The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
NOVEMBER 12, 2014
Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. Keep on reading to brush up on your sales knowledge. Inbound Sales
How the Internet has made your B2B sales process outdated
NOVEMBER 1, 2012
30 years ago, I learned how IBM qualified leads for sales. And unless you have seriously revisited it the last few years, the Internet has broken your B2B sales process. All this was brought to mind as I prepared for a session I am doing Monday in Copenhagen for the IAA on using social media for sales leads. Photo credit: eric.delcroix. I’m old.
60 Marketing Acronyms Every Industry Pro Should Know
JUNE 19, 2014
The four steps of the now somewhat outdated Purchase Funnel, wherein customers travel from consideration to purchase. Learn more about the new purchase consideration cycle. BANT: Budget, Authority, Need, Timeline. The four criteria sales reps use to qualify prospects. The BANT formula was originally developed by IBM several decades ago. See SaaS.).
Using Content to Move Prospects Forward in the Sales Cycle
Industrial Marketing Today
MAY 5, 2010
Home Marketing Matters About Contact B2B Marketing Store Company Website Using Content to Move Prospects Forward in the Sales Cycle by Achinta Mitra on May 5, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Sales Strategies We often think of online content as the text on a web or blog page. All Rights Reserved. Resources
Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
Modern B2B Marketing
NOVEMBER 15, 2012
If you dig into the design and capabilities, you’ll find that while CRM systems provide indispensable value to any kind of sales organization, the reality is that they fall short for most marketing departments. Primarily sales and sales management, some marketing. Primarily marketing and marketing management, some sales. Individual communications (sales rep to buyer).
This isn't your Dad's B2B Sales and Marketing
JUNE 16, 2010
Wednesday, June 16, 2010 This isn’t your Dad’s B2B Sales and Marketing Back in the day, in the 1970s and 80s, companies like Xerox and IBM established the best practices on how B2B, and especially technology, was successfully marketed and sold. Later in the sales cycle, personalized value-added content, tools and advice via the corporate web site or micro-sites is required.