• HUBSPOT  |  SATURDAY, JULY 26, 2014
    [Companies, Sales] The Anatomy of a Strong Company Name
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. If you were trying to sell property in a run-down section of town, calling it a "construction zone" wouldn’t generate many sales. Car companies are a prime example of this technique. inbound sale
  • FATHOM  |  FRIDAY, JULY 25, 2014
    [Companies, Sales] Your Website’s Four Most Important Pages
    Unfortunately, too many companies take an encyclopedic and jargon-laced approach to their product page. Instead Differentiating Services Page:  Chances are you are not the only company in the world that sells your product or service. Instead, they will visit multiple times throughout their entire journey with your company.
  • FATHOM  |  FRIDAY, JULY 25, 2014
    [Companies, Sales] Data Dictionaries: Why They’re Important for Every Company
    Many people seem to be aware of the fact that data dictionaries are important for their company, but can’t say exactly what they are or why they’re important. Data dictionaries play a crucial role in ensuring a company’s data management system—e.g., Sales & Marketing Alignment Sales Operations data dictionary
  • MARKETING ACTION  |  FRIDAY, JULY 25, 2014
    [Companies, Sales] Sales and Marketing Alignment: the Essentials
    'It’s a legendary conundrum: Sales and marketing cooperation is hampered by a lack of communication and agreement. The first step to fostering cooperation is for sales and marketing to agree to sit down and speak with each other. You both have to put the company goals and a commitment to cooperation ahead of turf squabbles and egos.
  • CRIMSON MARKETING  |  THURSDAY, JULY 24, 2014
    [Companies, Sales] From Demand Generation to Revenue Generation: How to Become a Revenue-Driven Marketer [Infographic]
    Today, marketers must demonstrate how marketing will contribute to the company’s top-line revenue growth, or be prepared to change careers.      . That means coming to the table with a revenue marketing forecast and aligning tightly with sales to ensure the revenue goal is met. Speak the same language as sales .
  • HUBSPOT  |  THURSDAY, JULY 24, 2014
    [Companies, Sales] 25 Must-Tweet Inspirational Quotes From Inbound Experts
    4) “Great companies start because the founders want to change the world. 19) "Start with the soul and end with the sale. Marcus Sheridan, Founder of The Sales Lion. Dan Tyre, Sales Director, HubSpot. 'When do you feel most inspired? Lots of people feel most inspired at events. 1) “So the pie isn''t perfect?
  • BIZNOLOGY  |  THURSDAY, JULY 24, 2014
    [Companies, Sales] e-Commerce SEO: How to avoid eBay’s $200 million Panda mistake
    I’ve worked with companies that handled billions of dollars in daily turnover and can honestly tell you that no one treats a couple hundred million like it’s pocket change. Using your analytics and your sales data, determine which product pages are most important to your business. The lesson: Don’t do that.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 24, 2014
    [Companies, Sales] Do B2B Companies Really Need to Be on Facebook?
    'Many B2B companies start their social media efforts by gravitating to the large, common platforms and setting up profiles. B2B companies need to use these social media platforms to achieve higher level business goals that others in the organization are tracking and supporting. Increasing sales is a business goal. ” 5.
  • MARKETING ACTION  |  THURSDAY, JULY 24, 2014
    [Companies, Sales] The Modern Marketing Agency Pitch
    Include compelling industry stats that resonate, and screenshots of reports that demonstrate key results, such as clickthroughs, increases in the delivery and quantity of sales-qualified leads, and sales conversions. If you don’t win the business, well, maybe there’s another opportunity with a similar company in the same industry.
  • FATHOM  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] E-Commerce Calls-To-Action
    Men’s shirts on sale. Calls-to-action like “shop women’s” and “men’s shirts on sale” help direct the shopper to exactly the desired place on the website without thinking. 'We all know that the marketer’s ultimate goal for retail Web page visitors is conversion. Here is where a call-to-action can help.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] Sales and Marketing Alignment Equals More Revenue
    'AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It’s no secret that your inside sales team will close more deals when funneled high quality leads.
  • BIZNOLOGY  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] Fresh Insights in Selling to SMBs
    You’ve got a tighter decision-making unit and shorter sales cycles.  And you’ve got a lot of company.  A well-trained sales force, enabled with informative materials, both digital and print, email, phone and trade show support. SMB is where there’s enough volume to do plenty of testing. One new set comes from Bredin, Inc.,
  • WRITTENT  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] 9 Pillars for a Killer Content Marketing Strategy
    Would you like to generate more leads, sales, and business? 70% of people would rather learn about a company through articles than through ads. Consumers will avoid spammy material, whereas they will hold your company in high esteem if you prove to be authentic. 'Image source. Two words: content marketing. Be Consistent.
  • NUSPARK  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] The benefits of outsourcing telemarketing as part of your demand gen program
    By creating the demand that will pull the potential client or customer into a decision that is favorable to your company, you are accelerating and therefore shortening the marketing / sales cycle. All of the many tools at your disposal should be brought to bear on this activity as marketing has changed within the last several decades.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] Your Customers Want to Talk to You
    It goes something like this: I have a question/problem/complaint and I would like to share that with the company that sold me the product. If you are like most companies, you will fail to provide that information. Sales Person: We don’t want to talk to customers. Sales Person: We don’t want to talk to job-seekers. a pop.
  • MARKETING ACTION  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] Customer Lifecycle Marketing: Reporting, Part 2
    These are typically the stages that garner the most attention, as lead generation remains the most pressing concern at the typical company. In Part 2, we cover the stages of nurturing, converting to a sales-qualified lead, and post-sale retention and expansion, each of which contributes significantly to both costs and revenue.
  • VIDYARD  |  WEDNESDAY, JULY 23, 2014
    [Companies, Sales] 3 Questions You Can Ask to Become a Data-Driven Video Marketer
    It’s true many brands have their sights set on becoming media companies and content machines, and it’s also true that you can connect videos to real ROI , but video marketing has to start with a clear plan outlining your purpose, your KPIs, and your planned tactics to push your content to it’s full potential. My advice? month?
  • FATHOM  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] Guide Campaigns in Assisted Living Marketing: A Case Study
    'Can a Guide Campaign jump-start your senior living company’s digital marketing efforts? Where this Senior Living Guide makes a difference is in capturing that precious other 10% of  visitors – those at the proverbial “top” of the sales funnel who are still in research mode. You bet! think so.
  • FATHOM  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] Link Earning: The Combination of SEO & PR (A MozCon Takeaway)
    We’ve all heard it: Create great content, and an audience (and sales) will come. Find your company’s “expert(s).”. Get to know people in your company with industry authority (particularly in executive management) and assist to help them grow their audiences. Work on getting quotes from experts not in your company.
  • HUBSPOT  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] Is Your Email Marketing CAN-SPAM Compliant? 7 Common Mistakes People Make
    Sure, some companies try to find ways to convince you otherwise, but they still let you unsubscribe. Using her name in addition to the company adds another degree of personalization while making sure the person receiving the email knows it''s from a business. It was all very clear what New York & Company was advertising.
  • CRIMSON MARKETING  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] Mick Hollison, InsideSales.com CMO: How To Accelerate Sales Using Marketing Analytics [Podcast]
    This is the basic philosophy of sales acceleration platform InsideSales.com in a world where the marketing and sales ends of the customer acquisition funnel are looking more and more alike. To compete in this type of marketplace, B2B companies must engage buyers quickly, repeatedly and efficiently. LOT, it turns out.
  • VIRALLY BLOG  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] ROI for content marketing
    So as a modern marketer sometimes a lot of what we do does not directly lead to sales per action we take. Virally can also help bridge the gap between sales and marketing by giving you an insight into who your audience is. Whats the value of a lead to your company and would knowing who your audience are help you serve them better?
  • LEADERSHIP  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] “Break the Ice” with B2B Lead Generation Programs that Work
    We need an ice-breaker for companies to get past these hurdles. We want to control how buyers behave so we can shorten the sales cycle, make them buy more, keep them loyal; we keep at it to somehow get in control.  Are you the ice cube in your B2B company’s lead generation efforts? would definitely be stumped! Break the ice.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] How to Leverage Trigger Events for Faster Sales
    trigger event is a sudden change in a company''s priorities. Here are some examples of events that can potentially create sales opportunities for you: Trigger Events 'Have you ever heard of trigger events? If not, you''re in for a wonderful wakeup call.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting
    'The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. In a discovery call about that company, ask these 4 questions to get a real feel for the way they conduct their business. Most people''s answer would be: cost.
  • VERTICAL RESPONSE  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] 5 Pinterest Tactics + Back-to-School = A+ Sales
    With that, here are 5 Pinterest tactics, ideas and inspiration for anyone wanting a slice of those back-to-school sales: 1. Back-to-school can be stressful for parents and kids, so businesses like spas, wineries, travel companies, and acupuncturists can create stress-free back-to-school boards. I’m with you, but guess what?
  • MODERN B2B MARKETING  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] 4 Ways a Longer Consumer Buying Cycle Can Work FOR You
    It’s difficult to tell which of your past marketing efforts affected the sale, or to prove that your current efforts are worth the investment. For example, let’s say Rita is interested a home security system from your company. 'Author: Maggie Jones Marketing consumer products with a long buying cycle can be a blessing and curse.
  • SALES CHALLENGER  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] Want to Hire Challengers? Redesign Your Job Postings First!
    'In previous posts, we have written about how sales organizations are increasingly implementing Insight Selling to equip their sales force to sell in today’s complex selling environment. When you couple this with the issue of an aging sales force, hiring quality sales talent has become a pressing issue for most organizations.
  • HUBSPOT  |  TUESDAY, JULY 22, 2014
    [Companies, Sales] Hiring Experts Tell All: What They REALLY Want to See on Your Resume
    Same with sales – salespeople have to write emails all day long, so have you mastered the crisp, business style of writing? If you already live near the company''s office, great! If the company doesn’t offer relocation packages, will you be able to afford taking the job and moving anyway? Companies and Titles.
  • BLUE FOCUS MARKETING  |  MONDAY, JULY 21, 2014
    [Companies, Sales] #TEDx: The @SocialEmployee: How Authenticity & Trust Generate #SocialSelling #SocBiz #Salesforce
    The sales pitch is even less effective on social media than it is through traditional channels (and it’s not very successful there, either). This raises the inevitable question: If you can’t hard-sell your prospects, how do you generate sales? Movéo Integrated Branding, and journalist for The Economist and Fast Company.
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Companies, Sales] Video Marketing Pioneer Vidyard Appoints New Chief Marketing Officer
    'Vidyard, the world’s leading video marketing platform, today announced the hire of Tyler Lessard as their new Chief Marketing Officer to help the company extend its market leadership and sales momentum. Since the company’s founding in 2010, it has raised more than $8.5 Press Releases
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Companies, Sales] Vidyard Launches Video App on Salesforce.com’s AppExchange, the World’s Leading Business Apps Marketplace
    Individual viewing history can be tracked right within Salesforce, making targeted sales conversations easier than ever. “At Vidyard, we believe that video assets are the most powerful sales tool, but never before has it been possible to integrate video into the sales process through the cloud. Press Releases
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Companies, Sales] Vidyard Integrates With Marketo to Fill Huge Demand for Video Marketing ROI
    The integration drew crowds of enthusiastic Marketo customers at the 2013 Marketo Summit, where the company unveiled its new line of built-in video marketing tools and analytics powered by Vidyard. It’s our mission to transform how companies grow their business with video, and we’re doing it right now with Marketo users.”
  • HUBSPOT  |  MONDAY, JULY 21, 2014
    [Companies, Sales] A 3-Step Framework for Leading a World-Class Marketing Team
    Sitting at the intersection of social, content, digital analytics, and PPC, top CMOs know that their companies’ marketing engines are only as strong as the people behind the scenes. These metrics must be cross-functional to support product launches, sales pushes, and core revenue initiatives. Step 2: Cultivate Balanced Skillsets.
  • HUBSPOT  |  MONDAY, JULY 21, 2014
    [Companies, Sales] 10 Things Every Email Marketer Can Relate To
    Consider transitioning to an inbound strategy if you haven''t already -- it will improve your channel''s effectiveness as well as your company''s credibility. Sales notifications , so you can alert a sales rep when their leads complete an action such as submitting a decision-stage form. source: [link]. We''ve all done it.
  • B2B INTERNET MARKETING STRATEGIES  |  MONDAY, JULY 21, 2014
    [Companies, Sales] Total Marketing Automation: The North Star of All Marketing Engines
    Total Marketing Automation is a simple goal:  Put yourself, the Marketing department, and the Sales department out of business by automating every aspect of the customer experience touched by Marketing or Sales. 'If you’re a modern digital marketer, you know that marketing engines, not marketing campaigns , are the future of marketing.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 21, 2014
    [Companies, Sales] 5 Reasons SMBs Should Be Tracking Marketing Spend
    Newspapers, bulletin boards, and other print ad sellers will negotiate better rates for companies who run ads consistently. You can turn anyone who answers the phone into a knowledgeable sales professional. 'SMBs have a lot on their plates. You can reach target audiences. You can negotiate better ad rates. Want to learn more?
  • BIZNOLOGY  |  MONDAY, JULY 21, 2014
    [Companies, Sales] 12 experts define Key Performance Indicators (KPIs)
    Will you: Shorten the sales cycle by half. For example, if you wanted to shorten the sales cycle by half, you could measure:  Keyword search for the term(s) that describe the need your brand meets. Sales (if products are sold on your site). Should not constitute every company metric for analysis and evlaution.
  • MODERN B2B MARKETING  |  MONDAY, JULY 21, 2014
    [Companies, Sales] 5 Reasons to Invest in Interactive Content
    So how can you, your company, and your content marketing stand apart? recently came across a blog post by Scott Brinker of ion interactive, explaining why they bet the whole company on marketing apps. Reason #5: Accelerated Sales Cycle. And with that, you’re already further along in the sales cycle. The “Guess Which Won?”
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 21, 2014
    [Companies, Sales] Partner Hiring and Training
    Non-productive partner companies often hire the best, but fall short at training their talent. At the Summit, as you walk the Exhibit Hall looking for new business opportunities and when talking to existing or new potential vendors, look beyond the sales stories and investigate new partner onboarding programs. By Ken Thoreson.
  • SALES CHALLENGER  |  MONDAY, JULY 21, 2014
    [Companies, Sales] 5 Statistics Every Sales Executive Must Know
    'There has been much disruption in the sales world in recent years. And, as we studied these disruptions and associated challenges, our research has thrown some pretty cool (and scary) statistics that debunk conventional wisdom and will forever change the way sales organizations operate. An average of 5.4
  • THE FORWARD OBSERVER  |  MONDAY, JULY 21, 2014
    [Companies, Sales] How To Link Inbound Marketing With Trade Show Success
    In essence, inbound marketing pulls customers to your company instead of shouting at them with interruptive messages. For many companies, trade shows have played an important role in reaching their marketing and sales objectives. The goals of a trade show can include: An increase in new leads and sales. They sure can.
  • FATHOM  |  MONDAY, JULY 21, 2014
    [Companies, Sales] Laws of Marketing Power: Master the Art of Timing
    It is also knowing when to buy and sell assets like property or stock in a company. By timing communication well with your buyer, you speed along a sale. product after-sales service) or contract (e.g., However, the wrong approach can derail a near-sure sale. Sales & Marketing Alignment 48 laws of power
  • MARKETING ACTION  |  MONDAY, JULY 21, 2014
    [Companies, Sales] 5 Habits of Superstar Marketers
    Investment in marketing, whether in dollars or staff resources, is meant to generate or maintain company revenue. Market yourself, your skills, and your contribution to the company in the same way that you would tackle the presentation of your marketing collateral. They volunteer or ask to be assigned to projects over their heads.
  • THE POINT  |  FRIDAY, JULY 18, 2014
    [Companies, Sales] Forrester thinks Content Marketing Isn’t Working – They’re Half Right
    'Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing. 51% responded “somewhat effectively”.
  • HUBSPOT  |  FRIDAY, JULY 18, 2014
    [Companies, Sales] The Fallacy of the Lazy Millennial
    'This post originally appeared on the Sales blog. To read more content like this, subscribe to Sales. In fact, we might argue that when hiring for your next role, especially in a sales or marketing capacity, you put the rumors to rest and hire a millennial to get sh*t done. They also might drink craft beer. Positive attitude.
  • BIZNOLOGY  |  FRIDAY, JULY 18, 2014
    [Companies, Sales] How do I track the source of phone calls?
    'I recently was working with a B2B company that does no tracking of how its digital marketing leads to offline sales. As an alternative, I’ve been suggesting companies put a special phone number on their website and use Google Voice to forward calls. But they don’t. Their first idea was a good one.
  • WINDMILL NETWORKING  |  FRIDAY, JULY 18, 2014
    [Companies, Sales] Is it Time for a Blogger Outreach Tool?
    'Since I work for a company that produces blogger outreach software, I’m quite familiar with the topic. Is it Time for a Blogger Outreach Tool? by Kristen Matthews - Maximize Social Business. Related Stories Blogger Relations Are the Perfect Advertising Foundation Is Your Brand Fan Friendly? Blogger Outreach
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] 4 Tips For Data-Driven Glory: Insights From Interact 2014
    At Oracle Marketing Cloud Interact , company representatives shared how they’re making sense of customer data to drive personalized experiences and, ultimately, results for the bottom line. These values meant little to the insurance giant’s senior leadership, who wanted to understand email’s impact on sales.
  • B2B MARKETING MENTOR  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] Survey: How to Get the Most Out of Brand Advocates
    the company thanking the customer or sharing their posts on social media). Inclusion in a customer loyalty or VIP program, offering perks such as product previews and the chance to give the company direct feedback. Most B2B companies’ referral programs are not very organized,” he says. Social recognition (e.g., Conclusion.
  • HUBSPOT  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] 6 Smart Strategies for Segmenting Your Dynamic CTAs
    Dynamic CTAs can change based on a person''s profile data or history of interactions with that particular company or website. Try thinking about the different stages in your sales cycle. 'Are you using calls-to-action in your marketing? What about dynamic calls-to-action? Not hip to the difference? Wrong. Share them in the comments!
  • ANNUITAS  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] Why Companies Don’t Market to Their Customers
    'I was recently onsite with a prospect and was told that if this company could simply add $10,000 to every customer renewal each year they would add $400,000,000 in incremental revenue to the bottom line.  Fundamentally, the same principles of Demand Generation apply in any sales instance –you need to Engage, Nurture and Convert your buyer. 
  • VIDYARD  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] How to Maximize Your Webinar Effectiveness With Proven Best Practices
    The result was a huge jump in potential audience – over 40,000 twitter followers combined, and thousands of newsletter subscribers across all six companies. Once your webinar is over, you can email everyone a quick thank-you note, and send them off to your sales team for follow up, right? 'Who doesn’t love a good webinar?
  • VERTICAL RESPONSE  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] How to Build Your Email List [GUIDE]
    They’re choosing to engage with your company, so you’re building a relationship and gaining trust. Readers can easily feel bombarded if too many sales pitches are sent their way. Leverage online sales. 'Building a quality, responsive email list is one of the most crucial steps for effective email marketing. Voila! .
  • MODERN B2B MARKETING  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] How to Double Your Marketing Team…WITHOUT New Hires
    To give you a little background,  I’d previously been working in sales, where I’d learned the importance of developing a relationship with your audience through educational, entertaining materials, rather than immediately delivering a hard sale. Seamless integration with sales data. Sales funnel reports.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] B2B Sales Teams Can Use Content Marketing to Generate Leads
    'My friend Tom Skotidas and I talked about what can finally bridge the gap between sales and marketing. We have been talking about the intersection of sales and content marketing for B2B companies. What happens when B2B sales teams start to understand what content converts. And the sharing of this content is trackable.
  • MARKETING ACTION  |  THURSDAY, JULY 17, 2014
    [Companies, Sales] Customer Lifecycle Marketing: Reporting, Part 1
    For example, it is marketing’s role to build awareness among prospects for the company and its products, so that the top of the funnel collects enough of those convertible leads. traditional sales funnel sketches the progressive relationship between buyer and seller from the sales rep’s point of view. Attract. your address).
  • THE FORWARD OBSERVER  |  WEDNESDAY, JULY 16, 2014
    [Companies, Sales] Inbound Marketing Takes Time: How Should You Be Using Yours?
    Your time and effort should include: Aligning Sales and Marketing. In B2B sales, one authoritative study has found that buyers are now at least 57% through their purchase before they first contact the seller. With the changing way that customers now buy, sales and marketing are being forced to work more closely together.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JULY 16, 2014
    [Companies, Sales] How Your Employees Can Make or Break Your Business
    'When business owners think about how they’re going to take their company to the next level, many factors enter into the equation: market share, revenue, product launches, and marketing, to name a few. Sales and Marketing: Passion, Knowledge, and Dedication. It’s not just the customer service team that represents the company.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
    And because of the changes in customer buying patterns, marketing programs, not sales efforts, now impact at least two-thirds of the buying process. 'by Kevin Akeroyd | Tweet this The onus is on us. The C-Suite expects marketers to be able to measurably contribute to the bottom line and deliver loyal customers who return time and time again.
  • BLUE FOCUS MARKETING  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] The Rise of the @SocialEmployee: How to Generate Word of Mouth #TEDx #SocBiz #SHRM
    While this may seem like a frightening prospect to some, I argue that it’s a win/win for both employee and employer: For companies, empowering social employees enables them to (a) become more authentic in their branding efforts, (b) retain high-value employees, and (c) increase leads and sales by meeting prospects at their preferred touch points.
  • 3D2B  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] How to Create a Good First Impression on a B2B Phone Call
    And if you’re trying to create B2B sales opportunities, you want the first impression you make on a phone sales call to be pleasant, professional and engaging so that your contact is happy to converse with you and you’re able to accomplish your goals. First impressions are powerful. Research. Craft Your Opening Statement. It’s simple.
  • WRITTENT  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] 6 Principles of Persuasion for an Amazing Copy
    Sales masters know how to get customers to commit early in the process. Maybe not to a sale, but to a test drive or a free demo. Your company doesn’t need to be everything to everyone, but you should have a very strong appeal to your ideal customers. 'What’s the best marketing you’ve ever encountered? campaign. Reciprocity.
  • ANNUITAS  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] Marketing & Sales Misalignment…the Impact
    'It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. First, start with a conversation between marketing and sales.
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] 5 Awkward Phone Conversations That Could Have Been Avoided With VBMA
    This is important for any department, really, but especially sales, when a potential sale rests on the rapport you’ve built with a prospect. Some conversations are just plain awkward and cannot be avoided, but here are a few ways you can use voice-based marketing automation (VBMA) to make them less painful. Minus the awkwardness.
  • VIEWPOINT  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] 5 Keys to Becoming a Sales First Company
    We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] Does a True Inside Sales Team Player Care About Getting Credit?
    Most of us will have to if we have any intention of working in a management capacity or in inside sales. Don''t get me wrong, assuming you’re working for the right company, those of you who deserve individual credit will be recognized. 'I''m a big teamwork guy. like when everyone can share credit. img source
  • MODERN B2B MARKETING  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] [Report] What Does Demand Generation Mean to You?
    But regardless of what else your marketing strategy needs to accomplish, demand generation (the process of generating promising buyers for the sales team) probably tops the list. But demand generation can mean quite different things to different marketing teams, and companies vary in how they define and measure it. Demand Generation
  • LEADERSHIP  |  TUESDAY, JULY 15, 2014
    [Companies, Sales] 10 Ways to Empower Channel Partners and Drive Sales Growth
    And ultimately, boost sales through their channel to drive revenue growth for their own organization as well as yours. 10 Essential Steps to Boost Sales Through Channel Partners. If you have a direct sales force in addition to channel partners, you need to ensure they are not competing with each other. Objection handling tools.
  • THE B2B RESEARCH BLOG  |  MONDAY, JULY 14, 2014
    [Companies, Sales] Insights from the B2B Barometer
    And the outlook remains rosy – 87% expect their company’s revenue to grow over the coming 12 months (which bodes well for next year’s round of budgets). Second, direct sales and telemarketing are ‘all-or-nothing’ channels.  Only one third (34%) use direct sales, but if they do it receives 21% of budget.  Yup, 39%. 
  • MODERN B2B MARKETING  |  MONDAY, JULY 14, 2014
    [Companies, Sales] The 3-Step Guide to Better Blogging
    Today, blogs are practically required of companies who take their marketing seriously, and for good reason – they’re a relatively inexpensive, but highly effective investment of your money and time. It also affects your company’s bottom line – according to InsideView, companies with an active blog generate 67% more sales leads per month.
  • VERTICAL RESPONSE  |  MONDAY, JULY 14, 2014
    [Companies, Sales] Smokin’ Hot Emails & Subject Lines for Summer
    Promote a summer sale One of the easiest ways to tie your email to the season is to promote a summer sale. Take a look at the email: You can also promote summer holiday sales like a Labor Day sale. Here are a few other summer sale examples: Summer sale! Must-have summer prints on sale now (Coach).
  • WRITTENT  |  MONDAY, JULY 14, 2014
    [Companies, Sales] 77+ Resources for Amazing Copywriting
    Your copy is your salesman, one that can directly determine the success of your website, marketing campaigns, and company. The Copywriter’s Roundtable – Expert direct response copywriter John Forde talks web copywriting, sales science, selling psychology, and more. Sales/Persuasion Psychology. Company News Copywriting
  • SALES CHALLENGER  |  MONDAY, JULY 14, 2014
    [Companies, Sales] 5 Principles to Managing CRM Data Quality
    'In response to increasing sales complexity, many organizations are “doubling down” on CRM to drive rep productivity, generate better insight, and improve customer experience. Hewlett Packard (HP), a global technology company, experienced a similar issue. CEB Sales Blog Sales & Service Sales and Marketing
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 14, 2014
    [Companies, Sales] 2014-15: Thought Leadership
    Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Ken’s latest book is “Leading High Performance Sales Teams”. What is Thought Leadership?
  • MARKETING ACTION  |  MONDAY, JULY 14, 2014
    [Companies, Sales] An Act-On Conversation: Aaron Bolshaw Talks Automated Email Programs … and Why They’re Awesome
    For both of those companies, it was a massive effort to launch an email. But I’m wondering why now … why automation was suddenly on your radar, particularly after you’d spent years doing email a different way, and a way that was normal at most companies? So you can take that list of 150 and hand it over to sales. 'Pure gold.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 14, 2014
    [Companies, Sales] Lead Nurturing: Why good call scripts are built on storytelling
    The company identifier. As a consequence, how you arrange the story your marketing efforts will make the difference between delivering information of true value, or just another frustrating sales pitch prospects don’t want to hear. 'Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them.
  • HUBSPOT  |  FRIDAY, JULY 11, 2014
    [Companies, Sales] Your Ultimate To-Do List for Your First 100 Days as an Inbound Marketer
    At the heart of it, you''ll be turning your focus away from company-focused marketing and toward customer-centric marketing. Your company''s plan could be tailored based on the goals you need to achieve. Companies often can have several different personas. Do your descriptions include a link to your company website?
  • HUBSPOT  |  FRIDAY, JULY 11, 2014
    [Companies, Sales] 20 Conversation Starters to Help Break the Ice at Networking Events
    'I''m going to the Sales 2.0 14) Are you or anyone at your company speaking at this event? conference on Monday with my colleague Emma. I''ve never been to a conference with her before, so we were talking about whether we each like networking (or whether we dread it). But if I''m not in that frame of mind? 4) That X looks great. Or St.
  • ANNUITAS  |  THURSDAY, JULY 10, 2014
    [Companies, Sales] BANT for Lead Qualification Just Won’t Work
    I am in the sales accepted stage of my buying process” said no B2B buyer ever!  Truth is, the B2B buying process is hardly linear and trying to use BANT at a defined stage of an internal sales process runs contrary to the buyers approach.  There is no room for BANT as that becomes the job of sales, not marketing. It doesn’t.
  • VIRALLY BLOG  |  THURSDAY, JULY 10, 2014
    [Companies, Sales] What is a lead really?
    Is a lead someone who has expressed an interest in your company or product? Today around 70% of the buying process is completed online and for most companies with very little or no technology to help them understand their audience. 'I struggle with the term lead. Or is it more than that, someone with buying intent? Maybe? Events
  • MARKETING ACTION  |  THURSDAY, JULY 10, 2014
    [Companies, Sales] Marketing Agency Leaders Discuss: The New Agency Model for Success
    'It used to be that companies hired advertising agencies to come up with exciting new ways to popularize their brands – and that was mostly it. The biggest change in the role of today’s marketing agency is to provide a wide, connected scope of services with the goal of driving more qualified leads to the client’s sales department.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 10, 2014
    [Companies, Sales] 9 B2B Marketing Lessons from Judging Online Campaigns
    'I recently judged the online marketing category of an internal marketing competition for a B2B company. They create their own set of goals that are not important to anyone else in the company. Sure, but how does it relate to growing sales or improving the customer experience? Marketing Goals Must Align with Business Goals.
  • B2B MARKETING TRACTION  |  WEDNESDAY, JULY 9, 2014
    [Companies, Sales] B2B Marketers: Why It’s Time to Commit…
    Your audiences want it, your competitors are probably not doing it, and, there’s proof that digital marketing works for B2B companies. The digital marketing success stories keep getting told as more and more B2B companies are getting on board. '…to digital marketing, that is. The evidence exists. Contact New Incite today.
  • CRIMSON MARKETING  |  WEDNESDAY, JULY 9, 2014
    [Companies, Sales] Katy Keim, Lithium’s CMO: How to Create Brand Advocates from Your Social Media Strategy [Podcast]
    Katy names them and explains how CMOs can incorporate these motivators into their company’s social media strategy to build communities and increase engagement with buyers. 'Roughly $500 billion is spent globally each year on advertising, yet less than 15% of buyers report that they trust the advertising they encounter. Who’s doing it right?
  • PWB MARKETING BLOG  |  WEDNESDAY, JULY 9, 2014
    [Companies, Sales] How Do You Sell?
    Case in point – a couple of years back I was talking to a technology company who’d basically been built on defense and government contracts. been in field sales), it’s easy to dismiss the importance of a connected, effective sales channel. Last night, at a local workshop for entrepreneurs, I did it again. Sean-.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 9, 2014
    [Companies, Sales] 8 Tips for Improving Open Rates for B2B Sales and Marketing Emails
    In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in. Sales Emails vs. Marketing Emails. Sales emails are direct communications between the sales team and prospects. marketing?”)
  • VERTICAL RESPONSE  |  WEDNESDAY, JULY 9, 2014
    [Companies, Sales] Use These Email Newsletter Topics, You Must
    Tell your company story/history Even if you just opened your doors a year ago, your small business has a history. Try offering snippets of your company’s history in your newsletter. The candy maker used this little-known event to promote sales in its newsletter. Upcoming sales. why not promote it in your newsletter?
  • MARKETING ACTION  |  WEDNESDAY, JULY 9, 2014
    [Companies, Sales] How to Use Forms for Lead Generation
    Proper form creation can have a huge impact on conversion rates, and will ultimately help you get more qualified leads in the hands of your sales team. In Upon the next visit, you then populate a form that asks for company and title. This If you offer to remember people, make sure your technology can fulfill that promise. Placement.
  • SYNECORE  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] 6 Principles of Influence Within Your Inbound Marketing
    With that being said, it is still difficult for many executives of companies to see the benefits clearly enough to take action. More or less, the principles are six impactful areas to leverage during a brand’s marketing and sales processes. Increase your online attractiveness through your company’s website and social channels.
  • HUBSPOT  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] No Photoshop? No Problem: 10 Visual Content Tools for Beginners
    Whether it''s a website, some sales collateral, or an ebook, there will be some design expertise required to finish the project. It''s really hard to find good quality stock photos -- especially for a price that works for your company. But here''s a little secret, marketers: You don''t need Photoshop to create great designs. 1) Canva.
  • THE POINT  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] Case Study: How One Tech Company Used Humor to Launch a New Brand
    'In early 2014, Sungard Availability Services (Sungard AS), a leading provider of managed IT, cloud, and recovery services, announced that it was splitting off as a separate company from SunGard Data Systems Inc. We also believed that deprecatory humor would help inspire a connection between the company and its prospects.”.
  • LEADERSHIP  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] B2B Demand Generation Experts—A Call to Arms
    Sales teams that demand continuous generation of new content. They may not share feedback with your company directly but there are several ways that you can pick up both positive and negative signals and act upon them proactively. 'Time to Declare Independence and Take Control!  . Frequent changes in Google’s algorithms. And so on….
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] The Future of Big Data in Marketing Looks Bright
    Big Data has applications in several industries, but let’s stick to its impact on sales and marketing today and in the future. Companies suddenly found themselves able to collect massive volumes of information pertaining to customers and their needs and behaviors. 'Big Data: the term on everybody’s lips the last few years. General
  • THE FORWARD OBSERVER  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] 20 Stunning Inbound Marketing Statistics
    In essence, inbound marketing pulls customers to your company instead of shouting at them with interruptive messages. B2B companies that blog only 1-2x/month generate 70% more leads than those who don’t blog. Companies that increase blogging from 3-5x/month to 6-8x/month almost double their leads. Far from it. Blogging. Email.
  • SALES CHALLENGER  |  TUESDAY, JULY 8, 2014
    [Companies, Sales] Not Closing Deals? Your Customers May Be to Blame
    As we discussed in an earlier post in this series , the increasing size and complexity of the offerings B2B companies sell has increased the diversity of customer buying groups. CEB Sales members , listen to the webinar replay and review the key findings from the study. The data is clear. Important issues are ignored.
  • FATHOM  |  MONDAY, JULY 7, 2014
    [Companies, Sales] Laws of Marketing Power: Action Over Argument
    We marketers love to make arguments: Why one product is better than another, why one service solves all your problems, why this company is superior to that company, why you’ll feel better with one brand vs. another. ” Consider company websites. Contributing to your own company blog can have the same effect for you.
  • HUBSPOT  |  MONDAY, JULY 7, 2014
    [Companies, Sales] 8 Mistakes Most Beginner Bloggers Make (And How to Avoid Them)
    Just because it''s a good idea in general doesn''t mean it''s a good idea for your company. Solution: Your blog posts should all serve larger company goals. Chat with your manager about the larger company goals, then schedule a meeting with someone in Sales to hear what questions they get asked most often. Seriously.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 7, 2014
    [Companies, Sales] 7 Sales Stats That Will Change How You Sell
    'Every sales team has an arsenal of tried and true methods that they rely on to close the deal when it counts. Sometimes we get comfortable in the way that we do our jobs, and it’s not always efficient or effective when it comes to making a sale. Sales Stat: The Best Time to Cold Call is 4-5pm. But not every habit is a good one.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 7, 2014
    [Companies, Sales] 7 Sales Stats That Will Change How You Sell
    'Every sales team has an arsenal of tried and true methods that they rely on to close the deal when it counts. Sometimes we get comfortable in the way that we do our jobs, and it’s not always efficient or effective when it comes to making a sale. Sales Stat: The Best Time to Cold Call is 4-5pm. But not every habit is a good one.
<< 1 2 3 ... 125 126 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...

 
B2b-Blogging-White-Paper

agg_ad_1