Houston, TX -- (SBWIRE) -- 01/20/2011 -- For years, email marketing response rates have been declining for B2B marketers that are not segmenting their prospects and customers.

Why? NOISE!!! We all get so many emails per day and so many other inbound messages (social media, phone, office meetings, mail, etc), it is increasingly difficult to keep up. Many have revolted against receiving any emails from unknown sources or that they are not actively reading on a regular basis. Think about it. Hasn't one of your better customers unsubscribed recently and you wondered "why would they do that?". NOISE – that's why.

So what can be done? Here are some approaches that will help you improve your rates:

* Start segmenting - organize your audience into logical groups (by customer or prospect type, industry, demographic, firmographic characteristics, areas of interest, frequency of activity, recentcy of interest…)

* Get specific – send messages to each segment with content that relates to them directly.

* Send original, valuable content – give them something they see as valuable (research you have done, commentary on others' research or article, industry case study)

Start conversations before selling Friends before funds

Bulls-eye!!!

* Send personalized emails from the head of the company thanking them for their interest and, then, periodically asking for their feedback

* Send out surveys to ask for their preferences

* Do your own research; ask about industry trends and opinions

* Ask your audience what they would like to see next

* Engage your subscribers into your social networks

* Find out from your most regular readers why they read your emails

Segmenting…targeting…there are so many layers that can be peeled here that one could literally get a PHD in this area of marketing. Just look at the retailers, search engines and social media folks. So take a few steps in the direction of the pros and start improving your rates right away.

If you are interested in more, visit their website.

Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com

Apollo Sales & Marketing Group
http://www.apollosmg.com

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Houston, TX -- (SBWIRE) -- 01/04/2011 -- OK, we've all heard it before…when a prospect says, "Send me some information".

Now, as a professional sales person, we are taught to respond in a variety of ways depending on your school of thought and training. Personally, I like to come right out and share with them that

"I sometimes hear that when someone is really not interested but doesn't want to hurt my feelings by saying so..that wouldn't be the case here would it?". Others say that "they would love to send some information and since we have so many specific items we can send, what most specifically were you looking for?"

Both are great, but you still don't convert all of them into qualified or dis-qualified prospects. In reality, there are those that sincerely do want me information or, at least, they want to talk at some point in the future about what problem or pain you can solve for them.

In fact, sometimes working to get the information request can be a solid strategy when profiling your prospect base (more sophisticated B2B list building). It helps you qualify them as a potential prospect and add them to your in-house lead nurturing list.

So, what do you send them and what should you follow-on communication strategy be? Check my next post to find out more when I'll discuss the different schools of thought relating to fulfilling B2B sales leads' information requests.

If you are interested in more, visit their website.

Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com

Apollo Sales & Marketing Group
http://www.apollosmg.com

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Houston, TX -- (SBWIRE) -- 12/03/2010 -- Well, to some it is an appointment with anyone on a target list. To others, it is an appointment with a target contact in a target company that meets pre-defined criteria in a standard scoring model like BANT (Budget, Authority, Need, Timing). Some would say any inbound lead works. Another must have a qualifying conversation before considering something a "lead".

The important thing is to not worry about what someone else calls a lead, define it for your organization. What is a qualified prospect? What are the demographic criteria? What are the key roles and responsibilities in a company that make a decision for your B2B solution? Does budget have to be allocated before you should engage? It's hard to sell something that is "nice to have" so what level of pain must be uncovered or quantified to call something a lead?

It is critical to define these not only for your own organization, but also for any partner companies that are performing any marketing services, especially telemarketing services for you.

If you can answer these questions for your company, you can define what you should work on in sales and what should be included in a lead nurturing campaign or discarded as not a fit.

Apollo {Houston, TX – B2B Sales Leads, Marketing Campaign Development, e-marketing/eMarketing and Lead Generation Services}

Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com

Apollo Sales & Marketing Group
http://www.apollosmg.com

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Houston, TX -- (SBWIRE) -- 12/03/2010 -- Marketing yourself as a trusted advisor is different than what most people would consider traditional marketing or lead generation.

The Trusted Advisor

• Is able to effortlessly understand clients…their needs and requirements.
• Always help clients see things from new perspectives.
• Never forces the issue.
• Doesn't panic or get over emotional.
• Criticizes and corrects gently and almost lovingly.
• Values relationships more than current issues.
• Challenges client assumptions.
• Acts like real people.
• Are always honorable.
•Remembers everything clients say even without notes.

Derived from The Trusted Advisor, by David Maister, Charles H. Green, and Robert M. Galford; Free Press; 2001

Apollo specialized in working with professional services clients that thrive on their reputations as trusted advisors. Many of our clients utilize our Lead Generation for the Trusted Advisor campaigns to secure more of the right business from the right clients.

Marketing yourself as a trusted advisor is different than what most people would consider traditional marketing or lead generation. It relies on educational themes and the willingness to trickle out some free consulting to demonstrate your value. Often this is not accomplished in the initial conversations with prospects but rather over time in an effective lead nurturing campaign that continuously drips on prospective clients the knowledge and value that you would bring to them if you were their trusted advisor.

Apollo {Houston, TX – B2B Sales Leads, Marketing Campaign Development, e-marketing/eMarketing and Lead Generation Services}

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Houston, TX -- (SBWIRE) -- 05/30/2010 -- Sometimes lightning does strike twice. For the second time in 3 years, Mike Eyre, CEO of Apollo Sales and Marketing Group advises a contestant in the HCC Business Plan Competition sponsored by NewSpring, the Center for Social Entrepreneurship and Business Nurturing in Spring Branch.

This year, Mike worked with fellow advisors Chuck Fox and Milt Hempel supporting Filip Valica with his Maker Acre business plan.

In 2008, Mike worked with Cynthia Albanese advising the 3rd place winner Shannon Carey with her Greener Side Spa business plan.

Check out the NewSpring Newsletter:
http://tinyurl.com/2bdf7rl

OR

Visit the NewSpring website to more information:
http://www.newspringcenter.org/business-plan-competition.html

Visit our website - http://www.apollosmg.com or visit Mission Control: Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices - http://blog.apollosmg.com/blog/apollo-sales-and-marketing

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Excalibur Exhibits and Apollo announce a joint partnership to enhance the return on investment for trade show exhibitors.

Houston, TX -- (SBWIRE) -- 04/14/2010 -- A leading trade show marketing firm states "In order to achieve results, it is critical that you attract key individuals to your trade show display and engage them in conversation." In addition, Marketing Sherpa (a market research firm) estimates 70-90% of leads generated by marketing are never followed-up by sales.

The Excalibur/Apollo partnership has been formed to address these issues by driving attendance to the booth, arranging and hosting special events for key clients and prospects and nurturing leads to secure future sales with comprehensive, multi-channel marketing programs.

Peggy Swords, President and Founder of Excalibur Exhibits, noted "Our success is attributed to our ability to find creative ways for our clients to stretch their marketing budgets and garner measurable results. Our partnership with Apollo adds to our ability to ensure the success of our clients."

Mike Eyre, Managing Partner and Founder of Apollo Sales & Marketing Group, stated "Value added marketing services are critical to securing greater returns from trade show investments by ensuring more quality time with prospects and clients. Exhibitors often leave their success at a trade show to chance. Apollo is privileged to form a partnership with one of the leading exhibit companies in America. Excalibur has the expertise in design, ability to execute around the world and the imagination to continually provide added value to their clients."

Excalibur Exhibits is a full-service trade show and event service firm headquartered in Houston, providing complete trade show and event management, including the design, fabrication and installation of exhibits for clients locally, nationally and internationally. Excalibur specializes in face-to-face marketing solutions for all types of 3-D environments for tradeshows, exhibitions, corporate events, conferences, seminars, meetings, recruitment events, and permanent installations. Excalibur creates memorable environments that make an impact.

Apollo Sales & Marketing Group specializes in marketing services including lead generation and lead management. Apollo employs technology, strategy and direct marketing campaigns for clients, escalating returns for their marketing dollar. Apollo helps clients get their marketing on auto-pilot.

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Houston, TX -- (SBWIRE) -- 01/08/2010 -- "Analytical" behavioral style, is quality-focused, slow-paced, methodical, and task-oriented. They focus on the details and are primarily concerned about doing things the "right" or "correct way." These individuals are analytical and frequently set higher standards for themselves than others.

You can recognize them as being reserved and more indirect than other styles. These people are formal, with a closed posture and "can't read" facial expressions. They don't like to express their feelings readily.

Analytical styles say things like - "Anything worth doing, is worth doing right. I like to know the exact answer all the time. I keep my desk and my things organized. I do not like to say things that will upset matters. I find the process of solving problems exciting."

Marketing to the Analytical Style - When targeting the "Analytical" style, make sure you have your facts straight. You'll need to build your case, showing references where possible. These individuals don't need you to get personal with them – they really don't want you to. These people want you to provide detailed information in order to make a correct buying decision. Then they will thoroughly assess your information before coming to a conclusion. Be formal in your message delivery – don't present an overly enthusiastic or animated. Focus instead on facts, logic, and detailed analysis.

For more information about how to help you put your marketing on auto-pilot, visit http://www.apollosmg.com or visit Mission Control: Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices - http://blog.apollosmg.com/blog/apollo-sales-and-marketing

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

Amiable behavioral style is also people-oriented, but at a much slower pace than the Expressive style.

Houston, TX -- (SBWIRE) -- 12/04/2009 -- "The "Amiable" person doesn't like to be forced into making changes or quick decisions. They're patient, loyal, and calm, making them excellent listeners and "peacekeepers" when conflict breaks out. Their focus is on cooperating with people.

You can identify these individuals by their reserved, indirect, but people-oriented approach to others. Their speech may appear softer, with an open posture. They will have relaxed, warm facial expressions and prefer a casual approach.

Amiable styles say things like -"I don't like confrontations. People will compliment me for how hard I try, whether at work or play. Once I start something, I finish it. I'm a good team player, gentle and easy to get along with. I take pride in keeping my temper when others often lose theirs."

Marketing to the Amiable Style - When targeting the "Amiable" style, it's important to understand they need to feel you understand their needs. Make assurances that you and your organization are customer- and service-oriented. Just don't throw "loud" buying messages at them. Show how your company sincerely understands their challenges, and that they can depend on your company to deliver on your offer. The "Amiable" style customers are known for loyalty. Win them over and they will be most likely to turn away others vendors that come knocking on their door.

For more information about how to help you put your marketing on auto-pilot, visit http://www.apollosmg.com or visit Mission Control: Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices - http://blog.apollosmg.com/blog/apollo-sales-and-marketing

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

“Expressive” behavioral-style individuals are frequently thought of as “people persons.”

Houston, TX -- (SBWIRE) -- 11/18/2009 -- They're enthusiastic and upbeat – enjoying the interaction with others in a humorous, lighthearted way. These individuals can appear to be the eternal optimists, usually seeing the glass as half-full rather than half-empty, and can be quite persuasive about things they're passionate about.

You can identify them as being outgoing and direct, very talkative and interactive. These people tend to speak quickly, use animated expressions, and express their feelings freely. They can appear to be casual and friendly in their interactions with others and love to express themselves in a jovial, humorous way. Sometimes you'll notice trinkets or fun gadgets in their office – it's their way of adding levity to the work environment.

Expressive styles say things like: "When I talk, people listen. I know how to express myself and still not hurt anyone's feelings. I want to be popular. I enjoy being the center of attention. My friends say I can talk my way out of anything. I am rather charming."

Marketing to the Expressive style: When targeting the "Expressive" style, match your tone to their energetic approach. Make it friendly and sociable, and personal. You need to provide testimonials and personal stories on how other people have responded to your company's product or service. Show enthusiasm for the benefits your product or marketing can provide. Make it easy for them to buy from you.

For more information about how to help you put your marketing on auto-pilot, visit http://www.apollosmg.com or visit Mission Control: Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices - http://blog.apollosmg.com/blog/apollo-sales-and-marketing

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

"Driver” behavioral-style individuals, are usually results-oriented.

Houston, TX -- (SBWIRE) -- 11/13/2009 -- They thrive on the challenge of solving problems and making quick buying decisions. These individuals are fast-paced and like to be in charge. They can become impatient with people or situations that hinder them from accomplishing their goals. This is one of the reasons why they're more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they're more interested in telling you information than in asking your opinion. They tend to think in terms of the bottom line. These individuals may6 have more formal, "can't read" facial expressions than other styles.

Driver styles say things like -
"I hate to lose! I sometimes demand what I want. I sometimes ask a lot of questions. I want others to know I'm the boss. I might say things to surprise people. I want to be the best at everything I do."

Marketing to the Driver Style - When targeting the "Driver" style, don't bog them down with excessive details – get to the point quickly. Directly focus on how your product or service can help them achieve their goals. Emphasize the results you can help them obtain, while always letting them feel they're in charge. In other words, don't waste their time. Make your message direct and meaningful toward helping them achieve their objectives.

For more information about how to help you put your marketing on auto-pilot, visit http://www.apollosmg.com or visit Mission Control: Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices - http://blog.apollosmg.com/blog/apollo-sales-and-marketing

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm

In marketing situations, most people use only one style when they interact with customers.

Houston, TX -- (SBWIRE) -- 10/29/2009 -- The reason for this is that they have developed one method of interacting with customers that is most comfortable for them. They do not realize the need to adjust their communication style to match the customer's behavioral style. However, successful marketers know that before a customer will listen to you, they first must "emotionally" buy-in to your message at a personal level.

They know that people prefer to do business with people they like and trust. The most effective marketing and sales people adapt their communication style to match the behavioral styles of their customers and associates. Learning how to interact more effectively will help you to be more effective and put you far ahead of your competition.

So how do you build this rapport?

About Behavior Styles

The first key is to recognize that different behavioral styles do exist among customers. You have probably seen from your own experience how one approach worked great with one person, yet you got a very different reaction from someone else.

Behavioral styles impact:
How a prospect wants you to market to them
How a prospect wants you to present information
How much information you present
How a prospect makes buying decisions

The same approach won't work with everyone. As you learn to adapt your approach to make the customer feel more at ease, the relationship will improve and more sales will eventually result.

Most psychologists agree that there are four major types of behavior categories. For now, let's call these behavioral styles. In order to succeed at Adaptive Marketing you must understand these behavioral styles and how to adapt to them.

One can classify behavior into four styles: Amiable, Analytical, Driver, and Expressive

For more information on this press release visit: http://www.releasewire.com/press-releases/release-3.htm