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.

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.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. Why helpful, non-promotional content is the key to lead generation success.

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.

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.

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.

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?

Help 85

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?

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.

5 Techniques For Successful Sales Prospecting

Vidyard

Prospecting is critical to any sales team’s success. Without prospects, the pipeline and sales whither. Here are five techniques a sales team can use to prospect more effectively: 1. Generating inbound leads automatically improves your sales prospecting.

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.

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.

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.

Vidyard Helps Top B2B Sales Teams 3x Customer Engagement with Personalized Prospecting Videos

Vidyard

KITCHENER, Ontario – October 24, 2017 – Vidyard , the new generation video platform for business, is helping leading B2B sales teams connect with more customers and generate more pipeline through the power of personal video messaging. Terminus , the B2B account-based marketing (ABM) leader, uses video as part of their sales prospecting efforts and saw a 40% higher open rate, 37% higher click rate and 216% higher response rate.

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.

Email 117

How customer-hero stories help you connect better

B2B Lead Generation Blog

Well, for my whole career as a sales productivity consultant and sales trainer, my stated mission was to help my client lift the bottom 80% of their sales force. Where we can help them be a hero? Where we can help them achieve a goal or solve a problem?

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.

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?

Help 71

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

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?

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.

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.

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.

How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople

DiscoverOrg

We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. The parallels to prospecting are uncanny.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

ViewPoint

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. The worst time to call a prospect is between 1:00 and 2:00 p.m.

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

Target 116

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts.

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

Sites 64

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.

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 95

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.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. Opportunities you’ve helped customers capture.

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.

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?

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?

Marketing Moneyball: Let the Dallas Cowboys Help You Scout Hidden Prospects

Marketing Action

In the early 60s, Tex Schramm, the president and general manager of a brand-new football team, set … Read more › The post Marketing Moneyball: Let the Dallas Cowboys Help You Scout Hidden Prospects appeared first on Marketing Action Blog - Act-On. What do lead scoring and the NFL have in common? It might surprise you; this odd couple shares more than you might think.