B2B Lead Generation Blog: MarketingSherpa Demand Generation Summit 2007

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation

The goal is not to try to buy the biggest list possible, but instead build the most relevant list possible based your ideal customer profile. Once the in-house lists are collected and combined, they can be evaluated for compliance with your ideal customer profile (target market).

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B2B Lead Generation Blog: 10 Lead Generation (Prospecting) Tips for Sales People

B2B Lead Generation

Build an ideal customer profile – Focus your energy on leads that best fit your ideal customer profile. Both the companies and the individuals you covet as customers. What separates your best and worst customers? Ask your customers why they chose to work with you?

Customer Experience Management Isn't Enough

Customer Experience Matrix

Ron Shevlin’s comment on yesterday’s post concludes that “without more disruptive changes (re-org and fundamental change in strategy) -- even starting with a focus on the "customer experience" won't guarantee a sustained change.” Customer experience” and “customer experience management” are not goals in themselves. This is precisely why I’ve been so focused on Lifetime Value: I see it as the link between customer experience management and financial performance.

B2B Lead Generation Blog: The Physics of Trigger Events for Lead Generation

B2B Lead Generation

When InTouch conducts an ideal customer profile workshop for a client, we help them understand favorable trigger events and related implications. When InTouch conducts an ideal customer profile workshop for a client, we help them understand favorable trigger events and related implications.

Ace Hardware Fits Ads to Customer Context

Customer Experience Matrix

Ace Hardware Hopes So ", BrandWeek , June 6, 2007). This is a great example of using customer context in marketing—one of the core tenets of the Customer Experience Matrix. It’s a particularly powerful because it uses context twice: first, in identifying customers who are likely to be located in a hurricane-prone area, and second, because it gives them information about their local hardware store.

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B2B Lead Generation Blog: The Difference Between ROI and Marketing Accountability

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Closed-Loop Marketers More Likely to Reach ROMI Goals

B2B Lead Generation

I came across a recent report by Aberdeen Group entitled, " Creating a Customer-Centric Marketing Organization ," that reinforces the point with broader empirical data. They began with the mindset that their sales team is their internal customer.

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B2B Lead Generation Blog: Lead Generation via Podcasts: An Interview With Paul Dunay

B2B Lead Generation

» Lead Generation via Podcasts: An Interview With Paul Dunay Did you know that podcasting can help you generate more leads and nurture future customers? B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: Content ideas for lead nurturing and tactics to use

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

Customer Experience Frameworks

Customer Experience Matrix

Yesterday someone did one of those searches on “customer experience framework”. Most frameworks are basically ways to organize information about the components of customer experience. Still others capture the actual sequence of events in a customer life cycle. For what it’s worth, Client X Client’s Customer Experience Matrix falls into that last category One of the interesting things about writing this blog is seeing how visitors find it.

B2B Lead Generation Blog: The One Piece Of Advice You Cant Generate Leads Without

B2B Lead Generation

Read More] Tracked on September 05, 2007 at 01:19 AM Comments The One Piece Of Advice You Cant Generate Leads Without The staff at Raintoday approached a group of B2B lead generation experts with the following question: "What is the one piece of advice you simply cannot generate leads without?"

B2B Lead Generation Blog: Inquiry management and search marketing strategy

B2B Lead Generation

BtoB Magazine: Effective search strategies July 16, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference Inquiry management and search marketing strategy : » Moving from Monologue to Dialogue.

Why Customer Experience Management Depends on Metadata

Customer Experience Matrix

I’ve written a great deal recently about the importance of Lifetime Value as a measure to guide customer experience management. You can generate a crude LTV figure with nothing more than annual profit per customer and attrition rate. But that type of calculation isn’t precise enough to measure the effect of changing a particular customer treatment. If we want to use LTV as a customer experience metric, we need a LTV calculation that works at the level of customer experiences.

Convincing Managers to Care about Customer Value Measures

Customer Experience Matrix

My own talk was about applications for customer value metrics, which boiled down to lifetime value applications and building them with the Customer Experience Matrix. (In Benefits that matter to them include: - understanding how customers are being treated across different parts of the organization. Of course, this “customer eye view” is the central proposition of both the Customer Experience Matrix and customer experience management in general.

B2B Lead Generation Blog: On Alignment between Marketing and Finance

B2B Lead Generation

« MarketingSherpa Demand Generation Summit 2007 | Main | Practical Strategies for Generating Quality Leads Teleclass » On Alignment between Marketing and Finance Many marketers are quickly approaching their favorite time of year.

B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

B2B Lead Generation

In 2005, I wrote a post predicting that lead generation dashboards would become a hot topic and according to the CMO Councils 2007 Outlook Report the time for marketing performance dashboards is now.

B2B Lead Generation Blog: B2B Marketing and lead generation via Social networking

B2B Lead Generation

August 29, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference B2B Marketing and lead generation via Social networking : » Marketing is Tragically Knowable (Should I use Social Networks Like Facebook forMarketing?)

B2B Lead Generation Blog: Closed Loop Marketing Isnt Software

B2B Lead Generation

Read More] Tracked on September 06, 2007 at 12:24 AM Comments Closed Loop Marketing Isnt Software I recently spoke with a reader who was struggling with his closed loop marketing process. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

I Want My LTV Shirt!

Customer Experience Matrix

I received my custom-printed “LTV RULES!” The customer experience was painless at www.designashirt.com and I’d highly recommend them. Tags: brand experience lifetime value customer experience management t-shirts yesterday. Naturally, you buy these over the Internet.

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Skytide Simplifies Customer Experience Analysis

Customer Experience Matrix

So it could provide a valuable platform for companies seeking to improve their customer experience analysis capabilities Last Thursday’s post made a passing reference to Skytide , a vendor which may not be familiar to many readers. Here’s a bit more information, based on conversations with the company. Essentially, Skytide extracts and aggregates user-selected elements from large data streams, such as Web logs or call center history files.

Overcoming the Real Roadblock to Customer-Centric Management

Customer Experience Matrix

A marketer who understands the need for customer-based management told me yesterday that the biggest obstacle to adoption is the intense product orientation of her business. It’s easy to forget that lack of customer-centric technology and skills are not the main obstacles to customer-based marketing. One positive bit of news is that online marketing operations seem generally more open customer-centric than traditional channels.

B2B Lead Generation Blog: Off topic: Response to meme - 8 Random Things About Me

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Webcast: Closed-Loop Lead Generation & Management

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott

B2B Lead Generation

The book was officially released on June 4, 2007. June 08, 2007 | Permalink Technorati Tags : Brian Carroll , David Meerman Scott , Marketing , New Rules , PR FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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B2B Lead Generation Blog: 9 1/2 Ways. to Generate and Follow Leads

B2B Lead Generation

To Follow the Leads July 30, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference 9 1/2 Ways. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: Social Media Pundits Disconnect from B2B Marketing

B2B Lead Generation

Read More] Tracked on June 20, 2007 at 10:50 AM Comments Social Media Pundits Disconnect from B2B Marketing As someone in B2B, do you feel left out of the social media buzz? B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead management is far from an easy task

B2B Lead Generation

Lead management is a multistage process that manages the conversion of sales leads to customers. The marketing pipeline is managing the customer interactions from first contact through to a viable sales opportunity (aka sales ready lead).

B2B Lead Generation Blog: Online Lead Generation and Management Strategies that Get Results

B2B Lead Generation

To turn these leads into customers, marketing and sales teams must have dedicated and collaborative lead management practices. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: B2B Lead Generation Blog is todays TypePad Featured Blog

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: On giving away ideas

B2B Lead Generation

This is particularity important for companies engaged in a complex sale, where up to 70% of a customer’s perception of your brand comes from their interactions with your sales people. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: Early Stage Leads are too important for Sales People Alone

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Your questions answered on Lead Generation via Podcasts

B2B Lead Generation

As a lead generation tactic, podcasting is still in its infancy but its expected to be used by many more b-to-b marketers in 2007. As a lead generation tactic, podcasting is still in its infancy but its expected to be used by many more b-to-b marketers in 2007.

B2B Lead Generation Blog: Podcast: Interview with MarketingSherpas Anne Holland

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: How Lead Nurturing Improves Lead Generation ROI

B2B Lead Generation

May 09, 2007 | Permalink Technorati Tags : lead generation , lead nurturing , ROI , sales leads TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference How Lead Nurturing Improves Lead Generation ROI : » Do You Nurture Leads, Or Do You Just Follow Up?

B2B Lead Generation Blog: Off-Topic: On Selling Ideas in 1776

B2B Lead Generation

Here’s a story you may not know… I’ll give you a hint: before there was “voice of the customer” there was “voice of the people.” Here’s a story you may not know… I’ll give you a hint: before there was “voice of the customer” there was “voice of the people.”