|January 24, 2013|
|New Developments In B2B Marketing List Acquisition|
|By Ruth Stevens|
| To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and job function they need from traditional list suppliers. Plus, the Internet has made possible the introduction of some excellent new opportunities for identifying prospects at various stages of the buying cycle. Let’s look at what’s new in B2B lists these days. Traditionally, the first step in list development has been working with a list broker who has experience in your target audience category. There are more than 40,000 business lists available for rent in the U.S., plus numerous databases and online data enhancement services to choose from.
Business lists can be divided into four general types: [...]
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|3 Potent Ways to Use Social Media in Sales|
| Smart salespeople have learned to tap the power of social media, but sadly, many companies still see social media tools and networks as a pointless and even scary place for their sales teams to focus.
It’s amazing to me that this mentality remains. I realize that there is potential for confusion if sales reps are left “out in the wild” to create their own messages and brand assets, but the downside of restraining this powerful approach is far greater.
Today’s qualified prospect is [...]
|The State of Social Media and Proof that Social Voice Drives Sales: What You May Have Missed||Selling From A Salesman's Point of View||B2B Marketing Myth-busting, Redux|
|Two of the better studies I’ve seen in a while came out this week. Both worth reading in full and hanging on to. Here’s what you may have missed this week in the world of social media marketing. The State of Social Media: Mobile and [...]||For those of you who have never been in sales, I would like to take you through a sales process (or some aspects of one) from the sales representative’s point of view. In sales, we are trained to look at situations as if we were sitting in the prospect’s chair. The reason for that is that it makes it easier for a sales person [...]||It’s always a good to examine what beliefs we are operating under–if we have false beliefs that are not examined, then we continue to act on them. B2B marketing is no different–what are the myths that we might believe that [...]|
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