It's All About Revenue

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5 Reasons I’m Unsubscribing to Your Emails

It's All About Revenue

Speaking of the turn of the decade, did you know, that back in 2010, only 13% of email opens occurred on a mobile device? There’s Always a Sale. In fact, I’ll just wait until tomorrow’s sale, or the sale the day after that. Or next week’s sale. It’s a new year and closets, kitchen drawers and inboxes everywhere should beware.

The 4 Mary Meeker Slides Every Marketer Should See

It's All About Revenue

Mobile accounted for 4% of Internet traffic in 2010. Sales of the Encyclopedia Britannica – once the reference point for people – have been on a steady decline since peaking in 1990, to the point that the print edition has ceased. by Jesse Noyes | Tweet this Every year, entrepreneurs, investors and businesses wait for analysis from Mary Meeker. Who is Meeker? billion.

What is the ROI on Delight?

It's All About Revenue : When Eloqua first started the Topliners Community in 2010 there was no guarantee that customers would adopt, share, and contribute. Prospects have a glimpse into the thought leadership and collaboration of not just the sales person, but the community of users. Delight does not always reflect in short term ROI. Would you fly them again? We went at 6:30 p.m.

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Is YouTube Replacing the Printed Manual? [CHART]

It's All About Revenue

by Andrew Stivelman | Tweet this In June of 2010, the nielsenwire published statistics on how much time people spend using social networks and blogs on a monthly basis. In April 2010 alone, visitors to YouTube accounted for 53% of world’s internet user population, spending an average of 110 minutes a month. So, how does this relate to documentation?

Social Business Q&A: 10 Questions with Augie Ray

It's All About Revenue

The former was merely the act of transacting sales on the web while the latter was bringing the benefits of the web to every corner of the enterprise. In 2010, the challenge was to get companies to stop obsessing about ROI and begin to embrace social as a necessary communication and reputation management tactics. by Joe Chernov | Tweet this One of life’s unspoken disappointments is this: Rarely do we know the extent of the difference we make in one another’s lives. Maybe it inspires, or perhaps it irritates. But it calcifies, until we do something about it.

How to Beat the S&P 500

It's All About Revenue

Of that number, a subset of companies that are implementing Revenue Performance Management practices outpaced the S&P 500 by 78% in 2010. We’ve done extensive research in answering the question, and the result is pretty simple: These companies invest in tools and processes that help them more accurately predict future revenue growth from today’s marketing and sales data. Value.

A Very Cloudy Year: How the Cloud Drove Apps, Mobile & Social

It's All About Revenue

Meanwhile, 500,000 Google Android devices are being activated every day, there are more than 100 million iPhones out there, and upwards of 25 million iPads – which didn’t even exist until 2010 – have been shipped. The result is a fundamental shift in how marketers must approach prospects and enable their sales counterparts. Put another way, the cloud is creating the need for Revenue Performance Management , where marketing is aligned with sales on a common goal: driving revenue growth. Yeah, I know, cloud computing started long before 2011. Consider the stats.

10 Fast Facts About Groupon

It's All About Revenue

The company saw more than 2,000% increase in revenue between fiscal 2009 and 2010. million in 2010 and $102.7 In May of 2010, Groupon bought the European company CityDeal, which immediately added 1.9 million in online marketing in 2010. Understandably, a lot of those jobs have been sales positions. Sure, Groupon is spending big on sales and marketing.

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What End-of-Year Purchasing Behavior Means to B2B Marketing & Sales Reps [Chart]

It's All About Revenue

As you can see, there is a spike of activity in both 2009 and 2010 right around the end of the year. Great news, as this spike corresponds to exactly when sales reps are working hard to hit their numbers! We see a massive dip in Q1 2010, with a recovery in Q3 of the same year. For many of us, that means slowing down a little at work, spending time with our families.

Do “Green” Companies Grow Faster? [CHART]

It's All About Revenue

As a proxy for reputation we took the top 100 “green” companies as ranked by a comprehensive 2011 Newsweek study and compared their cumulative growth from 2005 – 2010 against the cumulative growth of the S&P 500 for the same period. Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week!

10 Fast Facts About Pandora

It's All About Revenue

Pandora’s revenue for the 2010 fiscal year was $55.2 As of October 31 2010, the company had accumulated $83.9 By comparison, its number two expense was sales and marketing at $21.9 of its revenue came from the sale of advertising. Pandora expects “to continue to derive a substantial majority of our revenue from the sale of advertising in the future.”. Like big-time bloggers, Google provides a significant portion of Pandora’s advertising sales. of revenue in fiscal 2010 and 7.4% In 2010 the company amassed three billion thumbs. The Hours.

10 Fast Facts About HomeAway

It's All About Revenue

million in 2010 and $52 million in first three months of 2011. in 2010 and 76.7% In 2010, 91.1% between the end of 2008 and the end of 2010. The company’s listings renewal rate was around 76% in 2010 and the first quarter of the year. Sales & Marketing. HomeAway is ramping up its sales and marketing spend as well. Enjoy! Revenue Rising. Catch 22.

What is Dreamforce? #DF11

It's All About Revenue

Sessions run across multiple tracks and topics, from sales and marketing to nonprofits and developers. At Dreamforce 2010, 40% of attendees were Directors or higher. It’s not just sales people, either. by Jesse Noyes | Tweet this Today marks the kickoff Dreamforce 2011 so, if you work anywhere in the cloud computing space, you’re probably hearing something about it.

10 Fast Facts About Zynga

It's All About Revenue

From 2008 to 2010, Zynga’s adjusted EBITDA increased from $4.5 million in 2010 to $112.3 For instance, in 2010 Facebook changed the policies for how application developers could use its communication channels. While sales and marketing expenses has grown exponentially, research and development costs still outpace them. Sales and marketing costs rose by 131% in the first quarter of this year when compared to the same period last year, reaching nearly $40.2 As our 4 th of July gift to you, we deliver 10 Fast Facts About Zynga. Massive Multiplayer. million.

The Revenue Performance Management Bandwagon

It's All About Revenue

The conversations were more about marketing and sales alignment, a single view of the customer, more powerful reporting, and the “science” of revenue growth. Most executives simply don’t know which sales and marketing levers actually work on a repeatable basis. On a sunny morning in Vienna, VA in March 2010, Revenue Performance Management (RPM) was born. Just a few weeks ago, we built our Sales Kick Off around RPM … with training, role-playing, and certification for every member of our Sales team. by Brian Kardon | Tweet this. Rosanoff: “Mr. Right?

10 Fast Facts About Zillow

It's All About Revenue

That’s right, yesterday the Seattle startup that provides information on homes for sale and rent on the Web and smartphones, filed for an IPO with the Securities & Exchange Commission. That number grew by another 66% during the same period of 2010 to nearly 12.7 Between 2008 and 2010, annual revenues grew from $10.6 by Jesse Noyes | Tweet this. Zesty Stuff. Unique Growth.

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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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.

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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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?