B2b Lead Generation

Making Cold Calls Great Again – B2B Marketing Article

Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness.  One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool.  Every time I get a cold call from a company, I feel it’s a scam. All about trust. Bo Griswold, CEO and Founder of Global Treasure…

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The power of personality profiling – B2B Marketing Article

72% of business buyers expect communications from businesses that are personalised to suit their needs. To connect with your prospects, you need to tailor your communications to their unique needs – as a B2B marketing professional, you likely understand this. But, are you capitalising on every opportunity to develop a deeper understanding of your audience? Segmenting by job role and pain points is a great start, as is enhancing your approach with ‘first name’ and ‘business name’ personalisation. However, at…

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The 5P’s of Successful Sales Prospecting and Closing – B2B Marketing Article

Sell Greatly — the 5P’s featuring Tom Martin We’ve all heard about the 4P’s in Marketing — Product, Price, Place & Promotion — but have you ever studied the 5P’s of Sales? If not, read on and/or watch the quick video in this post. The 5P’s of Modern Selling Like the 4P’s in marketing, the 5P’s provide salespeople with a framework under which they can create an effective sales prospecting, nurturing and closing approach to consistently sell more successfully. Or…

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Personal Branding: What’s More Important – B2B Marketing Article

Before we can answer that, we must define the difference between these two similar but decidedly different adjectives. Personally, I believe the difference between fame and authority is really quite simple. Famous people are known but authoritative people are followed. Tweet This And let me be clear when I say the word followed. I don’t mean following in the social media sense. I mean following in the I pay attention and act based on what you do say or instruct…

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[Infographic]10 Reasons Why You Need A Lead Management Process This Christmas – B2B Marketing Article

As we come up to the end of the year it’s a time for reflection. So cosy up with a cup of cocoa and let’s think about what matters most this holiday season – just how effective is your lead management process? When lead revenue and profit are top of the marketing agenda, the pressure’s on to deliver performance marketing that demonstrates quick-fire success and an impressive ROI. But if the right lead management process is not in place, all…

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The 4 Key Listening Habits of Exceptionally Great Salespeople – B2B Marketing Article

To Sell Greatly, a salesperson has to be relationship first. And the most important skill in building strong, enduring relationships is the ability to be a good listener. Ironically, most of us are terrible listeners. It’s like we completely understand the importance of listening well, but we just can’t bring ourselves to actually do it consistently. Luckily for you, becoming a better listener is something you can absolutely become good at, and in doing so become a great salesperson. Here…

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How-to Map Your Touchpoints for Conversion Rate Optimization – B2B Marketing Article

When marketing budgets tighten, conversion rates are usually the first KPI to come under scrutiny. However, as conversion journeys get more complex and multifaceted to reflect B2B buyer life cycles, the ability to accurately analyze and contextualize your conversion rates can become more complicated. This can result in misdiagnosing the performance of a campaign, leading to missed opportunities to improve, and in some cases, stopping activity unneccassily. This article looks at how to plot, execute and measure your conversion journeys…

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Teaching Your Millennial Salesforce How To Sell Greatly – B2B Marketing Article

We’ve all heard, and maybe experienced, the Millennials’ challenge with face-to-face, interpersonal communication. Sure they can text and converse on social media but “they don’t answer their phones” and “they can’t hold a conversation in person.” Which begs the question, how will their style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make that possible? Let’s face it, people buy from people. And more importantly, what can…

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