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What Type of Website Do You Need?

Client Bridge

If you’re developing a new website, it’s important to decide how the site will support your sales process and marketing campaigns. The first step is to identify the role your site plays in your sales process and what users want and need to see before they’ll act. Websites have become an important part of B2B marketing. Nurturing existing leads. Download it Here

Are You Creating Marketing Assets for Your Business?

Client Bridge

It's sort of like having lot's of little sales people working for you.but they never sleep (or ask for a raise). So if you are considering making an investment in some type of sales/marketing, ask yourself if it will create long term assets for your business or whether it will be a "one and done" campaign You take the results of your campaign and that's over.

Free Website Strategy and Planning Guides.Now Available

Client Bridge

The first set of planning guides and templates is designed to help you develop a website that meets your marketing and sales goals. We, at ClientBridge , are very process-oriented. We have guides, templates and checklists for just about everything we do. In the past, we have only used these tools for our own projects and client projects. So we are going to start releasing them to the public.

Software Tools for Inbound Marketing

Client Bridge

CRM - since our goal as lead generation marketers is to generate qualified sales leads that turn into sales, it's extremely helpful to utilize closed-loop reporting. The Internet has changed the way companies communicate. And this means that digital communications have become a high priority to marketers. Email marketing - email is still a critical tool in the lead generation arsenal.

Business Trends for 2012

Client Bridge

Winter Sales Slump? As a result, sales in January and February may be more slow than usual. Sluggish Venture-Capital Markets IPOs in 2011 were down by 30% from 2010. Will the economy get worse or maybe a little better? Will consumers keep spending? From, here are some big-picture business trends to keep in mind for the coming year. More than 40% of consumers said they overspent on the holidays according to a recent survey. Be nimble and stay connected to your community. Still, more IPOs are in the pipeline for 2012. The U.S. View Original Article

Is Bing Currently the Best Deal in Paid Search?

Client Bridge

Bing's share of the search market has grown from 9% in April 2010 to 30% one year later. Sales and Conversion Rates Retail companies tend to see better conversion rates with Bing, according to ymarketing LLC. From ymarketing LLC, here are some reasons why marketers should funnel as much of their pay-per-click budget toward Bing. Bing Cost Per Click Cost Less The same keywords cost far less on Bing than they do on Google. So while fewer may see a Bing ad than a Google ad, you have a much better chance of getting lower costs per lead or conversion from Bing. View Original Article

Take Groupon Seriously

Client Bridge

Groupon has sales representatives that directly make deals with local businesses. Groupon's sales force should be seen as a platform for marketing partnerships. Currently, their core service has 70 million subscribers, and will generate $3 to $4 billion in revenue in 2011, up from $750 million in 2010. It's revenue increases whenever a merchant makes a sale. From Mitch Wagner at the CMO Site, a look at Groupon, why it's here to stay, and why it should be considered a strategic marketing platform. So, now is the time to learn how to market with Groupon.


Best Social PR Guides and Tips of 2010 (So Far)


Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches&# from corporate PR departments and firms over the past two years.

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Eloqua Experience 2010


In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement. The big news of this event is the launch of Eloqua 10.

Best of 2010 – Increase Sales by Improving Customer Touchpoints


We’re posting the best articles from 2010 to help you get 2011 off to the right start! original on customer touchpoints posted on November 30, 2010) You may think improving your website or your point of sale system or even your after-sales service will help increase your sales. The year in review! They most likely will. How do they accomplish them?

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. It's unfortunate, but my experience has been that most veteran sales guys can forget how much effort goes into just getting a decision maker on the phone, let alone expect us to find the kinds of sales opportunities that they seem to think just grow on trees. What about you?

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads. SAL aligns sales and marketing.

The Anatomy Of A Sales Discovery Call

Sales Prospecting Perspectives

Last week I wrote about the need for sales executives to go into their meetings with a plan of attack. I wrote out a quick anatomy of a sales call, but it was very vague. Realistically, each meeting you have has a different desired outcome depending on what stage of the sales process you are at. Did they take your call because an inside sales rep harassed them and they just don’t want to be cold called anymore? No need to go into a long sales cycle with someone who wanted the free lunch and now feels bad saying ‘no’ to you. You look fine.”

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The Best B2B Marketing Ideas of 2010

delicious b2bmarketing

The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19 , 2010, the marketing take-away I shared was “Think Different.&# 19, 2010. Those are a few of the favorites we found in 2010. like Marketo’s new lead scoring e-book or Eloqua’s Grande series) here we want to focus on B2B marketing key #2—Entertain. We say this because we find almost all B2B marketing deadly dull. Thanks.

Best Email Marketing Tips, Tactics and Metrics of 2010


It’s direct, cost-efficient, and, done properly, still an effective channel for lead generation, nurturing and sales. 3 items that should be in your 2010 email budget by BtoB Magazine. Noting that “B2B marketers say that their internal e-mail lists are seven times more effective at generating quality sales leads than third-party lists. Karen J. E-mail is easy.

50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far)


You’ll find the answers to these questions and many more here in 50 of the best Twitter tools, posts, how-to guides and rants of 2010 so far. Brian Solis provides a wealth of statistics that answer these questions and more, e.g., 87% of Americans said they were familiar with Twitter in 2010, up from just 26% in 2009. So what are the best ways to use Twitter for business? Crabs.

Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. And I’ve known of sales departments spending a lot more time than that.) That’s a costly mistake.

Do Your Inside & Outside Sales Communicate Well?

Sales Prospecting Perspectives

Inside Sales role I thought things would be different, but within a week I was struck by the lack of communication I had with the sales team. Inside Sales reps that were lacking as much direction as I was. Anything that needed to be communicated to sales from the inside sales reps usually went through our sales operations manager or through marketing. Another challenge was that the sales team didn't have time to do any hand holding since they were too busy traveling and attempting to close business.

Tips On Running Inside Sales Incentive Contests

Sales Prospecting Perspectives

Here at AG Salesworks each inside sales team runs their own contest on a monthly basis. The contests are usually themed around the season or some special event that is occurring. The general goal behind our monthly contests is to do something fun that either fosters healthy competition or builds team unity (or both). I have to be honest, I stink at planning these things. I usually come up with the contest on the fly and roll it out 6 or 7 days into the month because one of my reps has asked me what we are doing for it. No, not to India or the Philippines. Insanity" you say.I

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Are Your Inside Sales Reps Good Detectives?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest entry from one of our BDRs, Stephen Wolff. ” I always tell people I work as a “Sales and Marketing Consultant.” Part of our responsibility as a Business Development Representative (BDR) is to not only find “quality sales opportunities” but to get marketing information on what is going on in the businesses that we call into. The sales reps can tailor their pitch, due to the level detail outlined in our opportunities, making the most effective use of time spent with prospects.

Best Social Media Stats, Facts and Marketing Research of 2010


Americans spent nearly a quarter of their time online on social networking sites and blogs in 2010, up from 15.8 At its current rate, Twitter will process almost 10 billion tweets in 2010. Facebook, Twitter and LinkedIn continued to add users in the second half of 2010, albeit at a slower pace than in previous quarters. The State of the Blogosphere 2010 by Brian Solis.

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The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. Jim was later qualified and passed by Brad and the discovery call has been set for our client's sales rep on 8/13. The best email subject line I've seen in my career came through my Inbox this week. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. Love to see that. It read " Attention: Jim - Final Follow up". or "do I know Pete"?

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Sales Prospecting Perspectives, February 1st - 5th

Sales Prospecting Perspectives

Use Everything in Your Teleprospecting Quiver - Matt Fitts , one of our DCO's, wrote about the importance of sales prospecting tools and, "leveraging all of these [teleprospecting] tools on every call.". Sales Prospecting and Messaging Mistakes - Craig Ferrara , another one of our DCO's, shared his thoughts on messaging mistakes we've learned from over the years. The week (and January?) is already over!? Man, it seems like it was Monday morning. Anyways, things were busy here at AG Salesworks this week. Here's a recap of the blogs that we posted this week: Monday February 1st.

5 Sales Closing Techniques

B2B Marketing Insider

The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. You must always remember that at some point in every sales discussion, you must “ASK” for the business. Cha-ching! Happy to help.

Is Your Sales Prospect A Great Fit For You?

Sales Prospecting Perspectives

As a sales person, I want to close everything. Sales VP “I need to close 2 deals by the end of the calendar year” Me: “How long is your sales cycle?” ” Sales VP: “6 months” Me: “You realize its November right?” ” This Sales VP has the potential to run my team into the ground trying to hit numbers that can not be achieved. I like to think of this as the “gut feeling” part of the sales process. I have friend in data storage sales. Sounds pretty fancy huh? Guess what?

The Best B2B Marketing Ideas of 2010

Fearless Competitor

I … Continue reading → lead generation sales leadership Sales knowledge marketing funnel Management best practices Marketing Demand Generation Sales 2.0 Click to download How to Find New Customers, our remarkably popular white paper. It’s the first year of Fearless Competitor Favs – my favorite B2B marketing ideas from this past year. We’ll do this each December from now on. Remarkable content Leadership

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Best Twitter Guides, Tips and Tools of 2010


Twitter came of age in 2010, growing at a scorching pace —from 75 million users at the beginning of the year to more than 190 million by the end of December. As Mark Schaefer explains, “There are MANY benefits to Twitter besides direct sales. Best of 2010: 14 Ways Every Business Should Be Using Twitter by Inkling Media. How can I get more retweets? by Ask Aaron Lee.

Best LinkedIn Guides, Tips and Tactics of 2010


What the best practices for professional networking, generating sales leads, connecting with potential business partners, sharing content and getting answers to tough business questions? Mark Walsh reports on company pages, another new feature added by LinkedIn in late 2010. Blogs represent 50%, Facebook 47% and…Twitter scores 41%.”. Which common mistakes should you avoid?

Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

4) A cost-effective sales call — You might not be able to visit your customer every week or every month but a blog is an excellent way to provide a constant drip-drip-drip of communication to remind them of your products, services, and why you’re special. If they don’t read your blog, re-purpose the content in customer newsletters and sales materials. . Tweet This!

11 B2B Marketing Predictions for 2011

Buzz Marketing for Technology

Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. Related posts: 10 BtoB Marketers Predictions for 2010 Around this time last year I wrote about some Predictions. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Enjoy!

Sales Enablement Danger


Eleven years later, in 2010, marketing automation became its own category with over 110 known vendors in the space. Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement.

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78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)


5 Ways That Sales People Can Benefit From Using Social Media by OPEN Forum. Here he outlines five ways that sales can use these tools as well, from social CRM to teaching prospects how to solve business issues. 10 Principles for B2B Sales by Better Closer. In this post, Bill Rice provides sales people with 10 principles for using social media in sales, from setting objectives and listening to creativity and tools to improve social media efficiency. Given the importance of sales-marketing alignment, this is a worthwhile read for marketers as well. s, 50?s,

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Tips for Inside Sales Success: Closing the Loop with Quality Feedback

Sales Prospecting Perspectives

So if you are one of our clients (especially if you are a sales rep at one of our clients) - I don't mean to bother you on a daily basis, nor be a pest when I follow up to gain your feedback; but to have the knowledge and understanding of how the call went is very important not only for AG but for you as well. You want to not only make sure that the follow up calls occur, but that the opportunities meet the criteria to move forward in the sales process and close within your average sales cycle. There can often be a disconnect between an inside sales team and the field reps.

A Simple B2B Marketing Framework

Everything Technology Marketing

Business Strategy Layer The next layer up is "Business Strategy", taking into account the insight derived from the Market Knowledge layer below and deciding what business model is best suited for generating value in the market environment, what products and configurations to take to market, how to go to market from a marketing and sales perspective, etc.

Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

Best of B2B Marketing for September 2010. Best Social PR Guides and Tips of 2010 (So Far) - Webbiquity , September 1, 2010 Social media has fundamentally altered the practice of public relations. Social media and the big conversation “fail” - grow - Practical Marketing Solutions , September 26, 2010 I am feeling sad and a bit ashamed of myself. Savvy B2B Marketing , September 1, 2010 The other week I had a post on the Content Marketing Institute about how to develop an editorial calendar for content marketing. But what about sales prospecting? &#.

It’s The Little Things That Make Inside Sales Teams Perform Better

Sales Prospecting Perspectives

Right now the whole company (minus one sales guy that got stuck blogging) is in the cafeteria carving pumpkins, eating food, listening to music and having a beer. How does a figure skating director increase sales for the outside reps? In the world of inside sales we train our reps to seek happiness through the deals they help close. We don’t play around on Halloween.

How to Produce and Promote Webinars Successfully [#B2Bchat Recap]


Why Marketing Automation Is A Must Have (For Every B2B VP of Sales & Marketer) 9. Technology Naughty Vs. Nice In 2010 2. What advice do marketers have when it comes to producing, promoting, and following up on webinars? We put this question to our #B2Bchat audience in our latest session. Here is what the experts had to say: Q. What are innovative ideas of promoting webinars? If a rep.