• MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. companies?
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Improving ROI with Marketing Optimization
    The company owns its own media channels, such as its website and outbound direct marketing. Many companies routinely. customer contacts] to drive sales,” said Raj. By 2014, companies that develop an IMM strategy will deliver a 50. industry leaders, customers, alliances, sales, marketing and product teams to establish.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Start engaging from the first click in the Customer Journey
    marketing success for both our companies and our customers. The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Companies can implement BlueConic immediately, using existing content and offers — simply putting them to. They are.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    of presentations that tell the story of the company, its products, its technologies, its ideas, its customers, and its. From marketing to sales to training to investor relations, business presentations structure and organize. company’s stories come alive. before they enter the active sales process. talk to a sales rep.
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Advanced Keyword Research Strategies
    This means that newer or smaller businesses without the capitol to pay for a higher listing or dominate the anchor text of any particular word will likely never be associated with it highly enough to be seen in sufficient manner to affect sales. The solution for these companies is to develop a deep keyword and key phrase research strategy.
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Closing the Deal: The State of Sales Enablement
    New insight into sales managers' attitudes and beliefs about their company's sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 28, 2015
    [Companies, Sales] What Jeffrey L. Ogden is thankful for this weekend
    Find New Customers is now on the Sales Lead Management site like all other lead generation companies like the one I once worked for. We even have a great offer for members there. This is the story of Jeffrey L. Ogden , because a former NFL kick returner is named Jeff Ogden, so I was advised to start using my full name. Great man!).
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Companies, Sales] 15 Expert Tips on Accelerating Your Sales
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 27, 2015
    [Companies, Sales] 5 Powerful Ways to Drive Conversions with Call Tracking
    'Do you know all the ways that call tracking can be used to enhance marketing and sales performance? 65% of fortune 500 companies attribute their highest quality leads to phone calls – BIA Kelsey. Even the highest quality leads may fail to convert if sales performance on the phone is lacking. The Value of Phone Calls. Read More.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 27, 2015
    [Companies, Sales] The Importance of Marketing Specialization
    At last, Find New Customers is now on the Sales Lead Management Association website with all the other B2B marketing companies. honestly believe my huge network is a great marketing asset for any company looking for a marketing leader, like the software company I just talked to in Tampa, Florida. 'Jeffrey L. Joe Pulizzi.
  • VIDYARD  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] When to Use Video Throughout Your Marketing Funnel
    Research is quite clear that video boosts sales and increases conversions. Short homepage videos —including animated explainer videos—can shorten your sales cycle by clearly and concisely educating your audience about what you do. At this point, client testimonials, case studies, product demos, and company culture pieces are key.
  • ANNUITAS  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] Two Things That Destroy Strategy
    'There are a multitude of things that can destroy a Demand Generation Strategy, but the two biggest culprits are having a short-term vision and lacking alignment with sales. Companies who think they can slash content needs or Band-Aid old or inferior technology in order to launch a program faster are dead wrong. Short-Term Vision.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] The Power of B2B Lead Nurturing
    This is why you need to share great content (focused on them and not you) with them over time – gently earning their trust till they begin to trust your company. By tracking their activity using marketing automation, you can identify the “hand raise” which says they are ready to talk to sales. Lead Scoring ). Ogden.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] Could Event Marketing Be Your B2B Golden Ticket?
    Utilizing events to market your company and its product or services can be not only be an extremely great opportunity to network with new clients, it can allow you to become a stronger influence on your community and industry. Below are some of the ways that event marketing can help your B2B company grow. Provides Expertise. Your Turn.
  • HINGE MARKETING  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] How to Use LinkedIn for Business Development
    Remember, in B2B sales there are usually multiple people who influence the buying decision. For example, if your firm helps both sales and marketing professionals, you may need to join both the ‘Sales Best Practices’ group and the ‘Content Strategy’ group. The importance of networking has not gone away.
  • HUBSPOT  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] 5 Pointless Marketing Metrics You Can Stop Tracking Today
    More collaboration between Sales and Marketing? That will help you better understand how many people are interested enough in your content that they want to engage with your company further. There are many reasons companies blog. Just because they are leads for your company doesn''t mean your marketing style shouldn''t change.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] Can the Onion Theory bring social media lurkers into the light?
    Mark Schaefer and I have been on a seemingly endless quest to understand dark social media, gray social media , and the people who may love your company but stay in the shadows. What many companies and brands deem “appropriate” content. What many companies and brands deem “appropriate” content. BINGO. Cliché. Normal.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, FEBRUARY 26, 2015
    [Companies, Sales] Use Chunking to Make Sense Out of LinkedIn Chaos
    For many years, I worked as a consultant, helping companies to jumpstart sales of their new products and services. In just three months, I had to learn about their offering, customer, sales process and more. 'Agile Selling Mini-Course Video #3. m glad you’re here. But first, a quick story. always scanned first. Working Smarter
  • BLUE FOCUS MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Companies, Sales] Rise of The Social Employee – IBM Webcast: Changing the Learning Culture #HR #SocBiz
    For a company to stay nimble in the age of social business, its employees must be able to work independently and confidently, representing their brand on both internal and external platforms with a safety net of their organization’s social engagement policy to guide them. ' Rise of The Social Employee. What is a social employee?
  • CRIMSON MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Companies, Sales] Jamie Barnett, Netskope CMO: How to Earn Trust and Get Buyer Attention with Thought Leadership
    Buyers may not even know that you exist, and they certainly do not want to hear from your sales people! 'In the fast paced world of technology marketing, it’s challenging to convince potential buyers to pay attention to you. They do, however, crave information and best practice that can help them to stay on top of their game.
  • KEO MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Companies, Sales] Marketer’s Guide to Blending Search and Display
    a leading business to business (B2B) marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. few important statistics to consider: Search for related brand terms saw an average lift of 278% among consumers exposed to display advertising. Specific Media ).
  • VIDYARD  |  WEDNESDAY, FEBRUARY 25, 2015
    [Companies, Sales] From Viewer to Customer: Attributing Deals to Video Views
    'One of the biggest hurdles we hear from companies looking to implement video is “How can we track ROI?” The last step in attributing video really depends on how your sales program is set up. What You’ll Need. CRM system, or a way of tracking your closed deals. Let’s Get Started. Pulling it all Together.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] Top 10 Reasons NOT to talk to Find New Customers
    Prospective customers are beating down your doors to buy your company offerings. Management just dramatically lowered your sales quota and you are done for the year. Find New Customers helps companies not experiencing these 10 reasons to rapidly grow revenue by transforming how they attract, engage and win new customers.
  • THE POINT  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] Failing at Paid Search? Maybe You’re Just Measuring It Wrong.
    Going beyond that basic set-up, a critical step in being able to gauge the true success of any search campaign, requires a modest investment in time and resources that most companies figure they can live without. Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? And so on.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] 6 More Search Marketing Tactics for Manufacturing and Industrial Marketers
    Any company with a product catalog can create a data file containing their products and upload it to Google Merchant Center, free of charge. Showcase The Company. We often seen B2B marketers obsess over home page and solution messaging but leave the company overview page barren, outside of basic marketing collateral.
  • LEADERSHIP  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] The 4 Stages of the B2B Lead Generation Lifecycle
    Traditionally, we used to speak of the sales funnel and how it’s important to make sure you filter down the best quality leads, progressing them to conversion. In these days of digital marketing and social media optimization, we engage more time and resources studying and analyzing buyer behaviour through the sales lifecycle.
  • HUBSPOT  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] 8 Rookie Mistakes You Might Be Making With Buyer Personas
    great place to start for your negative personas is by interviewing a sample of customers who closed, but they had a very low average sale price. You could also speak with some customers with low customer satisfaction scores, which might be an indication they were never really a proper fit for your company. 1) Too many personas.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] 48 Phenomenal SEO Guides, Tips & Tactics
    'As Geddy Lee of Rush sang in the band’s 1981 hit Tom Sawyer , “changes aren’t permanent. But change is.” ” While he wasn’t referring to SEO (which wouldn’t really exist for another 16 years), the lyrics certainly apply. Image credit: Stone Temple Consulting. So what’s an SEO professional to do?
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 24, 2015
    [Companies, Sales] Insights from New Gleanster Report: Dealing with the B2B Marketing “People Problem”
    Only 2% of the total B2B population at companies with 50-1000 employees met the characteristics defining Top Performers: They beat their 2013 revenue objectives. In fact, twice as many people selected it as did the second highest issue, ensuring marketing and sales collaboration. They estimated that over 90% of customers are happy.
  • 3D2B  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Quick Tips for Conquering the B2B Inside Sales Training Gap
    'What’s Causing the B2B Inside Sales Training Problem? Last September, the AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, released their 2014 Inside Sales Top Challenges. 2013 study by InsideSales.com reports inside sales is growing 300% faster than field sales.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] What Social Media Can and Can’t Do by @davekerpen
    My nickname is Fearless Competitor and that is the blog of the b2b lead generation company Find New Customers  led by Jeffrey L. Social media cannot make up for a bad product, company or organization. They were simple a “Purchase Order Extraction” company back then.). Dave Kerpen of Likeable Local. Amen, Dave.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] How to Beat Larger Competitors at B2B Marketing and Sales
    More often than not, you are not going to be the biggest company in your space and will have to adjust your strategy accordingly. For example, the big dog company has more marketplace awareness. Big companies are often driven by factors that are counter-productive to results (e.g. Competitors B2B Marketing Marketing and Sales
  • THE ROI GUY  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Can Your Sales Reps Handle these Four Key Buying Objections?
    'The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. Overcoming Skepticism : The buyer needs to answer a couple of key questions: Have you done this for other companies like ours?
  • VERTICAL RESPONSE  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] 50 All-Time Great Retail Subject Lines
    If you sell your own products or products from other manufacturers, you may be trying to announce new products, new seasons or discounts and sales. New Product Launch Party at [Your company] . Exciting new changes at [your company]. Post [holiday] Flash Sale! Extra 50% off sale ends tonight! sale reminder).
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Why Your Team Needs a Lead Scoring Model
    Ask 10 different people from your sales and marketing teams and you may get 10 different answers. For others, a lead is only worth pursuing once there is a foreseeable sales opportunity in the next six months. It is for this reason that lead scoring models are gaining popularity among marketers and sales teams alike. on Thurs.
  • B2B MARKETING TRACTION  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] 7 Ways to Get Better Results from Your B2B eNewsletter
    Provide news about your company and employees? You don’t want your eNewsletter to just be a sales pitch, but if you’re adding value with helpful articles and information, you should still include some calls to action. 'You send a regular eNewsletter, but are you getting results? Set clear objectives for your eLetter.
  • BIZNOLOGY  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] 15 B2B case studies show how content marketing drives ROI
    The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch. To demonstrate the extent to which this has impacted the company, it launched a new router using only social channels and saved an estimated $100,000. Content marketing is more important to B2B businesses.
  • VIDYARD  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Free Forrester Report: Sales and Marketing Teams Must Use Video Platforms or Get Left Behind
    Forrester, a top-tier research firm, has released a new report that’s an industry first: it looks at the emerging and transformative power of video platforms for Sales and Marketing. This is the report that, if you’re in Sales or Marketing, you don’t want  to miss. 'It’s official. Trust us, you’re really going to want to read this.
  • VOICE-BASED MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Callers Are Ready to Convert, Make Sure You’re Ready to Talk
    Leads contacted within the first hour of a query are 60 times more likely to convert than companies that wait 24 hours or longer ( HBR ). And if they are sales-ready, there are tools to properly route them. Callers that then score high enough can be passed to a sales rep to engage in conversation. But why does speed matter?
  • MARKETING ACTION  |  MONDAY, FEBRUARY 23, 2015
    [Companies, Sales] Get Started with Video Marketing: DIY
    'Have you wanted to get started with video marketing, but lack the budget to hire a production company? As you develop a content curriculum that maps to your buyer personas and where they are in the sales funnel, plan which messages can be delivered by video. You can even do it yourself. link]. First, a bit of context. link]. link].
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 21, 2015
    [Companies, Sales] Some facts about Jeff Ogden
    After getting a BBA in Marketing from the University of Notre Dame, I went to Peoria, Illinois to work for the Caterpillar Tractor Company. assume that was the way all companies worked. Next I got a job with business intelligence software company Business Objects in New York City. Hope you like it. and it has won lots of races.
  • FATHOM  |  FRIDAY, FEBRUARY 20, 2015
    [Companies, Sales] 9 Signs It’s Time for a New Manufacturing Website
    Your manufacturing company’s branding has changed but your website has not. If you have other marketing materials that look different than your current website, visitors could leave because they think they have the wrong company. 'ALERT ALERT–Is your website up to par? Yep, that’s it—seven seconds. Your branding has changed.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 20, 2015
    [Companies, Sales] How I Work with Jeff Ogden of Find New Customers
    How I Work” is one of my favorite  recurring features  in  Inc Magazine  as well as via Lifehacker’s  This Is How I Work  Series, and recently several sales experts (including   Anthony Iannarino ,  Dave Brock  and  Trish Bertuzzi ) participated as well. Updated) Partnered now with the Social Media Marketing company Likeable Local.
  • VERTICAL RESPONSE  |  FRIDAY, FEBRUARY 20, 2015
    [Companies, Sales] Understand Your Target Market: 3 Steps to Creating Customer Personas
    Here are some topics we explored when considering our customer personas: How they found our company (referral, word-of-mouth, internet, an ad, social etc.). Company information (size, type, industry, etc.). How our sales process was (easy, hard, middle of the road). How do you create customer personas? Location.
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 20, 2015
    [Companies, Sales] Key Tactics to Generate Revenue with Your Blog
    'Are you creating leads and sales with your blog? Molander has trained, worked with and consulted some of the biggest companies in the world and has written several books including “Off the Hook Marketing: How to Make Social Media Sell for You.” Sample of Success. You might be thinking where do I stop, where do I draw the line.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 20, 2015
    [Companies, Sales] Is the CMO becoming the Chief Collaboration Officer?
    It touches departments across the company that marketing may have never had to deal with in the past. Yet, the sales team only talks to their prospects about “low cost.” That creates a total disconnect between the marketing message and the sales message, and has the potential confuse the customer. The builders of the brand.
  • HUBSPOT  |  FRIDAY, FEBRUARY 20, 2015
    [Companies, Sales] Gluten-Free, Juicing & Veganism: Marketing Strategies Behind 3 Major Diets
    What have companies espousing current popular diets done to market their lifestyle to consumers? Mintel International, a market research company, estimates the market for gluten-free foods grew 63% from 2012 to 2014, and it projects the industry will close more than $15 billion in annual sales in 2016. 'Vegan. Gluten-free.
  • HUBSPOT  |  THURSDAY, FEBRUARY 19, 2015
    [Companies, Sales] Copywriting Lessons From Companies Doing It Right
    Companies who don’t know their audience opt for the safe (read: no one gets fired) option and over explain so everyone gets it. Sure, it’s easy for a company like Net-A-Porter to think like a publisher or the aforementioned RedBull to publish engaging, visceral content. But what about those companies that don’t have sexy products.
  • ANNUITAS  |  THURSDAY, FEBRUARY 19, 2015
    [Companies, Sales] B2B Events in 2015 – Where to Go and How to Learn
    It’s a waste of your time and your company’s money. Take a look at the Twitter feed from the event and sort through the ideas that your fellow attendees thought good enough to share, then interpret them for your team in the context of your company. Smart analysts talking B2B with marketing and sales leaders from across the world.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 19, 2015
    [Companies, Sales] It’s All About Engagement in the Next Era of Marketing
    How do they feel about you and your company? Chances are, you wouldn’t want to keep giving business to a company that does those same things. On the other hand, when a company treats me the same way my friends seem to treat me, I can’t wait to give them more business. Those companies will win, and the others will lose.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 19, 2015
    [Companies, Sales] Four lessons in marketing data analysis for beginners
    They tested a new version they had developed and indeed, there was a small, positive bump in sales. If you don’t have somebody in your company with the skills to do this kind of analysis, hire temporary expertise to get you started. They tested a new version they had developed and indeed, there was a small, positive bump in sales.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] Managing Pros and Cons of Outsourcing Content
    Content soon devolves into sales talk instead of genuinely useful, smartly-packaged insights for buyers. If you feel you’re one of those grappling with the issue, it might be time to consider looking outside the company for content marketing solutions. How do you go about securing the right provider for your company?
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] The Ultimate Mobile Marketing Achievement [195 Words]
    The likelihood of closing a deal and making a sale is much greater when someone calls. Learn how real companies are getting 300% ROI with mobile campaigns in this free whitepaper. 'What is the objective of every mobile marketer? The end goal of a mobile campaign should always be to produce a phone call. Read More. Marketing Tactics
  • CRIMSON MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] Why Digital Marketing Is The Link To B2B Buyers
    “Tapping into B2B buyers is all a matter of mobile… Mobile lets B2B suppliers get directly in touch with corporate buyers and puts sales opportunities in the palms of their hands:” 44% of B2B buyers have researched an item for their company using a mobile device. '“B2B buyers in the U.S Click To Tweet.
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] Let’s Get Personal: Customizing the Call Experience for the Consumer
    Promotional emails are addressed with my first name, web content is served to me based on what a company already knows about me, and display advertising seems to reflect my entire life story. 35% of Amazon’s product sales result from their recommendation engine ( VentureBeat ). 'Marketing has become extremely personal.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] Sales Lead Management Leads to the Most Efficient Media Buy
    'Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential.
  • CMO ESSENTIALS  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] What You Need to Know About the CIO and CMO Relationship: A Q&A with Victoria Godfrey
    As far back as 2013, McKinsey reported that data-driven companies are 5% more productive and 6% more profitable, so naturally, the CIO and CMO relationship would seem like a simple way to facilitate such data-driven benefits, but what do you actually need to know to make it happen? CMO Insights Trending
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 18, 2015
    [Companies, Sales] Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results
    For most B2B companies, there are gaps and disconnects between and among those teams. regional sales team isn’t told that the events team is planning a conference in their territory, and customers are being invited to two different events run by the same company. 42% indicated it as technology that automates the sales force.
  • BLUE FOCUS MARKETING  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] Making Waves: The @SocialEmployee in Action at MIT Sloan and The Boston Globe #SocBiz
    'Big things can happen when a company commits to the principles of social business. So when a follow-up feature titled “Should You Let Just Any Employee Tweet About Your Company?” business communications company, Mitel isn’t particularly well-known. So what did Etherington have to say about his social employee experience?
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] Content Marketing Personalization: Build Relationships At Scale
    He said, “that’s like sales, right?” In his book, Grow , former P&G CMO Jim Stengel shows us that business who focus on connecting with their consumers based on their brand’s core purpose, or reason for being, are 3X more successful than companies who promote products and services directly. laughed a little.
  • CRIMSON MARKETING  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] Greg Head, Infusionsoft CMO: 2 Metrics to Better Understand Your Customer Acquisition Cost and Lifetime Value
    To determine the answer, says Greg Head, CMO of leading email marketing and sales platform Infusionsoft, you must first arrive at a true understanding of both your Cost of Acquisition of a Customer (CAC) and the Lifetime Value of a Customer (LTV). 'Lead purchasing and advertising are popular methods to build a corporate marketing funnel.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] 20 Truths I’ve Learned as a Content Marketer
    Effective content marketing requires a strong commitment to the maturation process as well as a defined keyword strategy and target audience that interacts with multiple pieces of content before converting (especially throughout the lengthening B2B sales cycle ). Sales. 1 ) Content marketing strategies take time to mature. Source ).
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] 5 Prospecting Strategies for Obtaining Sales Context
    'Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale.
  • VIDYARD  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] Beyond TOFU: How Video Can Beef Up the Entire Buyer’s Journey
    Even with a great sales team, marketing plays a critical role at this stage of the funnel with compelling content that will help buyers justify their purchase decision and maybe even upsell themselves. Dessert Time: Post-Sale Nurturing with Video Content. 'Yes, it’s true! Still with me, marketing chefs? Now we’re cookin’ with gas!
  • THE FORWARD OBSERVER  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] The 4 Things You Need to Generate More Leads On Your Website
    'If you are still relying on your sales team to generate all of your leads, you’re doing it the hard way. That means that when sales is finally contacted, most of the discussion is about price. not just about your company). Your content offer(s) need to appeal to the type of sales lead you’re trying to attract. Offer.
  • B2B MARKETING UNPLUGGED  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] Why We Need to Shut Up and Let Our Customers Buy Something
    That’s when the Corporate Executive Board announced that B2B buyers were getting through almost 60% of the process without contacting a sales rep. More than a few startled Squirrels were heard to drop their nuts that day and, not long after, Scott Gillum in Forbes proclaimed that “57 percent of the sales process just disappeared.”
  • HUBSPOT  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] 4 Mistakes People Make When Measuring Brand Awareness (And How to Avoid Them)
    To start acquiring them, we need to get our company name out there. 1) Not Agreeing on Exactly What Brand Awareness Means to Your Company. When I say "bottom line," ideally this would be sales or leads. One of his biggest takeaways is that companies have unrealistic expectations. Increase referral traffic by X% by Y DATE.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] 10 simple tweaks to generate more sales through blogs
    We’re not supposed to expect sales though blogs, right? In fact, your blogging space is a very important sales opportunity because if people are finding you through search, these are high-potential leads. am NOT saying to be “sales-y” in the content of your blog. Well, sometimes it’s OK to sell.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 17, 2015
    [Companies, Sales] 6 Ways B2B Marketers Use Social Media to Get Gangbuster Results
    In other words, if it costs you $500 to acquire a new customer, and that customer generates $10,000 in revenue for your company, then you effectively spent $1 in order to get $20. It’s about giving prospects information about your company so they can come to know you, trust you, and, eventually, depend on you. Look at it this way.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 16, 2015
    [Companies, Sales] The 5 Insights that help put the rules to work for you
    Please note that this is the blog of Find New Customers , the most likeable company in B2B marketing today. We work on that website almost every day to make it better and better, so please visit us if your company needs better sales leads. “Sorry but you are overqualified for our sales and marketing job.”
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, FEBRUARY 16, 2015
    [Companies, Sales] Marketing to Engineers is a Big Challenge
    'Many industrial companies find it challenging to market to engineers. These companies are at a loss and need to figure out a better way to market since their target audience is primarily engineers from various disciplines. Content Marketing Sales Strategies Industrial content creation Industrial Marketing Marketing to engineers
  • DIGITAL B2B MARKETING  |  MONDAY, FEBRUARY 16, 2015
    [Companies, Sales] Top 3 Media Buying Mistakes B2B Marketers Make
    He recently joined Business Insider as the Sales Director for the Southeast, after a number of years with CBSi, parent to B2B technology focused properties ZDNet and TechRepublic (among others). Jumping Straight to Sales. It comes from the people who are hands on, doing the work in a wide range of situations. Toby is one of those guys.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 16, 2015
    [Companies, Sales] How to Build Content That Attracts the C-Suite
    It’s a methodology that’s helped companies such as NetSuite , SAS and Ixonos to build trust with the senior decision makers in their target market and, eventually, secure seven figures in sales pipeline. How NetSuite used a club platform to secure a seven-figure sales pipeline. 'Guest post by Tom Whatley. Conclusion.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 16, 2015
    [Companies, Sales] The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards
    How can you find the marketing tactics that will work for your company? The goal is simple: Attract more likely buyers, improve the quality of the leads, and get them into your sales pipeline. PLAY #7: Sales Acceleration. To speed up sales, you need to get marketing and sales teams into alignment. Making a Play.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 16, 2015
    [Companies, Sales] Lead Generation: How an insurance company reduced acquisition costs in purchased leads
    Growing a list organically also allows marketers to know more about a prospect right from the get-go, passing more qualified leads on to Sales. By better understanding how purchased leads were generated, the marketing team has been able to improve the relationships with the sales team because they are providing better-quality leads.
  • HUBSPOT  |  FRIDAY, FEBRUARY 13, 2015
    [Companies, Sales] 4 TED Talks Every Marketer Should Watch
    Here he tells the tale of Howard Moskowitz, a consultant who revolutionized the way companies align their product with their brand in the 1970’s and 80’s. Companies of all sizes and from all industries can learn from this. It’s just an interesting little tidbit of human nature that your company should use as a reminder: trust the data.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 13, 2015
    [Companies, Sales] How the CMO Can become the Chief Solution Officer: 9 Business Problems Solved
    The Inaccurate Analysis Paralysis Problem: Good data can deliver bad insights when used incorrectly by marketing and sales professionals. Source: Customer Data Governance for Better Sales and Marketing, Peter Krensky, February 2015. Source: Staying Ahead of the Game with Adaptive Process Execution, Nick Castellina, February, 2015.
  • THE ROI GUY  |  FRIDAY, FEBRUARY 13, 2015
    [Companies, Sales] The Content Marketing – Buyer Disconnect
    Translation: a sales pitch. Instead, the majority of content marketing is being perceived as one-size-fits-all messaging which is inwardly focused-on the vendors company, team, history, awards, products, features, functions. Unfortunately, most marketing is not what buyer’s expect - value focused and personalized. Make it exciting.
  • HUBSPOT  |  FRIDAY, FEBRUARY 13, 2015
    [Companies, Sales] Why Digital Wallets Encourage Spending
    The “cashless effect” is a very real thing, and it benefits ecommerce sales in ways retail sales don’t experience. The question, then, is how can you use this knowledge for your ecommerce company? If you’re still building your company, new payment options may not be possible yet. The question, of course, is why?
  • MARKETING ACTION  |  FRIDAY, FEBRUARY 13, 2015
    [Companies, Sales] How to Hire The Perfect Person To Run Your Social Media
    Even a micro-company running out of a second bedroom could justify hiring social media help if the only criterion was “we’ve got a ton of work to do.” Your social media work is generating a small but steady trickle of sales. Even if the intern is free, there’s still a cost to your company. If so, you’re not alone.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, FEBRUARY 12, 2015
    [Companies, Sales] What Sales Compensation Trends Are in Store for 2015?
    'What Sales Compensation Trends Are in Store for 2015?  . look into the Alexander Group’s “2015 Sales Compensation Trends Survey” reveals that companies plan to offer moderate pay raises of 3 percent for sales personnel in 2015. Sales departments have a long history of overspending their compensation budgets.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 12, 2015
    [Companies, Sales] Using the information in your content strategy
    strongly suggest you make Buyer Personas a company priority early in 2015, because they are the foundation of great content marketing. “Many parts of your company can benefit from the insights you will glean from your buyer persona research. Thank you, Adele. We caution you to be careful in this respect. What do you think?
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 12, 2015
    [Companies, Sales] 6 Great B2B Business, Marketing, and Strategy Books
    This is a classic business book that is based on a study of some of the greatest companies created by Collins’ team of researchers. They studied companies that beat their averages in the stock market, and maintained that level of success for a long period of time. Pink is an interesting look as to what actually makes the sale.
  • HUBSPOT  |  THURSDAY, FEBRUARY 12, 2015
    [Companies, Sales] A Year in Review: Why 2014 Was HubSpot's Best Year (So Far)
    Surrounded by over 10,000 people at our INBOUND conference, the impact that inbound has had on marketing, sales, and business was undeniable. What started as just an idea when Dharmesh and I were at MIT had grown into a movement, and hearing about the impact that inbound has had on companies and customers worldwide was truly humbling.
  • HUBSPOT  |  THURSDAY, FEBRUARY 12, 2015
    [Companies, Sales] The Growth Show: Inside the Mind of a Successful Venture Capitalist
    Skok started his first company in 1977 at age 22, and since then has started four separate companies, three of which went public. Through his experience as a founder and now an investor, Skok has become one of the leading thinkers on growth and building a business, specifically in the areas of sales and marketing. David Skok.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 11, 2015
    [Companies, Sales] What Social Selling Isn't
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Sales reps and leaders eager to embrace the next generation of selling tactics often jump in with both feet. If you’re using the same hard sales tactics on social that you’ve always used, you’re doing it wrong.
  • WRITTENT  |  WEDNESDAY, FEBRUARY 11, 2015
    [Companies, Sales] 7 Ways to Spot Amazing Freelance Writers
    Looking to generate more leads and sales in 2015? Your company is only as effective as the people it employs, or indeed, outsources to. Top companies hire them. 'Image source. Freelance writers aren’t very hard to spot, but finding amazing freelancers can be something else entirely. Ready to take your business to the next level?
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, FEBRUARY 11, 2015
    [Companies, Sales] Conversations Matter
    They think that’s the job of the sales or customer service people. Eventually, you’ll make your way to edges of the room and you’ll have plenty of company. Here is a company that knows how to sweep out of the kitchen with a tray of something gooey right on schedule. 'Oh dear, poor Radio Shack has bought the farm.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 11, 2015
    [Companies, Sales] How Amazon Won in Barnes & Noble’s Breakup with Microsoft
    It’s been a hard-fought battle for Barnes & Noble, the company that developed and owns the Nook. In April 2012, however, Barnes & Noble held out hope that it could gain leverage on the playing field when it partnered with Microsoft to boost Nook development and sales. The rate of ebook sales has slowed, only rising 3.8%
  • BLUE FOCUS MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Companies, Sales] Designing a Social Employee Pilot Program by @mnburgess #SocBizChat #SocBiz
    In The Social Employee , we go behind the scenes with several leading brands—such as IBM, AT&T, Dell, Adobe, Southwest Airlines, Cisco, Acxiom, and Domo—pulling the lid off the inspiring social business success stories that have propelled these companies into the 21st century. 'Chat: IBM “The Shortlist” Twitter Chat. 12, 1 p.m. Develop.
  • VOICE-BASED MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Companies, Sales] On the Hook: How to Spot Hot Prospects, Both Online and Over the Phone
    Mobile is driving more calls and more sales – and that means marketing needs to pay attention. Sales managers rate inbound calls very highly, and data shows that calls convert to revenue more often than forms and emails. Lead scoring gives you the information you need to determine where the prospect is in the sales funnel.
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Companies, Sales] The Definitive Guide To Lead Nurturing
    'Author: Ellen Gomes Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Now we think about using multiple channels to nurture buyers before they become leads and through their entire sales journey. Why Is Lead Nurturing Important?
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 10, 2015
    [Companies, Sales] 106 More Amazing Social Media and Marketing Statistics for 2014 and 2015
    Just 18% of consumers trust posts by brands or companies on social sites like Facebook and Twitter. While 78% of companies now have a dedicated social media team, only 26% integrate social media fully into their business strategies. 53% of B2B Fortune 500 companies use marketing automation. Image credit: Business 2 Community.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Companies, Sales] How PeopleHR Went From Lead Overload to Record-Setting Revenue
    Many companies are turning to software solutions for help streamlining a variety of HR processes – everything from performance management, recruitment, benefits, and document management, to time tracking, training, scheduling. This forward-thinking company has been experiencing phenomenal growth. Lead Overload.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 9, 2015
    [Companies, Sales] 5 Trends Driving The Marketing Cloud Revolution
    John specializes in fast growth marketing with 25 years as an executive in Silicon Valley, including CMO and SVP of Marketing roles at companies such as XenSource, Interwoven, and Genesys Telecommunications Labs. Big data means a big opportunity for companies who are gathering new outputs from new users and new uses.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 9, 2015
    [Companies, Sales] 5 Trends Driving The Marketing Cloud Revolution
    John specializes in fast growth marketing with 25 years as an executive in Silicon Valley, including CMO and SVP of Marketing roles at companies such as XenSource, Interwoven, and Genesys Telecommunications Labs. Big data means a big opportunity for companies who are gathering new outputs from new users and new uses. Digital Marketin
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 9, 2015
    [Companies, Sales] 7 Personality Traits of Top Salespeople – from the Harvard Business Review
    'Jeff Ogden of Find New Customers  ( @fearlesscomp on Twitter) worked in sales for software firms for many years, including firms like Optum Software and Business Objects, and I did have lots of success, but why? “If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” Modesty.
  • BLUE FOCUS MARKETING  |  MONDAY, FEBRUARY 9, 2015
    [Companies, Sales] Join IBM #SocBizChat Feb 12th at 1 p.m. ET Why Employee Voice Matters: w/ @KevinBrandall @Moveo @SocialEmployee
    Some companies may be nervous about empowering employees to become the social voice of their brands. Truly social brands work to communicate earnestly with customers, going beyond simple sales techniques to foster meaningful relationships. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 9, 2015
    [Companies, Sales] In B2B Marketing, Everything Counts
    Sometimes the choice is based on a major issue such as price or features, but often it is based on a feeling the prospect gets about the type of company you are. You can claim to be the company with the best product or service, but it may not matter if you make a poor first impression. So how does this lesson apply to B2B marketing?
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