B2B Sales, Lead Generation and Marketing Blog

Sales Qualification Criteria: Turning MQLs into SQLs

Posted by Vendere Team on Tue, Jun 7, 2016 @ 08:06 AM

When it comes to knowing how to correctly score your leads things can sometimes get a little confusing. Making sure that you have a system in place that works and that everyone can understand is important for turning leads into clients. More specifically, being able to turn MQLs (marketing qualified leads) into SQLs (sales qualified leads) boils down to thorough understanding of two things: the buyer persona and the buyer’s journey. Read More

Topics: sales, sales and marketing alignment, sales training

How to Align Your Marketing Messages with Your Sales Team's Objectives

Posted by Vendere Team on Mon, Feb 23, 2015 @ 09:02 AM

90 percent of meetings that salespeople have with buyers contribute no value from the buyers perspective. But why is that?

Because the salespeople can’t connect the buyer’s problem with their solution. But you how do you fix this issue?

By aligning your marketing messages with your sales team’s objectives, of course. It’s easier said than done, and it goes much further than integrating your sales and marketing software. Following these next few steps will help you go deeper into this issue and put your company on the fast track for stellar revenues.

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Topics: sales and marketing alignment

Is it Better for B2Bers to Publish in Print or Online?

Posted by Sean O'Neil on Thu, Jan 30, 2014 @ 10:01 AM

Is print dead?

While it’s true that consumer interest in print magazines has declined in recent years, print periodicals are still very much alive. Your great-great-great grandchildren may never have the inclination or opportunity to park their hovercrafts and pick up a print magazine or newspaper on the way to work, but it does seem that magazine and newsstands will have a place in our society for the foreseeable future. Print may no longer be king, but it is still holding court.

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Topics: search engine optimization, content marketing, sales and marketing alignment

Pros and Cons of Offering Guarantees to Sales Prospects and Customers

Posted by Vendere Team on Wed, May 1, 2013 @ 07:05 AM

Across the board, research shows that offering guarantees is a great way to increase sales and encourage brand loyalty. Sales prospects and customers like guarantees because they instill trust in a company and its products and solutions. However, there are downsides to offering certain types of guarantees.

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Topics: lead generation, sales and marketing alignment

Invest in Your Sales Reps, Converge Sales and Marketing, and Win Customers for Life

Posted by Vendere Team on Thu, Feb 21, 2013 @ 06:02 AM

In September 2011, Stacy Mitchell, author of Big-Box Swindle, wrote a compelling article that appeared in Bloomberg Businessweek. The article exposed how much public money goes to big-box retailers despite the payoffs being few or none. In the article, Mitchell claimed, “Handing out multimillion-dollar subsidies to large chains has become commonplace in much of the country.  These deals are premised on the idea that new shopping centers and big-box stores expand employment and create economic growth. The trouble is, these giveaways have done little more than help large retailers at the expense of small businesses.” The article cited Wal-Mart and the now belly-up Borders stores as examples of big retailers that have received bewildering amounts of benefits from local government officials and agencies. 

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Topics: lead generation, sales and marketing alignment, sales training

Fact or Fiction: Social Media Can’t Work for B2B Businesses

Posted by Vendere Team on Tue, Dec 18, 2012 @ 07:12 AM

Last month, Technorati reported that according to a recent survey by Eloqua, which analyzed B2B social media marketers’ use of social media, less than a third (32%) ofrespondents in the UK claimed to use social media for lead generation. At Vendere Partners, we expect the percentage of those who use social media to generate leads in the UK and around the world to rise in 2013—and they should. The question is, how much will they rise?

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Topics: social media, lead generation, sales and marketing alignment

Take the Power Back: Get Better Sales Leads Now

Posted by Vendere Team on Tue, Nov 6, 2012 @ 07:11 AM

Ever eavesdropped on a group of sales professionals standing around, bemoaning the fact that they haven’t hit their sales targets and blaming it on a lack of quality sales leads?  Ever had the sneaking suspicion, however valid their complaints, that there were things that they could have done to get more leads that they just didn’t do?

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Topics: marketing, lead generation, appointment setting, sales, sales and marketing alignment, demand generation, management consulting

So Much Spookier Than Halloween: Low B2B Holiday Sales Numbers

Posted by Vendere Team on Tue, Oct 30, 2012 @ 07:10 AM

Most B2B sales reps can agree that there is one thing a heck of a lot scarier than ghosts, goblins, and assorted monsters: moving into the holiday season without the new accounts you’d hoped to win long before October 31.

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Topics: marketing, lead generation, appointment setting, sales, sales and marketing alignment, demand generation

More Inspiring Quotes: Transcend the Sales Doldrums and Become a True Sales Leader – Part 2

Posted by Vendere Team on Wed, Oct 17, 2012 @ 08:10 AM

In last week’s blog post, we used five quotes from transcendentalists as inspiration for thoughts on how to become a true sales leader in the face of certain challenges. Today, we take a look at five more quotes from some of the 19th century’s most provocative thinkers in an effort to dig even deeper into the subject of what it takes to overcome difficulties and surpass expectations in the competitive—and often cutthroat—field of sales.  We left off last week at transcendentalist quote number five.  Today, we start with quote number six.

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Topics: leadership, lead generation, sales, outsourcing, sales and marketing alignment, demand generation, qualified leads

If You Nurture Them, Sales Will Come

Posted by Vendere Team on Wed, Sep 5, 2012 @ 17:09 PM

All sales professionals know that nurturing leads is critical if you want to achieve long-term success. What not all sales professionals consider is the quality of their lead nurturing efforts.

It is one thing to see the name of a prospect or lead pop up in your customer response management system and make a perfunctory call or send a reminder e-mail; it’s quite another to see a lead’s name pop up and make a call or send an e-mail that prompts the lead to take action.

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Topics: lead generation, appointment setting, sales, lead nurturing, sales and marketing alignment, management consulting

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