An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. His blog, Smashmouth Marketing , has developed a wide following among B-to-B marketing professionals.

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6 thorny data problems that Vex B2B marketers, and how to solve them

Biznology

Business-to-business marketers are plagued by data problems. To shed some light on B2B data problems, Bernice Grossman and I compiled a working list of problems and solutions. Train and motivate them well. Give them objective rules to follow. Then, develop a very simple process by which reps pass their data to this group. Dedicate particular group members to certain reps, so the input person builds experience about rep’s behavior and communication style.

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Study: B-to-B Marketers Lagging With Social Media

delicious b2bmarketing

Study: B-to-B Marketers Lagging With Social Media. Data shows about 40 percent of b-to-b brands aren’t using social marketing. Business-to-business marketers are underutilizing social media and its potential, according to new data from Eloqua , a marketing automation company. Of 548 b-to-b marketers surveyed by Eloqua, about 40 percent say they are not yet using social media marketing. Vendor. Seminar/Training.

Martyn Etherington Speaks: the story of a B2B digital marketing turnaround

Biznology

I had the chance recently to catch up with Martyn Etherington , a marketing leader I’ve long admired. In a reflective mood, he was willing to field some questions about his successes there. Where did you direct them to focus their efforts, and why? Customers have changed the way that they buy, and therefore we need to change the way we sell. So, after I read that book, I phoned Jill Rowley , and together we developed a series of social training sessions.

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Fresh Insights in Selling to SMBs

Biznology

Despite the attention given to large enterprise marketing, it’s small and medium businesses (SMB) where the bulk of marketing investments go. SMB is where there’s enough volume to do plenty of testing. Plenty of agencies, research firms, and other marketers are focused on SMB, and willing to share their insights. Kudos to Bredin for figuring out how to persuade 532 busy business owners to take a 15-minute survey online, in May 2014.

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Marketing automation is not marketing strategy

Biznology

Or, “Once this automation system is installed, it will take our marketing to the next level.” Déjà vu all over again, to echo Yogi Berra. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. Even the marketing automation software vendors themselves recognize the importance of strategy for their own success, as well as that of their clients. Train up your team.

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How to Create a B2B Content Audit

Biznology

In the B2B marketing world, content is used primarily to 1. Develop the relationship over time until the prospect is ready to see a salesperson, a process known as lead nurturing. For these two purposes, business marketers need to have on hand an array of very particular types of content assets. A good way to determine what’s available, and what additional content you need to create, is to perform a content audit. Photo credit: Wikipedia.

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Top Takeaways from #SDTechX

Lattice

As a marketer, I am always interested in learning about new technologies and how other companies are leveraging them to drive results. We commonly refer to this as ‘shiny object syndrome.’ The concept came up in several talks throughout the event really to drive home the point that success with technology equates to so much more than just the shiny, new technology. Last week SiriusDecisions hosted its inaugural Technology Exchange in San Francisco.

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Engaging Multimedia Content: Making a Human Connection

B2B Digital Marketer

Companies need to realize that if they want to stay afloat during these trying times they need to adapt and use content and technology to engage more with their potential customers. 12:42 – How to stand out from everybody even if you’re late to the game.

B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# And yes, human beings do need to communicate LIVE! before trying to get.

Writing Your Own Book to Establish Authority

B2B Digital Marketer

There’s no doubt that having a book published is a great way to establish authority in the domain you are in. There is a lot of writing and preparation involved and the majority of people are not able to publish a book without having to spend a lot of money on book publishers.

Sales Pipeline Radio, Episode 145: Q&A with Anil Kaul @anil_kaul

Heinz Marketing

It’s hard to believe it was about 3 years ago we started producing Sales Pipeline Radio , which is live every Thursday at 11:30 a.m. We’ve featured an impressive list of guests and will continue to do so. This is where we went from using data quite literally and quite directly to now using information to make conjectures and to create new experiences for customers. Listen in and/or read below: Thank you to our sponsor, MailTag.io.

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Paul Slack: B2B Digital Marketing Has Never Been Easier

B2B Digital Marketer

However, compared to that time, access to the internet and digital resources is much easier now and provides companies more opportunities to get into digital marketing. 24:32 – Risks for being unable to build the authority pillar. Click to access unedited transcript.

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Ethan Beute: Rehumanizing B2B Digital Marketing

B2B Digital Marketer

With technology advancing and our world rapidly changing, automation and digital communication becomes the modern approach to marketing. However, this modern approach can sometimes lead to a situation where everything is automated and communication becomes too digital and faceless.

Sales Enablement Effectiveness?

The ROI Guy

Because of Frugalnomics, an environment where buyers now demand bottom-line value from every investment, B2B sales teams are challenged more than ever to deliver expected results. IDC research shows that because of frugal buyer sentiment, 62% of B2B vendors need more leads in order to generate the same amount of sales, and 72% indicate an increase in sales cycle time over the past 6 months.

How To Create A Know-It-All Company - CIO.com - Business Technology Leadership

Buzz Marketing for Technology

How-To. Personal IT Organization Enterprise Partner/Vendor. B-to-B. Training. Partner/Vendor. Vendor Management. The Leader in Face-to-Face Education for Senior Executives. buy a link » SUBSCRIBE TO CIO. Apply today for a FREE subscription to CIO Magazine! How To Create A Know-It-All Company. Even in the best of times, its a battle to convince employees to participate in knowledge management programs.

Best B2B Marketing and Sales Strategy Guides and Insights of 2011

Webbiquity SMM

Marketers need to think like publishers not only to improve their company’s visibility in search (which is where 93% of B2B buying cycles now start ) but also to address the differing information needs of buying team members, at different stages during the decision process. How can B2B organizations, marketers and sales professionals adjust to, and thrive in, this new environment? Your company needs to become a YOUtility.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. At the same time, B2B buyers are taking advantage of the wealth of information available via the Internet and social media to become more empowered, taking charge of the buying cycle.

Digital Natives in Our Midst | Advice and Opinion

Buzz Marketing for Technology

How-To. Personal IT Organization Enterprise Partner/Vendor. B-to-B. Training. Partner/Vendor. Vendor Management. RSS Feeds » SUBSCRIBE TO CIO. Apply today for a FREE subscription to CIO Magazine! s students are no longer the people our educational system was designed to teach.â?? Things need to change, and they need to change fast. As Digital Immigrants learn to adapt to their environment,â??