Entries Tagged as 'News'

Looking for a roadmap to more revenue? Read this book!

Kristin Zhivago is a revenue coach who helps CEOs and entrepreneurs increase their bottom lines by understanding what their customers want to buy and how they want to buy it.

Roadmap to Revenue:  How to Sell the Way Your Customers Want to BuyIn her new book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin lays out her methodology and processes garnered from years in the field working with corporate clients, and their customers and prospects.

The book gives you a step-by-step guide to making more money by selling people what they need… instead of what you want to sell.

Kristin’s proven Roadmap to Revenue methodology makes it possible to reverse-engineer successful sales, so new sales can be manufactured in quantity.

Unlike most books targeted at senior management that tell you WHAT you should do, this one goes into extensive details about HOW to execute on each topic covered. The book is formatted in logical steps to help you discover and document your customer’s buying process, so that your sales and marketing efforts can be redesigned for how your buyers want to buy.

Buyers have changed the way they buy. It’s time to change the way you’re selling.

For years companies crafted and delivered their messages, which customers depended upon to make buying decisions – because it was the only information available to them. Now, when customers are looking to buy, they start by “Googling” the product or service, ignoring the company’s sales messages, and reading what third parties have to say about it. Then, if the product or service still looks promising, the customer goes to the company’s website or salesperson, hoping to get their last few questions answered - usually questions that are specific to his situation or preferences.

In other words, most sellers no longer sell the way customers are buying.

Their selling system is broken. The good news? The secret to higher revenue is locked in the minds of your current customers. After purchasing and using your product or service, if approached correctly, customers are willing to provide information about their buying process:

  • What drove them to buy
  • What they were concerned about as they bought
  • How they came to their buying decision
  • Why they bought from you instead of your competition
  • How they would sell the product or service to others
  • How they feel about it now that they have experienced it

Roadmap to Revenue shows you exactly how to obtain this priceless information, and how to use it to reliably increase your sales.

Through several years of experience, and literally thousands of interviews, Kristin has learned what works and what doesn’t, and she shares all of this information with you.

For example, many business executives I speak with are interested in social media as a market research tool. I believe, and Kristin concurs in the book, that social media can be an effective research tool for low cost consumer products and services. But for B2B, especially complex, big-ticket, long buy cycle products and services, social media is not the most effective way to uncover the real reasons people make a buying decision.

Roadmap to Revenue also discusses the various research methodologies used by corporations and consultants. Kristin makes a convincing argument that face-to-face one-on-one interviews and focus groups are significantly less valuable (and less cost effective) than one-on-one phone interviews. I’m not going to go into detail here… you’ll have to buy the book.

Customers expect certain promises to be kept, and they value relevancy like never before.

Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy will help you find out what matters to your customers and the promises they expect you to keep.

While you’re no longer in control of your message, you are 100% in control of your company’s behavior – what your people do and how they do it. Roadmap to Revenue will teach you how to identify the promises you should be keeping, and then make revenue increasing changes to your five promise-keeping resources: your passion, policies, products, people, and processes.

Your own customers are the key to higher revenue. They will tell you exactly what you need to know. You won’t have to guess or assume anymore; you’ll be able to move forward, logically, in confidence, following your own, unique roadmap to revenue.

 

In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing

If you are near Kelowna, Victoria or Vancouver, consider attending one of this series of live, half-day workshops:

Marketing for Leads and Sales: What’s Working Best for Technology companies Today

8:30 am to 12:30 pm
February 22 – Kelowna, BC
February 23 – Victoria, BC
February 24 – Vancouver, BC

Specific topics to be addressed include:

  • How to save time and money while prospecting for new business, and virtually eliminate the need for making cold-calls.
  • Which lead generation tactics are working best today, and which should you avoid.
  • How to use low-cost marketing to handle the early stages of the sales process, allowing your salespeople or channel partners to be up to 70 percent more efficient at closing sales.
  • How to nurture or “date” your longer-term prospects until they are ready to buy—leveraging marketing to help them move from awareness to inquiry to consideration and purchase.

By attending, you will:

  • Learn proven business development strategies, marketing tactics, tips and resources that you can put to work immediately.
  • Fill your sales pipeline with sales-ready opportunities that you can turn into new business sales and revenue.
  • Receive a comprehensive book of reference materials and templates.

Who should attend:
If you responsible for sales or business development at your technology company – CEO, President, Vice President, Director or Manager – You can’t afford to miss this half-day seminar.

Here’s what a past attendee had to say:
“I just finished the marketing boot camp this afternoon. All I can say is it was AWESOME!!! And an excellent use of our time.” – Michael Noel – Creative 2000 Computer Solutions – Coquitlam, British Columbia

For more information or to register use this link. Or cut and paste this URL into your browser:

http://www.bctia.org/Connections/Events/

These workshops are sponsored by

BCTIA 

In partnership with Accelerate Okanagan, ACETECH, Agile Vancouver, BCIC, Bootup Entrepreneurial Society, Discovery Parks Vancouver, HR Tech Group, LifeSciences BC, NewVentures BC, Vancouver Island Technology Park, Victoria Advanced Technology Council and Wavefront.

 

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Executive Breakfast Briefing

To quickly get up to speed on BtoB marketing automation and the benefits it may bring your company—and to learn about some fast, easy and affordable ways to put it to work—please join us for this Executive Breakfast Briefing:

What BtoB marketing Automation is all about, and why you should care

January 26, 2010 – Boston/Waltham
8:00 am to 10:00 am
Westin Waltham Boston
(Exit 27A off Interstate 95/Route 128)
Learn more or register here
Can’t make it? Be notified about future events

January 27, 2011 – New York City
8:00 to 10:00 am
Fashion 26 Hotel
152 West 26th St (at Seventh Ave)
Learn more or register here
Can’t make it? Be notified about future events

Who should attend?

Senior corporate, marketing and sales executives (CMOs,VPs and Directors) at companies that sell products or services to other companies.

If your company spends $100,000 a year on lead generation or millions, you can’t afford to miss this!

Your presenters:

Will Schnabel (a recognized thought-leader in marketing automation and email) and I (Mac McIntosh - voted #1 of the SLMA’s Top 50 Most Influential people in Sales Lead Management) will bring you up to speed on B2B marketing automation over breakfast and have you on your way back to work by 10:00 am.

By attending this Executive Breakfast Briefing you’ll hear about how many of your peers are finding that marketing automation allows them to do more with less when it comes to new business development.

In fact, Aberdeen’s research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales!

So, instead of relying on yesterday’s marketing and lead generation tactics that used to work but no longer do (like “batch and blast” emails), attend this webinar to learn how to:

  • Put your company’s prospecting programs on auto-pilot
  • Reach and nurture more prospective customers
  • Generate more qualified leads
  • Close more sales
  • Lower your cost of sales
  • Increase your ROI

The odds are that one or more of your competitors may have already adopted marketing automation. If your company hasn’t, it may be at a competitive disadvantage! So register today!

What BtoB marketing Automation is all about, and why you should care

January 26, 2010 – Boston/Waltham
8:00 am to 10:00 am
Westin Waltham Boston
(Exit 27A off Interstate 95/Route 128)
Register here
Can’t make it? Be notified about future events

January 27, 2011 – New York City
8:00 to 10:00 am
Fashion 26 Hotel
152 West 26th St (at Seventh Ave)
Register here
Can’t make it? Be notified about future events

Your complimentary attendance at these Executive Breakfast Briefings is made possible by its generous sponsors:

Silverpop – An on-demand provider of an email marketing and marketing automation platform serving the needs of sophisticated, self-service B2B and B2C marketers.

AcquireB2B – A full-service agency specializing in generating more B2B leads and sales with marketing automation.

B2B Contact – Generating more of the leads you need by combining qualified data with rich media messaging and telemarketing.

NetProspex – The world’s most accurate and fastest-growing sales and marketing database, helping B2B decision makers find, reach, and connect with nearly 14 million targeted sales prospects.

MarketSync – Empower sales in your marketing cloud by combining physical and e-mail correspondence to break through the clutter and consistently reach decision makers.

 

Learn the secrets to generating more B2B leads and sales for less

Are you interested in learning how to generate more B2B leads despite your too-small marketing budget and too-few marketing people?

Then don’t miss this complimentary two-hour breakfast briefing designed specifically for senior corporate, sales and marketing executives at a mid-size to large companies, or at a fast-growing, venture-funded small companies; executives who are looking for ways to cost-effectively and efficiently use marketing to boost sales.

What B2B marketing automation is all about & why you should care: An Executive Breakfast Briefing

Boston/Waltham                                New York City
Wednesday, January 26, 2011                 Thursday, January 27, 2011
8:00 to 10:00 am                                  8:00 to 10:00 am
Westin Waltham Boston                          Fashion 26 Hotel
Exit 27A off Interstate 95/Route 128        152 W 26th St (at Seventh Ave)

Generating sales-ready leads is “easy.” All you have to do is get the right message to the right person at the right time. And only do what works. These are two simple strategies, but the details of consistently executing them are a significant challenge for most B2B organizations.

That’s what marketing automation is all about—using technology to implement these strategies and deliver a stream of qualified leads to drive sales in a highly cost effective way. (Your sales team and your CFO will love marketing automation!)

This briefing was developed specifically for busy executives like you

This may be your best opportunity to quickly get up to speed about B2B marketing automation—while having breakfast and discussions on the topic with a select group of your peers.

You’ll hear how many companies similar to yours are finding that marketing automation allows them to do more with less when it comes to their new business development.

By attending, you’ll learn how to

  • Put your companies’ prospecting programs on auto-pilot;
  • Reach and nurture more prospective customers;
  • Generate more qualified leads;
  • Close more sales;
  • Lower your cost of sales; and
  • Increase your ROI

The executive briefing will be led by me, Mac McIntosh. In addition, Will Schnabel, VP of Alliances for Silverpop will discuss some simple ways to get started using marketing automation to drive more leads and sales.

You can attend this complimentary, two-hour breakfast briefing to get up to speed on marketing automation and be out the door at 10:00 am and on your way back to work.

The agenda:

8:00 am: Registration and Breakfast
8:30 am: What B2B marketing automation is all about, and why you should care
9:00 am: How to get started putting marketing automation to work
10:00 am: Briefing concludes

Please reserve your seat today, as attendance is strictly limited.

B2B marketing automation breakfast briefing

Register online: Use this link or visit http://twurl.nl/7zkddn

Register by phone: 1-800-336-1877 x1622

Register by email:
(Please mention the event city and date, including your name, title, company URL and phone number)

Your complimentary attendance at this executive breakfast briefing about marketing automation is made possible by its generous sponsors:

AcquireB2B -Drive more leads and sales with Marketing Automation

Silverpop – An on-demand provider of an email marketing and marketing automation platform serving the needs of sophisticated, self-service B2C and B2B marketers

B2B Contact – Generating more of the leads you need by combining qualified data with rich media messaging and telemarketing.

NetProspex – The world’s most accurate and fastest-growing sales and marketing database, helping B2B decision makers find, reach, and connect with nearly 17 million targeted sales prospects.

MarketSync – Empower sales in your marketing cloud by combining physical and email correspondence to break through the clutter and consistently reach decision makers.

 

Get up to speed on B2B marketing automation in an hour for free

As a top corporate, sales or marketing executive looking for ways to efficiently and cost-effectively boost B2B leads and sales, this Executive Briefing Webinar is for you!

Executive Briefing Webinar

To quickly get up to speed on marketing automation and the benefits it may bring your company—and to learn about some fast, easy and affordable ways to put it to work—please join us for this one-hour webinar:

What B2B marketing Automation is all about, and why you should care

December 15, 2010 – 2:00 p.m. EDT (GMT-4)

Reserve your seat: Register here

Can’t make it? Be notified about future events

Will Schnabel (a recognized thought-leader in marketing automation and email) and I (Mac McIntosh) will bring you up to speed on B2B marketing automation in 60 minutes or less.

By attending this one-hour Executive Briefing Webinar you’ll hear about how many of your peers are finding that marketing automation allows them to do more with less when it comes to new business development.

In fact, Aberdeen’s research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales!

So, instead of relying on yesterday’s marketing and lead generation tactics that used to work but no longer do (like “batch and blast” emails), attend this webinar to learn how to:

  • Put your company’s prospecting programs on auto-pilot
  • Reach and nurture more prospective customers
  • Generate more qualified leads
  • Close more sales
  • Lower your cost of sales
  • Increase your ROI

The odds are that one or more of your competitors may have already adopted marketing automation. If your company hasn’t, it may be at a competitive disadvantage! So register to attend this one-hour Executive Briefing Webinar today:

What B2B marketing Automation is all about, and why you should care

December 15, 2010 – 2:00 p.m. Eastern (GMT-4)
Reserve your seat: Register here

Can’t make it? Be notified about future events

Your complimentary attendance at this Executive Briefing Webinar is made possible by its generous sponsors:

Silverpop – An on-demand provider of an email marketing and marketing automation platform serving the needs of sophisticated, self-service B2B and B2C marketers.

AcquireB2B – A full-service agency specializing in generating more B2B leads and sales with marketing automation.

B2B Contact – Generating more of the leads you need by combining qualified data with rich media messaging and telemarketing.

NetProspex – The world’s most accurate and fastest-growing sales and marketing database, helping B2B decision makers find, reach, and connect with nearly 14 million targeted sales prospects.

MarketSync – Empower sales in your marketing cloud by combining physical and e-mail correspondence to break through the clutter and consistently reach decision makers.

 

2010’s 50 Most Influential People in Sales Lead Management: Winners announced

50most 200x300 viewlistThe Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2010.

James W. Obermayer, CEO and executive director of the Sales Lead Management Association said, "The winning 50 men and women are creators of wealth and the voters have recognized their contributions in this increasingly important field of managing sales leads."

5,810 votes were cast for 99 nominees by 3,786 people (each voter could choose up to three nominees).

Here’s the list of 50 Most Influential People in Sales Lead Management in 2010.

Susan Campanale, VP of Marketing for the SLMA said, “The SLMA has assumed the cheerleader’s role in promoting the importance of all facets of managing sales leads. These people are recognized by their peers as extreme players in the pursuit of ROI for marketing expenditures.”

I am grateful to all of you who voted me to the top of the list for 2010! 

Thank you!

-Mac

 
Need help with B2B lead generation, marketing and sales?
For more information, please call Mac McIntosh at +1-401-294-7730, send him email at or visit www.sales-lead-experts.com