As the technology economy recovers, tech marketers in 2004 will be more focused on lead generation, measurement and finding new niches and services for customers, according to recent reports on IT marketing trends. This was found during a recent study of 359 technology executives by Bitpipe and Sam Whitmore’s Media. The study of 359 tech […]
Continue readingAccording to a recent study, lead generation is the number one goal of websites. I recommend this Case Study from MarketingSherpa.com (despite being e-commerce in nature) because the concepts explained will help you improve your websites lead generation results. Palo Alto Software Raises its Sales Conversion Rates from 1.01 to 2.39 with Site Design Tweaks […]
Continue readingMac just published an article in his e-newsletter on defining a qualified lead. You may think you know what a qualified sales lead is, but if you asked your salespeople and corporate executives, would they have the same definition? Mac McIntosh’s newsletter for business-to-business sales & marketing professionals: Do you know a qualified lead when […]
Continue readingAre you having trouble justifying your Marketing plans and budgets to the CEO or CFO? Are they looking for accountability and results? Are you interested in increasing your value to the company and thereby increase your pay and bonus? Listen to archived live recording of this 1-hour teleseminar by Guy Powell, Author of Return on […]
Continue readingSometimes big companies seem like impenetrable fortresses. If you’re like many sellers I know, you’re stumped by the “Who do I call?” question – especially if you don’t know anyone who works in the account. In checking out their website, you discover info on the top-level corporate officers, but still don’t have a clue who’s […]
Continue readingI enjoyed this article because it touches on a matter that few if any leaders will talk about. The article is called “All of Us Are Stuck on Suck-Ups” I encourage you to read it. We all hate suck-ups. So why do we surround ourselves with them? Read this article to find out… Fast Company […]
Continue readingI met with a client today and the subject of trigger events came up. They look for companies that have an executive leadership opening or an active search in process. Job openings are trigger events or they are a leading indicator that a bigger trigger event is about to happen. Job postings are created during […]
Continue readingHave you ever wondered why some sales happen twice as fast as others? This is a true story. I’ve changed my friend’s name because she didn’t want her competitors to know what she was doing and she is busy like all of us. Let’s call her Kristin. Kristin, a marketing manager, works for a B2B […]
Continue readingI enjoyed this little blurb in Fast Company. The conversation is the relationship. Here’s how to make them count. Fast Company | You Talking To Me?
Continue readingMy friend, Jill Konrath, wrote an article about how to create a strong value proposition. I posted a link to a free recording that you can listen to from your desk. Jill writes, “most companies have lousy value propositions. A strong value proposition is the only thing that captures the attention of stressed out, decisionmakers. […]
Continue readingTips from Jeff Thull author of “Mastering The Complex Sale: How To Compete And Win When The Stakes Are High!” Jeff’s book is on my Amazon reading list. I talked with Jeff today about book and he’s currently working on his next book – it sounds good! Jeff will be personally sharing his insights with […]
Continue readingGreat advice about connecting with decision makers. Compel decision-makers to make an appointment by Jeffrey Gitomer – Sales Moves – bizjournals.com
Continue readingCool – Seth Godin has a free ebooklet avail on Amazon for download. Seth’s Blog: Free ebooklet! Click here to go to Amazon site to download it
Continue readingI enjoyed this article about building a relationship with your potential customers. This is a must read for IT consultants. A Revolutionary Marketing Strategy …Trust MeBy Andrew Neitlich
Continue readingGreat day – Full house 40 people- warm fire – 2 turkeys and Filipino food – football – talking about old times and what’s next – kids laughter – new babies – watch football – nap. I admire my wife’s family – many who are first generation immigrants from the Philippines along with friends from […]
Continue readingBottom line: Most advertising agencies don’t know how to generate qualified leads. I want more ad agencies in the B2B lead generation business. To do this would require an agency to change their mindset. It’s thinking of marketing as a conversation (that is valuable to the customer) not as a campaign (more on that later). […]
Continue readingLetterman couldn’t provide me with a better top-10 so here’s a list from the folks at CustomerThink A study of 1,535 professionals by CSO Insights in cooperation with CRMGuru.com, uncovered a wealth of insights in to the challenges sales forces are encountering today. The Top 10 trends for 2004 are… 1. It is all about […]
Continue readingIDC’s published a study on tech marketing benchmarks for budgets. IDC surveyed over 100 of the largest tech vendors and compiled a database that represents approximately $400 billion in total revenue and over $11 billion in marketing spend. Top 5 mandates in 2004 from CEO’s at these technology marketing companies are: Provide consistent ROI measurement […]
Continue readingA few weeks ago I did a presentation with a Cheryl Hatlevig of Sopheon on Lead Generation Strategies for the Complex sale. We focused on strategies and tactics you can put into practice immediately and improve ROI. You can watch the archived webcast at your desk now. All you need is your browser. When you […]
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