Comments for B2B Sales Pipeline http://www.b2bsalespipeline.com The pipeline lifeline for B2B sales Thu, 20 Nov 2008 20:15:48 +0000 http://wordpress.org/?v=2.2.3 Comment on Don’t Trust Your Marketing Department? - Finally…Sherpa Says It by dcunningham http://www.b2bsalespipeline.com/2008/06/30/dont-trust-your-marketing-department-finallysherpa-says-it/#comment-166 dcunningham Fri, 11 Jul 2008 00:42:03 +0000 http://www.b2bsalespipeline.com/2008/06/30/dont-trust-your-marketing-department-finallysherpa-says-it/#comment-166 While I agree that a proper lead nurturing / lead development process is critical, it's equally important to focus on the right types of measurement. Just as sales should not only be measured on activities alone, marketing shouldn't be measured only on the # of leads they generate. Darren Cunningham http://www.lucidera.com/blog/ While I agree that a proper lead nurturing / lead development process is critical, it’s equally important to focus on the right types of measurement. Just as sales should not only be measured on activities alone, marketing shouldn’t be measured only on the # of leads they generate.

Darren Cunningham
http://www.lucidera.com/blog/

]]> Comment on Don’t Trust Your Marketing Department? - Finally…Sherpa Says It by Dictionary to help sales and marketing people communicate « Jame’s @ Work http://www.b2bsalespipeline.com/2008/06/30/dont-trust-your-marketing-department-finallysherpa-says-it/#comment-159 Dictionary to help sales and marketing people communicate « Jame’s @ Work Tue, 01 Jul 2008 15:33:28 +0000 http://www.b2bsalespipeline.com/2008/06/30/dont-trust-your-marketing-department-finallysherpa-says-it/#comment-159 [...] people aren’t talking to each other or enough. But working with the same definitions. (Thanks Derek for the idea on this [...] […] people aren’t talking to each other or enough. But working with the same definitions. (Thanks Derek for the idea on this […]

]]> Comment on FRIDAY RANT - Anonymous Visitor Capture Alone is Worthless by jameane http://www.b2bsalespipeline.com/2008/06/13/friday-rant-anonymous-visitor-capture-alone-is-worthless/#comment-157 jameane Mon, 30 Jun 2008 17:09:39 +0000 http://www.b2bsalespipeline.com/2008/06/13/friday-rant-anonymous-visitor-capture-alone-is-worthless/#comment-157 I think people get hung up on the Anonymous visitors because it is "cheap lead gen" and easily measurable. When people aren't raising their hands, you can try to track 'em down. (But as you mentioned, it isn't any better than going down the list of Fortune 1000 companies). Sometimes people take the easy way out. I think people get hung up on the Anonymous visitors because it is “cheap lead gen” and easily measurable. When people aren’t raising their hands, you can try to track ‘em down. (But as you mentioned, it isn’t any better than going down the list of Fortune 1000 companies). Sometimes people take the easy way out.

]]> Comment on FRIDAY RANT - Baby Steps in Phone Sales by jameane http://www.b2bsalespipeline.com/2008/05/23/friday-rant-baby-steps-in-phone-sales/#comment-136 jameane Wed, 28 May 2008 01:19:44 +0000 http://www.b2bsalespipeline.com/2008/05/23/friday-rant-baby-steps-in-phone-sales/#comment-136 Good stuff Derek. I'd like to add another note. Take notes on your last conversation with the prospect so you can refer to it on the next time. And put the notes in your follow up note to create the agenda. Include the next steps/goals in the calendar invite. And of course summarize the call. Some of us (like me!) never listen to people, but if you were relatively engaging or picked up my pain points, you can include them in your follow up email/reminder for the the next step and it'll refresh my memory. I know it seems so obvious, but I am a firm believer that every communication is an opportunity to push out your message and I get many follow up emails that don't do that. Eventually I never have a reference point and you are just the annoying John Smith that keeps calling me for no reason! :) Good stuff Derek. I’d like to add another note. Take notes on your last conversation with the prospect so you can refer to it on the next time. And put the notes in your follow up note to create the agenda. Include the next steps/goals in the calendar invite. And of course summarize the call.

Some of us (like me!) never listen to people, but if you were relatively engaging or picked up my pain points, you can include them in your follow up email/reminder for the the next step and it’ll refresh my memory. I know it seems so obvious, but I am a firm believer that every communication is an opportunity to push out your message and I get many follow up emails that don’t do that. Eventually I never have a reference point and you are just the annoying John Smith that keeps calling me for no reason! :)

]]> Comment on FRIDAY RANT - Make a Difference and Make Them Comfortable by jameane http://www.b2bsalespipeline.com/2008/04/25/friday-rant-make-a-difference-and-make-them-comfortable/#comment-77 jameane Mon, 28 Apr 2008 20:48:35 +0000 http://www.b2bsalespipeline.com/2008/04/25/friday-rant-make-a-difference-and-make-them-comfortable/#comment-77 Derek: Good stuff here. I think it is really easy to get "self-centric," and talk all about features. Your developers are so excited about the "feature" and you want to pass the enthusiasm onto your prospect. But the prospect have a thousand things on their mind and tune out. Solving problems always catches attention. The hard thing for me, as a marketer, is to create tools for my sales team to pitch the solutions to those challenges. Especially when my engineers are so excited about the features. :) Getting to know your audience! That's the hard part. Its really easy as long as you continue to think you audience thinks like you...but we all know they don't! Jame Derek:

Good stuff here. I think it is really easy to get “self-centric,” and talk all about features. Your developers are so excited about the “feature” and you want to pass the enthusiasm onto your prospect. But the prospect have a thousand things on their mind and tune out. Solving problems always catches attention. The hard thing for me, as a marketer, is to create tools for my sales team to pitch the solutions to those challenges. Especially when my engineers are so excited about the features. :)

Getting to know your audience! That’s the hard part. Its really easy as long as you continue to think you audience thinks like you…but we all know they don’t!

Jame

]]> Comment on FRIDAY RANT - I Love Adam “Roud” - The Importance of Competitive Intel by This isn’t Competitive Intelligence | The Confidential Resource http://www.b2bsalespipeline.com/2008/03/21/friday-rant-i-love-adam-roud-the-importance-of-competitive-intel/#comment-56 This isn’t Competitive Intelligence | The Confidential Resource Mon, 24 Mar 2008 14:12:24 +0000 http://www.b2bsalespipeline.com/2008/03/21/friday-rant-i-love-adam-roud-the-importance-of-competitive-intel/#comment-56 [...] interesting post on B2B Sales Pipline: Adam…asked a pricing question about an application component that could not be purchased [...] […] interesting post on B2B Sales Pipline: Adam…asked a pricing question about an application component that could not be purchased […]

]]> Comment on FRIDAY RANT - I Love Adam “Roud” - The Importance of Competitive Intel by jameane http://www.b2bsalespipeline.com/2008/03/21/friday-rant-i-love-adam-roud-the-importance-of-competitive-intel/#comment-55 jameane Fri, 21 Mar 2008 18:03:24 +0000 http://www.b2bsalespipeline.com/2008/03/21/friday-rant-i-love-adam-roud-the-importance-of-competitive-intel/#comment-55 Hi Derek -- just had to leave a comment. A few years ago, when I was in sales, I did the same thing. Well I sent over a web request to get pricing info. I used one of my personal email addresses, via my dotmac account. And of course a fake name for a sole-proprietorship. When the sales rep called me back I offered up my requirements and so on related to my dad's business (he has a small business, and come to me for IT advice on the regular). There wasn't anything crazy about my request. Well the next day I got an evil email/phone call from that sales rep. He googled me and found a quote in a press release, accused me of pretending to work for Apple with my x@mac.com email address and decided to berate me. I found it pretty rude. In fact he could have either been nice, or ignored my web request outright. Apparently this really irked the guy that I had the nerve to fill out a webform with a consumer email address. I agree, right now it is really easy to find detailed info on people. I recommend to everyone. Google, look up on Linked In etc everyone you are dealing with. Company names, URLs, and people. Who knows, the factoid you uncover might help you win! I think that company I contacted went out of business. I think it might have been related to having unfriendly sales people. Hi Derek — just had to leave a comment. A few years ago, when I was in sales, I did the same thing. Well I sent over a web request to get pricing info. I used one of my personal email addresses, via my dotmac account. And of course a fake name for a sole-proprietorship. When the sales rep called me back I offered up my requirements and so on related to my dad’s business (he has a small business, and come to me for IT advice on the regular). There wasn’t anything crazy about my request.

Well the next day I got an evil email/phone call from that sales rep. He googled me and found a quote in a press release, accused me of pretending to work for Apple with my x@mac.com email address and decided to berate me. I found it pretty rude. In fact he could have either been nice, or ignored my web request outright. Apparently this really irked the guy that I had the nerve to fill out a webform with a consumer email address.

I agree, right now it is really easy to find detailed info on people. I recommend to everyone. Google, look up on Linked In etc everyone you are dealing with. Company names, URLs, and people. Who knows, the factoid you uncover might help you win!

I think that company I contacted went out of business. I think it might have been related to having unfriendly sales people.

]]> Comment on Friday Rant - Technology as a Silver Bullet by Life Insurance blog http://www.b2bsalespipeline.com/2007/10/05/friday-rant-technology-as-a-silver-bullet/#comment-32 Life Insurance blog Sun, 09 Mar 2008 18:45:00 +0000 http://www.b2bsalespipeline.com/2007/10/05/friday-rant-technology-as-a-silver-bullet/#comment-32 <strong>Learn facts about the life insurance industry...</strong> Information on the life insurance industry... Learn facts about the life insurance industry…

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]]> Comment on FRIDAY RANT - Doing Me a Courtesy, or Why Everyone Should Have 1 Sales Job by Health blog http://www.b2bsalespipeline.com/2007/11/02/friday-rant-doing-me-a-courtesy-or-why-everyone-should-have-1-sales-job/#comment-31 Health blog Sun, 09 Mar 2008 18:39:33 +0000 http://www.b2bsalespipeline.com/2007/11/02/friday-rant-doing-me-a-courtesy-or-why-everyone-should-have-1-sales-job/#comment-31 <strong>Gain back your health...</strong> Information on how to stop smoking... Gain back your health…

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]]> Comment on The Lottery Theory of Lead Prioritization? by daleu http://www.b2bsalespipeline.com/2007/10/03/the-lottery-theory-of-lead-prioritization/#comment-3 daleu Mon, 05 Nov 2007 23:12:47 +0000 http://www.b2bsalespipeline.com/2007/10/03/the-lottery-theory-of-lead-prioritization/#comment-3 Derek, I'd like to add a category; Those prospects that generated a Self-Service Budgetary Quote 10 seconds ago...now THERE'S a winner! Dale Derek,
I’d like to add a category; Those prospects that generated a Self-Service Budgetary Quote 10 seconds ago…now THERE’S a winner!
Dale

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