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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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Mike Weinberg: “As far as this bogus straw man statistic (that buyers go 57% or 67% or 80% through the process before engaging with a salesperson) being propagated by the Kool-Aid pushers trying to sell you their inbound product or social selling course, forget about it. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President. link].

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time.

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PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Companies score leads via marketing automation (MA) based on interactions that are driven by email; however, MA does not recognize offline behaviors or social if not integrated into the system. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. The schematic is overly weighted to arbitrary behavioral signals.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. Look for.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Well, it’s neither.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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Phone, postal letter, and social media add to the mix. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. There were some terrific responses and I’ll share them over the course of two blogs. The impact? The welcome email. Lead Reengagement.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask?

Follow the Money: The Primary Responsibility for CMOs

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Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Its purpose is to follow the money trail to get to the root cause of an issue. Your duties are: Establish the Brand. Generate Demand.

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B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. Look for.

PowerViews with Koka Sexton: How to Leverage Social Media

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Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. An evangelist for social selling — and a U.S. What is Social Selling? Twitter: @kokasexton.

Q&A With Dave Stein and Steve Andersen

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ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. How did the two of you decide to collaborate on this book? A. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. This time the QB ran it in for the touchdown. Exciting when it works.

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. Here is the entirety of our discussion, and below are some highlights. The Quality of Leads is Abysmal.

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Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. Look for.

Tweet Less and Talk More

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Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers.

PowerViews with Dave Stein: Hire the Right Salespeople

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How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. More than one in five salespeople don’t have the qualities to succeed in the field. which assists sales trainers in selecting the appropriate providers. Here is the full video of our discussion and below are some salient outtakes. Consolidation is Going to Continue.

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The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Treating the symptoms of poor revenue performance is not going to make it better. Added an SDR team.

Is Anyone Leading Lead Management?

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Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound.

Power Opinions - Experts Select Top Three Social Media Tools

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We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Social Listening, Content Management, Social Advertising—advertising in social? Still my favorite!”.

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. Social media and inbound sales are like the icing on the cake, she said. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. That has pros and cons, Nick said.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

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Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Hogwash! Period.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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Sentiment analysis considers the behavior of prospects in the social sphere rather than on your website. By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy situation, right? Create the other with just static content.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

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The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. Here''s a better webinar title to attract higher quality inbound leads, "How to Get 3X More Social Reach with Your Brand.". Ian is the founder of the Senator Club , a social club for entrepreneurs and sales professionals to get good at sales.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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That kind of video can be shared on social media, generating buzz about your company. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn. By Dan McDade

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PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. There are also real measureable ways to track social growth and trends now.

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PowerViews with Michael Brenner: The Battle for Customer Attention

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At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Social Selling & Personal Branding. Click to start video at this point — As we look forward at the remainder of the year and into the next, Michael recommends talking to your sales team about social selling. The Battle for Customer Attention.

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

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One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort. This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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Social media and inbound sales are like the icing on the cake, she said. The amount of data available to marketers today can be overwhelming. Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. Inbound marketing is tough to scale.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

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Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast.

PowerViews with Tony Zambito: Buyer Predictability

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Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Understand the Buyer''s Backstory. Study Lead Behavior. You''ll be far more successful in generating leads.

PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

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In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. She’s Down with OPC. Stay Tuned.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. Move Toward Customer Retention. Twitter: @ardath421.

Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]

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The key, however, is to make sure it’s integrated into the digital experience to maintain its relevance. 5) Mobile and Social Targeting: Most people are using their phones to shop, but not necessarily purchasing on them. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. That''s not to say they''ve abandoned it entirely.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

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Via Social Media Examiner. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post. Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs. Enjoy!

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

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The Rise of Social Selling. Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

Best of PowerViews: Are You Tenacious About Sales Follow Up?

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For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Click to start video at this point —When asked about marketing automation and if he felt we were returning to a one-to-many marketing approach, Jamie expressed that with the increased use of marketing automation, even on the social front, it has become somewhat depersonalized. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to. Enjoy! Today''s Featured Guests. Probably.

PowerViews with Anthony Iannarino: Changing Business Models

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What About Little Data and Social Media? He likens it to using social media like a bullhorn to try to communicate with a mass of people all at once instead of doing it the right way and cultivating the intimate relationships that buyers are looking for. My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

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