C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner? If during the appointment setting , it is the wish of your prospect to conduct the first meeting by phone, don't shy away from it. When I was recently at the Sales 2.0

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

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Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. David Fideler says: June 12, 2009 at 2:00 am This is the single best overview I’ve yet seen on strategic B2B content marketing — and the design is fantastic. HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Who we are What we do Our clients About Velocity Our blog The B2B Content Marketing Workbook.by

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Prospecting with LinkedIn: a how-to for B2Bs

EMagine B2B Blog

In any number of recent posts, we’ve always included LinkedIn in our Holy Trinity of B2B-useful social-media networks. Recently, Dianna Huff took another look at LinkedIn in her guest-post for Savvy B2B Marketing and concluded: “In the last year or so, LinkedIn has significantly increased its functionality – making the business networking site a great way [.].

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours.

Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now.

The Top 3 Priorities for 2010 Marketing Budgets

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About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S.

SEM 24

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. Here's a summary of the process that Ardath uses that can help you start planning a progressive nurturing approach: Think about one problem your products solve that's key to your prospects. The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters.

Top Automated Marketing Personalization Tactics

Anything Goes Marketing

Yes this method requires additional effort and yes it does mean that your data needs to be in order for it to work but it’s a proven method that brings your company closer to your prospects and customers. When sales reps call into prospects and they're not seen as strangers, there is a higher chance that they can make traction. 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?

5 Secrets of Creating Successful Marketing One-Sheets

B2B Marketing Traction

Leave your one-sheet with referral sources or prospects after the initial meeting as a leave-behind. Tweet. One of the networks I belong to, ProVisors , advocates the use of one-sheets or one-pagers that describe each member’s differentiators and the benefits of the service(s) they provide.

CPA 25

Learn how to create content that improves your lead gen conversions

B2B Lead Generation Blog

To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view. All attendees will also receive MarketingShepa’s  Special Report: “Create Content Your Prospects Adore.” B2B marketing efforts heavily rely on content as a lead generation incentive. You’ll want to create content that will actually help your sales team have a valid reason to follow-up.

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

B2B Lead Generation Blog

For prospective customers, a value proposition essentially answers the questions of how you can help their business, what difference you can make and why your solution is the one they should count on. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment , I discussed tackling your organization’s mindset.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

Start by considering all those prospects that are simply ignoring your emails. 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. Industry vertical: Industry information will more than likely tell you what pains your prospects are experiencing, while company size will give you a hint as to the resources they have available to tackle these challenges.

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. Treat prospects differently from customers.

B2B PPC Optimization: Thought Leadership with Terry Whalen of CPC Search

Modern B2B Marketing

Marketing automation and lead management systems can be a huge help in that they can: 1) increase the value of the leads being submitted by effectively nurturing the prospect, and 2) improve the lead-to-opportunity and lead-to-revenue conversion rates by helping the sales team better prioritize and manage their leads.

CPC 23

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. It’s at times like this when you need a bounce in your step and powerful tools that will make it easy to keep you engaged with customers and prospects but allow you to leave work at a reasonable hour.

Interviews and Content Marketing - Ambal Balakrishnan

B2B Marketing Zone Posts

Some other bits of background about Ambal: Ambal’s book “Content Marketing Tweets: Bite sized tips on creating compelling content your customers and prospects will love&# will be published in late 2009. Social Media (including blogging, twitter etc) is about building trust and relationships with our prospects, customer and community.

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

What this does is begin or continue the relationship between the prospect and sales rep. In addition, more and more of prospects are using social media to learn about your products and services as well as comparing you to your competitors.

Improving B2B white papers by answering 3 easy questions

EMagine B2B Blog

As much as B2Bs today rely on white papers to raise their prospects’ temperatures, you’d think they’d be more uniformly effective. And they can be, if their developers respected just one key principle: focus on your reader, not on your product/service message. Or so says Michele Linn, writing in the White Paper Pundit. To ensure that [.].

Paper 23

Turning your B2B email program into a dialogue

EMagine B2B Blog

Most B2Bs use ongoing email as a primary element of their prospect-nurturing program. Most of them, however, probably use it in “sermon” style: I talk, you listen …and that’s even if they’ve gotten away from sell/sell/sell-type messages and into more subtle ones aimed at thought leadership. This is unfortunate, since email is the medium that gives [.].

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

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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.

PR 12

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

In my definition for this post, I’m referring to a process that automatically delivers highly targeted emails to prospects or customers in a specific time frame via a marketing automation platform. Are any of you out there new fathers? How about new parents?

The Fun Theory: How to Change Behavior

The Effective Marketer

How are you changing your customers and your prospects behavior? This entry was posted on Monday, November 30th, 2009 at 8:00 am and is filed under Communication , Marketing Strategy , Social Media.

Is Social Media Wasted on PR Agencies?

The Point

The stated objectives of said plan were: * increase awareness amongst bloggers, influencers and prospects. use targeted, insightful content to attract and engage with qualified prospects. educate, cultivate, and nurture existing customers and prospects. I would argue that social media can accomplish all that PR firms seek to achieve and yet still be a primary driver of new leads, Web traffic, and the conversion of raw inquiries into educated, qualified, sales-ready prospects.

PR 9

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 ? B2B Lead Generation Benchmark Study 2009. "Don’t let prospect assumptions limit marketing effectiveness."

ClickInsights: What was your "Aha" moment in 2009? - Part 1

Ambal's Amusings

I have invited our Panel of White Paper Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Since I’ve started a Twitter presence in February 2009, I have been able to build a 4000+ following relatively easily.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

Aim where your prospects are. ? 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.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. Features include: - a ranked prospect list, based on measures of interaction intensity (represented by one, two or three flames) and prospect value (up to three stars).

Smashmouth Review - LeadLander - Who's Really Visiting Your Site?

Smashmouth Marketing

The remaining prospects will be pursued by phone and email. Schon continues, "In contrast, LeadLander is used by thousands of sales people, because LeadLander gives them specific, relevant information about their leads and prospects. We thought it might be interesting to augment our thought leader interviews with some demand gen product reviews. We are keeping the reviews independent--actually using the products/services, and then critiquing them.

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

delicious b2bmarketing

Once a prospect finds the B2B website via search, the real work begins to convert the prospect to a sale. Prospects at the beginning of a sales cycle might use certain terms to search for information that differs from terms used by those ready to purchase.

P2P 7

Jesubi Doubles Sales Prospecting Efficiency

Customer Experience Matrix

Summary: Jesubi is designed to make sales prospecting as efficient as possible. You may not want to replace your CRM system with Jesubi, but dedicated prospecting teams should take a close look. Indeed, what impressed me about Jesubi was its very tight focus on prospecting productivity. System reports are similarly tailored to tracking prospecting results. Tags: jesubi sales prospecting demand generation marketing automation lead management crm software

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. While B2C marketers do use demographics, they also use psychographics to really understand what interests their prospective buyers. March 20, 2009 1:17 PM Kenji said.

Influencers: the key to content marketing


Based on my research, what they wrote about was also highly relevant to clients and prospects. Needless to say, this increased my desire to optimize the content so that clients and prospects could find it in the relevant steps on their buyer journeys.

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. B2B marketers are producing, managing, and distributing marketing content to reach prospects and turn them into customers. So the approach to influencing prospects and customers needs to be radically different. One of the most important jobs for B2B marketer’s is to inform and educate prospects and customers about their offering.

New White Paper and Eloqua Prospect Profiler

Customer Experience Matrix

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. This makes it harder for salespeople to understand prospects and build relationships with them.

Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting

Smashmouth Marketing

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. How many sales reps are caught in the prospecting grind and not closing?

MarketingSherpa’s Email Summit 2009


Using Artificial Intelligence to predict prospect behavior. Today MarketingSherpa’s Email Summit started in Miami. It is focused on advanced email strategies, which is an important part of the demand generation process. Most of the case studies seem to be B2C rather than B2B. The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality.


C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

32% Definitely 17% Somewhat 51% Not really Question 5 - What does your company do when they need to initiate an introductory meeting with a prospect or partner? If during the appointment setting , it is the wish of your prospect to conduct the first meeting by phone, don't shy away from it.

Best of 2009: Social Media Marketing, Part 1


Another noteworthy post from this publication is Facebook is a Personal CRM for Baby Boomers , in which Daniel Flamberg reports on an Accenture study showing that in early 2009, “boomers posted a 59 percent increase in use of social networks; a rate of adoption 30 times faster than any other age group.&# She explains how to use tactics like blogger outreach, social networking and social news marketing to create engagement with prospects and move them toward your solutions.

More on Marketo Financials: Despite Past Losses, Prospects Are Bright

Customer Experience Matrix

Summary: Public data gives some insights into Marketo's financial history and prospects. million for 2009 and "triple that" ($13.5 My records suggest that the headcount at the start of the 2009 was around 35, so the average headcount for that year was about 52.

Truth #6—Best-in-class Prospect Development