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| | BIZNOLOGY
NOVEMBER 1, 2012 How the Internet has made your B2B sales process outdated
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.
| | FIFTH GEAR ANALYTICS
NOVEMBER 3, 2010 Can Lead Generation Become More than “Frosting and Cherries?”
sizable number of marketing and sales experts believe that lead generation is dead. The process of acquiring traffic, converting it to leads and closing sales is, at best, tarnished. Marketers are responsible because we’ve created the inefficiencies, increased costs and the misalignment between sales and marketing. Quarterly sales goals force lower quality leads.
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| || | INDUSTRIAL MARKETING TODAY
MAY 5, 2010 Using Content to Move Prospects Forward in the Sales Cycle
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
| | TOM PISELLO
JUNE 16, 2010 This isn't your Dad's B2B Sales and Marketing
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.
| | MODERN B2B MARKETING
NOVEMBER 15, 2012 Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
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).
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DELICIOUS B2BMARKETING Marketing Metrics 101 for B2B Startups
| MONDAY, NOVEMBER 8, 2010
For those of us selling to businesses however, particularly where there is a sales
team involved and a pipeline to track, the world is quite different and Dave’s metrics don’t cover everything you need to track. good set of metrics will also give you a feel for inside and outside sales
effectiveness and overall sales
pipeline velocity as well. of Leads – a lead is a prospect that you have qualified as someone who is a good fit for your product and is likely to purchase
a solution like yours in a specific timeframe. April Amrita Reply 13. MORE >>
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