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12 Articles match "Vendor"
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"Vendor"
The Latest from Acquiring Minds
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Monday, August 31, 2009
To economize, this approach can be well-adapted to high volume telesales by interviewing only one low level contact prior to approaching the senior decision-maker and limiting the number of call attempts. Use Trigger Marketing Just as consumers who move through life stages, the buying cycle for businesses can be triggered by milestone events such as changes in the executive suite, mergers & acquisitions, office relocations, the bankruptcy of the vendor of an installed solution etc. If you are in telesales, how can you be both buyer-centric AND productive? For telesales groups that target the SMB segment (Small, Medium Business), the dynamics are very different than in pursuing large mid-market or enterprise accounts.
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Tuesday, August 18, 2009
Should a B2B organization target a market segment where the solution may beyond the reach of many prospects, it becomes crucial to confirm that a budget is committed or obtainable. Lead Generation would be favored in this case. However, with the popularity of affordable, SaaS applications, this may become less of an issue for software vendors. Which to consider: lead generation or appointment setting? Answer: both. Both approaches are highly effective for building sales pipelines.
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Monday, July 27, 2009
Today, I have tallied our top ten signs that sales and marketing are mis-aligned: Wrestling in the Office - Sales and marketing settle their differences like cro-magnon men (see photo). Rental Lists as Leads. - Marketing refers to accounts and contacts on rental lists as 'leads'. Any marketer who indiscriminately parrots this term from list vendors should be sent back to B2B marketing school . Inquiries as Leads - Marketing categorizes an inquiry as a 'lead'. A responder is just that: someone who is interested in your offer and may not be evaluating solutions. Multiple
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The Best from Acquiring Minds
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Wednesday, July 30, 2008
For both B2B vendors and the buyers of those solutions, social media is considered a second tier marketing medium. Today I attended Forrester' s Webinar "Defining Your B2B Social Media Strategy" with Vice President and Principal Analyst, Laura Ramos, and Vice President of Tech Industry Consulting, Dan Klein. The seminar was chock full of interesting facts on social media usage by B2B marketers and by B2B decision-makers.
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Wednesday, December 10, 2008
According to survey responders, Eloqua is the dominant player in lead generation suites, garnering more responses than the next four vendors combined. According to our recent survey of B2B marketers, email is widely used for lead generation: 86% of responders deploy email for lead generation. In fact, email was the top online medium for B2B marketers, besting both webinars and paid search. Although it is often suggested that email is best suited for customer retention, this survey of 249 B2B marketers indicates that email is a key tool for customer acquisition.
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Wednesday, June 24, 2009
Marketing automation vendors are extending their applications. The marketing automation and email vendors consolidate. Multi-Function Email Suites dominate B2B email marketing Although no one (except me, ahem) labels these applications 'multi-function email suites', I am using the term to describe multi-faceted marketing applications that include the functionality of the three types of email marketing that I have noted above: Batch & Blast, 1to1 Sales emails and Trigger emails. Upshot: Marketers When you think email, do you think email blasts? You know - a humongous
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Wednesday, July 15, 2009
Some buyers expect that some vendors must reach out to them as a precondition to considering their solution. The Buyer at the Tipping Point - B2B marketing is part art & part science. 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.
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Thursday, June 26, 2008
This key `moment of truth` is realized when the prospect responds and then looks to the vendor for a live discussion or when the prospect expects the vendor to reach out to them. In future postings, I would like to discuss a number of key areas for vendors to better address the needs of online buyers but two stand out today: Responding to buyer inquiries in a timely and consistent manner. As we consider the full breadth of our demand generation programs, there are weak links that can torpedo our efforts. Great efforts are underway by our organizations to better align
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The Latest from the B2B Marketing Community
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Thursday, March 11, 2010
He notes that prospects can now “use Google, news and vendor Web sites, and social media to freely search and gather all of the information required for making their initial product and vendor selections, largely bypassing your company’s typical marketing program and ‘story’ as their sole source of their information about your product.”
Eric Ganon’s recap of the B2B University event in Washington DC was posted recently on the Business Marketing Institute’s Tuesday Marketing Notes. It’s a great post.
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Wednesday, March 10, 2010
Leaders don't run around pointing to others saying things like 'just look at that lousy product, look at how stupid those other vendors are'. Yesterday I added my two cents on sensationalism across so many aspects of our lives. 0160; Today - I want to share my perspectives on the signs of a great leader. Not the
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Tuesday, March 9, 2010
What’s curious, however, is that of the top 50 brands on Facebook according to Slate magazine, not one is a b2b vendor. You’ve seen the eye-popping statistics: Facebook now has more than 350 million active users. If it were a country, it would be the third most-populous on earth , behind only China and India. TechCrunch predicts that “by this summer
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The Best from the B2B Marketing Community
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Friday, August 3, 2007
User case studies may be most convincing evidence, but resemble the testimonials for weight-loss programs: they are obviously selected by the vendor and may represent atypical cases. Tags: qlikview qliktech software selection business intelligence vendor evaluatio To carry on a bit with yesterday’s topic— QlikTech fascinates me on two levels: first, because it is such a powerful technology, and second because it’s a real-time case study in how a superior technology penetrates an established market. The general topic of diffusion of innovation has always intrigued me, and it
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Wednesday, July 8, 2009
Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Pardot and (perhaps) Genius.com look particularly strong. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. revisited that But Eloqua , Silverpop and Marketo remain industry leaders. You can see that post here .
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Wednesday, April 16, 2008
More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch.
I just interviewed Sridhar Ramanathan, President of Pacifica Group , on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).
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Wednesday, November 18, 2009
One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue. B2b marketing automation) vendors, with links to my reviews where I've written one. This has more to do with the degree of personal selling (and after-sale service) than anything else. I
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Wednesday, February 4, 2009
do recognize that they are the best known vendors in the space (with apologies to Vtrenz , whose identity is somewhat blurred since its purchase by Silverpop ). To be fair, many of the vendors below charge an installation of that can be several thousand dollars or more, while Marketo doesn't. Before I get any complaints from other vendors in the industry, let me stress that the systems I've listed above are ones My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo .
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