The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue. Put a best-practice process in place and make sure reps continuously follow it—and prevent your given-up-on leads from making their way to your competition. It’s not easy, but it’s absolutely doable. summary: 1.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead. Develop a lead hand-off process and follow-up best practices.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. Remember, you’re not trying to sell prospects, you’re trying to help them. The best programs vary up the messaging, but using multiple channels (not only email!) The impact? The welcome email.
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
CEO’s should care about lead generation simply because it will help them create a sustainable company. Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. If you want some help doing that, call me at 678-533-2722 and I will be happy to help.
Content Methodology: A Best Practices Report
Methodology: A Best. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. MICHAEL MARGOLIS 4Content Methodology: A Best Practices Report Create the most effective. Definition optimizeconnectcreate 5Content Methodology: A Best Practices Report II. 6Content Methodology: A Best Practices Report II. help address?
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging. How did the two of you decide to collaborate on this book? A. Relationships matter.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Generate Demand.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
Kizer stated after the game: “Say, that Hail Mary is the best play we’ve got.”. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984. Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. This time the QB ran it in for the touchdown. Period. Reheat.
PowerViews with Joanne Black: No Such Thing As “Warm Calling”
MARCH 11, 2014
This, of course, shortens the sales process and helps you stand out from the competition. The best part? She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. Nothing comes close to that. Stay Tuned.
Content Marketing Playbook: Strategy and Roadmap
cultivated every internal asset that could help them. outside help when needed. that’s proven to work—one we’ve refined after helping. that sports an audience of over 300,000 readers. “We want to try to help marketers first,” Fishkin says. approach delivers the best results: Target a primary and. If you can help people solve their. All rights reserved.
Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
APRIL 10, 2014
Research has shown that the best time to contact a prospect is between 8:00 and 9:00 a.m. Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work. The best weekday to call is Thursday, followed by Tuesday then Wednesday. Why Cold Calling Still Works. Cold Call Timing.
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
FEBRUARY 24, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". hope at least one of these tips helps you fix something that is broken in your company. Someone once told me that CEOs don’t care about leads. But it isn’t.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
JUNE 2, 2015
There are certain responsibilities specific to the client that can help make their program a success. Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible. The result? The $5 plant gets a $1 hole.
What Does “Full Funnel Marketing” Really Mean?
AUGUST 5, 2016
It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. So how do Full Funnel Marketers measure their work?
Stop Killing Your Content: 3 Reasons Your Content Falls Flat
enjoyed our content or how it helped a rep explain our company’s value proposition. We create content, put it on the airwaves and hope for the best. It helps to make content accessible, presentable and trackable, instantly and intuitively, from a single standalone platform that can be accessed via the web, mobile devices, email clients and CRM systems. and value. Let’s start.
Lead Nurturing: Triple Your Marketing Return
JUNE 2, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
MAY 28, 2015
I’m always pleased when a prospect asks, “What can I do to help ensure my program’s success?” It’s a great question. As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Those kinds of relationships really suck.). After all … we’ve seen it all. They set the pace.
The Key to Filling in Your Revenue Gap
FEBRUARY 26, 2016
Inbound Helps Fill Your Revenue Gap, But How Much? At best, a well-run inbound marketing campaign can realistically deliver 35% of your enterprise level sales leads. An allbound approach enables prospects to engage with your company in the way that works best for them while targeting the right market or markets. The Key: An “Allbound” Marketing Approach.
PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
DECEMBER 10, 2013
Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Click to start video at this point — One of the best ways to obtain and retain successful salespeople is to create a company that people want to work for. Twitter: @velocity_sales.
Study: How Much of Your Content Marketing Is Effective?
on non-audience-relevant sites in the hope of getting more con- tent out there and the vain hope of helping our SEO.” idea that marketers are still searching for the best way to link their. can open access to the necessary analytic tools and resources, and the right analytics help content marketers devote their time. Copyright © 2015 Contently. All rights reserved. content.
REVENUE: The Golden Opportunity with Big Data and Content Marketing
FEBRUARY 4, 2014
But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. But it also is a strong push marketing approach, in the sense that Big Data identifies prospects’ propensity to buy, and content marketing “pushes” information to them to help accelerate that sale. Sounds like a happy situation, right?
4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
MARCH 26, 2015
Opportunities you’ve helped customers capture. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales.
Best of PowerViews: Are You Tenacious About Sales Follow Up?
OCTOBER 31, 2013
For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. Look for some of these topics to be further explored by upcoming guests Jill Rowley of Oracle and Kyle Porter of SalesLoft. Enjoy! Today''s Featured Guests. Probably. By Dan McDad
Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3
JANUARY 22, 2016
It’s a relief to see a return to a balanced approach to selling, and those sales teams who best blend new methods and old, using all means available, had, and will continue to have, the most success. Lori Richardson – Score More Sales: We will see one or more companies with more complete technology solutions to help B2B sellers and marketers cohesively. Matt Heinz – Heinz Marketing.
Content Strategy for Marketing
Learn how developing a content strategy can help you reach. challenge that content strategy can help you overcome. More specifically, content strategy helps bring your vision as a content-focused marketing. To learn about how we helped Dell and other. team to be a daunting task and bring in an outside firm to help. To help you prioritize. Content. Content.
PowerViews with Peter Bourke: Sell Less, Win More
JULY 30, 2013
In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. salesman does his best work before he even starts to sell? Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Below are some choice takeaways from the full interview, which can be viewed in its entirety below.
An Allbound Marketing Approach Closes Your Revenue Gaps
MAY 18, 2016
When weighing the benefits of inbound vs. outbound marketing, the RING formula can help you to determine the right way to approach lead generation for your organization. The RING formula, and the statistics that support it, help you predict your lead-generation success, and balance activities accordingly. The GAP must be filled through proactive outbound activity. Here’s why.
B2B Prospecting Data Just Keeps Getting Better
DECEMBER 17, 2013
Imagine what marketers could do with a treasure trove of data elements like these to help identify high-potential prospects. We recommend that marketers test several vendors, to see which best suit their needs, and conduct a comparative test before you buy. Seven vendors participated, giving us a nice range of data sources, including both compiled lists and response lists. Stevens.
PowerViews with Kyle Porter: How Can You Sell If You’re Always On?
OCTOBER 29, 2013
So.how do they help people generate a higher response from clients and customers than many other companies? Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says. Has one of your prospects changed jobs? More than 9,000 professionals are using SalesLoft today.
Staffing and Launching Your Content Marketing Program
from the best practices we learned from our own. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 A clear sense of identity is what categorizes the best. to help you get that promotion. We want to try and help marketers. helpful to keep your goals focused on the audience you want to serve. The late, great David Carr put it best when he said, “Creating.
'Gold Calling' Is Alive and Well
AUGUST 21, 2013
think this quote from Friedrich Nietzsche says it best: “The visionary lies to himself, the liar only to others.”. In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. The average sales force closes about 20 percent of sales-accepted leads while best-in-class organizations close closer to 30 percent. More musings on the premature death knell for outbound sales. S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” This blather borders on criminal. Cold vs. Gold.
Best of PowerViews: Exciting Future for Inside Sales Experts
AUGUST 6, 2013
Tools like Salesforce and Boomerang can help keep opportunities from falling through the cracks. Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Each interview is available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Enjoy! Processes.
3 Tips to Turn Noise Into Value
DECEMBER 12, 2013
TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals. Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers. Turn Down the Volume.
Successful Lead Generation - One Size Does Not Fit All
JULY 16, 2013
Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program. The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Top performing B2B sales organizations rarely employ just one lead generation tactic. Build it and they will come.” But can you build enough content and who will come? Environment documented.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
latest trends, and the ones with the best reputations. Would spending more money help? tools can help companies maximize their efficiency. where to source the best freelancers. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. Methodology III. Key Findings IV. But brands.
PowerViews with Anthony Iannarino: Changing Business Models
DECEMBER 18, 2012
You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. The client who you can do the best work for and create the most value. There is no such thing.