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July 2018

B2B has not Adapted & Buyers are PO'd - Dave Gerhardt with Matt Heinz

Read the full transcription of this episode on the Heinz Marketing blog 

OK, so the PO'd part is our literary license.  

Highlights:

  • We discuss how the buying experience is broken and why the only way to fix it is to enable more conversations
  • Here's an example of how this plays out:
    • It's important to make it easy for your customers to buy
    • B2B businesses have not adapted yet.
    • Customers are still often required through a labyrinth of funnels and forms so they can talk to a sales rep
    • What can B2B do about this?
    • A sale doesn't happen without a conversation
    • Is this because of "the Amazon effect" - customers are used to getting what they want on demand, with one click. Whether it's a taxi, a meal, a piece of furniture, etc.
    • These buying expectations are carrying over to B2B purchases as well
    • You need to make it easier for your prospects to have a conversation with you - whether that's through chat or on the phone
    • And whoever gets closest to the customer wins (Netflix vs Blockbuster)
    • Reps need to get closer to prospects, faster - and organizations need tools in place to enable that, while avoiding the clatter of non-sales related conversations

Are you leaving 💰 on the table?

Related

Your Marketing Stairway to Heaven: Led Zeppelin’s B2B lessons with Chandar Pattabhiram

How to Manage Remotely - Best Practices for Leading from a Distance

 

More from our guest:

Hey, I'm Dave Gerhardt

I'm VP of Marketing at Drift and I've spent the last 7 years learning at SaaS marketing companies in Boston, including HubSpot and Constant Contact.

During that time, I've launched products that have made it to the top of Product Hunt, created a top five business podcast on Apple Podcasts, landed multiple features in the New York Times, created a deck that Andy Raskin called "The Greatest Sales Pitch I've Seen All Year," and helped create the category of Conversational Marketing.

I love building an audience and getting the right people to pay attention.


Mark Godley Launches Data Dump Radio/Podcast

GodleyNew live program will focus on the core skill needed by every B2B marketer:  Database Management


July 25, 2018 - - Lynden, WA - -
SLMA Radio on the Funnel Radio Channel announced that Mark Godley, CEO of LeadGenius, is joining the longest-running weekly internet radio/podcast program for mobile listeners (entering its ninth year with 100,000+ listener downloads, 445 episodes, and 500+ executive interviews).  Data Dump Radio/Podcast will air the last week of each month, and Mark will join three other radio personalities with their own programs.   Godley’s first Data Dump program is scheduled for a live broadcast on July 26, 2018.

Continue reading "Mark Godley Launches Data Dump Radio/Podcast" »


Hemingway said, "Never mistake motion for action”   

Just generating a bunch of inquiries and leads from different sources…I consider that to be ‘motion.’ ‘Action’ occurs when you have a system in place to ensure 100% follow-up of the results over an extended time (an average sales cycle).   Action (follow-up) in successful companies today is most often initiated by a marketing automation system, which doesn’t wait for the sales person to do his or her job.   If that is what marketing is waiting for you are mistaken in thinking salespeople care. 

Continue reading "Hemingway said, "Never mistake motion for action”   " »


Podcasting: The Secret for Creating Meaningful Content

 

SKYiRead this newly published blog entry from the Funnel Media Group.

How to Measure Podcast Contributions to Revenue

Every company needs fresh content that helps salespeople sell and prospects buy.  The marketing machine is a huge gobbler of content; it is never satisfied, always needy, never complete.  There are hundreds of time consuming and expensive ways to create content that is often short-lived and of dubious value.  Unless you chose podcasting as one of your sources of content.  An individual podcast can be used in dozens of ways to address the needs of both salespeople and prospects and the cost is pennies per listener.   

Continue reading "Podcasting: The Secret for Creating Meaningful Content " »


Paul Petersen of GoldMine CRM is the New Host of CRM Radio [Podcast]

Crmradio-banner-petersen

Petersen, a Senior Executive with GoldMine CRM, Assumes Host Duties This Month on the Live Internet Radio Program with Podcast Replays

Lynden, WA - - July 18, 2018 - - James W. Obermayer, co-owner of the Funnel Media Group LLCTM  and publisher of its Funnel Radio Channel (a live-streaming internet radio station), announced that Paul Petersen, Vice President and General Manager of GoldMine CRM, will be the permanent host and prime sponsor for CRMRadio.com. 

Continue reading "Paul Petersen of GoldMine CRM is the New Host of CRM Radio [Podcast]" »


Avoid Failing as an SDR: Richardson with Praill [Podcast]

Sales is a profession with a steep learning curve, and a short timeline to produce results. If you’re a new sales development rep (SDR), what can you do to succeed, and what mistakes should you avoid? Host, Darryl Praill interviews Lori Richardson on this topic. 

Continue reading "Avoid Failing as an SDR: Richardson with Praill [Podcast]" »


13 Critical B2B Metrics – Measuring Key Revenue Drivers

In God we trust. All others must bring data.” – W. Edwards Deming

I spend lots of time talking to CEOs and B2B marketing and sales executives, and many do not have a good handle on how they are doing on their key performance indicators (KPIs). It’s like Goldilocks: Some are measuring too little, some are Metricsmeasuring too much, and some are measuring just the right amount but not using the data effectively. A minority are not only collecting the right data but also using it to gain competitive advantage.

Continue reading "13 Critical B2B Metrics – Measuring Key Revenue Drivers" »