• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. companies?
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Improving ROI with Marketing Optimization
    The company owns its own media channels, such as its website and outbound direct marketing. Many companies routinely. customer contacts] to drive sales,” said Raj. By 2014, companies that develop an IMM strategy will deliver a 50. industry leaders, customers, alliances, sales, marketing and product teams to establish.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Start engaging from the first click in the Customer Journey
    marketing success for both our companies and our customers. The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Companies can implement BlueConic immediately, using existing content and offers — simply putting them to. They are.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [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.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. enough to increase sales leads: 1. corporations $100 million in sales and beyond— know their business. affect new sales lead demand, marketing. Legendary Ad Executive David. wealthy?
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Advanced Keyword Research Strategies
    This means that newer or smaller businesses without the capitol to pay for a higher listing or dominate the anchor text of any particular word will likely never be associated with it highly enough to be seen in sufficient manner to affect sales. The solution for these companies is to develop a deep keyword and key phrase research strategy.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Closing the Deal: The State of Sales Enablement
    'New insight into sales managers'' attitudes and beliefs about their company''s sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [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?
  • LEADERSHIP  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Interesting Infographics: Hats of to the Modern CMO
    'Chief Marketing Officer may be a well-known title, but not everyone means the same thing when they use the term. Part of the reason for these different approaches is due to the diversity of backgrounds shared by CMOs. 35% of surveyed CMOs indicated a marketing background, whereas 29% noted that they come from the operations side.
  • VIEWPOINT  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] 4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
    'Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Avoid the tendency to start talking about yourself, your company, etc.
  • HUBSPOT  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] 10 LinkedIn Groups Every Entrepreneur Should Follow
    My Personal Recommendations: 5) Sales / Marketing Executives (CSO/CMO). This is a great group for Sales & Marketing Executives. If you have a business idea and want to connect with me or my company - we’re interested! 'There are at least three problems with this list. First, “entrepreneurship” is an extremely broad subject.
  • HINGE MARKETING  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Expert Interview: Using Behavioral Psychology to Enhance Marketing Automation
    Here are a few of the highlights from our conversation: TECHNOLOGYADVICE: How have you used Behavioral Psychology as your secret marketing automation ingredient to help companies grow? For example, companies that grew the fastest used the most SEO and implemented it the best and saw the best value of it. TA: What are some of the "Aha!"
  • BIZNOLOGY  |  FRIDAY, MARCH 27, 2015
    [Companies, Sales] Are you doing webinars for lead gen? You should be.
    'As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. understand why many companies might be hesitant about doing webinars. The title was “Evolve or Die: Surviving the Changing Sales Landscape.” And in the past 6 months, I’ve added a new tactic to my program: webinars.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] URGENT!
    'Please note that our company website tiecas.com is temporarily down. Please call 281.969.7514 and/or email us at sales(a)tiecas.com. Our technical department is working on the issue and we’ll be back online soon. Thanks for your patience. The post URGENT! by Achinta Mitra appeared first on Industrial Marketing Today.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] Terminus Offers Targeted Display Ads for B2B
    To help the system run smoothly, Lenovo has both dedicated internal Adobe teams, as well as full-time support people on Adobe''s payroll, which means the company spends equal amounts on both products and support services. The company says this is more accurate than targeting based on IP address. sales stages. ad inventory.
  • THE FORWARD OBSERVER  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] 7 Ways To Thrill Customers And Get Them To Buy More From You
    When looked at like a bucket, some companies are very leaky - lots of water pouring in to the top, and most of it soon leaking out. Websites crash, customers tweet, fans like the Facebook page, and sales increase. No question about it, the ability to stimulate immediate sales is sexy. You''re doing it the hard way. That’s huge.
  • EMAGINE B2B BLOG  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] 5 Ways to Increase Your Bounce Rate
    Companies with newer websites have realized users don’t like autoplay music on websites and no longer use this website attribute. When I get to your website give me a second to breathe, when I first get to your blog or content I do not want to subscribe to your blog or speak to a sales person. slow load time will do the trick. WRONG.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] Work Together, Not Apart: A Bird’s Eye View of Content Marketing Collaboration
    Last week, during a branding session, a client’s vice president of sales pitched the idea of developing a relationship with a well-known publication in his industry. 'One of the hardest things about being a parent to small children is the music you’re forced to endure. Bear with me here.). Third-Party Content Development. The end result?
  • VIEWPOINT  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] 4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
    'In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. compelling message is a sales rep’s most valuable weapon. No one cares what you think about your company, product or service. Simplified.:
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] Explosive Growth in Marketing Tech: 7 Categories to Implement Now
    Many of these data platforms have their own databases filled with upwards of 200 million companies—so happy marketing! And it is getting even more complex as companies try and streamline their efforts, distribute highly targeted messages, and integrate social into each and every campaign. Take a look: Looks like a lot, right?
  • CMO ESSENTIALS  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] What Shazam Can Teach Marketers about Predictive Analytics
    But recently, the company revealed something new — it can, in fact, predict the future with its tagging data. As a prime example, the company-released data showing a massive spike in tags for Meghan Trainor’s universally recognized hit, “It’s All About the Bass.” It’s a great time to look for your company’s hidden predictors.
  • HUBSPOT  |  THURSDAY, MARCH 26, 2015
    [Companies, Sales] What the Top 4 Social Networks Can Do For Your Social Commerce Revenue
    Then, social commerce represented some $3 billion in retail sales. In doing so, social commerce is expected to pull in more than 5% of total retail sales for 2015. For professionals, Twitter is a great platform for a quick Q&A, reaching out to a company, getting answers on sizing, etc. in sales for retail brands.
  • VIEWPOINT  |  WEDNESDAY, MARCH 25, 2015
    [Companies, Sales] 4 Tips to Power up Prospecting in 2015: #2 Commit to It!
    'In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.
  • SYNECORE  |  WEDNESDAY, MARCH 25, 2015
    [Companies, Sales] Don’t Let These 3 Myths Stop You from Personalizing Your Content
    'Executed correctly, content personalization accelerates the process of moving both anonymous and recognized visitors through the sales funnel to become qualified leads and conversions. Personalization only makes sense for huge companies like Amazon”. The beauty of content personalization is that it doesn’t have to be complex.
  • EARNEST ABOUT B2B  |  WEDNESDAY, MARCH 25, 2015
    [Companies, Sales] Painting a vivid vision of the future is easier than you think
    recently heard an interview with Cameron Herold , the former COO of the world’s largest junk removal company. He’d grown the company from $2m to $106m in 6 years. Now take a look at the entire company and describe it in vivid detail. Not just sales and marketing, but the entire business. Sound familiar? The how.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Companies, Sales] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Marketing Qualified/Sales Ready. Hot Leads for Sales. Taking the Leads. Lead Score.
  • SYNECORE  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] 3 Ways to Boost Conversions with Personalization
    For both companies, offering relevant product recommendations led to more closed sales and a higher average order value, according to liftquest.com article Recommendations should be delivered through multiple channels—email, on-site, and off-site. Over half (53%) of online shoppers believe that personalization is valuable. Online Chat.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] Why We Acquired Rekindle
    Below I’ve taken the time to share some of my thoughts on why we made this specific acquisition and how we view acquisitions like these as part of our commitment to rapid growth and transforming the marketing and sales landscape. As we’ve grown, we’ve expanded that same thinking into the world of sales as well. But how?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] 10 Traits Buyers Seek in Salespeople
    'The 10 Traits Buyers Seek in Sales Superstars. Our research shows that top performers not only understand each customer company — they understand the person making the buying decisions as well. Most sales training courses emphasize the importance of addressing the customer’s needs. Listen. Tell the truth. See No.
  • VIEWPOINT  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] 4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
    'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales.
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing. Rejoice!
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] How to Produce an Internet Radio Show
    So how can this apply to your company? Think of all the conversations you have over and over with potential clients that help them trust your company resulting in a sale. Imagine a manufacturing company that hosts a weekly show with continuing education for distributors who want to up their game on product knowledge.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] 3 Big Retailers That Also Rock Ecommerce
    If Walmart is going to compete with Amazon for online sales, they should be prepared with features Amazon shoppers love. While they’ve managed to maintain decent sales, it’s become obvious they’ll need to step up their online sales strategies. Fortunately, the company realizes this , too. Walmart. Target. Best Buy.
  • CMO ESSENTIALS  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] Twitter for Marketing: Google’s Back and There’s Gonna Be Trouble… If You’re Not Tweeting
    Supporting the Buyer’s Journey: Customer experience management research shows that companies with a formal plan to map and manage their buyer’s journey enjoy 30% greater year-over-year increases in positive social media / word-of-mouth mentions, on average, compared to their peers who do not do so. Create quality, share-worthy content.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] Content Marketing ROI Starts With A Strong Business Case
    So the first way to respond to this question is to ask for the baseline: what is your company’s average marketing ROI. If you’re feeling cheeky, ask for the ROI of that logo your company put on a golfer’s hat or on the side of a building. We know our customers are tuning out advertising. Utilization. Performance.
  • MARKETING ACTION  |  TUESDAY, MARCH 24, 2015
    [Companies, Sales] Insights from Gleanster/Act-On Report: The Trouble with Marketing Technology
    Only 2% of the total B2B population at companies with 50-1000 employees met the characteristics defining Top Performers: They beat their 2013 revenue objectives. In fact, 92% cited it as an issue, while only 56% indicated that they have a problem with marketing and sales technology that doesn’t integrate well.
  • VIDYARD  |  MONDAY, MARCH 23, 2015
    [Companies, Sales] Kick the Boring Right Out of Your Video Interview Questions with These 10 Tips
    Videos can make traditional interview testimonials actually enjoyable (and since customer testimonials are one of the most effective content types for converting prospects and generating sales leads, they really should be in video format rather than in downloadable…I mean unreadable…oops, I mean deletable…text format).
  • MARKETING ACTION  |  MONDAY, MARCH 23, 2015
    [Companies, Sales] Customer Lifecycle Metrics, Part 2: Capture Interest, Gather Insight
    If they convert in the future, you’ll have a record of their pre-conversion engagement, which is very useful for segmentation and sales follow-up. Number and type of companies and organizations visitors work for. Number of sales accepted leads. Capture Metrics. What calls to action are most effective?
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 23, 2015
    [Companies, Sales] Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience
    'Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. Fitness equipment is a complex sale, with expensive equipment and a limited budget.  . Who are we speaking to? What message are we trying to convey?
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 22, 2015
    [Companies, Sales] Join @CKBurgess and @MNBurgess for @Conferenceboard Communication & Social Media Workshops #SocBiz #HR @SocialEmployee
    Many companies are still learning that traditional command-and-control models may not be the best fit for today’s business. “Great brands have always started on the inside, but why are companies taking so long to leverage the great opportunities offered by internal social media? Here are the details: Friday, M arch 27, 2015.
  • FATHOM  |  FRIDAY, MARCH 20, 2015
    [Companies, Sales] 5 Tips for Successful Marketing Automation Integration
    'In the last few years marketing automation has been a buzzword used more often when manufacturing companies are laying out their marketing plan for the next year, and years to come. Without successful implementation companies will more than likely miss out on the full potential of marketing automation.
  • VERTICAL RESPONSE  |  FRIDAY, MARCH 20, 2015
    [Companies, Sales] Why a Sign up Form Is a No-Brainer for Email List Growth
    Having a solid email list is important because, “email remains a significantly more effective way to acquire customers than social media—nearly 40 times that of Facebook and Twitter combined” according to a McKinsey & Company report. For example, “Be the first to know about limited-time sales, find out about special guests, etc.”
  • HUBSPOT  |  FRIDAY, MARCH 20, 2015
    [Companies, Sales] 9 Smart Ways to Measure Your Sales Enablement Efforts
    When it comes sales enablement, there’s no one number that can measure the results of your efforts or tell you what projects to prioritize. So what''s a data-driven sales enablement marketer to do? How do you definitively prove you''re fostering a healthy relationship between Marketing and Sales? 6) Sit with your sales team.
  • MARKETING ACTION  |  FRIDAY, MARCH 20, 2015
    [Companies, Sales] Landing Page Fundamentals, Part 2: Creating Great Copy and Compelling Offers
    'A landing page is one of the most important tools a company can use for its sales and marketing efforts. It’s often the first impression a prospect has of your company. This action (or conversion) could be submitting a form, purchasing a product, signing up for a trial, calling a sales person, etc. Strong Headline Copy.
  • E-QUIP  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] Should Clients Be Your Friends?
    Although over 80% of the firm''s business came from this one client—a large energy company—no one in the firm could tell me what upcoming work was in the pipeline. The firm''s client was acquired by a still larger energy company. But I still see sales and client retention strategies that are arguably based on a friendship model.
  • HINGE MARKETING  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients
    Depending on your typical sales cycle, these workflows can span anywhere from a month to several months and include anywhere between three and ten emails. Depending on the length of your typical sales cycle, this first follow up should come between five and seven days after the initial content download. So where’s the disconnect?
  • VIEWPOINT  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]
    A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing
    Among our quaint notions, we thought that B2B companies couldn’t build predictive models because they didn’t have enough data about their customers and prospects. The Internet has changed that, providing oceans of relevant detail from company Web sites, social media, job boards, and other sources. Sounds pretty simple, eh?
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] 8 Mistakes Brands Make With Instagram
    Quest Nutrition is a nutrition company popular amongst the low carb and fitness crowds. The company donates 10% of their profits to dogs in need and has already rescued 800 puppies. Buy this, sale on this, big savings, free shipping! In addition to the network’s impressive growth, users are also highly engaged with the platform.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] The Ultimate Guide: Getting Started with Social Selling [New eBook]
    'While technology continues to evolve the sales and marketing process, ask yourself: Are you adapting your organizational strategies accordingly? Alignment is not just important to improve the efficiency of marketing and sales, it’s essential in establishing a new, shared set of goals to reach buyers meaningfully. And why now?
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] Back to Basics: What is Marketing Automation and Why Do I Need It Now?
    Overall, best-in-class marketers contribute more to the sales pipeline, with 57% of sales-accepted leads converted to the sales-qualified pipeline, and the company as a whole sees 14% overall growth in marketing revenue. So what sets those companies apart from the others? It’s pretty simple. The Cold Hard Facts.
  • THE FORWARD OBSERVER  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] 4 Steps To Align Your Sales Approach With Inbound Marketing
    'Are you generating leads with modern, inbound marketing but trying to sell to them with traditional sales tactics? It’s as if the buyer has a magical salesperson shield that protects them while vanquishing their sales nemesis. Of course, this new, helpful approach is not just affecting sales. Start with company information.
  • MARKETING ACTION  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] How to Optimize a Blog Post (No SEO Wizard’s Hat Required)
    'One of the biggest reasons companies start a business blog is to drive more search engine traffic to their site. You can pour thousands of dollars and dozens of posts into a company blog only to see it sit silent. Optimizing your blog posts for search engines is only one part of creating a successful company blog. Unread.
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] What Does a Great Buyer Persona Look Like? Dissecting 3 Real-Life Examples
    Most companies keep theirs under lock and key, making it really difficult for other marketers to find inspiration and guidance to make their own. Visual Creatives know that they will be viewed as an extension to their client''s staff and so can position themselves this way to their leads during and after the sales process. 10) Image.
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Companies, Sales] A Vivid Vision for HubSpot's Content
    Think of it as a drug-free executive Peyote trip, in which the leader of an organization travels ahead three years and returns clutching a hyper-detailed narrative of the company’s future state. booked some alone time in the company nap room, conjured up Doc Brown and hopped aboard my mind’s Delorean. Destination: 2018. Just better.
  • GREAT B2B MARKETING  |  WEDNESDAY, MARCH 18, 2015
    [Companies, Sales] How to Rejuvenate a Troubled B2B Brand
    'Two months ago, I wrote an article titled The Economic Value of Your Company Brand. The theme of the post: No matter the size and scope of your company, the brand position you hold with your prospects and customers has monetary value in terms of sales, stock prices and even employee retention. More about this in a future post.
  • CMO ESSENTIALS  |  WEDNESDAY, MARCH 18, 2015
    [Companies, Sales] Creating Content is a Waste of Time – Until You Have Mapped the Buyer Journey Part 3: Match and Mix Content, Channel and Lifecycle
    According to a Roper Public Affairs study, 80% of business decision makers prefer to get company information in a series of articles versus an advertisement. Seventy percent say content marketing makes them feel closer to the sponsoring company, while 60% say that company content helps them make better product decisions.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 18, 2015
    [Companies, Sales] What Is Thought Leadership? And When You Should Use It?
    Thought leadership is important for both Consumer and B2B companies. So even consumer companies can use thought leadership effectively to support their overall mission and to define authority in their space. 'Few terms raise the ire of the buzzword police more than thought leadership. But But what is thought leadership?
  • HUBSPOT  |  WEDNESDAY, MARCH 18, 2015
    [Companies, Sales] 11 Expert Tips for Growing Your Company's Blog
    Nobody wants to read sales pitches. 'Most marketers dream about the day their blog has "made it.". How we define "making it" differs. Maybe it''s when we reach a certain traffic or lead goal. Maybe it''s the day one of our posts finally gets shared by an influencer. Or maybe, it''s when your blog makes a "blogs to watch" roundup.
  • ANNUITAS  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] The Key Marketing Automation Players On Your Team
    The Power User knows the ins and outs of your company’s marketing automation infrastructure, the integration with your CRM platform, third party integrations (i.e. They work closely with the Sales User to ensure the business is benefiting from marketing automation. The Sales User. Wrong. The Power User. This user knows it all.
  • FATHOM  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] 5 Things Manufacturers Should Know About Call Tracking
    'Call tracking can be an excellent investment opportunity for your manufacturing business and will undoubtedly turn up many sales marketing insights along the way. Unfortunately, some companies hold many misconceptions about call tracking, and this lack of education can keep them from getting a complete picture of industrial marketing ROI.
  • VIEWPOINT  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] "New Sales. Simplified." A Must-Read!
    'Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. It’s an action-oriented guide for sales people, sales managers and executives.”
  • LEADERSHIP  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] Stimulate Your B2B Lead Generation with Innovation All It Takes to Get Started Is A Change of Mindset
    In my interactions with B2B companies and their C-Suite, a fixed mindset is one of the most common issues I come across. They will talk to me about wanting quick fixes to plug the leaks in their sales funnel, they will have lengthy discussions about what needs to change and how to make it happen. great lesson for us to be inspired by.
  • EMAGINE B2B BLOG  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] 17 Reasons Why I’m Lucky To Be In Business Development
    A successful business developer in these industries must possess many key skills and traits; including perseverance, thick skin, time management, the ability to build rapport, being resourceful, and an understanding that sales and marketing are high rejection trades. We live for the few “yes’s”   This St. Patrick’s day?
  • CMO ESSENTIALS  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] 6 Tactical Marketing Enablers for Independent Buyers
    Whether you’ve encountered these buyers directly, or only heard horror stories from across the aisle in the sales trenches, you’re probably well aware of the challenges in cultivating successful customers out of empowered buyers. How do you sell to those who scorn sales pitches? How do you handle the independent buyer?
  • MARKETING ACTION  |  TUESDAY, MARCH 17, 2015
    [Companies, Sales] Top 10 Takeaways from the “Rethinking the Role of Marketing” Report as Tweetable Stats
    'There’s a problem in the way B2B companies engage customers today. But while this strategy does a great job generating new leads and keeping the sales pipeline full, it’s missing out on several vital parts of the engagement lifecycle. What are some of the key insights from the report? The #CMO can change that #CMO #RethinkMarketing.
  • HUBSPOT  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] 9 Best Tools to Help You Edit Blog Posts Better
    Often, a blog post will be the first impression a prospect has of your company. For sale: baby shoes, never worn.". 'Blogging is an important part of your business strategy. Getting things just right can be overwhelming. In this post, I’ll outline some of the best tools to help you keep a solid editorial flow from idea to publish.
  • CRIMSON MARKETING  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] How To Compete In An Omni-Channel World
    Office Max and Sears were amongst the leading store closers in 2014 with hundreds of outlets shuttered between them, the year bid final adieu to Blockbuster, while the fate of retail industry stalwart Radio Shack hangs in the balance after the company filed Chapter 11 in February. . Clicks are beating bricks with “Endless Aisles.”.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] If It Isn’t Fun, It isn’t Selling!!!
    Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as to how to have fun during the sales cycle. A few ideas to focus on: Build Belief: make sure your sales teams believe in your company, products/services and each other. This is the emotional work for sales leadership.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] Sights and Sounds of SXSW: Transformational Marketing and The Era of Engagement
    Renting out the fantastic Vulcan Gas Company—on East 6 th St., Here are the steps they took: Established up front goals for band awareness—MQLs, sales and marketing alignment, measurable impact on ROI, and they enabled sales and channel partners. Sales. East 6 th St. Let’s take a look at some of the top takeaways.
  • CMO ESSENTIALS  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] The 21st Century Buying Experience: Say Farewell to the Sales Cycle
    This begins with the “hidden sales cycle” and carrying through the intertwined marketing, sales, and service stages of the relationship lifecycle. Figure I: Leaders Anticipate and Influence the Hidden Sales Cycle. This is because the company has developed a reputation as a trusted partner.
  • B2B MARKETING UNPLUGGED  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] Three Reasons Customer Experience Management Fails – Part II
    They’re not the only ones: 92 percent of companies in an ICMI study said they thought engagement and loyalty were good things. Frighteningly it suggests that  almost a fifth of companies don’t see a connection). The companies which don’t have senior CEM ownership are the ones which are likely not spending very much money on it. 
  • MARKETING ACTION  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] Customer Lifecycle Metrics, Part 1: The Rules of Attraction
    Read the full report  from Gleanster and Act-On to learn more about what separates leading organizations from the rest, and find out how top companies are taking control of the full customer lifecycle with new metrics, technology, and a refined focus. You can focus your resources on what’s working and adjust or eliminate what’s not.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 16, 2015
    [Companies, Sales] How to Use LinkedIn to Generate Leads
    Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. For instance if you are Marketing Specialist for Toyota, reword it to say “Internet Marketing Expert for Fortune 500 Companies.” or AOL.
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 15, 2015
    [Companies, Sales] How Educators Learned to Embrace Social Learning by @mnburgess #education #EdChat
    Bersin elaborated on this point: “Companies should take a ‘supply chain’ view of skills, realizing that it often takes many years for employees to build deep skills within their roles or organizations; career development programs, job rotations, competency-based assessments, and simulations are increasingly important.” Dr. Paul J.
  • MODERN B2B MARKETING  |  SATURDAY, MARCH 14, 2015
    [Companies, Sales] 13 Tips for Marketing Transformation: A Checklist for Change Agents
    It’s a challenge that alters the course of companies and careers. Someone with the vision, courage, knowledge, and skills to put and keep your company on the path to revenue transformation. But it’s what your company needs—even when they don’t know it yet. Bring sales into the process early—and keep them in it!
  • HUBSPOT  |  SATURDAY, MARCH 14, 2015
    [Companies, Sales] How to Use Humor to Sell More [Free Email Templates]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Sales can be a stressful job. Here''s an idea -- how about mixing some humor into your sales process? Lastly, try not to overuse humor in the sales process. Inbound Sales Daily
  • BIZNOLOGY  |  FRIDAY, MARCH 13, 2015
    [Companies, Sales] Data Driven Sales 2.0
    'Data-Driven Sales 1.0. The introduction of CRM (for sales) and now MRM (for marketing) has brought sales people out of the “information on paper and in my head” era kicking and screaming and into the age of technology and data.  What these changes didn’t do was increase sales productivity.  Data-Driven Sales 2.0.
  • HUBSPOT  |  FRIDAY, MARCH 13, 2015
    [Companies, Sales] What Happens After You Get a Bid on Shark Tank?
    How does appearing on the show affect brand awareness, site traffic, and sales? To answer these questions and more, I spoke with recent Shark Tank contestant Christina Conrad , who secured a deal on-air with real estate mogul Barbara Corcoran for $80,000 in exchange for 20% equity in her company. And since then, sales have kept up.
  • MARKETING ACTION  |  FRIDAY, MARCH 13, 2015
    [Companies, Sales] Landing Pages that Convert, Part 1: The Basics of Design
    The offer should also be closely tied to your brand’s value proposition, in order to attract the people most likely to want what your company sells. If you sell industrial solvents by the carload, your offer might be related to health and safety management concerns that your company takes care of, for example. Test your offers.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] 10 Examples of Highly Impactful LinkedIn Profiles
    While the vast majority of those surveyed are not actively participating in discussions or sales-specific initiatives, a large percentage (69%) are looking for contacts and nearly half (47%) read product and industry news. Personalizing website links instead of the generic “company.” Why LinkedIn Again? Brittney Borowicz.
  • VERTICAL RESPONSE  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] 5 Ways to Create Added Value for Customers
    Building a customer experience also allows you to develop relationships with your customers so you can connect on levels that go past simply getting the sale. For brick and mortar stores, consider promotional materials featuring your company’s logo that can be given out in-store. Don’t know where to start?
  • HUBSPOT  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] Dove, Clinique & L'Oréal: 7 Brands That Changed the Face of Beauty Marketing
    They were door-to-door sales people, wig makers, and chemists who grew their empires during a period of changing attitudes on beauty and women''s role in public. Because they challenged the idea that the pursuit of beauty was immoral, they were forced to create new forms of direct sales (the pyramid organization) and marketing tactics.
  • HINGE MARKETING  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] Management Consulting Firms: When Does a Prospect Turn Into a Lead?
    Whether they have engaged with your firm through social media, your website, your blog, or other channels, many of these folks will live at the top of the sales funnel forever. Many will be ideal clients, but the truth is that not all of those leads are worth the efforts of your sales team. Only pursue the best-qualified leads.
  • CMO ESSENTIALS  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] Stop Trying to Find an Easy Way to Build Your Buyer Persona
    can’t tell you the number of companies I’ve met that have confused a target profile with a persona. They should form the foundation upon which to: o    Develop sales training curriculum. 'Last week, MakeMyPersona.com from HubSpot ? touted as “quick and easy buyer persona development” ? popped into my social streams. Persona on!
  • HUBSPOT  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] 10 User Generated Content Campaigns That Actually Worked
    Having users contribute to your content creation efforts has another interesting advantage, as consumers are more interested in hearing the views of their peers than reading cleverly written sales messages. Burberry is a British clothing company that was founded in 1856. The company attributes the campaign to a 2% increase in U.S.
  • HUBSPOT  |  THURSDAY, MARCH 12, 2015
    [Companies, Sales] The Ultimate Guide to Throwback Thursday: How to Use #TBT in Your Marketing
    Have a few different pictures of your company''s founding team to choose from? It’s ok if it’s an “inside baseball” occasion for your company as long as you make it relatable to others outside your company. The company used to give this away to callers who were listening to their radio programs. How Did #TBT Start? Great!
  • MARKETING ACTION  |  WEDNESDAY, MARCH 11, 2015
    [Companies, Sales] Marketing’s Bright New Tool: Act-On Anywhere
    This is a new browser application that gives marketers and sales people access to content, functionality, and engagement data as they browse websites or use the cloud-based applications that are part of their day-to-day workflow. Breaking down barriers between silos in companies. 'Editor’s Note —. Why did we do this? ” 2. three.
  • THE FORWARD OBSERVER  |  WEDNESDAY, MARCH 11, 2015
    [Companies, Sales] 5 Ways To Unite Sales And Marketing For Increased Revenues
    Companies with strong alignment between marketing and sales achieve 20% revenue growth. similar, counterproductive rivalry still exists in many companies today between the sales and marketing departments. Sales can think of marketing as irrelevant, "arts and crafts" party planners. Here''s how to do it. Conclusion.
  • HUBSPOT  |  WEDNESDAY, MARCH 11, 2015
    [Companies, Sales] 7 Stats You Should Know About Business Blogging in 2015
    As you already know, keeping a blog on your company’s homepage filled with industry news, insights, and informative content is beneficial to your business for many reasons. The more a lead has contact with you, the more likely you are to make a sale. 6) Companies who blog receive 97% more links to their website. Blogging
  • MARKETING ACTION  |  WEDNESDAY, MARCH 11, 2015
    [Companies, Sales] Build Bigger, Healthier Email Lists with Double Opt-ins and Preference Centers
    Every address represents a potential lead, a possible sale, and a way to make more revenue. Double opt-ins are harder to get, but they are also proof of greater interest, which usually means a greater likelihood of engagement – as well as closing the sale. 'Email marketers love big mailing lists. Beware of Buying Lists. Customers?
  • LEADERSHIP  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] CMO Spotlight: Jeremy Burton, President Products and Marketing at EMC Corp.
    We have been talking about the overlap between B2B and B2C marketing, the common challenges, the best practices that both types of companies can follow, etc. “If you understand what’s going on with the product side, you can understand the basis for your message to marketing and the sales team,” says Burton.
  • HUBSPOT  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] 3 Ways to Use Buyer Personas to Shorten Your Sales Cycle
    When speaking with sales and marketing organizations across North America, I share that the most important question a business can answer is, “ Who do we want to be a hero to ?”. Your buyer personas should be among the most worn out documents in your sales and marketing arsenal. 2) Alignment Between Sales and Marketing.
  • VIDYARD  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] Read This To Find Out How To Make A Compelling Call-To-Action
    One of the main things to keep in mind is where your video viewers are in the marketing and sales funnel. You’ve gone to the effort of making tailored video content that helps move your viewers through the marketing and sales funnel. 'You’ve put in the effort to make engaging video marketing content, so why stop there?
  • CMO ESSENTIALS  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] 5 Ways to Optimize Email Marketing ROI
    Companies utilize email marketing to showcase new products, introduce new promotions and re-engage customers who haven’t shopped in a while. According to  Aberdeen’s Marketing Executive’s agenda , 90% of companies allocated marketing budget for email marketing in 2012. B Test Email Campaigns. Prevent Spam Complaints.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] How to change your company culture for marketing success
    'I used to work for a big metals and mining company called Alcoa. Everybody in sales and marketing had to go through annual training programs about what to do if we ever saw a competitor, or a competitor spoke to us. Obviously something that dramatic would have a powerful impact on the company culture. Company culture rules.
  • WEBBIQUITY  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] In B2B Marketing, Don’t Forget the Basics
    'Marketing professionals, particularly those who work with technology companies, strive to stay ahead of the curve. What’s the next new tactic, channel or trend we need to have on our radar? Social media and content marketing are now mainstream. Even mobile marketing is losing its shiny newness. Wearables? The Internet of Things?
  • MARKETING ACTION  |  TUESDAY, MARCH 10, 2015
    [Companies, Sales] Keeping Customers Loyal: Marketing’s Role in Retention and Expansion
    And that makes sense, because generating new leads is often their primary goal, and many marketers are measured by their success in creating sales-qualified leads. But what happens to those leads after sales takes over? As you can see, top performing companies allocate more time and effort on customer retention and expansion.
  • STORIES THAT SELL  |  MONDAY, MARCH 9, 2015
    [Companies, Sales] Arm Your Sales Team with Customer Success Slides
    and your sales rep is preparing for a big meeting with a hot prospect in two hours. The rep is building a PowerPoint with all the key differentiators about your company. In most cases, the sales rep has to stop and craft a slide with the key points – and many do. Instead, make it easy for your sales reps. 'It''s 9 a.m.
  • HUBSPOT  |  MONDAY, MARCH 9, 2015
    [Companies, Sales] How Reporting on Revenue Can Improve Your Relationship With Sales
    'Most marketers are concerned about building a strong relationship with their sales team. After all, the marketing team is supposed to generate leads and assist the sales team in closing deals for the company. But any marketer can tell you that there can be tension between the marketing and sales teams.
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