B2B Conversations Now

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2012 B2B Demand Generation Benchmark Survey Report

B2B Conversations Now

Her work has appeared in myriad publications including Inc., Before joining Software Advice in 2012, she worked in sales management and advertising. Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. EchoQuote™ Takeaway. 26 to Nov.

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1

B2B Conversations Now

This will work wonders but there are no short cuts! One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. Their response sounds something like this “I’m not ready to talk to sales yet, we’re just researching solutions right now…” This is often followed by the dreaded, “I’ll contact you if I need more information” This is surprisingly easy to handle if you’re prepared, but a momentum killer if you aren’t. “Mr./Ms.

Sales Training Startups Must Read - “Unfunded - From Bootstrap to Blue Chip”

B2B Conversations Now

For new service start-ups, there is a lot of hard work ahead so be smart about. Lately I’ve seen many YASTS (Yet Another Sales Training Start-up) emerging and I cheer when people decide to take the entrepreneurial leap. I’ve done it several times myself and there is nothing more exciting than channeling your past experience into a new venture and hanging out a shingle. doubt it.

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

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.

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

He was a man with clear measurable goals who worked hard to turn his vision into reality. Instead of jumping to the conclusion that something won’t work or can’t be done, allow yourself the freedom to ask what if? Hard work and sacrifice on the other hand have everything to do with it. Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. Well done is better than well said.”.

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

B2B Conversations Now

B2B marketers depend on these offers for a reason - they work. The reason they work is that they meet the 5 criteria of a strong call-to-action. Specifically, for a call-to-action to work effectively, it: 1. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. over sales pitches.

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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.

Defining and Ranking Sales Leads

B2B Conversations Now

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. In turn, the ranking allows both the sales and marketing teams to simultaneously apply different policies for sales lead management. &#. Enjoy!

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

B2B Conversations Now

The following diagram shows how a pull process works. Do you have a specific Value Added Reseller you prefer to work with, or no? Now, if Bob responds with “Yes, I like to work with DataPart, Inc.” Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results?

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

B2B Conversations Now

The following diagram shows how a pull process works. Do you have a specific Value Added Reseller you prefer to work with, or no? Now, if Bob responds with “Yes, I like to work with DataPart, Inc.” Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results?

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.”

B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2

B2B Conversations Now

In that complex sale environment, you are usually working over a 6-24 month process that includes project awareness, criteria definition, budgeting, procurement and implementation. It is a long, long process with big risks - and big rewards for those willing to work smart and patiently. This approach relies on a couple of things to work. “Mr./Ms. ”>.

RFI 2

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

Adopt Zero-Time Selling and Boost Sales Now

B2B Conversations Now

If you’re a seller and your prospects, or buyers, as we’ll call them, are working their way, step-by-step, through their decision-making process (otherwise known as the buying cycle), they won’t move on to the next step until their information requirements for the current step are completely met. They key to MILT is RESPONSIVENESS. Why is responsiveness so important?

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

The end-user must get their requested budgetary quote quickly for Step 2 (engagement) to work. The reason we know this sequence works is because we have tested it. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. What is a Red Zone Response plan? Red Zone Response Wrap Up.

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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.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

The end-user must get their requested budgetary quote quickly for Step 3 (engagement) to work. The reason we know this sequence works is because we have tested it. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. What is a Red Zone Response plan? Red Zone Response Wrap Up.

How LeadLifter was born on LinkedIn

B2B Conversations Now

It worked for us! We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. ConvertandSell. EchoLeads.

How LeadLifter was born on LinkedIn

B2B Conversations Now

It worked for us! We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. The name EchoQuote, however, did not resonate with OUR prospective clients; B2B marketers. ConvertandSell. EchoLeads.

Two Lead Generation Strategies That Work

B2B Conversations Now

The original post can be found here: Two Lead Generation Strategies That Work. This article was originally published by Bernie Borges in his OptimizeThis blog. At the 2010 Inbound Marketing Summit in Boston, I was on a panel on October 7th on the topic of Driving More Qualified Leads into your Funnel. One of the questions from the audience was from a marketer who shifted his 2010 online marketing budget from paid to organic inbound marketing. He said that his lead performance had declined and asked for input on how to address it. And, I do mean always! B2B Calls-to-Action.

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.

Sales Training Startups Must Read - “Unfunded - From Bootstrap to Blue Chip”

B2B Conversations Now

For those with high hopes of quick success with a big cash out however, I encourage them to check out Nick Carter’s new book “Unfunded - From Bootstrap to Blue Chip” For new service start-ups, there is a lot of hard work ahead so be smart about. One unit of service, one unit of pay. Is that what emerging entrepreneurs want? doubt it. The Skinny. B2B Marketing B2B Sales Fu

Capturing High-Quality B2B Leads Using Self-Service Pricing

B2B Conversations Now

We never discuss pricing until we have a solid working relationship with the prospect. Here’s how it works….”. “You want to do WHAT ?” asked Nancy, CEO of StorTech, in disbelief. 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.”. Nancy looked at Jim and smiled. You know that.”.

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

B2B Conversations Now

B2B marketers depend on these offers for a reason - they work. The reason they work is that they meet the 5 criteria of a strong call-to-action. Specifically, for a call-to-action to work effectively, it: 1. All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our 800 number now.”. The 800 number is certainly still in use today but is gradually being replaced with the more modern “Visit our Website”. over sales pitches.

Blogs without Calls to Action are like…

B2B Conversations Now

For professional speakers and consultants, the goal of being a thought leader may mean that you have a simple offer like Work With Me leading to a contact page. 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. Your primary website and your blog.

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?

Ben Franklin’s 14 Lessons For Getting Things Done

B2B Conversations Now

He was a man with clear measurable goals who worked hard to turn his vision into reality. Instead of jumping to the conclusion that something won’t work or can’t be done, allow yourself the freedom to ask what if? Hard work and sacrifice on the other hand have everything to do with it. Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one of the Founding Fathers of the United States. Well done is better than well said.”.

Red Zone Response Plan for Inbound Quote Requests

B2B Conversations Now

The end-user must get their requested budgetary quote quickly for Step 2 (engagement) to work. The reason we know this sequence works is because we have tested it. This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing customers that have helped us design and shape this process. What is a Red Zone Response plan? Do you have a formal process for how to handle incoming B2B leads from your website or blog? May I ask you one question?

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How LeadLifter was born on LinkedIn

B2B Conversations Now

It worked for us! We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. EchoQuote is a good name for our lead capturing tool because it attracts our customer ’s customers when they visit our client’s websites. 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. Here are our choices so far: ActiveFunnel. ConvertandSell.

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

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. While both Dave and Agnes are too modest to promote their storage focused marketing expertise, I have no such restrictions! I’ve thoroughly enjoyed working with them and have learned a lot along the way. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team?

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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."

IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

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. While both Dave and Agnes are too modest to promote their storage focused marketing expertise, I have no such restrictions! I’ve thoroughly enjoyed working with them and have learned a lot along the way. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team?

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IT Storage Marketers: Lead Conversion Tool Review

B2B Conversations Now

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. While both Dave and Agnes are too modest to promote their storage focused marketing expertise, I have no such restrictions! I’ve thoroughly enjoyed working with them and have learned a lot along the way. Are you an IT Storage Marketer looking for disruptive ways to boost lead generation for your sales team?

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Six ways to get your sales reps back above quota

B2B Conversations Now

This template for a weekly meeting with inside sales reps , for example, demonstrates how you can start with closed business, work back through pending opportunities, and continue to get more granular and tactical until you find a specific area for deep dive and improvement. As I prepared to head off to the AA-ISP Leadership Summit in Minneapolis next week I was cleaning out the email inbox and came across a digest with a post from Matt Heinz of Heinz Marketing. Phenomenal stuff Matt! Six ways to get your sales reps back above quota. Focus on the numbers. Focus on what they can control.

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Six ways to get your sales reps back above quota

B2B Conversations Now

This template for a weekly meeting with inside sales reps , for example, demonstrates how you can start with closed business, work back through pending opportunities, and continue to get more granular and tactical until you find a specific area for deep dive and improvement. As I prepared to head off to the AA-ISP Leadership Summit in Minneapolis next week I was cleaning out the email inbox and came across a digest with a post from Matt Heinz of Heinz Marketing. Phenomenal stuff Matt! Six ways to get your sales reps back above quota. Focus on the numbers. Focus on what they can control.

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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.

Has Your Growth Strategy Run Out of Steam?

B2B Conversations Now

Without a structured plan to work from, these directional statements will soon become tombstones in the graveyard of failed initiatives. This is a guest post by Sam Reese, CEO of Miller-Heiman, The Sales Performance company. This post as well as other good sales performance insights can be found here. Has Your Growth Strategy Run Out of Steam? have been traveling quite a bit lately and I have not blogged for a little while. There is a ton of exciting activity going on out there to be sure, but companies are still cautious about projecting growth. Is it realistic? Is it ambiguous?

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

B2B Conversations Now

In addition to these best practices, the salesperson must also work to engage the customer. This is a guest article by Don Fornes , CEO of SoftwareAdvice.com. You can find the entire post here: Why Won’t Anyone Return My !*#@$% Call? Want to know why B2B sales is getting tougher? Hint - the customer doesn’t feel they need a Sales person as early in the sales cycle as they used to.) Don gives a great description of why sales people are getting pushed out of the sales loop by the self-service nature of the Internet. Enjoy! This summer, that became my job. know the answer.

The Unsung Heroes of Summer Vacation Scheduling

B2B Conversations Now

They are the unsung heroes of summer. I’ve worked for large companies in the past, and I never realized the effort that goes into balancing associate time off with company objectives…until I talked with Terry Schilling at Tugboat Software. It’s been an extremely hot summer here in Maryland with many days exceeding the 100 degree mark. While most people get excited talking about their vacation destinations, there is no rest for the folks that have to manage all that time off for large companies. Labor Scheduling Software. The variables in Labor Scheduling are endless.

How to handle “DO NOT CALL ME!”

B2B Conversations Now

Here’s a sequence that works for our clients: A quote is requested from their website via EchoQuote. Have you ever had a person fill out a contact form on your B2B site and put in the comments “DO NOT CALL ME!&# ? We periodically review EchoQuote requests for our newer clients and we sometimes get these. But why so angry ? think web users are finally sick and tired of sneaky ways being used to get their information so a sales person can “help&# them. Guess what? They don’t need help or at least not the kind you’re offering.

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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."

Before Nurturing a New B2B Lead, Send the Golden Document (part 2)

B2B Conversations Now

In that complex sale environment, you are usually working over a 6-24 month process that includes project awareness, criteria definition, budgeting, procurement and implementation. It is a long, long process with big risks - and big rewards for those willing to work smart and patiently. This approach relies on a couple of things to work. In my last post Before Nurturing a New B2B Lead, Ask the Golden Question we talked about asking a compelling question for new B2B leads before you send the lead down the nurturing path. May I ask you one question? They will ask for it.

RFI 2