Lead Generation, Nurturing, Scoring and Management
According to Morgan Stanley, 30-40% of the revenue and over 50% of technology company profits come from recurring revenue- and that number is even higher for SaaS/XaaS organizations. From 2012-2014 “cloud billing” will grow by about 35% Given it’s importance, one would expect that companies depending on recurring revenue would have that re-sell process firmly …
Are you frustrated that you don’t ever seem to hear your sales reps on the phone? You are not alone. Get on the Phone by John Barrows
Looking for a round up of short, compelling summaries on what’s what in B2B? Check out this list: Five B2B Digital marketing Mistakes You Don’t Know You’re Making Five B2B MarCom Strategies to Increase Sales Now 5 B2B Lead Generation Techniques that Actually Work 5 Reasons to Use Voicemail to Reach the B2B Buyer 5 …
With all the choices available, finding a way to connect with B2B buyers has never been more challenging. Traditional offline choices such as business publications, trade shows and direct mail are expensive media choices and (other than direct mail) not targeted enough for most needs. Online choices like email, PPC and search engine marketing are …
5 Reasons to Use Voicemail to Reach the B2B Buyer Read More »
I feel like a Traitor. After 20+ years in sales, believing that a rep who couldn’t do their own teleprospecting was a useless as tits on a bull, I’ve recently been forced to concede that for B2B, in this day and age, teleprospecting might be better managed by marketing. This blog recently ran a post …
10 More Reasons to Change the Way Sales Tele-Prospects Read More »
Sales will be much better off when they get teleprospecting help from Marketing. Marketing needs to drive higher quality leads and nothing improves lead quality like a telephone conversation. Sales needs to use outbound calling more effectively and nothing warms up that first live connection like a contact who knows who you are and already …
This is about hidden or ignored problems that are killing your results.. Why is our campaign failing? There are lots of reasons why a marketing campaign can fail to deliver the intended responses from a business audience. But over the last ten years, working with B2B companies on literally hundreds of event registration, lead generation …
Unless Your sales team meets all or most of these conditions Is very junior Has nothing better to do Is only paid by salary Is not held to quotas Is actually a customer service group in disguise Your sales team is about as likely to spend their time conscientiously making your event recruitment or other …
No one doubts the importance of personalization in both consumer and business to business marketing. In fact, it seems to me that with the use of event triggered emails and entire nurturing programs that are created to provide just the right content for an individual during their B2B buying journey, our ability to customize content …
Underestimating the damage caused by an out of date and duplicate riddled database is the most frequently made and damaging mistake. If I had ten bucks for every time I’ve heard a client admit that their database is lousy, I probably wouldn’t quite be able to retire yet, but I’d sure have a lot …
