Jill Konrath | Selling to Big Companies

B2B Response Databases: Which is Best?

If you're a marketer who buys databases for your company's lead generation initiatives, you'll be interested in this recent study: B2B Response Databases: A Comparative Analysis.

Written by Ruth Stevens & Bernice Grossman, it take an in-depth look at quality of data from three of the major "response" database providers. 

What are response databases? Ones that are assembled from individuals who take some sort of action -- like subscribing to a magazine, attending a conference or buying a product. 

According to Stevens, "In recent years, these response files have been assembled into large databases, giving marketers access to names based on various characteristics like title, company size, etc." In the past, response databases lacked market coverage.

But this year, the authors conclude that "these new response databases are a valuable prospecting resource for B-to-B marketers."

Download the study now to see how the different vendors compared. It's interesting. 

Podcast: How to Get Inside the Mind of the Buyer

Recently I was interviewed by Robert Jordan, author of How They Did it: Billion Dollar Insights from the Heart of America.  

It's a neat book that's filled with thoughts, ideas, and inspiration from 45 of the most successful living company founders ever to come out of the MIdwest. And, since I'm from the great state of Minnesota, of course I have a special affinity for it.

... Anyway, back to the interview. Bob asked me about the biggest mistakes that I see entrepreneurs make—and what they should be doing. Of course, I do have an opinion on the topic and it is related to sales. 

If you'd like to hear my thoughts on what an entrepreneur needs to do to get off to a fast start, click here to go listen to (or download) this 16-minute podcast. 

Enjoy!

How to Manage the Complete Sales Funnel -- From Top to Bottom

In most organizations, there's a huge disconnect between Marketing & Sales. And, in today's business environment is a killer. Plain and simple. 

That's why I want you to know about the upcoming DemandCon Conference in San Francisco on May 18-20.

It's the first conference ever that's dedicated to managing the complete sales funnel.

I'll be doing an opening keynotes at DemandCon. I hope you'll be able to join me. Here's what I'll be talking about.

(Pretty cool video technology too! Check out VisibleGains to learn more!)

Plus, there are tons of SNAPPY breakouts (20 minute sessions designed to get people to "net it out), panel discussions and open forums. Seriously. I could spend days listening to these people talk. 

Click here to check out the DemandCon Speakers. They're industry experts, executives, actual clients, authors -- all who have extensive expertise in a piece of the sales funnel. Now they're coming together to share it. 

And, check out Hugh McFarlane's (from MathMarketing) related workshop: DemandCon Funnel Plan. In it, he reveals advanced techniques and best practices for increasing revenue volume and velocity. He's making it available to DemandCon participants at big discount.

Hopefully you'll be able to make it! If we can get Marketing & Sales working together, we'll all be more successful. 

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Are You an Accidental Sales Manager?

If so, check out this new book by Chris Lytle called The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits.  

When he asked me to write an endorsement for it, I was glad to because it's good AND I know how much new sales managers need help. (Been there, done that!) Maybe that's why I liked the "Fourteen Things You Don't Have to Learn the Hard Way" chapter so much.

Another excellent chapter is called "Shaking Up Your Sales Meetings: 22 Ways to Add Impact, Variety and Even Suspense to Keep Your Salespeople Engaged." It's good too. And much needed if you need to develop your sales team.

One more thing, if you go ahead and buy the book on Amazon or Barnes & Noble, he'll send you a link to a pass-worded web page where you can download seven Instant Sales Meetings. 

Each one has an mp3 that your salespeople listen to a few days before the meeting. Then, as a sales manager, you get the tools you need (slides & questions) to lead a 15-25 minute discussion on the topic. 

It's good stuff.  Just e-mail Chris your receipt at chris.lytle@sparque.biz. 

So I'm recommending the book -- and the bonus that comes with it!

 

Webinar with Seth Godin: 7 Strategies to Be Invaluable to Your Customers

FREE on May 11th at 12pm ET, 9am PT, 6pm CET

[We have limited seating at this webinar. But since we're recording it, you can listen to it when it fits your schedule. Sign up now to ensure your access.)

IMPORTANT: USE THIS LINK TO REGISTER. The one in the video doesn't work: http://linktrack.info/seth_godin_webinar 

Join me and Seth Godin to learn what it takes to achieve unparalleled success with today's crazy-busy prospects.

Register now: http://linktrack.info/seth_godin_webinar