B2B Conversations Now

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Inside Sales 2011 - It’s Inbound Time!

B2B Conversations Now

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? What challenges do inside sales professionals face each day as they battle voice mail/email to reach potential customers and make their number(s)? hope to see you there!

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Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Here’s how a typical MILT transaction happens with EchoQuote™ EchoQuote™ empowers end-users to create their own quote requests via a link on the client’s website. 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. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

B2B 23

Product Content is #2 for B2B Buyers

B2B Conversations Now

Well, the first thought I had was that this was not taking into account where in the buying cycle a website visitor needed pricing. This revelation means that the savvy B2B marketer may be missing good prospects by focusing too heavily on product content and not providing a way for a website visitor to easily get budgetary pricing. How can that be true? Wrong. Why is this happening?

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

B2B Conversations Now

The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. However, once visitors arrive at the Corporate website the hard part begins; qualifying and converting the prospect. should only be available on the vendor’s website (scarcity). 3. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action.

Evangelizing a Content Marketing Program

user engagement metrics and quality of your website— how long are people spending on the page, how easy it. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I.

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

It 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. Here’s why… Say you are researching IT storage arrays and are familiar with the leading mid-tier players like Coraid, EqualLogic, Lefthand, Nexsan, etc. You move on.

Defining and Ranking Sales Leads

B2B Conversations Now

Since B2B companies generally do not facilitate ordering directly from a website, Price requests are considered the highest ranking. I enjoy working with the folks over at MarketingSage; they are what you call deep thinkers and the results they get for their clients reflect it. They just posted a short (2 page) but powerful paper on Defining and Ranking Sales Leads. Enjoy!

B2B 4

Why Free Trials Don’t Always Work for B2B

B2B Conversations Now

Are you a B2B marketer that uses Free Trials to try and motivate website visitors to engage? I am but it rarely works. First, I think using Free Trials for B2B Lead Generation is a good idea, especially for on-demand software companies, because most people want to try something before they pay for it. However, the idea is so saturated that the offers are bordering on desperation. Trials take a potential customer’s time and effort. Time is money. Effort is lots of money. Figure out a way to make your trial compelling by focusing on results the client will achieve during the trial.

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

B2B Conversations Now

Storage manufacturers themselves have healthy websites with unlimited information about their products; information that is much more up to date and relevant. Here’s the 3 steps: The OEM must create compelling content that draws in anonymous, potential customers to the manufacturer’s website(s). Are your VAR partners failing to generate demand for your products? Summary.

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

B2B Conversations Now

Storage manufacturers themselves have healthy websites with unlimited information about their products; information that is much more up to date and relevant. Here’s the 3 steps: The OEM must create compelling content that draws in anonymous, potential customers to the manufacturer’s website(s). Are your VAR partners failing to generate demand for your products? Summary.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Here’s how a typical MILT transaction happens with EchoQuote™ EchoQuote™ empowers end-users to create their own quote requests via a link on the client’s website. 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. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

Content Methodology: A Best Practices Report

sources such as company websites, industry publications, and secondary research. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

Here’s how a typical MILT transaction happens with EchoQuote™ EchoQuote™ empowers end-users to create their own quote requests via a link on the client’s website. 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. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. Do you have a formal process for how to handle incoming B2B leads from your website or blog? Link(s) from your website to EchoQuote™ ( see samples ). What is a Red Zone Response plan?

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. Do you have a formal process for how to handle incoming B2B leads from your website or blog? Link(s) from your website to EchoQuote™ ( see samples ). What is a Red Zone Response plan?

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. We do this by helping B2B marketers capture more high-quality leads from their existing websites quickly and inexpensively. We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. We do this by helping B2B marketers capture more high-quality leads from their existing websites quickly and inexpensively. We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter.

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

OfferGrader™ now online to help improve B2B conversions

B2B Conversations Now

We’ve been searching for a tool that would help our B2B clients gauge the strength of the call-to-action offers they provide on their websites to assist with b2b lead generation. It seems everyone pulls from the same basic offer set including whitepaper downloads, webinars, newsletters and free trials. But how strong are they and what other lesser known options are out there?

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. If you are not exploring how to provide self-service pricing on your B2B website you may be overlooking a B2B Lead Generation bonanza. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. Nancy looked at Jim and smiled.

Should Sales and Marketing Merge?

B2B Conversations Now

In the late 90’s the corporate website was nothing more than an electronic brochure and naturally fell under Marketing’s responsibility. Today the website has taken center stage in the B2B marketing and sales arena. Virtually all marketing materials direct prospects to the company website where rich content awaits. Here’s why. What’s next?

B2B Website Conversion Strategies

B2B Conversations Now

Here’s a summary of the podcast from Bernie’s point of view: When a visitor comes to your website due to your well planned SEO or SEM strategy he or she is not necessarily ready to convert into a buyer, or to fill out a form, or ready to talk to a salesperson. This is especially prominent in B2B websites. Many marketers struggle with how to engage a website visitor. Marketers must look at their website from the customer’s point of view. Visit your website as a prospective customer. EchoQuote is a group of IT sales people.

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

B2B Conversations Now

The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. For many company’s, 100% of their marketing spend is focused on driving traffic to their website and good SEO/SEM processes can help with traffic. However, once visitors arrive at the Corporate website the hard part begins; qualifying and converting the prospect. should only be available on the vendor’s website (scarcity). 3. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

Blogs without Calls to Action are like…

B2B Conversations Now

Your primary website and your blog. I found this cartoon and immediately thought of the fun side of social media marketing, you know, the part that is enjoyable as long as you’re not trying to catch any customers. Giving away valuable content can lead to the same result - lots of fish around the boat but nothing to eat. You can build your business by reputation and referrals.

Publish B2B Pricing and Lose-Lose

B2B Conversations Now

It 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. Here’s why… Say you are researching IT storage arrays and are familiar with the leading mid-tier players like Coraid, EqualLogic, Lefthand, Nexsan, etc. You move on.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

If you are not an EchoQuote™ user, many of these concepts still apply because the goal of responding quickly to website visitor requests should be a goal for every B2B company. Do you have a formal process for how to handle incoming B2B leads from your website or blog? Link(s) from your website to EchoQuote™ ( see samples ). Nothing grates on a serious prospect more than a hollow promise on a website followed by a phone call from a “helpful” sales person. What is a Red Zone Response plan? The project is in it’s early stages.

Price Papers vs. White Papers for B2B Lead Conversion

B2B Conversations Now

First, potential business customers are looking for pricing on business websites, not to purchase, but to BUDGET. Marketers need to simply create the paper, offer it on the website, and deliver it upon registration. The above diagram shows two key ingredients for a strong B2B offer : Value and Scarcity. Value is the perceived value that a potential customer places on the offer.

How LeadLifter was born on LinkedIn

B2B Conversations Now

EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. EchoQuote will continue to be the tool name under the LeadLifter umbrella so nothing will change for our existing clients. How we got to LeadLifter using LinkedIn. The tool will become one of several offerings for this new, high-level company.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

If so, you need to check out David Lamont’s (MarketingSage) review of using EchoQuote™ to convert website visitors into actionable sales opportunities. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? Why Storage Marketers should care about David’s opinion. David is a long time sales and marketing veteran of the data storage industry. I’ve known Dave for several years and met him through his MarketingSage work at Texas Memory Systems (TMS), a leading manufacturer of enterprise class Solid-State Disk arrays.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

If so, you need to check out David Lamont’s (MarketingSage) review of using EchoQuote™ to convert website visitors into actionable sales opportunities. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? Why Storage Marketers should care about David’s opinion. David is a long time sales and marketing veteran of the data storage industry. I’ve known Dave for several years and met him through his MarketingSage work at Texas Memory Systems (TMS), a leading manufacturer of enterprise class Solid-State Disk arrays.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

If so, you need to check out David Lamont’s (MarketingSage) review of using EchoQuote™ to convert website visitors into actionable sales opportunities. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team? Why Storage Marketers should care about David’s opinion. David is a long time sales and marketing veteran of the data storage industry. I’ve known Dave for several years and met him through his MarketingSage work at Texas Memory Systems (TMS), a leading manufacturer of enterprise class Solid-State Disk arrays.

Crush Your 2011 Sales Objectives - Recorded Webinar

B2B Conversations Now

It’s not enough to just create great content and hope people engage; you need an edge that reaches out and captures serious prospects when they land on your website or blog. Do you want to crush your 2011 sales or marketing objectives? If so, you’ll need a good dose of inbound marketing to augment your traditional outbound processes. Enter Bernie Borges, founder of FindAndConvert and an inbound marketing and social media expert. In this exclusive pre-recorded webinar hosted by Bernie, you’ll see first hand how to capitalize on your Social Media activities.

Two Lead Generation Strategies That Work

B2B Conversations Now

Many B2B marketers fail to offer website visitors and social media encounters compelling reasons to engage. The biggest mistake in online B2B marketing is limiting CTAs to “contact us.” So often a website visitor is conducting research. But, if you offer a B2B website visitor something compelling that aligns with their stage in the buying process, they will often accept your offer. Research proves that the #1 piece of information most desired by B2B website visitors is pricing. This article was originally published by Bernie Borges in his OptimizeThis blog.

B2C 2

Why Won’t Anyone Return My !*#@$% Call? (guest post)

B2B Conversations Now

Many software companies contact us via our website, and then go silent for months. For example: * buyers can learn the basics on vendor websites, trade journal sites, and third-party authority sites; * a search for “[company name] sucks” will turn up common complaints about a product; * peer reviews are available online or buyers can identify other users via LinkedIn. If potential customers are going to third party websites for information, you had better be well-represented. Buyers want to see how easy it is to navigate your UI; give them a flash demo on your website.

B2B “Fast Lane” Lead Conversion Podcast with Paul Dunay

B2B Conversations Now

… is scarce and is available only from your website to eliminate search abandonment. Want to accelerate the quantity and quality of lead conversions on your B2B site? If so, you may be looking for a “fast lane&# lead conversion strategy. B2B lead conversion is a critical first step in a solid lead nurturing process. Paul Dunay (Buzz Marketing for Technology) and I discuss how to augment a lead nurturing system by creating a fast lane conversion process to capture sales ready leads. Choose what fits for your organization and target customers. Thoughts?

How to handle “DO NOT CALL ME!”

B2B Conversations Now

If you really want to help a prospective customer and you promise them something on your website, make sure you deliver on that promise before engaging them and even then you should probably use an email, not a call. Clients that use EchoQuote to help their website visitors learn very quickly that when you get a request for budgetary pricing you need to approve that request before you engage them, period. Here’s a sequence that works for our clients: A quote is requested from their website via EchoQuote. But why so angry ? Guess what?

Surprising 2009 Lead Conversion Results

B2B Conversations Now

For the year ended December 31, 2009, Federal Appliance converted 3,219 website visitors with 2,323 being “sales ready&# ; that’s a 72% ratio. Ask business executives about 2009 and many will answer that it was a rough ride. Finding new customers with active projects, much less with budgets, was tough. However, some actually increased revenues by seeking new approaches to finding customers. Many realized that what potential customers need in a tight market is a way to determine budget fit.

Effective B2B Lead Generation Means Selling the Conversation

B2B Conversations Now

Are you looking to generate more sales ready leads on your B2B website? By taking early ownership of the corporate website and populating it with lots of product information, marketing has taken on the burden of selling products , even on a B2B website. Take a look at your B2B website. As B2B Marketers, we are all feeling the pressure to do something, anything , to generate more B2B leads. But have you ever stopped to think about what marketing’s role really is? Hint, it’s not selling products or services. Just give me a holler.

Converting [social media] Conversations

B2B Conversations Now

is only available from the vendor’s website (scarcity). The early word from MarketingSherpa West (San Fran) is that B2B lead conversion was a hot topic. As sponsors this year at both the MarketingSherpa B2B Marketing Summit and Inbound Marketing Summit, we thought we’d get a head start on the conversion discussion. All B2B marketers know that an effective conversion strategy depends on powerful and well thought out offers. First, how do you define a “strong offer&# ? In my opinion a strong offer: has high value to serious prospects. is easy to act on by the prospect.