Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

I spoke with Morgen recently to ask her about her take on the question and her new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it. I wanted to speak with Morgen because I was intrigued with the advice she lends to help with B2B’s major dilemma: How can we successfully work with people from the time they express interest until they decide to buy? Sellers need a different skill set that she calls “Buying Facilitation.”

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what's your marketing approach?

The Effective Marketer

An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach?

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Trending Sources

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

If possible, create personas for all people involved in the buying process. Even more: the content should match the phase in the buying process, from awareness to validation. Needless to say, Marketing Automation software is very popular today.

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Is social media effective for B2B lead generation?

Sales Lead Insights

Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. So they grudgingly develop programs to proactively follow up with and try to influence these longer-term prospects to move forward in their buying process and to consider the company’s products or services as they approach their purchase decision points.

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Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Posted by Magdalena Georgieva on Mon, Jun 29, 2009 @ 07:40 AM COMMENTS Been searching for an answer.everyone (nearly) agrees that blogs are a great way to bring eyes to your pages. posted on Monday, June 29, 2009 at 10:02 AM by Jack Leblond Jack - thanks for the comment.

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Top Automated Marketing Personalization Tactics

Anything Goes Marketing

There are many different ways to do this but the best time to deliver the right message is at a time that matches your customer’s buying process. There is a lot of talk these days that personalization is back in marketing but what does that really mean and what are some of the tactics you can use?

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Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

Your organization’s way of selling and marketing must confirm to the customer’s buying process, driven by a clear understanding of both the needs and the impact of those needs on both the company and your customers. Keep in mind that each customer will have a slightly different buying process. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’

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5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

Stage in the buying process : Be sure to provide different kinds of information to your prospect based on what point they are in the buying process. What part to they play in the buying process (influencer, decision maker, information gather). For example, our experience shows that a decision maker is heavily involved at the very start and the very end of the B2B buying process, but leaves the middle of the process up to the influencers.

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Adobe Buys B2C Marketing Automation Leader Neolane: One Gap Filled, But Where's CRM?

Customer Experience Matrix

That frankly didn’t take much insight, but I’ll brag a bit more about having pegged Adobe as needing to add marketing automation as far back as this post in 2009 and again in 2010. Adobe today announced plans to acquire Neolane , the largest remaining independent B2C marketing automation vendor (excluding email-focused providers like Responsys and Silverpop ). Price was $600 million, which is roughly in line with the 8x revenue paid for ExactTarget and Eloqua recently.

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Launch International - Marketing for Technology Companies: Sales Enablement for Technology Companies

delicious b2bmarketing

See Samples We focus on marketing for sales enablement —we are experts at building the messages and tools that help salespeople close business faster and customers buy from you. The worlds largest and most successful technology companies arm their direct and indirect sales organizations with marketing, sales enablement and sales tools developed by Launch International.

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Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

You know the saying "people buy from people" - well it's true. In this way, you're focusing your sales team on the prospects that are more inclined to buy and sparing a potential buyer from being called too early in the purchase process.

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Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates. We… Read more… Neil Stoneman | May 8th, 2009 | 4 comments Why we steal from our clients.

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How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

Whether you have content generated for your nurturing campaign or you discover that you already have the content you need from your previous marketing campaigns , you still need to align this content within your lead nurturing campaigns to match your prospects’ buying process.

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QuinStreet Buys Ziff Davis Enterprise: Is B2B Just Lead Gen Now?

Digital B2B Marketing

They purchased IT Business Edge in September 2011 and Internet.com in 2009. Although it has not been publicly announced, it appears QuinStreet has purchased Ziff Davis Enterprise , the publishers of eWeek, Baseline, CIO Insight and Channel Insider (not to be confused with Ziff Davis, the publisher of PC Magazine, or ZDNet, which is owned by CBSi). If you follow the B2B technology publishing landscape, you are almost certainly familiar with the Ziff Davis Enterprise brands.

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ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

I have invited our Panel of B2B Marketing Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Mapping Content to the Buying Process - Slidecast. B2B Lead Generation Benchmark Study 2009.

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Why marketers must become the new publishers

Chris Koch

For marketers, being timely means having content that matches every stage of the buying cycle, so that you have a chance for an “exclusive” at each stage. One of the great trends were seeing at ITSMA is increased automation of the lead process. It’s great because the software acts as a battering ram for alignment between marketing and sales. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof).

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B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

Make offers that appeal at different stages of their buying cycle. ? What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need.

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B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog

delicious b2bmarketing

But for B2B organizations, keywords need to cover a longer buying cycle, and therefore must often be more diverse than B2C target keywords. Online Marketing Blog TopRank's internet marketing blog on the intersection of social media, digital public relations and search engine marketing.

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Do Psychographics work in B2B Marketing & Sales?

delicious b2bmarketing

skip to main | skip to sidebar The Marketing Mélange A blog on all things Marketing with Strategy & Information Technology focus Blog Archive ▼ 2009 ( 22 ) ▼ June ( 2 ) Strategic Insights from Calculating Lifetime Custo. Buying Cycle – You have a customer – now what? Buying Cycle – What happens after you close the de. March 20, 2009 1:17 PM Kenji said.

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Best of ClickDocuments "Connect the Docs" Blog in 2009

Ambal's Amusings

2009 was the first year of Connect the Docs. Enjoy the following collated list of best blog posts from Connect the Docs in 2009. Do you want your readers to buy your product? A big thank you to all our readers, guest bloggers and interviewees for helping us build Connect the Docs. Top 5 Blog Posts. Content Marketing - The Ultimate Cheat Sheet. You and I live in an era when creating and distributing content have become democratized.

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Plan for the Social Buyer Before It’s Too Late

Tony Zambito

  The Fortune 500 is jumping on board with nearly 70% actively pursuing social networking as a business benefit for their buyers ( McKinsey , 2009).  Image via Wikipedia. To say things are changing is an understatement. 

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Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers.

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Dreamforce 2009: Using Twitter Effectively for Marketing and Sales

Modern B2B Marketing

Virgin shared the news and had someone else on the flight buy them a bottle of champagne. . This session, my favorite of the whole week, included two awesome marketers at Salesforce : Tricia Gellman and Rasmus Mencke. Tricia narrated the event and Rasmus gave a demo of Salesforce for Twitter.

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People don’t buy “run of the mill” anything anymore!

Buzz Marketing for Technology

Same applies in consulting because people just don’t buy run of the mill consultants anymore.

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Influence the Buying Process with Automated Marketing

Reachforce

Engagement Systems is one of the newer players in the marketing automation space. We let them "speak for themselves" earlier this week, but I wanted to dive further to check out some of their content. So far they only have a few whitepapers and case studies, but I have to

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Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

They are: Buyer Personas – deep insights on the people who buy your products and services Buying Process – the steps buyers go through to acquire your products and services Buyer personas go a lot deeper than just demographics.

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

B2B Lead Generation Blog

« Now Announcing the "Start With A Lead" Podcast Show | Main | Your questions answered on Lead Generation via Podcasts » On building targeted lists for B2B Lead Generation Programs Would you buy this business card? Companies don’t buy; people do.

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How Trade Publications Can Capitalize on Content Marketing and Social Media

WebMarketCentral

Mind you, I've never worked for a trade publisher and am not telling them how to run their businesses, these are just observations based on nearly 20 years of media buying and 25 years of business experience. Last week I asked the question: will content marketing kill trade publications ?

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The silver lining of the B2B media buying cloud

BaseOne

Right now, B2B media owners have got it tough. No point pretending otherwise. Ad revenue is down, publications are suffering, and many ad sales people are fearing for their jobs. Luckily for you, you are probably not a media owner.

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Adobe Buys Omniture: Good for Marketers, Bad for Marketing Automation Vendors

Customer Experience Matrix

And if since nearly everyone has or needs a CRM and CMS system, it will actually be easier for companies to use the expanded features in their existing systems than to buy a separate marketing automation product. Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems.

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How the Buying Process Has Changed, and How It Hasn't: Notes from the Field

Customer Experience Matrix

Summary: The Internet has given more power to buyers and changed the buying process. The deer that ran into my car on May 21 provided still more posthumous marketing insights when the insurance company declared my car a total loss and I had to buy a new one on short notice. For the enjoyment of anyone who really cares about the details, here is a log of my contacts during the buying process. But product and responsive salesmanship still make the difference.

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Best of 2009 (So Far): SEO Guidance, Part 3

WebMarketCentral

Link buying isn't supposed to help, but it does, and some large companies spend big bucks on this, which is difficult for smaller firms to compete with. How can you help SEO clients, whether internal or external, understand what SEO (and isn't) and set proper expectations for an SEO project?

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The B2B Marketing Party of the Year: The Marketing Cloud Party at Dreamforce 2009

Modern B2B Marketing

If so, on Thursday night you will want to attend what is going to go to be remembered as the Marketing Party of 2009 ! Details: Brought to you buy a slew of great sponsors- Marketo, Jigsaw, On24, Pivotlink, Hoovers, Demandbase- All you have to do to attend is register at The Marketing Cloud website. . Tags: Modern B2B Marketing B2B Marketing Dreamforce 2009 Marketing Party Salesforce Integration The Marketing Cloud

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Best of 2009 (So Far): SEO Guidance, Part 1

WebMarketCentral

Find the answers to these questions and others here in the first set of the best blog posts and articles on search engine optimization (SEO) from 2009 (so far). How do you determine who your competitors really are for top search engine position?

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B2B Tech Buyers Like Social Media

WriteSpark

Forrester Research is presenting survey results of B2B technology buyers and their use of social media during the buying process.          February 18, 2009 in Social Media | Permalink. WriteSpark Tech Marcom Insights.

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Three reasons why Microsoft is cool again

grow - Practical Marketing Solutions

The only option was “you’ll have to buy a new one.&#. One of the points that differentiates me from other bloggers: I’m old enough to remember when Microsoft was cool. They were the college drop-out geeks who conquered the world. Then David turned into Goliath.

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How do I get my boss to understand social media?

grow - Practical Marketing Solutions

If you are still buying into the “it’s all about the conversation” hype, read this (measurement and ROI) and this ( focus on money ). In my position as a teacher and a consultant, this is one of the most common questions I hear.

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Best of 2009 (So Far): Social Media Marketing, Part 3

WebMarketCentral

How are b2b buyers actually using social media in their research and buying decisions? While most marketers have now embraced social media for monitoring and participating in brand conversations, questions still abound. Sure, online video is hot, but how you optimize video assets?

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Nine Expert Marketing Strategy Guides

Webbiquity

Why do they (really) buy from you? In the spring of 2009, the notion that digital would account for the majority of marketing budgets within just a few years seemed like a laughable proposition.

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Social Media is better for the Consideration Phase

Buzz Marketing for Technology

So try to map your tactics more to the buying cycle when you deploy them. Tags: social media Buying Cycle

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