B2B Conversations Now

What does the CEO of a $60 Billion company with 100,000 employees think about on a daily basis? Now you can find out.

@MichaelDell is on Twitter.

What’s interesting is that I’ve had an indirect link with Dell (the company, not the man) via a VAR business for the last 2 years since Dell bought a company called EqualLogic. Many EqualLogic channel partners were rightfully anxious and weren’t sure if they could trust a company the size of Dell. It turns out the company could be trusted. They communicated often and did exactly what they said they were going to do. The result? The partner channel is flourishing.

But having Michael himself on Twitter changes my perspective about the company even more. It feels more personal. Although I’ve never met Michael, I’m getting a better sense of who he is. For those of you that have read Crush It by @garyvee I would say that he lives by Gary V’s “Best Marketing Strategy Ever” - he CARES.

Michael has always been surprisingly available via email but now takes his access to the next level. It’s easy to understand why Dell continues to adapt to the ebb and flow of a fast changing business landscape - Michael Dell listens.

Tags: B2B Marketing, B2B Sales by daleu
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Want to accelerate the quantity and quality of lead conversions on your B2B site? If so, you may be looking for a “fast lane” lead conversion strategy.

B2B lead conversion is a critical first step in a solid lead nurturing process. Paul Dunay (Buzz Marketing for Technology) and I discuss how to augment a lead nurturing system by creating a fast lane conversion process to capture sales ready leads.

While we discuss one specific way to implement it using EchoQuote, it is certainly not the only way and there are no silver bullets. Choose what fits for your organization and target customers.

The key to implementing a successful Fast Lane Conversion strategy boils down to the strength and value of the *offer*.

A strong B2B offer:

• … has high-value for your target prospects
• … appeals to serious prospects more than casual ones, regardless of their buying time frame
• … appeals to prospects early in their buying cycle, when their decision criteria can be influenced the most
• …. is scarce and is available only from your website to eliminate search abandonment
• … is easy to act on by a serious prospect with minimal friction to avoid abandonment

Thoughts?

Thanks again to Paul for providing this platform. I just picked up his Facebook Marketing book and it is fantastic.

Tags: B2B Marketing, Lead Conversion, Lead Generation, Podcasts by daleu
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