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.”

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?

Trending Sources

7 Reasons Why Marketing Automation Projects Fail


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.

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.

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.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

Also, for those who own a copy of my book be sure to check out the " buying process map " (table 5-1) in Chapter or you can search my book for free via Google Books. The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful.

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.’

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.

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.

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.

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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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.

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.

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.

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).

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.

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.

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.

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.

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. 

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.

Influence the Buying Process with Automated Marketing


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

How Trade Publications Can Capitalize on Content Marketing and Social Media


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 ?

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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The silver lining of the B2B media buying cloud


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.

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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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.

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


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?


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.

Buy 2

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


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?


B2B Tech Buyers Like Social Media


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.

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


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?

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

25 Must-Read B2B Marketing Blog Posts

Modern B2B Marketing

Discover what makes your customers almost buy in this must-read marketing post from CopyBlogger writer Sonia Simone. Instead of scouring the web in search of the latest insight on B2B marketing tactics and trends, consult our list of 25 must-read B2B marketing posts. Find out what these influential marketing bloggers have to say about B2B social media , landing page optimization, search marketing, marketing ROI , and other B2B marketing techniques.

Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

philosophy: sell in the way your customer wants to buy and develop strong, long-term relationships. By putting lead nurturing programs in place, you also increase productivity by focusing sales on the highest-priority opportunities that are ready to buy now while insuring that the longer-term opportunities are not ignored. . By tracking this "online body language", you can determine when to get a sales person involved and help prospects make a buying decision when they are ready.

Lead Nurturing is Walking the Buying Path with Your Customers

B2B Lead Generation Blog

Read the full article Lead Nurturing is Walking the Buying Path with Your Customers A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is such an integral part of your lead generation process.