Posts Tagged ‘B2B’

MarkeTech Announces Social Media Boot Camp

November 2, 2011

A self-guided tutorial that turns a B2B social networking
 newbie into an online publisher
and contributor in 10 easy steps.

LOS ANGELES — November 2, 2011 — Responding to B2B companies that are taking a Do-It-Yourself approach to online social networking, MarkeTech announced today its Social Media Boot Camp. This latest self-help tool in its business-development arsenal takes a social newbie through a proven 10-step process. The result is an online-networking savvy and socially responsive blogger, or a proficient contributor who can comment on others’ online postings. The program places emphasis on participation in discussion groups and chat rooms, where bootcampers gain experience in everything from learning to “listen,” to joining in social conversations.

This Social Media Boot Camp provides both advice and hands-on self-implementation TODO’s that enable participants to be effective online B2B communicators who develop the social skills to achieve business goals. Even though the Boot Camp is self-guided, MarkeTech personnel are available and hands on with each participant. “We don’t leave anyone stranded without a lifeline,” explains president Joan Naidish. “We check their progress, usually in real time. They find us monitoring their posts on discussion-group sites, for example. When they reach the blogging stage, we even make our blog site available for them to post as a guest.”

Downloading and going through the free Social Media Boot Camp is just the start. It leads to a comprehensive course in real-world Social Media Monetization. Nothing self-guided here,
(more…)

MarkeTech’s Blog Site Isn’t Just for Boot Camp Participants

November 1, 2011

“Just about anyone can post a guest blog on this site,” says MarkeTech.

I’ve posted a couple of guest blogs on this website in the past, but I never realized that MarkeTech’s perspective of who can post here was such an open-door policy. I spoke with Patrick Potega, the CSTO, and he told me some interesting things about the blog site.

First, MarkeTech has always had a liberal guest-blog perspective in making its blog pages available. The only parameters, it seems, are that guest bloggers must be in a B2B company which is in the wireless (or more broad telecommunications) industry.

After that, anyone who wants to post a guest blog should present the topic to MarkeTech. Potega was surprised that the “online guest blog” inquiry form that’s been available for over a year to anyone who wants to submit a guest blog isn’t more widely known. Here’s where to access the form.

As a blogger, I appreciate that the MarkeTech team reviews and edits all guest blogs before posting. You even get a
(more…)

Humor: Gift Basket for a Customer

October 27, 2011

Gift BasketWhen I was first working in sales, a rather strange happening occurred. One of our other reps had taken one of our sales engineers with him on a sales call. The engineer tended to be a bit nervous in front of customers, but I, and others, had assured him he would be fine, and off he went.

Apparently the sales call went relatively well, but the sale rep returned without the engineer. When I asked why, well, I was surprised with the answer.

The customer had a number of questions about our product and was designing it into his product, but needed some guidance. Our engineer calmly and clearly answered all of his questions, and when the meeting was finished, he asked the customer if he had a waste basket in his office. The customer said yes, and the engineer asked for the waste basket.

The customer thought it was an odd request, as did our sales rep, but he handed over the waste basket to our engineer. He took it, thanked the customer, and proceeded to throw up into the basket.

Perhaps not the worst sales call, but certainly the worst ending to a sales call.

     Courtesy salespop.com (http://salespop.com)

Guerrilla Selling’s Mind Map Challenge Revisited

September 12, 2011

While Guerrilla Selling’s “Mind Map” focuses on one-on-one direct sales interactions, can its face-to-face principles of buyers’ “phases” and sellers’ “best approaches” be effective in today’s online social media environment?

My Theory
In a B2B online social environment, without the requisite buyer’s presence in a face-to-face or one-on-one situation, practicing mind-map-driven guerrilla selling isn’t practical. My theory is that a seller can use his/her “Seller’s Approaches” – I view these as “behavior” — as triggers that cause a favorable response in a buyer audience. This flip-flops the original Mind Map chart, which teaches that the buyer’s behavior triggers the sellers reactive behavioral approach. For reference, I have included a slightly-modified version of the original Mind Map here.

The theory’s flip-flop premise is based on an online B2B audience of prospective buyers in which there are individuals, each of whom is in a particular identified left/right brain phase. If a seller were to address that audience with messages about “Fair-Care-Share” for example, the “Principle Phase” individual buyers would be responsive.  

In application, one might theorize that the six “best approaches” (disregarding the “Amoral Phase”) could be implemented in a series of blogs, Tweets, or other social media channels. By doing so, a seller could build – over time – a dynamic online personality profile that would appeal to more than one of the Mind Map’s categories of prospective buyers.

A Theoretical Example
For example, blog #1 portrays the seller as factual and logical, then blog #2 demonstrates fair-care-share aspects of the seller, while in blog #3 the seller is relaxed and just tells her/his story, and yet another blog (#4) stresses the seller’s responsibility to community and the good works his/her company is doing. This chameleon-like seller behavior is acknowledged in Chapter 4 of Guerrilla Selling. In the “Guerrilla Challenge” section, it teaches that “You must…adapt to the needs of each prospect you meet.” And, “They [Guerrillas] can shift from Ego to Pleaser to Authority to Principle phases as the situation requires.”

It would seem that the cumulative effect of such a blogging strategy could, over time, attract the identified Mind Map audience segments (as B2B leadgen). Similar-minded individuals in those segments would find the seller a person with whom a relationship might be formed.

The original Mind Map was reactive, i.e., the buyer’s behavior (phase) caused the guerilla seller to respond. It required an interactive situation, with a face-to-face meeting, or one-on-one (phone call).Today’s Internet reality is that in the online social communities, clearly identifying a particular individual’s phase is difficult, if not impossible. The Web’s social media tools are not equipped to provide face-to-face or one-on-one interactions. Therefore, a potential solution would be for the seller to behave online in more than one particular Mind Map phase, so as to attract (pull mode) compatible sales prospects.

Next Steps
My theory has not been tested in my real B2B (technology) world. I would be interested in your inputs. If feedback indicators are positive, I’d be willing to develop an alpha feasibility-validation program.

The Mind Map (Revisited)

The Mind Map is a model of behavior and personality that divides our human minds’ functions into seven “personality phases.” Guerrilla sellers use the map to understand people (prospects and customers) they encounter and be equipped to adopt a strategy that enables a relationship. At any given time, a particular person can shift from one mind phase to another.

Here are the Mind Map phases, listed with the most primitive “amoral” phase at the bottom:

Source:  Guerrilla Selling: Unconventional Weapons & Tactics
for Increasing Your Sales. William Gallagher, Orvel Ray Wilson,
and Jay Conrad Levinson, 1992. (http://www.gmarketing.com/)

MarkeTech Focuses Survey on Social Media Results

August 21, 2011

A new survey of B2B wireless industry sales executives targets online social presence’s ROI.

LOS ANGELES — August 28, 2011 — MarkeTech, a leader in innovative social media strategies and tactics, today launched its B2B “Online Presence” survey of the B2B wireless industry. The objective of this second annual survey is to establish benchmarks in social media practices that are evidenced by actual sales results.

The landmark survey’s protocol requires that only sales executives participate in this survey. Participants who complete the survey before 30 September 2011 will be the only ones who receive the final survey report. According to MarkeTech, the full survey results will not be made public. As with last year’s report however, participants can use and publish the data.

The survey’s benchmarks focus on social networking and media channels that yield an identifiable ROI (Return On Investment). “We need some honest metrics of what B2B wireless organizations are actually getting from their investments in social media,” states Patrick Potega, Chief Strategic & Tactical Officer (CSTO). “Is social networking monetization delivering on its promise? Sales executives have a right to expect an ROI that translates into measurable lead gen, conversions, and bottom-line revenues.”

MarkeTech expects its survey findings to empower sales-force executives to:
· Learn in which social media channels their real dollars and time are worth investing
· Find out whether their current online presence is under-performing in generating leads and conversions
· Make better-informed business decisions about their current and future social media strategies and tactics

Joan R. Naidish, MarkeTech’s president, indicates that the firm is conducting this research because “Available survey information is heavily biased toward B2C online social media. Also, there is growing evidence in the B2B segment of the wireless industry that those B2C social networking models may not be working.”

About MarkeTech
Since 1979, the MarkeTech team has been creating and implementing innovative business development solutions to its B2B wireless industry clients’ marketing and business-growth challenges.

Relevant blogs: 
   Tactics for Generating B2B Sales Leads 
   LinkedIn Works for B2B Sales Prospecting 
   Email — Workhorse of B2B Lead Gen & Conversions

Contact Info:
Joan R. Naidish
President
P: +1 (818) 883-9895 (PDT)
F: +1 (818) 883-5706
Prez[AT]MarkeTechCom[DOT]com
http://MarkeTechCom.wordpress.com

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Email — Workhorse of B2B Lead Gen & Conversions

August 17, 2011

Statistics support the important sales pipeline role of email

clip_image002Email — whether an individual-to-individual communication, an email blast, or bulk email that’s personalized — is a mainstay of B2B lead gen and conversions. Our sales pipelines would just never work without email.

Here are some stats that express the important role email plays:

  • clip_image0033 billion worldwide email accounts
  • 107 trillion emails were sent in 2010
  • 30 million emails sent each day
    • Businesspersons send 33 per day
    • In 1985, 90% of all emails were business related, while only 8% were in 2010
  • 89% of all emails are spam

More and more, email is becoming recognized as a social media channel. As such, the emphasis on quality content and frequency (distribution QoS) are key attributes in making email work for your B2B organization.

Guest blog submitted by: Prez@JSC-DIRECT.com
______________
Data courtesy Fast Company magazine (http://www.fastcompany.com)

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Cliches: Trite or Trendy?

April 27, 2010

Successful B2B business communication always boils down to using just the right words or phrases.  Whether it’s a speech, blog, e-mail, tweet, or press release, word-smithing is a factor. As the author of any of these document types, you may want to consider clichés as a category of phrases or words to either avoid or embrace.

Here are the top ten business clichés according to business author Seth Godin. His original ten have now grown to over 380 words or phrases in his “The Encyclopedia of Business Clichés,” most all of which have been added, or voted upon, by site users on Squidoo.com.

 Top Ten Business Cliches

1. Win-win situation 6. Paradigm shift
2. Thinking outside of the box 7. At the end of the day,…
3. Giving 110% 8. Low-hanging fruit
4. Best practices 9. Going forward
5. Synergy 10. Push the envelope

Cliches are important to good writing and effective communications. Since we all write, even if it’s just e-mail, we should (more…)

Welcome to MarkeTech’s Blog Site

March 9, 2010

MarkeTech’s blogs focus on Marketing Technology. As specialists in B2B business development, we achieve our clients’ objectives using proven inbound and outbound marketing/PR strategies and tactics.

Our executive team includes:

    • award-winning sales executives
    • writers and publishers with 250,000+ followers
    • launch experts with acknowledged six sigmastatus
    • founders of high-tech companies
    • innovators with 14 technology patents

Since 1996, MarkeTech has repeatedly exceeded the business expectations of its high-tech clientele

This blogsite exists to help you succeed in reaching your business goals through access to information, tools and hints, and other helpful resources.

By signing up to our RSS feed, you will also receive our “insider” emails, access to white papers, special offers, and other helpful content not available on this site.

We welcome your inputs, puzzling problems, topic suggestions, questions, self-help hints/ideas, etc.

Contact MarkeTech:

CSTO[AT]MarkeTechCom[DOT]com
P: +1 (818) 883-9895
F: +1 (818) 883-5706


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