Automate:  Web tools are now available that can replicate many of the ‘desk-time’ activities that your sales team now spends precious time working on.  Guest Blog | Miles Austin. to-b sales executives need to structure their approach to this new landscape, using myriad tools available online. In a general sense, sales execs can breakdown the process into three categories: Aggregate: Aggregation tools are those that gather information from multiple online sources and combine, or “aggregate,” them onto one screen.  Most of sales tools offer either free or low-cost trials. MORE >>

Making authentic connections is hard work. Guest Blog | Ben Bradley. Back in April, Sir Martin Sorrell , head of WPP , the world’s largest marketing and communications group, voiced doubts about corporations using social networks: “…social media sites are less commercial phenomena,” he said, “they are more personal phenomena, more similar to writing letters to our mothers than watching television.  Invading these media with commercial messages might not be the right thing.”. Separating sales from social media is a good idea. to-b sales have always been social. So that’s my rant. MORE >>

They knew that if they worked at it, people would come back.”. “The wheel is turning and you can’t slow down, You can’t let go and you can’t hold on, You can’t go back and you can’t stand still, If the thunder don’t get you then the lightning will.&#. Jerry Garcia, the lead guitarist of the Grateful Dead , was often asked why the band allowed its fans to tape all of its live concerts. When we’re done, you can have it,” said Garcia, first among equals in the Dead, who died in 1995. Who world. Database marketing, anyone? Subscribe to RSS. MORE >>

In my work with Professional Services Firms (PSFs) on lead generation I often compare sales to the pig, and the chicken to marketing. Guest Blog | Ben Bradley. There is a classic story about a pig and a chicken that decide to open a restaurant. The pig asks the chicken, “What should we call the restaurant?” The chicken answers, “Ham and eggs.” The pig responds, “I don’t like that idea because you’d be involved and I’d be committed.”. The sales side is committed and has its “bacon on the line” but if a campaign fails, it’s no real skin off marketers’ backs. Subscribe to RSS. _. MORE >>

Historically, organizations tried to control risk by denying access to cyberspace, but that won’t work with social media,” said Robert Stroud, international VP of ISACA, in a statement. We haven’t been shy about touting the benefits of social media for b-to-b sales and marketing executives. However, we’re well aware of the potential pitfalls of using Facebook, Flickr, Twitter et al. as sales vehicles, and how, used incorrectly, social media can actually pose a legitimate threat to b-to-b companies both big and small (never mind the time suck). For the full study, please click here. MORE >>