B2B Conversations Now

Have you noticed all of the “free trial” offers in the B2B space lately? Since most of my work is in the Information Technology space, I see dozens of websites daily that aggressively push both software and hardware trials; even for six figure data center type products. My favorite is the “30 day software” trial with no guaranteed results.

The problem is, trials take a potential customer’s time and effort. Time is money.  Effort is lots of money.  Figure out a way to make your trial compelling by focusing on results the client will achieve with the trial.

How about this: you can try our XYZ product for 30 days AND until you generate N results.  If they customer has used the product for 30 days but has not achieved the desired results, the trial continues.  This limits the customer’s resistance to entering into the trial because if they expect to be busy for the next couple of weeks they will opt out.

Have you created a successful trial offer (non-consumer only)? Let us know

Tags: B2B Marketing, B2B Sales by daleu
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In Part 1 of this discussion we were trying to define a Sales Ready Lead. My contention is that it is anyone who may purchase your product or service now, or in the future. Our dilemma is how we filter out those that may possibly buy (nothing is certain). Here is a technique that served me well during my years as a sales person in the IT hardware/software business.

Ask the Golden Question

Yes, there is a Golden Question that you (or your nurturing flow process) can ask to determine if the prospect should be pushed to sales. The question, however needs to appear as a personal note to the prospect, not a computer generated message. Ideally, it should come from the sales team themselves (or an inside rep) and should be delivered within minutes of the initial contact. [Read more →]

Tags: B2B Marketing, B2B Sales by daleu
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