5 Motivational Techniques You Need to Know for Better Lead Generation

The top three trends in the world of B2B sales today are: social selling, account-based marketing and sales development technologies. According to Inside Out’s 2016 CXO Benchmark Study, 3 out of 4 executives said that social selling techniques are having the biggest influence on their marketing strategy. In addition, 70% said they are implementing account-based marketing practices, while two-thirds highlighted the need for sales development platforms. And a fourth factor all have in common is that managers recognize the need to motivate their sales teams to successfully use these new platforms.

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Part 2 | Account Based Marketing (ABM): Lead Development--Quality, Not Quantity

Don’t Wait for Buyers to Find You -- Go after them with ABM!

PART TWO: PERSONALIZATION, MEASUREMENT, AND TEAMWORK

Account Based Marketing (ABM) aims to personalize the approaches to individual accounts -- 75% of customers prefer personalized offers. With an ABM methodology, personnel in marketing work in tandem with those in sales to identify key prospects, and then together construct personalized programs and messages targeted to specific accounts. This “personalization” (emails, websites, and calls-to-action) enables potential customers to perceive value for your product, as it aligns with their business goals.

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Part 1 | Account Based Marketing (ABM): Lead Development--Quality, Not Quantity

“Don’t count the people you reach; reach the people that count.” ~ David Ogilvy

PART ONE: ABM, WHAT IS IT?

“ABM!” … “Account Based Marketing” is the most talked about thing right now in the B2B world. Yet, ABM has been around forever. “I was using basic ABM principles at Dell 25 years ago,” said John Ellett, CEO nFusion. So, what changed? What’s making the old ways the innovations of today?

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Sales Acceleration Confessions From a Business Leads Expert

Sales veteran Jim Lochry, SVP for corporate development at ConnectLeader, knows how to win. In order to become successful, Jim had to learn the art of understanding a customer’s problem, mapping their need to a solution, and then demonstrating how to deliver a tangible ROI. Jim’s sales pedigree can be traced from his work at such large companies as Oracle, and for such start-ups as Versant, Extricity and Peace Software.

As Jim sees it today, the key to better sales is arming sales and marketing teams with more effective technologies to communicate with their customers. Marketing automation solutions which work with CRM systems, are a usual area of investment. But, “the more important investment,” Jim says, “is on giving salespeople better tools through sales acceleration technologies that drives qualified business leads, reduce sales cycles, increase top line revenue, and bottom line profitability.”

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Inbound Marketing: Content is King & Outbound Marketing: Conversation is a Deity

For the last five years, inbound marketing has been in the limelight because it's aligned with the “Content is King” theory. Operating as part of a CRM system/process, inbound marketing delivers a valuable and steady stream of information to prospects in order to monitor engagement and predict the most opportune time to call.

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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