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Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

Lead Generation: Digital Strategies to Create New Sales Opportunities. Lead generation is simply the creation of sales opportunities. For most organizations, digital lead generation is a scalable, cost-effective approach to generating leads for their sales teams. In an e-commerce model, the flow is fluid and the participation of sales is typically not required.

Are Millennials wired but not to sell?

Acquiring Minds

I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

Top 5 Reasons to use Segmentation

Acquiring Minds

Through segmentation a marketer identifies groups of customers that are ranked by their sales potential and can be classified based on any number of criteria.      By leveraging this intelligence, marketers can profile their ideal customer and forecast outcomes for marketing programs. There are now more reasons than ever to invest in segmentation. Lower List & Media Costs. Photo Credit.

Marketers are smarter

Acquiring Minds

B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. B2B marketing buyer behavior content marketing demand generation digital marketing market research marketing automation marketing strategy sales and marketing alignment

5 New B2B Sales and Marketing Strategies

5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. B2B Sales and Marketing leaders should evaluate adopting these 5 new B2B. Pretty.

Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground

Acquiring Minds

Channel partners will benefit from a 20% increase in MDF funding and expanded support in the field in sales and service with a new general business group of 100 staff. channel events sales Channel Marketing channel sales Juniper Networks Partner ConferenceThe mood was buoyant at the Juniper Networks Americas Partner Conference , held April 11 – 13 in Phoenix.

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Are Millennials wired but not to sell?

Acquiring Minds

I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

Savvy Buying of B2B Data

Acquiring Minds

Over the years,  we have seen a large shift in the way that B2B sales and marketing folks buy data. An Interview with Ruth P. Stevens and Bernice Grossman. I am pleased to welcome Ruth P.  Stevens and Bernice Grossman, two well recognized B2B direct marketing experts.    Ruth P. Bernice Grossman created DMRS Group an independent marketing database consultancy. The user generated, i.e,

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Selling to the Digital B2B Buyer

Acquiring Minds

The digital world is bringing great change to how buyers wish to interact with B2B sales teams. buyer behavior inside sales outbound marketing sales enablement telesales David Skok Facebook Jill Konrath LinkedIn Steven Woods Tags: Sales 2.0 Today's B2B buyer prefers online communication for a variety of reasons explained in this post.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

The response rate is weak: the number of  inbound responders or MQLs (marketing qualified leads) is lower than average and the outbound telesales team is spending more time trying to generate SQLs (sales qualified leads) from MQLs and from their own outbound efforts. What if marketing and sales are communicating the  right message but to the wrong audience? Something has gone awry.

The Sales Lead & the Language Police

Acquiring Minds

Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing.   Whatever the case, we continue to face basic issues in B2B sales and marketing. The core concept of the definition of a sales lead and its workflow is the subject of endless debate and lack of clarity within B2B organizations.

Colloborative Selling in the Channel

Acquiring Minds

Vendor led demand generation can move very quickly to focus on high potential segments, leverage high quality and well targeted lists, and deliver on-target messaging by well-trained sales reps. By leveraging partner sales teams, tech vendors can lower their cost of sale, expand coverage and leverage partner customer lists. Another $1.5 Partner Led Selling. Photo Credit.

Segmentation for the Nation

Acquiring Minds

Analysis – at this point your customers – won, dormant and lost – are grouped into segments, ranked from highest to lowest in terms of attractiveness and profiled according to important criteria.    Do you see any patterns?   Do your colleagues in sales and marketing validate the ranking and the segmentation criteria?    Are these segments unique and actionable for your marketing programs?

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

The Risky Business of Exclusive Reselling

Acquiring Minds

vendor may change the mix of direct sales to channel sales.    For example, a vendor may have sold 100% through VARs but determines that enterprise accounts are being under-served.   A vendor may then ‘take-back’ enterprise accounts leaving VARs with only SMB accounts. In economic downturns, vendors hungry for margin have been observed to increase direct sales.

Comparing B2B Online Data Sources - New Research

Acquiring Minds

more rewarding approach is to call the prospect and then send a 1to1 sales-style email that is personalized to the prospect. Ask your data provider to stop using the term 'sales leads' - A data provider is in the business of selling suspect records, accounts or contacts but not leads. For a data provider to refer to the data as 'sales leads' is mis-using a key B2B term and over promising on their product. sales-ready, qualified lead is very different than an unqualified name on a list. Tags: B2B lists sales leads branches).

Marketers are smarter

Acquiring Minds

B2B marketers are much better at what they do – showing a higher level of professionalism, more knowledge & agility, better alignment with sales teams and are in tune with customer feedback. B2B marketing buyer behavior content marketing demand generation digital marketing market research marketing automation marketing strategy sales and marketing alignment

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel Marketing Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel MarketingLead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Channel Partners don’t want to generate leads

Acquiring Minds

Generating new business is the keystone for tech companies.    Most large tech organizations sell primarily or completely through channel partners.  In turn, the channel arm of a tech organization allocates significant resources to lead generation programs for channel partners. Unfortunately many channel partners experience challenges generating leads in tandem with their technology partners.

Definitive Guide to Planning a New Content Initiative

just seeding a piece of fluff to appease our sales team? Engage your sales and/or support teams to get a pulse on. The overall marketing goal is clearly to drive online video sales. increased leads and sales in the long run. sales/support discussions, and regular conversations with customers, your content focus. Why not get your sales and support. target.

The Moment of Truth for Sales

Acquiring Minds

For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. Buyers don’t find value in sales discussions.  The weak economic outlook is causing organizations to economize on sales models.    Creating less resource intensive selling models is a priortiy for many organizations.

Collaborative Selling in the Channel

Acquiring Minds

Vendor led demand generation can move very quickly to focus on high potential segments, leverage high quality and well targeted lists, and deliver on-target messaging by well-trained sales reps. By leveraging partner sales teams, tech vendors can lower their cost of sale, expand coverage and leverage partner customer lists. Another $1.5 Partner Led Selling. Photo Credit.

Collaborative Selling in the Channel

Acquiring Minds

Vendor led demand generation can move very quickly to focus on high potential segments, leverage high quality and well targeted lists, and deliver on-target messaging by well-trained sales reps. By leveraging partner sales teams, tech vendors can lower their cost of sale, expand coverage and leverage partner customer lists. Another $1.5 Partner Led Selling. Photo Credit.

Segmentation for the Nation

Acquiring Minds

Analysis – at this point your customers – won, dormant and lost – are grouped into segments, ranked from highest to lowest in terms of attractiveness and profiled according to important criteria.    Do you see any patterns?   Do your colleagues in sales and marketing validate the ranking and the segmentation criteria?    Are these segments unique and actionable for your marketing programs?

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. 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.

Why team on Lead Generation in the Channel?

Acquiring Minds

B2B marketing channel lead generation sales B2B lead generation Channel Marketing Lead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? Photo Credit.

10 Signs that Sales & Marketing are Mis-Aligned

Acquiring Minds

Office Fight by trawin Poor quality leads and a broken lead process are warning signs that sales and marketing are not aligned. As a provider of lead generation services, we are afforded a unique position at the intersection point between sales and marketing to observe many of these 'canaries'. Fuzzy Sales Lead Feedback - The reports from sales are full of emotion but not facts.

Messaging Maximus for Lead Generation

Acquiring Minds

The Moment of Truth for Sales. Destructive B2B Sales Practices. Does your messaging speak to the lowest common denominator? I am speaking of the email blast or direct mail piece that is one-size fits all. Or the telesales call that is the same for every conversation and simply asks: are you buying? relevant and timely message will override concerns on privacy and interruption.

Should marketing be compensated like sales?

Acquiring Minds

recently spoke with Joe Payne at a panel discussion on sales and marketing alignment. But Joe, shouldn't marketing be compensated based on sales qualified leads (SQLs) or sales accepted leads (SALs)? Joe's concern is that marketing is savvy and can game the system by persuading sales to accept leads. Once a lead is passed to sales, marketing loses control of the lead.

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

Sales on the Outbound

Acquiring Minds

In my first post, I described five buyer types that are best reached through outbound sales and marketing. Tags: inbound marketing inside sales sales lead generation marketing outbound marketing This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a robust database. With [.].