter’s new book “Unfunded - From Bootstrap to Blue Chip&#. doubt it. The Skinny.

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 ? Well, according to MarketingSherpa and Enquiro , you can stop running now; product content is #2 on B2B buyer’s wish lists. Potential customers are looking for Pricing more than Product Information ? How can that be true? Wrong. Why is this happening? TIME vs. CONTENT.

Price 23

Content Methodology: A Best Practices Report

Product and research divisions can provide dynamic. When Marriott began production on Two Bellmen, its award-winning short film, Beebe largely gave director Miguel Cabrera full reign to exercise his creativity. and crisis management, or even productivity. your product and brand message. market for relevant and/or similar products and. Content. Methodology: A Best.

Solution or Price - Which comes first?

B2B Conversations Now

This used to be rare but is now becoming the norm, even for traditionally complex products and services that must be configured to solve a specific problem. 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. 100% of the time, the response is Price! And I wait…. problem.

Price 31

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Given the trove of information available on the Internet about every type of product and service, if a buyer still has a question for a seller after doing their online research, then their need for an answer is, by definition, urgent and critical. 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.

Defining and Ranking Sales Leads

B2B Conversations Now

Some interesting points in this paper include the idea that opportunities, especially for complex products and services, may span months, or even years. 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. They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads.

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. You have developed a new product called the NetMaster 5000 and it is a network security appliance that plugs into a corporate network infrastructure. It does not name a specific product, but rather, a required feature of whatever product is chosen. “Mr./Ms. ”>.

RFI 2

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

How about this: you can try our XYZ product for 30 days *and* until you generate N results. If they customer has used the product for 30 days but has not achieved the desired results, the trial continues. This one still amazes me for high-tech companies that sell products in the high dollar price range (ten thousand and up). Unlike consumer products where pricing and perceived value are understood, B2B buyers don’t always have a feel for estimated cost of a product. However, the idea is so saturated that the offers are bordering on desperation. doubt it.

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

B2B Conversations Now

Are your VAR partners failing to generate demand for your products? The problem is that today just about every IT manufacturer has basically the same story–good products and a “channel only” VAR program. Storage manufacturers themselves have healthy websites with unlimited information about their products; information that is much more up to date and relevant.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

emerged with smart products that offer features like. attention from a high level of production to. increase productivity. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I.

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

B2B Conversations Now

Are your VAR partners failing to generate demand for your products? The problem is that today just about every IT manufacturer has basically the same story–good products and a “channel only” VAR program. Storage manufacturers themselves have healthy websites with unlimited information about their products; information that is much more up to date and relevant.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Given the trove of information available on the Internet about every type of product and service, if a buyer still has a question for a seller after doing their online research, then their need for an answer is, by definition, urgent and critical. 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 2

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Given the trove of information available on the Internet about every type of product and service, if a buyer still has a question for a seller after doing their online research, then their need for an answer is, by definition, urgent and critical. 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 2

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

You might as well tell them “We don’t care that you are interested in our products, we’re too busy finding new customers.” This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. What is a Red Zone Response plan? The project is in it’s early stages.

Study: How Much of Your Content Marketing Is Effective?

products.” I’d imagine that sentiment rings true for many marketers in all. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. content.

Solution or Price - Which comes first?

B2B Conversations Now

This used to be rare but is now becoming the norm, even for traditionally complex products and services that must be configured to solve a specific problem. 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. 100% of the time, the response is Price! And I wait…. ” problem.

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

B2B Conversations Now

The bottom line is this; if your service business is not developed in a way that you can “productize” your services, then you will forever be the linchpin in the business. “You can’t sell a job” This is my favorite quote in the book but I’ll leave the source of that quote for you to discover. One unit of service, one unit of pay. doubt it. The Skinny.

B2B 2

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

Jim, we sell very complex and expensive products through many sales channels and partners. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. 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.”. Nancy looked at Jim and smiled. You know that.”. Here’s how it works….”. hope you enjoy it!

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

B2B Conversations Now

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. rarely get the chance to actually sit down with a potential customer at their location but, when possible, I never waste it by showing a power point slide show. That’s right. It’s harder than you think!

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Should Sales and Marketing Merge?

B2B Conversations Now

It virtually sums up in one picture what I believe to be a significant shift in sales vs. marketing responsibility for selling products. Modern Marketers, wanting to promote the company’s products and services, are now publishing sales material disguised as marketing material. She is obviously a deep thinker about all things marketing and one of her slides stopped me in my tracks.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

You might as well tell them “We don’t care that you are interested in our products, we’re too busy finding new customers.” This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. What is a Red Zone Response plan? Do you have a formal process for how to handle incoming B2B leads from your website or blog? The project is in it’s early stages.

Price Papers vs. White Papers for B2B Lead Conversion

B2B Conversations Now

While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. The primary information is specific pricing for products or services the company sells. disagree with that. Summary.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

From their new storage marketing resource site “Storage Marketing” : “We offer a blend of knowledge that combines marketing expertise, product knowledge and decades of experience in the data storage and data management realm of the IT sector. We have been marketers, product managers, and executives for vendors such as IBM, Seagate, EMC/Legato as well as smaller firms. We write about topics that are of interest to CEOs, vice presidents of marketing, and directors of marketing/product marketing. Why Storage Marketers should care about David’s opinion.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

From their new storage marketing resource site “Storage Marketing” : “We offer a blend of knowledge that combines marketing expertise, product knowledge and decades of experience in the data storage and data management realm of the IT sector. We have been marketers, product managers, and executives for vendors such as IBM, Seagate, EMC/Legato as well as smaller firms. We write about topics that are of interest to CEOs, vice presidents of marketing, and directors of marketing/product marketing. Why Storage Marketers should care about David’s opinion.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

From their new storage marketing resource site “Storage Marketing&# : “We offer a blend of knowledge that combines marketing expertise, product knowledge and decades of experience in the data storage and data management realm of the IT sector. We have been marketers, product managers, and executives for vendors such as IBM, Seagate, EMC/Legato as well as smaller firms. We write about topics that are of interest to CEOs, vice presidents of marketing, and directors of marketing/product marketing. Why Storage Marketers should care about David’s opinion.

Six ways to get your sales reps back above quota

B2B Conversations Now

It’s not productive to complain about lead volume, lead quality, market conditions, outdated collateral, or any of a myriad things outside of your and the rep’s control. As I prepared to head off to the AA-ISP Leadership Summit in Minneapolis next week I was cleaning out the email inbox and came across a digest with a post from Matt Heinz of Heinz Marketing. Phenomenal stuff Matt! Since our audience next week will be Sales Leadership folks, I wanted to guest post this timely article written by Matt. Six ways to get your sales reps back above quota. Focus on the numbers.

Six ways to get your sales reps back above quota

B2B Conversations Now

It’s not productive to complain about lead volume, lead quality, market conditions, outdated collateral, or any of a myriad things outside of your and the rep’s control. As I prepared to head off to the AA-ISP Leadership Summit in Minneapolis next week I was cleaning out the email inbox and came across a digest with a post from Matt Heinz of Heinz Marketing. Phenomenal stuff Matt! Since our audience next week will be Sales Leadership folks, I wanted to guest post this timely article written by Matt. Six ways to get your sales reps back above quota. Focus on the numbers.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

In a boardroom it sounds brilliant to lay out a plan where each salesperson can sell more to each client simply by understanding and representing more products. The thinking is that all that needs to happen is that everyone needs to be trained in all of the products or have a resource they can go to that can serve as the products expert, and then revenue will start to flow freely. Salespeople may be nervous about bringing in a new product because it may not be perceived to be as strong as the installed products have proven to be. Is it realistic?

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

B2B Conversations Now

Before the Web was part of everyday life, buyers had limited resources for evaluating products and services. Let’s consider software sales: a decade or two ago, buyers were dependent on sales people to provide the information they needed to evaluate a purchase – product functionality, hardware requirements, pricing, etc. Now, when a potential buyer is researching a product or service, they can find most of the information they need at their fingertips – on the Web. If the buyer is asking about products on LinkedIn Groups, you had better be an active member. Enjoy!

75% of IT Pros Won’t Register for White Papers

B2B Conversations Now

For those vendors that persist in using white papers as a lead generation tool, the article suggests: Write objective, educational papers, not product pitches. Integrate social media and let your authors and product experts have a conversation with prospects. I just read an interesting post by Stephanie Tilton at Savvy B2B Marketing titled IT Pros Don’t Want to Register for Your White Paper. It dovetails into a recent post I wrote about the decreasing value of white papers as they become more ubiquitous. Stephanie interviewed Jay Hallberg, VP of Marketing of Spiceworks.

Surprising 2009 Lead Conversion Results

B2B Conversations Now

Primary dedupe products are the next generation of products following on the heals of the already successful backup deduplication vendors like Exagrid , and DataDomain. Ask business executives about 2009 and many will answer that it was a rough ride. Finding new customers with active projects, much less with budgets, was tough. However, some actually increased revenues by seeking new approaches to finding customers. Many realized that what potential customers need in a tight market is a way to determine budget fit.

Job Description for B2B Marketers

B2B Conversations Now

The ideal candidate will be responsible for all marketing efforts including, but not limited to, industry direction, market share analysis, product vision, service offerings, corporate branding, community involvement, social media engagement, advertising placement, blog writing, video producing, podcast recording, campaign management, suspect capturing, prospect nurturing, sales hand-off, funnel tracking, case study development, closing material creation and, finally, ROI measurement. A new year always brings with it fresh ideas. Put yourself in their shoes. Good luck in the new year!

Embrace Trigger Event Selling to Win More B2B Deals

B2B Conversations Now

We find that serious customers that are planning new projects need to understand how a particular solution fits into their budget before they will spend time with a formal product investigation. I’ve been reading and hearing a lot recently about using sales triggers to find new customers. Until I really took the time to dig into Trigger Event Selling , I thought it was just a new sales fad that would lead to yet another sales training book. I was wrong. What is Trigger Event Selling? The best description of trigger event selling I’ve seen is from Craig Elias at Shift Selling.

Before Nurturing a New B2B Lead, Send the Golden Document (part 2)

B2B Conversations Now

Most marketing and sales people understand their product’s value proposition well. You have developed a new product called the NetMaster 5000 and it is a network security appliance that plugs into a corporate network infrastructure. It does not name a specific product, but rather, a required feature of whatever product is chosen. First, your product or service must be a reasonable fit for what the potential customer is trying to solve. Third, be careful not to make the list so restrictive that no other products can fit into the project.

RFI 2

Before Nurturing a New B2B Lead, Ask the Golden Question

B2B Conversations Now

Should it be a courtesy “thank you and here’s more about our products&# or should it be more hard hitting and response provoking. Just be ready to provide it in a form the prospect can use internally to help sell your products/services; no marketing fluff. This is a follow-up post to Converting [social media] Conversations and addresses what to do when in fact you get that new lead. Having attended the recent Marketing Sherpa conference in Boston, my first thought is “push the new lead into the lead management system for nurturing&#. Ask the Golden Question.

Effective B2B Lead Generation Means Selling the Conversation

B2B Conversations Now

Hint, it’s not selling products or services. By taking early ownership of the corporate website and populating it with lots of product information, marketing has taken on the burden of selling products , even on a B2B website. Since most B2B companies do not sell products directly on their sites, the first goal should be to sell the sales conversation , not the product. Are you promoting the sales conversation or your product? Are you looking to generate more sales ready leads on your B2B website? Take a look at your B2B website.

Defining The Perfect Lead Generation System

B2B Conversations Now

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. Jim Logan at B2BRainmaker just posted Here’s how I define the perfect lead generation system and I think he nailed it. What’s interesting is that Jim, like myself, spent years selling high-end technology so he offers a the sales person’s perspective. B2B marketers that want to help their sales teams can learn a lot from Jim. Short, sweet, and powerful. That’s Jim’s style.

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

B2B Conversations Now

The event draws over 10,000 senior level IT decision makers from federal, state, local, and international government converging to learn, network, share experiences, and evaluate products, services, and solutions from over 400 industry partners.&#. remember one really productive conversation. (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.