B2B Marketers Share What Makes a Lead Qualified

MarketingSherpa asked more than 900 B2B marketers to share what information is required in their organizations before leads are passed to sales. It was stated in this article that of the 935 people surveyed, less than half verified that a lead actually has a valid business need for their offering before passing the lead on to sales.

Out of curiosity, who would you rely on most to determine if a company has a valid business need for you product/solution offering?

a.) Sales Representative (whose commission is based on closing business)
b.) Telemarketing  (who’s hired to ensure that every prospect has a valid business need)
c.) Marketing Manager (whose time and effort should be spent generating new leads)
d.) __________________________________________________

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Personalized Sales Newsletters

I recently read a well written newsletter written by a sales manager from Oklahoma in the financial industry and it reminded me of an important fact that I had long forgotten: every sales professional needs to consider boosting their own brand image on a regular basis.

And it’s not just a one-way conversation – it’s also a great way for sales to know what’s on your clients’ minds. Clients use the newsletter to interact with you– asking questions, thanking the author for explaining complex topics and sometimes even disagreeing with you.

Writing your own content can be the best marketing you will ever do because it is genuine. Your clients and prospects really know what you’re thinking. They will understand how you can help them solve their business challenges. The personal touch of a newsletter you write yourself helps you connect with current and prospective clients in a way generic material never could. While your corporate newsletter has a separate set of value propositions and is an important part of the corporate marketing strategy, a more personal newsletter lets you connect with your clients and prospects on a more personal level.

Think about the parallels between a well written personal newsletter connecting ‘you’ to your prospects in a healthy 2-way discussion and the use of an interactive sales tool that delivers a compelling and engaging educational experience to customers and prospects that helps them make more informed buying decisions faster.

Improve your brand today! Start your newsletter now and look into interactive sales and marketing solutions as way to educate and further connect with your clients and prospects.

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Smartphones or Rude Phones

Did the rules of phone etiquette change when smartphones were invented?

Is it now appropriate to use your smartphone during a face-to-face meeting or when listening to a lecture at a conference?

My mother always taught me not to interrupt a conversation, be polite and watch your ‘please’ and ‘thank you’s. By showing manners towards someone, you make them feel valuable.

Therefore, I find it annoying when I’m in a meeting with someone who pulls out their phone and reads a text while they are simultaneously talking to me. If you’re in a one-on-one meeting and the other person grabs his/her iPhone to check their e-mail, that’s just rude.

That said, I understand how smartphones can have a very appropriate place in a workplace setting, especially if using it serves to facilitate or enhance the speed of business.

Smartphone  Rude Phone
Using your smartphone to validate a point in a business meeting Texting while someone is presenting to you
Using your smartphone as a presentation tool (i.e. to show 3D product demonstration and/or project content) Checking emails while prospects are walking by your trade show booth
Staying connected to what’s going on in the office, with the ability to access materials anywhere, anytime Answering non-emergency calls when in a meeting or a work event

Professor and researcher Christine Pearson has studied the effects of technology on how we treat each other at work — and written about it in a recent book and New York Times column — and the topic is catching on big time. City officials in Danvers, MA, and Provo, UT, have proposed texting bans during council meetings, and the general consensus seems to be that, although most people do it, texting (and checking email and Facebook) during meetings is just plain rude.

What are your thoughts? Is texting during meetings a sign of increasing “incivility” in the workplace, as Pearson says? Or are some industries just too fast-paced and tech-oriented to keep messaging out of meetings?

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