Trending Sources

In Marketing Time Is Relative

Increase Sales

However even with shorter attention spans, what is the best marketing times is still “relative.”. Over on LinkedIn Pulse from my ongoing research and the research of others, longer articles receive more views, likes, comments and shares than short articles.  Time in marketing is relative. * * * * *. Time is short or at least business people believe it to be. 

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont. New research shows that this “assumptionitis” is a condition both buyers and sellers suffer from, and it’s far more common than you might think. For example, the research shows more than 70% of buyers ask a friend or colleague for a recommendation. Bridging these gaps to win more business.

Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research. Ask individuals to comment on key findings discovered earlier in the research process. Look for themes in the feedback.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. We have some research to indicate that’s true, and that the statement’s directionally correct. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process. There’s a big difference between what marketing sees as a lead right now, in general, which they often see as someone responding to something we sent out there that was relatively targeted.

Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By

Increase Sales

The road is uneven and relatively narrow. When we examine sales research, we can better understand why so many walk the quick fix path and continue to ignore the sales process path.  Again, the sales research suggests social selling takes time and even more time than many wish to admit. In sales, there are many sales paths. Process. Green vegetation is plentiful along the path.

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KAM Strategy: Analyzing Your Key Account Portfolio

Buyer Insights

KAM Account Development Buyer Insights Buyer Research Competitive Differentiation Customer Portfolio Analysis Customer Relationships KAM Relationship Matrix Key Account Management Preferred Supplier Price Competition Standard Supplier Strategic Supplier Supplier Relations This is key to identifying how you can strengthen your position to become a preferred, or strategic supplier.

Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects

The Sales Hunter

I’ve heard sales people say, “I don’t have the time to research a prospect.” Industry Websites – If you want to be a real thought leader and up your level of value, look on industry websites for industry-specific information that relates to their job and company.  ” That comes from people who believe volume over quality will drive more revenue. 

Get Recognized: 10 Small Business Awards You Should Enter

Vertical Response

It’s a good idea to do some research before diving right into the application. Public Relations Small Business Marketing award nominations Awards business awards company recognition entering awards public relations small business awards small business marketing Awards programs run the gamut. Some are free to enter, while others can cost hundreds of dollars per submission.

The Quest To Become A Strategic Supplier

Buyer Insights

KAM Account Development Buyer Insights Buyer Research Competitive Differentiation Customer Portfolio Analysis Customer Relationships KAM Relationship Matrix Key Account Management Preferred Supplier Price Competition Standard Supplier Strategic Supplier Supplier Relations You don''t just want to be seen as ''simply another supplier''. You want to matter - to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other than lowest price. But just how important are you really to your customers?

Sales lead volume drops 30% on Fridays

Leads360

Recent research from Leads360 looking  at the activities of more than 2,000 sales reps and the leads assigned to them during a six month period, revealed that the volume of leads distributed throughout the week is relatively constant day-to-day Monday through Thursday, but that there’s a surprising drop in total volume starting on Fridays.

The Art of the PR Follow-Up

Vertical Response

You did everything right: Drafted a pitch-perfect press release about something newsworthy, put together a well-researched media list where every contact covers your topic, and sent your press release in a personalized email with a compelling subject line. You’re refreshing your inbox every five minutes to see who’s replied and wants to know more. Nothing. Crickets. Now what? What Now?

New Chapter for the B2B Lead Blog

B2B Lead Blog

Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. Over the next few months, I’ll be starting a business and working on my next book, […] Lead Generation Personal Messages B2B marketing b2b strategy book complex sale lead generation marketing tactics researchImage credit: PhotoDune.

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The Pipeline ? Qualify and Disqualify

The Pipeline

their mission is to provide small and medium size organizations with relative, informative and entertaining business related videos via the internet.  As part of their launch, I was asked to discuss fundamental aspects of sales the audience and put to use easily that will help them improve and maintain sales growth. CNi Rapid Research. Home About The Pipeline. Contest. Search.

Lead Generation: Content among the most difficult tactics, but also quite effective

B2B Lead Blog

Until that time comes, be the resource that they go to while researching solutions to their problems. – Jen Picard, Marketing Director, Bright.com. Counting in: Solid keyword research. Related Resources: MarketingSherpa Lead Gen Summit 2013 – September 30 – October 3, San Francisco. Which of the following lead generation tactics does your organization currently use? Q.

3 PR Hooks for the Holidays – How to Garner More Buzz

Vertical Response

Take advantage of this typically slow news period by amplifying your public relations efforts. Do your research to find out which reporter or writer covered gift-guide articles the previous year, find his or her email address and send them a short, one-to two-paragraph email about why your product is perfect for their specific readership. Throw a fundraising soiree.

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The Pipeline ? What Did You Start?

The Pipeline

They did the usual things, relatively well for the most part, and in relatively the same way. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. February 2012. January 2012. May 2011.

Marketing to the Multitasking Archetypes of Carl Jung

Increase Sales

Every day is filled with new marketing research especially with the ongoing influence of  mobile technology. According to a report on cross-screen engagement released by Microsoft Advertising, Flamingo Research and Ipsos, there appear now to be four common multi-screen pathways to potential customers or consumers.  Each pathway is driven by specific needs. Information. Communication.

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Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont. New research shows that this “assumptionitis” is a condition both buyers and sellers suffer from, and it’s far more common than you might think. For example, the research shows more than 70% of buyers ask a friend or colleague for a recommendation. Bridging these gaps to win more business.

Lead Generation: Who knows the customer better – Marketing or Sales?

B2B Lead Blog

Keyword strategy research. Related Resources: Best in Show: Top takeaways from Lead Gen Summit 2013 – Upcoming October 16 SherpaWebinar. Marketing Strategy customer research Sales sales marketing alignment Tweet I once worked with a field marketing vice president who was calm, cool and collected for every presentation she prepared for. Well, all except one. Let me first say, I am a huge proponent of Sales-Marketing alignment. But today, just for today, let’s vent a little, shall we? We’re among friends, so let’s be honest with each other. We talk to them every day.”.

It’s Time to “Love the One you’re with”

Jonathan Farrington

News: Message just in from Craig Elias, creator of Trigger Event Selling … Forrester Research, OneSource, and myself are sharing how your sales team can win 3/4 of the deals they chase. General Customer Care Customer Focus Customer Relations . Most of the articles and blog posts that I have read recently discuss, in some detail, the need for sellers to raise their game. But how?

How to Pick Keywords That’re Kind of a Big Deal

Vertical Response

Any keywords you use within your website should obviously be related to the content, products, etc. Wondering how to research keywords? Free Keyword Research Tools. Paid(ish) Keyword Research Tools. Other Keyword Research Ideas. Google Related Searches: These are searches that Google will display after a traditional SERP has been displayed. billion.

Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late

B2B Lead Blog

Related Resources: Lead Generation: How 64% of marketers starve Sales of opportunity. Marketing Research in Action: 65% of B2B marketers are not nurturing. Lead Generation lead generation Lead Nurturing Marketing research universal lead definitionTweet The precursor of change is always pain. This tells me they either. have an impressively high pain tolerance, or. What is a ULD?

Sales Strategies: 5 Basics of Insight Selling

Pipeliner

Since buyers can conduct plentiful research on potential solutions to their issues, they no longer turn to salespeople until they’ve got a relatively firm grasp on what their solution should look like. The term insight selling has come about in an era of educated buyers, and is now influencing sales strategies everywhere. Salespeople armed only [.]

Five Keys to Accelerated Lead to Money

OpenSymmetry

Lead to Money process also removes the barriers between Sales and Finance because Finance then has a clear roadmap/understanding into who is being targeted and how sales should be compensated as it relates to meeting revenue goals. The struggle lies with understanding, “what’s in it for me?” Organizations are able to remove these barriers and silos with the help of a Lead to Money process.

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The Pipeline ? ?But we're not IBM?

The Pipeline

Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.  CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. February 2012. August 2011.

The Pipeline ? It's Not Always Easy

The Pipeline

Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. February 2012. January 2012.

B2B Marketing: 4 solutions to the most common challenges

B2B Lead Blog

She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. He develops and guides lead generation program that efficiently and effectively drive revenue for MECLABS Research Partners. Related Resources: Event Recap: MarketingSherpa B2B Summit 2012. Their buying cycle.

The Perfect Close

Your Sales Management Guru

The quality of new sales related books coming out is amazing and The Perfect Close by James Muir is another high quality book to add to your library. And then quickly even on page 32 the author brings further research on developing the proper mindset for selling and closing by discussing several psychologists and their work on changing the minds individuals. You can find it on Amazon.

Four Ways Talent Management Can Help Your Organization

OpenSymmetry

Forrester Research has published a great report that provides details on how HCM solutions , especially talent management applications, are paving the way for higher employee engagement and performance in 2015. Human Capital Management employee engagement Forrester Research hcm rewards sales performance management SPM Talent Management TQM What does this mean for your organization?

4 Questions to Ask Yourself When Creating a Survey

Vertical Response

While it may not relate to your specific goal, it’s helpful in creating a total picture of you customers and prospects. Surveys Tools/Services Create Survey Customer Insight customer insights Effective Surveys Market Research survey survey design Survey Monkey survey tools Surveying Products verticalresponse You know you need to know your customers. Check. Check. Don’t be intimidated.

The Pipeline ? The Upside of Being Measured ? Sales eXchange ? 97

The Pipeline

People often have opinions or views that drive their approach and by extension the sales results.  It therefore follows that if the underlying assumptions or beliefs are inaccurate than so will the resulting approach and related actions, which can undermine their success.  CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email.

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How to Run a Planning Session to Win a Critical Sales Opportunity

Dave Stein's Blog

Of course critical and big as they apply to deals are relative. Big Wins Competition Inside Sales Opportunity Management Research Sales Training CompaniesEarlier in the week I delivered a webinar for Sales and Marketing Management magazine entitled, “How to Run a Planning Session to Win a Critical Sales Opportunity.” For a Fortune 50 it could be $100 million.

ESR Publishes 2011 Virtual Sales Training Report

Dave Stein's Blog

In Q3 2011, ES Research Group, Inc. Relative increases and decreases in virtual versus live training. Measurement Methodology Presentations Research Sales 2.0 conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training.

Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target

B2B Lead Blog

One MECLABS Research Partner related how it tripled its Google AdWords spend and doubled its digital marketing investment, but hadn’t reviewed its ICP in two years. The Research Partner’s marketplace had changed dramatically over the last two years, and it was targeting the wrong people. Consider another Research Partner. Tweet Joe is newly single. they queried.

Would You Pay for Better Customer Service? - Think customers: The.

The 1to1 Media Blog

GfK Research. New research shows the benefits of delivering such valuable customer experiences. Related Entries. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media. Voice Of The Customer. Web Exclusives. The 1to1 Blog. Strategy Speaks Blog. Champion Blog. Web Exclusive Articles. Hoffmans Hot Seat.

You Are Losing New Customers Before You Ever Talk To Them

Fill the Funnel

The truth is that these people who hold the key to your sales success are not at their desks while viewing your emails or even doing research about you or your company. “Most senior executives are using a smartphone to research business products and services” Look at those results. 77% of senior execs used their phone to research your product or service.

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Put Your Hands Up and Step Slowly Away From the Computer.

The Sales Hunter

Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. You’re spending all of your time doing research so you can tell your boss you’re busy.  In the last five years I’ve found more and more salespeople who have cut down the amount of time they spend making sales calls and instead have replaced that time with increased time on the computer. I’m not going to argue the value of doing research on prospects. 

The Missing Link in Customer Centricity: An Engaged and.

The 1to1 Media Blog

GfK Research. Numerous research reports point to customer centricity as a key objective for many companies as they head into 2012. Related Entries. Numerous research reports point to customer centricity as a key objective for many companies as they head into 2012. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. RSS Feeds.

SEO Success Story: How an engineering firm moved from obscurity to the #1 ranking for critical local search terms

B2B Lead Blog

Do your research. Our IT director was very involved, and he wrote the questions related to platforms,” Kelly says. “I am lucky that I have an amazingly collaborative IT director. Do keyword research. GHT’s Web partner conducted keyword research to identify the best opportunities to raise GHT’s profile in search results. Attain buy-in from leadership. Prepare an RFP.

The Pipeline ? Selling to Mr Know-it-all

The Pipeline

You meet him for the first time and he’s done a ton of research. He’s looked up you and your competitors and and thinks he knows all your relative strengths and weaknesses. What was the last thing you bought without researching it first on the web? CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email.