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NOVEMBER 12, 2015

Believe it or not, there are B2B models once again rearing their ugly heads that believe salespeople are unnecessary. What is prompting the increase in these B2B models is technology and call centers. Of course, there are other B2B businesses that believe customer loyalty is to the business and not the salespeople.

Lead Rank 70

Lead Rank B2B Infusion Ideal Customer Profile 70

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JANUARY 3, 2012

Over six years ago I faced the challenge shared by many small business owners of business to business (B2B) marketing where my efforts would engage the emotions and create value for potential buyers (think prospects) so that could realize a tiny portion of market share. Credit www.sxc.hu. Social Media not including blogs – 74%.

Lead Rank 96

Lead Rank Lead Scoring B2B Marketing 96

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JANUARY 4, 2012

Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. When engaging in traditional business to business (B2B) marketing, the seller usually has a fairly good idea of when he or she met a particular buyer (prospect or potential customer).

Social Media 101

Social Media Sales Cycle Media B2B 101

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JUNE 26, 2013

Marketing B2B business to consumer Debbie Laskey marketing tool social media social media channels Twotter stream' Since 2002, Debbie has served as a judge for the Web Marketing Association’s annual web award competition. Follow Debbie on Twitter ( [link] and Facebook ( [link] ), and visit her blog at [link]. Share on Facebook.

Social Media 159

Social Media Media B2C Tools 159

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NOVEMBER 11, 2016

Yesterday I attended an early morning local B2B networking event. Clueless about B2B networking protocol. The host asked everyone in the room to just state his or her name and his or her business. He emphasized not to give a 30 second introduction because there were over 30 people at this event.

Networking 144

Networking Lead Rank Lead Scoring Discount 144

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DECEMBER 15, 2014

I truly believe this is the case for the majority of B2B sales for 97.7% These B2B sales are not complex with multiple decision makers. Sales B2B sales business action plan Marketing marketing actions sales objections sales skills small businesses' Peter Drucker believed that well done marketing made selling effortless.

Objections 128

Objections Decision Maker Small Business Small Business 128

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SEPTEMBER 9, 2013

LinkedIn is well known as a B2B social media site for small business professionals. Members build their B2B networking communities, potential sales leads, etc. Marketing B2B LinkedIn introduction message LinkedIn invitation LinkedIn summary sales leads small business professionals' Share on Facebook.

LinkedIn 151

LinkedIn Small Business Small Business Social Media 151

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AUGUST 28, 2013

Possibly no where is there more job role confusion than in B2B sales for small businesses to even Global Fortune 500 firms. Researching sales leads, establishing connections through social media sites such as LinkedIn to building relationships are all part of B2B marketing. Welcome to job role confusion in the 21st century.

Small Business 137

Small Business Small Business Social Media B2B 137

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OCTOBER 27, 2014

To take one of these 3 actions: (1) Ask for a one on one meeting (B2B); (2) Walk through your brick and mortar store (B2C); (3) Visit your website or Internet store (B2B or B2C). Build a relationship. The goal of marketing is also two fold. Make a friend. When done well, successful marketing. Creates urgency in the buyer.

B2C 158

B2C Marketing Facebook B2B 158

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OCTOBER 3, 2014

LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world. small business B2B networking business to business networking LinkedIn on LinkedIn sales leads small business owners social media marketing'

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

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AUGUST 26, 2013

Going to B2B networking events is doing. Sales B2B networking Be the Red Jacket Marketing sales process sales processes selling trust' The majority of sales processes comprise two separate phases even if the sales process has sequential steps. Phase I is marketing and marketing is all about doing. Writing this blog is a doing action.

Sales Process 173

Sales Process Referrals Networking B2B 173

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APRIL 4, 2014

Time strapped business to business (B2B) small business owners and sales professionals continually look for less time draining solutions as they prospect for new sales leads. In these efforts, many use social media sites geared to other B2B professionals. Share on Facebook.

LinkedIn 131

LinkedIn Ideal Customer Profile Small Business Small Business 131

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JANUARY 6, 2014

Invest 20 minutes per day prospecting through LinkedIn if you are engaged in B2B. Marketing B2B business to business networking event increase sales LinkedIn marketing goals marketing resolutions' This one page social media plan may also support you in your marketing resolve. Share on Facebook.

Marketing 133

Marketing Direct Mail Social Media Networking 133

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OCTOBER 4, 2016

This week I will be attending a monthly B2B networking event, traveling with another colleague who invited me to a business breakfast; meeting another colleague for breakfast and then working and meeting with several clients. And is 100% false as most people admit to wasting 12 minutes a day or 1 hour a week.

Marketing 152

Marketing Campaigns Travel Referrals 152

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OCTOBER 10, 2013

LinkedIn introduction messages are great tools for those engaged in business to business (B2B) sales or selling. Marketing B2B business growth LinkedIn introduction messages LinkedIn profile sales leads SMB Top Sales World' Check out Leanne’s article in Top Sales World October Issue -. Share on Facebook.

LinkedIn 145

LinkedIn Leads Marketing Qualified Lead Ideal Customer Profile 145

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AUGUST 8, 2014

The purpose of this buying behavior is for local citizens to support local small businesses from restaurants to retailers to financial institutions to even B2B firms that provide solutions (products and services). Other SMB businesses both in B2C and B2B hiring vendors outside of Northwest Indiana.

Small Business 139

Small Business Small Business B2C Retail 139

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DECEMBER 16, 2014

This morning I just read another article about the future of sales training in which they quoted the publisher of Selling Power that by 2020: “80% of all B2B transactions will be automated” “11 million lost jobs in sales” I always find these statistics interesting in that 97.7%

Training 141

Training Social Media Ideal Customer Profile Small Business 141

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JULY 19, 2013

91% of B2B marketers use content marketing. B2B companies that blog generate 67% more sales leads per month. 87% of B2B marketers use social media to distribute content. Billion will be spent on content marketing, video marketing and social media in 2013. 62% of companies outsource their content marketing.

Leads 158

Leads Marketing Qualified Lead Social Media Inbound 158

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AUGUST 11, 2014

With the ideal customers (buyers) now firmly in charge, B2B firms be them micro small to the Fortune 100s who ignore this change in dynamics is as John Miller of Scribewise states is engaged in “malpractice marketing.” As in selling phase of the sales process, this is not the time to bring out the ME (massive ego).

Marketing 112

Marketing Social Media Education Channels 112

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OCTOBER 15, 2016

To expect to earn the sale on the first meeting is rare especially in the B2B marketplace. This past week I attended an early morning B2B networking round table event. Simply speaking without follow-up, sales success will not happen. What is even worse, is the lack of follow-up by salespeople. 80% of sales require five follow-ups.

Follow-up 70

Follow-up Hubspot B2B Networking 70

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MARCH 24, 2014

Even though this report was for retailers, much of the information is appropriate for those engaged in business to business (B2B). Marketing B2B ideal customer profile increase sales sales leads small business coaching smb marketing strategic action plan' Human nature appears to be very much evident with SMB marketing. Add to Skype.

Ideal Customer Profile 114

Ideal Customer Profile Skype Marketing Small Business 114

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SEPTEMBER 14, 2013

Many B2B sales professionals post discussion after discussion using a link to their latest blog posting. Marketing B2B sales professionals emotional intelligence increase sales LinkedIn groups sales training coaching small business owners social networking' Take LinkedIn discussion groups for example. Share on Facebook.

Networking 129

Networking Hiring Small Business Small Business 129

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DECEMBER 28, 2016

How many times have you heard salespeople say “I help” when engaged in sales prospecting at B2B events? Then they go on and on and on about how they help. When words are overused, they are like water off a duck’s back. This differentiation starts with finding new sales behaviors.

Facebook 109

Facebook B2B Competition Conversion 109

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NOVEMBER 3, 2015

LinkedIn when used with the right business ethics, the right B2B marketing strategies and the right B2B marketing tactics can increase sales. She was not concerned about establishing a mutually beneficial relationship as she indicated in our telephone conversation. No she was 100% about making sales pitches.

LinkedIn 70

LinkedIn Top of Funnel Webinar Metrics Ideal Customer Profile 70

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JULY 12, 2013

This particular study looked at not only keywords, but phrases in six (6) key industry areas: B2B publishing. B2B events. What this meant was the inclusion of “foo” as a keyword in the subject line delivered a 22.4% The industry average was 20%. B2C publishing. B2C events. Retail & eCommerce.

B2C 125

B2C Email Marketing Retail Study 125

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JANUARY 2, 2017

In spite of all the hype about technology and salespeople becoming obsolete, people in the marketplace be it B2B or B2C still buy from people they know and trust. ” Finally, some other research Professors Soutar and Sweeney for brick and mortar stores can be applied to B2B marketplace.

B2C 86

B2C Vendor Intent B2B 86

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JULY 26, 2017

Then there are those salespeople who at B2B networking events tell everyone their ideal customer is anyone with a pulse. Buy a list, send out direct mail pieces and reap the rewards. Of course the research suggests if the business receives a 2-3% response that is good. Messages like this are smaller examples of spray and pray marketing.

Social Selling 145

Social Selling Direct Mail Retention Facebook 145

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FEBRUARY 22, 2017

LinkedIn for B2B professionals does matter. Content marketing for B2B is a proven marketing method for attracting attention and beginning to build relationships. #3 For the last few years I have been conducting my own private research and learned, at least for me, the top 5 reasons why people ask to be connected. #1 1 Engagement.

LinkedIn 86

LinkedIn Referrals Policies Social Selling 86

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JULY 16, 2016

A recent survey by Corporate Executive Board suggests 57% of the B2B buying decision is made before ever contacting the seller. This presumption of ignorance is a key barrier by both B2B and B2C salespeople seeking sustainable sales success. Isn’t it quite foolish for salespeople to presume their potential buyer is uneducated?

Education 70

Education Buyer Real Estate B2C 70

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OCTOBER 5, 2016

Sales strategies abound in today’s B2B and B2C markets. In many instances, the larger firms are ahead of the flow when it comes to including a new sales strategy into their sales playbook. Smaller firms especially those with under 50 employees lack the exposure to many of these up and coming ways to increase sales.

Strategy 152

Strategy B2C Twitter LinkedIn 152

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AUGUST 14, 2015

Most B2B professional recognize the value of LinkedIn for prospecting new sales leads. Each of us as B2B professionals have a personal responsibility to be ethical in all of our actions including prospecting. For many this has been the increase sales gift that keeps on giving. Credit www.gratisography.com.

LinkedIn 70

LinkedIn Prospecting Referrals Ideal Customer Profile 70

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DECEMBER 14, 2016

Possibly the reason for this oversight is because LinkedIn is considered for those selling or working in B2B industries. Yet upon review of the ideal customer (potential listing client or buying client), probably he or she is directly or indirectly connected to B2B industries.

Real Estate 70

Real Estate Webinar Metrics Ideal Customer Profile Social Media 70

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JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). Even if we accept that B2B salespeople with under $500 million share similar wants, there is still a big disconnect.

Small Business 152

Small Business Small Business Outbound Inbound 152

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DECEMBER 2, 2016

Social media has taken front and center stage in the B2B marketplace. Yet from my experience in working with B2B salespeople and SMB owners this word is dramatically missing. How many times do you receive an invite from LinkedIn and just accept it?

Social Media 70

Social Media Media Face-to-face LinkedIn 70

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JULY 29, 2016

This is true for both B2C and B2b sales leads. With additional research from the Corporate Executive Board suggesting 57% of the B2B buying decision is made before talking to any salesperson confirms how the sales funnel has evolved. Today’s buyer is more educated and more self directed in his or her solution research.

Top of Funnel 70

Top of Funnel Funnel Transportation Education 70

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MAY 10, 2016

Even though LinkedIn is for B2B professionals, it is also a good platform for B2C. B2B professionals who actively use this site will automatically check other professionals they meet or are exposed to as in my case with this realtor.

LinkedIn 70

LinkedIn Competition Social Media Hiring 70

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AUGUST 29, 2016

Staying focused and energized in the B2B and B2C marketplaces is an ongoing challenge. Make phone calls to sales leads, leave voice mails and send emails. Do not receive returned calls, do not receive new calls and do not receive returned emails.

Top of Funnel 86

Top of Funnel B2C Funnel Facebook 86