Comments for sellingpursuit.com http://sellingpursuit.com/blog Enterprise Selling and Marketing for Lead Generation Thu, 04 Dec 2008 18:46:14 +0000 http://wordpress.org/?v=2.3.3 Comment on FTC Do Not Track List and What it Means for b2b Marketing by John Stewart http://sellingpursuit.com/blog/2007/11/01/ftc-%e2%80%9cdo-not-track-list%e2%80%9d-and-what-it-means-for-b2b-marketing/#comment-21 John Stewart Mon, 19 May 2008 21:34:05 +0000 http://sellingpursuit.com/blog/2007/11/01/ftc-%e2%80%9cdo-not-track-list%e2%80%9d-and-what-it-means-for-b2b-marketing/#comment-21 Genius, Eloqua, and Vtrenz are all based upon sending out an email and then tracking the visitors - if they have clicked on the email. There are other web services that track any B2B visitor without having to send out an email. These services reveal the company names and url. That's a completely different level of possibilities as there are many more visitors on your B2b website than those who have been invited by email to visit. Actually those visitors who find your website 'organic' or in a natural way are probably more interested. Once the company known, you can qualify the visitors as leads or not based upon pages visited, time spend, returning visitors from the same company. Google "Website visitor identification" to find such web services. Then you can spy on any website visitor. Genius, Eloqua, and Vtrenz are all based upon sending out an email and then tracking the visitors - if they have clicked on the email.

There are other web services that track any B2B visitor without having to send out an email.
These services reveal the company names and url.
That’s a completely different level of possibilities as there are many more visitors on your B2b website than those who have been invited by email to visit.
Actually those visitors who find your website ‘organic’ or in a natural way are probably more interested.

Once the company known, you can qualify the visitors as leads or not based upon pages visited, time spend, returning visitors from the same company.

Google “Website visitor identification” to find such web services.
Then you can spy on any website visitor.

]]> Comment on On Enterprise Lead Generation: Patience is Revenue by Brad http://sellingpursuit.com/blog/2007/10/09/on-enterprise-lead-generation-patience-is-revenue/#comment-20 Brad Thu, 13 Mar 2008 17:27:54 +0000 http://sellingpursuit.com/blog/2007/10/09/on-enterprise-lead-generation-patience-is-revenue/#comment-20 Great article Tim. One of the things I have found with sales and marketing folks is that we tend to be impatient, and most managers don't really understand their sales cycle. I think some simple data analysis would reveal where the holes are in their system and they could frequently fix HUGE issues with little to no outlay of cash. Instead they tend to throw money at the problem. Its good for those in the consulting business, but shutting down a marketing campaign that is producing good leads after 3 months when you know you have a 9 month sales cycle is just too soon! Great article Tim. One of the things I have found with sales and marketing folks is that we tend to be impatient, and most managers don’t really understand their sales cycle. I think some simple data analysis would reveal where the holes are in their system and they could frequently fix HUGE issues with little to no outlay of cash. Instead they tend to throw money at the problem. Its good for those in the consulting business, but shutting down a marketing campaign that is producing good leads after 3 months when you know you have a 9 month sales cycle is just too soon!

]]> Comment on On Enterprise Lead Generation: Patience is Revenue by Dean http://sellingpursuit.com/blog/2007/10/09/on-enterprise-lead-generation-patience-is-revenue/#comment-19 Dean Mon, 03 Mar 2008 21:51:00 +0000 http://sellingpursuit.com/blog/2007/10/09/on-enterprise-lead-generation-patience-is-revenue/#comment-19 Tim, You know how common that is --- let's face it --- buyers are in the buyers cycle --- they are not concerned about the sales cycle --- your team did their part --- and the chickens hatched 10 months down the road --- for Enterprise --- it can take 12 months for the leads to "hatch" --- now will that get you the account? "we'll see outstanding results inside of 12 months" --- no --- because even in this day and age, VP of Sales are operating off of telemarketing cliches when it comes to B2B lead generation --- and the ones that are not are under so much pressure to make their number that they won't be around in 6 months --- I've launched Enterprise B2B lead generation programs and have had C Level want to "go over the results" on the third day of the program....get real...they can avoid this by doing building up their B2B marketing database --- and how about these apples --- just like weight training --- where do you want to be in 12 months? Let's solve this empty funnel problem and be in a different spot a year from now....start today! Tim,

You know how common that is — let’s face it — buyers are in the buyers cycle — they are not concerned about the sales cycle — your team did their part — and the chickens hatched 10 months down the road — for Enterprise — it can take 12 months for the leads to “hatch” — now will that get you the account? “we’ll see outstanding results inside of 12 months” — no — because even in this day and age, VP of Sales are operating off of telemarketing cliches when it comes to B2B lead generation — and the ones that are not are under so much pressure to make their number that they won’t be around in 6 months — I’ve launched Enterprise B2B lead generation programs and have had C Level want to “go over the results” on the third day of the program….get real…they can avoid this by doing building up their B2B marketing database — and how about these apples — just like weight training — where do you want to be in 12 months? Let’s solve this empty funnel problem and be in a different spot a year from now….start today!

]]> Comment on Open Heart Surgery and Happy New Year by JVO http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-83 JVO Sun, 06 Jan 2008 15:59:50 +0000 http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-83 Wow... it takes a lot of courage! Best wishes for your continued recovery! Wow… it takes a lot of courage! Best wishes for your continued recovery!

]]> Comment on Open Heart Surgery and Happy New Year by JMS http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-82 JMS Sat, 05 Jan 2008 20:39:23 +0000 http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-82 Dear Tim, Before my surgery, I researched alot and came across the site you mentioned. I agree with you that it is a wonderful resource. There is also www.bicuspidfoundation.com. to check out. It's so encouraging to know that so many people have recovered and are living happy and healthy lives. Happy 2008' and a Healthy Recovery.----JMS Dear Tim,
Before my surgery, I researched alot and came across the site you mentioned. I agree with you that it is a wonderful resource. There is also http://www.bicuspidfoundation.com. to check out. It’s so encouraging to know that so many people have recovered and are living happy and healthy lives. Happy 2008′ and a Healthy Recovery.—-JMS

]]> Comment on Open Heart Surgery and Happy New Year by Tim Adams http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-81 Tim Adams Sat, 05 Jan 2008 00:24:56 +0000 http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-81 Thank you JMS for your well wishes and yes, the ability to do the things the doctors do is amazing. I absolutely believe most Valve Replacement patients return to work far to quickly. Fortunately, I will be working from home 95% of the time over the next 3 months with the ability to take extended breaks when needed. By the way, if you have not already found it, www.valvereplacement.com is a great community of over 1700 fellow Valve Replacement patients. It's a great resource for real experience. Take care and thanks for visiting my blog! Thank you JMS for your well wishes and yes, the ability to do the things the doctors do is amazing. I absolutely believe most Valve Replacement patients return to work far to quickly. Fortunately, I will be working from home 95% of the time over the next 3 months with the ability to take extended breaks when needed.

By the way, if you have not already found it, http://www.valvereplacement.com is a great community of over 1700 fellow Valve Replacement patients. It’s a great resource for real experience.

Take care and thanks for visiting my blog!

]]> Comment on Open Heart Surgery and Happy New Year by JMS http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-80 JMS Sat, 05 Jan 2008 00:05:46 +0000 http://sellingpursuit.com/blog/2008/01/04/open-heart-surgery-and-happy-new-year/#comment-80 Congratulations on your successful surgery. But, are you crazy thinking that you'll be able to work Full Time within a week. I also had to have my Ascending Aorta grafted after Aortic valve replacement. I also had to be under Thermal Arrest. I felt remarkably well under the circumstances when I got home. But, fatigue does set in and proper rest is the best way to recover from such a trauma that your body and mind has had to endure. It is amazing what the wonderfully skilled surgeons can do for us. But, we have to do our part too. Recover responsibly so that there are no unexpected set backs or complications. Work will wait. Your health won't. Best wishes to you. _JMS Congratulations on your successful surgery. But, are you crazy thinking that you’ll be able to work Full Time within a week. I also had to have my Ascending Aorta grafted after Aortic valve replacement. I also had to be under Thermal Arrest. I felt remarkably well under the circumstances when I got home. But, fatigue does set in and proper rest is the best way to recover from such a trauma that your body and mind has had to endure. It is amazing what the wonderfully skilled surgeons can do for us. But, we have to do our part too. Recover responsibly so that there are no unexpected set backs or complications. Work will wait. Your health won’t. Best wishes to you. _JMS

]]> Comment on Is marketing “over qualifying” leads? Two ways to solve this problem by James http://sellingpursuit.com/blog/2007/09/20/is-marketing-%e2%80%9cover-qualifying%e2%80%9d-leads-two-ways-to-solve-this-problem/#comment-17 James Mon, 01 Oct 2007 17:04:29 +0000 http://sellingpursuit.com/blog/2007/09/20/is-marketing-%e2%80%9cover-qualifying%e2%80%9d-leads-two-ways-to-solve-this-problem/#comment-17 The hidden gem in your article is that it is a process - a process of developing a relationship AND qualification. Suspects eventually become prospects. Generating a lead really means determining where they are in that process. That's really the heart of generating a "good lead." The hidden gem in your article is that it is a process - a process of developing a relationship AND qualification. Suspects eventually become prospects. Generating a lead really means determining where they are in that process. That’s really the heart of generating a “good lead.”

]]> Comment on Is marketing “over qualifying” leads? Two ways to solve this problem by Bob Flenner http://sellingpursuit.com/blog/2007/09/20/is-marketing-%e2%80%9cover-qualifying%e2%80%9d-leads-two-ways-to-solve-this-problem/#comment-16 Bob Flenner Sun, 23 Sep 2007 13:00:43 +0000 http://sellingpursuit.com/blog/2007/09/20/is-marketing-%e2%80%9cover-qualifying%e2%80%9d-leads-two-ways-to-solve-this-problem/#comment-16 Tim, I read your answer on Linkedin regarding Kelly Speiser's question regarding lead generation after my posted answer. I just wanted to say that, in particular, this blog posting really goes to the heart of a successful lead gen program. Communication is essential, not only in sales but across the entire enterprise. Excellent point. Good fortune in your future endeavors. Yours truly, Bob Flenner Tim,

I read your answer on Linkedin regarding Kelly Speiser’s question regarding lead generation after my posted answer. I just wanted to say that, in particular, this blog posting really goes to the heart of a successful lead gen program. Communication is essential, not only in sales but across the entire enterprise.

Excellent point. Good fortune in your future endeavors.

Yours truly,

Bob Flenner

]]> Comment on Cold Call Messaging – 4 Tips to Crafting an Effective Pitch by James http://sellingpursuit.com/blog/2007/09/11/cold-call-messaging-%e2%80%93-4-tips-to-crafting-an-effective-pitch/#comment-15 James Sun, 16 Sep 2007 16:47:45 +0000 http://sellingpursuit.com/blog/2007/09/11/cold-call-messaging-%e2%80%93-4-tips-to-crafting-an-effective-pitch/#comment-15 Having a script, or a call guide as you call it, is invaluable. A good one forces you to look at all aspects of your procedure and offering to be sure it is compelling. It also addresses the potential clients concerns while bringing them forward in the sale process. Having a script, or a call guide as you call it, is invaluable. A good one forces you to look at all aspects of your procedure and offering to be sure it is compelling.

It also addresses the potential clients concerns while bringing them forward in the sale process.

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