Problematic Prospects: How to Handle Them With Finesse
Today we tackle a sticky subject – problematic sales prospects and how to handle them without losing the sale (unless they are REALLY problematic…)
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Today we tackle a sticky subject – problematic sales prospects and how to handle them without losing the sale (unless they are REALLY problematic…)
In weekly, live episodes, veteran marketers Pete Monfre and Bill Lowell share their knowledge about B2B marketing and sales, dispel marketing myths and blow the whistle on questionable marketing practices.
If you are responsible for driving growth, The B2B Marketing Mindset is a treasure trove of hard-won, practical experience.
Not only have they helped many of the world’s most successful B2B companies, they have faced the same challenges in growing their own companies.
Get access to exclusive content, a private LinkedIn forum where you can get the wisdom of the crowd, discounts on webinars and more! And don’t worry – we won’t share your data ever.
Today we tackle a sticky subject – problematic sales prospects and how to handle them without losing the sale (unless they are REALLY problematic…)
Like many things “marketing” the answer is: “It depends”. Another question is “Do you like gambling?” I personally don’t gamble. I don’t think it’s wrong. I think it’s stupid and expensive. When it comes to our clients, they don’t pay us to gamble with their money. That’s where research comes in. Today we are unwinding the value of marketing research and asking the hard questions to help you figure out if research is right for your situation.
The marketing industry is full of people who have absolutely no idea what they’re doing, but are still offering their services nonetheless. So, how do you spot phonies?
Thought leadership refers to the position of being a recognized and authoritative source of innovative and influential ideas within a particular industry, field, or subject. A thought leader is someone who is considered an expert and visionary in their area of expertise and who often drives conversations, shapes opinions, and influences the direction of that field.
Working with interns can be heaven or hell – that’s up to you. Today we share our experiences with interns, why you should consider working with them and mistakes we’ve learned over the years.
I wish I had a nickel for every time I’ve had a client insist that “Price is the most important thing to customers!” According to thousands of research projects, they are simply wrong. When you ask clients what matters most, eventually they’ll mention price, but it’s generally not their #1 priority.
Everyone’s favorite billionaire just took one of the world’s most recognized brands and tossed millions of its value out the window, and has left us all asking: is he nuts?
Today we’re going to talk about the most boring of all boring subjects – money! Specifically how to tie the marketing budget to the outcome – what we call “Marketing Return on Investment or MROI”.
Today Bill Lowell and I are discussing what it means to have a B2B Marketing Mindset and why it’s the foundation of marketing success.
Today I’m going to share some of the most pathetic sales attempts in history from folks on LinkedIn.
There are many ways to set sales and/or marketing budgets, so how do you choose the right one?
Bringing in an outside facilitator is often thought to be the domain of the Fortune 100/500 crowd, however many small and mid-sized businesses work with facilitators regularly in my experience. Having someone with specific skills in facilitation with added subject matter experience results in team collaborations that work.
What does “value” mean to you and your customers? Can you describe it? I think companies have flogged the word “value” to the point where we have practically lost track of what it actually means…
Today we are talking to Amy Erato of WE Benefits about the sometimes controversial Net Promoter Score (NPS) – what it is, how to use it and how she has leveraged it to improve the customer experience.
In this ‘cast Bill Lowell and I discuss one of the biggest challenges in Business-to-Business marketing: Messaging.
This week’s podcast shares how to properly leverage subject matter experts or “consultants”. They don’t know how to USE that third party expertise and apply it…
66% of CEO’s report they struggle with imposter syndrome. In this podcast, we discuss the intersection of thought leadership and it’s natural kryptonite “imposter syndrome”.
This episode explains probably the absolute biggest concept that you must understand to have a growth company. And it’s the most misunderstood concept in marketing and sales. Bill Lowell and I untangle the great ball of yarn that is marketing in this video podcast.
Not this sh!t again. I swear this get’s asked every six months by the industry rags. Has the “Lean Start Up” model of fail fast and iterate made “strategy” obsolete? Bill Lowell and I answer the question once and for all.
UH-OH. We are ruffling some feathers today talking about the dumbest, most vapid, lame brained, AND MOST COMMON boondoggles we see over and over again in our practice.
Today we tackle a sticky subject – problematic sales prospects and how to handle them without losing the sale (unless they are REALLY problematic…)
Like many things “marketing” the answer is: “It depends”. Another question is “Do you like gambling?” I personally don’t gamble. I don’t think it’s wrong. I think it’s stupid and expensive. When it comes to our clients, they don’t pay us to gamble with their money. That’s where research comes in. Today we are unwinding the value of marketing research and asking the hard questions to help you figure out if research is right for your situation.
The marketing industry is full of people who have absolutely no idea what they’re doing, but are still offering their services nonetheless. So, how do you spot phonies?
Thought leadership refers to the position of being a recognized and authoritative source of innovative and influential ideas within a particular industry, field, or subject. A thought leader is someone who is considered an expert and visionary in their area of expertise and who often drives conversations, shapes opinions, and influences the direction of that field.
Working with interns can be heaven or hell – that’s up to you. Today we share our experiences with interns, why you should consider working with them and mistakes we’ve learned over the years.
I wish I had a nickel for every time I’ve had a client insist that “Price is the most important thing to customers!” According to thousands of research projects, they are simply wrong. When you ask clients what matters most, eventually they’ll mention price, but it’s generally not their #1 priority.
Everyone’s favorite billionaire just took one of the world’s most recognized brands and tossed millions of its value out the window, and has left us all asking: is he nuts?
Today we’re going to talk about the most boring of all boring subjects – money! Specifically how to tie the marketing budget to the outcome – what we call “Marketing Return on Investment or MROI”.