B2B Conversations Now

The Jim Logan RevenueNow! program is in full swing and I must say that so far I like what I see. Without giving away too many specifics, let’s just say that within a couple of days I feel like we finally got our message right and are now building on it.

We originally built EchoQuote™ to directly help the sales team engage more prospects but somewhere along the line we lost sight of that goal. We drifted toward a message that EchoQuote™ was for Marketers only because our process depends on the marketing team in an organization to add EchoQuote™ to the corporate website. We now realize that we need to focus on the sales management side and also show how it works in conjunction with a comprehensive marketing program.

Core Messaging Change
[Read more →]

Tags: B2B Marketing, B2B Sales by daleu
1 Comment »

Have you ever heard this from a B2B Sales or Marketing Manager?

Never, ever, ever give the customer pricing until you’ve CREATED VALUE!

I have and it’s wrong.

What if I told you I can prove it?
[Read more →]

Tags: B2B Marketing, B2B Sales, Lead Conversion, Lead Generation by daleu
2 Comments »

I’ve been kicking around this concept while preparing for an upcoming Social Media presentation. I often hear Social Media described as an “office water cooler” where the free exchange of information benefits all those involved. As a frequent participant I have personally gained from lively exchanges with others and am a big supporter of Social Media outlets. Those whose make their living on the success of Social Media tout its ability, if not necessity, to reach new B2B customers, but does it?

Most businesses would rather have a “lemonade stand” where potential B2B customers can visit, talk AND engage the vendor. Somebody has to pay for the refreshments. What I have not seen discussed much by the Social Media folks is the business case for using these methods. The Return On Marketing Investment (ROMI) seems to default back to the same tired metrics of “112 new twitter followers, 45 whitepaper downloads, etc.” I have yet to see Social Media map to business revenue in a meaningful way.

Social Media seems to be falling into the Branding form of media; something we need but is very hard to measure. Any REAL ROI cases out there that show Social Media as a B2B Lead Generation tool versus being just a “free water cooler” with a stack of twitter followers?

Tags: B2B Marketing by daleu
3 Comments »

I am about to begin Jim Logan’s (B2B Rainmaker) 6 week RevenueNow! program to flush out our marketing and sales strategy for the near future. Our B2B Lead Generation service is getting good results for our clients but we are having a difficult time finding the “right” person in target organizations to engage. We’re looking to Jim for help and will report back on our results. Stay tuned.

Tags: B2B Marketing, B2B Sales, Lead Generation by daleu
1 Comment »