4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
MARCH 24, 2015
We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Tip 1: You have to BELIEVE prospecting works. These are the folks who conspire to tell you that prospecting doesn’t work. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Simplified.:
2014 B2B Marketing Trends That Work
JULY 22, 2014
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
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Both are working toward different, conflicting metrics. Far from being beneath them, sales and marketing conflicts need to be a top priority for CEOs, who stand to benefit in a big way by setting the stage for these two organizations to work in sync. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
Another 20% of leads are ineffectively worked for mostly subjective reasons (i.e., a sales rep reports, ‘I called the prospect three times. Set dates and times for sales rep to call (or visit) based on what works best for prospect (we get some push back on this from sales, but in most cases sales reps have more flexibility in their schedule than does a busy prospect).
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.
How to Turn Sales Leads into Revenue, Not Just Work
FEBRUARY 16, 2016
Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Sales should then further the relationship and work strategically to close the deal. Sales Lead
Is Your Lead Generation Strategy Broken?
FEBRUARY 23, 2016
When the two departments don’t agree on what they’re working toward, marketing will continue to accuse sales of disregarding leads, and sales will continue to accuse marketing of providing bad leads. A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Accountability.
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine. Before we go into detail about each role, it should be noted that these roles need to work in harmony. Matt Heinz. Build an All-Star Roster.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
But I have no lead score, and no one contacts me because I don’t have any activity on your website. I ask people who work for me to do the research and report back. I am invisible to you. Managing Partner at Homeport Marketing, Pam Hege , lists the top three reasons marketing has checked the “done” box on lead scoring whether it’s working or not. Part 1. Part 2 (coming up). Pam Hege.
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.”
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]
OCTOBER 1, 2015
Have open, regular dialogue with sales and stakeholders on what’s working and what’s not to quickly adapt their joint efforts. Neither is using advertisements to target and retarget a group of people because they work at a company and came to your web site. There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it?
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
It works like this: Inbound SDRs individually process as many as 800 leads per month. The Pretending It is Working Approach. The result: Poorly designed lead scoring systems based on intuition that just don't work. And of course, everyone has an opinion about why things aren't working the way they want them to. Why did we ask? And sales is sick of it. Here's the problem.
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
We attribute it to the fact that the outbound work does much of the screening and vetting and sometimes even the first steps of selling, thereby increasing the quality of the lead. What’s a good lead rate? How much should a lead cost? These are questions stirring in the minds of executives everywhere. Just google them.) have seen inbound lead rates reported as high as 11 – 14%. Bottom line?
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. I often say that CEO’s don’t care about leads, they only care about revenue. The corporate landscape has drastically changed to make businesses earn their audience's attention.
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.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
For example, a leading analytics firm I worked with tailored their nurturing program to 4 different verticals and multiple scenarios within each vertical. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. The impact? The welcome email. Stay tuned!
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]
OCTOBER 6, 2015
In fact, I would argue that all the broad-based demand generation work many companies are doing is the real distraction if their sales model and growth targets focus on a defined universe of accounts. Technology is also key to making ABM work and scale, but it’s also not hype or a distraction if marketers know why it’s being deployed. It's not a distraction. It doesn’t have to. agree!
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For whatever reason (was it beneath him?)
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
It’s a new way of working, a pivot to higher revenue. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Click here to read Part 1. ). Well, it’s neither. It’s with demand.
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.
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
The second man was asked: "What are you working for?" He answered: "Five dollars a day." There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." The third man was asked: "What are you doing?" He answered: "I am helping to build a great cathedral.". My question is, which are you?
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. How did the two of you decide to collaborate on this book? A. Even as our careers followed different trajectories—Steve is the founder and president of Performance Methods Inc.
4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)
MARCH 3, 2016
Because if you dump 742 raw MQLs on any sales force there is a better chance they will ignore all of the leads rather than work any of them. Because few sales executives are going to work leads when only one out of ninety-two are actually perceived as worth their time. They have too much confidence in inbound-only strategies. They devalue the importance of outbound nurturing.
The sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
The next day we started working on the problems to help her out. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Instinctively, I knew this wasn’t true, but without the numbers at hand, refuting it was a losing battle in front of the whole group. We had worth.
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?
B2B Mobile Marketing: 15 Ideas You Can Use Today.
AUGUST 5, 2014
But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. B2B Marketing Mobile Marketing
The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
AUGUST 20, 2015
Gather the revenue influencers in your company—CEO, marketing, sales, operations, IT—to gain insight into the way your internal teams work together. In part one , I provided insight into the why and what of a lead-to-revenue assessment. If you paused but just aren’t sure where to start, the following will provide some tips on how to move forward. Step 1 – Revenue Influencer Feedback.
Dead is Dead! (At Least in Sales and Marketing)
MAY 19, 2015
This function (often the CEO’s) is to inspect leads that are rejected (did they or did they not meet the lead criteria); leads that are ignored (not rejected but not worked); and leads that are accepted but don’t move in the funnel—to assure accountability. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Soon after, poetry was dead.
Marketing Automation is Not Marketing Strategy
FEBRUARY 27, 2014
In other words, marketing automation doesn’t work without strategy. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. But it’s only a tool. Marketing automation doesn’t identify your best target audiences.
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."
Is Anyone Leading Lead Management?
JUNE 15, 2016
It needs a leader to pull all of the competing interests and people together to work as a team. Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. Digital Agencies.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
If begging and pleading doesn’t work, look at sales results to see if there is a match between the lead and a recent purchase. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. Lenskold.
What is the Minimum Acceptable Close Rate on Leads?
JUNE 28, 2016
honestly don't think one can credibly get any closer to an answer than that.". "A simple 3:1 rule has worked well for checking that pipeline gen and sales process management are moving in the right direction: 3 suspects to 1 prospect, 3 prospects to 1 qualified opportunity, 3 qualified opportunities to 1 win.". We had two clients in similar businesses that had relatively tight lead definition where one client is closing deals regularly while the other client cannot seem to harness its sales reps to show up on time and effectively work the leads. By Dan McDade. Sales Leads
Most Market Share Battles Are Lost, Not Won
JUNE 23, 2015
They spend the least on marketing, get the minimum return, and then complain when marketing doesn’t work for them. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They have a great product for the industrial marketplace (construction, mining, etc.). No brainer right? They are not marketers either.
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.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
Exciting when it works. This will provide insight that goes beyond their work history and education. The average person doesn’t want to come off as rude; and if they miss a meeting they will try to make it up to you in some way—that’s just how it works. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. Period. Reheat.