|
|
 |
B2B Marketing
Innovation, Guides, Information... |
Content Ideas
Creative, New, Fresh... |
CRM
Operational, Collaborative, Analytical... |
Customer Service
Tips, Training, Phone Skills... |
Finding Prospects
Suscriber Lists, List Brokers, Targeting... |
Internet Sales
Marketing Campaings, Boosting Sales, Opportunities |
Lead Management
Managing, Distributing Leads, Systems... |
Marketing
Strategies, Advice, Online... |
|
|
|
Top Articles
Ratings and Reviews Now for B2B Marketing
[2008-05-02] We've all seen ratings and reviews online, starting way back when Amazon first introduced them. Over the years, they've become a staple of e-Commerce, with online retailers catching on to their impact on conversion rates.
Sales And Marketing Alignment
[2008-04-11] As part of our ongoing series about sales and marketing alignment, Paul Dunay of the Buzz Marketing for Technology podcast and I recently chatted about why B2B marketers should care about lead scoring and how they can get started qualifying and prioritizing leads.
Selling Remnant Ad Inventory
[2008-03-28] ESPN recently decided to stop selling remnant ad inventory via automated ad networks / exchanges.
B2B Marketers Start Measuring Cost-per-opportunity
[2008-03-07] A reader asked me to explain why fewer leads are better and why "cost-per-lead" budgets fail. These are two great questions that have the same fundamental answer: quality first then quantity.
Ten Ways To Convert Your Clicks
[2008-02-15] Won't it be just wonderful that every click that we get on our sites would turns into a customer. Afterall we work hard only to get more customers. Every visitor is a potential customer, so it is important that every click that we get must turn into a customer.
Getting Sales From Forms
[2008-02-01] In the first installment of this series on Forms, I talked about the critical role of usability testing in the development of good Form processes on the web.
Problem Solving and Sales
[2008-01-21] Sales representatives are always told, and often in not so subtle terms, to create a sense of urgency in their prospects.
The Human Touch and Cultivating Relationships
[2008-01-04] In today's commoditized business climate I think what sets companies apart with a complex sale is how well they build and cultivate relationships.
comScore Reports Heaviest Online Spending Due to Procrastinators
[2007-12-28] Apparently there's a flurry of online spending-all by procrastinators and deal-seekers. This is leading to a strong final week of pre-Christmas online shopping. comScore is reporting that online sales are up 25 percent versus a year ago.
Propasal by Social Media
[2007-12-07] Since we launched at Ignite, we've been inundated with prospects that are looking for a social media agency.
Lead Management Tips & Ideas
[2007-11-01] I recently had the opportunity to speak with Tricia Reilly about trends in lead management software.
Think More and Do Less: Questioning the Status Quo
[2007-10-23] Are you too busy to think? Many of us feel that way at times. As simple as it seems, finding time to think effectively is vital to developing a solid sales, marketing and lead generation strategy.
B2B Marketing & Lead Generation via Social Networking
[2007-10-04] Have you dipped your toe in the water of social networking yet? And if not, should you start?
Lead management Far from an Easy Task
[2007-09-19] Companies that adopt effective lead management processes generate more revenue from their lead generation investment and have overall higher close rates on marketing generated leads than those that do not.
Content ideas for lead nurturing and tactics to use
[2007-09-06] When it comes to lead nurturing, I find that many marketers get stuck because they lack enough good content to do it consistently. My advice (if you plan to do it) is to start accumulating content and building your lead nurturing library ASAP.
Tips for Improving Sales Follow-ups & Closing More Leads
[2007-08-02] If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of "leads" doesn't guarantee sales will follow.
Early Stage Leads too important for Sales People Alone
[2007-07-19] The management of sales leads is critical to generating Return on Marketing Investment. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect sales people to catch them.
The Physics of Trigger Events for Lead Generation
[2007-06-21] Most buyers aren't ready to buy when we're ready to sell. This trite but true observation has significant implications when it comes to lead generation.
Tracking Sales Offline
[2007-06-20] Often when I speak to groups, I ask for a show of hands. "How many of you have a shopping cart on your Web site?" Rarely do even ten percent of the hands shoot up.
10 Lead Generation (Prospecting) Tips
[2007-05-23] Sales people often lack the support of a dedicated marketing team that is able to execute lead generation programs on their behalf.
Understanding Needs Does Not Close a Sale
[2007-04-23] This past week I placed 700 cold calls. That's right. Seven hundred. Count ‘em. I have been seeking visionary sales training managers that have interest in licensing new program content (Buying Facilitation or Facilitating Buying Decisions) and it's impossible to find visionaries through mainstream marketing.
Sales Process: Repeat Success And Avoid Failure
[2007-04-05] Good sales people are naturals. They just get on with the job, their customers love them and they keep bringing home the bacon.
Sales Closing Techniques
[2007-03-29] Have you wondered why, despite being able to describe the benefits of the products you are selling, the customer did not buy?
Sales Prospecting & a Targeted Selection Process
[2007-03-22] What's a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them.
White Papers as Prospect Magnets
[2007-03-08] Generating quality leads is a growing challenge for many marketing professionals. More than ever before, legions of marketing materials are competing for the attention of prospects.
|
|
