Why IBM Supports Social Media for B2B Tech Sales
Big Blue Fosters “Personal Online Branding†for Sales RepsÂ
It’s my pleasure to catch up with Ed Linde II, one of IBM’s successful inside sales managers and leading advocate of marketing and selling via social media. Ed was a client of mine in a past life – about 20 years past – and I was impressed when LinkedIn revealed to me that Ed was still enjoying his tenure at IBM to this day. When it comes to B2B tech sales via social media, Ed is certainly a “person to knowâ€. Read more
12 Ways to Cultivate a B2B Event that Rocks!
Judith Rothrock, founder and president of JRocket Marketing originated an event she holds annually for technology vendors and the analyst community. Called “The Grape Escapeâ€, the event is typically sold out months in advance. We are asking Judith to explain what makes vendors and analysts enthusiastically put this gathering on their calendars year after year. Read more
Shattering the 5 Myths of Effective Sales Follow-up
Watch a great video clip from one of Judy’s training seminars
Perhaps the most misunderstood and debilitating part of the average sales process is…the follow-up. This is where your intelligence, your ego, and your empathy can absolutely be your worst enemies to converting prospects. I recently ran into a very talented corporate sales speaker/trainer, Judy Garmaise, who brings a unique focus to the practice of sales follow-up. Read more
5 Factors Behind the Great Sales & Marketing Talent Shortage of 2011
As one of the founders of Woodlyn Partners, Lee Hoffstein has his finger on the pulse of the job market for sales and marketing talent in the Greater Boston area. A diligent publisher of his market observations, Lee has recently drawn attention to what can be termed a “candidate shortageâ€, for the first time in years. Lee shares what this means for employers and for job candidates – and what he expects is the root cause. Read more
Why Telemarketing Remains the Unsung Hero of Lead Generation
Denise Clancey is a true luminary in the field of telesales and telemarketing. She is the former Vice President of Telesales & Customer Service at Lotus Development, a subsidiary of IBM. In this position, her organization delivered $151 million in sales from corporate customers in addition to managing one million plus Customer Service inquiries. Read more
7 Ways Marketing Automation Enhances B2B Relationships
Part I of our interview with Jill Rowley of Eloqua
Jill Rowley, Director of Strategic Accounts for marketing automation pioneer, Eloqua is amped up! Her dedication to helping organizations pro-actively manage revenue opportunities landed her “Top Eloqua Salesperson†2006-2008. We caught up with this software maven, and mother of four, to talk about the marketing automation journey she’s been on since the summer of 2002. Read more
Marketing Automation: A Catalyst for B2B Tech Sales Alignment
Jeff Ernst, Principal Analyst at Forrester Research, explains that Marketing Automation can help move your lead development process from the bunny slopes to the black diamond zone. It’s our pleasure to interview Jeff about this hot topic in B2B marketing at technology companies.          Read more
Developing Your Role as Strategic Advisor: How to Earn Credibility Fast
Christine Crandell actually does what so many high-tech sales and marketing professionals, MBAs, and consultants aspire to do. She has a track record for advising the C-suite on strategic direction. Having extensive experience on the vendor side as well as heading up a consultancy, we thought we’d ask Christine a few questions about how she approaches marketing, especially in situations where organizations need to reap the rewards of strategy, seemingly overnight. Read more
Achieving Award-winning Sales & Marketing Alignment
Joanne DeLangie was recently-awarded the 2010 President’s Award for exceptional collaboration with Sales, Product Management, Channels and Operations in the development and implementation of successful field marketing programs for Stratus Technologies. It is our pleasure to interview Joanne about what makes her marketing programs so exceptional. Read more
