• HUBSPOT  |  SUNDAY, APRIL 20, 2014
    [Companies, Sales] Social Media Mistakes, Terrible Advice & More in HubSpot Content This Week
    It’s one thing to post something on social media that you wish you could take back, and it’s an entirely different thing to make a mistake that costs your company millions. Marketers at both B2B and B2C companies are continuing to dedicate more of their budgets toward content creation. In a Sales Slump?
  • MANHATTAN MARKETING MAVEN  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] Frankly Facing Facebook
    Competing against Facebook’s muscular marketplace positioning, Twitter , Pinterest , Tumblr and others have increased sales efforts, created new packages, expressed a willingness to customize units and experiment cooperatively with brands to redirect dollars that might otherwise have gone to Zuckerberg & Company. 'Face it!
  • DIGITAL VOICES  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] This Week in Digital Strategy 4.18.14
    If you are a B2B software company, you want to get more people to request demos, trials, and licenses for your software. Once you define your desired outcomes, you can plan content that will lead customers further down your sales funnel. 'Happy Friday, everyone! Having a robust content marketing strategy can help get you there.
  • HINGE MARKETING  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] 3 Strategies to Take LinkedIn to the Next Level
    At this point, you have probably built out a LinkedIn Company page, including your message, services, and brand promise. This benefits your firm as you grow your email list and LinkedIn company followers, but also benefits the user as they receive relevant, educational material. Many B2B marketers use LinkedIn on a fundamental level.
  • HUBSPOT  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] 13 Solutions to Your Most Common Landing Page Problems
    Run A/B tests to see how short you can get the form so you''re still getting quality leads and making your sales team happy, but you''re not putting your landing page visitors through too much to receive the content on the other side of your landing page. Would I ever want to download something again from my company? right?
  • MARKETING ACTION  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] Beyond Batch and Blast: Launching Your First Lead Nurturing Program
    According to SiriusDecisions, 80% of prospects deemed by sales teams to be “bad leads” go on to buy within 24 months. Trial Programs – Does your SaaS company offer a trial program that could be utilized by a lead nurturing program? Content Generation – Is your company generating content and if so, is that content engaging and relevant?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] 5 Tips For Improving Your Social Media ROI
    'by Lauren Harper | Tweet this According to Social Media Examiner , 89% of marketers want to know how to measure social media ROI, and yet calculating the social ROI still remains illusive to many companies. From there you can score that lead and potentially pass it on to your sales team. Align with the goals of your business.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] Common Pitfalls in Demand Generation Strategy
    No doubt about it we all want to have ground-breaking strategies , be thought of as strategic thinkers, and win awards for our companies or agencies with our strategy of the year. Is your company trying to gain market share or drive incremental revenue? Delivering unqualified leads to sales. No collaboration with sales.
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] Shock Stat: 46% of Sales Inquiries Are Missed Opportunities
    We can determine if there was a sale made on the call, if a reservation was booked, if a lead was good, if a lead was bad, and if there was a missed opportunity. In other words, it is a caller that didn''t convert to sale, reservation, or appointment, but should have. We released this information in an infographic earlier this week.
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] New Study: Agents Only 'Ask for the Business' 13% of The Time
    'The marketing and sales analytics world is abuzz about our new infographic. It can determine if the caller made an appointment, bought something, got angry, felt confused, and if they were a sales ready lead. Sales Training - This data has incredible application to sales training companies and sales trainers.
  • VIEWPOINT  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
    'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.
  • SOCIAL MEDIA B2B  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] Grow Your B2B Audience by Considering Size, Engagement and Value
    Rohrs is the Vice President of Marketing Insights at ExactTarget, a salesforce.com company, and the author of the new book, Audience: Marketing in the Age of Subscribers, Fans & Followers. Lots of people say every company is a publisher. Every company is a broadcaster. 'Jeffrey K. What’s the premise of your book Audience ?
  • 3D2B  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] How to Cut Your Marketing Cost-Per-Sale
    However, what’s more important is the cost per sale. Let’s say a company sells technology solutions to operations managers. The company shares these leads with its sales people based on their territories. The sales people follow up and walk away with five closed sales. How to Get More Sales Out of Leads.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Infographic Data: 29% of Inbound Calls Result in a Conversion
    Some industries--and companies within those industries--might be higher or lower, but typically about 29% of your phone calls are going to convert. What''s your company''s conversion rate? 'Yesterday we published a truly groundbreaking infographic. You can see the entire infographic here. What is Conversation Analytics?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Better Processes & Improved Focus with Queue-Based Lead Management Platforms
    'AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” How are leads being reviewed and passed along to my sales reps? Productivity.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] 5 Steps to Use Marketing Automation for Improved Conversion Knowledge
    The software monitors all interactions with your company, from when a prospect first lands on your website to when they purchase your product or service. Evaluate your company’s lead database and make sure it’s flawless, profiled, and segmented, so you can approach audiences scientifically with targeted campaigns. How is that possible?
  • THE POINT  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] New Marketing Automation Buyer’s Guide Offers Valuable Advice
    The TrustRadius guide segments the marketing automation market by the size of the company that each product serves (Small, Mid-Size, Enterprise) and then rates solutions within each category in visual grids based on user ratings and how much it deems a company’s solution is focused on that particular segment.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Therefore, your company should consider the role phone calls play in everyday marketing activities. Ask yourself questions such as: Is our company missing potential sales calls? The data from call tracking technology helps companies address important business challenges and make wiser decisions supported by statistical evidence.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Therefore, your company should consider the role phone calls play in everyday marketing activities. Ask yourself questions such as: Is our company missing potential sales calls? The data from call tracking technology helps companies address important business challenges and make wiser decisions supported by statistical evidence.
  • WRITTENT  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] How Often Should You Update Your Blog? A Data-Driven Answer
    Some of us are familiar with HubSpot’s state of inbound report , which has consistently found that the more blogs you publish, the more traffic, leads, and sales your business will generate. When it comes to lead generation, the companies who were able to blog 3-4 times daily saw by far the best results. Image source : Hubspot.
  • HUBSPOT  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] The Triggered Emails You Need to Make Your Marketing Automation Work
    Or what if they get into a sales conversation after just downloading an ebook, never become a customer, and then go cold until they start a trial months later? When a prospect becomes highly engaged, this is a great opportunity to notify that prospect''s sales representative that this is a good time to follow up with the prospect.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] An Act-On Conversation: Charles Besondy and Leo Merle on How Marketing Can Contribute to Revenue
    'Listen to the podcast: In a recent Act-On Conversation, Charles Besondy and Leo Merle chatted about the steps a company can take to make marketing more accountable and a more forceful contributor to the success of the sales team. He works with company owners and CEOs to resolve two burning questions. Permit me to explain that.
  • B2B MARKETING MENTOR  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Our 5 Favorite SFA Software User Interfaces (UIs)
    'Modern sales force automation (SFA) software offers a range of features and analytic capabilities to help you better evaluate your sales pipeline to prioritize and close leads. Pipedrive ’s home screen arranges deal information from left to right in columns that illustrate the natural flow of your sales pipeline. Pipedrive.
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Cut Through the Red Tape of Consensus for B2B Buying Decisions
    'This headline caught my eye - 53 Percent of B2B Fortune 500 Companies Use Marketing Automation - so I clicked through to read it. Mathew makes the point that these enterprise companies are not light in the wallet, but that the process of getting through all of the red tape to get a deal done is exhausting. Reason #1: Lots of Red Tape.
  • HUBSPOT  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] 8 Things That Trip You Up in Blogging (And How to Get Back on Your Feet)
    I''ve said it before , and I''ll say it again: Writing for a company publication is hard. It conflicts with the company''s brand messaging. The content highlights weaknesses in the company''s products/services/vision/mission. The content''s topic is controversial and will reflect back on the company -- not just the writer.
  • FATHOM  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Marketing for Manufacturing in the Age of the Self-Directed Buyer [Lunch & Learn]
    You’ll walk away with a concrete plan for growing your company in the age of the self-directed buyer. Join us to talk about: Your sales goals. Lead nurturing and sales conversion. our company need not get tossed overboard in the sea change. 'Retooling Your Marketing for Exponential Growth & Profitability.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] How to Find Elusive B2B Buyers
    Few people appreciate overly aggressive marketers and sales people, and because of this fact, B2B prospects are becoming quite good at hiding from persistent marketers. Picture the couple who sees the sales person walking up the driveway and hides to avoid answering the door. 'Okay, it’s time for a little honesty.
  • THE ROI GUY  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Interview: Guided Selling with Storytelling, Insights and Financial Justification
    'An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? The best is that it’s in a really easy to use online and iPad App that sales reps and partners love to use.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] What is the International Association of Privacy Professionals? Why Should Marketers Care?
    A: Any professional who manages personal data these days, in HR, finance, IT, marketing or sales, must become acquainted with the privacy framework. Companies from diverse sectors of the economy have experienced privacy backlash. Q: The IAPP is a mystery to most marketers. government (CIPP/G) and IT (CIPP/IT). Last Want to learn more?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] How to Increase Employee Retention in Inside Sales
    'Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. Our company has seen a much higher retention rate than my previous employers. Nobody, whether they''re in sales or not, can stand hearing an ambiguous managerial response.
  • SALES CHALLENGER  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Get Your National Sales Meeting Messages to Stick
    'Now that the first quarter has come and gone, most of our members have wrapped up this year’s national sales meeting and are beginning to look ahead to next year’s events. Choosing a theme: Among the members we spoke with, the sales organization’s top strategic priorities are a popular source of inspiration when selecting a theme.
  • BIZNOLOGY  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Remember LinkedIn for social media marketing
    LinkedIn isn’t simply an SEO placeholder for your brand, your company, or your name. And, even if your job is not in sales, business development, or business to business marketing, there’s a lot going on on LinkedIn you’ll surely want to spend some serious time exploring. Completely Fill Out Your LinkedIn Profile.
  • MARKETING ACTION  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Act-On Announces $42 Million in Venture Financing, Led by Technology Crossover Ventures
    Palo Alto-based TCV is one of the largest providers of growth capital to premier technology companies, and has significant experience investing in late-stage, high-growth companies. TCV also has invested in such companies as Netflix, Expedia.com, and Orbitz.com’s parent, Travelport Ltd. The timing is excellent. It’s paid off.
  • VIEWPOINT  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big
    One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town. What he did talk about was an eye-opening presentation about how to bring the “startup mentality” to enterprise companies. Small companies embrace risk and urgency. Youch!
  • 3D2B  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Quick Tips to Make Sure the Best B2B Leads Don’t Get Lost in the Marketing/Sales Void
    'To make sure you don’t lose your best B2B lead generation efforts when you hand them over to sales, you need to start by clearly defining what a good lead is. Both sales and marketing should agree on this definition. Sales people would, of course, like marketing to fuel their sales funnel with ready-to-buy leads.
  • BLUE FOCUS MARKETING  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Know a #SocBiz Leader You Admire? @TheEIU Wants to Hear From You ~ @TheEconomist
    My fellow members of the board and I have been charged with helping to define what leadership looks like in this emerging realm and to identify key individuals inside companies who are showing the world how to deploy social business strategies to achieve extraordinary business success. 'Do you know a Social Business Leader ?
  • HUBSPOT  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Duane Reade's Social Media Mistake Might Cost Them $6 Million
    'Note to self: Never mention a celebrity on Twitter from a company account. Here''s what they posted on Twitter (Facebook''s post was almost identical): The company''s tweet links to a entertainment blogger''s article on Heigl, not the Duane Reade website. That''s more money than most companies have in their marketing budget.
  • B2B MARKETING TRACTION  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] LinkedIn Product and Services Pages Discontinued
    LinkedIn has been sending emails and posting alerts about discontinuing its Products & Services tab under Company Pages. Products & Services tab is just what it sounds like – a place to describe in detail what a company offers. Showcase pages allow a LinkedIn member to follow something a company is showcasing.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] How to Unlock the Lead Generation Power of Your B2B Website
    If you read a lot about B2B marketing like I enjoy doing, you would think that every company is generating leads from their websites , filling their sales pipeline to the point of bursting, breaking sales records and growing fast. But the truth is there are lots of companies that aren’t quite there yet. Landing Pages.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] The End Game: How to Create Opportunities Early In Inside Sales
    'With a family background in sales, it’s no wonder I love competition, organization, and numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly. This is the beauty of sales. Be resourceful!
  • VOICE-BASED MARKETING  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] 4 Qualities of Fast-Moving, Change-Making Companies
    With his kind of experience, he’s witnessed every sort of marketing initiative and has picked up on the kind of qualities companies need if they’re going to move fast to reach big goals and be change-making players in the game. Be present in the goals of your company and work to make change when you see opportunity. Purposeful.
  • VERTICAL RESPONSE  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] After an Event: How to Connect and Follow up on Email + Social
    That way they won’t accidentally unsubscribe, mistake you with another company, or worse, think your email is spam. 'In the world of digital marketing, it’s easy to forget that some email addresses are collected in person. Now what? The Welcome Message. Consider a show discount or offer. Segment your new list. Personal follow-ups.
  • BIZNOLOGY  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] How to build brand trust – 4 essential steps
    Sadly the level of trust around the world has declined dramatically over the past few years – just look at the way people see the government, CEO’s, foreign countries with corruption, our Congress, and many brands (company and product/service). 'What??  You’re kidding!!  You just can’t trust anyone anymore!! Too source:  Webbed Feet.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Lead Generation for Dummies: 7 Lead Generation Strategies You Might Not Have Considered
    Every industry has a set of people who are deemed influential—maybe they are the CEO of a leading company, an author, a blogger, or a speaker. These are fantastic to use before events to ramp up attendance, and your inside sales reps won’t have to waste time on calls to promote your event. Going Guerrilla. What is a meme? Voilà!
  • FATHOM  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Purpose-Driven Marketing for a Purpose-Driven Economy
    Indeed, consider the premise of Simon Sinek’s “golden circle” : The most successful companies/people are the ones that know why they are doing business and make that motivation clear to those who buy in. Sales & Marketing Alignment Aaron Hurst Simon Sinek The Golden Circle The Purpose Economy Original, right?).
  • WEBBIQUITY  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] 83 Exceptional Social Media and Marketing Statistics for 2014
    Online sales currently account for about 35% of total revenue for B2B vendors, though that’s higher (41%) among US companies. Of the three major types of online advertising (search, display, and social), search is viewed as the best channel for driving direct sales, cited by 40% of marketers (vs. Fast Company ). ”).
  • NUSPARK  |  SATURDAY, APRIL 12, 2014
    [Companies, Sales] How Can Content Marketing Generate Leads?
    By internal content, think of content that is created for on-website promotion, not as internal company memos and policies. Native content is a concept that describes content so well integrated into a page, that is doesn’t stand out as specific sales copy and fits into the entire scheme. How Does Content Marketing Work?
  • HINGE MARKETING  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] How to Grow Your Email Contacts Organically
    About half of B2B companies spend at least 10% of their marketing budgets on email, and email marketing’s ROI has been found to be 127%. Company name. The leads that come in will be at various stages of the sales cycle. 'The benefits of email marketing have been proven time and time again. in return. It can be tempting.
  • PAUL GILLIN  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] Marketo Tells How to Use Social Media for Lead Generation
    'I often cite marketing automation vendor Marketo as a shining example of a company that gives away great information as a way to promote its business. For example, 58% of marketers who have used social media for more than three years say it has helped boost sales. They report encouraging results.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] Marketing Trend Watch: 2014 Planning Survey
    The same goes for B2B transactions – even if you’re selling to a company, you need to influence the individual decision makers on multiple fronts. Physical events (like tradeshows, user conferences, or roadshows) were the third most popular overall, but we also noticed that they were more popular for bigger companies than smaller ones.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] 6 Fundamental Value-Based Selling Tips
    Others claim sales is a science. If you’re going to win at sales, you have got to sell without actually selling. The same holds true for the sales experience. Find out about the company, find out about your contact person (without triggering a stalking alert!). few tactics to keep in mind during a sales call include: 4.
  • HUBSPOT  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] Your Customers Are Calling You. Are You Picking Up?
    Even with all of these easy ways to communicate, old habits die hard when people want to reach a company. elieve it or not, people still pick up the phone and call companies. but not all companies have someone there to answer their calls. When on an inbound call, people want to talk to someone from your company immediately.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] Marketo Conference: Small Changes, Big Picture
    The company also announced a deal to use Acxiom data for personalization and, somewhat more interesting, to coordinate advertising messages purchased through Acxiom with email and Web site messages delivered by Marketo. Your marketing platform is not an add-on to sales technology, or a component of an IT solution. Let me be clear.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] 5 Mistakes Companies Make When Automating Their Marketing
    Each of these often operates independently of each other or at the bequest of various sales teams eliminating the continuity in dialogue with their buyer. If the goal is for marketing to operate in isolation, and in doing so, deliver no strategic value to the company, they would be right. According to Raab Associates, Inc. billion.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] 5 Insightful B2B Content Marketing Strategy Videos
    Today’s internet has become a competitive gauntlet for content marketers that have high hopes of having their content appear on the screen (or desk) of a decision-maker, hoping to increase brand awareness or even lead to a future sale. 72% of companies who blog weekly have acquired customers through their blog. Enjoy!
  • B2B MARKETING MENTOR  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] How to Use Your Sales Team to Create Better Buyer Personas
    'Buyer personas, which model the personalities, behaviors, motivations and pain points of potential customers, can be a useful tool for shaping your company’s marketing strategies. Your sales reps spend most of their time interacting one-on-one with customers and prospects, gathering important information and insight. Goals. Featured
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] In a Mobile World, Marketers Shouldn’t Underestimate the Importance of Call Tracking
    It is imperative for companies to leverage the rise of mobile technology and track interactions sourced from smartphones. This means customers are not only browsing brand information from their smartphones and tablets, but searching for nearby companies to seek out assistance or purchasing opportunities. in 2013 to 69.4% Double win!
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] Direct Mail and Call Tracking: How Money Mailer Saves Clients With LogMyCalls
    Money Mailer is a direct marketing agency serving local businesses and Fortune 1000 companies. Money Mailer has a large corporate sales staff that sells directly to large enterprises. Money Mailer corporate sales uses LogMyCalls for major clients. Was to search for the best tool then implement it on a company-wide basis.
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] A Case Study: How a SaaS Integrates Call Tracking
    NES) lead management system tracks and captures every lead for property management companies in Canada’s rental housing industry—an $80-billion market. The NES proprietary lead management system monitors, tracks and directs each contact generated by a company’s advertising, showing results in one dashboard. Challenge. Implementation.
  • MARKETING ACTION  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] 5 Ways of Ensuring Real ROI in Social Media
    That argument has been won by those who use social as a tool for engagement and brand awareness: a 2013 Aberdeen Group study , for instance, found that 70% of leading companies generate highly valuable inbound traffic through their social pages. Be clear about what ROI means for your company and your efforts. 5.      Stay useful.
  • 3D2B  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] How to Avoid the Black Hole of Sales Leads
    'Are Sales Driven by Numbers or Quality? If you follow the “sales is a numbers game” metaphor, you might think the salesperson who makes the most calls or follows up on 100 percent of the leads that cross his or her desk is the victor clutching all the spoils. Your salespeople’s primary objective is sales. Is it simply lost?”.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] Needs-Based Marketing for Executive Buyers Today
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch , Marketing Manager at Avention , a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 3) Give them insight that even they didn’t know about their own company.
  • FATHOM  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] Selling with IBS … It Isn’t What it Sounds Like
    'The life and times of a sales rep, in my experience, can be best described as a roller coaster marathon. “We did research on ‘Company ABC’ and have strategies to increase online sales by 22-45.%. Retail / E-commerce Sales & Marketing Alignment Sales Operations Why are you here?
  • VERTICAL RESPONSE  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] 7 Email Etiquette Rules to Send By
    Nothing stains your reputation faster than an email full of misspellings and grammatical errors, says Chas Hendricksen, a marketing analyst at technology company Benchmark Systems. Not only does that defeat the purpose of your email and potentially cost you sales, it also drops your credibility as a company. ” 4.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] 6 Ways to Use Call Tracking in Your Call Center
    We are not trying to compete with those companies. Our technology literally analyzes call content for useful marketing and sales data. In other words, our analytics engine listens to the words and phrases on the call and spits out metrics like lead quality, conversion rates, missed opportunity and sales performance.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] Are You Getting Your Sales Force Involved in Social Media?
    'No, I’m not trying to delegate the social media tactics and implementations to the sales force, they’re too busy selling. Let’s face it, your sales forces are in the trenches every day solving customer’s problems. Don’t Overlook One of Your Best Resources for Great Content – Your Sales Force.
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] B2B Marketers Need a Fresh Perspective
    'In response to my last post, Product is Not the Hero of a B2B Company’s Story, Michael Webb asked a great question. Product is Not the Hero of a B2B Company's Story ). Generating "leads," instead of working with sales and service to help customers solve problems? The same is true for sales. We know this.
  • WRITESPARK  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] White Papers: Refresh or Write Fresh?
    Use these criteria to determine whether a white paper is a good candidate for a refresh : Continues to attract a large number of sales leads or downloads. Promotes a major product or service that will continue to be sold by your company. Content Marketing Sales Materials White Papers Was written more than a year ago.
  • HUBSPOT  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] Content ROI Is a Myth
    For example, with PPC it could be: If I spend €100 on PPC, I’ll make €250 in sales. If I increase that spend to €1000, I’ll make €3000 in sales. In fact, measuring content by placing a single monetary value on it will mean a lot of companies fail before they even get started.
  • DIGITAL VOICES  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] Getting Started with Content Marketing Strategy in 5 Easy Steps
    If you are a B2B software company, you want to get more people to request demos, trials, and licenses for your software. Once you define your desired outcomes, you can plan content that will lead customers further down your sales funnel. Where do you actually begin? First, let’s define content marketing. Conversion rates.
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] 4 Tips to Modernize Your Call Center Customer Experience From Start to Finish
    In fact, did you know a mere 2% increase in customer retention has the same financial impact on a company as a 10% reduction in cost? Making call centers more efficient and effective in converting sales revenue can also have a positive impact on customer retention, customer satisfaction, and cross-selling or up-selling company offerings.
  • LEADERSHIP  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] Spring Clean B2B Lead Generation in 5 Easy Steps
    focus on priming hot leads to make them sales-ready. presentation you made internally to your team does not have to go into the company archives. 'Refresh, Recycle, Repurpose, Refinish, Recreate. In the world of business, Q1 is over. Just like we do with our homes and yards, April is also a good time to rejuvenate your marketing plays.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] Marketers May Just Be Their Own Roadblock to Reinvention
    As I have stated before, no buyer ever said “I am in the sales-accepted stage of my buying process.”  What I think about is how to make my team more effective, how to drive pipeline contribution, how to manage up to the CMO and how to better enable sales.  Quite the disconnect! Their Content Consumption Patterns.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] Rise of the Marketing Platform
    Campaign” is a militaristic word that focuses on the needs of the company, not the consumer.  Scott Brinker’s 2014 Marketing Technology Landscape Supergraphic shows almost 1,000 different companies that provide software for marketers. The platforms will provide open ecosystems that the other companies can build on and plug into.
  • WEBBIQUITY  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] 21 Fantastic Facebook Marketing Guides
    On one hand, not only is it an easy-to-use, low-cost platform with more than a billion members, but 77% of B2C companies and 43% of B2B vendors have acquired customers from Facebook, and the world’s largest social network drives 20% of all internet page views. 'Many (most?) marketers have a love-hate relationship with Facebook.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. license.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. license.
  • 3D2B  |  TUESDAY, APRIL 8, 2014
    [Companies, Sales] How to Win Appointments With B2B Decision Makers
    But sometimes it seems like a brick wall is standing between your company and your goals. So ask open-ended questions that he or she can expand on, such as: How does this affect the rest of the company? If you push for an appointment too early, your sales team will end up being frustrated because there is no concrete interest.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] 5 Memorable Takeaways From the Modern Marketing Tour Amsterdam Stop
    The other track is the Marketing Execution Track , which digs a little deeper into best practices around how companies can get the most out of their marketing automation systems. 'by Sylvia Jensen | Tweet this Have you ever been to Amsterdam? It is one of the most beautiful cities in the world. love it. Really useful stuff. Our partners.
  • HUBSPOT  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] How to Get Hired as an Inbound Marketer: 15 Qualities Managers Look For
    As more and more companies realize the importance of implementing a successful inbound marketing strategy, they''re becoming even more selective about who they''ll hire to take charge of their marketing efforts. Surprises are normal for most marketers -- a campaign could unexpectedly underperform or sales leads could suddenly plateau.
  • FATHOM  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] Marketing Authenticity
    Compare the marketing of a company to the marketing individual job-hunters do as they “sell” themselves to employers. Failing to display authenticity, plenty of brands, companies and websites neglect plainspoken language and genuine humility for bluster and jargon. Sales & Marketing Alignment authenticity empathy
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] B2B Websites: How To Generate More Leads
    Lots of companies are in the same boat. Breaking News : A lot of B2B companies are not generating leads from their websites. For many B2B companies, lead generation is still rooted in more traditional methods such as referrals, advertising, direct mail and cold calling. Don''t be. Here''s how you can start reeling them in.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] 4 Ways Inside Sales Reps Are Like Hunger Games Tributes
    'Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. ve seen inside sales described using many analogies. Both inside sales reps and Hunger Games tributes possess drive. The same concept applies for inside sales reps. 3) Teamwork.
  • WINDMILL NETWORKING  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] What If Your Prospects Are Not Using Social Media?
    'Much of the discussion revolving around social sales talks about how you can leverage social media to increase your selling effectiveness. This is predicated on the formula … I’m on LinkedIn + he’s on LinkedIn = sale (b.t.w., it’s not that simple). What If Your Prospects Are Not Using Social Media?
  • MARKETING ACTION  |  MONDAY, APRIL 7, 2014
    [Companies, Sales] What’s a “Marketing-Qualified Lead”?
    And once it’s in place, does sales agree? Only 23% of sales professionals say marketers consistently deliver sales-ready leads. And worse: According to research from the CEB marketing Leadership Council, 49% of sales reps ignore more than half of all leads from marketing. qualified lead must be ready to speak to sales.
  • SALES CHALLENGER  |  SUNDAY, APRIL 6, 2014
    [Companies, Sales] 5 Steps to Problem-Solving: The Toyota Way
    Today, we’ll look at one of the tools that helped them to create that precision company-wide. When using this tool, Toyota spends the majority of the time in face-to-face meetings between the support function (Sales Ops, for example) and the requesting partners (Marketing, Finance, Product Development, Sales, etc.)
  • NUSPARK  |  SATURDAY, APRIL 5, 2014
    [Companies, Sales] Website Call to Action; Alternatives to “Contact Us” for lead generation
    But, most likely than not, you built it with the hope that it would serve as a silent sales person that would help generate leads and grow your business. Follow, Like, +1 your company on social media. 'Here’s a question to ponder: Why did you build a website for your business? What is Conversion Optimization? Phone call completed.
  • KOMARKETING ASSOCIATES  |  FRIDAY, APRIL 4, 2014
    [Companies, Sales] 3 Ways to Expand Your Content Marketing Strategy Beyond Blog Posts
    'For many B2B companies, just simply having a blog at all has been a huge accomplishment. Including a call-to-action at the end of the document can only increase the chances that white papers can be a guaranteed sales revenue source. Marketers and buyers alike agree: content marketing now goes beyond a few simple blog posts. Glossary.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 4, 2014
    [Companies, Sales] The Dangers of a “Good Enough” Solution: The 4 Major Shortcomings of Generic Lead Scoring
    This gets even more problematic if you have sales reps that cover different products or services. To determine fit, your score will be comprised of demographic and firmographic information like company size, budget, title, etc. We know that it can be confusing to sort through all of the available solutions. Or multiple business units?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 4, 2014
    [Companies, Sales] Why Inbound Vs. Outbound Marketing is the Wrong Question
    But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to. recently worked with a company that was quite proud of the 1,000 free trial registrations they were generating per day. Follow Matt on Twitter @HeinzMarketing.
  • BLOG MY CALLS  |  FRIDAY, APRIL 4, 2014
    [Companies, Sales] The Friday Marketing Rant: You Should Care About Phone Calls
    Even B2B companies say that calls are the most valuable leads they receive. It''s obvious that calls matter to local businesses--auto repair shops, tire dealers, home services companies, etc.--these And enterprises, you pay BIG money to analytics companies to extract data from web traffic, web leads, and web interest. The Data.
  • VIDYARD  |  FRIDAY, APRIL 4, 2014
    [Companies, Sales] Drive Real Action With These 6 Killer CTAs
    As a marketer, there are times when either option is well and good, but a lot of the time you’re hoping to make helpful content to generate leads or guide prospects through the sales funnel. 'Once your video fades to black, there are two preferable outcomes (one more ideal than the other). “Yes I want to start a demo right now!”
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] Product is Not the Hero of a B2B Company's Story
    Now try this: A CTO and founder of a startup SaaS company that's the subsidiary of a global enterprise is building a new application with a business model dependent upon low price, high volume sales. This is a key product launch for the parent company with a lot riding on it - including his career. Do you see the differenc
  • CHRIS KOCH  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] How Manchester United Revolutionized Sports Marketing
    A family receptionist would greet them and offer a surprise like a seat upgrade, a free gift, or a chance to meet a player,” says Mark Bradley, founder of The Fan Experience Company , a consultancy that worked with the club. Sales of family season ticket plans increased from fewer than 500 in 2009 to more than 7,500 in 2012.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] The Single Most Common Lead Scoring Failure: Not All Content is Created Equal
    This is basic stuff, marketing automation 101 — you get points for your title, the size or industry of your company, whether you clicked on a link in an email or attended a webinar, etc. In most cases, sales is brought in to brainstorm with marketing on the factors involved in the scoring program. and the program is launched.
  • VERTICAL RESPONSE  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] The Top 20 Places Your Business Needs to Be Listed Online
    Include photos, company description and more for $9.95/month. Superpages.com includes some unique features like cars for sale, lottery results and helpful tips for finding business services. 'Remember when you had to find a phone book and flip through hundreds of pages in order to find a local business? Advantages. Advantages. Yahoo!
  • BIZNOLOGY  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] How Many Leads Do You Need to Generate? Use This Simple Calculator
    One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning.  Moreover, you’ll annoy your sales team by not supporting them properly. The percent of their quota that the sales people generate naturally, without the help of leads. 
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] Facebook Ads Update: What it Means for Ecommerce and Why it’s Awesome
    Related Stories Boost Credibility on Social Media with Customer Stories 9 Ways To Grow Your Sales With Pinterest The Foolproof Method To Find Alluring Sweepstakes And Contest Prizes. 'Are you using Facebook ads to drive traffic to your ecommerce site? We’ll … Continue Reading.
  • 3D2B  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] How to Increase Your B2B Marketing ROI
    'Companies that Measure Marketing ROI Increase Growth. It’s not easy to do, however, because you have a mix of activities that go into generating one sale and they all need to be included in the marketing costs.  For example, Techno Company sells technology solutions to operations managers. The total sales are $500,000.
  • HUBSPOT  |  THURSDAY, APRIL 3, 2014
    [Companies, Sales] 5 Things Many Marketers Forget When Running A/B Tests
    Let''s say, for example, that you''re a SAAS company and you''re testing two versions of your company''s "Story" page -- the place where you want to tell the tale of your brand, and how it came to be. One page has a brief, bullet-point list of company facts -- Funded, Series A raised, etc. -- followed by a giant TALK TO SALES button.
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