The LEADSExplorer Blog: Lead generation - Website visitors - CRM - B2B
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Current Feed Content from 27 Aug 08 15:59
Everybody’s Free (to prospect) [To wear sunscreen]
Mon, 25 Aug 2008 18:41:13 +0000Ladies and Gentlemen of Sales… always prospect. If I could offer you only one tip for the future, prospecting would be IT. The long term benefits of prospecting have been proved by businessmen whereas the rest of my advice has no basis more reliable than my own meandering experience. I will dispense this advice now. [...]The 9 hurdles stopping selling
Sat, 23 Aug 2008 21:17:05 +0000There are many hurdles to overcome when selling, not always related to your products or solutions, but related to the people or their function in the company you are selling to. 1. The will hurdle: The lacking of motivation. Even though you have the best solution to the problem or risk, the manager or director is not motivated [...]How to sell at a higher or premium price?
Thu, 21 Aug 2008 19:19:40 +0000Price pressure Selling at a higher price has many advantages. The question is how to achieve a higher price and not getting squeezed in a price war between your competitors? Analyze what the lead really wants As a start you need to know what the probable buyer wants. What are his purposes for the solution and the drivers for the purchase? This requires [...]Is PR getting killed by blogging?
Wed, 20 Aug 2008 18:05:53 +0000If there is smoke then there is a fire: - Brian Solis - Amanda Chapel - Steve Rubel - Robert Scoble - Josh Morgan - Marshall Kirkpatrick - Peter Himler - Mark Hopkins - Mike Volpe - Dan Leach - Chris Apollo Lynn - Keith O’Brien - Digital Vibes - TechAddress - ThreeMinds - Jennifer Leggio - Damien Murphy - Kerry Gaffney - Michael Arrington As many people are talking, questioning or blogging about [...]The gap between Sales and Marketing - CRM and its use
Mon, 18 Aug 2008 19:25:48 +0000Study finds the gap is still there A new global study Closing the Gap: The Sales and Marketing Alignment Imperative by the CMO Council is not only about the gap between Marketing and Sales, but also about the use of CRM. Sales and marketing is still like a “A Tale of Two Cities” or “Sales is from [...]Do images of satisfied people work in B2B advertising?
Fri, 15 Aug 2008 20:36:52 +0000Satisfied people We always wonder if the images of people in an office, completely satisfied of the product they just used is really effective? The typical satisfaction images: - Businessman taking a satisfied laid back position in his chair, preferably looking upwards. - Businesswoman raising her arms in joy and satisfaction, with wide open eyes. Do these images actually work? Do [...]Top 14 power words for email, advertising and communications
Tue, 12 Aug 2008 20:23:19 +0000Problem Your emails or advertising is missing to get answered ? Sales letters not selling ? Ads not getting clicked on ? You want to catch attention ? Power words Use these power words: 1. Free - the best motivator for immediate response. 2. You - People want to know what’s in it for them. 3. Results - What to expect. 4. Immediate - [...]Content for lead generation or to get media coverage?
Sat, 09 Aug 2008 12:30:54 +0000Lee Odden in Online Marketing Blog has a interesting view on content for the right audience. Content can be for lead generation, but also for industry analysts, journalists and bloggers. Content for lead generation The lead generation content is a direct approach to get visitors that buy. This is the most commonly use of content and SEO. That’s straight forward. Content [...]Advertising decrease due to credit crunch or search engines?
Fri, 08 Aug 2008 19:00:19 +0000Recession always brings decrease in advertising In the current recession there is the typical reaction by the decrease in spending on advertising. Tim Bradshaw of The Financial Times reports on the warning from ITV (UK television) concerning the 20% less September advertising bookings, whereas BSkyB in the same market expects a decline of 7-8 per cent in advertising revenue. Apparently [...]How is your B2B blog: Results or waste? Dull or Entertain?
Thu, 07 Aug 2008 19:05:44 +0000Hype 2006 for B2B blogging During the hype in 2006, many B2B businesses started corporate B2B blogging. In 2007 their early enthusiasm went away, due to the low number of readers and the effort it takes. Thus one after the other gave up: the number of B2B blogs has decreased significantly. Currently marketers admit that blogging is failing to [...]Can web services startups do without a VC?
Tue, 05 Aug 2008 18:57:41 +0000No great startup month Apparently there are no interesting startups this summer month (of 2008) as Scobleizer “complains” in his blog post. This view is shared and explained by Rafe Needleman of CNET in his remarks: 1) There are 2 important events coming up (DemoFall and TechCrunch50), that restrict entrepreneurs from launching. These events holds the best companies in [...]The Buyer knows more than the Sales rep.
Mon, 04 Aug 2008 20:52:15 +0000Craving knowledge by the probable purchaser In these days where information on companies, products and solutions is available by just launching a query or is being brought at your attention by a web service, the days are over of the Salesman knowing more than the probable purchaser. The buyer is interested in his problem, thus has investigated [...]The carrot versus the journey - about life and selling
Sat, 02 Aug 2008 19:07:07 +0000School: the first carrot At the start of school they tell you: Do well in school en then you will be have a great future ahead of you. So you work hard until you finish school. Work: more carrots After finishing school: You go to work and they promise you work hard and you will have a big career. So you work [...]Viral marketing in B2B requires emotion too! (Watch videos)
Fri, 01 Aug 2008 18:07:00 +0000Viral marketing can be very powerful but you need to get it right which is only possible by involving emotion. People on pass on viral messages, when they are connected emotionally. Maki on DoshDosh.com references a study of 2007 by the Indiana University that defines 6 types of emotion that can work: 1 Surprise: the first emotion 2 [...]During economic downturn: mass cold calling isn’t the answer
Thu, 31 Jul 2008 17:56:37 +0000Marketing in economic downturn As Mc McIntosh questions about marketing in ‘Some thoughts about B2B marketing during a difficult economic times’, many will pose the same questions how to get more sales. Whenever an economic downturn occurs, many of the sales managers or CEO’s decide to start massive cold calling or emailing campaigns. They need the sales, thus [...]
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