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

B2B Conversations Now

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. Their response sounds something like this “I’m not ready to talk to sales yet, we’re just researching solutions right now…” This is often followed by the dreaded, “I’ll contact you if I need more information” This is surprisingly easy to handle if you’re prepared, but a momentum killer if you aren’t. Sincerely, Top Sales Guy” That’s it. “Mr./Ms.

2012 B2B Demand Generation Benchmark Survey Report

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Price Quotes were a surprising second for lead quality and were only beaten by a live demonstration from a sales rep (we at LeadLifter are not sure if those qualify as marketing generated leads). Prospects that fill out associated Web forms for price quotes are more than likely pursuing real projects and gathering budget information early in the sales cycle. EchoQuote™ Takeaway.

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

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Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. B2B Marketing B2B Sales Fun“You can’t sell a job&#. doubt it.

Inside Sales 2011 - It’s Inbound Time!

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What challenges do inside sales professionals face each day as they battle voice mail/email to reach potential customers and make their number(s)? In this day and age of self-service information, why are inside sales reps fighting so hard to reach cold fish like me when warm, interested prospects are right under marketing’s nose visiting their corporate website?

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.

Solution or Price - Which comes first?

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As a top sales consultant, Dave has been encountering an increasingly number of clients’ reps that cite Pricing as the first thing customers want to know. ’ is the response from the sales person. &#. As sales professionals, we have all dealt with the occasional customer that seems keenly focused on price and won’t focus on anything but price until they are satisfied.

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Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

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. The book details 10 essential steps that can accelerate sales for companies large and small. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. It’s simple.

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Making the Leap to Sales Management - 10 Must Knows

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Are you a newly promoted VP of Sales? attended the American Association of Inside Sales Professionals (AA-ISP.org) Inside Sales 2011 conference in San Francisco in February. One of the most interesting breakout tracks was presented by Brett Wallace, VP of Sales for Zoominfo. Your First 90 Days in Sales Management. B2B SalesMy advice?

Product Content is #2 for B2B Buyers

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This survey is telling us that potential customers not only want pricing, they want it during the awareness stage, well before they view any webinars or contact Sales. My opinion for why this is happening in B2B sales is based on examining the TIME vs. CONTENT problem. Interested prospects would connect with the sales team in a variety of ways to set up meetings. Wrong.

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Ben Franklin’s 14 Lessons For Getting Things Done

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B2B Marketing B2B Sales Fun Lead Conversion Lead GenerationBenjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. His inventions included the lightning rod, bifocals and the Franklin stove. Franklin was responsible for establishing the first public library, organizing fire fighters in Philadelphia, was one of the early supporters of mutual insurance and crossed the Atlantic eight times. Get Moving.

Publish B2B Pricing and Lose-Lose

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If they CANNOT afford the price, they may not realize that it is overbuilt for their purpose so they to will not contact your sales team. B2B Marketing B2B Sales Lead ConversionIt seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reason; it will lose you website conversions. As you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. You move on.

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.

Do your Calls-To-Action meet these 5 criteria?

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over sales pitches. Having run a business focused on landing page conversion for 4 years, we can safely say that items 3, 4 and 5 represent the true sweet spot for a B2B calls-to-action because the combination ensures high quality prospects that can be influenced early in the sales cycle. Self-service pricing with sales’ approval strongly meets all 5 criteria. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. B2B marketers depend on these offers for a reason - they work. must have high value to the prospect. 2.

Defining and Ranking Sales Leads

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They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads. Here’s an excerpt: “ Marketingsage’s straightforward definition of a sales lead enables the meaningful ranking of opportunities as they enter the organization. Lead ranking must allow for gaps in long sales cycles and aggregate all touch events as a single opportunity. Enjoy!

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B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2

B2B Conversations Now

In my last post B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1 we talked about asking a compelling question to quickly qualify and engage a new prospect. In that complex sale environment, you are usually working over a 6-24 month process that includes project awareness, criteria definition, budgeting, procurement and implementation.

RFI 2

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

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. The book details 10 essential steps that can accelerate sales for companies large and small. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. It’s simple.

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.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

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. The book details 10 essential steps that can accelerate sales for companies large and small. The book is refreshingly simple to understand and focuses on several concepts that will give sales professionals immediate results. It’s simple.

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

B2B Conversations Now

OEMs can’t scale without an increasing number of good channel partners to leverage their sales efforts. strong channel is built by finding new sales opportunities that can be transferred into the channel for fulfillment , not signing new partner agreements or wasting MDF. Suppose a prospect responds to the website offer and contacts the sales group of the OEM. Summary.

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

B2B Conversations Now

OEMs can’t scale without an increasing number of good channel partners to leverage their sales efforts. strong channel is built by finding new sales opportunities that can be transferred into the channel for fulfillment , not signing new partner agreements or wasting MDF. Suppose a prospect responds to the website offer and contacts the sales group of the OEM. Summary.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. But what about specialty Calls to Action like EchoQuote™ where the sales team, not marketing , handles and approves the requests? Why a Red Zone Response plan is critical for Sales Reps. We are all consumers.

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.

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

B2B Conversations Now

Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. B2B Marketing B2B Sales FunOne unit of service, one unit of pay. doubt it.

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Should Sales and Marketing Merge?

B2B Conversations Now

believe this is one of the figures from her book, “ eMarketing Strategies for the Complex Sale &# and I hope she doesn’t mind that I reference it. It virtually sums up in one picture what I believe to be a significant shift in sales vs. marketing responsibility for selling products. But, again referencing the diagram, Marketing is delivering the narrative, not Sales.

Ultimate Sales Tool “Box” By Category

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As sales people we are always looking for ways to be more effective. Without realizing it we have gradually adopted more and more sales tools that help us improve efficiency and results. But how does a busy B2B sales person sort through the tools that are out there without wasting valuable time? Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. But what about specialty Calls to Action like EchoQuote™ where the sales team, not marketing , handles and approves the requests? One or more designated Sales reps to receive the EchoQuote™ requests.

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.

Stale Content at the Speed of Now

B2B Conversations Now

There is no doubt content drives sales interactions. B2B Marketing B2B Sales Lead Conversion Lead GenerationWhen a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. The question is, will the anonymous blog/site visitor think the content is really that new? Warning: Watch Speaker Volume! Remember this scene?

Stale Content at the Speed of Now

B2B Conversations Now

There is no doubt content drives sales interactions. B2B Marketing B2B Sales Lead Conversion Lead GenerationWhen a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. The question is, will the anonymous blog/site visitor think the content is really that new? Warning: Watch Speaker Volume! Remember this scene?

Stale Content at the Speed of Now

B2B Conversations Now

There is no doubt content drives sales interactions. B2B Marketing B2B Sales Lead Conversion Lead GenerationWhen a prospect encounters a business issue and starts researching a solution, the content prepared by vendors is critical. The question is, will the anonymous blog/site visitor think the content is really that new? Warning: Watch Speaker Volume! Remember this scene?

How LeadLifter was born on LinkedIn

B2B Conversations Now

and a few other derivatives… The value proposition for the future company is: “ Our solutions maximize your marketing team’s efforts and supply your sales team with quality leads , fast. We then help deliver those leads directly to the sales team for quick response, shortening the sales cycle and increasing sales. Boost Sales.” ConvertandSell.

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.

How LeadLifter was born on LinkedIn

B2B Conversations Now

and a few other derivatives… The value proposition for the future company is: “ Our solutions maximize your marketing team’s efforts and supply your sales team with quality leads , fast. We then help deliver those leads directly to the sales team for quick response, shortening the sales cycle and increasing sales. Boost Sales.” ConvertandSell.

Solution or Price - Which comes first?

B2B Conversations Now

As a top sales consultant, Dave has been encountering an increasingly number of clients’ reps that cite Pricing as the first thing customers want to know. ’ is the response from the sales person. believe many sales consultants are misreading the statement “the customer is only interested in price” as meaning the customer already knows what he wants.

Inbound Sales … at a Tradeshow

B2B Conversations Now

Did you know you can apply inbound sales techniques easily at a tradeshow and come away with lots of new opportunities? where we sparred a bit about the effectiveness of inbound versus outbound sales. Trish has built a good business and adds a lot of value for her clients using proven inside sales methods. You can use inbound sales techniques manually , even at a tradeshow.

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. Jim calmly replied, “I agree 100% Nancy, but if you’ll just hear me out, I think I have a plan that will help us find more prospects earlier in the sales cycle without compromising our value proposition. Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation “You want to do WHAT ?”

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.

Crush Your 2011 Sales Objectives - Recorded Webinar

B2B Conversations Now

Do you want to crush your 2011 sales or marketing objectives? You’ll see, exactly , how a small hardware reseller uses Social Media to drive traffic and then converts that traffic into actionable B2B sales leads with a Self-Service Pricing Call-to-Action. This was recorded live on January 19, 2011 and may go down as THE big idea for crushing your 2011 sales number. B2B Marketing B2B Sales Lead Conversion Lead Generation Q59 Videos b2b lead generation sales ready leadsForget the “you need to do Social Media&# pep talk.

Six ways to get your sales reps back above quota

B2B Conversations Now

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. In any given month, nearly every sales organization has someone under quota. Sales is a difficult job, and even the best reps have bad months or quarters. Figure out the right mix of measures for your business and sales floor, and look for what’s changed. B2B Marketing B2B SalesPhenomenal stuff Matt! Focus on the numbers. Focus on what they can control. Peer shadowing.

Six ways to get your sales reps back above quota

B2B Conversations Now

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. In any given month, nearly every sales organization has someone under quota. Sales is a difficult job, and even the best reps have bad months or quarters. Figure out the right mix of measures for your business and sales floor, and look for what’s changed. B2B Marketing B2B SalesPhenomenal stuff Matt! Focus on the numbers. Focus on what they can control. Peer shadowing.

Blogs without Calls to Action are like…

B2B Conversations Now

While most marketers understand the need for calls to action on their corporate site they often do not put offers on their blogs because of the perception that it should be a sales-free zone. Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation Giving away valuable content can lead to the same result - lots of fish around the boat but nothing to eat.

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.

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

If they CANNOT afford the price, they may not realize that it is overbuilt for their purpose so they to will not contact your sales team. B2B Marketing B2B Sales Lead ConversionIt seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple reason; it will lose you website conversions. As you visit each vendor’s website you know there is much more information available in various forms than you could possibly review. You move on.