Marketing Insider Group

OCTOBER 7, 2010

Time Line Close The Time Line close is effective when a product or service will impact a prospect’s project plan, especially if the purchasing decision is a prerequisite to other activities in the project plan. The prospect’s answer will tell you what you need to do to advance the sales cycle. Can you help me understand that?”

Top of Funnel 100

Top of Funnel Telemarketing Work Management Marketing Management 100

Industrial Marketing Today

AUGUST 3, 2010

However, it is not so simple to measure customer engagement in situations with long sales cycles that’s commonplace with manufacturers, sellers of technical products and B2B consultative solution providers. These metrics are all linked to 10 stages in Sopheon’s sales process.

B2B 60

B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Smashmouth Marketing

MAY 1, 2009

It was a product configurator application being marketed to the sales industry, and so obviously I got to know the head of Selling Power magazine, Gerhard Gschwandtner , for the first time. Gerhard : Sales 2.0 Sales can't do this without marketing. I started Twitter a month ago. Sales 2.0,

Top of Funnel 100

Top of Funnel Peer-to-peer Web 2.0 Budget Programs 100

Smashmouth Marketing

MAY 3, 2009

It was a product configurator application being marketed to the sales industry, and so obviously I got to know the head of Selling Power magazine, Gerhard Gschwandtner , for the first time. Gerhard : Sales 2.0 Sales can't do this without marketing. I started Twitter a month ago. Sales 2.0,

Top of Funnel 100

Top of Funnel Peer-to-peer Web 2.0 Budget Programs 100

Industrial Marketing Today

MAY 3, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website How to Make Your Business Blog Be All It Can Be by Achinta Mitra on May 3, 2010 in Industrial Marketing & Web 2.0 , Industrial Marketing Blog Remember the U.S. Are you pre-selling a product or service? army’s “Be All You Can Be” campaign?

Business Blogging 60

Business Blogging Web 2.0 Long Tail Marketing Business 60

Industrial Marketing Today

OCTOBER 2, 2010

WHEN : When on the sales cycle do you expect to engage with your prospects? Email strategy: Milwaukee Tool worked with email service provider (ESP) ExactTarget in developing an aggressive email campaign containing links to product videos. According to SirrusDecisions research, the B2B buyer receives 20.3 per week in 2006.

Email Marketing 60

Email Marketing Planning Web 2.0 BtoB 60

Industrial Marketing Today

MAY 26, 2010

But not easy to execute because there usually is a disconnect between what your prospect wants to hear and what you want to say about your company and its products and services. Sounds simple, right? In short, this is good, practical and actionable stuff and not some marketing theory.

Buying Cycle 60

Buying Cycle Buy Web 2.0 Allocation 60

Industrial Marketing Today

JULY 6, 2010

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.”

Features 60

Features Web 2.0 Planning Work Management 60

Industrial Marketing Today

JUNE 8, 2010

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” You are well aware of the fact that the Internet has completely and permanently changed the way industrial buyers purchase technical products and services.

Buying Cycle 60

Buying Cycle Buy Work Management Marketing Management 60

Industrial Marketing Today

SEPTEMBER 3, 2010

and the author of eMarketing Strategies for the Complex Sale , calls this Contagious Content. She defines it as “Contagious content must educate them [prospects and customers] about what they need to know, apply your company’s unique expertise in addition to your product and prove you walk your talk through the sharing of evidence.

Buying Cycle 60

Buying Cycle Buy Marketing Budget Web 2.0 60

Marketing Insider Group

JULY 19, 2010

One responder can lead us to several opportunities within the company if the discussion we have is centered around the needs and pains of the company and not only one product or service. The representative needs to have many assets at the ready, as people like to view products or services in various ways.

Work Management 100

Work Management Marketing Management Lead Ranking Lead Scoring 100

Marketing Insider Group

AUGUST 12, 2010

Help sales fill their pipeline funnels. As the quality pressure starts to rise, you can only send to sales those opportunities that are further along in the sales cycle. You can’t “sell&# someone unless they are in the market to buy a product or service like yours. So if you: a.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Ranking 100

Industrial Marketing Today

JULY 9, 2010

Let’s get one thing straight from the get go, if you are in a declining market with low demand for your products and services, no amount of automation will help you generate new leads. However, B2B and/or industrial marketers must learn to use it correctly in order to harness its true power.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

JULY 20, 2010

The answer lies in shifting from traditional company product marketing to customer problem oriented marketing. We need to develop customer-centric solutions-based marketing content instead of product-centric features and benefits marketing collateral. According to Tim Riesterer of CMM Forum LLC (now part of Corporate Visions, Inc.),

Creativity 60

Creativity B2B Marketing Lead Ranking Lead Scoring 60

Industrial Marketing Today

SEPTEMBER 27, 2010

I know for me, as the SOLE sales person for my company, digital marketing and social media is not “killing&# the need for face to face meetings with clients; but I do think it is perhaps minimizing the number of meetings, and speeding up the sales cycle. Social Media with Email Marketing – is it the Super Combo?

Social Media 60

Social Media Social Marketing Media Planning 60

Webbiquity

SEPTEMBER 10, 2012

A year ago, the #Nifty50 honored 50 remarkable men and women on Twitter. We’re proud to acknowledge these 50 women from 41 different organizations as the top #Nifty50 women of technology on Twitter for 2012. She also hosts the talent chat (#TChat) on Twitter Wednesdays from 7-8pm eastern time. Stacey Acevero. Linda Boff.

Enterprise Management 100

Enterprise Management Work Management Twitter Marketing Management 100

Webbiquity

SEPTEMBER 10, 2012

A year ago, the #Nifty50 honored 50 remarkable men and women on Twitter. We’re proud to acknowledge these 50 women from 41 different organizations as the top #Nifty50 women of technology on Twitter for 2012. She also hosts the talent chat (#TChat) on Twitter Wednesdays from 7-8pm eastern time. Stacey Acevero. Linda Boff.

Enterprise Management 100

Enterprise Management Work Management Twitter Marketing Management 100

LeadSloth

JANUARY 12, 2010

Scott Mersy , VP Marketing and Products, Genius.com. Erik Bower, Co-founder, Marketbright (No Twitter). Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. Therefore, their lead generation and nurturing programs often focus only on email and web channels. Marketing has none.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

Marketing Insider Group

SEPTEMBER 30, 2010

The author suggests we focus on true Win-Loss analyses to determine what causes us to lose deals and at which stage of the sales cycle. Then work with sales to fill those gaps in content and process. I would add that the first meeting for any new marketing person is to sit down with the head of sales and ask “what do you need?”

Sales Management 100

Sales Management Top of Funnel Planning Paid Search Agency 100

Online Marketing Institute

NOVEMBER 2, 2010

Maybe the long sales cycle in many B2B markets is the culprit. Or the (unsustainable) lack of communication between marketing and sales. 237 posts from The Drama 2.0 237 posts from The Drama 2.0 Theres just too much at stake and the consequences of every action are too obvious and public.

Paid Content 40

Paid Content B2B Marketing Advertising Agencies Work Management 40