Make Informed Marketing Decisions
Decades of experience has taught us that there’s no one-size-fits-all approach when highlighting your value proposition to your end-users and potential partners. Visit our collection of articles, guides, infographics and videos to learn which marketing tactics are best for you.
B2B Lead Generation Outsourcing Best Practices Workflow
If you’re looking at outsourcing your lead generation, you might come across a few friction points: You have no idea where to find the right agency You have no time to thoroughly vet each provider on the list You’re uncertain what actually goes on throughout the entire process of lead generation, and you don’t know what’s right or wrong You’re not convinced that a third-party vendor will be able to deliver the same quality leads that your internal team generates You’re afraid that the agency will run off in the wrong direction and you won’t have any control over how the agency represents your brand
5 Tips to Ensure Your Marketing Efforts Are a Success in 2024
Each New Year we all sit around making resolutions and goals, only to forget all about them come February. Am I right? Well this year, how can you stick to your objectives to make them a reality? Here are 5 tips to help kick-start your marketing efforts and sustain them so that 2024 is a success.
Why Having a Big OEM Sales Funnel is Critical and How You Can Build One
Listen to this episode where Liz Lemarchand, MediaDev’s COO talks with Dan Outcalt, an OEM sales expert, about why it’s critical to have a big OEM sales funnel, perhaps even more so when selling to end-user customers, and how to build. Tune in!
How much money are you losing by not exploring OEM opportunities with your client base?
It’s amazing to me how many people who work in the software industry are completely unaware about what OEM means. Don’t get me wrong, I’m not judging anyone here. I am merely pointing out that OEM is ignored more often than not. Which if you do understand the benefits of having an ISV-OEM strategy, clearly means that most software companies are missing out on a very profitable source of revenue.
Common Misconceptions about ISV – OEM Marketing and Sales
ISV – OEM marketing is a beast. One of the things that most people don’t realize about OEM sales to ISVs is how critical timing is, which means it is super important to have a giant sales funnel. OEM sales cycles are usually long—in some cases taking upwards of 18 months to complete from start to finish. And of course, in the end, not everyone is going to opt for your offer, which means the more ISV leads you have, the better. What’s funny is that many OEM program holders don’t see it that way. They think that it’s sustainable to rely only on inbound inquiries, and they don’t dedicate much (if any) time to outbound lead generation. Since OEM is often considered a kind of side business, the importance of nurturing is often neglected. The problem with this is that ISV–OEM marketing is largely about education, and converting leads into sales doesn’t happen overnight. So, what happens when those inbound leads stop coming in? Then what? An inherent part of targeting ISVs with an embedded offer all comes down to engaging Product Managers in one fundamental debate: whether to buy the features your solution provides or to assess whether they can build them internally. Of course, as with any debate, there are pros and cons to both choices. Buying means making a monetary investment upfront and paying a licensing kickback that continues over time. Building means having the internal resources available with the right skill set, and
3 Sure-Fire Techniques for Getting Past Gatekeepers
Have you ever tried calling a decision-maker only to get blocked by a Gatekeeper? Well, you are not alone. Many people who try B2B cold calling get stuck because they don’t know how to get past Gatekeepers, the first people who pick up the phone and whose job it is to filter important calls from the unimportant ones. There is a plethora of reasons why callers get stuck at this stage including:
Why Branded Podcasts Should Be at the Forefront of Your Thought Leadership
In this episode, Liz interviews Alisa Manjarrez, Managing Director of Stories Bureau and an expert on B2B podcasts. If you’re exploring including podcasts in your marketing strategy, tune in!
What ChatGPT Has to Say About B2B Software Sales in Light of the Current Macro-Economic Context
The macro-economic context is likely to have a significant influence on B2B technology purchases over the next 18 months. Here are several ways in which it may impact these purchases:
Why You Need to Stop Counter-Arguing Prospects
In this episode, Liz addresses why you need to stop counter-arguing prospects even if as sales professionals, we’ve all been taught why it’s important to list out some of the main reasons for negative and make sure that we’re able to effectively counter-argue those. She also gives tips and examples on how to continue the conversation even after you get a no. Listen in.
ISV Marketing: Strategies to Drive Sales and Grow Your Business
Everyone’s curious about ChatGPT and trying out all kinds of queries to test the technology. We decided to ask it to write an article about ISV Marketing and this is the result…
What to Do When You’ve Been Burned by a Marketing Vendor: 5 Tips for Establishing a Great Relationship With Your Marketing Outsourcer
I spend a decent amount of my time each day on business development. Getting our message out into the world so that we can serve more customers is big part of my mission. When I look at our wins and our losses, I realize that I have bumped up against one reason in particular why people don’t want to give us a try that I just had to address.
Why Targeting The Right Segment Is Essential For The Success Of Your 2023 Marketing Plan
If you haven’t hyper-segmented your market as part of your marketing plan yet, 2023 is the year to do so! Hyper-market segmentation not only helps you send the right message to the right people every single time, but it also helps retain customers in the long run.
Tune In and Dial Out: Audiobook Sneak Peek
Here’s a sneak peek of Liz Lemarchand’s Tune In and Dial Out: How to Win at B2B Cold Calling audiobook. The book is full of tips and strategies on how to be successful at cold calling, and hopefully, this will serve you.
How to Choose the Best ISV Prospects for OEM Partnerships
Integrating or embedding one software product into another (or connecting two solutions via APIs) is a pillar to ensure growth for both the ISV and the OEM provider. These ISV-to-ISV relationships or ISV-OEM partnerships are, now more than ever, in great demand.
7 Customer Success Tips To Increase Customer Retention
In business, there are plenty of factors that spell success, and many of these factors are a result of our ability to satisfy customers. In today’s competitive market, it is very important for businesses to have a loyal customer base and a steady stream of new customers coming into the fold. Without this, it will be very difficult to sustain business in the long run. This is why customer retention strategies and processes are so important, and it is also why many companies work hard to improve their customer retention rates.
5 of the Best Lead Generation Strategies + Tips for Improving Email & More
People are always trying to do more with less. And with the economic context the way it is, that couldn’t be more true than it is right now. At the same time, companies can’t just stop generating leads, recruiting new strategic partners, and selling product. So how do you generate more leads with less resources?
Why Now is the Time to Increase Your Marketing Efforts Toward Existing Customers
Anyone who has gone through the customer journey and purchased your products or services can be considered an existing customer. It is critical that they are satisfied with their purchase in order for them to become repeat customers and even advocates for your brand. But if you really want to build a lasting relationship between your brand and your customer base, then you will need to increase your marketing efforts toward existing customers.
How to Talk to ISVs So They Will Listen
In this episode, MediaDev’s COO, Liz Lemarchand, and Accusoft’s Director of Marketing, Tracy Schlabach talk about the value of partnering with another software vendor, the challenges of targeting ISVs, the types of messaging and content that resonate most with ISVs, and tips or strategies on how to talk to ISVs so they will listen. Listen in.
How To Maximize Your Marketing Budget To Do More With Less
Marketing is one of the most important aspects of running a successful business, but it can also be one of the most expensive. If you’re not careful, you can easily blow your entire marketing budget on one campaign and be left with nothing to show for it.
7 Forms of Info Gathering in Business
As a business owner, one of your core functions is to make informed decisions. And to do that, you need to gather accurate and up-to-date information. So whether you’re trying to assess a new business opportunity, understand your competition, find the right price point for your product, or simply get to know your customers better, information gathering is a critical part of the process.
Practical Tips from Tune In & Dial Out You Can Apply Today
In this episode, Liz talks about her book, Tune In and Dial Out: How to Win at B2B Cold Calling and shares some quick tools and strategies so that you can really implement all of the best practices that she outlined in the book and get really good at your cold calling outreach. If you’re already thriving at cold calling but are still looking to improve or you’re struggling and want to thrive at it, then this episode is for you!
ISV-OEM Lead Generation Strategies That Work
Recruiting new ISV partners to your OEM program is a highly valuable endeavor. Not only is OEM driving revenue at record rates, it is becoming one of the fastest growing business drivers out there.
How to Win at B2B Cold Calling
In this episode, Liz and John discuss her new book, Tune In and Dial Out: How to Win at B2B Cold Calling. Listen in and learn practical, tested, and proven tips to help you change your mindset around B2B cold calling, become more effective in your outreach, and turn your leads into loyal customers. Listen to the episode on Apple Podcast, Google Podcasts, Spotify, Breaker, Pocket casts, RadioPublic, or Anchor. Or read the transcript below.SHOW NOTESQuick takeaways from Tune In and Dial Out book [00:32]Common false beliefs about cold calling [01:37]How to combat negative self-talk just before making a cold call [04:06]Is it a good idea to stick to a script when cold calling? [05:59]Keeping fear under control when making a cold call [06:30]The difference between self-esteem and confidence in cold calling [07:24]Vulnerability as an asset in cold calling [08:24]Honesty in cold calling [10:22]On the fence about cold calling? Here’s what you need to know [13:46]Why people love to hate cold calling [14:49]The purpose of a cold call [15:50]How to tell someone is not having a good time during the call [17:25]On dealing with individual belief systems when in a call [18:46]Asking questions and keeping them coming [21:16]Best strategy when stuck during the call [23:03]What to do when someone is not interested during the call [24:40]How to get a positive NO during your call [27:07]Why you need to believe in your product during the call [28:49]Handling someone who is not accommodating during a cold call [30:13]Should you bring
Why “Done With You” Marketing Services Will Change Your Relationships With Your Vendors
I love this new term, “done with you” services. I don’t know who coined the phrase, but I think it’s great! It used to be that people would outsource certain business activities (especially marketing) to third-party vendors, that worked in one big black box. Not only would you have no clue who was working on your project, you had little to no visibility into what was actually happening in the background.
Why Social Selling is Important for B2B Lead Generation
Marketing has gone through many changes within the past decade. Avenues for leads, reaching new customers, and even how businesses advertise and customers receive adverts have changed drastically within the past few years.
