http://www.odeo.com/channels/1261-B2B-Lead-Generation-Start-with-a-Lead-Show BrianCarroll no Brian Carroll's Blog focused on B2B lead generation, sales leads, and marketing for the complex sale. Hear from other marketers; get the latest tips and strategies; and learn what really works and what doesn't. Brian Carroll's Blog focused on B2B lead generation, sales leads, and marketing for the complex sale. Hear from other marketers; get the latest tips and strategies; and learn what really works and what doesn't. With Brian Carroll author of Lead Generation for the Complex Sale en-US 40 Thu, 15 Oct 2009 06:00:00 -0700 Thu, 15 Oct 2009 06:00:00 -0700 Marketing http://www.odeo.com/episodes/25289155-Podcast-Why-sellers-don%E2%80%99t-have-the-right-tools-to-help-buyers-buy tweetmeme_url = 'http://blog.startwithalead.com/weblog/2009/10/podcast-why-sellers-dont-have-the-right-tools-to-help-buyers-buy.html'; tweetmeme_source = 'brianjcarroll'; A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle. I spoke with Morgen recently to ask her about her take on the question and her new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it . I wanted to speak with Morgen because I was intrigued with the advice she lends to help with B2B’s major dilemma: How can we successfully work with people from the time they express interest until they decide to buy? Basically: How do we convert leads to sales? Morgen has some great su... tweetmeme_url = 'http://blog.startwithalead.com/weblog/2009/10/podcast-why-sellers-dont-have-the-right-tools-to-help-buyers-buy.html'; tweetmeme_source = 'brianjcarroll'; A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle. I spoke with Morgen recently to ask her about her take on the question and her new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it . I wanted to speak with Morgen because I was intrigued with the advice she lends to help with B2B’s major dilemma: How can we successfully work with people from the time they express interest until they decide to buy? Basically: How do we convert leads to sales? Morgen has some great suggestions. If you want to hear what Morgen had to say, listen to my interview “Dirty Little Secrets: Why sellers don’t have the right tools to help buyers buy." During this interview, Morgen discusses how she sold a “dead account” by simply applying her Buying Facilitation model to the situation. I think you’ll find Morgen’s insight helpful and her book more than a little tempting. Listen to podcast now (21 minutes) According to Morgen, most sales people are wonderful at what they do. They are informed, they know how to pitch - they know their business. Unfortunately, it’s not the sales people that are lagging, it’s their sales model. Sales teams tend to focus on gathering data and selling the solution; however, in order to make the most of our leads, sales need to be able to manage the behind-the-scene issues that our buyers face. To get on the buyers decision team, we must examine the whole skeleton behind the buyers’ environment. Buyers live in a system that includes personal and timing issues and problems with partners and inner-office politics, and the list goes on and on. Once sellers learn how to help the buyer manage and solve these issues they can help speed along the buying process. Morgen says the buyer will eventually figure out how to solve these issues with or without our help;  however, if sales can help to facilitate the change and be there waiting, they will be able convert the sale. Morgen says sales need the right tools to help the buyer. Sellers need a different skill set that she calls “Buying Facilitation.” Morgen’s change management model leads buyers through all of their change issues, and helps sellers learn how to listen to their buyers’ system and develop a set of questions that guide them through the buying process. tweetmeme_url = 'http://blog.startwithalead.com/weblog/2009/10/podcast-why-sellers-dont-have-the-right-tools-to-help-buyers-buy.html'; tweetmeme_source = 'brianjcarroll'; A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. However, this is one question that Sharon Drew Morgen isn’t afraid to tackle. I spoke with Morgen recently to ask her about her take on the question and her new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it . I wanted to speak with Morgen because I was intrigued with the advice she lends to help with B2B’s major dilemma: How can we successfully work with people from the time they express interest until they decide to buy? Basically: How do we convert leads to sales? Morgen has some great suggestions. If you want to hear what Morgen had to say, listen to my interview “Dirty Little Secrets: Why sellers don’t have the right tools to help buyers buy." During this interview, Morgen discusses how she sold a “dead account” by simply applying her Buying Facilitation model to the situation. I think you’ll find Morgen’s insight helpful and her book more than a little tempting. Listen to podcast now (21 minutes) According to Morgen, most sales people are wonderful at what they do. They are informed, they know how to pitch - they know their business. Unfortunately, it’s not the sales people that are lagging, it’s their sales model. Sales teams tend to focus on gathering data and selling the solution; however, in order to make the most of our leads, sales need to be able to manage the behind-the-scene issues that our buyers face. To get on the buyers decision team, we must examine the whole skeleton behind the buyers’ environment. Buyers live in a system that includes personal and timing issues and problems with partners and inner-office politics, and the list goes on and on. Once sellers learn how to help the buyer manage and solve these issues they can help speed along the buying process. Morgen says the buyer will eventually figure out how to solve these issues with or without our help;  however, if sales can help to facilitate the change and be there waiting, they will be able convert the sale. Morgen says sales need the right tools to help the buyer. Sellers need a different skill set that she calls “Buying Facilitation.” Morgen’s change management model leads buyers through all of their change issues, and helps sellers learn how to listen to their buyers’ system and develop a set of questions that guide them through the buying process. tag:odeo.com,2009-10-15,25289155 Thu, 15 Oct 2009 06:00:00 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Sales, Sales Leads, My Podcast http://www.odeo.com/episodes/25129778-Podcast-Unconventional-strategies-to-reach-more-clients tweetmeme_url = 'http://blog.startwithalead.com/weblog/2009/09/podcast-unconventional-strategies-to-reach-more-clients.html'; tweetmeme_source = 'brianjcarroll'; So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses this issue in his new book, "Winning the Professional Services Sale." And, it’s the subtitle that got my attention: "Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity." What I really like about Michael is that he gets the marketing perspective as well as the sales process. And I had the opportunity to interview Michael recently to discuss his new book. Michael's new book focuses on ways to make the most of those meetings and appointments in order to improve your chances of making a profitable sale. During this intervi... tweetmeme_url = 'http://blog.startwithalead.com/weblog/2009/09/podcast-unconventional-strategies-to-reach-more-clients.html'; tweetmeme_source = 'brianjcarroll'; So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses this issue in his new book, "Winning the Professional Services Sale." And, it’s the subtitle that got my attention: "Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity." What I really like about Michael is that he gets the marketing perspective as well as the sales process. And I had the opportunity to interview Michael recently to discuss his new book. Michael's new book focuses on ways to make the most of those meetings and appointments in order to improve your chances of making a profitable sale. During this interview, Michael and I discuss: Why we need to do a better job of preparing for that first meeting with prospects. We’re spending too much time prepping the wrong kind of presentations and focusing too much on the company and its background. How we can conduct a masterful client interview that will help build enduring client relationships. We're not prepping right for the analytical part of the interview. When to walk away from a lead. We’re not always using our time and resources wisely. Listen to podcast now (14 minutes) tweetmeme_url = 'http://blog.startwithalead.com/weblog/2009/09/podcast-unconventional-strategies-to-reach-more-clients.html'; tweetmeme_source = 'brianjcarroll'; So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses this issue in his new book, "Winning the Professional Services Sale." And, it’s the subtitle that got my attention: "Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity." What I really like about Michael is that he gets the marketing perspective as well as the sales process. And I had the opportunity to interview Michael recently to discuss his new book. Michael's new book focuses on ways to make the most of those meetings and appointments in order to improve your chances of making a profitable sale. During this interview, Michael and I discuss: Why we need to do a better job of preparing for that first meeting with prospects. We’re spending too much time prepping the wrong kind of presentations and focusing too much on the company and its background. How we can conduct a masterful client interview that will help build enduring client relationships. We're not prepping right for the analytical part of the interview. When to walk away from a lead. We’re not always using our time and resources wisely. Listen to podcast now (14 minutes) tag:odeo.com,2009-09-15,25129778 Tue, 15 Sep 2009 07:00:00 -0700 no B2B Lead Generation - Start with a Lead Show Books, Sales, Lead Management, Lead Generation, My Podcast http://www.odeo.com/episodes/22563163-The-Human-Touch-of-Lead-Nurturing-Marketing-Automation I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. During the interview we talk about lead nurturing and how marketers can add the human touch to B2B lead generation programs. You can listen to our Q&A interview here. I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. During the interview we talk about lead nurturing and how marketers can add the human touch to B2B lead generation programs. You can listen to our Q&A interview here. I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. During the interview we talk about lead nurturing and how marketers can add the human touch to B2B lead generation programs. You can listen to our Q&A interview here. tag:odeo.com,2008-05-27,22563163 Tue, 27 May 2008 14:12:00 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Lead Nurturing, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars http://www.odeo.com/episodes/24208738-The-Human-Touch-of-Lead-Nurturing-Marketing-Automation I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. During the interview we talk about lead nurturing and how marketers can add the human touch to B2B lead generation programs. You can listen to our Q&A interview here. I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. During the interview we talk about lead nurturing and how marketers can add the human touch to B2B lead generation programs. You can listen to our Q&A interview here. I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. During the interview we talk about lead nurturing and how marketers can add the human touch to B2B lead generation programs. You can listen to our Q&A interview here. tag:odeo.com,2008-05-27,24208738 Tue, 27 May 2008 14:12:00 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Lead Nurturing, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars http://www.odeo.com/episodes/25397877-Podcast-How-to-Optimize-Teleprospecting-Vendors More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies sh... More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships tag:odeo.com,2008-04-16,25397877 Wed, 16 Apr 2008 07:31:04 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Lead Nurturing, B2B Telemarketing, Lead Management, Lead Generation, Sales Leads, My Podcast, Lead Qualification, Cold Calling, Human Touch http://www.odeo.com/episodes/22439175-Podcast-How-to-Optimize-Teleprospecting-Vendors More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies sh... More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships tag:odeo.com,2008-04-16,22439175 Wed, 16 Apr 2008 06:31:04 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Lead Nurturing, B2B Telemarketing, Lead Management, Lead Generation, Sales Leads, My Podcast, Lead Qualification, Cold Calling, Human Touch http://www.odeo.com/episodes/22431801-Podcast-How-to-Select-and-Optimize-Outsourced-Teleprospecting More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria compan... More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships tag:odeo.com,2008-04-16,22431801 Wed, 16 Apr 2008 06:31:04 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Lead Nurturing, B2B Telemarketing, Lead Management, Lead Generation, Sales Leads, My Podcast, Lead Qualification, Cold Calling, Human Touch http://www.odeo.com/episodes/24208739-Podcast-How-to-Optimize-Teleprospecting-Vendors More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies sh... More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships tag:odeo.com,2008-04-16,24208739 Wed, 16 Apr 2008 06:31:04 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Lead Nurturing, B2B Telemarketing, Lead Management, Lead Generation, Sales Leads, My Podcast, Lead Qualification, Cold Calling, Human Touch http://www.odeo.com/episodes/22430921-Podcast-How-to-Select-and-optimize-Outsourced-Teleprospecting More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria compan... More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (aka inside sales, telesales, telemarketing).  Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.  If you are involved in lead generation for a complex sale, this podcast offers practical information you won't want to miss. During the interview you will hear Sridhar discuss: Why his client's decide to outsource What to have ready before engaging a firm The criteria companies should use when hiring a firm Success metrics used to evaluate effectiveness Pitfalls to avoid in a partnership Co-sourcing or Outsourcing? Best practices that make teleprospecting partnerships very effective Listen to podcast now (27 minutes MP3 9.58 MB) Podcast: How to Select and Optimize Teleprospecting Partnerships tag:odeo.com,2008-04-16,22430921 Wed, 16 Apr 2008 06:31:04 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Lead Nurturing, B2B Telemarketing, Lead Management, Lead Generation, Sales Leads, My Podcast, Lead Qualification, Cold Calling, Human Touch http://www.odeo.com/episodes/13760993-Podcast-Interview-with-MarketingSherpa-s-Anne-Holland tag:odeo.com,2007-06-29,13760993 Fri, 29 Jun 2007 19:47:34 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/24208740-Podcast-Interview-with-MarketingSherpa-s-Anne-Holland Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year's findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some terrific insights and helpful data on numerous marketing and lead generation tactics. Three data points that I found particularity interesting: 1. Teleprospecting works. As we all know, tech buyers are a notoriously tough crowd to cold call. Sherpa's findings contradict the "calling doesn't work" line we've heard for years. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. 2. Sherpa's data shows that more decision makers (not just influencers) are attending webinars and watching archived events. This indicates the import... Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year's findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some terrific insights and helpful data on numerous marketing and lead generation tactics. Three data points that I found particularity interesting: 1. Teleprospecting works. As we all know, tech buyers are a notoriously tough crowd to cold call. Sherpa's findings contradict the "calling doesn't work" line we've heard for years. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. 2. Sherpa's data shows that more decision makers (not just influencers) are attending webinars and watching archived events. This indicates the importance of relevant educational events and online content for lead generation. 3. Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work. Listen to podcast now (31 min MP3) Show Agenda   Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: it's big!) Sherpa's unexpected data on B2B telemarketing (teleprospecting) Useful data on lead management and lead nurturing How webinars are reaching more decision makers than you would expect Common email mistakes (and why mobile devices matter more than you think) How and why high quality content is important and influential to buyers Why fewer leads is better (the CEOs role) and why "cost per lead" budgets fail Distinguishing characteristics of top performing marketers Unconventional research that will improve your corporate website homepage The Business Technology Benchmark Marketing Guide features data on numerous marketing and lead generation tactics especially valuable. They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. They interviewed over 1000 marketers, plus this year they gathered in-depth research from 4,658 actual business technology buyers. If you are a marketer for a company that sells technology, I encourage you to get a copy of this report. It will definitely help you better budget, forecast, and benchmark your marketing results. MarketingSherpa: Business Technology Marketing Benchmark Guide 2007-08 Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year's findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some terrific insights and helpful data on numerous marketing and lead generation tactics. Three data points that I found particularity interesting: 1. Teleprospecting works. As we all know, tech buyers are a notoriously tough crowd to cold call. Sherpa's findings contradict the "calling doesn't work" line we've heard for years. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. 2. Sherpa's data shows that more decision makers (not just influencers) are attending webinars and watching archived events. This indicates the importance of relevant educational events and online content for lead generation. 3. Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work. Listen to podcast now (31 min MP3) Show Agenda   Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: it's big!) Sherpa's unexpected data on B2B telemarketing (teleprospecting) Useful data on lead management and lead nurturing How webinars are reaching more decision makers than you would expect Common email mistakes (and why mobile devices matter more than you think) How and why high quality content is important and influential to buyers Why fewer leads is better (the CEOs role) and why "cost per lead" budgets fail Distinguishing characteristics of top performing marketers Unconventional research that will improve your corporate website homepage The Business Technology Benchmark Marketing Guide features data on numerous marketing and lead generation tactics especially valuable. They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. They interviewed over 1000 marketers, plus this year they gathered in-depth research from 4,658 actual business technology buyers. If you are a marketer for a company that sells technology, I encourage you to get a copy of this report. It will definitely help you better budget, forecast, and benchmark your marketing results. MarketingSherpa: Business Technology Marketing Benchmark Guide 2007-08 tag:odeo.com,2007-06-29,24208740 Fri, 29 Jun 2007 12:47:34 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Email Marketing, Referral Marketing, Leadership, Sales, Lead Nurturing, Direct Marketing, CRM, Marketing Strategy, Current Affairs, Thought Leadership, ROI Measurement, Event Marketing, B2B Telemarketing, Lead Management, Word-of-Mouth, Lead Generation, Weblogs, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars, Lead Qualification, Public Relations (PR) http://www.odeo.com/episodes/22011589-Podcast-Interview-with-MarketingSherpa-s-Anne-Holland Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year's findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some terrific insights and helpful data on numerous marketing and lead generation tactics. Three data points that I found particularity interesting: 1. Teleprospecting works. As we all know, tech buyers are a notoriously tough crowd to cold call. Sherpa's findings contradict the "calling doesn't work" line we've heard for years. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. 2. Sherpa's data shows that more decision makers (not just influencers) are attending webinars and watching archived events. This indicates the importan... Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year's findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some terrific insights and helpful data on numerous marketing and lead generation tactics. Three data points that I found particularity interesting: 1. Teleprospecting works. As we all know, tech buyers are a notoriously tough crowd to cold call. Sherpa's findings contradict the "calling doesn't work" line we've heard for years. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. 2. Sherpa's data shows that more decision makers (not just influencers) are attending webinars and watching archived events. This indicates the importance of relevant educational events and online content for lead generation. 3. Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work. Listen to podcast now (31 min MP3) Show Agenda   Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: it's big!) Sherpa's unexpected data on B2B telemarketing (teleprospecting) Useful data on lead management and lead nurturing How webinars are reaching more decision makers than you would expect Common email mistakes (and why mobile devices matter more than you think) How and why high quality content is important and influential to buyers Why fewer leads is better (the CEOs role) and why "cost per lead" budgets fail Distinguishing characteristics of top performing marketers Unconventional research that will improve your corporate website homepage The Business Technology Benchmark Marketing Guide features data on numerous marketing and lead generation tactics especially valuable. They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. They interviewed over 1000 marketers, plus this year they gathered in-depth research from 4,658 actual business technology buyers. If you are a marketer for a company that sells technology, I encourage you to get a copy of this report. It will definitely help you better budget, forecast, and benchmark your marketing results. MarketingSherpa: Business Technology Marketing Benchmark Guide 2007-08 Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year's findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some terrific insights and helpful data on numerous marketing and lead generation tactics. Three data points that I found particularity interesting: 1. Teleprospecting works. As we all know, tech buyers are a notoriously tough crowd to cold call. Sherpa's findings contradict the "calling doesn't work" line we've heard for years. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. 2. Sherpa's data shows that more decision makers (not just influencers) are attending webinars and watching archived events. This indicates the importance of relevant educational events and online content for lead generation. 3. Companies who provided fewer but higher quality "sales ready" leads to their sale people have better sales conversion rates than those that send lots of early stage leads and that creating a "cost per lead" culture just does not work. Listen to podcast now (31 min MP3) Show Agenda   Benchmark data that B2B all marketers must know Fresh ideas and best practices for lead qualification Why you should capture and track all web inquiries in your CRM How many buyers/influencers in the typical F500 buying process (hint: it's big!) Sherpa's unexpected data on B2B telemarketing (teleprospecting) Useful data on lead management and lead nurturing How webinars are reaching more decision makers than you would expect Common email mistakes (and why mobile devices matter more than you think) How and why high quality content is important and influential to buyers Why fewer leads is better (the CEOs role) and why "cost per lead" budgets fail Distinguishing characteristics of top performing marketers Unconventional research that will improve your corporate website homepage The Business Technology Benchmark Marketing Guide features data on numerous marketing and lead generation tactics especially valuable. They also have practical data on search, email, PR, direct mail, lead generation, trade shows, podcasting, telemarketing, budgeting and more. They interviewed over 1000 marketers, plus this year they gathered in-depth research from 4,658 actual business technology buyers. If you are a marketer for a company that sells technology, I encourage you to get a copy of this report. It will definitely help you better budget, forecast, and benchmark your marketing results. MarketingSherpa: Business Technology Marketing Benchmark Guide 2007-08 tag:odeo.com,2007-06-29,22011589 Fri, 29 Jun 2007 12:47:34 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Email Marketing, Referral Marketing, Leadership, Sales, Lead Nurturing, Direct Marketing, CRM, Marketing Strategy, Current Affairs, Thought Leadership, ROI Measurement, Event Marketing, B2B Telemarketing, Lead Management, Word-of-Mouth, Lead Generation, Weblogs, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars, Lead Qualification, Public Relations (PR) http://www.odeo.com/episodes/13398123-Podcast-The-New-Rules-of-Marketing-PR-Interview-with-David-Meerman-Scott tag:odeo.com,2007-06-08,13398123 Fri, 08 Jun 2007 15:59:23 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/24208741-Podcast-The-New-Rules-of-Marketing-PR-Interview-with-David-Meerman-Scott Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book, The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly. The book was officially released on June 4, 2007. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row. During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Show Notes The New Rules of Marketing & PR Strategies for reaching more buyers directly via the web The role of content in reaching people earlier in their buying process Building your online credibility and authority Thought leadership and the changing role of media and journalists PR tactics that work Liste... Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book, The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly. The book was officially released on June 4, 2007. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row. During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Show Notes The New Rules of Marketing & PR Strategies for reaching more buyers directly via the web The role of content in reaching people earlier in their buying process Building your online credibility and authority Thought leadership and the changing role of media and journalists PR tactics that work Listen to podcast now (MP3 27 min 12 MB) Subscribe to the Start With the Lead Show David is a friend and colleague so I'm happy to see his book is doing so well. As I write this post his book is ranked in the top 100 of Amazon Best Sellers. Congrats David! Get your copy of The New Rules of Marketing & PR on Amazon. Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book, The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly. The book was officially released on June 4, 2007. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row. During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Show Notes The New Rules of Marketing & PR Strategies for reaching more buyers directly via the web The role of content in reaching people earlier in their buying process Building your online credibility and authority Thought leadership and the changing role of media and journalists PR tactics that work Listen to podcast now (MP3 27 min 12 MB) Subscribe to the Start With the Lead Show David is a friend and colleague so I'm happy to see his book is doing so well. As I write this post his book is ranked in the top 100 of Amazon Best Sellers. Congrats David! Get your copy of The New Rules of Marketing & PR on Amazon. tag:odeo.com,2007-06-08,24208741 Fri, 08 Jun 2007 08:59:23 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Marketing Strategy, Thought Leadership, Word-of-Mouth, Weblogs, Web/Tech, My Podcast, Public Relations (PR) http://www.odeo.com/episodes/22011618-Podcast-The-New-Rules-of-Marketing-PR-Interview-with-David-Meerman-Scott Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book, The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly. The book was officially released on June 4, 2007. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row. During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Show Notes The New Rules of Marketing & PR Strategies for reaching more buyers directly via the web The role of content in reaching people earlier in their buying process Building your online credibility and authority Thought leadership and the changing role of media and journalists PR tactics that work Liste... Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book, The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly. The book was officially released on June 4, 2007. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row. During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Show Notes The New Rules of Marketing & PR Strategies for reaching more buyers directly via the web The role of content in reaching people earlier in their buying process Building your online credibility and authority Thought leadership and the changing role of media and journalists PR tactics that work Listen to podcast now (MP3 27 min 12 MB) Subscribe to the Start With the Lead Show David is a friend and colleague so I'm happy to see his book is doing so well. As I write this post his book is ranked in the top 100 of Amazon Best Sellers. Congrats David! Get your copy of The New Rules of Marketing & PR on Amazon. Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book, The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing and Online Media to Reach Buyers Directly. The book was officially released on June 4, 2007. David also writes the Web Ink Now blog and has been named to the MarketingSherpa Viral Marketing Hall of Fame for the past two years in a row. During our interview we cover a variety of topics that are relevant to lead generation, PR and marketing. Show Notes The New Rules of Marketing & PR Strategies for reaching more buyers directly via the web The role of content in reaching people earlier in their buying process Building your online credibility and authority Thought leadership and the changing role of media and journalists PR tactics that work Listen to podcast now (MP3 27 min 12 MB) Subscribe to the Start With the Lead Show David is a friend and colleague so I'm happy to see his book is doing so well. As I write this post his book is ranked in the top 100 of Amazon Best Sellers. Congrats David! Get your copy of The New Rules of Marketing & PR on Amazon. tag:odeo.com,2007-06-08,22011618 Fri, 08 Jun 2007 08:59:23 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Marketing Strategy, Thought Leadership, Word-of-Mouth, Weblogs, Web/Tech, My Podcast, Public Relations (PR) http://www.odeo.com/episodes/11735013-Lead-Generation-via-Podcasts-An-Interview-With-Paul-Dunay tag:odeo.com,2007-04-19,11735013 Thu, 19 Apr 2007 14:00:00 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/25397904-Lead-Generation-via-Podcasts-An-Interview-With-Paul-Dunay Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought ... Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.) Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6 MB) Subscribe to the Start With the Lead Show Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.) Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6 MB) Subscribe to the Start With the Lead Show tag:odeo.com,2007-04-19,25397904 Thu, 19 Apr 2007 07:00:00 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Lead Nurturing, Marketing Strategy, Thought Leadership, Lead Generation, Web/Tech, My Podcast http://www.odeo.com/episodes/24208742-Lead-Generation-via-Podcasts-An-Interview-With-Paul-Dunay Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought ... Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.) Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6 MB) Subscribe to the Start With the Lead Show Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.) Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6 MB) Subscribe to the Start With the Lead Show tag:odeo.com,2007-04-19,24208742 Thu, 19 Apr 2007 06:00:00 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Lead Nurturing, Marketing Strategy, Thought Leadership, Lead Generation, Web/Tech, My Podcast http://www.odeo.com/episodes/22011634-Lead-Generation-via-Podcasts-An-Interview-With-Paul-Dunay Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought ... Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.) Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6 MB) Subscribe to the Start With the Lead Show Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you’re relevant to their specific needs. They also want to know the people behind the company. An excellent way to reach them is by developing thought leading (educational) content in the form of podcasts. If you provide your prospects with high quality thought leading content as part of your lead nurturing process, then you will find that your prospects are calling you first when they are ready to buy. I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. I really enjoyed learning from his experience in the trenches. This year he's going to do over 120 podcasts! Show Notes Where podcasting fits in the multimodal lead generation portfolio How podcasting helps establish and reinforce thought leadership Where podcasts can help your lead generation ROI Why podcasts are perfect for lead nurturing (I was flattered to learn that Paul found inspiration in my book to develop his strategy.) Outsource podcast production or do-it-yourself Hints and tips for marketers to start podcasting for lead generation Listen to podcast now (MP3 22 min 5.6 MB) Subscribe to the Start With the Lead Show tag:odeo.com,2007-04-19,22011634 Thu, 19 Apr 2007 06:00:00 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Lead Nurturing, Marketing Strategy, Thought Leadership, Lead Generation, Web/Tech, My Podcast http://www.odeo.com/episodes/6829723-Podcast-Use-Feedback-to-Boost-Lead-Generation tag:odeo.com,2007-01-24,6829723 Wed, 24 Jan 2007 15:27:33 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/24208743-Podcast-Use-Feedback-to-Boost-Lead-Generation Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales. But there are steps you can take to improve lead acceptance and generate better ROI. I was recently interviewed for a story by Marketing2IT's Ginna Hall on the subject of "Closed loop feedback" which is a vital to improving any lead generation program. Agenda Why closed loop feedback is so important to lead generation. The best way to gather feedback. Who needs to be involved. Who owns the feedback process: marketing or sales? Three obstacles and how you can avoid them. Listen to podcast now (MP3 16:55 min 5.5 MB) Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales. But there are steps you can take to improve lead acceptance and generate better ROI. I was recently interviewed for a story by Marketing2IT's Ginna Hall on the subject of "Closed loop feedback" which is a vital to improving any lead generation program. Agenda Why closed loop feedback is so important to lead generation. The best way to gather feedback. Who needs to be involved. Who owns the feedback process: marketing or sales? Three obstacles and how you can avoid them. Listen to podcast now (MP3 16:55 min 5.5 MB) Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales. But there are steps you can take to improve lead acceptance and generate better ROI. I was recently interviewed for a story by Marketing2IT's Ginna Hall on the subject of "Closed loop feedback" which is a vital to improving any lead generation program. Agenda Why closed loop feedback is so important to lead generation. The best way to gather feedback. Who needs to be involved. Who owns the feedback process: marketing or sales? Three obstacles and how you can avoid them. Listen to podcast now (MP3 16:55 min 5.5 MB) tag:odeo.com,2007-01-24,24208743 Wed, 24 Jan 2007 07:27:33 -0800 no B2B Lead Generation - Start with a Lead Show Sales, Marketing Strategy, Lead Generation, Sales Leads, My Podcast, Lead Qualification http://www.odeo.com/episodes/22011646-Podcast-Use-Feedback-to-Boost-Lead-Generation Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales. But there are steps you can take to improve lead acceptance and generate better ROI. I was recently interviewed for a story by Marketing2IT's Ginna Hall on the subject of "Closed loop feedback" which is a vital to improving any lead generation program. Agenda Why closed loop feedback is so important to lead generation. The best way to gather feedback. Who needs to be involved. Who owns the feedback process: marketing or sales? Three obstacles and how you can avoid them. Listen to podcast now (MP3 16:55 min 5.5 MB) Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales. But there are steps you can take to improve lead acceptance and generate better ROI. I was recently interviewed for a story by Marketing2IT's Ginna Hall on the subject of "Closed loop feedback" which is a vital to improving any lead generation program. Agenda Why closed loop feedback is so important to lead generation. The best way to gather feedback. Who needs to be involved. Who owns the feedback process: marketing or sales? Three obstacles and how you can avoid them. Listen to podcast now (MP3 16:55 min 5.5 MB) Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost, ignored or discarded by sales. But there are steps you can take to improve lead acceptance and generate better ROI. I was recently interviewed for a story by Marketing2IT's Ginna Hall on the subject of "Closed loop feedback" which is a vital to improving any lead generation program. Agenda Why closed loop feedback is so important to lead generation. The best way to gather feedback. Who needs to be involved. Who owns the feedback process: marketing or sales? Three obstacles and how you can avoid them. Listen to podcast now (MP3 16:55 min 5.5 MB) tag:odeo.com,2007-01-24,22011646 Wed, 24 Jan 2007 07:27:33 -0800 no B2B Lead Generation - Start with a Lead Show Sales, Marketing Strategy, Lead Generation, Sales Leads, My Podcast, Lead Qualification http://www.odeo.com/episodes/7031273-Podcast-What-Sales-Really-Needs-From-Marketing tag:odeo.com,2007-01-24,7031273 Wed, 24 Jan 2007 02:40:53 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011659-Podcast-What-Sales-Really-Needs-From-Marketing John Jantsch, small business marketing expert and author of Duct Tape Marketing recently interviewed me and sales expert Jill Konrath, author of Selling to Big Companies about what sales really needs from marketing. This podcast was conducted for the marketing alliance partners for Sage Software, makers of ACT!, Peachtree and SageCRM software.  John originally hoped that Jill and I would debate or lock horns (Jill from the sales viewpoint and me from the marketing viewpoint). Instead, we could almost finish each others sentences : ) This is one of my favorite podcasts. I share more ideas on what marketing can do to create and nurture leads before handing them off to the sales force. Listen to podcast now (MP3 60 min 45 MB) P.S. I just read John Jantsch's new book, Duct Tape Marketing . If you're a small business owner (or plan to be one in the future) you'll want to put this book on your reading list. It’s great. If you decide to get a copy, you should check out his bonus offer... John Jantsch, small business marketing expert and author of Duct Tape Marketing recently interviewed me and sales expert Jill Konrath, author of Selling to Big Companies about what sales really needs from marketing. This podcast was conducted for the marketing alliance partners for Sage Software, makers of ACT!, Peachtree and SageCRM software.  John originally hoped that Jill and I would debate or lock horns (Jill from the sales viewpoint and me from the marketing viewpoint). Instead, we could almost finish each others sentences : ) This is one of my favorite podcasts. I share more ideas on what marketing can do to create and nurture leads before handing them off to the sales force. Listen to podcast now (MP3 60 min 45 MB) P.S. I just read John Jantsch's new book, Duct Tape Marketing . If you're a small business owner (or plan to be one in the future) you'll want to put this book on your reading list. It’s great. If you decide to get a copy, you should check out his bonus offers. I'll be posting my Amazon review soon. John Jantsch, small business marketing expert and author of Duct Tape Marketing recently interviewed me and sales expert Jill Konrath, author of Selling to Big Companies about what sales really needs from marketing. This podcast was conducted for the marketing alliance partners for Sage Software, makers of ACT!, Peachtree and SageCRM software.  John originally hoped that Jill and I would debate or lock horns (Jill from the sales viewpoint and me from the marketing viewpoint). Instead, we could almost finish each others sentences : ) This is one of my favorite podcasts. I share more ideas on what marketing can do to create and nurture leads before handing them off to the sales force. Listen to podcast now (MP3 60 min 45 MB) P.S. I just read John Jantsch's new book, Duct Tape Marketing . If you're a small business owner (or plan to be one in the future) you'll want to put this book on your reading list. It’s great. If you decide to get a copy, you should check out his bonus offers. I'll be posting my Amazon review soon. tag:odeo.com,2007-01-23,22011659 Tue, 23 Jan 2007 18:40:53 -0800 no B2B Lead Generation - Start with a Lead Show Sales, Lead Nurturing, Marketing Strategy, Current Affairs, Lead Generation, Sales Leads, My Podcast, Lead Qualification http://www.odeo.com/episodes/3704153-Podcast-Sales-and-Marketing-the-Six-Sigma-Way tag:odeo.com,2006-12-08,3704153 Fri, 08 Dec 2006 01:43:00 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011677-Podcast-Sales-and-Marketing-the-Six-Sigma-Way It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.  The challenge that many organizations face is that their sales process is a black box.  No one except the sales team knows what is going on inside the black box until a proposal or sale happens.  Worse still, 80% of the leads that go into the sales black box are rarely seen again.  This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.  So what can be done about it?  Process mapping is a well-known technique for creating a common vision and shared language for improving business results. I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create bet... It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.  The challenge that many organizations face is that their sales process is a black box.  No one except the sales team knows what is going on inside the black box until a proposal or sale happens.  Worse still, 80% of the leads that go into the sales black box are rarely seen again.  This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.  So what can be done about it?  Process mapping is a well-known technique for creating a common vision and shared language for improving business results. I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.  Show Agenda How is six sigma relevant to the sales and marketing process? How can sales and marketing apply a six sigma process and what are some problems the process can address? What are the barriers in helping to create the six sigma process? How do you encourage people in sales and marketing who have tried to create a process that hasn’t worked, to give it another shot and how can you help them create one that works? Provide examples of companies with complex sales that applied six sigma to the sales and marketing process. Listen to podcast now (MP3 24 min 5.5 MB) It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.  The challenge that many organizations face is that their sales process is a black box.  No one except the sales team knows what is going on inside the black box until a proposal or sale happens.  Worse still, 80% of the leads that go into the sales black box are rarely seen again.  This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.  So what can be done about it?  Process mapping is a well-known technique for creating a common vision and shared language for improving business results. I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.  Show Agenda How is six sigma relevant to the sales and marketing process? How can sales and marketing apply a six sigma process and what are some problems the process can address? What are the barriers in helping to create the six sigma process? How do you encourage people in sales and marketing who have tried to create a process that hasn’t worked, to give it another shot and how can you help them create one that works? Provide examples of companies with complex sales that applied six sigma to the sales and marketing process. Listen to podcast now (MP3 24 min 5.5 MB) tag:odeo.com,2006-12-07,22011677 Thu, 07 Dec 2006 17:43:00 -0800 no B2B Lead Generation - Start with a Lead Show Podcasting, Leadership, Sales, Marketing Strategy, Current Affairs, Lead Management, Sales Leads, My Podcast http://www.odeo.com/episodes/24208744-Podcast-Sales-and-Marketing-the-Six-Sigma-Way It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.  The challenge that many organizations face is that their sales process is a black box.  No one except the sales team knows what is going on inside the black box until a proposal or sale happens.  Worse still, 80% of the leads that go into the sales black box are rarely seen again.  This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.  So what can be done about it?  Process mapping is a well-known technique for creating a common vision and shared language for improving business results. I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create bet... It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.  The challenge that many organizations face is that their sales process is a black box.  No one except the sales team knows what is going on inside the black box until a proposal or sale happens.  Worse still, 80% of the leads that go into the sales black box are rarely seen again.  This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.  So what can be done about it?  Process mapping is a well-known technique for creating a common vision and shared language for improving business results. I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.  Show Agenda How is six sigma relevant to the sales and marketing process? How can sales and marketing apply a six sigma process and what are some problems the process can address? What are the barriers in helping to create the six sigma process? How do you encourage people in sales and marketing who have tried to create a process that hasn’t worked, to give it another shot and how can you help them create one that works? Provide examples of companies with complex sales that applied six sigma to the sales and marketing process. Listen to podcast now (MP3 24 min 5.5 MB) It's been well documented that quality of collaboration between sales and marketing directly impacts ROI.  The challenge that many organizations face is that their sales process is a black box.  No one except the sales team knows what is going on inside the black box until a proposal or sale happens.  Worse still, 80% of the leads that go into the sales black box are rarely seen again.  This makes it particularly challenging for marketers who are trying to measure their revenue contribution and lead generation ROI.  So what can be done about it?  Process mapping is a well-known technique for creating a common vision and shared language for improving business results. I had the chance to interview Michael Webb, founder of Sales Performance Consultants and an expert on sales process improvement on his excellent book, Sales and Marketing the Six Sigma Way. Michael gives some great input on how sales and marketing can use the six sigma process to create better sales and marketing results.  Show Agenda How is six sigma relevant to the sales and marketing process? How can sales and marketing apply a six sigma process and what are some problems the process can address? What are the barriers in helping to create the six sigma process? How do you encourage people in sales and marketing who have tried to create a process that hasn’t worked, to give it another shot and how can you help them create one that works? Provide examples of companies with complex sales that applied six sigma to the sales and marketing process. Listen to podcast now (MP3 24 min 5.5 MB) tag:odeo.com,2006-12-07,24208744 Thu, 07 Dec 2006 17:43:00 -0800 no B2B Lead Generation - Start with a Lead Show Podcasting, Leadership, Sales, Marketing Strategy, Current Affairs, Lead Management, Sales Leads, My Podcast http://www.odeo.com/episodes/2734333-Podcast-Tradeshow-and-Event-Marketing-with-Ruth-Stevens tag:odeo.com,2006-11-16,2734333 Thu, 16 Nov 2006 22:12:21 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011695-Podcast-Tradeshow-and-Event-Marketing-with-Ruth-Stevens Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing , to get her views on what marketing and sales can do to increase the effectiveness of their event marketing and she gave some helpful insights. Show Agenda Why did you write Tradeshow and Event Marketing and what were you hoping to address? What are the critical success factors in effective event marketing? What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51 MB) Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing , to get her views on what marketing and sales can do to increase the effectiveness of their event marketing and she gave some helpful insights. Show Agenda Why did you write Tradeshow and Event Marketing and what were you hoping to address? What are the critical success factors in effective event marketing? What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51 MB) Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing , to get her views on what marketing and sales can do to increase the effectiveness of their event marketing and she gave some helpful insights. Show Agenda Why did you write Tradeshow and Event Marketing and what were you hoping to address? What are the critical success factors in effective event marketing? What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51 MB) tag:odeo.com,2006-11-16,22011695 Thu, 16 Nov 2006 14:12:21 -0800 no B2B Lead Generation - Start with a Lead Show Podcasting, ROI Measurement, Event Marketing, Lead Generation, Sales Leads, My Podcast http://www.odeo.com/episodes/24208745-Podcast-Tradeshow-and-Event-Marketing-with-Ruth-Stevens Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing , to get her views on what marketing and sales can do to increase the effectiveness of their event marketing and she gave some helpful insights. Show Agenda Why did you write Tradeshow and Event Marketing and what were you hoping to address? What are the critical success factors in effective event marketing? What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51 MB) Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing , to get her views on what marketing and sales can do to increase the effectiveness of their event marketing and she gave some helpful insights. Show Agenda Why did you write Tradeshow and Event Marketing and what were you hoping to address? What are the critical success factors in effective event marketing? What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51 MB) Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing , to get her views on what marketing and sales can do to increase the effectiveness of their event marketing and she gave some helpful insights. Show Agenda Why did you write Tradeshow and Event Marketing and what were you hoping to address? What are the critical success factors in effective event marketing? What are the issues that marketers are facing in event marketing? What are some tips to improve event marketing? Listen to podcast now (MP3 24 min 5.51 MB) tag:odeo.com,2006-11-16,24208745 Thu, 16 Nov 2006 14:12:21 -0800 no B2B Lead Generation - Start with a Lead Show Podcasting, ROI Measurement, Event Marketing, Lead Generation, Sales Leads, My Podcast http://www.odeo.com/episodes/2027681-Podcast-Marketing-and-Sales-for-Big-Complex-Selling-pt-3 tag:odeo.com,2006-09-30,2027681 Sat, 30 Sep 2006 14:48:36 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011707-Podcast-Marketing-and-Sales-for-Big-Complex-Selling-pt-3 I wanted to share the final installment from the podcast series I did with 800-CEO-READ .  In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales.  Here's what Todd says about it: "Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore." Listen to podcast now (MP3 35:56 min 24.68 MB) Visit 800-CEO-Read Podcasts to hear the complete three part series I wanted to share the final installment from the podcast series I did with 800-CEO-READ .  In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales.  Here's what Todd says about it: "Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore." Listen to podcast now (MP3 35:56 min 24.68 MB) Visit 800-CEO-Read Podcasts to hear the complete three part series I wanted to share the final installment from the podcast series I did with 800-CEO-READ .  In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales.  Here's what Todd says about it: "Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore." Listen to podcast now (MP3 35:56 min 24.68 MB) Visit 800-CEO-Read Podcasts to hear the complete three part series tag:odeo.com,2006-09-30,22011707 Sat, 30 Sep 2006 07:48:36 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Direct Marketing, Marketing Strategy, Current Affairs, Lead Management, Lead Generation, Sales Leads, My Podcast http://www.odeo.com/episodes/24208746-Podcast-Marketing-and-Sales-for-Big-Complex-Selling-pt-3 I wanted to share the final installment from the podcast series I did with 800-CEO-READ .  In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales.  Here's what Todd says about it: "Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore." Listen to podcast now (MP3 35:56 min 24.68 MB) Visit 800-CEO-Read Podcasts to hear the complete three part series I wanted to share the final installment from the podcast series I did with 800-CEO-READ .  In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales.  Here's what Todd says about it: "Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore." Listen to podcast now (MP3 35:56 min 24.68 MB) Visit 800-CEO-Read Podcasts to hear the complete three part series I wanted to share the final installment from the podcast series I did with 800-CEO-READ .  In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales.  Here's what Todd says about it: "Here is the final installment to our podcast series on marketing and selling to big companies. We again have Jill Konrath and Brian Carroll talking about the topic. What we try to spend time on in this call is "space" shared between marketing and sales. Brian leads the call with the stat - "80% of leads sent from marketing to the sales organization are lost, ignored, or discarded." You can see why this is a good topic to explore." Listen to podcast now (MP3 35:56 min 24.68 MB) Visit 800-CEO-Read Podcasts to hear the complete three part series tag:odeo.com,2006-09-30,24208746 Sat, 30 Sep 2006 07:48:36 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Sales, Direct Marketing, Marketing Strategy, Current Affairs, Lead Management, Lead Generation, Sales Leads, My Podcast http://www.odeo.com/episodes/1842354-Podcast-Marketing-and-Sales-for-Big-Complex-Selling-Pt-1 tag:odeo.com,2006-09-05,1842354 Tue, 05 Sep 2006 15:36:16 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011720-Podcast-Marketing-and-Sales-for-Big-Complex-Selling-Pt-1 I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale . Next week, I interview Jill Konrath, author of Selling to Big Companies . In week three, I bring Jill and Brian together to talk about the interface between marketing and sales." Like many of Todd's podcasts; this one is a high-level discussion geared for business leaders and those who support sales people. While you're there, I encourage you to take some time to visit 800-CEO-READ's other websites. They are a super resource for anyone who reads business books. Listen to podcast now (MP3 43:47 min 30.1 MB) I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale . Next week, I interview Jill Konrath, author of Selling to Big Companies . In week three, I bring Jill and Brian together to talk about the interface between marketing and sales." Like many of Todd's podcasts; this one is a high-level discussion geared for business leaders and those who support sales people. While you're there, I encourage you to take some time to visit 800-CEO-READ's other websites. They are a super resource for anyone who reads business books. Listen to podcast now (MP3 43:47 min 30.1 MB) I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale . Next week, I interview Jill Konrath, author of Selling to Big Companies . In week three, I bring Jill and Brian together to talk about the interface between marketing and sales." Like many of Todd's podcasts; this one is a high-level discussion geared for business leaders and those who support sales people. While you're there, I encourage you to take some time to visit 800-CEO-READ's other websites. They are a super resource for anyone who reads business books. Listen to podcast now (MP3 43:47 min 30.1 MB) tag:odeo.com,2006-09-05,22011720 Tue, 05 Sep 2006 08:36:16 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Email Marketing, Referral Marketing, Leadership, Sales, Lead Nurturing, Direct Marketing, Marketing Strategy, ROI Measurement, Event Marketing, B2B Telemarketing, Lead Management, Word-of-Mouth, Lead Generation, Weblogs, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars, Lead Qualification, Public Relations (PR), Cold Calling http://www.odeo.com/episodes/24208747-Podcast-Marketing-and-Sales-for-Big-Complex-Selling-Pt-1 I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale . Next week, I interview Jill Konrath, author of Selling to Big Companies . In week three, I bring Jill and Brian together to talk about the interface between marketing and sales." Like many of Todd's podcasts; this one is a high-level discussion geared for business leaders and those who support sales people. While you're there, I encourage you to take some time to visit 800-CEO-READ's other websites. They are a super resource for anyone who reads business books. Listen to podcast now (MP3 43:47 min 30.1 MB) I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale . Next week, I interview Jill Konrath, author of Selling to Big Companies . In week three, I bring Jill and Brian together to talk about the interface between marketing and sales." Like many of Todd's podcasts; this one is a high-level discussion geared for business leaders and those who support sales people. While you're there, I encourage you to take some time to visit 800-CEO-READ's other websites. They are a super resource for anyone who reads business books. Listen to podcast now (MP3 43:47 min 30.1 MB) I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with Brian Carroll, author of Lead Generation for the Complex Sale . Next week, I interview Jill Konrath, author of Selling to Big Companies . In week three, I bring Jill and Brian together to talk about the interface between marketing and sales." Like many of Todd's podcasts; this one is a high-level discussion geared for business leaders and those who support sales people. While you're there, I encourage you to take some time to visit 800-CEO-READ's other websites. They are a super resource for anyone who reads business books. Listen to podcast now (MP3 43:47 min 30.1 MB) tag:odeo.com,2006-09-05,24208747 Tue, 05 Sep 2006 08:36:16 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Email Marketing, Referral Marketing, Leadership, Sales, Lead Nurturing, Direct Marketing, Marketing Strategy, ROI Measurement, Event Marketing, B2B Telemarketing, Lead Management, Word-of-Mouth, Lead Generation, Weblogs, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars, Lead Qualification, Public Relations (PR), Cold Calling http://www.odeo.com/episodes/1402398-Podcast-Duct-Tape-meets-Lead-Generation-for-the-Complex-Sale tag:odeo.com,2006-06-26,1402398 Mon, 26 Jun 2006 16:34:06 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011758-Podcast-Duct-Tape-meets-Lead-Generation-for-the-Complex-Sale I'm a guest on the Duct Tape Marketing Podcast today hosted by John Jantsch.  John's Duct Tape Marketing Blog was chosen as a Forbes favorite for small business and was twice named "Best Small Business Marketing Blog" by the readers of Marketing Sherpa. While you're visiting John's blog, be sure to subscribe to his newsletter. It's terrific.  Listen to podcast now I'm a guest on the Duct Tape Marketing Podcast today hosted by John Jantsch.  John's Duct Tape Marketing Blog was chosen as a Forbes favorite for small business and was twice named "Best Small Business Marketing Blog" by the readers of Marketing Sherpa. While you're visiting John's blog, be sure to subscribe to his newsletter. It's terrific.  Listen to podcast now I'm a guest on the Duct Tape Marketing Podcast today hosted by John Jantsch.  John's Duct Tape Marketing Blog was chosen as a Forbes favorite for small business and was twice named "Best Small Business Marketing Blog" by the readers of Marketing Sherpa. While you're visiting John's blog, be sure to subscribe to his newsletter. It's terrific.  Listen to podcast now tag:odeo.com,2006-06-26,22011758 Mon, 26 Jun 2006 09:34:06 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Email Marketing, Referral Marketing, Leadership, Sales, Lead Nurturing, Direct Marketing, Marketing Strategy, Current Affairs, ROI Measurement, Event Marketing, Lead Management, Word-of-Mouth, Lead Generation, Weblogs, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars, Lead Qualification, Public Relations (PR), Personal Messages http://www.odeo.com/episodes/1386399-How-a-Blog-Turns-Into-a-Book-Deal-The-Story-of-my-book-Lead-Generation-for-the-Complex-Sale tag:odeo.com,2006-06-21,1386399 Wed, 21 Jun 2006 16:20:07 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011820-How-a-Blog-Turns-Into-a-Book-Deal-The-Story-of-my-book-Lead-Generation-for-the-Complex-Sale With my book just being released, I’ve had a lot of people ask me how I got my book deal.  I’m delighted to tell them that it all started with my blog. A number of bloggers I know have become or are in the process of becoming published authors after starting a blog. In this Podcast, which is part of a PRWeb podcast feed, I give the scoop on how it all came together for me. Listen to How a Blog Turned into a Book Deal (MP3 7:43 min 7.12 MB) Also, an interesting article "It's Not Too Late To Start Blogging (But It Will Be Soon),"was just published on RainToday.com by Larry Bodine. If you're still debating on starting a blog sure to read it.  His Professional Marketing Blog is good too.  With my book just being released, I’ve had a lot of people ask me how I got my book deal.  I’m delighted to tell them that it all started with my blog. A number of bloggers I know have become or are in the process of becoming published authors after starting a blog. In this Podcast, which is part of a PRWeb podcast feed, I give the scoop on how it all came together for me. Listen to How a Blog Turned into a Book Deal (MP3 7:43 min 7.12 MB) Also, an interesting article "It's Not Too Late To Start Blogging (But It Will Be Soon),"was just published on RainToday.com by Larry Bodine. If you're still debating on starting a blog sure to read it.  His Professional Marketing Blog is good too.  With my book just being released, I’ve had a lot of people ask me how I got my book deal.  I’m delighted to tell them that it all started with my blog. A number of bloggers I know have become or are in the process of becoming published authors after starting a blog. In this Podcast, which is part of a PRWeb podcast feed, I give the scoop on how it all came together for me. Listen to How a Blog Turned into a Book Deal (MP3 7:43 min 7.12 MB) Also, an interesting article "It's Not Too Late To Start Blogging (But It Will Be Soon),"was just published on RainToday.com by Larry Bodine. If you're still debating on starting a blog sure to read it.  His Professional Marketing Blog is good too.  tag:odeo.com,2006-06-21,22011820 Wed, 21 Jun 2006 09:20:07 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Lead Nurturing, Marketing Strategy, Current Affairs, B2B Telemarketing, Lead Management, Lead Generation, Sales Leads, My Podcast, Lead Qualification, Public Relations (PR), Personal Messages http://www.odeo.com/episodes/1338710-New-Book-Lead-Generation-for-the-Complex-Sale-is-officially-released tag:odeo.com,2006-06-13,1338710 Tue, 13 Jun 2006 15:35:35 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011845-New-Book-Lead-Generation-for-the-Complex-Sale-is-officially-released The wait is over! My book, Lead Generation for the Complex Sale , was released this morning. You can read the press release or listen to my podcast about it.  I liked what Bryan Eisenberg, New York Times and Wall Street Journal bestselling author of Call To Action and the new book Waiting for Your Cat to Bark? had to say:  "The lead generation game has changed in the age of the Internet. If you don't have this new playbook your competitors will. Brian Carroll closes the loop on lead generation, taking you from defining a lead, thinking like your prospects, tactics to increase lead generation, passing leads from marketing to sales, measuring the results, and nurturing the leads for increased revenue. If you don't read and then apply lessons from Lead Generation for the Complex Sale , then let me know how things work out for you." Read the book announcement press release Listen to the book release podcast  (7:43 min 7.12 MB) Download a free chapter For the real ... The wait is over! My book, Lead Generation for the Complex Sale , was released this morning. You can read the press release or listen to my podcast about it.  I liked what Bryan Eisenberg, New York Times and Wall Street Journal bestselling author of Call To Action and the new book Waiting for Your Cat to Bark? had to say:  "The lead generation game has changed in the age of the Internet. If you don't have this new playbook your competitors will. Brian Carroll closes the loop on lead generation, taking you from defining a lead, thinking like your prospects, tactics to increase lead generation, passing leads from marketing to sales, measuring the results, and nurturing the leads for increased revenue. If you don't read and then apply lessons from Lead Generation for the Complex Sale , then let me know how things work out for you." Read the book announcement press release Listen to the book release podcast  (7:43 min 7.12 MB) Download a free chapter For the real thing, order on Amazon. You can find the book at your local Borders or Barnes & Noble and other bookstores. For multiple copies, order on 800-CEO-Read (Call Meg at 800-236-7323 ext. 206 CST.)  For the buzz on the book, read reviews and news. More about the author. Update:  The book made its debut in Amazon's top 100 (sales and marketing books) today.  Debbie Weil author of The Corporate Blogging Book calls my book launch an example of Book Launch 2.0.  The wait is over! My book, Lead Generation for the Complex Sale , was released this morning. You can read the press release or listen to my podcast about it.  I liked what Bryan Eisenberg, New York Times and Wall Street Journal bestselling author of Call To Action and the new book Waiting for Your Cat to Bark? had to say:  "The lead generation game has changed in the age of the Internet. If you don't have this new playbook your competitors will. Brian Carroll closes the loop on lead generation, taking you from defining a lead, thinking like your prospects, tactics to increase lead generation, passing leads from marketing to sales, measuring the results, and nurturing the leads for increased revenue. If you don't read and then apply lessons from Lead Generation for the Complex Sale , then let me know how things work out for you." Read the book announcement press release Listen to the book release podcast  (7:43 min 7.12 MB) Download a free chapter For the real thing, order on Amazon. You can find the book at your local Borders or Barnes & Noble and other bookstores. For multiple copies, order on 800-CEO-Read (Call Meg at 800-236-7323 ext. 206 CST.)  For the buzz on the book, read reviews and news. More about the author. Update:  The book made its debut in Amazon's top 100 (sales and marketing books) today.  Debbie Weil author of The Corporate Blogging Book calls my book launch an example of Book Launch 2.0.  tag:odeo.com,2006-06-13,22011845 Tue, 13 Jun 2006 08:35:35 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Email Marketing, Referral Marketing, Leadership, Sales, Lead Nurturing, Direct Marketing, CRM, Marketing Strategy, Current Affairs, ROI Measurement, Event Marketing, B2B Telemarketing, Lead Management, Word-of-Mouth, Lead Generation, Weblogs, Web/Tech, Sales Leads, My Podcast, Webcasts/Webinars, Lead Qualification, Public Relations (PR), Cold Calling, Personal Messages http://www.odeo.com/episodes/1197356-Podcast-The-Innovative-Marketer tag:odeo.com,2006-05-16,1197356 Tue, 16 May 2006 21:36:51 -0700 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/22011921-Podcast-The-Innovative-Marketer Steve Gershik of the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation.  During the interview I talk about my early roots in marketing, some of my philosophy, my upcoming book, and what marketers should be thinking about about to develop effective B2B lead generation programs. Listen to podcast (right-click to save to your desktop) Link: The Innovative Marketer: Podcast #4 - Brian Carroll, Author of Lead Generation for the Complex Sale. Steve Gershik of the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation.  During the interview I talk about my early roots in marketing, some of my philosophy, my upcoming book, and what marketers should be thinking about about to develop effective B2B lead generation programs. Listen to podcast (right-click to save to your desktop) Link: The Innovative Marketer: Podcast #4 - Brian Carroll, Author of Lead Generation for the Complex Sale. Steve Gershik of the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation.  During the interview I talk about my early roots in marketing, some of my philosophy, my upcoming book, and what marketers should be thinking about about to develop effective B2B lead generation programs. Listen to podcast (right-click to save to your desktop) Link: The Innovative Marketer: Podcast #4 - Brian Carroll, Author of Lead Generation for the Complex Sale. tag:odeo.com,2006-05-16,22011921 Tue, 16 May 2006 14:36:51 -0700 no B2B Lead Generation - Start with a Lead Show Podcasting, Books, Leadership, Lead Nurturing, Marketing Strategy, Current Affairs, Event Marketing, Lead Management, Lead Generation, Weblogs, Sales Leads, My Podcast, Lead Qualification http://www.odeo.com/episodes/1070543-Podcast-Segment-1-Selling-to-BIG-Companies tag:odeo.com,2006-03-02,1070543 Thu, 02 Mar 2006 22:26:00 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/813052-Podcast-Segment-1-Selling-to-BIG-Companies tag:odeo.com,2006-03-02,813052 Thu, 02 Mar 2006 22:26:00 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/813604-Podcast-Segment-2-Selling-to-BIG-Companies tag:odeo.com,2006-03-02,813604 Thu, 02 Mar 2006 22:14:00 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/1070542-Podcast-Segment-2-Selling-to-BIG-Companies tag:odeo.com,2006-03-02,1070542 Thu, 02 Mar 2006 22:14:00 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/813605-Podcast-Segment-3-Selling-to-BIG-Companies tag:odeo.com,2006-03-02,813605 Thu, 02 Mar 2006 22:11:00 -0800 no B2B Lead Generation - Start with a Lead Show http://www.odeo.com/episodes/1070541-Podcast-Segment-3-Selling-to-BIG-Companies tag:odeo.com,2006-03-02,1070541 Thu, 02 Mar 2006 22:11:00 -0800 no B2B Lead Generation - Start with a Lead Show