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| | MODERN B2B MARKETING
MAY 13, 2009 Sales and Marketing Alignment: Thought Leadership with Jill Konrath
The next interview in the B2B Marketing thought leader interview series is with Jill Konrath, Chief Sales Officer and Author of Selling to Big Companies. This interview with Jill provides great insight and best practices to improve sales and marketing alignment and shorten the sales cycle for B2B companies. How did you get into sales and marketing, and what you like most about it? started my sales career at Xerox and immediately fell in love with the profession. Sales and Marketing alignment ? Create a resource-rich sales portal. Enjoy!
| | SALES INTELLIGENCE VIEW
JULY 12, 2011 Go home from Dreamforce 2011 with Metallica
The annual event by Salesforce was lit on fire when it was leaked that Metallica was going to be playing at Dreamforce. What’s a little more noise added to an event that draws a crowd of about 20,000 people all drinking off the SaaS fire hose. The industry is exploding with sales 2.0 It was about this same time that we were working on our Dreamforce plan for the year.
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| | FEARLESS COMPETITOR
MARCH 30, 2010 My thought leadership interview at Marketo
Jeff) In early 2009, I observed what happening in the world of B2B sales and decided to get involved. Having read Brian Carroll’s book, Lead Generation for the Complex Sale cover to cover several times, I decided I wanted to focus on this key business challenge. If you with to read more about this, I suggest you pick up the terrific book by Ardath Albee entitled eMarketing Strategies for the Complex Sale. Marketo) What are some techniques and innovative strategies thatB2B marketers should use to help better align their efforts with the sales team? Jeff).
| | SALES INTELLIGENCE VIEW
MARCH 5, 2013 Retarget Your Way to Greater Sales
The chance to make an online sale is not a one shot deal. service such as InsideView can help you locate the email addresses of your potential leads. Ways Retargeting Can Help Your B2B Company Increase Sales. You can set it up so that sales on your website trigger events on companies that later show them ads on other products or services your company offers.
| | B2B MARKETING ZONE POSTS
NOVEMBER 2, 2010 Top 56 B2B Marketing Posts October 2010
Awareness of Twitter has exploded; 87% of Americans said they were “familiar with” Twitter in a poll taken earlier this year, versus just 5% in 2008 and 26% in 2009. Every good social media plan STARTS with a solid marketing strategy but social media efforts are sub-optimized if a company is too wedded to long-term plans and can’t respond to sales opportunities happening RIGHT NOW in front of their noses. I’ve scoured the web looking for news and insights that related around sales, CRM and social selling tips to come up with a list of [.]. Sales 2.0 Event (105).
| | FEARLESS COMPETITOR
JANUARY 27, 2010 My thought leadership interview at Marketo
In very early 2009, I observed what happening in the world of B2B sales and decided to get involved. . Having read Brian Carroll’s book, Lead Generation for the Complex Sale cover to cover several times, I decided I wanted to focus on this key business challenge. If you with to read more about this, I suggest you pick up the terrific book by Ardath Albee entitled eMarketing Strategies for the Complex Sale. What are some techniques and innovative strategies thatB2B marketers should use to help better align their efforts with the sales team?
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B2B CONVERSATIONS NOW Embrace Trigger Event Selling to Win More B2B Deals
| WEDNESDAY, DECEMBER 9, 2009
I’ve been reading and hearing a lot recently about using sales
triggers to find new customers. Until I really took the time to dig into Trigger Event
Selling , I thought it was just a new sales
fad that would lead to yet another sales
training book. What is Trigger Event
Selling? The best description of trigger event
selling I’ve seen is from Craig Elias at Shift Selling. For example, a new merger or a change in law for a particular industry both represent events
that may present you with opportunity. Inbound Trigger Event
Selling. MORE >>
FEARLESS COMPETITOR Turn around a struggling business
| FRIDAY, JANUARY 2, 2009
Here’s what we are going to do: Sit down with R&D, Marketing and Sales
to re-craft our value proposition. And we’re going to develop sales
tools that really work — that empower our salespeople to say the right things to the right executives at the right time. We’ll also take advantage of trigger events
— using the news and changes to engage at the right time. For info on companies and trigger events
, we’ll use ZoomInfo or InsideView
. (A hypothetical introduction of a new CEO in a turnaround. Jeff). MORE >>
ACQUIRING MINDS Buyer centricity on a shoestring lead generation budget
| MONDAY, AUGUST 31, 2009
The problem with this approach is that the sales
rep is calling under false pretenses - hardly a way to build a rapport with a prospect. Fact-Find Low, Call High A year ago, Paul McCord , sales
trainer, consultant and author, blogged about how he prospected. Use Trigger Marketing Just as consumers who move through life stages, the buying cycle for businesses can be triggered by milestone events
such as changes in the executive suite, mergers & acquisitions, office relocations, the bankruptcy of the vendor of an installed solution etc. So what to do? MORE >>
- Demand Generation Vendors Offer Few Social Media Applications
is gaining the most attention for this at the moment. It lets marketers or sales
people specify companies and individuals to monitor, and then scans media including social networks (LinkedIn, Facebook), public forums (blogs, wikis, Diggs, Twitter), paid sources (D&B, Zoom, Jigsaw,) and Web pages for information about those entities. It analyzes the results to identify key events
and to build consolidated profiles with its best guess at the correct current information. These can be loaded into sales
and CRM systems to make them easily accessible. MORE >>
MARKETING GENIUS BLOG Not Ready for Marketing Automation. Now What?
| THURSDAY, JULY 23, 2009
Team Productivity With Sales
2.0. The sales
team will definitely be happy with more leads and better data quality. There are plenty of Sales
2.0 tools available that help sales
people to get more done. InsideView
provides better intelligence about prospects, right from within Salesforce.com. Several vendors (like Webex ) make it easy for sales
people to have web meetings. Using Sales
2.0 Marketing Automation systems provide advanced email tools, like multi-message email campaigns that are triggered by specific events
(e.g. MORE >>
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