Date: Wednesday May 23, 2012
Time: 3:00pm EST / 12:00pm PST
Duration: 29 Minutes
Registration: http://bit.ly/KHxj0h
B2B prospects don't care about your fancy packaging or glossy brochures. What they care about is how you can help them solve their business problems. Just like the book “He's Just Not That Into You,” people often misconstrue the intentions of others. Understand the subtle signs of your prospects and you will be more successful selling.
Join us for 29 minutes as Mark Hunter (President, The Sales Hunter), Susan Englehutt (President, Vision to Value System) and Darryl Praill (Host, OnPath Business Solutions) discuss the five reasons why prospects are just not that into you and what you can do about it. You’ll learn:
1. If prospects are not calling you back, it’s because you’re not on their mind.
2. Not everyone is a prospect. Sometimes you’re just wasting your time.
3. It's very tempting when you really want a sale to settle for much less.
4. Prospects say things they don't mean. They make promises they don't keep.
5. We're taught to look on the bright side. Not in sales. Assume rejection first.
Are they into you? Register today. Can't attend? No problem. Just register for the event and a few days after the live session, a link to the recorded version will be emailed to you.
Registration: http://bit.ly/KHxj0h
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce and Marketo Marketing Automation. Ask us today about our new FLEXFORCE credit system for Salesforce consulting work. We support clients in throughout the USA and Canada including Ottawa Ontario, Toronto and Montreal.
Date: Thursday April 26, 2012
Time: 3:00pm EST / 12:00pm PST
Duration: 29 Minutes
Registration: http://bit.ly/J1I9xk
One of the biggest reasons for conflict is that sales and marketing play by a different set of rules. Sales are quota and “what did I close today” driven. Marketing is brand and “how many people came to my open house” driven.
Like it or not, sales and marketing departments are stuck with each other. They may not get along but they both work for the same employer. John Grey in his book “Men are from Mars, Women are from Venus,” talks extensively about the differences between men and women and why they always seem to have struggles in their relationships. Sales and marketing departments are also in a relationship and they’re different. Sometimes the differences are so great that you might think they’re on different planets.
Join us for 29 minutes as Jennifer Young (Director of Sales, Miller Heiman), Doug Jordan (President, AFC Consulting) and Darryl Praill (Marketing Consultant, OnPath Business Solutions) discuss the blunt truth about why sales and marketing can’t seem to get along and what you can do about it. You’ll learn:
1. Why sales keeps wondering what marketing does all day.
2. Why marketing feels that sales doesn’t appreciate all the little things they do.
3. Why sales can’t understand why marketing doesn’t just send them good leads.
4. Why marketing feels that sales doesn’t appreciate the time it takes to get good leads.
5. Why sales and marketing can only seem to get along when focused on a single task.
What planet are you from? Register today. Can't attend? No problem. Just register for the event and a few days after the live session, a link to the recorded version will be emailed to you.
Registration: http://bit.ly/J1I9xk
Did you know that almost 2/3 of all Salesforce consulting projects are for Administration type work?
FLEXFORCE was introduced to help customers have more flexible Salesforce consulting services. OnPath is a certified partner for Salesforce, Marketo and HubSpot.
Save Money
Pay only for the skills you need.
Use credits for a wide variety of services.
Never pay high fees for general admin tasks.
Easy & Convenient
Service Level Agreement - 2 Hour Response Time
Available 7:30am to 5:30pm, Mon - Fri (regular rates)
Feature-Rich Services
No down-time
List cleansing
Training for users
Consistent service
FLEXFORCE offers peace of mind because you never have to worry about staff that might need training, maternity leave, vacation or replacing. With our credit system, you can get the right skills for the right price. Now you can stop paying high consulting fees for lower skilled work like adding custom fields, list cleansing or building drop down menus. We support Salesforce and Marketo clients in Ottawa, Toronto, Montreal, Ontario, Canada and USA.
Watch the video here
Watch It Here: http://bit.ly/GMaEgR
Webinar Replay - Top 5 Reasons Sales Hates Marketing
The war between Sales and Marketing is legendary. In an attempt to stop the fight, marketers have tried desperately to align sales with marketing. The blunt truth however is that sales isn’t really interested in "getting aligned." Not until marketers can at least fix these 5 problems:
- Marketers pass along lousy leads
- Marketers force technology on sales
- Marketers waste resources
- Marketers believe selling is easy
- Marketers have bad attitudes
Join us for 29 minutes as Mark Hunter (President, The Sales Hunter) and Dennis Van Staalduinen (President, Brandvelope) discuss the hate between sales and marketing and how marketers can put some love back into the game. You’ll learn:
- How to consistently provide better quality sales leads
- How to make technology more user friendly
- How to get more for less budget
- How to participate in the sales process
- How to be a MVP but without the attitude
Which side are you on?
Watch it Here: http://bit.ly/GMaEgR
One of the biggest myths around Marketing Automation (MA) software is that it's a magic bullet that solves all your marketing problems. The truth is that many MA implementations have failed and are less successful than they could be.
Lauren Carlson, CRM Market Analyst for MASG, sent me an amazing article about the myths and straight facts about marketing automation. Below are the highlights.
Marketers believe that MA will allow them to better communicate with buyers and stimulate interest in their products or services. But MA is not a solution, it is a software platform–out of the box, it will do absolutely nothing.
Your success with MA hinges on your starting point. If you have been struggling to manage leads because manual processes are in your way, MA might be a good solution for you. But if you are struggling due to lack of process, MA will only compound to your problems.
Fact: Marketing Automation is One Big IF/THEN Statement
The notion that MA will fully automate your marketing efforts is a myth. MA provides insight into buyer behavior, activities to support that behavior and workflow-type rules for lead scoring. The “automated” part of that equation is the equivalent of saying that a nail gun automates building a house. It might make building a house easier and faster, but without a blueprint as a starting point, you still don’t have a house.
In order for MA to work, you need to have something good to “automate” in the first place.
Fact: There is More To the MA Price Tag Than the Software
Marketing Automation is often justified as a way to reduce headcount or cut expensive marketing initiatives. In reality, MA comes with a fair amount of sticker shock. The price tag of MA is not limited to the software itself. It normally takes about three months for marketers to realize that from a content perspective they are unprepared for an MA system. And they discover that they need to assemble progressive nurture paths, develop a scoring methodology, segment content throughout the pipeline, and use a variety of mediums to stimulate interest. These are hard to do. They take time and cost money, and in many cases require more people.
The good news here is that after that first year of proper MA implementation, you should be able to report on ROI down to the penny and begin to predict what spending a dollar will result in.
Fact: Results are Multifaceted and Aren’t Always Immediate
Many marketers hear they should start seeing results from MA soon after implementation. All it takes is to start sending out the messaging. Then the leads will start rolling in. Right? Myth.
Most marketers will list goals for MA such as “more leads,” “better leads,” and “better reporting.” None of those will be realized within six months of implementation. The results that organizations do see from MA within six months are often overlooked. The immediate value of MA, if implemented correctly, is the revision of process. Marketers who us MA to establish a process are doing it backwards. You need to have something worth automating before buying MA.
In the first months of implementation, marketers should take the process the team already has in place and streamline it by using MA technology.
Success with MA takes time. I tell customers that if you have all of your content in place and a solid plan, you will start seeing different (better) leads around the six-month mark as nurturing starts to precipitate leads out of the funnel and into sales.
Here are four ways to make Marketing Automation work for you:
1. Get executive buy-in for the purchase you’re about to make.
2. Assemble and assess your content. MA will require lots and lots of content.
3. Determine milestones. List what you want to achieve and when.
4. Be stingy with your leads. Don’t hand off every single lead to sales.
The Bottom Line
Good marketing is hard. Nothing will change that. Marketing Automation provides the much-needed platform for marketers to carry out their lead generation and management plans, but their own expectations get in the way of results. The more preparation marketers make prior to purchase, the better prepared they will be in terms of actual returns on their sizable investment.
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Our clients are located throughout North America including Ottawa, Toronto and Montreal. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce CRM and Marketo Marketing Automation.
Date: Tuesday March 20, 2012
Time: 3:00pm EST / 12:00pm PST
Duration: 29 Minutes
Registration: http://bit.ly/xMMbgX
Top 5 Reasons Sales Hates Marketing
The war between Sales and Marketing is legendary. In an attempt to stop the fight, marketers have tried desperately to align sales with marketing. The blunt truth however is that sales isn’t really interested in "getting aligned." Not until marketers can at least fix these 5 problems:
- Marketers pass along lousy leads
- Marketers force technology on sales
- Marketers waste resources
- Marketers believe selling is easy
- Marketers have bad attitudes
Join us for 29 minutes as (panelist names go here) discuss the hate between sales and marketing and how marketers can put some love back into the game. You’ll learn:
- How to consistently provide better quality sales leads
- How to make technology more user friendly
- How to get more for less budget
- How to participate in the sales process
- How to be a MVP but without the attitude
Which side are you on? Register today. Can't attend? No problem. Just register for the event and a few days after the live session, a link to the recorded version will be emailed to you.
Registration: http://bit.ly/xMMbgX
Watch the video - Get more leads
http://bit.ly/xzMeoE
“Show me the money. Show! Me! The! Money!” This quote was made famous in the 1996 movie called Jerry Maguire, starring Tom Cruise and Cuba Gooding Jr. Tom Cruise plays a sports agent who gets fired and starts his own practice with one athlete as a client. The athlete stays with him because Cruise promises to show him the money.
Executive sales teams are no different. They only keep marketers who show them the money. Marketing shows a sales team the money when they generate qualified b2b sales leads and appointments. If not, they get fired.
Don’t lose your job because you're not giving your sales people what they want.
Watch the video - Get more leads
http://bit.ly/xzMeoE
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Our clients are located throughout North America including Ottawa, Toronto and Montreal. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce CRM and Marketo Marketing Automation.
Duration: 29 Minutes
Recorded Webinar: http://bit.ly/xItTZg
Get it right, and prospects will love you. Get it wrong, and prospects will think you’re a creep. The difference between nurturing and stalking can be subtle or obvious, depending on how and when it's used.
Join us for 29 minutes as Robert Rose (President, Big Blue Moose) and Jennifer Saunders (CEO, Soapbox Marketing) discuss the differences between nurturing and stalking. You’ll learn some of the most effective marketing strategies, tools and techniques to use when:
1. You have to contact 1000s of prospects in a short period of time.
2. You have to keep prospects warm for longer than 90 days.
3. You have to follow up on prospects who visit your website.
4. You have to follow up on prospects who are no longer returning your calls.
5. You have to use marketing automation / inbound marketing to touch more prospects.
Register today. Can't attend? No problem. Just register for the event and a few days after the live session, a link to the recorded version will be emailed to you.
Recorded Webinar: http://bit.ly/xItTZg
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Our clients are located throughout North America including Ottawa, Toronto and Montreal. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce CRM and Marketo Marketing Automation.
Article by Cale Helmer (Site Trainer, OnPath). Connect with him on LinkedIn or Twitter @bluecontra1
“Everybody has a plan until they get punched in the face.” - Mike Tyson.
Mike Tyson nailed it when he said those eleven words. They speak volumes in life as in business. Even the best strategists have to be prepared for the unexpected.
When tasked with a project or challenge, you spend time prepping, researching and scouring facts and figures. You analyze, speculate and coordinate your plan of attack; your masterpiece---your Magnum Opus. You step into that ring to show off your skills……
Then that left-hook comes out of nowhere and lands squarely on your jaw; leaving you punch-drunk and reeling. ‘Where did it come from? Who threw it?’ You stagger around the ring boardroom looking to regain your footing. You start swinging wildly at your foe while frantically looking doe-eyed back to your team in the corner hoping desperately that someone will throw in the towel and call the fight. Then you’re hit in the solar plexus with a flurry of jabs.
The wind rushes out of your body and stars start forming in the corner of your vision. The room is quickly growing dim and your knees take on the consistency of cooked noodles. You fall dangerously to one side; hitting the ropes. Then the canvass rushes up to slap your cheek as the ref gives you the 10 count. That’s it. You’re done.
Your Manager stands over you shaking their head. “Next time you bring me a report on how many qualified B2B sales leads, you better bring you’re ‘A-Game’.”
Once the crowd has cleared, the blood has been washed from your face and the tape removed from your hands you start to really question what happened? ‘How did I not see that coming? I’ve fought in this very same ring a countless number of times and I’ve always won. How did my boss know about that gap in my report? How did they know that I didn’t have the most up to date numbers from Marketing?’
In business, much like in boxing, practice and preparation will only take you so far. You will learn to duck and weave, hook and jab with scary precision but once you step into that ring, anything could happen. Your preparation only gets you so far before instinct and timing become your guides.
So how do you prepare for future fights so you don’t end up getting ‘rope-a-doped’?
1. Get in the ring and start learning. If you’re not willing to look back over older presentations you’ve done or notes you taken to see where improvements could’ve/should’ve been made, then you might as well hang up your gloves. You’ll get knocked around every time you get back in the ring and your opponent won’t need to make much of an effort to get you back on the ropes. Make it a habit to review previous comments and edits to ensure you’re not simply rehashing old content or mistakes. Learn from your mistakes.
2. Change up your sparring partners. Sometimes you need to break from routine in order to see what you’re capable of. When you’re ready to get back into the ring pick a more difficult partner to spar with. Take a few shots to your ego to see what your limit is. Run your work past tougher critics within your organization. Ask them to be ruthless and scrutinize every phrase, word and syllable. In doing so, you’ll widen your view of what might happen when in the midst of a real bout. You’ll quickly identify which punches will be thrown to simply ‘test your mettle’ versus those punches that are meant to knock you flat on your backside. Watch and learn.
3. Expect to get hit. If you go into that ring thinking that you’re untouchable, the shock of getting nailed in the face may be much more than you were initially prepared for. Be ready to take a few shots. Use this as a learning technique to gauge the strength and strategy of your opponent. Use objection handling techniques such as rebuttals and redirection to keep your opponent on the defensive. Use well mapped out facts and data points as your left hook and right cross to keep them on the ropes.
4. Use your head as much as your fists. Learn how your opponent fights. Talk to colleagues or better yet to the fighter themselves and ask them what they expect to get out of your match. While it might seem odd to bring the fight to your opponent outside of the ring, good strategists will take every opportunity they can to learn from the best. When you get to fight night, watch your opponent. Watch their body language as it’s one of the best indicators as to when they’re going to throw a punch. Listen to their tone, their phrasing and their intonation. Subtle changes in the dialogue can be a warning sign. Remember their approach and their demeanor. Chances are they won’t change their approach drastically during the fight. If you can anticipate their ‘swing’ then you can duck, dodge and deck ‘em with information before they even know what hit them.
For those of us in the business world I’m certain you’ve nursed more than a few black eyes and split lips in your time. But chances are you were back in the gym the next day prepping for the next match. We take our lumps from time to time with a wry smile and the knowledge that these hits will eventually make us better fighters. If not…..we can always take up Golf.
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Our clients are located throughout North America including Ottawa, Toronto and Montreal. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce CRM and Marketo Marketing Automation.
It's been more than 10 years since Marketing Automation (MA) systems hit the market. Yet people still get confused about the differences between marketing automation and email marketing. So what exactly are the differences?
Lauren Carlson, CRM Market Analyst for Software Advice, recently wrote an amazing article about this topic. For more information about systems in the market or for help in choosing one that’s right for you, check the Software Advice Marketing Automation Software Guide.
Below are some highlights from Lauren's article.
Many buyers think that MA is just a fancy name for an email tool and, as a result, evaluate vendors like Eloqua and Marketo against email services like MailChimp and Constant Contact.
A key source of confusion between marketing automation and email marketing stems from the fact that both use email to communicate with prospective buyers. However, while the two systems have functional parity in some areas (see Figure 1), marketing automation goes much deeper.
Four Important Differentiators
1. Process: MA attempts to convert prospects through more targeted efforts.
2. Awareness: MA systems are “aware” of more things.
3. Integration: MA systems integrate tightly with CRM systems.
4. Action: MA systems don’t just track - they act.
What Kind of Buyer Are You?
Now that you have a general understanding of each system, the next step is to take a look at your needs and resources. The three main things to consider are: complexity of your customer base, cost, and your ability to produce content.
Final Thoughts
If you're an enterprise company looking for advice about email marketing and/or marketing automation systems, contact us for a free 10 minute discovery call. We have certified experts in both marketing automation and CRM technologies. Alternatively, download the Marketing Automation Buyer’s Guide.
About OnPath
OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Our clients are located throughout North America including Ottawa, Toronto and Montreal. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility. OnPath is also a certified consulting partner for Salesforce CRM and Marketo Marketing Automation.