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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.

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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

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

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,

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.

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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.

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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.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

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?

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.

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.

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).

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.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

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.

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.

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?

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.

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 [.].

Has Sales 2.0 crossed the chasm?

Acquiring Minds

Have Sales 2.0 Sales 2.0 Tags: Sales 2.0 tools crossed the chasm to the stage of the early majority? Do these low risk, user-friendly tools accelerate the adoption of technology? Conference Technology innovation cloud computing Bluewolf Crossing the Chasm Geoffrey Moore

Sales 2.0 Chicago – What next?

Acquiring Minds

The Sales 2.0 The day long event featured provocative presentations and success stories on innovative approaches for sales to better meet the advanced needs of buyers and lower the cost of lead generation and selling. Geoffrey James, blogger of the Sales Machine, proved his [.]. Tags: Uncategorized lead generation sales Sales 2.0 Conference was held last week in Chicago (where I tweeted and published photos). Conference

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

The problem with this approach is that the sales rep is calling under false pretenses - hardly a way to build a rapport with a prospect. Fact-Find Low, Call High A year ago, Paul McCord , sales trainer, consultant and author, blogged about how he prospected. Telesales faces very different pressures than field sales. So what to do? Our solution is well-suited to your company.

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An Identity Crisis for the Sales Lead

Acquiring Minds

Do you find it startling that many sales and marketing teams still cannot agree on the definition of a sales lead? The irony of course, is that the deliverable for sales is crystal clear – the sale. The heavy lifting from sales is finished and that of accounts [.]. Tags: Uncategorized lead generation lead nurture sales and marketing alignment sales leads The contract is signed and the PO received.

Marketing on the Outbound

Acquiring Minds

Depending on the size of your target audience, the spectrum of programs could vary from either a mass direct marketing program targeting small businesses with a volume sale type of solution or a high touch, account-based marketing program targeting enterprise accounts with a complex sale solution. This information can be leveraged for trigger marketing and solution selling.

Use Outbound Marketing to target these 5 Buyer Types

Acquiring Minds

Given the length of the marketing and sales cycle, we can often identify many of the touches that led to a closed sale but we are unable to pinpoint the catalyst that converted the buyer. Given the popularity of social media and inbound marketing, when should outbound marketing be used ? For some types of buyers, outbound marketing is the only way to engage (e.g.

Sales Leads vs. Appointments?

Acquiring Minds

Both approaches are highly effective for building sales pipelines. Another scenario is where sales reps need all the appointments they can get to fill their pipeline. Lead Generation is best used when highly paid sales reps are selective on the opportunities they pursue and do not wish to waste time on unqualified accounts. Further, when the sales reps do engage a lead, they want to be able sell a solution based on pain points and decision criteria identified during the lead generation process. Type of Solution - Volume Sale (A.S.) vs. Complex Sale (L.G.)

Don’t Let Inside Sales Break the Law

Acquiring Minds

Are you aware that your inside sales team could be wiretapping? A few weeks ago, my firm was invited by a large California-based tech organization to respond to a telesales RFP. Tags: inside sales telesales lead generation outbound marketing Given the terms & conditions that were included, the client’s legal counsel was involved in the creation of the RFP. Yet, this organization requested that each bidder [.].

Sales 2.0 fuels PTC's SMB Expansion

Acquiring Minds

As a former paratrooper, Dan Maier’s background has prepared him well for his current assignment: managing a global inside sales team of 75 reps selling a $9,000 solution to hard-hit manufacturers. Dan Maier’s title is as long as it is deep: VP Worldwide Inside Sales & North America Mathcad Sales, PTC (see Dan's photo on the left that I snapped at the Sales 2.0 The creation of a strong inside sales team structure complemented by sales through the channel, reflects the economics of selling profitably to this market segment. At the Sales 2.0