• HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] How We Buy vs. How We Date: They're More Similar Than You Think
    Shopping vs. Dating: How the Modern Sales Process Compares to the Four Stages of Dating. In the world of inbound marketing and sales, there’s a methodology that describes what tactics businesses can employ to help turn strangers into happy customers, and it’s analogous to how one might go about courting a special someone (P.S.
  • E-QUIP  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 3 Dimensions of the Client Relationship
    Yet the working relationship is seldom mentioned in sales conversations or in proposals. Do these three things and your firm will be in rare company. 'Firms survive when they find enough work to cover their expenses and generate a little profit. Ever notice how most business development efforts seem driven by a survivalist mentality?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] B2B Sales Prospecting: Remember to Finish Listening!
    'AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 1+1=3 – How Partner Marketing Defies the Laws of Math
    Partnering with a credible brand in your space sends a strong signal to industry thought leaders and customers about the strength of your product and the potential of your company. To get your partner marketing program off the ground, start by identifying a target list of companies that provide a complementary solution or product to yours.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] The Importance of Marketing Awards for a B2B Demand Generation Agency
    But if you own a company in the Southeast and you need help with sales and marketing, why do awards matter to you ? Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. think the importance is simple.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 9 Companies With Truly Inspiring Mission Statements
    The companies that succeed are ones that stay true to their core values over the years and create a company that employees and customers are proud to associate with. So check out some of the following company mission statements for yourself -- and get inspired to write one for your brand. 'Where does customer loyalty come from?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 3 Steps to Building a Better B2B Target Account List
    After all, you know what companies to target, right? You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. You don’t hang up on someone who calls you just because they aren’t from one of your 300 target companies. Really.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 6 Ingenious Microsites You Could Play With All Day
    Some companies have used microsites to highlight a specific campaign or target specific buyer personas. Here are some examples of companies and individuals that created awesome microsites -- and what it was that made them so good. Then, media company Digiday used this microsite template to conduct an experiment of their own.
  • WRITTENT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 27+ Resources to Learn SEO Copywriting
    Copywriting is how companies sell things online. 10 Super Easy SEO Copywriting Tips for Improved Link Building – More links equals more traffic and sales, as well as more authority. Company News 'Image source. And offline. Quality content is great. It’s necessary. Invisible web pages don’t sell products. Blog Posts/Articles.
  • 3D2B  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Are You Reaching Executive-Level Decision Makers
    'When building your lead generation system, remember that the early bird gets the worm…and the first salesperson involved in the executive’s decision-making process likely gets the sale. The theory of “first-mover advantage” asserts that the company that is first to enter a market gains a substantial advantage over potential competitors.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Marketing Engines as a Game-Changing Strategic Advantage
    'As marketing engines replace marketing campaigns , thanks to ongoing advances in digital marketing, marketing engines offer smart SaaS companies a way to scale revenues faster while also widening margins. Marketing Engine as Competitive Weapon. More on that later, but first let’s talk about short-term low-hanging fruit…. Phase 1:  Tools.
  • CRIMSON MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Brian Kardon, Lattice Engines CMO: Stop Guessing What Your Buyers Want— Use Predictive Marketing Technology! [Podcast]
    These days, however, marketing has new priorities and companies like GE and HP are replacing gut instincts with predictive marketing technology that reveal the true behaviors, characteristics and demographics that correlate to increasing revenue. Predictive marketing intelligence companies like Lattice Engines.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    There are multiple categories in which winners can be honored, including the Outstanding Technology Development Award, presented to the company or organization that utilizes or developed a technology tool, process or service that made a substantial improvement on business metrics. And And guess what? Ifbyphone is a finalist! Vote for Us!
  • THE ROI GUY  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] How do you Develop and Communicate your Unique Business Benefits?
    'Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? The Value Gap – an inability for sales reps to effectively communicate value – is the top issue for B2B solution providers and indicated as such by a whopping 71% of execs in a recent SiriusDecisions survey.
  • THE FORWARD OBSERVER  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] How To Make Your B2B Marketing Content Work Harder (And Smarter)
    'Artillery B2B Marketing Blog > The Forward Observer You''ve got lots of B2B marketing content for your buyers, but is it "on time and on target" to close more sales? In other words, while you might have great content, if it doesn’t get to the right person at the right time , it’s not likely to be very helpful in closing sales.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    'As an inside sales rep, your call plans most likely include effective email prospecting strategies. It’s no surprise that email takes up 28% of the average workers’ time, according to McKinsey & Company. For many inside sales reps, email is one of the most powerful prospecting tools. Streak - A CRM in Your Inbox.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? 'Is it necessary to pre-qualify inbound leads? Lead Qualification Inbound Marketing Lead Management
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] 3 Ways to Justify Your Event Spend
    This data can be used to improve the event experience, but more importantly, it can be used to qualify sales targets, improve lead generation, and optimize a company’s overall marketing strategy. How does your company justify investment in marketing events – or justify not investing in them? 2) Basic Event Metrics.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] In the Content Marketing Kingdom, Third-Party Experts Rule
    This company felt that having a third-party develop content and publish it would bring them great coverage – far great than they can do themselves. “A March 2014 study by Nielsen/inPowered MediaLab looked at three types of content—branded (company-generated) content, user reviews, and third-party expert content.
  • LEADERSHIP  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] B2B Lead Generation Served Las Vegas Style
    Knowing what best-in-class B2B companies are doing, how they are implementing demand generation strategy, what’s working for them, what’s not, can provide useful learning to enhance your own B2B marketing efforts. The top two criteria for content marketing measurement metrics are web traffic and quality of sales leads.
  • MARKETING ACTION  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
    I’ve written them about everything from large software companies to small scuba diving schools, global snowmobile manufacturers to local literacy programs. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore. can always hope.).
  • BLUE FOCUS MARKETING  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] The Rise of Social Leaders #SocBiz25 #SocBiz
    To move toward advocacy-based advertising, brands must understand that their interactions with online communities can’t always be geared toward a sale, and if they want to broaden their appeal, they must show a willingness to interact authentically regardless of outcome. Rather, it’s up to us to create it. FOR EWORD by David C.
  • VOICE-BASED MARKETING  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] Google Validates Need for Call Tracking with Website Call Conversions for AdWords Tool
    Having a company like Google provide this service further validates what our thousands of active customers already know: calls really are the new clicks. They are the leads sales teams want most, and the leads marketers most need to generate, because they are the leads most likely to convert to revenue.
  • THE POINT  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] 10 Tips for a Successful Trade Show Follow-up Campaign
    'Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. Note: these strategies assume that hot leads – those prospects who specifically requested follow-up or were otherwise graded as “high priority” on the show floor, get prompt response directly from sales.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] Florida gets its own BtoB demand generation agency – Find New Customers
    'Florida gets its own marketing agency, Find New Customers  – the nicest company in BtoB marketing today. As companies face consistent challenges in sales and marketing and profits fall, they find it harder and hard to tackle things like: Buyer Personas. My guess is that you like dealing with nice companies.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] The Essential 8: Marketing Reports You Need
    Actual opportunities (leads who have been accepted by the sales team, and are being actively worked) take a while to develop, but until then, you’ll want to measure program investment, percent of new names, total successes, total targets, investment per target, and average demographic score. 1) TOFU Lead Analysis. New names.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] Why Servant Marketing Matters
    'Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” believe this idea can also be applied to sales and marketing. m looking for more companies that practice servant marketing.
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 16, 2014
    [Companies, Sales] Find New Customers now in Florida
    'The nicest company in B2B marketing today, Find New Customers ,  is now in Florida, rather than New York. You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Content marketing , Demand Generation , Find New Customers , Sales Leads.
  • HUBSPOT  |  SATURDAY, AUGUST 16, 2014
    [Companies, Sales] Why Bending the Truth to Make a Sale Isn't Worth It
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Sales is a notoriously stressful job, and the pressure to fudge the truth with prospects can become overwhelming when your goal is a long way away. You’re contributing to sales stereotypes.
  • VIDYARD  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] 8 Ways to Use Video to Make the Most out of Event Marketing
    You’ll be right in the middle of thousands of attendees in your target audience (not to mention high-rolling industry partners), and you’re ready to show them why your company is the solution they’ve been looking for. Again, ideally that “host” is one of your sales team at the booth, even if they never appear on camera. Value Videos.
  • VOICE-BASED MARKETING  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] Chicago Startups: We Stick Together
    'Working at a technology company in Chicago whose company culture focuses heavily on our employees, I often blog about tech startups and the challenges they face, particularly the challenge of recruiting top tech talent. It’s not just about getting a job that you can do,” she says. She’s right. And these students will find employment.
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] The Best Conversation I've Ever Had While Running My Company's Live Chat
    Normally I field questions about our pricing options, recent ebooks, and meetings with Sales. Here''s how it began: Miles : Interested in speaking with a member of our sales team? 'Almost a year ago, Netflix made major headlines when a conversation with one of their customer service reps went viral. Visitor : That''s wonderful.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
    Performers” from all other companies. on marketing investment • Current lead-to-sales ratio. nuances of a B2B Sales Cycle? ? Complex Sale ? Third-Party Influencers Nuances of a B2B sales. B2B sales cycle multiple stakeholders. In a B2B sales cycle, information. lead to a sale. terms of use.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, AUGUST 15, 2014
    [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  |  FRIDAY, AUGUST 15, 2014
    [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  |  FRIDAY, AUGUST 15, 2014
    [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  |  FRIDAY, AUGUST 15, 2014
    [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  |  FRIDAY, AUGUST 15, 2014
    [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  |  FRIDAY, AUGUST 15, 2014
    [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  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] How to get Started with Marketing – Step 2 – Content Marketing
    You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Chief Marketing Officer , Content marketing , Customer personas , Find New Customers , Sales Leads. I’d also like to point out that the financial problems in the Wall St. Have Problem.
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] The 12 Types of People You’ll Meet at a Conference
    If this person is in the awareness stage, he or she might simply listen and learn about companies, jobs, and people they’d like to work with. Attending a conference as a spy is actually a popular sales enablement tactic and can give your sales team the soundbites they need to close more deals. Goal = Make a sale.
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] CMO Warning: Don't Tie Marketing Incentive Compensation to a Metric
    And a lot of traditional marketing automation vendors and thought leaders will tell you this means a CMO should set a goal for number of leads generated, amount of marketing-influenced pipeline created, or number of sales accepted leads created, and then set maybe 1/3 of the compensation of your marketing team to be directly tied to this metric.
  • GREAT B2B MARKETING  |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] Five Great Ways to Drive Brand Engagement
    McIlroy’s dominance at the PGA – even with Phil Mickelson’s final surge making him nervous – got me thinking about how sales teams can stay dominant with competitors breathing down their necks. This Sicilian saying describes what happens when a company’s leaders are inept at communicating a brand message. Publicly. m not.”
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] B2B Marketers Are Hungry For More Optimized Marketing Technology
    Marketing organizations have a greater impact on revenue than ever before: 60%  of marketers deliver at least 20% of B2B company revenue, and almost 25% contribute more than 40% to the bottom line. . Marketers are using marketing technology, such as marketing automation, more and more to nurture leads and move them down the sales funnel.
  • KOMARKETING ASSOCIATES  |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] 10 Questions to ask in a B2B Content Marketing Questionnaire
    Value to B2B content marketers : The overview portion of the questionnaire should provide a high-level look at the company or organization that’s implementing the content strategy (number of employees, scale of reach, etc.). Value to B2B content marketers : The goal of any organization is to drive leads that turn into sales.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] How Changing Sales is Impacting Your Business (without your knowledge)
    'At the nicest B2B marketing company, Find New Customers , we’ve really cranked up marketing. No sales pitches. Find New Customers is now planning to become a full-time marketing company. Note that it’s thought leadership and not a sales pitch. Sales Strategy. sales funnel Sales Leads
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] #ProspectingChat: Sales Enablement Goals and Best Practices
    Here are some details about today''s Twitter Chat: Date: Thursday, August 28, 2014 Time: 1:30 PM EST / 10:30 PM PST Hashtag: #ProspectingChat Topic: Sales Enablement. Today we’ll focus on the struggle to define sales enablement practices. To study, feel free to check out our Sales Enablement guide. Here are today’s questions.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] Lots of Vendors Can Help You Find Leads on the Web
    'Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Whether the vendor provides lists of individuals as well as companies. It returns individual names as well as companies. There are probably others.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 14, 2014
    [Companies, Sales] Social Media and the Stock Market: A Lesson in Global Manipulation
    The hacker makes a fortune on stock short sales that day and slinks back to his anonymous world undetected. company legally makes a material announcement on Facebook about an acquistion but the “reach” of the news on Facebook is so low only a few company insiders see it. Investors are furious and sue the company.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, AUGUST 13, 2014
    [Companies, Sales] Re-Imagine the Future with Social Leaders #SocBiz25 #SocBiz
    Companies can no longer control everything that is being said about their brand in public circles, and simple advertising isn’t enough to have a lasting impact on the conversation; all advertising must be backed by content of value, channels that allow consumers to learn more about a product or service before making a purchase decision.
  • HUBSPOT  |  WEDNESDAY, AUGUST 13, 2014
    [Companies, Sales] 20 Skills You Won't Believe You Can Endorse People for on LinkedIn
    The network has long since expanded beyond the realm of those in marketing, digital, social, sales, etc. -- people in every industry are now touting their professional prowess and charting their careers on LinkedIn. We were saddened to learn LinkedIn doesn''t let you make up your own silly endorsements. 1) Counting. 2) Spring Cleaning.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 13, 2014
    [Companies, Sales] How Marketing Can Collaborate with Sales to Create Engaging Content
    'Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. An organization''s marketing team is usually responsible for creating sales content, and communication and collaboration between the two departments can be rare. Let sales take the lead.
  • SYNECORE  |  WEDNESDAY, AUGUST 13, 2014
    [Companies, Sales] What Are Buyer Personas & Why Do they Matter?
    You can also start compiling new information about your buyers by updating your website form fields to require information about job title or company size. Finally, talk to your sales team. If anyone is going to be able to tell you about the customers concerns, questions, and pain points, its your sales team. Headshot.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 13, 2014
    [Companies, Sales] Nail Your Holiday Email Sending Practices NOW
    For those of you who do scale up your sending: You know that heavy (or careless) email sending during the holiday season can hurt your sending reputation and put a serious dent in your sales. Most B2C marketers make a big chunk of their annual sales at this time. Happy customers equal happy companies. Contact them here.
  • HUBSPOT  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] A 3-Step Framework to Connect the Dots Between Marketing & Sales
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Smart sales and marketing leaders know how important it is to collaborate with cross-functional teams. As New Breed Marketing ''s Sierra Calabresi puts it: “Your sales team makes up the front line.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] How to get start with Marketing – Step 1 – Buyer Personas
    decided to share advice by this sales and marketing on how to get started with marketing. dedicated it to the foolish companies who sent me rejection letters in 2013 – shame on each of you. And Find New Customers is the nicest company in BtoB marketing today. This will be a series of articles on important marketing topics.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] How to get start with Marketing ��� Step One
    decided to share advice by this sales and marketing on how to get started with marketing. dedicated it to the foolish companies who sent me rejection letters in 2013 – shame on each of you. And Find New Customers is the nicest company in BtoB marketing today. This will be a series of articles on important marketing topics.
  • ANNUITAS  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] From How Much Content to How to Stand Out – Q&A with Robert Rose
    So, I work with companies (mostly larger enterprises) to both conduct workshops on Content Marketing, as well as lead consulting and advisory services for helping enterprises operationalize the practice of content marketing. It not acting like a media company. See you all in Cleveland! The first is the measurement challenge.
  • LEADERSHIP  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] 5 Ways to Recognize B2B Lead Generation Failure ���and Move On
    Yes, there are many reasons your marketing and sales activities can fail and they occasionally will. Not only do you have to comprehend it generically, but you also need to map it for every B2B buyer you are targeting and working on to achieve a sale. TOO MANY WALLS: Marketing is tossing qualified leads over the wall to Sales.
  • VIEWPOINT  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:
    Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? 'Is it necessary to pre-qualify inbound leads? Lead Qualification
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] 10 Inside Sales Lessons Learned Over 10 Years at AG Salesworks
    It spotlights the co-founders of the clothing companies Patagonia and NorthFace. Here is a collection of 10 inside sales management and prospecting lessons I have learned over the past decade at AG: 1. The last thing a sales rep wants is an angry superior wondering why they never followed up on a hot opportunity. Listen to them!
  • VERTICAL RESPONSE  |  TUESDAY, AUGUST 12, 2014
    [Companies, Sales] 3 Simple Ways to Make Email Marketing Work for You
    It reaches lots of people and can bring in sales/donations very quickly.” With just a few clicks, you can upload your company logo, add links to your website, and create a must-read message for your recipients. 'No matter what your business, email marketing can work for you. Read on for three simple ways! Time is money.
  • VOICE-BASED MARKETING  |  MONDAY, AUGUST 11, 2014
    [Companies, Sales] 3 Ways Keyword Spotting Can Improve Marketing, Sales, and Support
    'Marketing, sales, and support have different objectives, but when it comes to the greater purpose of improving the business as a whole, they have a lot in common. Here are three ways that keyword spotting can be used in marketing, sales, and support to make their business better. Evaluate Sales Call (and Agent) Effectiveness.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 11, 2014
    [Companies, Sales] 3 Traits to Inspect in a New Hire Interview for Inside Sales Success
    'As the end of summer draws near, hiring season looms upon us inside sales professionals. Many recent graduates will be looking for their first job after a relaxing summer, and many seasoned sales reps will be taking stock of their current positions. Accountability is everything in inside sales. Solution-oriented, not petulant.
  • WRITTENT  |  MONDAY, AUGUST 11, 2014
    [Companies, Sales] 9 Data-Driven Copywriting Tips
    Pictures of attractive women and cute babies lead to much higher conversion and sales rates than pictures of nature, men, or anything else. Is your company an advocate for animals? 'Image source. Copywriting is creative work. But today’s content marketers have an immense amount of information at their fingertips. Check it out: 1.
  • B2B MARKETING UNPLUGGED  |  MONDAY, AUGUST 11, 2014
    [Companies, Sales] The Revenge of the Content Monster
    Pretentious home furnishing companies started shipping 17-pound catalogues to their customers*. Sales Squirrels were found to be using only a small percentage of Contents output. 'I think it is fair to say that marketers have unleashed some pretty horrible things on the world over the years. Content is a monster. It was everywhere.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 11, 2014
    [Companies, Sales] How to Put the Customer First in Lead Generation
    Complexity found in things like Marketing-qualified leads (MQLs), Sales-qualified leads (SQLs), opportunities, lead engagement scores and other KPIs are helpful to see trends and measure what we deem important to us, but something is often missing. Get out in the field with your sales team and meet customers face to face.
  • THE EFFECTIVE MARKETER  |  SUNDAY, AUGUST 10, 2014
    [Companies, Sales] What Marketing Org Charts Tell You About The Business
    Every company has an official one and also a few “unofficial” charts. Look at how people are structured and what the reporting structure looks like and it will tell how the company is run, what is important to them, and how they think about their product and services and the market in general. The Right Marketing Structure.
  • SYNECORE  |  SATURDAY, AUGUST 9, 2014
    [Companies, Sales] Digital is Complicating Marketer���s Lives, but Simplifying Marketing
    GMC reflects an environment in which the projection of a brands values, goals, voice, positioning, messaging, and sales efforts are seamlessly integrated, creating a unified whole that is greater than the sum of its constituent parts. List out the reasons your company is best suited to resolve or address each one. Heres why.
  • HUBSPOT  |  SATURDAY, AUGUST 9, 2014
    [Companies, Sales] How Marketing and Sales Can Work Together to Close More Leads
    Sales no longer controls the flow of information in the buying process -- the customer does. Sales: 0. One of the most significant consequences of this change is that marketing teams now play an equal role to Sales in new customer acquisition and have a huge and increasing influence on the sales pipeline and the sales outcome.
  • HUBSPOT  |  FRIDAY, AUGUST 8, 2014
    [Companies, Sales] You���re Taking These Marketing Maxims Way Too Literally
    They did just that in posts such as “Companies That Blog More Have More Consistent Sales.” It says more posts = more sales. 'I’m guessing I read 500 headlines each day. might skim 50 or so articles. And I go top to bottom on 5 or more. Maybe we’re in the same boat. Sources: 3M Corporation and Zabisco ).
  • WRITTENT  |  FRIDAY, AUGUST 8, 2014
    [Companies, Sales] Why Quality Content is the Core for Any SEO Strategy
    It doesnt attract search engines, generate leads, or convert sales. To gain search visibility and traffic today, a company needs to be useful, solve problems, and develop a brand. More leads equals more sales and business. 'Image source. Is quality content the backbone of your SEO strategy? It doesnt build valuable links.
  • LEADERSHIP  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] How to Get Some ���Quick Wins��� for Your B2B Lead Generation
    B2B companies are steadily moving share of budget from offline to online marketing and lead generation. The bad news is, most of these companies are still thinking and running their online lead generation campaigns like in the old days, where a strategy was agreed upon and then played out exactly as per the plan. Try it!
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] Paul Alfieri, Turn’s SVP Marketing: How to Build an “Audience First” Product Marketing Strategy Around Big Data [Podcast]
    Big data isn’t in itself the strategy,” says Paul Alfieri, Senior VP of Marketing at marketing software company Turn, “Big data is the enabler for a much richer, more personalized (product marketing) strategy.” Frank views: Kraft Foods needed to know which marketing channels had the biggest impact on sales of its Oscar Meyer hotdogs.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] How Marketing Grew to be the Most Important Area of Your Business (without your knowledge)
    Unfortunately it has affected the world of sales and marketing dramatically. Almost since phone became digital, allowing clear one to one communications, companies have relied on salespeople to engage prospective buyers. With buyers in control, they take their time to do their own research, removing that role from sales.
  • ANNUITAS  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] Content Relevance- Keeps It Far From Boring
    'Why do some company’s struggle developing effective content and others seem to hit it out of the park every time? We all compete for an audience and ultimately, a sale, no matter what you sell and who you sell it to. What does it take to have a “home run piece” as Doug Kessler calls it? Relevance.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] 5 Ways to Redefine and Retell your Brand’s Story
    Sales are up, and new leads are coming through your website regularly. Having a fresh website design can attract new customers and remind past ones why they choose your company over others. Start Clients respond better to companies who take their feedback seriously. Also allows you to track sales and utilise Google Adwords.
  • SOCIAL MEDIA B2B  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] 5 Ways to Use Your LinkedIn Profile to Attract Inbound B2B Leads
    'My friend Tom Skotidas and I are at it again and this time we talked about how anyone, but especially B2B sales pros, can use their LinkedIn profile to attract inbound leads. We have been talking about the intersection of sales and content marketing for B2B companies. Tom calls this inbound social selling.
  • MARKETING ACTION  |  THURSDAY, AUGUST 7, 2014
    [Companies, Sales] Marketing Agency Metrics: How to Measure What Matters
    At that time, one of our clients was a web analytics company. You can imagine that at a web analytics company, metrics drove everything we did. Tracking all the way to sales conversion is crucial. This metric can include sales, downloads phone calls, appointments, traffic, and much more. But that was about it.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, AUGUST 6, 2014
    [Companies, Sales] 3 Components Every Value Proposition Must Have
    It''s a clear statement of the tangible business value that companies get from using your product or service. But, when I work with my clients, I help them with new client acquisition and faster sales cycles. 'What''s a value proposition – and why is it important? For example, I do training. No one cares about training.
  • HUBSPOT  |  WEDNESDAY, AUGUST 6, 2014
    [Companies, Sales] 25 Demand Gen Resources, Stats, and Visuals Worth Bookmarking
    Here’s how I defined the concept in a previous blog post : “Demand generation captures the umbrella of marketing programs that get customers excited about your company’s product and services. Demand generation programs are touch points throughout the conversion optimization and sales cycles.". 1) What Is Demand Gen?
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 6, 2014
    [Companies, Sales] How to Make it Rain in the Marketing Department: Selling Event Sponsorship for Beginners
    This list should be comprised all of companies that you partner with, including agencies and consultants. Here’s where you should look when compiling your list: Your partner ecosystem directory on your company website (like Marketo’s LaunchPoint directory ). Sponsors your company has partnered with in the past. And why not?
  • NUSPARK  |  WEDNESDAY, AUGUST 6, 2014
    [Companies, Sales] Social Selling for Lead Generation: 9 Tips to Optimize Your Efforts
    Don’t use LinkedIn Groups to make sales pitches or spam your company’s marketing content. According to the  CMO Council , decision makers consume on average five different pieces of content before they are ready to speak to someone on your sales team. LinkedIn Group Tips. Join Twitter. Content is King. Watch Your Competition.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 6, 2014
    [Companies, Sales] 5 Reasons Sales Should Be Excited About Marketing Automation
    The expectation was – and is – that the system would be embraced by both marketing and sales because, after all, it’s a tool for educating prospects to action and optimizing conversion along each stage of the buying cycle. That should occasion a double-take from  even the most skeptical sales leader. Sometimes ignorance is bliss.
  • VIDYARD  |  WEDNESDAY, AUGUST 6, 2014
    [Companies, Sales] 5 Reasons Why Your Intelligent, Hard-working, Good-Looking Self Should Attend Ignite
    You’ll hear from Deltek and Taulia, two major B2B companies who are using data-driven strategies to fuel their video marketing. Senior marketers from both companies will show you how you can do the same. 'Hello friends! Here’s why: 1. You’ll step up your marketing game. The speakers are awesome. Triple threat! Right! Convinced?
  • GREAT B2B MARKETING  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] Can We Please Tell the Truth in Our Marketing Communications?
    received a personalized letter in an official-looking envelope from a company called: ABC Shareholder Services (real name not used to protect the guilty). You may get a few extra sales in the short-term, but it will have dire consequences in the long term. 'This post was inspired by a negative marketing event. He actually had a point.
  • HUBSPOT  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] 9 Successful Marketers Answer 1 Simple Question: How'd You Get Started?
    Moz actually is a direct extension of the company first started by Gillian. My first project was building their financial model, but right after that I dove into marketing and built their customer acquisition and lead gen program, started to grow sales, and lower their customer acquisition cost. Below are some of our favorite stories.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] Passion for Hire – the Biggest Mistake Companies do in Hiring
    Roger believes passion is too often ignored in hiring, despite the fact that most companies claim their people are their greatest asset. After one year, they looked at the results – sales had increased by 242% in just 12 months. '“Brands don’t build themselves. It takes people.” and Tell All Your Friends.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] 4 Things That Make For Happier Call Center Customers
    For sales calls, a CRM integration and whisper messages do a similar trick for arming the rep with the information they need to make the call more efficient. Every company has big important customers that should never be kept on hold. CRM Integrations. before they can really start helping solve the problem. Sophisticated IVR Menus.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] [Infographic] The Outsourced Inside Sales Teleprospecting Process
    'Imagine you’re the CEO of a B2B high tech company. Your company has survived the most difficult start-up stages, and you’re ready to start successfully selling your product or service. You decide to insource your inside sales team. You hire new inside sales reps, many just out of college. You know what you need to do.
  • BLUE FOCUS MARKETING  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] BIG NEWS! @TheEIU Announces Top 25 #SocialBusiness Leaders #SocBiz25 @TheEconomist #SocBiz
    Storytellers: Provides an authentic voice for their organisations that is underpinned by an understanding that authenticity, transparency, and customer trust are key to fostering engagement, loyalty, and, ultimately, sales. Today, we are thrilled to unveil our list of the EIU’s Top 25 Social Business Leaders to the world.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] Smart Salespeople: Power Network Map
    During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. If you aren’t doing this now, make it part of your active sales activity planning session. for the first time sales manager. Are you?
  • THE FORWARD OBSERVER  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] 5 Things You Must Know About Your Buyer Persona To Generate Leads
    lot of companies understand that they need to create content for their prospective customers, but they still can’t resist the urge to talk about themselves. These are the five things that will determine if you have buyer personas that will positively impact your content creation, lead generation and sales. With content. We this.
  • VIDYARD  |  TUESDAY, AUGUST 5, 2014
    [Companies, Sales] This Bank’s Awesome Thank-You Video Will Have You in Tears
    Companies know customers feel lost in the shuffle and are responding by creating online videos that go above and beyond to make people feel special. mean, it’s still about your company, but it’s indirect and less pitchy. Take a look (and grab some tissues, fair warning): Aaaandd now you’re tearing up.
  • EMAGAZINE B2B BLOG  |  MONDAY, AUGUST 4, 2014
    [Companies, Sales] Social Media Referral Traffic Tactics
    Businesses and corporations across the world are all embracing new forms of lead generation and sales tactics with social media savvy. If your company is blogging and sharing that blog on your LinkedIn, those links direct back to your onsite blog where someone is more likely to convert. 'By Hannah Beacham. Multi- Network Effort.
  • FATHOM  |  MONDAY, AUGUST 4, 2014
    [Companies, Sales] Laws of Marketing Power: Plan All the Way to the End
    First we need to know: Is the goal of a given communication a broader branding one like visibility and awareness or a conversion-oriented one like subscribers, leads or sales? Another illustration of this tenet lies in the hallowed alignment of sales and marketing. Sales & Marketing Alignment
  • CRIMSON MARKETING  |  MONDAY, AUGUST 4, 2014
    [Companies, Sales] James Thomas, Allocadia CMO: What Marketing Metrics Matter the Most to Your Organization? [Podcast]
    'We hear again and again that around 60% of the buying is done these days before a sales rep ever steps into the picture. James leads Allocadia’s  marketing efforts focusing on developing enterprise marketing strategies with a clear customer focus that supports the company’s growth targets.  James Thomas is the CMO of Allocadia. 
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 4, 2014
    [Companies, Sales] 6 Tips for Successfully Onboarding New Inside Sales Reps
    'Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires. How do you become a better inside sales rep? You practice with a stronger inside sales rep. How do you train effective inside sales teams
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 4, 2014
    [Companies, Sales] Resistance to Change and Surviving Content Shock
    Last week Kellogg’s earnings report revealed that sales of breakfast cereals have fallen off a cliff. The Wall Street Journal reported that the stock price has plummeted as sales of cereal dropped 5 percent in a single quarter. The company has no choice but to rachet back the reach faster than we can improve the quality.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 4, 2014
    [Companies, Sales] Lead Generation: It’s all about building relationships
    In a recent interview, Brian sat down with Steve Girshik of LeadSpace.com to talk a little shop about the fundamentals of lead generation, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Steve: So 10 years ago, you published Lead Generation for the Complex Sale. Brian: Yeah.
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