• IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Matching Webinar Content to the Buying Cycle
    And the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and lead nurturing and cross-selling and upselling. Prospects in the “Awareness” stage are just learning about your company. This post is Part 1 of a 2-part series. Awareness Stage. Industry trends.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Why My LinkedIn Profile Isn't Good Enough
    It doesn''t read like a boring resume or make me look like a hungry, job-hunting sales vulture. It doesn''t sound like a self-serving company brochure. 'I have a confession to make. haven''t updated my LinkedIn profile * for 18 months. Shame on me. I''m supposed be a leader on things like that, but I''m human too.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    'Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. This is Greg from Company X. But what about the times you call and don’t get an answer? Be Intriguing. Don’t sell.
  • VERTICAL RESPONSE  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 3 Ways to Break Through the Noise at a Trade Show
    Often this is delegated to entry-level sales folks or junior members of the team. For example, at the show we just attended there was a locker company directly across from our booth. ” I was dying as I watched it happen, because he was breaking the cardinal rule of sales. Personality Counts. Do you want more leads? Lesson?
  • FATHOM  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Thought Leadership, Why’s That Important?
    Becoming a thought leader in B2B I think is a tad more crucial because as we all know our products/service can be a bit complex, which means more education, which then leads to longer sales cycles. Sales reps, managers, executives, and the creative team all have a story to tell. Here are a few ideas to get the job started!
  • WRITTENT  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 5 Essentials of a High Converting Copy
    want to do business with this company. Sure, you might get a few sales here and there from people who haven’t yet heard of your product’s discrepancies from their friends or from the online community. But you’ll never be able to bring in a steady stream of sales and rise to the top of your industry. 'Image source. Good Design.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 13 Email Marketing Hacks That Can Help Double Your Response Rates
    6) Think in terms of integrated sales and marketing. But the whole point of email marketing is to generate leads to hand off to sales to become customers. If that means providing sales with some talking points or other enablement content, so be it. 'INBOUND 2014 was not short on good content. But, Only joking!). Email Marketin
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Can Marketers Predict and Measure Influence, Down to the Dollar?
    In his 2012 book Return on Influence , Mark Schaefer predicted that companies would seek to assign dollar values to influencers. “As companies begin to connect the dots between online influence and offline activities, real dollar values can be placed on customers and the demonstrated impact of their influence.”
  • ANNUITAS  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Building Relationships & Trust for B2Bs – Q&A with Steve Woods
    As far as the experience of founding a company the second time around, I think it offers more time to focus on the creation of the new idea and product, which is what I really love, as opposed to the mechanics of operating a business day to day. Creating 'Next week in Boston, LeadLove kicks off with our first east coast city!
  • THE FORWARD OBSERVER  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success
    'Would you like more website traffic, leads, sales and happy customers? One inbound marketing software company, HubSpot , explains the inbound marketing process via four parts: 1) Attract 2) Convert 3) Close 4) Delight. From attracting visitors, to converting leads, to closing sales, and delighting customers. Here''s how. link].
  • THE ROI GUY  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Your Sales and Marketing "CFO-Ready"?
    'A tectonic shift is occurring in IT decision-making, which if ignored will certainly shake up your sales and marketing strategy, and may even cost you your job. IT execs and managers your marketing campaigns have been targeting, and who your sales reps are comfortable talking to. The bottom-line, is your sales and marketing CFO ready?
  • CRIMSON MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Why Is No One Paying Attention to My Content on Social Media?
    Today, every company employs content marketing solutions and the web is inundated with articles, posts, photos and videos daily. Is it links, sales, brand awareness, leads or engagement? Your owned media is everything including your company blog, business website, social profiles and email lists. What is social amplification?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] A Must Visit Site for Companies in the Tampa/St. Peterburg areas
    'For companies in Western Florida, especially the Tampa/St. It simply blows away all sales and marketing leaders, and we are really proud of it. Filed under: Customer personas , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , sales challenges.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 5 Crucial Things CMOs Need to Know from the IBM CMO Study
    The Traditionalist are struggling with data, new channels/devices, have yet to integrate physical and digital sales and service channels, seldom engages on social media, etc. Let us know in the comments if you’re a CMO—or another C-suite exec—who has some thoughts about what it means to be a CMO in this changing world of marketing. It’s true.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    'Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. has extensive experience in the sales and teleprospecting process.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] The ole one two three four five six seven punch
    It allows people to connect to people and not just brands or companies. They’re your top sales people, they’re the lawyer you have on retainer, they’re the real estate agent who got you that house. People are so busy. You need to be both patient and persistent. Don’t You Wish Life Had Delivery Confirmation?
  • HUBSPOT  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 23 Types of Lead Gen Content to Put Behind Your Landing Pages
    But they can take time to become a reality, so be sure to choose a topic that will help a prospect go from downloading your ebook to having a productive conversation with a member of your sales team. 'What does being in a "content rut" mean to you? We''ve all been there.) So don''t shy away from new formats. 1) Cheat Sheets. 2) Checklists.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 11 Remarkable Guides to Marketing, Search, and Life
    What’s the best time to reach b2b sales prospects? In the process of curating noteworthy content from the industry’s best minds, some posts and articles are discovered which clearly merit recognition, but don’t fit neatly into any online marketing category. Image credit: salesforce blog. And what really matters in life?
  • LEADERSHIP  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 3 Essentials of Learning for B2B Marketers — Explore, Discover, Experience
    This is even more pronounced when it comes to sales and marketing where the C-Suite expects results to show right away when an investment is made in new systems and automation. Share the benefits your company has gained from adopting a thirst for learning. On the contrary, it is even more critical. This is how we learn and grow.”.
  • B2B LEAD BLOG  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Message Personas: 40 Questions for your Buyer Personas
    Do you work at company headquarters or other site? How are you viewed by your peers and others in your company? How would you describe the way your team/company buys new solutions? Name 3 annoying things vendors/Sales people do. 'People don’t remember what you say, they remember how you made them feel.  Describe yourself.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Understanding How to Engage a Growing Anti-Advertising Audience
    Sales: to validate. People are becoming smarter at the cart,” McCadney states, and with nearly 60% of the buyer’s journey complete before they even reach out to sales, we can see they are spending that time educating themselves before they even contact a company for validation or make a purchase. Community (web). Search (web).
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Do You Know Your A, B, C’s?
    This exercise can be valuable for many reasons that impact sales, marketing and operations.  15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C. Sales Management Systems 'Do You Know Your A, B, C’s? First, let’s explore the ABC Analysis.
  • WRITTENT  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] 8 Ways What You Write Will Affect Your Bottom Line
    '99% of the time, the written word is the chosen medium for companies doing inbound marketing. Making sales and acquiring new revenue is the purpose of marketing, right? In fact, sloppy SEO practices may attract a bit more traffic to your website, but not the kind of traffic that can lead to sales! Be Relevant. Lose the Fluff.
  • VERTICAL RESPONSE  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] 7 Reasons Your Business Needs an Automated Welcome Email
    sleek, well thought out welcome email shows subscribers your company can be counted on to deliver valuable content. Plus, a welcome email can provide information about your company or offer a new-subscriber discount. Take advantage of a potential sales opportunity. Save time. We know you’re busy. It’s that simple.
  • VIDYARD  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Track Exactly Who’s Watching Your Videos in Emails
    You’d be deafened by the thunderous roar of applause from your sales team, that’s what! If you suspect Sam from Major Company XYZ has been checking out a ton of your content, now you can confirm it! 'As online video becomes increasingly popular, the methods you can use to distribute videos are increasing too. Merge tag. vyemail={!Contact.Email}.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Social selling, social business, social employees and other hype
    submit to you that it is no less difficult changing the culture of a large, established company than changing the culture of a large, established country. And for most companies, becoming a “social enterprise” will take a significant cultural change. The company culture usually overwhelms good intentions in the end.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    'Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% Qualify Leads for the Sales Team.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Where’s the Passion in B2B Marketing?
    It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. ve wondered how we can be passionate advocates to people outside our companies if we don’t have close relationships or trust inside our place of work. completely agree.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 2014
    [Companies, Sales] Jeff Ogden of Find New Customers is a Notre Dame grad on this big day
    Sales looks for Mr. Right Nows. Monday to Friday, I’m all business – helping companies improve marketing and sales, as the President of Find New Customers., By the way, I helped a company in Russia last week improve marketing and he was very impressed with my advice. Follow me on Twitter now. Our new video.
  • HUBSPOT  |  SATURDAY, OCTOBER 18, 2014
    [Companies, Sales] Top Personality Traits All Managers Should Hire For
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Bad news: There is no magic formula for hiring a top sales rep, a top marketer, a top anything. As an added bonus, the curious rep will also help you optimize your sales efforts. 1) Coachable. 3) Driven.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] Dreamforce 2014: Process Is More Important Than Analytics
    The most impressive demonstrations were operational processes such as remote order-taking and customer support, which are far removed from traditional sales automation. This is no longer a new thought, but few companies have actually done it. The core technology was acquired when Salesforce.com bought EdgeSpring last June. a.k.a.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] 10 Stats That Underscore the Growing Value of Integrated Data Analytics
    79% agree that companies that do not embrace big data will lose their competitive position and may face extinction. Senior executives polled in North America said their companies were using an average of 36 different data-gathering systems and vendors. 'Marketing has become synonymous with data and analytics. Why yes, I did. Forbes) 4.
  • GREAT B2B MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] 11 Rules You Must Follow to Be a LinkedIn Marketing Master
    'At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. While we don’t incur direct marketing or sales expenses, there is definitely a cost in time and effort, and this is the tradeoff you will also have to make if you decide to adopt the pull marketing approach. Offer value.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] Why the Best in Business Keep Looking for a Job = Even Though They Have One
    Sales looks for Mr. Right Nows. Hewlett-Packard is splitting into two companies. In fact, I was working for a company in Atlanta ( I will leave nameless) when I overheard my boss on his mobile phone boasting about me and another employee. Sales looks for Mr. Right Nows. Marketing looks for Mr. Right. Check it out!
  • MARKETING ACTION  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] The High-Payoff Referral Question No One Ever Asks — But Should
    People often talk about products or services, and companies they buy from. But there’s new research indicating that you can take your referral quest to the next level, creating even greater sales opportunities. study in the realm of pharmaceutical sales found something that can apply to nearly any B2B or B2C sales situation.
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] The Secret of Lead Generation For the Complex Sale — Part 1
    Tale of Two Sales People. Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. After all, he has a quarterly sales quota to reach. Who Gets the Sale?
  • THE FORWARD OBSERVER  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 5 Ways To Know If Your B2B Blog Is Picking Up Steam
    Your company has embarked on a blogging journey to increase the right kind of traffic to your site and to convert visitors to leads. Those leads can then be nurtured toward a sale and become raving fans of your company. Companies that increase blogging from 3-5x/month to 6-8x/month almost double their leads. All aboard!
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 20 Tools for Creating and Delivering Amazing Presentations
    We’ve compiled our list of the top presentation tools for sales and marketing professionals. PowToon’s animation software lets you easily create animations with props, characters, and more -- which can help you differentiate your company when talking with prospects. Inbound Marketing Inbound Sales 1) Canva. 4) Oomfo.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] The Very Simple System For Picking Your Trade Shows
    It can be a private event company or, in B2B, it’s often an association that uses the trade show as a way to offset the costs of the talking bits of their conference and to give Bill Clinton something to do. In the first place, ignore your Sales Squirrels. Why do we bother? Brand is why we bother. Time to make some burgers, people.
  • VIEWPOINT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 4 Great Reasons to Take the Sales Performance Optimization Survey Today
    'I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales Easy—and interesting.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates
    'If you’re in sales, a lot of your time is spent on the phone -- outbound prospecting, inbound qualifying, cold calling, you name it. Personalized inside sales messaging is the key to effective voicemails. Here are a few sales voicemail templates you can use today to pique your prospects’ interests: The Social Selling Template.
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Are You an Ambivert? What It Means for You at Work
    An ambivert can flow between both worlds with equal comfort, but not remain in others'' company too long.". In that three month period, ambiverts made 24% more in sales revenue than introverts and 32% more in revenue than extroverts. 'I''ve never been a fan of making a cold, hard distinction between extroverts and introverts. right?
  • EARNEST ABOUT B2B  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Email marketing: Is emailing purchased data a waste of time?
    This type of nurture programme needs to be planned as effectively as any other sales or marketing campaign. Suffice to say, a company update telling them that Neil from Accounts has just had twins probably isn’t what their looking for. 'Does e-mailing cold data really cut the mustard? Watch this space. B2B Marketing
  • MARKETING ACTION  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Skip Miller and Janelle Johnson Discuss the New Normal of Lead Qualification
    'Editor’s Note: William “Skip” Miller is President of M3 Learning , a company whose sales training tools are changing the way sales professionals get work done. Skip has spent more than 25 years in various sales, marketing, and operational management roles, including with McDonnell Douglas and Dataquest. How can I help?
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 9 Revealing Inbound Marketing Insights From the U.K. [SlideShare]
    For example, sales and marketing are developing closer and closer relationships, and the data strongly indicates that businesses that align these two departments outperform those that don’t by a significant margin. companies implemented inbound marketing strategies in 2014. “1 in 4 companies [in the U.K.] 79% of U.K.
  • VIDYARD  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Research to Revenue: How to Master Social Selling
    Getting to know your prospects now goes beyond the two sentence bio on the company “About” page and is easier than thumbing through a 100 page annual report. Less sales pitch, more conversation. Blog Sales Enablement 'People don’t like to be interrupted. These opinions are more prevalent in millenials than any other generation.
  • LEADERSHIP  |  WEDNESDAY, OCTOBER 15, 2014
    [Companies, Sales] If You Really Want to GIVE More…
    How can you make more sales? Empower your channel partners to drive more sales. Your employees want to see enriched value in their lives from being employed by your company. 'Thanksgiving weekend in Canada offers an opportunity for us to take the time to reflect on life and be thankful. And I have miles to go….
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 15, 2014
    [Companies, Sales] The Evolution of the Sales Role
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Steps to Building Value So The Sale Closes Itself
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 15, 2014
    [Companies, Sales] Yesterday’s webinar: How to Build Your Influencers in Social Media
    Social media is made up of the people you’re doing business with now, your current sales channel, your past successes, and your future prospects.  It’s about creating a personal relationship with the same people that maybe other people at your company, your brand, or your organization enjoy, but personally. Yes you should.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 15, 2014
    [Companies, Sales] To Protect Your Sales Margins, Nothing is Free
    Jeff Ogden of Find New Customers , the nicest company in BtoB marketing today, has lots of sales experience, particularly in the software industry. This is also why companies who reject me for jobs –  like Chief Sales and Marketing Officer – are just plain stupid. sales challenges sales leadership Sales Lead
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. Today, manufacturers have an opportunity to improve their sales and marketing performance by implementing automation strategies as they have throughout history.  Intelligent segmentation for accurate messaging. link].
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. Today, manufacturers have an opportunity to improve their sales and marketing performance by implementing automation strategies as they have throughout history.  Intelligent segmentation for accurate messaging. link].
  • WEBBIQUITY  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Nine Practical Guides to Public Speaking and Presentations
    How To Stand In Front Of A Room Full Of People And Tell A Stellar Story by Fast Company. And something most of us could improve at. How can you get and keep a roomful of people engaged with your presentation? Visually optimize the content you deliver? Effectively use humor? What You Don’t Know About Speaking by Communication Rebel.
  • EMAGAZINE B2B BLOG  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] How Should B2B’s Spend PPC Dollars?
    'All too often we hear from B2B companies who are either unsatisfied with PPC campaigns or have decided that PPC just doesn’t work for them. Online ad campaigns fail for several reasons, but the most common reason a B2B company throws in the PPC towel is because of poor lead generation. Remarketing. LinkedIn.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Mad Men vs. Math Men: 6 CMO Imperatives in the Age of Anti-Advertising
    With that in mind, it is absolutely imperative that CMOs lead the way in their company to creating campaigns that focus around brand: not what your business sells, but who you are. 'In this digital era, the buyer’s journey has changed. Most CMOs are aware of this and are taking steps to adjust their strategies accordingly. Engaging.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Does Your Sales and Marketing Management Contribute to the Company?
    It means upholding duties, meeting goals, and contributing to the company. Sometimes, executives seem to forget the last portion: "contribute to the company." Many people automatically think, “Well, I''m doing a great job fulfilling my duties, so of course I''m contributing to the company.” But that''s not always the case.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Key Takeaways from MarketingProfs’ #ContentBootCamp
    Ann Handley says companies should make their brand the central focus of their organization: “Be a content brand, not a brand with content.”. 'Last week, I had the pleasure of attending MarketingProfs’ Content Creation Boot Camp, a pre-conference workshop kicking off the 2014 B2B Marketing Forum. What Makes Great Content? Useful/adds value.
  • SYNECORE  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Making the Most of Your Organic Social Media Marketing
    While every brand, company, or individual loves the attention from likes, followers, or even the 15-minutes-of-fame from ‘going viral,’ take a step back and determine if these social metrics are helping you reach your goal. Insert favorite social media channel here.) We’ve all been there. Our social lives have become ‘social media lives.’.
  • MARKETING CRAFTMANSHIP  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Confucius Say: Your Case Studies are Worthless
    Intrinsic selling provides buyers with a significantly higher level of confidence in the seller’s capabilities, and leads to an engagement or sale far more frequently and rapidly than extrinsic selling. Would a company ever publish examples of its past work that were not portrayed as highly successful?). see…and I remember.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] Why the Future of Find New Customers is brighter than ever!
    'Find New Customers , the nicest company in BtoB marketing today is poised for explosive growth. If Find New Customers can help a company in Russia with marketing, like we did yesterday, I bet we can help your USA company improve its marketing too. Sales Looks for Mr. Right Now. Text only engages sight. What do you think?
  • HUBSPOT  |  TUESDAY, OCTOBER 14, 2014
    [Companies, Sales] 100 Questions to Ask Yourself When Creating a Buyer Persona
    In addition, the questions in the “Business Insight” section will reveal important objections that must be countered in your sales copy in a way that’s consistent with the understanding of the buyer you’ve developed through the rest of your market research. What Are Buyer Personas? Quick Review. 1) What is his name?
  • FATHOM  |  MONDAY, OCTOBER 13, 2014
    [Companies, Sales] Better Sales & Marketing Through ‘The Compound Effect’
    'Darren Hardy’s landmark self-improvement book, The Compound Effect , offers powerful insights for life that translate directly to sales, marketing and entrepreneurship. So, where are the sales and marketing parallels? Tighten up your sales process. Talk to your customers or other departments in your company.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 13, 2014
    [Companies, Sales] A Story About Why Building Credibility Matters When Teleprospecting
    'The other day, I encountered one of the rudest and pushiest sales people I’ve ever come across. Surprisingly, it was someone from a very reputable technology company looking to sell us additional services. Salesperson: Hi Maureen, I’m Salesperson from Reputable Technology Company. Salesperson: You use our services.
  • VERTICAL RESPONSE  |  MONDAY, OCTOBER 13, 2014
    [Companies, Sales] 20 Powerful Marketing Words & Phrases That Sell or Repel
    We read through dozens upon dozens of emails and compiled a list of “sales-boosting” marketing words and a list of “sales-deflating” terms. Boost Sales with These Powerful Marketing Words: 1. Sale – It’s the old faithful of marketing words. 10 Words that can Deflate Your Sales: 1.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 13, 2014
    [Companies, Sales] The secret to getting me to become your brand advocate
    But what dismays me is that even many great companies are doing this all wrong. So sitting in the seat of a company marketing executive trying to get my attention, here is what I would do. It requires patience, and most companies don’t have patience. It requires patience, and most companies don''t have patience.
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [Companies, Sales] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    'Marketing automation provides a variety of benefits to sales teams. It can shorten the sales cycle, uncover new upsell and cross-sell opportunities, and maximize the lifetime value of every customer. What’s more, it gives the sales team visibility into key interactions with customers and prospects.  Sales
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 13, 2014
    [Companies, Sales] Building Your Strategic Lead Generation Portfolio
    while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. Also, build an effective closed-looped feedback system to capture feedback from your sales force that can be converted to actionable ideas to optimize your channels. Rather, they must leverage a portfolio of channels.
  • NUSPARK  |  SUNDAY, OCTOBER 12, 2014
    [Companies, Sales] Keys to Optimizing a Website to Drive Conversions
    Give your readers a positive impression of your company.  Keep your writing interesting but to-the-point, and consider adding some pictures of yourself or your company to give the page a little personality.  . Complicated navigation could mean you lose out on a sale.  'A good website can make or break your marketing efforts. 
  • HUBSPOT  |  SUNDAY, OCTOBER 12, 2014
    [Companies, Sales] Blogging Metrics: What to Measure, How to Measure It, and How Often
    Action is measurable through referral clicks, but the amount of people that simply see your content or company name and store it for a later date is not. This helps from not only a marketing standpoint, but also sales, as it provides consultants with data on the content that closes deals. ” Sure it does. Sounds like me, too.
  • SYNECORE  |  SUNDAY, OCTOBER 12, 2014
    [Companies, Sales] HubSpot CRM: Breaking Down the Barriers between Sales and Marketing
    'Intelligent companies have moved their marketing spend from traditional marketing channels to digital marketing for many good reasons, one of the biggest is to begin to mine customer data. The Internal Operations Problem with Big data as it Relates to Sales and Marketing. Increases the flow of data between sale and marketing.
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 11, 2014
    [Companies, Sales] Great work with Find New Customers client Mintigo yesterday
    ” Making clients happy is the key to growing a business like Find New Customers , That’s why Find New Customers is the nicest company in BtoB marketing today. B2B demand generation Clients Find New Customers Management best practices Remarkable content sales challenges Sales knowledge sales leadership
  • INTEGRATED B2B  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] 3 Things B2B Marketers Miss When Analyzing Social Media Contests
    'While many business owners will argue over the fact that social media is better served for B2C companies, B2B companies can still take advantage of these platforms to connect with their customers, as well as take prospective customers and convert them into clients. It should also bring in new leads and possible future connections.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] Q&A with Ann Handley: Because Every Marketer Writes!
    That sounds like a sales pitch – but it’s not. Many companies higher writers; few hire editors. 3) Shed the idea that companies always have to buy content expertise. This is vastly ignored at many B2B companies. 'In marketing (and elsewhere) everybody writes. We’d love for you to join us, too. Bonus!
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] Why This Cold Sales Email Template Works So Well
    'What if I told you the secret to getting cold prospects to always open and even act on your sales emails? That''s why this cold sales email template works so well: Hi , As an avid business professional, I like to stay up to date on industry news and insights. Recently, I noticed that your company. EST sound? Download them here!
  • BIZNOLOGY  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] How to avoid Google’s huge mistake
    And at some point, this approach is going to do the company far more harm than good, possibly hurting its preeminent position among search and mobile customers. Do you want to learn more about how to improve sales, increase conversions, and reduce the costs from your search marketing? This is the single most important thing to do.
  • SYNECORE  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] Still Haven’t Embraced Content Marketing? Why Not?
    These “push” marketing channels can still be very effective, and are still utilized by many companies, however they’re no longer sufficient to drive your brand’s marketing strategy in the digital age. If your company falls into this category, the name of the game is quality, not quantity. Enter content marketing. Content Marketing.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] Get Started with a Content Marketing Library
    'Not long ago I had a great conversation with a marketer whose company had recently adopted Act-On. Here are three tips on creating a content library that will meet the needs of your customers and prospects – and position your company as the source for thought leadership in your industry. Again, do this in tandem with your sales team.
  • HUBSPOT  |  FRIDAY, OCTOBER 10, 2014
    [Companies, Sales] The Ultimate Guide to Hiring Effective Marketers
    He may be outlining a brand new campaign, or writing and editing copy for the company site. He might write a sales page or two, as well. According to a 2007 report in Training magazine, companies spend an average of $1200 annually for training one employee. Hello from X company. What are your company values? Great.
  • ANNUITAS  |  THURSDAY, OCTOBER 9, 2014
    [Companies, Sales] The Problem with Account-based Marketing
    Sales has always used an account-based approach while evaluating the leads they receive from marketing, as the first thing they look at is if the lead is from a company they believe could become a potential customer. high level marketing executive pointed out once that his company “doesn’t sell to glass buildings, we sell to people.”
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 9, 2014
    [Companies, Sales] 10 Must-Attend Food and Beverage Conferences
    With 16,000 attendees and 650 exhibiting companies in 2014, the Expo offers the best opportunity to buy, shop, learn and discover!” 'The food and beverage business is a huge industry that includes agriculture, food processing, wholesale and distribution, retail, technology, and even marketing. Share in the comments. All rights reserved.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 9, 2014
    [Companies, Sales] Marketo’s Marketing Nation Roadshow Wrap-Up: European Edition
    Julian shared compelling data and practical examples about sales/marketing alignment, multi-touch analysis, and lead qualification criteria. The ‘average’ marketer finds her own innovation blocked by a risk averse culture (77% describe their company culture in this way). Based on what they do. Continuously over time. Wherever they are.
  • HUBSPOT  |  THURSDAY, OCTOBER 9, 2014
    [Companies, Sales] How to Design Content Remarketing Campaigns That Actually Work
    would suggest: Try setting your audience membership duration to an amount equal to 3x your average sale cycle length. If it typically takes an average of one week to go from first touch to sale, set the audience membership duration to three weeks. But they may not fill out a form and become a lead right then and there. So, be bold!
  • VIDYARD  |  THURSDAY, OCTOBER 9, 2014
    [Companies, Sales] Correctly Reporting on Content Marketing
    Many companies use ROI as a marketing metric. Not to mention the fact that measuring content ROI will not help you make better content in the future, nor will it prove your value to the company. Influence reporting also doesn’t show any true business value to your company. It will only show how well you spent money. Velocity.
  • VIDYARD  |  THURSDAY, OCTOBER 9, 2014
    [Companies, Sales] Creating Targeted B2B Content with Account Based Marketing
    In the B2B world, targeting your website copy to Susie in sales or Matt in marketing only gets you so far … until you realise that they aren’t the only ones involved in the buying decision. ABM gets us away from targeting unique personas as individuals within a company and towards unique, high-yield clients as a whole. company size.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, OCTOBER 8, 2014
    [Companies, Sales] New Frontiers in Data Driven Marketing
    This means programs can be designed to incorporate predictive models in all kinds of treatment decisions, from content recommendations to sales call prioritization to banner ad selection. Let’s just say you had to be there. New Challenges • Integrate ad tech and martech. Extract meaning from big data. New Technologies • Predictive everywhere.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, OCTOBER 8, 2014
    [Companies, Sales] Who Does @Forbes Say Are the Top 50 Most Influential CMOs in Social Media? @Infegy #SocBiz
    In The Social Employee , we go behind the scenes with several leading brands—such as IBM, AT&T, Dell, Adobe, Southwest Airlines, Cisco, Acxiom, and Domo—pulling the lid off the inspiring social business success stories that have propelled these companies into the 21st century. They stretch across channels and technological boundaries.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 8, 2014
    [Companies, Sales] It's Time: How to Prep Your Email Marketing for the Holiday Season
    In a 2013 survey by Wanderful Media , 82% of Black Friday shoppers wanted to receive email updates about Black Friday sales. Check out the results of my own company''s research in the table below -- we found that coupons offering $10 off or 20% off to cause a higher clickthrough rate than other promotional mailings. Manage bounces.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 8, 2014
    [Companies, Sales] Why Outbound Prospecting Still Matters -- Now More Than Ever
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Gareth Goh , Content Marketing Manager of InsightSquared. Inbound sales, inbound marketing - it seems like that’s the only strategy that sales leaders depend on these days to generate leads and grow pipeline. Inbound, inbound, inbound. But wait!
  • E-QUIP  |  TUESDAY, OCTOBER 7, 2014
    [Companies, Sales] Beware of Misusing Personality Assessments
    'Years ago I came the closest I''ve been to leaving the A/E business when I became a finalist for the national sales manager position with the country''s largest commercial wildflower seed distributor. The other finalist was a botanist who had a limited sales background. It is used by many of the world''s leading companies.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 7, 2014
    [Companies, Sales] Bridging the Email Marketing Gap Through Personalization
    While people typically expect messages about transactional or billing information to come from a company directly, one opportunity for increasing engagement for promotional or nurturing campaigns comes through the personalization of the sender. Be a Friendly Sender. Email senders can greatly influence a recipient’s likelihood to click “open.”
  • THE ROI GUY  |  TUESDAY, OCTOBER 7, 2014
    [Companies, Sales] New Sales Training Helps Evolve B2B Vendors from Product Pitches to Value Selling
    'Alinean Launches Value Expert™ Sales Training to Help Reps Engage Earlier and Sell More Effectively Today we announced the launch of Value Expert™ Sales Training, an important milestone. You can learn more about the Value Expert Sales Training at: [link]. Click here to see the press announcement.
  • VIRALLY BLOG  |  TUESDAY, OCTOBER 7, 2014
    [Companies, Sales] Leads and sales is what business owners understand
    In the B2B space marketing now accounts for the majority of the sales process and is now getting asked questions that used to apply to sales and that is right. The post Leads and sales is what business owners understand appeared first on Content Marketing, Virally Blog. 'As marketers our job role is evolving daily.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, OCTOBER 7, 2014
    [Companies, Sales] 2015 Sales Compensation Plans
    'Creating a Sales Compensation Plans. That’s especially true for many companies with diverse products and services that include: a mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. What are sales goals?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 7, 2014
    [Companies, Sales] Look For The 3 C's When Hiring Inside Sales Reps
    'Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Over a decade, I''ve learned that getting to the bottom of these questions is absolutely essential for inside sales candidates. Are they articulate?
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