Sales Prospecting Perspectives

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The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. The places your prospects hang out in the social stream are opportunities to lay the groundwork for a relationship of trust. Check out your top competitors and see how they are approaching prospects on social media. The better informed your prospects and existing customers are, the more your brand can stand out as you uncover and address their needs.

Sales Prospecting: Add A Little Personality

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you an encore guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers.

Sales Prospecting: Who's Helping Your Sales Team?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers.

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

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.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

Unclear Prospect Profile(s). Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee.

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.

10 Most Popular Content Marketing Posts of 2009

Content Marketing Today

In fact, visitors searching our site for the phrase “content marketing” increased by 85% in 2009 over 2008. You may also do a regular eNewsletter to inform your customers and prospects about the great content you have created recently online.

Developing your Go/No-Go decision tree

Confluent Forms

Use this information to formulate the questions that will enable you to put proper perspective into your business prospecting. The situation: A potentially juicy RFP falls into your lap. You try not to get too excited because you know that creating a winning proposal can be an expensive and time-consuming affair. Before you get invested in the project proposal you want to determine whether this is, in fact, a worthwhile project for you to chase, or one that you should pass.

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what's your marketing approach?

The Effective Marketer

Here are some actions you can take that might help: After you create a presentation, review it thinking not only on who you will be presenting it to, but now thinking about whether more people in your market (customers and prospects) would find it interesting/educational When you wrap up things for the day, think back at everything you created (collateral, presentations, copy, etc.)

B2B Marketing | Business to Business Marketing Information Portal

delicious b2bmarketing

B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Reed Smith selects Concep Fujitsu eyes top prospects Orange digitises customer magazine View more news From audience selection to results analysis and strategy refinement , data has the greatest potential to increase your marketing effectiveness – but its also the hardest for B2B marketers to get right.

The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

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.

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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?

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.

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.

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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.

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 [.].

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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 [.].

Rethinking Shortlist Interviews

E-Quip

But it ultimately boils down to how comfortable the client feels about the prospect of working with your firm. I spent most of last week helping an engineering firm prepare for an important shortlist interview. While each interview is different, there are some common themes in my approach.

How to Make Your B2B Website More Buyer-Centric

Savvy B2B Marketing

It should go without saying that your website should be aimed at your prospects and customers, but, perhaps surprisingly or not, this isn't often the case. Put on your prospect glasses and really look at your website: Can your reader easily find important information?

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.

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Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately.

Paper 21

Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately.

Paper 21

Two Non-Traditional Approaches to B2B Registration

Savvy B2B Marketing

I like the idea of prospects self-selecting a follow up phone call as it sets the expectation for the person downloading the piece, and it helps marketing and sales prioritize leads.

Paper 21

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.

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

So, if you don't have a plan to follow up productively with your leads, I would certainly consider not collecting information from your prospects. I've been thinking a lot of the registration process lately.

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

So, if you don't have a plan to follow up productively with your leads, I would certainly consider not collecting information from your prospects. I've been thinking a lot of the registration process lately.

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.

Chex and Content - Where's Your Party Mix?

Junta 42

Where are you developing valuable, compelling content that is turning prospects into fans? Corn Chex, Cinnamon Chex, Rice Chex.    We currently have boxes of it around the house.    And it's all because of relevant content. How you might ask? It started with one box of Cinnamon Chex.    My oldest son Joshua, who's eight years old, took great interest in the back of the Cinnamon Chex box. The subject was ChexPartyMix.com.

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Are You Creating Necessary Content?

Junta 42

Take a few minutes and do an inventory of the content you send to your customers and prospects.  Use simple tools like Google Alerts and Twitter Search to figure out what your customers and prospects are struggling with.    I'm not talking about the information you create that talks about your products and services.    In this case, look at the type of information you distribute that educates your customers and positions you as an expert resource.

BtoB 16

Giving Away Your Expertise IS Your Competitive Advantage

Junta 42

Once you are known by your customers and prospects as the industry expert, it will be almost impossible for any process, product or any competitive service to come between you and your customers. Keeping your "secret sauce" to yourself does a few things: Customers/prospects will never know that you are the expert in your field. Erica brings up a great point about companies not wanting to share their expertise through content marketing. Why not share?

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Do you want your customers to be able to reach you?

Junta 42

What if I were a prospect?   How your customers, prospects and others are going to find you is key to your content strategy. This is a guest post compliments of Junta42's VP of Operations Pam Kozelka.  It's all about being accessible for your customers?  Today, your customers expect you to be reachable, in whatever way they want to reach you.  Are you?

10 Reasons Why You Won't Do Content Marketing (and continue doing the same thing)

Junta 42

Your company is set up to sell products or services, not to provide relevant and valuable information to customers and prospects. I had an amazing conversation this week with an agency that was trying to convince their client to invest in a content strategy and full content marketing program.    Just to give you the quick take, the client's goal was to reach certain consumer segments in the southeastern states.    They had a budget of $2.5