Tag Archive

Tag Archives for " customer-centric "
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Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

The most important factor to keep in mind when creating your landing page is your prospects’ motivation as highly motivated prospects can make for highly motivated leads. The caveat here, however, is the prospects who are not highly motivated are the ones you need to worry about convincing. Discover two questions every marketer should ask themselves about prospect motivation.

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3 Important Lessons for Lead Generation and Life

People look to Brian Carroll, Executive Director of Revenue Optimization, MECLABS, as an expert at lead generation because he wrote a book and speaks about it. But even he is constantly learning and constantly discovering how much more he has to learn. Read on for three important lessons for lead gen that Brian has discovered from his experiences in 2013.

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Sales and Marketing: The technology behind CRM

For a complex sale, CRM technology can make the difference between a customer moving up through the marketing-sales funnel to completely falling out. Many companies use more than one vendor for their CRM needs, as sometimes Marketing and Sales can require different specific needs. See how marketing automation technologies may offer some companies another option if they are working with multiple CRM software pieces.

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3 Steps that Helped Skyline Exhibits Increase New Product Sales by 18%

During the economic downturn, most companies were scaling back and avoiding risk, Skyline Exhibits, a global trade show exhibit company, decided to go the opposite direction and invest in innovation. It was a smart move, considering that Skyline: Became the smallest company ever to win the Product Development and Management Association’s prestigious Outstanding Corporate Innovator […]

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Lessons from my time as a B2B marketing coach

I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. (You can read more about who attended here.) Frankly, I don’t know who walks away more enlightened – the marketers […]

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BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’

Brian Carroll was interviewed by Phil Dobbie, BNET and CBS News. Brian reveals how to execute the kind of engaging lead-nurturing conversations that result in more and better-selling opportunities. Listen here, or review key points by following these timestamps: -21:20 How can salespeople strike the perfect balance between nurturing existing leads and getting more sales […]

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Lead Generation Check list – Part 3: Develop your Ideal Customer Profile

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team. […]

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Lead Generation Checklist – Part 1: The Mindset: Conversations, not campaigns

Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. Over the next few months, I want to offer you a […]

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8 Tips for generating high quality leads that sales people love

Ask most executives and marketers what salespeople need to sell in this economy and they will say, “more leads.” So their marketing and lead generation focuses on getting MORE leads to their sales team. But do you know how many of your leads are actually impacting the sales pipeline? We’ve done numerous lead qualification programs […]

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Lead Nurturing is Walking the Buying Path with Your Customers

Are you doing lead nurturing to help your customers walk their buying path? A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is such an […]

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Stop doing random acts of demand generation

I don’t know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it’s vital for us to think before we execute. It’s not about doing more campaign activity… it’s about […]

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Announcing the B2B Roundtable Podcast

I’m hosting a new podcast show called B2B Roundtable Podcast. The show will focus on Advice + Inspiration for Marketing & Sales Leaders We’ll bring you actionable B2B marketing and sales lessons to help you get better results and drive growth. I’ll be interviewing the marketing and sales thought leaders on topics from B2B marketing, […]

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Using thought leader content as a lead generation tool

Demonstrating your expertise gives you an edge to combat commoditization by attracting more business and proactively building your reputation. This is especially important in generating positive word of mouth (WOM) too. As an expert, people and companies will seek you out when they have problems. You’ll evolve from a vendor that is simply selling products […]

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