I saw the the US-based sales Lead Management Association announced the 50 most influential sales lead management professionals. One to keep for reference. It includes people from software providers such as Salesforce.com and Eloqua; publications such as BtoB magazine and consultancy firms such InTouch
November 2009 Archives
Watch this video if you get chance. It's a good example of an organisation that uses video effectively to communicate a powerful message without doing very much except dancing and smiling. It's not an expensive production, although given that everybody in the hospital was involved, it clearly took a lot of planning and organisation.
This is an interesting blog post from MathMarketing. I particularly like the way they break down the map of the buyers' jouney and align it with the sales process. It's a lot more granular than usual.
Buyer's Journey | Seller's Journey |
Untroubled and unaware | Find new names |
Position in category | |
Identify problem | |
Acknowledge pain | |
Qualify and prioritise | |
Define needs | Establish credentials |
Define needs | |
Receive proposals | Propose solution |
Select vendors | Prove concept |
Select single vendor | Defeat competition |
Obtain management approval | |
Engage | Obtain contract |
Deliver | |
Grow |
Interesting list of ways that B2B Buyers can be alienated.
The guys at Velocity, a B2B Marketing Agency, have outlined a few predictions for B2B marketing. I've listed the obvious things below, but take a look at the full list for some of the less obvious things.
The more obvious predictions:
The more obvious predictions:
'Content Marketing will go from strength to strength
It's a buzzword but not a fad (because it works). But response rates will fall due to 'mutton dressed as lamb' eBooks.
Web video will become a B2B staple. It's such a good way to tell a complex or abstract story - and it's so easy to do.
The whole social thing will calm down a bit. Settling into its valuable place in the mix -- just not the whole enchilada.
Lead nurturing will ramp up It should take off like a rocket but marketers are still scared of salespeople...
Marketers who get good at Google Analytics will get all the girls (or boys)
Analytics will move to the centre of the B2B marketing world'
