Remove sales

B2B Marketing Traction

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B2B Marketers Going Beyond Buyer Personas, Working with Sales

B2B Marketing Traction

Marketing must not only attract new prospects but also provide information and content for sales to convert them to customers. The need for marketing to work with sales is more important than ever. Recent surveys show that as much as 57% of the buying decision is done before buyers contact sales ( CEB Study of 1400 Customers ).

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7 Ways to Get Better Results from Your B2B eNewsletter

B2B Marketing Traction

While eLetters can give you an opportunity to provide snippets of articles with a link to read more on your website, your readers may not want to do the extra work to click through and wait for the article to load. Getting your audience to read the articles may be more important than driving traffic to your site.

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CMOs Need to Up Their CRM Database Game

B2B Marketing Traction

The days of marketing handing off leads to sales and retreating to their creative, lead gen marketing silo are over. Now more than ever, marketing needs to work with sales to maintain an accurate customer relationship management (CRM) system that will serve both departments as they nurture prospective customers through the buying cycle.

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What Marketing Content Works Best for B2B eNewletters?

B2B Marketing Traction

They may include how-to or opinion articles, quotes by thought leaders, personal stories, recipes, and even jokes. I have one client that hands a report of people who click through to her sales people for follow-up. I have found that the eNewsletters I like include a combination of interesting and valuable content.

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Why I Hate Fear-based Selling….

B2B Marketing Traction

I started my career in sales in the ERP software industry and went through some sales training – Xerox’ Personal Selling System and Solution Selling. The authors recommend another sales approach: in a downturn. Green of Trusted Advisor Associates and co-author of The Trusted Advisor. (I What do you think?

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Getting Visual with Your B2B Marketing: Pinterest or Instagram?

B2B Marketing Traction

Pinterest encourages sales and has partnered with Shopify to facilitate business commerce on its platform. The founder’s thought was that one’s Pinterest board would suggest a person’s interests and personality ( see the article here ). And, yes, this does work for B2B marketing! Instagram, not so much.

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Are QR Codes Redonkulous for B2B Marketing?

B2B Marketing Traction

Or, you pass a house for sale and, as usual, the flyers are all gone. If there is a QR code on the For Sale sign, you can scan it and see the listing details, including price. An article in Businessweek in June 2012, QR Code Fatigue , mentions that in 2011 only 5% of Americans scanned a QR code in 2011.