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How the Internet has made your B2B sales process outdated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The four steps of the now somewhat outdated Purchase Funnel, wherein customers travel from consideration to purchase.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).
Your Marketing Surveys Suck! How to Get Accurate Usable Results that Will Help, Not Hurt, Your B2B Marketing
Modern B2B Marketing
JULY 5, 2011
An organization typically does this in one of two ways: either by surveying people in their database to understand Budget, Authority, Need and Timeframe (BANT) to understand when prospects may move forward in their purchases, or by surveying those who are not yet engaged in the sales process to see if they are a good candidate for a product or whether they may be making a purchase.
Marketing Metrics 101 for B2B Startups
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. Rymatech Reply 13.
Social Media Helps Your Leads Score More Gold
AUGUST 15, 2012
Some result in sales, and others do not. That’s why marketing automation (MA) platforms allow you to score leads, which simply means a method of ranking leads according to their sales-readiness and/or potential value. high score identifies a prospect who’s ready to be contacted by Sales. Now your scoring will find them, and route them to Sales. How does that work?
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.