• VIEWPOINT  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] How Much Do Your Leads Cost?
    Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. What determines that a lead will be accepted by sales? Is the lead likely to close in one sales cycle?
  • FATHOM  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] What the Rise of Platishers Tells Us About Content Management Systems
    Chief Martec ) This may not seem like a lot, but CMS platforms (including about 140 companies) are the 6 th largest group of marketing technologies on the map, with WordPress as the most popular solution. About 4% of the marketing technology landscape is comprised of content management systems. What is this group called, you ask? Platishers.
  • SNAPAPP  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Are You Leveraging Your Content for Sales Enablement?
    You probably have an amazing marketing department that is constantly creating interesting, value-packed content that moves leads down the sales funnel, right? But it’s possible that you may be undervaluing the impact your content can have when it’s more integrated with your sales team’s actions – and that has to change.
  • SALES ENGINE  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] How Content Becomes a Sales Conversation
    With directives from above to grow revenue through sales, groups as varied as marketing, products, human resources, and even sales itself will rally to find ways to support the sales team. Sales reps are left to wade through this mountain of information, and they respond to it in one of two ways: 1. Sales Enablement
  • REVRESPONSE B2B WHITE PAPERS  |  TUESDAY, MAY 24, 2016
    [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  |  TUESDAY, MAY 24, 2016
    [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?
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Content Methodology: A Best Practices Report
    company’s content across the enterprise. for their audience’s attention, including major publishers and media companies. Content serves as a powerful tool for sales. suppliers, and can help facilitate corporate communications and build company culture. Sales staff are. The studio helps unify the company around a.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Staffing and Launching Your Content Marketing Program
    companies around the globe: 1. before they went on sale? JOE CHERNOV, VP OF MARKETING, HUBSPOT: “HubSpot is not only a company, but it’s also the cata- lyst of a movement. subscribers, leads, sales and opportunities—but our pri- mary focus and editorial mission remains helping our. All rights reserved. Introduction 3 II.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Evangelizing a Content Marketing Program
    person to tell the company’s story, even though he. CEO’s office and pitch the idea of building a small me- dia company within a large corporation. B2C Marketers companies that excel at lead nurturing generate. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. company?
  • AKOONU B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Be Experts. Start with a Buyer-Centric B2B Marketing Strategy
    marketing programs and content creation —and even the sales. my company while setting up for success with. company in the marketplace and in the. To set your company. It is what they expect from a company. the company signals it will do for the buyer. company operates. is required to support sales.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Creating Killer Content with Data: Pubcon Austin 2016
    Again, as you’re thinking about upcoming content, take a look at this data to see what content will have the biggest impact on each content objective (link building, brand awareness, sales, etc.). One common problem in all companies is siloes. Relationship to company. Why do I love this topic? What Is Killer Content?  . SEMRush.
  • ANNUITAS  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Avoiding The Predictive Analytics #Fail In Demand Generation
    Everywhere we turn, study after study  claims marketing and sales leaders have “already implemented or are planning to implement predictive analytics in the coming 12 months.” Buyers buy, not companies. *This post first ran in Demand Gen Report , April 19, 2016. Everybody’s doing it, right? Are you doing it? Probably not.
  • LATTICE  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] The Next Generation Platform for Account-Based Everything is Here!
    The B2B world is moving fast towards Account-Based Marketing, Account-Based Sales Development…well “Account-Based Everything.”  B2B sales and marketing have an imperative to be aligned on which accounts to go after and win. They’ve seen up to 3x higher conversion rates and 15% higher sales quota attainment on average.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Top 5 Reasons Why Tech Companies Love Tech Profiler
    If you work at a company with an offering tied to a specific technology, then today is a good-news day! You can now get intelligence about technologies used by your prospects on the InsideView platform! That’s right.  We just announced InsideView Tech Profiler, an add-on solution for the technology market, and here are […].
  • MODERN B2B MARKETING  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] 5 Ways to Boost B2B Sales Through LinkedIn Social Selling
    Author: Russell Banzon If your company is anything like some that I’ve seen around Silicon Valley, your sales reps see their quotas increase quarter after quarter. With lofty goals, every sales rep needs to utilize all the tools he has at his disposal to close the deal. Find the Right Leads with Sales Navigator.
  • INFER  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Infer Announces Glance for Salesforce to Make Predictive Insights More Discoverable and Actionable
    Press Release: New capability delivers at-a-glance sales intelligence to inform more personalized and effective prospect conversations. Infer Inc. , a leading predictive sales and marketing platform that helps companies win more customers, today announced a new sales and account intelligence application called Infer Glance.
  • KAPOST  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] How to Improve Your Lead Nurturing Program
    As tempting as it may feel to want to keep everyone engaged with your email campaigns, it’s important to take a step back and reflect upon how much your company has likely changed over the last few years. Is your marketing strategy more of the same, or are you actively taking steps to differentiate your company? Send Fewer Emails.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Someone’s making money off your copyrighted content (But it isn’t you)
    That makes it all the more aggravating when we find examples of companies unfairly making money off your copyrighted content. According to those associated with the site, it has struggled to create a viable revenue stream. A few years ago, the site was up for sale. By Kerry Gorgone, {grow} Contributing Columnist. Attorney Sara F.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [Companies, Sales] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    The ability to prove your contribution to your company’s bottom line.”. From there, the lead is nurtured from that first interaction along a journey to the consideration phase where marketing passes the qualified lead off to sales. Not all nurtured leads are always going to be sales ready. Aligning sales and marketing.
  • KEO MARKETING  |  MONDAY, MAY 23, 2016
    [Companies, Sales] Sheila Kloefkorn of KEO Marketing teaches “How to Choose the Most Effective Marketing Channels for Your Business Model”
    This Lunch & Learn event is targeted to B2B marketers and technology company leaders responsible for sales, marketing and revenue generation. KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. PHOENIX, Ariz.,
  • 6SENSE  |  MONDAY, MAY 23, 2016
    [Companies, Sales] Myth Busters: 4 Misconceptions About Predictive Intelligence
    Don’t all predictive vendors provide the same predictive score based on thousands of data points about a company?”. Let’s say you are a marketer at a company that sells cloud-based security software. You might say, “but what if you have thousands of firmographic data points for the company?” Now Acme Inc. Bingo! Or Or is it?
  • BULLDOG SOLUTIONS  |  MONDAY, MAY 23, 2016
    [Companies, Sales] Polly Allen: Unleashed
    We facilitated the design and execution of the company’s first e-newsletter to its database. And second, CDW Sales Enablement. I was part of creating custom sales kits for each of the sales staff, which involved taking headshots (on-site), merging their contact details and creating the kits for their sales follow-up.
  • SNAPAPP  |  MONDAY, MAY 23, 2016
    [Companies, Sales] 11 Overused Stock Photos to Ban From Your B2B Marketing
    She’s usually a great tip off that your first touchpoint with a company will be with a call center employee in Manila. No B2B website would be complete without a silver fox in a modern office space. I’m not sure exactly what he does at the company, or how he helps support marketing objectives, but at least he’s nice to look at.
  • SNAPAPP  |  MONDAY, MAY 23, 2016
    [Companies, Sales] 12 Overused Stock Photos to Ban From Your B2B Marketing
    She’s usually a great tip off that your first touchpoint with a company will be with a call center employee in Manila. No B2B website would be complete without a silver fox in a modern office space. I’m not sure exactly what he does at the company, or how he helps support marketing objectives, but at least he’s nice to look at.
  • BIZNOLOGY  |  MONDAY, MAY 23, 2016
    [Companies, Sales] The real value of engaging your audience in content marketing
    Organically engaging means engaging meaningfully at every opportunity: from the beginning of the buying cycle, through the purchase, and on to post-sale support. And Nordstrom’s a generation before them: proving you don’t have to be an internet company to make this work.). Consumers crave authenticity. It’s not about reaching everyone.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 23, 2016
    [Companies, Sales] Sales Contests: Building a Culture of High Performance
    Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Make the contest length the same as the      sales cycle. Contest Sampler.
  • CONTENT STANDARD  |  MONDAY, MAY 23, 2016
    [Companies, Sales] Introducing the Content Standard 3.0: A Narrower Focus on the Missing Depth in Content Strategy
    Storytelling : In this section, we’ll be exploring the form and best practices of embedding story throughout your organization, from content creation and marketing to sales and technology. Today, Skyword launched a new look for the Content Standard. The first thing you’ll notice outside of the design, is the new site navigation.
  • KAPOST  |  MONDAY, MAY 23, 2016
    [Companies, Sales] 8 #SDSummit Case Study Sessions to Attend
    Whether you’re attending to discover new research, unveil new B2B innovations, or just to network with some of the best and brightest in B2B, this year’s summit is guaranteed to give you the insights you need to operationalize and grow your company strategy. Red Hat: Advancing Art and Science of Sales Enablement.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MAY 23, 2016
    [Companies, Sales] A course correction for influence marketing measurement
    Dell has done a wonderful job establishing a trusting relationship with me and I have become an authentic advocate for their company and products. believe in the company. And unfortunately, that is the extent of influencer measurement today for many companies: Tweets and Twitter followers. Most companies don’t.
  • PUREB2B  |  SUNDAY, MAY 22, 2016
    [Companies, Sales] 7 Lead Management Tools That Will Save You Hours
    Leads are great, but there’s a long road between a lead and a sale. Fortunately, there are all sorts of tools that can help your company get the job done faster. Setting your sales team up for success right in the inbox is a great way to get a handle on lead management. Turn your smartphone into the ultimate sales tool.
  • SALES ENGINE  |  SUNDAY, MAY 22, 2016
    [Companies, Sales] 5 Megatrends that Have Redefined Selling - Insights from a Sales Rock Star
    As you may know, Neil is regarded by many as the father of Consultative Selling and the author of many books, including SPIN Selling, the 1988 New York Times Best Seller than many of us B2B “Sales Lifers” grew up with as our template for success. Sales Engine CEO, Paul Rafferty with author Neil Rackham. Sales Enablement
  • LEADERSHIP  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] 7 Steps to Brilliant B2B Marketing [Part 1]
    Putting all of your eggs in one basket may result in your company having a fantastic blog or social media presence, but you’d be missing out on some crucial tools that would support your efforts. 78% post articles on their company’s website. Company websites (80%). B2B marketing is a machine with different moving parts.
  • VIEWPOINT  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Marketing Needs to Put Skin in the Game
    Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Approximately 35% need to be sourced by sales. Tier 2: Inside Commercial Accounts.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Salespeople Need More Ego, Not Less
    This becomes a big factor of the customer experience during a sales cycle, not to mention your working relationships with your coworkers and manager. High-ego salespeople realize that there needs to be a mutual fit for them to get a sale. They work in a strong sales culture. They’re immunized against sales “rejection flu”. 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] Still Wondering How to Get Started in Social Media in 2016?
    If you are looking to drive leads for a B2B company, online sales for a B2C company, or store traffic for a retail establishment, you do the same thing with social media. Again, engagement and audience building is important, but your overall goals need to align with the rest of your company. And it’s still growing.
  • KAPOST  |  FRIDAY, MAY 20, 2016
    [Companies, Sales] How to Beat 27 Million Competitors at the Content Game
    It’s one thing to live and breathe content strategy, but those efforts will fall flat if B2B marketers aren’t optimized for sales-qualified leads and revenue. According to  Content Marketing Institute , 88% of B2B marketers employ content marketing techniques, but only 30% believe their companies use them effectively.
  • INTEGRATED B2B  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] What the B2B CEO really thinks of marketing
    The role of marketing in B2B companies is often debated. There is a growing amount of research into marketing’s contribution to performance at B2B companies. The companies in the study were from various industry sectors, including manufacturing, engineering, services, IT, financial, pharmaceutical and maritime. Marketer CEOs.
  • BIZIBLE  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] Why ABM Marketers Need A Predictive Account Engagement Score
    An account engagement score is the final middle-of-the-funnel metric that wraps up the success (or lack of success) of existing marketing efforts into an effective and easy to use tool for the marketing and sales teams to prioritize accounts that are most likely to become customers. Aligning the Sales and Marketing Teams.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] How to Screw Up a First Sales Meeting Fast
    You've been dying to work with this company for months and you're finally on their radar! Sometimes just getting that first meeting feels like a major victory! You can't wait for the first meeting—and neither can they. You've piqued their curiosity and they want to learn more
  • 6SENSE  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] Founder Q&A: Predictive Powered Account Based Marketing
    Q1: When should a company consider an ABM strategy? When does sales not sell to accounts? Q2: How does ABM help align sales and marketing teams? ABM aligns sales and marketing through omni-channel prospecting, from marketing messaging to sales outbound prospecting. Timing is everything in sales and marketing.
  • CONTENT STANDARD  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] 4 Tips for Sales Enablement: How a Moment of Panic Led to Better Salesforce Adoption
    About a year ago, I had a moment of panic at the office in regards to sales enablement. As the Salesforce admin for Skyword, a co-worker came up to me after a month of being employed at the company and asked “Adam, I’m having a hard time editing one of my leads. Can you show me how to change the Lead Status ?”
  • CONTENT STANDARD  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] 4 Tips for Sales Enablement: How a Moment of Panic Led to Better Salesforce Adoption
    About a year ago, I had a moment of panic at the office in regards to sales enablement. As the Salesforce admin for Skyword, a co-worker came up to me after a month of being employed at the company and asked “Adam, I’m having a hard time editing one of my leads. Can you show me how to change the Lead Status ?”
  • HALEY MARKETING  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] Which Makes a Better Impression on You…
    Formally train all your front-line personnel – from reception to sales to accounting – to represent themselves and your company in a positive way. …a website that’s intuitive, simple and welcoming – or one with copy so dense that it’s impossible to find what you need? Expectations are high. Not sure?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] Research shows content engagement is disconnected from brand goals. What’s next?
    But for many companies who have been toiling at the content mill for years now, this is simply not enough. In fact, research conducted by marketing intelligence company Affinio shows that approximately 70 percent of the time, our audience does not react to our content at all … they lurk. Reach. Brand resonance. Reaction. Reach.
  • SALES ENGINE  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] B2B Content Marketing Strategy Should Focus on Developing Lead Intelligence
    In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. How can sales use lead intelligence used to get in front of prospects?
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines. 30% are not decision-makers.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines. 30% are not decision-makers.
  • HUBSPOT  |  THURSDAY, MAY 19, 2016
    [Companies, Sales] From Cubicles to Coworking Spaces: What's Your Company's Ideal Workspace? [Infographic]
    True, you can’t redesign your office every time you hire a new employee, but you can consider different employees’ needs in order to build a workplace that is as comfortable for the sales team as it is for the designers. Workplace design is a hot topic today. But what office setup is the best? Productivity Office Life Daily IGSS
  • KEO MARKETING  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] New Marketer’s Guide Delivers Five Advanced Content Marketing Techniques
    This guide for marketers helps B2B companies produce much more compelling and innovative content that will cause recipient to actively engage with the brand. Leading B2B Marketing Agency, KEO Marketing, Releases Guide for Standing Out in the World of Content Marketing. Phoenix, AZ.  But now it is too much. About KEO Marketing. KEO News
  • VIDYARD  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Video Fails Sometimes: Some Old Advice to Achieve Marketing Success
    Company*. If your audience is very engaged with you, the same type of video over and over might work well, but for most B2B companies, that just isn’t the case. Well, it’s kind of reversed, but if all you have is a video, you can’t expect your sales team to be sieged with leads. That book is indeed pretty dark stuff. Last Name*.
  • KEO MARKETING  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] How to Bridge the Customer’s Trust Gap
    Does your company use a direct sales force? If so, there is new research that shines light on the needs and wants of buyers and the disconnect between those buyers and the sales force. Potential customers don’t trust the information they get from the sales force. It’s a disconnect of trust (a ‘trust gap’ if you will). 
  • SNAPAPP  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] “Your Content Can Change People’s Lives” – Neil Patel on the Power of Interactive Content
    Think of the ability to calculate your own departments ROI by using a customizable calculator , or quickly navigating a product picker assessment that identifies exactly the right choice , without having to do comparisons, talk to sales, sit on hold. Successful content campaigns increasingly have a common element: engagement. Easy, right?
  • INFER  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing
    provider of security data and analytics solutions, the publicly traded company has experienced major growth in recent years and needed a better way to qualify best-fit prospects. The post Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.
  • INFER  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing
    provider of security data and analytics solutions, the publicly traded company has experienced major growth in recent years and needed a better way to qualify best-fit prospects. The post Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.
  • VIEWPOINT  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] An Allbound Marketing Approach Closes Your Revenue Gaps
    How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For B2B companies with a complex sales process, more than half need to be outbound sourced.
  • ION INTERACTIVE  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Optimizing Your Content for Account-Based Marketing
    First and foremost, sales and marketing need to be aligned in order to make content creation easier. When marketing knows your sales goals and target accounts, their approach to creating content will be more effective. As a content marketer here at ion, I understand the goals and strategy for both sales and marketing.
  • BIZNOLOGY  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Speed up your sales with scientifically proven writing tips
    In this webinar with Heather Lloyd-Martin of SuccessWorks, she discusses tips for writing better sales copy. You’ve struggled over your sales copy, created what you thought was a persuasive page, and waited for conversions to start clicking. Instead of making massive sales, your sales pages are falling flat… and you don’t know why.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Content Marketing Strategy: How to Create Cross-Team Alignment
    Average website conversion for companies with defined processes is more than twice that of companies without (5.9% vs. 3.8%). Perhaps we'd measure the number of opportunities that turned into closed deals, to provide insight into how product marketing materials supported our sales team (although multiple factors may be at play).
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] Personalization Makes Programmatic Advertising a Win-Win
    Companies currently store massive amounts of data in publisher platforms and data management platforms (DMPs), never mind the personal customer and profile data already stored in their marketing automation database. The next best offer is all about driving an immediate, second sale. an instructional video).
  • ACT-ON  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] 7 Things About Online Reviews Every B2B Business Needs to Know
    There is less data available about how B2B companies are affected by online reviews than there is for B2C companies. So while we don’t talk as much about online reviews for B2B companies, it’s not like B2Bers are in a review-free environment. hope that makes it clear how critical online reviews are to B2B companies.
  • CEROS  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] What Does Content Marketing Maturity Look Like?
    The one-size-fits-all, sales-focused content of old no longer flies, and our approach has evolved on both the creative and technical side. Lead Gen & Nurture: How you generate leads and nurture them down the funnel to sales readiness. Sales-focused content. Company blog. Content less focused on sales messaging.
  • PUREB2B  |  WEDNESDAY, MAY 18, 2016
    [Companies, Sales] B2B Business Blogging Tips: How to Generate More Leads and Sales Opportunities
    Some B2B companies still haven’t adopted blogging as a business function despite its obvious benefits. The content that you publish on your site can bring in new visitors (and potential customers) as they search for information relevant to the products and services that your company has to offer. Why You Should Blog for Your Business.
  • 3D2B  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] Inbound Lead Conversion Tips You Need to Know
    One won’t ignite your sales. Now you just need the match that ignites leads and transforms them into sales. Set the Parameters for Sales and Marketing Qualified Leads Contrary to popular opinion, when someone fills out a form on your website, it generally is not a qualified lead. The other won’t start a fire. Qualify leads.
  • MARKETRI  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] Is Your B2B Company’s Marketing Department Top or Bottom Heavy?
    You know I’m referring to the sales funnel, right? A few years ago, most marketers didn’t make a strong distinction between top-of-the-funnel and bottom-of-the-funnel marketing and marketers. It could be the issue weighting down your growth efforts. The reality? This imbalance almost surely results in unrealized opportunities.
  • READYPULSE  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] Understanding Brand Ambassadors & Social Influencers
    The prevalence of social media usage among consumers is changing the way companies set out to market their brand. In order for your influencer marketing strategy to achieve the desired outcome of increasing exposure and sales for your brand, it must be authentic. Brand Ambassadors. Social Influencers. Paid vs. Unpaid. Value.
  • BIZIBLE  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] The Data-Driven Marketer's Guide to SiriusDecisions Summit 2016
    The four-day conference features the latest B2B research and insights, as well as intimate breakout sessions with SiriusDecisions analysts on niche topics, all with the focus of operationalizing your company’s growth strategy. Attribution is the final brushstroke on your sales and marketing masterpiece. Click Image to View Larger).
  • KAON  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] Kaon Interactive WINS the 2016 SBANE Innovation Award!
    Two companies were honored as “Rising Stars”, who are in the early stage of development and have clearly demonstrated the validity of their business. The New England Innovation Awards Program was started in 1986 and, since then, almost 200 companies have won this prestigious award. This year has been no exception.
  • ANNUITAS  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] Email Deliverability and Data Quality
    Often times your sales or marketing team will pressure you to purchase a list. As we see all too often, “poor data quality can cost companies 15% to 25% (or more) of their operating budget,” said Larry English, founder of Information Impact International and developer of the Total Information quality Management (TIQM) methodology.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] 5 Key Steps to Consider When Guest Blogging
    Your name / company / brief company description. What works or has been written on your own company’s blog may not necessarily align with the publication’s tone or style. When guest posting, always remember you are the guest and your contribution should offer value, not come off as a sales pitch. Identify Opportunities.
  • SNAPAPP  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] What Are Customers Looking for at the Bottom of the Funnel?
    Take this example from Super Spicy Media , a social media management company. They show how their services helped a company working with this highly specialized subject matter used their tools to produce amazing results. In order to convert, those questions need to be addressed – and addressed quickly. Enter social proof. Image source.
  • HUBSPOT  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] 4 Attention-Grabbing Examples of User-Generated Content in Ecommerce
    cosmetics company gives customers the option to submit original photos with their product reviews. Industry-specific measurements enhance reviews and ensure that the most important information that can make or break a sale is communicated to new shoppers. Shows Real Products on Real People. MVMT Mixes UGC and Product Pictures.
  • HUBSPOT  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] Skill Up, Start Up & Scale Up: 5 Online Talks on Career-Building for Marketing & Sales Professionals [Video Series]
    From the moment we enter the working world, we are faced with challenges -- solving complex problems, growing a team, improving how our companies do business -- that require us to continually grow our existing skill sets. “Always be learning.". It's a simple yet powerful statement for anyone in today's workforce. What have you learned?
  • WEBBIQUITY  |  TUESDAY, MAY 17, 2016
    [Companies, Sales] The 14 Best Content Planning and Research Tools
    Those decisions will start with your company’s content strategy and collaboration between marketing, PR and sales. With 93% of B2B marketers now using content marketing to build brand awareness and generate leads, success going forward will require producing higher-quality content —not just more of it. Pricing: free. BuzzBlogger.
  • LEANDATA  |  MONDAY, MAY 16, 2016
    [Companies, Sales] How LeanData Stacks Up
    An account-based solutions platform company, LeanData was featured in nine of the entries: 22 percent of the competitors. His 2016 landscape included an astounding 3,874 vendors — more than double from last year’s figure of 1,876 companies. Account-Based Sales & Marketing LeanData NewsThat always got the audience’s interest.
  • NUSPARK  |  MONDAY, MAY 16, 2016
    [Companies, Sales] A CMO’s Guide to Conversion Metrics with Google Adwords
    Google AdWords continues to expand and improve conversion tracking metrics, and without a full understanding of the data provided, your firm may not be optimized with regard to generating efficient quality leads and sales.  Organic listings are typically company listings, review-type blog posts and software solutions. Top funnel.
  • HUBSPOT  |  MONDAY, MAY 16, 2016
    [Companies, Sales] The 5 Most Common Mistakes Made By Veteran Inbound Marketers
    We look at what they’re doing to generate and nurture leads, how they’re utilizing their website and other digital (and non-digital) communication channels and how that all aligns with and connects to their sales approach. My sense is that she is not alone. I’m increasingly hearing the grumbles of frustration from inbound practitioners.
  • LEANDATA  |  MONDAY, MAY 16, 2016
    [Companies, Sales] Frugality, Ping-Pong Tables and Silicon Valley Startups
    So Guerra, the president and co-founder of the well-funded mobile app security company, said they made a more pragmatic decision. Companies are becoming more cautious.”. Meanwhile, the warnings continue about the fragile health of the unicorns — companies with a paper value of $1 billion or more. High rents. Domingo Guerra.
  • HINGE MARKETING  |  MONDAY, MAY 16, 2016
    [Companies, Sales] Expertise as a Differentiation Strategy
    Our research highlights the reasons why a company would select one professional services firm over another. If a company does not believe their current provider can solve a problem, they will look for someone who can. Download our free book Inside the Buyer’s Brain to learn more about what sets sales winners apart from runners-up.
  • 6SENSE  |  MONDAY, MAY 16, 2016
    [Companies, Sales] SiriusDecisions Summit: The Art and Science of Predictive Intelligence
    The rigor and analytics that define modern-day marketing have allowed marketers to build the growth engines for their companies, better understand their audience, drive ruthless efficiency and enter the C-suite. B2B buyers today are asking more than ever of marketing and sales. The best marketers are storytellers at heart. Latest
  • INFER  |  MONDAY, MAY 16, 2016
    [Companies, Sales] The Risks of Blending Customer Signals from Disparate Sources
    When it comes to business-to-business customer analytics, there’s a wide range of signals to choose from – a company’s business model, technology vendors, relevant job postings, public filings, social presence, website activities, marketing engagement, third-party intent data, and other attributes. Originally Posted on Data Informed.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 16, 2016
    [Companies, Sales] 10 Marketing Automation Lessons from Bad Stock Photos
    If you are a global company, your prospects and customers might be celebrating holidays that you don't even know about. We are all looking for hot leads, and when a lead looks to be on fire, you just can't get it to sales fast enough. Sales can likely use their normally follow-up process. 6. Some made me laugh out loud.
  • CONTENT STANDARD  |  MONDAY, MAY 16, 2016
    [Companies, Sales] What’s the Difference Between an Experience and a Customer Experience?
    Kohn’s friend, using a credit card, paid $12.48, plus shipping, to have the album delivered to his house, marking the first ever sale on the internet. Today, eMarketer projects e-commerce sales will surpass $3.5 The quality of this experience is defined by the company but measured by the customer.” Cable company.
  • CONTENT STANDARD  |  MONDAY, MAY 16, 2016
    [Companies, Sales] What’s the Difference Between an Experience and a Customer Experience?
    Kohn’s friend, using a credit card, paid $12.48, plus shipping, to have the album delivered to his house, marking the first ever sale on the internet. Today, eMarketer projects e-commerce sales will surpass $3.5 The quality of this experience is defined by the company but measured by the customer.” Cable company.
  • VIDYARD  |  MONDAY, MAY 16, 2016
    [Companies, Sales] Vidyard Hires Proven Sales Leader Darren Suomi To Lead Global Sales
    KITCHENER, Ontario – May 16, 2016 – Vidyard , the video intelligence platform for business, today announced the addition of Darren Suomi as the company’s new Senior Vice President of Global Sales to help address the growing demand for video platform solutions in North America and beyond. About Vidyard. Media Contact: Brad Hem.
  • KAPOST  |  MONDAY, MAY 16, 2016
    [Companies, Sales] Great B2B Customer Experiences Require Customer-Centric Marketing
    The report defines customer experience as: Customer experience encompasses each interaction between a customer and brand across channels (social media, website, email, sales, etc.) It’s important to remember that customer experience is the sum of all the interactions your buyers and customers have with your company. Why not? Process.
  • MI6 MARKETING AGENCY  |  SATURDAY, MAY 14, 2016
    [Companies, Sales] Mi6 Agency’s Top Charts for May 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! Is it key contacts created or sales opportunities generated? Two charts will be featured each week with some insights and thoughts from the author. Week of May 2nd. Sources.
  • LATTICE  |  FRIDAY, MAY 13, 2016
    [Companies, Sales] The Age of Transparency
    Companies need to be transparent about what their goals are, and how those are shared with teams. Marketing and sales teams need to be transparent with each other about what prospects they’re pursuing, and why. And MarTech vendors need to be transparent about how they can actually help marketers improve their company’s bottom line.
  • HUBSPOT  |  FRIDAY, MAY 13, 2016
    [Companies, Sales] How to Upgrade Your B2B Marketing Strategy with AdWords
    Searchers can learn more about your company without clicking your ad
. With ad extensions, marketers can not only include more information about the company (using callout extensions and structured snippets), but they can also include four more links in addition to the main landing page. Neatly Organize Your Keywords and Ad Groups.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MAY 13, 2016
    [Companies, Sales] How Industrial Marketing Influences Buyers
    Industrial marketing precedes industrial sales. That’s because these industrial companies have traditionally depended on sales teams to drive their lead generation efforts from start to finish. That is the reality today. This is only a content summary. Please click on the headline to read the full article.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 13, 2016
    [Companies, Sales] The Problem With Sales Enablement (and How to Fix It)
    Author: Randy Frisch Content can help your sales team build relationships, handle objections, target key accounts, and expedite the sales cycle. So, why is it that according to the American Marketing Association,  90% of content goes unused by sales ? When Sales Isn’t Exactly “Enabled”. Arm Your Sales Team for Success.
  • VIEWPOINT  |  FRIDAY, MAY 13, 2016
    [Companies, Sales] What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
    How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. It took less than two years for the company to go through $100 million. Define what a lead is.
  • INFLUITIVE B2B  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] The One Thing Your Account-Based Marketing Strategy Is Missing
    Today’s empowered customers expect the interactions they have with your sales and marketing teams to be highly personalized and relevant—which can make striking up valuable conversations with prospects challenging. Social proof can’t come from the company. Advocates help companies grow 2.5 Create your dream ABM program!
  • MODERN B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] Live From The Marketing Nation Summit Sessions: ABM, Content Marketing, Women In Tech and More
    Joe argued that “in an ABM world, sales enablement is a necessity” and that as you think about your ABM strategy, it’s important to start small and identify the pools of accounts that are most valuable to fish in. It all starts with having the right strategy in place: Set your goals for sales, savings, or sunshine (e.g. Be patient.
  • HINGE MARKETING  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] Content Marketing to Generate and Qualify Website Leads
    Companies that commit to a content marketing strategy grow up to four times faster and are two times more profitable than other firms, according to our study of online marketing for professional services. Often the criteria applied when you first generate a lead is meant to gauge how “sales ready” the website lead is.
  • HALEY MARKETING  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] Haley Marketing Announces New Content Marketing Promotion
    This promotion is ideal for staffing and recruiting firms looking to stay top-of-mind with clients, prospects and candidates, while adding value and driving more sales. The company provides services to more than 1,000 staffing and recruiting firms throughout the world. For Immediate Release. 5/12/2016. Williamsville, NY. And more!
  • SALES ENGINE  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] Why Perfect Branding Isn’t Enough to Connect with Buyers
    Once upon a time, branding was an indispensable part of a company’s success in B2B sales. Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentations were all devised for a simple overarching purpose: to get sales in the door. This relationship was not always about the sale.
  • SNAPAPP  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] 7 Creative Examples of Bottom-of-the-Funnel Marketing
    But you just can’t deploy standard content and hope it sticks for leads who are this far down the sales funnel. Most of the time, it’s the sales team that’s working with bottom of the funnel leads, using channels like the company website, social media, a CRM, or online communities to continue the conversation. Image source. 2.
  • INFER  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] How Social Tables Captures New Revenue Opportunities with Infer
    When the company looked to expand its business last year, the marketing team added more passive channels to drive new inquiries at the top of the funnel. Better qualify prospects through targeted outreach, resulting in deeper cross-functional alignment and a boost in sales efficiencies.
  • ION INTERACTIVE  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] Account-Based Marketing Roundup #ABM
    Implementing ABM will disrupt your sales and marketing organization. Shashi Upadhyay of Lattice Engines does a great job of laying out what will change the sales and marketing landscape. The big learning here — ABM will disrupt and cause a few growing pains, BUT everyone will benefit — sales and marketing! 4.
  • DISCOVERORG  |  THURSDAY, MAY 12, 2016
    [Companies, Sales] 5 Books & Blogs That Will Make You Better at Inside Sales
    So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. Check it out! 5) Sales Hacker.
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