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. 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. They key to MILT is RESPONSIVENESS. MORE >>

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. Jim, we sell very complex and expensive products through many sales channels and partners. We never discuss pricing until we have a solid working relationship with the prospect. You know that.”. MORE >>

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. MORE >>

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. While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. The above diagram shows two key ingredients for a strong B2B offer : Value and Scarcity. disagree with that. MORE >>

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). All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. MORE >>