SALES PROSPECTING PERSPECTIVES | FRIDAY, SEPTEMBER 19, 2014
[Companies, Sales] 8 Opportunities for Quality Conversations in Inside Sales
'Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers , Business Development Representative at AG Salesworks. Inside sales reps have the same imperative: maximize time by qualifying prospects creatively. After all, they work for your prospect’s company! Leave effective prospecting voicemails.
MARKETING ACTION | FRIDAY, SEPTEMBER 19, 2014
[Companies, Sales] An Act-On Conversation: Jay McBain and Atri Chatterjee Discuss Best Practices in Channel Marketing Communications (35 Types of Media Required)
'Editor’s Note: Jay McBain is Chief Marketing Officer for ChannelEyes , a young company that’s reinventing the way vendors communicate, educate, and engage with their value- added resellers and channels. Jay spent almost 20 years in various executive sales, marketing and strategy roles within IBM and Lenovo. This is critical.
HUBSPOT | FRIDAY, SEPTEMBER 19, 2014
[Companies, Sales] Welcome to the New Sales Process: How to Let Content Do the Selling
'"Pushy" isn’t the first word you want prospects to associate with your profession, but it’s a term that’s plagued the sales industry for years -- and for good reason. Thankfully, those days are over and consumers are taking charge of the sales process. Consumers want to buy from people, not companies.
HUBSPOT | THURSDAY, SEPTEMBER 18, 2014
[Companies, Sales] How to Give a Performance Review: A 3-Step Action Plan
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Reviews encourage people to play by the company rules, stop bad habits, set priorities, and clarify accountabilities owned by the sales rep versus the manager or the firm. Stop groaning. Or, both?
CRIMSON MARKETING | THURSDAY, SEPTEMBER 18, 2014
[Companies, Sales] Peter Isaacson, CMO of Demandbase: Why You Have a Bad Relationship with Sales—and What to Do About It [Podcast]
'“How is your relationship with Sales?” That is the question that Peter Isaacson, CMO of B2B marketing technology company Demandbase, posed to some of the 400 digital marketers at a recent GE marketing summit. Virtually every one of them responded that their unit experienced difficulty getting Marketing and Sales on the same page.
VOICE-BASED MARKETING | THURSDAY, SEPTEMBER 18, 2014
[Companies, Sales] 4 Tips from Silverpop on Creating an Incredible Customer Experience
Marketing Should Own the Customer Experience Bryan Brown of Silverpop started his talk by asking the audience who they thought “owned” customer experience at their company. Calls of “sales!” Here are four highlights from the syllabus for those of you who couldn’t join us in class. and “support!” Marketing.” General
MODERN B2B MARKETING | THURSDAY, SEPTEMBER 18, 2014
[Companies, Sales] 9 Reasons Your Emails Get Rejected
But don’t claim your deals are “once in a lifetime” if you’ll be holding the exact same sale next weekend. Email is not the place to ask for a sale – it’s like asking your date to buy your dinner while you’re still eating appetizers. As with dating, a lot can go right in an email. But (also like dating) a lot can go wron g. Again.
MARKETING ACTION | THURSDAY, SEPTEMBER 18, 2014
[Companies, Sales] The 3 & 5 of Winning Drip Marketing Campaigns
It’s been around for generations, using the best relationship-building tactics of the era: door-to-door sales, direct marketing, telemarketing, email and social campaigns, location-based marketing, and whatever new methods pop up tomorrow. Optimizes the sales funnel. Because if you don’t, there are umpteen other companies that will.
THE POINT | WEDNESDAY, SEPTEMBER 17, 2014
[Companies, Sales] Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%
Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. We were able to provide new ideas based on our pool of experience and what we knew was working for other companies in the tech space.”.
FEARLESS COMPETITOR | WEDNESDAY, SEPTEMBER 17, 2014
[Companies, Sales] 5 Tips in Building a Great Website in BtoB Marketing
When your salespeople leave a message and give a company name, the prospect is more likely to visit your website than to call you back. One young software company in the Boston area has hidden all their content and shares it via email. Today, your website is more important than it has ever been. This is a big mistake.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, SEPTEMBER 17, 2014
[Companies, Sales] Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)
'Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. This applies to many facets of life these days, but particularly for B2B sales and marketing professionals. believe well-intended companies bought into the investment, but lost patience too quickly. But you?
EARNEST ABOUT B2B | WEDNESDAY, SEPTEMBER 17, 2014
[Companies, Sales] The changing role of the CMO - HubSpot Inbound 2014, Tuesday 16th September
They should be the only person within the company with a holistic view on where a customer is - and be responsible for keeping everyone aware of that (clearly - without too much detail). What inbound allows companies to do is to gain leverage in a different way. Instead of outspending, companies can "out-think, out-tech and out-help".
MARKETING ACTION | WEDNESDAY, SEPTEMBER 17, 2014
[Companies, Sales] Content Marketing Insourcing: Tips for Turning Internal Resources into Content Creation Machines
Your company is filled with subject matter experts (SMEs) and brand ambassadors who are uniquely qualified in various areas of the business. From executives and product managers to sales people and call center reps, these individuals can be wellsprings of valuable content that your prospects and customers would be interested in. Cheap.
INTEGRATED B2B | WEDNESDAY, SEPTEMBER 17, 2014
[Companies, Sales] Marketing fights Sales – and everyone wins!
Ask the question of any attentive marketing student and they’re likely to reel off a description that somewhere, somehow, involves increasing demand for the company’s products. But marketing is also about managing demand, too, which may actually require reducing demand – or moving demand away from particular products in a company’s range.
AVITAGE | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] ralph lauren for womens paul fergus
'In accordance with S McBride,Christian Louboutin sale uk Bacardi Limited president and CEO, are very excited to welcome Rafa for the Bacardi family as our new Global Social Responsibility Ambassador. a public company for auction on TSX Venture, since May 2009, at the same time the principle Financial Officer of EG since August 2003.
CUSTOMER EXPERIENCE MATRIX | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] HubSpot Jumps into the CRM Marketplace
The news was the climax of the founders’ keynote at the company’s annual Inbound Conference, which has yet again doubled to reach 10,000 attendees. Another feature goes a step further and provides finds data on other companies that are similar to a current prospect. Can a HubSpot service offering be far behind?
CRIMSON MARKETING | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] How CMOs Can Make Big Data Relevant to the Sales Team
You would think that with all of this information and transparency, it would be easier than ever for companies to understand and influence customers through technology marketing. By the time your sales reps have the opportunity to interface with potential buyers, those prospects have already traveled through a big part of the buyer’s journey.
CLIENT BRIDGE | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] HubSpot Reveals New Tools to Accelerate Sales
Inbound marketing earns the attention of customers, makes the company easy to be found and draws customers to the website by producing interesting content.”. As a result, HubSpot has released a set of sales features aimed at improving inbound selling. Meet Your New Sales Sidekick! HubSpot Sales might be that solution for many.
GREAT B2B MARKETING | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] How to Use B2B Marketing to Propel Rapid Sales Growth
The topic of the podcast is How CMOs of High Growth Companies Can Achieve Rapid Scale. Naturally, as a former CMO of, and current service provider to, high-growth B2B companies, this subject is very important to me. Instead of a separate marketing and sales process, you need a combined revenue model to propel sales growth.
FEARLESS COMPETITOR | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] Want to grow your sales? Stop selling!
Start helping and stop selling and watch sales grow. If your company is looking for a very well-connected award-winning BtoB marketing expert, just fill out the form below. contact-form] This blog is written by the award-winning sales and marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers.
VOICE-BASED MARKETING | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] How to Reach Your Target Audience With LinkedIn: Advertising, Analytics, and Call Tracking
But what is missing from these networks is the ability to target specific people: decision-makers at companies and in industries that I am trying to tap into, and reach out to them directly. LinkedIn offers you the ability to target a company specifically by name. How is this any different from Google? higher CTR compared to ads.
SALES PROSPECTING PERSPECTIVES | TUESDAY, SEPTEMBER 16, 2014
[Companies, Sales] My 4-Step Process to Marketing Research for Content Creation
This is especially true for Directors of Sales and CIOs; they see numbers every day, and they are used to these numbers telling the truth. Many B2B companies producing content on a regular basis simply don’t have time to produce their own facts and figures. SUBSCRIBE TO SALES PROSPECTING PERSPECTIVES. The problem?
INDUSTRIAL MARKETING TODAY | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. No surprise there! This is only a content summary.
HUBSPOT | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] How to Gracefully Terminate an Employee
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Do: Follow company policy. Clearly define next steps, clarify the effective date (in many companies this means immediately), communicate severance, and identify who will accompany the team member to their desk.
MADISONLOGIC B2B WHITE PAPERS | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
MADISONLOGIC B2B WHITE PAPERS | MONDAY, SEPTEMBER 15, 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 | MONDAY, SEPTEMBER 15, 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 | MONDAY, SEPTEMBER 15, 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 | MONDAY, SEPTEMBER 15, 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 | MONDAY, SEPTEMBER 15, 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 | MONDAY, SEPTEMBER 15, 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?
IT'S ALL ABOUT REVENUE | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] Why Content is the New Sales Call
'Editor’s Note: Today’s Post comes courtesy of Daniel Newman , the President of Broadsuite , a company dedicated to helping companies be found, seen and heard online by tying together paid, owner and earned media to drive. Content Is The New Sales Call. • 10.4 The ZMOT isn’t a new discussion point.
VOICE-BASED MARKETING | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] 3 Ways Marketing Automation Is Good for Your Business
Marketing Automation Fuels Growth Anyone running a company knows how there is always something that needs to be done, especially when you’re trying to grow your business. couple interesting stats that back up the claim of business growth: 28% of marketers saw an increase in revenue per sale attributable to marketing automation.
SALES PROSPECTING PERSPECTIVES | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] How to Balance 3 Teleprospecting Techniques To Manage Your Lists
With more and more sales leaders implementing new strategies, it''s important for inside sales rep to keep up with the trends. These sources could be: an inbound “Contact me” feature off your company’s website, prospect follow-ups from tradeshows, webinars, whitepaper downloads, and more. Mass email marketing. Smile and dial.
VERTICAL RESPONSE | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] 4 Cool Employee Contests to Help Boost Sales
What if you could pump that kind of enthusiasm into your business to boost sales ? We’re sharing four contests that we think will help get your employees, including sales and non-sales staff, excited about their jobs while sparking some team spirit to light up your sales scoreboard. ” 2. Get the VR Buzz.
MODERN B2B MARKETING | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] How to Win at B2B Video Marketing
'Author: Evy Wilkins When marketers were first experimenting with video, there was a mad rush to produce as much of it as possible – companies of all sizes invested tremendous resources into all sort of video assets. For these videos, it’s essential to have a branded video library where your sales team can direct prospects. video b2b
CHRIS KOCH | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] Why Can’t Companies Be More Like the Iroquois?
Why Can’t Companies Do This? So the obvious question becomes, why can’t companies cooperate like this? m guessing you’ve experienced the same thing at some point if you’ve ever worked in a big company (or maybe a small one, too). They don’t want three different calls from three different sales areas of your company.
HUBSPOT | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] 6 Essential Social Media Lessons From Top Executives
'Previously, right here on this blog, we’ve written about the importance of company leadership getting involved in social media. After all, there are some major benefits to doing so -- an improved company reputation and increased consumer trust, among others. 5) Have a Bio Page on Your Company Website. Ready? Social Medi
THE FORWARD OBSERVER | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] HubSpot's 2014 State of Inbound Marketing Report: 21 Tweetable Pearls
For the past five years, Internet marketing software company HubSpot has published findings from its annual survey on marketers'' challenges, priorities, tactics and results in its " State of Inbound Marketing " report. More than 80% of companies with an annual marketing budget below $25K are practicing inbound. Start With The Numbers.
SOCIAL MEDIA B2B | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] Professors Share Observations on the State of B2B Marketing
Too many marketing activities are siloed from the top-level business objectives of a company, and are not measured against metrics that others in the company care about. It was an esteemed panel of professors, including: Barbara Kahn , Patty and Jay H. Eric Bradlow , K.P. Jeffrey L. What will you teach my future employees this year?
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] Three implications for Big Data and your marketing department
'Walking through the airport, it seems that half of the wall advertisements are for companies selling consulting services to get our arms around Big Data. What are you doing to get your marketing, sales, or PR deaprtment ready? Well … maybe not our arms. That might be awkward. In many cases, it is! It is transforming our world.
MARKETING ACTION | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] How Data Science Is Transforming Sales and Marketing
insurance fraud now costs in excess of $80 billion a year, but companies employing predictive analytics for fraud detection significantly reduce their losses. In few places is the use of predictive analytics potentially more valuable than in marketing and sales. Data science is radically changing B2B marketing and sales.
B2B LEAD GENERATION BLOG | MONDAY, SEPTEMBER 15, 2014
[Companies, Sales] The Most Important B2B Marketing Metrics for CEOs
'Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. At the same time, most CEOs agree that they aren’t receiving enough activity from Marketing into the sales funnel. On the pipeline? On revenue? Employee total compensation.
BLUE FOCUS MARKETING | SUNDAY, SEPTEMBER 14, 2014
[Companies, Sales] Power to the People: @TheEconomist Interviews @CKBurgess on the Growing @SocialEmployee Revolution #SocBiz #EmployeeAdvocacy
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. Please check out @SocialEmployee media buzz!
HUBSPOT | SUNDAY, SEPTEMBER 14, 2014
[Companies, Sales] The Best Voicemail I Ever Received. Was Just A Voicemail
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. When I was looking for a service that could offload some of my IT administrative duty, I sent an email to a prospective company asking a few questions. To read more content like it, subscribe to Sales
HUBSPOT | SATURDAY, SEPTEMBER 13, 2014
[Companies, Sales] 11 Lesser-Known LinkedIn Features You Should Be Using
We often hear marketing and sales reps expressing their love/hate relationship with LinkedIn. Be sure the writer include specifics such as the results of your work together, sales increases or how your expertise was put to use. Here''s an easy, step-by-step guide for what to include on your LinkedIn company page. Social Media
HUBSPOT | FRIDAY, SEPTEMBER 12, 2014
[Companies, Sales] 6 Handy Resources to Help Solve Your Biggest Content Creation Problems
It explains everything from the best way to collect content ideas from sales teams and customer service associates to prioritizing content topics to drafting enticing titles. Fictional representations of your ideal customers can help you nail down key details about your company’s perfect customer. 5) Congrats on the sale!
CRIMSON MARKETING | FRIDAY, SEPTEMBER 12, 2014
[Companies, Sales] Heidi Melin, CMO of Plex Systems: How CMOs of High Growth Companies Can Achieve Rapid Scale [Podcast]
'One of the results of an increasingly connected digital world is the spectacular rise of demand generation at the top of the sales funnel. In order to successfully scale in this new paradigm, high growth companies must think carefully about their business processes and the infrastructure needed to support them.
SYNECORE | FRIDAY, SEPTEMBER 12, 2014
[Companies, Sales] Apple Anoints NFC Mobile Payments: Now People Will Finally Use It
In May of 2011, Google sought to simplify how we pay for things both online and at the point of sale by introducing Google Wallet, a mobile app leveraging near-field communication (NFC) short-range wireless technology to enable consumers to pay for things at the point of sale with the mere wave (or tap) of their smartphone. Cry “Havoc!”
FEARLESS COMPETITOR | FRIDAY, SEPTEMBER 12, 2014
[Companies, Sales] In the Content Marketing Kingdom, Third-Party Experts Rule
This company felt that having a third-party develop content and publish it would bring them great coverage – far great than they can do themselves. “A March 2014 study by Nielsen/inPowered MediaLab looked at three types of content—branded (company-generated) content, user reviews, and third-party expert content.
MARKETING ACTION | FRIDAY, SEPTEMBER 12, 2014
[Companies, Sales] An Act-On Conversation: Jay McBain and Atri Chatterjee Discuss Channel Marketing 101
'Editor’s Note: Jay McBain is Chief Marketing Officer for ChannelEyes, a young company that’s reinventing the way vendors communicate, educate, and engage with their value- added resellers and channels. Jay spent almost 20 years in various executive sales, marketing and strategy roles within IBM and Lenovo. in the marketplace.
HUBSPOT | THURSDAY, SEPTEMBER 11, 2014
[Companies, Sales] Experts Tell All: The 20 Laws of Sales & Marketing
'The businesses that build valuable relationships with leads, prospects, and customers are the ones that have an inspired sales and marketing strategy. So we''ve put together this quick and easy deck full of quotes from sales and marketing thought leaders (some that will be taking the stage at # INBOUND14 next week!) Feeling inspired?
SALES PROSPECTING PERSPECTIVES | THURSDAY, SEPTEMBER 11, 2014
[Companies, Sales] 3 Tips for Nurturing Prospects in Inside Sales
'Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. Some Leads Aren’t Sales-Ready. Some inside sales reps may pass leads that aren''t ready for the next sales step.
BIZNOLOGY | THURSDAY, SEPTEMBER 11, 2014
[Companies, Sales] B2B data – Get smart not big
of B2B companies, Big Data either doesn’t apply or is way down the road. For starters, most B2B companies haven’t even harnessed their basic data and developed a functional marketing database, or in other words their data is relatively “dumb.”. So why haven’t B2B companies aggressively attacked this glaring problem?
ANNUITAS | THURSDAY, SEPTEMBER 11, 2014
[Companies, Sales] Demand Generation Strategy Rules NOT to be Broken
Talk to your own sales people who speak with prospects and customers on a daily basis. Almost every company I’ve worked with makes the mistake of primarily thinking inwardly. 'I’ll be the first to say that rules are meant to be broken. Do Your Homework. Do the research. Learn your market, your customers and your competition. It’s okay.
HUBSPOT | THURSDAY, SEPTEMBER 11, 2014
[Companies, Sales] Lead Nurturing Etiquette Tips Every Email Marketer Should Know
Focusing on the end result (the sale) from the beginning sends one message -- you only care about you. However, we all know of those companies from which we enjoy receiving emails because they give us the gift of interesting or helpful content. When building relationships, content and context are key. 2) Put Your Best Foot Forward.
JILL KONRATH'S SELLING TO BIG COMPANIES | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] What if Your Competitive Situation Just Got a Lot Tougher?
But to be effective today, we need fresh sales strategies – and those only come when you start asking yourself different questions. Here’s a challenge to get you to expand your thinking: What would you do if your company decided to raise prices across the board – by 20%? Differentiation
CRIMSON MARKETING | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] Kevin Akeroyd, GM of Oracle Marketing Cloud: 2 Über Trends in Corporate Marketing Every CMO Must Know [Podcast]
In his role as General Manager of Oracle Marketing Cloud, Kevin Akeroyd works with CMOs of leading companies on enterprise level, cross-channel data management and marketing. Kevin is responsible for leading all customer facing aspects, including sales, account management, marketing and customer support and services. .
HUBSPOT | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] 6 Company Blogs We Actually Enjoy Reading
Their content doesn''t necessarily promote data sales, but they''ve successfully gained a huge following through their consistently great content. Plus, we think their willingness to reveal the human side of their company is pretty awesome. Who can I tell?!" That''s when I know I''ve hit gold. 1) EAT24. 2) Priceonomics. 3) LearnVest.
FEARLESS COMPETITOR | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] Find New Customers, the nice demand generation company, looks better than ever!
And he did lots of great work yesterday on the website of Find New Customers , the nicest company in B2B demand generation today, which is now based in the Sunshine State of Florida. Jeff Ogden, President of Find New Customers is an award-winning marketing expert who can HELP your company fix its key sales challenges.
VOICE-BASED MARKETING | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] Four Ways Marketers and Agencies Score Phone Leads to Prove (and Improve) ROI
When done well, lead scoring enables sales teams to become more productive by focusing on those prospects most likely to purchase. They might not expect (or even want) your sales team to contact them. It may be as simple as “press 1 for sales, press 2 for support, press 3 for account information, press 4 for business hours, etc.”
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] 15 Sales Hacks You Should Know From Past Sales Hacker Events
'Sales Prospecting Perspectives is pleased to bring you a guest post from Max Altschuler , Founder and CEO of Sales Hacker Media. With the Sales Hacker Conference in Boston only a few days away, let''s look back on past sales hacks revealed at recent Sales Hacker Conferences. 15 at 9 a.m. More details here.
IT'S ALL ABOUT REVENUE | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] 4 Inspiring Content Marketing Takeaways From Author Andrew Davis
Davis also encouraged the audience to “think like TV executives,” noting the massive spike in sales for items like Lucky Strike cigarettes and Canadian Club whiskey, as a result of their incessant appearances on the AMC hit “Mad Men.” "Funnel that," Davis joked. How do you do so? Content Marketing
MODERN B2B MARKETING | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] Hiring a PR Firm? Read This First
If you don’t have an internal PR team in place, or an agency you already trust to handle your strategy, it’s time to get one – especially if your company is expanding into new markets. There are two dimensions to this: Organisational : Are the two companies (your organization and the agency) a good fit culturally? Big vs Small. Budget.
HUBSPOT | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] The Elements of a Compelling Sales Story
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. In my analysis, top sales reps use stories at almost every stage of a deal -- clarifying the product, overcoming objections, answering questions. When to Tell a Sales Story. Inbound Sales
VIDYARD | WEDNESDAY, SEPTEMBER 10, 2014
[Companies, Sales] New Report Offers Insight Into Future of Video Marketing
It can increase audience engagement in your brand, improve your SEO efforts, and help you generate and qualify more sales leads in a shorter amount of time. 'If you want to learn about the latest best practices in the world of video marketing and where the industry is heading, this latest Demand Metric report is a must-read! The Bottom Line.
FATHOM | TUESDAY, SEPTEMBER 9, 2014
[Companies, Sales] Taking Stock: When (and When Not) to Use Stock Photography in Manufacturing
Simply hire a professional photographer (or encourage a talented semi-pro employee) to take photographs of your staff, your products, your workplace, and build an image library that’s unique to your company. In the last twelve years, I only know of one person who refused to have their photograph taken for their company to use online.
THE POINT | TUESDAY, SEPTEMBER 9, 2014
[Companies, Sales] Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question
'On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In fairness to my VP friend, he won’t be the last to ask the question (or its close cousin, “How many touches does it take to make a sale?”)
SALES PROSPECTING PERSPECTIVES | TUESDAY, SEPTEMBER 9, 2014
[Companies, Sales] Are You Getting the Most Out of Your "Comfortable" Inside Sales Reps?
'I''ve always prided myself on creating the best culture I possibly can for my inside sales team. Keeping a good company culture is also partially selfish for me, because I don''t want to spend 40 hours a week with miserable people who drain the life out of me. He has extensive experience in the sales and teleprospecting process.
WEBBIQUITY | TUESDAY, SEPTEMBER 9, 2014
[Companies, Sales] The Real Roadblock to Social Business Success
Worse, C-level executives who don’t use social media themselves are also much less likely to understand how to capitalize on the social media savvy and reach of their employees to benefit their companies. ” Expanding a company’s social presence through its employees’ networks requires some give and take.
GROW - PRACTICAL MARKETING SOLUTIONS | TUESDAY, SEPTEMBER 9, 2014
[Companies, Sales] What are the boundaries of inbound marketing?
The data point was a public filing revealing that HubSpot — which defined the term “inbound marketing” — is still hemorrhaging money after eight years and its sales and marketing costs are arguably higher than what would be expected from a “traditional” approach. Or does it? Is that possible? Z.E.R.O.:
LEADERSHIP | TUESDAY, SEPTEMBER 9, 2014
[Companies, Sales] Big Data WILL Transform Your B2B Lead Generation
know some of you are saying that “Big Data” is the latest hair-raiser big software companies are throwing around to scare us in the world of B2B lead generation. I’m not changing my tune; in fact, to all of you naysayers out there, I suggest you look past the marketing and slick copy from those research companies.
CRIMSON MARKETING | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] Why Digital Marketing Solutions are Important to Cross Channel Marketing
Integration of marketing systems and activities is a priority for the majority of companies. . Find out below the importance of agile marketing, mobile marketing opportunities, and balancing between acquisition and sales: Source: Econsultancy. 'Digital marketing continues to rise. Digital Marketing Infographics
EMAGAZINE B2B BLOG | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] Why Your B2B Can’t Ignore Google+ Any Longer
Additionally, those companies that have a Google+ business page are not taking full advantage of the platform and all of its benefits. We are going to breakdown exactly why your B2B company can’t ignore the importance of Google+ anymore and where to start to optimize your page for success. What Makes It Extraordinary. Tactics.
THE FORWARD OBSERVER | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] The 5 "Must Haves" To Ignite A Lead Generation Blog
'Artillery B2B Marketing Blog > The Forward Observer Do you want to turn your blog into a red-hot lead generation sales machine? More companies are beginning to understand that blogging can be the key to getting found online, converting visitors to leads, nurturing those leads to sales and delighting customers.
HUBSPOT | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] 5 Brilliant Marketing Campaigns for Boring Products
The reality is that m any companies make products that are just plain boring -- but just because a product may be dull doesn''t mean its marketing has to be. But how do dull companies create content that gets so much attention? So read on to get examples of boring companies with campaigns that makes you feel one of those four emotions.
SALES PROSPECTING PERSPECTIVES | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] The Best Sales Prospecting Qualification Questions to Ask
'If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. These questions vary from company to company and aren’t always standard like the ones in the previous bucket.
VERTICAL RESPONSE | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] 4 Motivational Melodies to Help You Communicate on Social Media
Sure, you should let customers know about an upcoming sale or tell subscribers about a new service that you’re about to add, but make sure these informational posts aren’t the only think you’re posting. “They can be general life questions or more business-focused, depending on your type of company.”
FEARLESS COMPETITOR | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] The Appalling State of Marketing in Florida
'Asking «COMPANY_NAME» 5 direct marketing questions. As an award-winning marketing expert, Jeff Ogden, President of Find New Customers , has been calling and visiting the websites of Tampa Bay area company. If you run a small company, then you’re in Sales. That means even «COMPANY_NAME» needs to do marketing.
B2B LEAD GENERATION BLOG | MONDAY, SEPTEMBER 8, 2014
[Companies, Sales] Stop Cold Calling and Start Lead Nurturing
'Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. ” I thought to myself, ‘It’s no wonder his sales team quit.’ ’ There’s an old adage that says 90% of sales people hate cold-calling, and the other 10% are lying.
THE NEW STRATEGIST | SATURDAY, SEPTEMBER 6, 2014
[Companies, Sales] 5 Tips to Manage the Demands of Content Marketing
They plan out how much content they are going to put out there according to a manageable timeline, factoring in what’s happening inside the company, out in the industry, and how they can spread out their content on a daily, weekly, and monthly basis to get the most out of what they have, and not overreach their resources.
SYNECORE | SATURDAY, SEPTEMBER 6, 2014
[Companies, Sales] A Beginners Guide to Inbound Marketing
As you may have noticed, companies and organizations are no longer relying on the pushy and impersonal methods of outbound marketing. With the internet at their fingertips and motivation to research before every decision, 60% of a buyer’s decision is made before they speak to a sales representative. You’ve seen the challenge.
SYNECORE | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] Outbound Marketing the Inbound Way
Although embracing inbound marketing methodology is a no-brainer for many companies trying to achieve long-term goals, it is not a strategy that prospers overnight. It takes time, expertise, and focus to create an inbound strategy that will setup your company for sustainable success. Targeted towards a specific audience.
FATHOM | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] Digital Marketing Strategy for Launching New Products & Services
Just like great marketing will sell products faster than a company can stock the shelves, poor marketing will result in negligible sales and a whole lot of frustration. By diversifying marketing and advertising activities, companies allow more people and a greater variety of audiences to view their latest products and services.
GREAT B2B MARKETING | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] Do You Need to Recombobulate Your B2B Marketing?
New executive or sales leadership. This tendency to change what is already working really hurts companies, but it a common occurrence nonetheless. big change in pricing by your company or its competitors can cause a disruption in your strategy and tactics. 'Bear with me a bit and I will explain the odd title of this post.
HUBSPOT | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] The Art of Marketing: 6 DIY Design Projects to Try
many sales-qualified leads. Having a super-spiffy banner image for your company''s LinkedIn page can only help. While there''s no silver bullet for ensuring your LinkedIn banner image will stand out from the crowd, there are plenty of companies doing a great job that you can draw inspiration from. Don''t have company beer taps?
LEADERSHIP | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] Interesting Infographics: Your Guide To Social Media Lead Generation
To improve sales. Ensure content is focused and highlights your company’s proficiency. Approximately 82% of companies utilize LinkedIn solely for business reasons. YouTube is utilized for marketing motives by 77% of companies. 44% of companies that owned Twitter accounts experienced a hike in their number of consumers.
VERTICAL RESPONSE | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] How to Prep Your Business Now for the Holiday Season
'For many small businesses, the holiday season accounts for a large percentage of annual sales, and the holiday train seems to pull out of the station earlier every year. Here’s an example of how one retailer can promote their Black Friday sale (the day after Thanksgiving) which is Nov 28th of this year. What worked?
FEARLESS COMPETITOR | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] Why Find New Customers is the best name of any Marketing Agency
Named after a person’s last name, like the company in Atlanta I once worked for – and will never work for again – for any amount of money. I also suggest you don’t do business with anyone in Atlanta whose company name starts with a P. Is Find New Customers company name focused in you? What do you think?
MODERN B2B MARKETING | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] How Consumers Decide: Marketing for the 5-Step Model
If you can be the first solution a buyer thinks of – before he’s even started to research – your company will have a huge leg-up. While buyers used to contact companies directly in order to research, today this information gathering happens through self-education – which is where marketing comes in. Gym or happy hour? TV or sleep?
VIDYARD | FRIDAY, SEPTEMBER 5, 2014
[Companies, Sales] 6 Clear Signs You’re Ready for a Video Marketing Platform
You need to evaluate video’s impact on sales. The real question is who’s watching, and how you can hit them with the right information so that they become sales-ready prospects. You can also add pop-out calls to action to direct your viewers along the sales cycle (i.e. But you can, and results really matter.
CRIMSON MARKETING | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] Bennett Porter, SurveyMonkey’s VP of Marketing Communications: What Is The “Data Downside” and How Do You Avoid It? [Podcast]
Explicit Wisdom: Implicit data — such as that gathered from credit card usage or sales trends — is also often a lagging indicator. Bennett Porter is the Vice President of Marketing Communications at SurveyMonkey , the world’s largest survey company helping customers collect over two million online survey responses every day.
HUBSPOT | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] The True Stories Behind the Web's Coolest Content
HubSpot wanted to identify the traits that would make an employee successful in their company. With no marketing budget, but a great sense of humor , Dollar Shave Club was on its way to becoming the go-to company for men’s bathroom needs. 'The year was 1997, and all the cool kids were watching MTV. and the musicians who made it.
VOICE-BASED MARKETING | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] Guest Post: Are You Maximizing Call Tracking Potential?
But is your company maximizing its call tracking potential? For example, Ifbyphone tracks the search ad calls and creates extensive reports that contain everything from keyword data to recorded calls to sales generated from calls. Online Sales. Cost / Online Sale. Intro to Call Tracking. Integration. Optimization. Month.
DIANNA HUFF - B2B MARCOM | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] U.S. Manufacturing Anchors the Innovation Economy
In fact, I have a front row seat to this show: My own manufacturing clients continue to grow sales and more importantly, add to their workforces. One company that’s growing due to improved technology is Diverse Woodworking in Indiana. The company manufactures over 150 products using high-tech precision wood cutting machines.
SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] Create Your Social Selling Strategy in Just 3 Steps
'If you’re in sales or marketing, you can’t go a day without hearing the term “social selling.” And by “knowing,” it means the 2014 version of knowing, not the old title+company+industry that used to pass for knowing your targets. […]. Closing CRM Intelligence customer intelligence Funnel lead qualification Leads Sales 2.0
SAZBEAN | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] How and Why to Get Started with Video Advertising
Sales of magazines have plummeted in recent years, notes a study by the Pew Research Center. The company markets identity theft and fraud protection products. 'Print ads, online display and text ads, video ads. My how advertising has progressed. This article can change the face of your business. Why has video advertising boomed?
MODERN B2B MARKETING | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] New to Marketing Automation? Your First 5 Moves
To be clear, this isn’t because they don’t understand what marketing automation can do for their companies, and it isn’t because they’re afraid to try something new. They want to know how the first few weeks with marketing automation will look for their company, and they want a proven strategy for getting the most from the gate.
ENGAGE | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] The Hottest Online Video Trends of 2014
Whether you’re an SVP of marketing, a creative director, or the president of a media event planning company, certain indicators can’t be ignored when it comes to creating online video content. Companies are able to actively involve viewers with the brand, either by allowing them to take control of a video, or by creating an interactive game.
MARKETING ACTION | THURSDAY, SEPTEMBER 4, 2014
[Companies, Sales] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
well-chosen and ably used CRM solution can save time, reduce costs and help your sales and customer service teams become more productive – and more effective. Integrating CRM with the marketing automation makes it possible to develop new levels of engagement with customers and prospects throughout the entire marketing and sales journey.