Acquiring Minds

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Lead Generation: Digital Strategies to Create New Sales Opportunities

Acquiring Minds

Although lead generation is most often associated with acquiring net new customers, it can include developing opportunities within existing accounts in new divisions or work teams. I wrote the below article for an eBook on digital marketing to be published shortly by CustomerThink. The Summit consists of  three live webinars on the future of B2B digital marketing. Tips for Success.

Are Millennials wired but not to sell?

Acquiring Minds

I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

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Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Consider a marketer who works at a small tech start-up that is family-run and funded. Compare this to a marketer who works at a tech start-up that is venture funded. Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? What defines a start-up, is what defines the marketer.

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Right Message, Wrong Target – A Field Guide

Acquiring Minds

Something is not working but what? I would like to introduce a scenario that many B2B organizations face. In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. Something has gone awry. What if marketing and sales are communicating the  right message but to the wrong audience? Conclusion.

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Content Marketing Playbook: Strategy and Roadmap

back the curtain on the groundbreaking work hap- pening inside a company Thomas Edison founded 130. relaunch while working for Group SJR, a content mar- keting agency. Everywhere I had been working felt like. death—’This magazine is going to close,’ ‘We’re working. that’s proven to work—one we’ve refined after helping. We are still working on freaking really hard.

Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground

Acquiring Minds

My organization, Direct Impact Marketing , is the number one provider of third-party channel programs to Juniper Partners for the past two years.  We applaud Juniper’s success and are appreciative of the opportunity to work with this fast growing organization with such a stellar management team. Juniper Networks is on a roll after coming off a strong 2010.  

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Are Millennials wired but not to sell?

Acquiring Minds

I was speaking with a salesperson in his 60s who regularly outsells many of his younger peers.   He complained to me that the younger sales people at his company do not hustle and are lacking a work ethic. sales manager noted to me that the industriousness of salespeople was diminished as you moved westward from the US east coast. Over time his reading took off.

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Savvy Buying of B2B Data

Acquiring Minds

There are a lot of data houses that offer data appending services.    How do you recommend working with those that provide these services?  . An Interview with Ruth P. Stevens and Bernice Grossman. I am pleased to welcome Ruth P.  Stevens and Bernice Grossman, two well recognized B2B direct marketing experts.    Ruth P. How has the buying of data by B2B organizations changed ? Resources.

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Right Message, Wrong Target – A Field Guide

Acquiring Minds

Something is not working but what? I would like to introduce a scenario that many B2B organizations face. In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. Something has gone awry. What if marketing and sales are communicating the  right message but to the wrong audience? Conclusion.

The Sales Lead & the Language Police

Acquiring Minds

So here is my definition of a lead that provides any sales and marketing organization with a base to work from: . At its simplest level, language allows one person to understand another in the course of basic communication.   . On a broader scale, language defines who we are, what groups we belong to and our culture.   . Do we need language police in our world of B2B sales & marketing?

Comparing B2B Online Data Sources - New Research

Acquiring Minds

would like to share some insight that we have on working with data providers: A breakthrough on minimum order sizes - With the advent of online data providers, B2B marketers can now order small quantities without penalty. At last year's MarketingProfs B2B Forum , I met Ruth Stevens , consultant, author, columnist, educator and B2B guru. Ruth was planning an analysis of online data providers and was considering some options for structuring the approach. Ruth and Bernice asked fifteen compiled list providers to participate in the analysis and ten responded. branches).

Staffing and Launching Your Content Marketing Program

success was attributed to work we did months ago. work needed,” he wrote in a blog post. Playbook series—the point where the difficult work. experiences as publishers and the work we’ve done. you excited to come to work every day, pushing you to. We are still working. telling you that certain things work—we want to tell you. actual work.”

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Consider a marketer who works at a small tech start-up that is family-run and funded. Compare this to a marketer who works at a tech start-up that is venture funded. Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? What defines a start-up, is what defines the marketer.

Marketing Velocity & Full-Stack Marketing

Acquiring Minds

Consider a marketer who works at a small tech start-up that is family-run and funded. Compare this to a marketer who works at a tech start-up that is venture funded. Would you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? What defines a start-up, is what defines the marketer.

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

In contrast, my suggested approach digs deeper but still allows you to work on a shoestring lead generation budget. 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. So what to do?

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Marketing on the Outbound

Acquiring Minds

Despite the noise in the marketplace, most B2B marketers are looking to develop an optimal mix of outbound and inbound marketing, where each type of marketing works together to enhance results. Outbound marketing or lead generation is used to directly contact 'cold' prospects through tactics such as direct mail, email, events and teleprospecting. This skews the results of the profiling.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

49 percent work across B2B and B2C businesses. their work as average, not very effective, or not. at least 25 full-time employees working on content. However, putting in the work to team up with talented creative. almighty question: Does this strategy actually work? blend of data to get the full picture of what’s working. Copyright © 2015 Contently. little.

Should marketing be compensated like sales?

Acquiring Minds

According to a recent survey by Phone Works , the inside sales team responsible for telequalfication is most often bonused on the quality of leads (58%), appointments (54%), number of leads (50%) and pipeline contribution (42%). Should marketing carry a quota on revenue? 30% of the Eloqua marketing team's pay is contingent on Eloqua achieving its revenue objectives. asked after the panel.

Network Solutions levers Sales 2.0 for a 360 degree customer view

Acquiring Minds

Travis admitted that Network Solutions is still working on aligning sales and service. Travis Fore is in a unique position to profit from Sales 2.0. As SVP of Sales, Service and Product Delivery, Travis is responsible for the breadth of customer experience at Network Solutions. spoke with Travis prior to his appearance on a panel discussing 'Sales Lead Management 2.0' at the Sales 2.0 Conference in Boston. Approximately 300 direct sales reps target small businesses across the US. One of my questions to Travis concerned buyer dissatisfaction. Travis discussed with me some of the Sales 2.0

Sales 2.0 Techniques for the Job Search

Acquiring Minds

As an out-of-work B2B practioner, you may be looking for innovative ways to search for your next position. Looking for Work 'New School' by Monica Hamburg, Me Like the Interweb Blog. Usually I write for the B2B professional who is conducting lead generation programs. Today's post is for the professional who is the program. If you are the proverbial cobbler , you may have neglected the marketing of you. The next generation of web applications (aka 2.0) For example, the more activity at the top of the funnel (e.g. Talk to your peers and set reasonable goals for yourself.

Networking & Photos from the Sales 2.0 Conference

Acquiring Minds

Anneke Seley , Founder & CEO of Phone Works, author and blogger was very receptive in discussing with me alternative inside sales models in a Sales 2.0 The Sales 2.0 Conference in San Francisco was a great opportunity to chat and catch-up with luminaries from the B2B Sales & Marketing world. The first day I sat at a table with Garth Moulton , VP of Community /Co-Founder at Jigsaw and blogger. Last fall, I had met Garth in Chicago when I spoke at a Chicago Association of Direct Marketing conference sponsored by Jigsaw. world. Conference

Content Methodology: A Best Practices Report

This virtuous circle is only possible when the company works to build a culture of. work,” Becker said. “We needed to prove that content can improve marketing’s. culture of content doesn’t emerge overnight, but working to build one across these. Content Methodology: A Best Practices Report A content methodology works in much the same way as a flywheel. Content. In the.

Speech today at Chicago B2B Event

Acquiring Minds

As it turns out, Garth does not answer his phone anymore because his contact details are featured in Jigsaw as a working example. Garth and the two other co-founders of Jigsaw formerly worked at Digital Impact together in sales. Today I spoke to a group of B2B marketers at the Chicago Association of Direct Marketers (CADM) on the topic of B2B Online Lead Generation and Management. After presenting here a year ago at the MarketingProfs B2B Forum, I welcomed the opportunity to return to Chicago (see my photo below). media in lead generation programs. Garth explained that with 1.5M

How to Make Remote Work Actually Work

Hubspot

One of my favorite things about working remotely -- which I do a few times a month -- is the freedom to get comfortable. When I work from home, I'm usually find myself in one of three positions: sitting up at the table, laying down with my laptop, or buried in a pillow avalanche on my couch. Why is remote work becoming such a big deal? How to Make Remote Work Work.

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Does Paid Social Media Work?

It's All About Revenue

Wondering what works for other businesses? It's Friday Five time and this week's topic is Social Media. New Research Reveals Paid Social Media Effectiveness. Do you know where to spend your social media marketing dollars? In this article you’ll discover recent insights on the effectiveness of paid social media marketing. Read the full story on Social Media Examiner.

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Crafting content that works

Biznology

For too many marketers, content marketing doesn’t work. Here’s a guide to crafting content that really does work. If you can weave a narrative through the individual items you publish and through your work as a whole, you’ll grab your audience’s attention in a way few other approaches can match. The post Crafting content that works appeared first on Biznology. It should.

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Study: How Much of Your Content Marketing Is Effective?

What’s working—and what’s not—for over. working remotely. to explore what works for their particular audiences. necessarily work with content. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE?

When all the hard work on social media … just doesn’t work

grow - Practical Marketing Solutions

Nobody has worked harder to build a digital consulting business than Ray. And, it didn’t work. The following post is about the choice I made to leave my company, NewRayCom to work in a Call Center. When social media doesn’t work. thought I had thrown away the last six years working as a digital marketer. And, it didn't work. What went wrong?

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Getting Big Data to Actually Work

Buzz Marketing for Technology

Most marketers I talk with today say they are drowning in data. But in reality data they really want sits in disparate systems throughout the organization. Or if their company has invested big money in a traditional data warehouse, the results have fallen short of expectations. This is not just my opinion. And only a small percentage reported effective data management practices.

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56 Reasons Why Content Marketing Works

B2B Marketing Insider

56 Reasons Why Content Marketing Works: 2014 Edition from NewsCred. Marketers work in very small teams: 81% of all content teams contain fewer than six people. The post 56 Reasons Why Content Marketing Works appeared first on B2B Marketing Insider. By NewsCred Social Media Strategist Alexa Biale ( @ Alexa_Biale ). We believe three things absolutely: 1. Where Are We Coming From?

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5 Reasons Your Lead Generation Strategy is Not Working

B2B Marketing Insider

The post 5 Reasons Your Lead Generation Strategy is Not Working appeared first on Marketing Insider Group. In business, failure is always an option. This is especially true in B2B businesses that require a steady flow of leads to stay healthy. So it serves marketers well to know the ins and outs of lead management both for better and for worse. Content Marketing

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

Marketers Reveal Their 15 Favorite Apps For Work

B2B Marketing Insider

loved this post and so with their permission, I’m sharing those here along with my own favorite apps for work. My Favorite Apps For Work The first tool I love to use […]. The post Marketers Reveal Their 15 Favorite Apps For Work appeared first on Marketing Insider Group. Content Marketing

Trade Shows Can Work!-new idea!

Your Sales Management Guru

Trade Shows Can Work-new idea ! NOTE: Several weeks ago I wrote a blog on “ Why Trade Shows Don’t Work” , shortly after a good friend, Todd Schnick, wrote me a note to discuss how he makes trade shows work!  I asked Todd to write a blog regarding how he works with organizations in a very unique manner using podcasts.  The blog below is Todd’s.  I hope you enjoy!  Shame.

2014 B2B Marketing Trends That Work

ViewPoint

As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive. B2B Marketing

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How Google Works [Infographic]

Hubspot

So how does Google actually work? Ever wonder how Google manages to serve you just the content you''re looking for? You put in a few words, and within a few microseconds, you''ve got pages and pages of results ready to address your query. It''s so fast, so accurate, and so comprehensive, it almost seems like magic. Almost. Check it out below: SEO Daily Weekly

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Evangelizing a Content Marketing Program

working, and as a result, creating content people. work so you can create better content and con- tinuously build a bigger and better audience. Moye publishers 15 to 20 stories each month through a “virtual news- room,” as most of the team, including Moye, works remotely. doesn’t work in the modern media landscape. All rights reserved. Introduction 4 II. The hotel giant.

Why Formulas Work Better than Templates for Email

Act-On

Verbatim email templates that worked like gangbusters for the author, now available to you – lowly sales creature! Naturally, when Obama’s team shared these details post-election, email marketers got to work. “Grab the 3 Follow-Up Email Templates that Got a 70% Response Rate – in Silicon Valley!”. The EXACT Template that Pulled 308,074 Emails from Facebook!”. What gives? Why not?

Proof That CEOs Will No Longer Accept Marketing That Doesn’t Work

B2B Marketing Insider

Marketers, agencies, and publishers who can’t prove that their marketing investments work. The post Proof That CEOs Will No Longer Accept Marketing That Doesn’t Work appeared first on Marketing Insider Group. Brand advertising as we know it will completely disappear, according to Gabe Leydon, CEO of Machine Zone, one of the world’s largest gaming companies.

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10 Marketing Reports Everyone Working Online Should Read

Visually

Through testing different approaches, marketers can get a sense of what works best for their demographics. Because there is often a lot of content created off the heals of these trends, it can be difficult to get the full scope of what actually works. Companies and organizations work every year to bring a bit more clarity to the field by diving deep and asking the bigger questions.

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5 Big tips to make LinkedIn ads work for you

grow - Practical Marketing Solutions

Stop expecting people to work that way. 3. One of the best converting offers I’ve worked with was a piece of content promoted with the line “we’ve read all the books so you don’t have to.” ” We didn’t promise profits, growth, or business efficiency, even though that is the space we were working in. And it worked extremely well. 4.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. get granular with marketing tactics and messages, and plan tactics based on what is likely to work in the. B2B Marketing. know which half."

The Data-Driven Sales Team: Why Social Selling Works

grow - Practical Marketing Solutions

Social Selling Works. The post The Data-Driven Sales Team: Why Social Selling Works appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}. Social Selling Works. Over the last three years I’ve been doing quite a bit of “social selling” training for big companies and it has been an interesting experience. I see that some people are eager to embrace the change.

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