How to Win at B2B Cold Calling

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 it. Tune in! Key Takeaways: Biggest mistakes salespeople make when it comes to OEM outreach [00:03:24] Why is it important to create a big OEM sales funnel, perhaps even more so when selling to end-user customers? [00:06:54] How can someone go about getting started building an OEM sales funnel?  [00:09:14] Tips for people who are new to ISV-OEM sales on how to get started building an OEM sales funnel? [00:09:14] Why so many marketers have difficulty getting their heads wrapped around ISV-OEM? [00:13:07] Why is it important for an OEM sales teams to have valuable marketing support? [00:20:21]   Please share to anyone you think can benefit from this episode. For free advice on how you can market your software, let’s talk at [email protected] Learn software marketing tips and insights: MediaDev Resource Library | LinkedIn | Youtube Join MediaDev's Online Marketing Masterclass here: Essentials to Lead Generation for B2B Software Marketers Get your copy of Liz Lemarchand's book here: Tune In and Dial Out: How to Win at B2B Cold Calling

In this episode, Liz interviews Alisa Manjarrez, Managing Director of Stories Bureau and expert at B2B Podcasts. Tune in! Key Takeaways: How is Alissa an expert on B2B podcasts What is a “branded” podcast?  Why is it important for companies to create branded podcasts? Why can’t companies just stick to writing blogs or creating landing pages to showcase case studies? How does having a podcast increase brand awareness for companies?  How does having a podcast help establish thought leadership? How does someone get started creating a podcast for their business?  What are some other tips & tricks you can give our listeners about hosting your B2B podcast? Please share to anyone you think can benefit from this episode. For free advice on how you can market your software, let’s talk at [email protected] Learn software marketing tips and insights: MediaDev Resource Library | LinkedIn | Youtube Join MediaDev's Online Marketing Masterclass here: Essentials to Lead Generation for B2B Software Marketers Get your copy of Liz Lemarchand's book here: Tune In and Dial Out: How to Win at B2B Cold Calling

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. SHOW NOTES Getting into a convincing energy 00:01:16 ⁠ Getting to a place of curiosity 00:02:20⁠ What to do instead of counter-arguing 00:03:05⁠ A no is just a starting point 00:03:33⁠ High-quality questions you can ask a prospect when they've started to push back and imply to you whether implicitly or explicitly, that they're not interested 00:03:54⁠  The mirroring strategy 00:05:13⁠ Why you need to have a neutral, understanding energy when talking to prospects 00:06:24⁠ Putting yourself in the shoes of your buyer persona 00:07:02⁠ The best outcome you can hope for 00:07:19⁠ Why you need to match the energy of your prospect 00:07:58⁠ Please share to anyone you think can benefit from this episode. For free advice on how you can market your software, let’s talk at [email protected] Learn software marketing tips and insights: MediaDev Resource Library | LinkedIn | Youtube Join MediaDev's Online Marketing Masterclass here: Essentials to Lead Generation for B2B Software Marketers Get your copy of Liz Lemarchand's book here: Tune In and Dial Out: How to Win at B2B Cold Calling

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. Please share to anyone you think can benefit from this episode. For free advice on how you can market your software, let’s talk at [email protected] Learn software marketing tips and insights: MediaDev Resource Library | LinkedIn | Youtube Join MediaDev's Online Marketing Masterclass here: Essentials to Lead Generation for B2B Software Marketers Get your copy of Liz Lemarchand's book here: Tune In and Dial Out: How to Win at B2B Cold Calling

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. Tune in. Key Takeaways: How marketing is different when the outreach is done to software vendors instead of traditional end users [2:58] The mean value that an ISV can get from partnering with another software vendor [4:29] Challenges when targeting ISVs [5:57] How to figure what types of messaging resonate most with ISVs [7:26] Other types of content that are suitable for nurturing an ISV audience [8: 40] Tips or strategies on how to talk to ISVs so they will listen [10:29] Please share to anyone you think can benefit from this episode. For free advice on how you can market your software, let’s talk at [email protected] Learn software marketing tips and insights: MediaDev's Resource Library | LinkedIn | Youtube Join MediaDev's Online Marketing Masterclass here: Essentials to Lead Generation for B2B Software Marketers Get your copy of Liz Lemarchand's book here: Tune In and Dial Out: How to Win at B2B Cold Calling

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 still looking to improve or you're struggling and want to thrive at it, then this episode is for you! Please share to anyone you think can benefit from this episode. Get in touch with MediaDev here: website | LinkedIn | Youtube Get your copy of the book here: Tune In and Dial Out: 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 and become more effective in your outreach.

Liz shares the thought process and the "why" behind putting together Mediadev Marketing Masterclass for you software marketers! Essentials to Lead Generation for software vendors is MediaDev's pilot online marketing course.  We're really excited to be able to share this project with you, and we hope that it will serve the purpose of enabling you or your BDR's to be more successful as you do outbound lead generation activities.  We have provided vast information about:  how to do outreach  what channels to use  what types of messaging to create  how to understand your buyer personas how to create a database of qualified contacts how to put together a leads report  how to do the outreach and be successful  how to get past gatekeepers  how you can craft emails that get opened and read and improve your response rate and ultimately your conversion rates If you're keen to become a high-performing lead generation specialist this 2022, Essentials to Lead Generation for software vendors is now open for enrollment. You may find all the course details here.  Join your class of top-performing lead generation specialists now!

In order to create a win-win situation, the more products your partner sells, the more revenue you're generating for yourself. So, it's really in your best interest to help your partners market their product. And there's a number of different ways that you can do that. Listen in, OEM program holders!

Liz talks to Joseph Indolos, a Lead Generation Guru, about navigating lead generation during the pandemic. Which industries are best for outreach now and which ones to hold off for the time being. He shares insights, tips, and practical advice on how to be a better marketer in this new normal. Listen in!