B2B Memes

“Content Is Power”: Q & A with Mark W. Schaefer

B2B Memes

Through my classes (I teach at Rutgers) and speeches, I help people connect the dots and that is very rewarding. What do you think of the prospects for young journalists today? Mark W. Schaefer.

Nine Keys to a Robust Editorial Career in Social Media

B2B Memes

You’ve probably heard the horror stories about people leaving compromising or questionable information about themselves on the Web that ends up damaging their job prospects. While he wrote it to help others achieve their goals, it has earned him enormous career-building exposure as well. If you see what you do as a job, you’re replaceable—and your career prospects aren’t so hot.

Trending Sources

Is B2B Ready for Corporate Journalism?

B2B Memes

It spelled out the feelings of many journalists when faced with the prospect of going over to the dark side , as David Meerman Scott has put it, by writing directly for a sponsor. Anything that might throw that point of view in doubt has to be left out, “even if it is true and even if it might help the reader understand something better.”. Helping to keep content marketing honest, says Pigott, will be the remaining independent journalists serving as editors and curators.

B2B 2

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email.

Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read

Act-On

Here are five easy steps to sending targeted email messages that your prospects will actually want to read: Step One: Truly Understand Your Audience. There really aren’t any concrete rules about what data should be used to help segmentation.

How to simultaneously attract new prospects and retain loyal customers

Biznology

Though the book was written to help families develop close relationships, I think our customers fall into similar categories. Acts of Service: Reading and sharing their content, participating in their survey or helping them make their company better.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? 3 Ways To Get To Know Your Prospects With Segmenting.

Exciting new tools for B2B prospecting

Biznology

New ways to find prospects continue to come on the scene—it seems like daily. One big new development is the trend away from static name/address lists, to dynamic sourcing of prospect names complete with valuable indicators of buying readiness culled from their actual behavior online.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. Ultimately, we are making inroads with our top prospects using our outbound prospecting process.

How to Succeed in Sales Today: Start Helping Your Prospects

Hubspot

What we got was an outpouring of great advice addressing everything from how to talk to a prospect, to the value of leveraging internal resources, to the importance of being dedicated, to constantly improving skills and knowledge. Treat a prospect as if he or she will be your best customer.

The Greatest Prospecting Campaign I’ve Ever Run

Vidyard

No … this isn’t a Quentin Tarantino movie (though that sounds kind of awesome), this is the story behind the greatest prospecting campaign I’ve ever run. Let’s get to the meat of why you’re here: to read about why my prospecting campaign at Dyn was the best I’ve ever run.

5 Personalized Prospecting Ideas You Can Use Today

Vidyard

And since I’d bet that every one of your prospects and their dog is bombarded with sales messaging each day, you need a way to stand out. Use a whiteboard with the prospect’s name on it or some other way to personalize the video’s visuals so the thumbnail is personal, too.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. 6Sense can also display the information on screen to help guide sales conversations, although it doesn’t (yet) recommend specific talking points.

To get the best prospecting data, use a broker

Biznology

Here is a seven-step process for finding and working with a data broker who will get you the best data for prospecting campaigns. Data cards provide details about the sources, uses and characteristics of the list, and are very helpful in determining its suitability for your campaign.

Lead Nurturing: Build trust, win more deals by helping prospects – not selling them

B2B Lead Generation Blog

I fully realize this is a silly scenario, but it’s really not unlike what sales professionals do when they call prospects every few months to “touch base” and ask “whether they’re ready to buy yet.”. To help pass this test, here are three tips: Tip #1. Help ease the pain.

Engage Prospects with Video Backed by Marketing Automation

Modern Marketing

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Once you have these details, prospecting can begin.

Druva Chooses Infer to Predict Highest Potential Prospects

Infer

Like many of our customers, Druva has grown rapidly in recent years and needed a better way to evaluate and prioritize good prospects for personalized follow up. We’re always happy to welcome another customer to the Infer family.

10 Creative Ways to Improve Prospecting and Sales Emails with Video

Vidyard

Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal?

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

If I am you ideal prospect, why should I buy from you rather than your competitors?”. Here are a few examples of poor value propositions from the MECLABS Value Proposition Development Course to help you identify value claims that may need a little work: “We empower you software decisions.”. “I

How Video Helps Sales and Marketing Alignment

Vidyard

Prospects who view videos of a product are 85% more likely to buy. Marketing will produce valuable assets for the sales team to distribute, while Sales will request specific campaigns or promotions to help them reach more accounts. Filming a personal video for a prospect?

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Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Offering exclusivity at the right time to the right person can help your efforts to move from conversation to conversion. Test phone calls to learn more about your prospects. Value Proposition: What motivates prospects to buy from you?

B2B prospecting data just keeps getting better

Biznology

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title. In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets.

8 Questions to Help You Decide if Your Content is Good Enough

The Point

The best demand generation campaigns start with content that your prospects want. Here are 8 simple questions to help you decide whether that content is good enough. What’s the problem or challenge that your content purports to help address?

10 Ways CMOs Can Help Grow Their Companies

Modern Marketing

Whether you are in startup mode or your brand is fully established, your overall goal as a CMO is to help grow it into something bigger that solves problems for more people and provides a greater source of revenue and profitability as a return on the investment of your time and money.

Help 92

Mining Un-engaged Prospects using a Multivariate A/B Approach

Act-On

So with that in mind, and for the purpose of this post, I wanted to focus on the prospects with sometimes big potential. I’m talking about the non-open prospect emails in your email universe. Don’t ignore your unengaged email prospects.

Stop Hard Selling, Start Listening to Your Prospects

Leadspace

How many prospects does your sales team close on average? It all comes down to how marketing and sales are communicating with prospective buyers. Instead, embrace the idea that it’s time to listen to your prospects. Two percent? Five percent?

Target Your Best Prospects by Segmenting Your Best Customers

Modern B2B Marketing

The best customers are those that last a lifetime , and by segmenting your current customers and identifying which are the most profitable, stay the longest, expand service, and refer new customers, you can allocate more of your marketing dollars to acquiring similar prospects.

3 Ways To Improve Targeting: Just Avoid This Statement in Your Prospecting Emails

Modern Marketing

Why would I do all your prospecting work for you? Telling me your product is wonderful won’t help me at this very moment. Targeting & Segmentation Email Marketing personalization prospecting research sales segmentation selling targeting

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5 Email Metrics to Help Diagnose Your Mistakes

Act-On

Analyzing email metric reports is an excellent way to help review and sometimes diagnose issues with your targeting, data, or even deliverability. This metric will help tell you the mailable status of a list, each time you send.

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Hushly Helps Marketers Connect With Anonymous Web Site Visitors

Customer Experience Matrix

The new product is Hushly , which addresses the reluctance of prospects to provide their email address even in return for valuable content. On the vendor side, Hushly creates anonymous lead records in the client’s Salesforce.com instance, so companies can track their interactions with anonymous prospects and keep the history once the prospect identifies herself. hushly lead identification marketing automation privacy prospect databases

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Redefining sales prospecting in an era where no one wants to talk to you

Sales Engine

If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. The Internet is crushing a sales rep’s ability to get in front of prospects.

Link building basics: Vetting link prospects

Biznology

However, this does not mean we are done with the link prospecting portion of our campaign. Once you have amassed a sufficient number of potential link opportunities, it becomes time to start vetting those link prospects until you are left with only the best and most relevant sites.

An All Too Typical Sales Prospecting Phone Message

Avitage

I get many sales prospecting calls, but usually for products or services I could care less about. While I’m not a prospect for this company, I think I am an important influencer, and potential referral source for them. I attended a lead nurturing webinar recently.

5 Ways to Help Inside Account Executives Build Their Own Pipeline

Act-On

In order to capitalize on this skillset, many companies separate prospecting from closing , allowing their sales teams to divide and conquer by focusing on what they do best. This specialization helps both groups stay productive and motivated. Which content gets viewed by prospects?

How to Evolve Your Prospect Management in a Predictive World

Modern B2B Marketing

Author: Sean Zinsmeister It used to be that prospect management meant dolling out “ Glengarry Leads ” to add to your Rolodex, keeping a spreadsheet of top prospects, or most recently populating an empty CRM database with leads that seem to “look good.”

Engaging Your Prospects – The Real Numbers

IKO-Systems

The question I’ve been working on lately might get you thinking: What’s the best technique to snag a meeting with a prospect? The best prospecting technique is the one that brings in the most leads with the least amount of effort.”. best practices funnel metrics prospection Studies

How NOT To Write a Prospecting Email, Part V

Fathom

In my line of work, I get a decent amount of cold prospecting emails. warm) in your sales and marketing, cold prospecting is decidedly un -dead. ‘Louisa’ prospecting email: An instant classic for my archives of outbound failures. “What’s in a name?

High-Profit Prospecting

Your Sales Management Guru

High–Profit Prospecting. High-Profit Prospecting b y Mark Hunter, published by AMA (American Management Association) has laid out solutions to one of the top sales problems facing every sales organization. Time Management for Prospecting. book review-.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about. Who are my prospects? The window shoppers – These are prospects who are very early in the sales cycle.