Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation
APRIL 6, 2017
Your list/database is 60% of the reason why programs succeed (the other 40% is the message and media). Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault.
Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.
MAY 5, 2017
At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Why it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence.
Insights on Outbound Conference in Atlanta
APRIL 19, 2017
Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling.
Bubble in the Funnel
OCTOBER 20, 2016
Per Healthline Media, an air embolism, also called a gas embolism, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.
Why Social Media Doesn't Work [PowerViews LIVE Highlights]
FEBRUARY 12, 2015
On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing ROI PowerViews Social Media
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
Phone, postal letter, and social media add to the mix. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all.
PowerViews with Koka Sexton: How to Leverage Social Media
AUGUST 14, 2013
Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. It’s been an evolution, he says, as companies began recognizing the power of leveraging social media.
5 Steps to Account-based Marketing Success
JANUARY 13, 2017
Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine.
Marketing Automation is Not Marketing Strategy
FEBRUARY 27, 2014
the HIMMS Media Group, and the Business Information Industry Association. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success.
Social media ROI sucks! (Or, you can prove anything if you send out a survey)
MARCH 6, 2014
Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. After all, content is the “fuel” that drives the social media engine, right? This is hardly a rejection of social media or even Facebook.
Power Opinions - Experts Select Top Three Social Media Tools
JULY 10, 2013
We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once).
How to Leave Voicemails that Generate Results
FEBRUARY 14, 2017
Multi-touch, multi-media and multi-cycle processes multiply results. Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. A wise person once asked: How many return calls do you get when you don’t leave a voicemail?
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
Tactically this can be easier to do within functional groups (inside sales, paid media, etc.).
PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal
NOVEMBER 12, 2013
They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique.
B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return
DECEMBER 27, 2016
A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.
Marketing is More than Automation
AUGUST 18, 2016
Our approach was to build a great database (of 803 hospitals) and use a multi-touch, multi-media and multi-cycle process to have discussions with the specific desired contact and multiply results for our client. Senior executives are much more responsive to a multi-touch, multi-media and multi-cycle approach and a lot less responsive to single media marketing automation campaigns.
The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What
AUGUST 18, 2015
Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers.
B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?
DECEMBER 16, 2016
Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads.
Sales Lead Management Leads to the Most Efficient Media Buy
FEBRUARY 18, 2015
Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.
The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)
MARCH 20, 2014
The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. You know when you get excited about new inbound leads.
PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
DECEMBER 10, 2013
That kind of video can be shared on social media, generating buzz about your company. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology.
Lead Nurturing: Triple Your Marketing Return
JUNE 2, 2016
Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.
Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing
MARCH 13, 2014
Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel.
PowerViews with Jamie Turner: Mobile Marketing Leads the Way
APRIL 30, 2013
He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe.
A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results
JULY 20, 2016
I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. You should experiment with touch cycles and media mix for your solution or service. However, persistence and a mix of media pays off.
Is Anyone Leading Lead Management?
JUNE 15, 2016
Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.
PowerViews with Ruth Stevens: The Science (not the art) of Marketing
FEBRUARY 11, 2014
Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. The amount of data available to marketers today can be overwhelming.
The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B
MARCH 27, 2014
Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. About the hosts: Paul Gillin is a veteran technology journalist and a thought leader in new media.
PowerViews with Tony Zambito: Buyer Predictability
MAY 7, 2013
Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales.
PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’
OCTOBER 1, 2013
Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship.
PowerViews with Kyle Porter: How Can You Sell If You’re Always On?
OCTOBER 29, 2013
They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media.
10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015
JULY 17, 2013
It is expected that 85% of buyer-seller interactions will happen online through social media and video. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
Do you know how media fragmentation works and how to engage consumers across multiple channels and devices? Via Social Media Examiner. Online content in the sales and marketing industries is dynamic and constantly changing.
PowerViews with Jill Rowley: Social Employees Should Connect and Amplify
OCTOBER 24, 2013
In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. A lot of people don’t know how to use LinkedIn.
PowerViews with Anthony Iannarino: Changing Business Models
DECEMBER 18, 2012
What About Little Data and Social Media? He likens it to using social media like a bullhorn to try to communicate with a mass of people all at once instead of doing it the right way and cultivating the intimate relationships that buyers are looking for.
Best of PowerViews: Are You Tenacious About Sales Follow Up?
OCTOBER 31, 2013
For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Initially, social media marketers had to listen to what was being said about them and then analyze it. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly.