• VIDYARD  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] Vidyard Co-founders Receive EY Entrepreneur Of The Year™ Award
    Since starting Vidyard as a university project, Litt and Galloway have innovated on their original idea to make the company a top provider of video marketing, video analytics and video management solutions that help small businesses, large enterprises and Fortune 1000 companies maximize the impact of online video. About Vidyard.
  • SYNECORE  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] Ad Retargeting: It’s About Context, Relevance & Value
    Only now are businesses and marketers beginning to fully recognize the wide applicability of ad retargeting to virtually every stage of the buying cycle – from increasing brand awareness, to influencing purchase decision and optimizing sales conversion. But how does ad retargeting work? That all sounds good in theory, but what’s the reality?
  • HUBSPOT  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] Something Spooky Is Stunting Your Success: The 7 Growth-Killing Ghouls of the #Funnelpocalypse
    You see, there are monsters inside every company. These demons will kill your company''s growth. To protect us all, I created a guide to help you find and stop these seven ghouls before they kill your company''s growth. 11) Context is the silver bullet for sales. 12) Forget ABC, Sales needs ABH: Always Be Helping!
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] Turning Website Visitors into Leads
    'Jim Obermayer is the host of the Sales Lead Management Radio Program , which goes out to over 8,000 worldwide members of the Sales Lead Management Association (SLMA). JANELLE : That’s because there’s so many people that care deeply about your company website. This is key for both marketing, and sales. Bring it up.
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] How I Grew GE by 242% in just 12 months and why my replacement failed
    Now I’m a marketing expert who runs Find New Customers , a Tampa-based demand generation agency and we help companies develop world-class marketing programs. Sales was run by an incompetent boob. While I was there, I noticed the company was losing ground with General Electric. They did what almost all companies would do.
  • CMO ESSENTIALS  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] Sales Enablement Technologies: Some Things Old, Some Things New
    'While many enterprise technologies are procured by a single line of business, with the explicit goal of improving that individual unit’s efficiency or output, some enabling tech tools can benefit multiple fiefdoms within a company. The post Sales Enablement Technologies: Some Things Old, Some Things New appeared first on CMO Essentials.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [Companies, Sales] 4 Strategies for Reestablishing Your Website’s Lead-Gen Magnetism
    In fact, if you’re lucky enough to be contacted or have your sales call accepted, you’ve already made the buyer’s short list of contenders. Forrester reports that typical buyers are 70 to 90 percent of the way through the buying process before they ever agree to engage with a sales person.). Know Who They Are. Thirty-seven. Do it.
  • SYNECORE  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] Leverage Web Analytics to Determine Lead Generation Goals
    ll be using an example company to illustrate the calculations that go into each step in the development of a monthly lead generation goal. Every company should have monthly revenue goals established to ensure continuous success and growth. Example Company: Monthly Revenue Goal = $100,000. Example Company: Avg. 20 = 20%.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] Twitter’s new mega-partnership has interesting implications
    My company XYZ just made an announcement. The first joint solution will integrate Twitter data with IBM customer engagement solutions, allowing sales, marketing, and customer service professionals to map sentiment and behavior to better engage and support their customers. My company XYZ just made an announcement. Is it a hoax?
  • THE POINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon
    He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. The use of analytics in B2B marketing and sales is actually lagging other industries. The second is about the technology.
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] Your Phone Leads Aren’t Converting: Steps You Can Take To Fix It
    Studies show that inbound calls often convert to revenue 10 to 15 times more frequently than web leads, making them the lead type sales managers want most. True ROI from a campaign isn’t measured in calls generated by your marketing, but rather in new accounts and revenue generated from those calls by your sales reps or clients.
  • THE FORWARD OBSERVER  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy
    'Would you like your social media strategy to help increase website traffic, leads and sales? Despite social media’s ubiquity and adoption by people, there are a lot of B2B companies that have not done much to leverage its power. lot of companies want to avoid the “ready, fire, aim” approach to social media. First things first.
  • VIRALLY BLOG  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] Is there a skills gap in the boardroom?
    Previously for these business owners we had call calling teams and trade shows and the company brochure. It was all about the numbers game, get your company in front of as many people as possible so they knew who you were and what product or service you provided. That is how it worked for years and it did work, hard work but it worked.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] A Simple Strategy to Increase Win Rates
    According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account. If you''re only well connected to one or two people at a company, you''re vulnerable if something happens to them. 'What would it take for you to double or even triple your win rates?
  • TRADESMEN INSIGHTS  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] UPS B2B Purchasing Insights Very Enlightening
    Industrial distribution was once dominated by family owned companies built on personal relationships. 50% of purchasers say having a catalog and sales rep are important in making a decision. 'UPS recently released a study they did on the behaviors, preferences and perceptions of industrial supplier performance. Are you still with me?
  • CMO ESSENTIALS  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] Content Marketing Street Cred: 7 Marketers Share Their Secrets
    The Daily “Get it Done” Dilemma: I lead up a very small content team at a B2B tech company. So, if you are on a sales-related blog post, you’ll see offers for the book Successful Selling and our inside sales management best practices guide. 'Do you have content marketing street cred? Is it through sponsored content? Mark W.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] 7 Ways to Create Suppression Lists to Avoid Emailing the Wrong Leads
    Suppress those leads who haven''t opened an email in over a year, in over six months, or even in over three months, depending on your company''s sales cycle. You can also stamp unengaged leads as "bad leads" in your CRM so they aren''t a part of your sales funnel. 'Email marketers spend a lot of time creating lists.
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 29, 2014
    [Companies, Sales] The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle
    The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. Better Visibility and Shorter Sales Cycles. According to Bulldog Solutions , companies that invest in marketing automation solutions see 70% faster sales cycle times.
  • VIDYARD  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] Why Views Don’t Count: Video Metrics that Actually Measure Success
    If views were the best measure of success, then why aren’t those viewers pouring in to the sales team? Surely the reason extends beyond “to hit 30,000 views on YouTube” to something more like “to bring in more qualified leads to our sales team”. This might include subscribers to email, your blog, or an invite for sales demo. If
  • 3D2B  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] What’s the ROI of Outsourcing B2B Telemarketing Services?
    In general, there are two breeds of in-house telemarketing, ad-hoc and delegating the job to the inside sales department. Inside Sales and Telemarketing. If the company already has an inside sales department, it may add telemarketing to their responsibilities. Recruitment and training (for inside sales). Read more.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] Your Strategy for Managing High Call Volumes During the Holiday Season with an Integrated Virtual Call Center
    However, not all companies have the physical space, hardware, or budget to support such large call centers. With rising call volumes before and after the holidays, companies need a way to handle all of these inbound calls. 'With the holiday season rapidly approaching, the job market is seeing the yearly surge of seasonal hiring.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] The dashboard has finally been perfected
    'One of the biggest problems I have as a small businessman is keeping track of everything: RSS feeds, competitors, backend performance data, social media mentions and trends, sales cycles, reputation warnings, revenue data, my inboxes, my calendar, key RSS feeds, search performance, tasks, and a million other sources of data. Remember Yahoo!
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] 4 Content Marketing Productivity Killers
    Instead of playing the guessing game, content marketers need to make sure they are tracking metrics on a regular basis throughout the entire sales funnel. Every company is organized differently. 'Author: Dayna Rothman Being a content marketer is hard. know that first hand! Too Much Guessing. It takes time to manage a team of writers.
  • CMO ESSENTIALS  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] Are you Ready to Fall Back? Making the most of the last weeks of 2014
    2) Fill in the Sales Enablement Gaps. For most organizations, fall is also a season during which the sales and ecommerce teams are elbow-deep working to close year-end business. Identify what you need to develop to help sales close more business, and make the creation of these assets a top priority. 4) Get a Jump on 2015.
  • B2B MARKETING UNPLUGGED  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] Ready for Events That Work?
    Skip the sales pitch, but make sure you have eager Squirrels all over the room and don’t be afraid to force your guests to take some information or nasty little trinket on the way out. For lunch, you can get away with doing a sales pitch or a product demo as long as there is some up-front value from your speaker. Lunch. Dinner.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] Survey Says: Variety Paves the Marketer’s Path
    I was a dancer and actor in a theatre company.”. And marketing teams must be built with the idea of having a range of specialized skills that are complementary: analytical, sales, creative, writing, technical. 'The path to becoming a marketer is often circuitous, wending its way through career stints, starts and stops. Lawyer.”.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 28, 2014
    [Companies, Sales] 5 Rules for Using Social Selling to Crush Quotas and Build Your Social Funnel
    Good thing I started consuming massive amounts of content on the topic, because I soon realized that the statistics on social selling were not a joke, and I finally figured out all social media avenues that are vital to sales people who are truly interested in joining the ranks of the ‘quota-crushers.’ The additional sales were nice, too.)
  • AVITAGE  |  MONDAY, OCTOBER 27, 2014
    [Companies, Sales] Shift from Repository to Content, Communication and Collaboration Ecosystem
    'People responsible for sales and channel enablement, marketing and content operations, or supporting groups that use content, face many challenges. Think about the customer-facing, content-using groups across your organization: in marketing and sales of course, but also customer service, training and HR (talent acquisition).
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, OCTOBER 27, 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, OCTOBER 27, 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, OCTOBER 27, 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, OCTOBER 27, 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, OCTOBER 27, 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.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 27, 2014
    [Companies, Sales] Boo! Stop Scaring Your Customers Away with Bad Customer Service
    But according to InsideSales, 55% of top companies don’t respond to web leads…despite the fact that 71% of online shoppers expect assistance within five minutes. 'This time of year, being scared is generally a good thing. Haunted houses, scary movies, ghost tours: a good fright is what everyone is after…unless you’re running a business.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 27, 2014
    [Companies, Sales] The Importance of a Good Leadership page – Rob and Deploy Ideas
    I’ve been talking with a cool company called Conversant Media. which specialized in strategic sales and marketing consulting for marketing services firms. '“R&D – Rob and Deploy – the best marketing ideas from others” by Henry Devries. It’s at the top of this blog now. No he does not.
  • NUSPARK  |  MONDAY, OCTOBER 27, 2014
    [Companies, Sales] 10 Customized LinkedIn Communication Tactics That Will Increase Response
    Let your profile reflect who you are or your company’s persona. Use your name or your company’s name for a professional look. This are essential if you are serious about networking or want to make sales connections. 'Are you getting the most out of your LinkedIn account? Your Profile. 1.Tune up your profile. Your Connections.
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [Companies, Sales] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    It was designed for smaller companies just getting started, and it served its purpose for a period of time. LEO: Since adoption, what has changed for your company? BRANDEE: Our company hasn’t yet implemented a full CRM that’s integrated with Act-On, so I’m very excited that we’re going to be doing that in the upcoming year.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Companies, Sales] 10 Ways to Optimize Your Lead Conversion Rate
    'Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. Sales people often struggle with developing nurturing content without support.
  • VIDYARD  |  SUNDAY, OCTOBER 26, 2014
    [Companies, Sales] The Secrets to Delivering Tissue-Worthy, Emotional Marketing Videos
    If you’re thinking either one of “do emotions actually drive sales?” or “c’mon, we’re a B2B company, do we really need to get all mushy”, the answer is yes and also yes. 'Emotions. You know you need them. You know they help drive action. You know video is a great way to bring them out. But how the heck do you actually do it? Kidding.
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 25, 2014
    [Companies, Sales] Jeff Ogden of Find New Customers is a Notre Dame grad
    ” On Monday, I will be back as President of Find New Customers , where I help companies like yours improve marketing to deliver more Mr. Right Nows to your salespeople, so they have good prospects to close. Sales looks for Mr. Right Nows. 'You can get a four year degree from any school. Only Notre Dame hands out 20 year degrees.
  • HUBSPOT  |  SATURDAY, OCTOBER 25, 2014
    [Companies, Sales] How to Lead Your Team Through a Crisis
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. At that time, I was working as a regional sales manager. The majority of our customers were young internet companies. News stories appeared heralding the company’s imminent demise. Busines
  • SYNECORE  |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] Utilizing Lead Nurturing to Convert Leads into Customers
    The problem many companies face when attempting to successfully nurture their lead database is how to put it all together. The goal should be to strategically influence your leads down the sales funnel through content; encouraging them to convert/transform from a lead to a customer (or recurring customer). Sounds pretty great, right?
  • B2B MARKETING TRACTION  |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] 4 Surprising Ways B2B Marketing Campaigns Benefit Business
    They want others to know the company where they put in so many hours. You’ll not only generate leads and sales revenue, you’ll invigorate your self, your employees, suppliers and community. 'When a business invests (or re-invests) in great B2B marketing campaigns, it gets invigorated. That has big benefits. “Got Milk?”
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    meant both that predictive models guide decisions at every stage in many marketing programs, and that models are used throughout the organization by marketing, sales, and service. Because it knows what to expect, the system can easily load customer data and sales results from those systems. User interface is a second differentiator.
  • THE ROI GUY  |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] The new ABCs of Selling: Always Be Challenging!
    'This week, CEB held their annual Sales and Marketing Summit, with 1,200 celebrating all things and revealing some of the latest research on how to more effectively evolve your sales and marketing for a new breed of buyer. The key? Many Points of Value Did you know that the average deal now has 5.4 decision makers?
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] The Best White Paper on B2B Demand Generation Ever Written!
    It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers. More and more people are finding this blog each and every day. Thank you so much!
  • CMO ESSENTIALS  |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] How to Define Market Needs to Align Content Effectively
    The seat of power in the modern buying process has shifted to the hidden sales cycle, where the buyer is in complete control. Perhaps that’s why market research shows companies using customer analytics grow their average customer lifetime value by 7.6% year-over-year, while companies without such analytics average a decline of 4.3%
  • MARKETING ACTION  |  FRIDAY, OCTOBER 24, 2014
    [Companies, Sales] Getting Down to Business: Nurturing Leads
    In the past, I had a business where I was the primary sales rep, and I worked as a sales rep for other companies. AARON :       I think a lot of sales people and small business owners in your audience very much relate to that. I’ve been there myself too, being on the sales side in my past as well. Am I wrong?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 23, 2014
    [Companies, Sales] The Buyer’s Journey: How Can Marketers Deliver a First Class Trip?
    'Editor’s Note : Today’s post comes courtesy of Julie Wingerter, partner marketing manager at SnapApp , a content marketing platform used by companies to easily create interactive content to generate leads and drive revenue. So how can marketers effectively generate leads and push them toward sales?
  • ANNUITAS  |  THURSDAY, OCTOBER 23, 2014
    [Companies, Sales] B2B’s Problem with Pay-Per-Click: Three Things You Need to Know
    'I have personally run pay-per-click (PPC) programs for the companies I have worked for, and I have worked with agencies that specialize in PPC claiming to have proven track records in B2B. PPC is always challenging in B2B, and is clearly a different animal than the more transactional sale that PPC was clearly designed for.
  • BIZNOLOGY  |  THURSDAY, OCTOBER 23, 2014
    [Companies, Sales] Are you tired of playing Google’s game?
    Many companies rely on Google as a major part of their marketing pie. mean paying attention to other things that will truly drive targeted traffic (and sales, too.). Or a company may have a newsletter and collect signups, but only send it out when they have something to promote. One minute, everything is cool. Newsletters.
  • HUBSPOT  |  THURSDAY, OCTOBER 23, 2014
    [Companies, Sales] 43 Bright Ideas for Promoting Your Lead Gen Content
    10) Post a link to the content on your Company Page. For example, if you are an inbound marketer or sales person, you might join inbound.org  and start a discussion around your piece of content there. This is a great way to reengage people who are already interested in your company. But that''s where lots of us get stuck. What 
  • VIDYARD  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Humor in B2B Marketing: 8 Surefire Ways to Generate a Chuckle
    'It’s not uncommon for B2B marketers to be tasked with marketing complex products with hundreds of features, in-depth integrations, and long sales cycles. Keep the Focus off of your Company and Product. But that’s not necessarily the case. People, like you and me. People who don’t actually operate like robots. His remedy? Humor.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] What Sales & Marketing Can Learn From "Tommy Boy"
    Such was the case today as I listened to Scott McNabb , Vice President, Sales, Oracle Marketing Cloud deliver a talk on the topic of sales and marketing alignment at the CEB Sales & Marketing Summit in Las Vegas. Scott touched on a lot of different “things” when it comes to sales & marketing.
  • 3D2B  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] The Secret of Lead Generation For the Complex Sale — Part 2
    In my last post, The Secret of Lead Generation for the Complex Sale — Part 1 , I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. 'The Early Bird Gets the Lead. Strategy Meetings: A Door Opener. Sell With Finesse. Zig while others zag.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Matching Webinar Content to the Buying Cycle
    And the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and lead nurturing and cross-selling and upselling. Prospects in the “Awareness” stage are just learning about your company. This post is Part 1 of a 2-part series. Awareness Stage. Industry trends.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Why My LinkedIn Profile Isn't Good Enough
    It doesn''t read like a boring resume or make me look like a hungry, job-hunting sales vulture. It doesn''t sound like a self-serving company brochure. 'I have a confession to make. haven''t updated my LinkedIn profile * for 18 months. Shame on me. I''m supposed be a leader on things like that, but I''m human too.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    'Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. This is Greg from Company X. But what about the times you call and don’t get an answer? Be Intriguing. Don’t sell.
  • VERTICAL RESPONSE  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 3 Ways to Break Through the Noise at a Trade Show
    Often this is delegated to entry-level sales folks or junior members of the team. For example, at the show we just attended there was a locker company directly across from our booth. ” I was dying as I watched it happen, because he was breaking the cardinal rule of sales. Personality Counts. Do you want more leads? Lesson?
  • FATHOM  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Thought Leadership, Why’s That Important?
    Becoming a thought leader in B2B I think is a tad more crucial because as we all know our products/service can be a bit complex, which means more education, which then leads to longer sales cycles. Sales reps, managers, executives, and the creative team all have a story to tell. Here are a few ideas to get the job started!
  • WRITTENT  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 5 Essentials of a High Converting Copy
    want to do business with this company. Sure, you might get a few sales here and there from people who haven’t yet heard of your product’s discrepancies from their friends or from the online community. But you’ll never be able to bring in a steady stream of sales and rise to the top of your industry. 'Image source. Good Design.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] 13 Email Marketing Hacks That Can Help Double Your Response Rates
    6) Think in terms of integrated sales and marketing. But the whole point of email marketing is to generate leads to hand off to sales to become customers. If that means providing sales with some talking points or other enablement content, so be it. 'INBOUND 2014 was not short on good content. But, Only joking!). Email Marketin
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 22, 2014
    [Companies, Sales] Can Marketers Predict and Measure Influence, Down to the Dollar?
    In his 2012 book Return on Influence , Mark Schaefer predicted that companies would seek to assign dollar values to influencers. “As companies begin to connect the dots between online influence and offline activities, real dollar values can be placed on customers and the demonstrated impact of their influence.”
  • ANNUITAS  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Building Relationships & Trust for B2Bs – Q&A with Steve Woods
    As far as the experience of founding a company the second time around, I think it offers more time to focus on the creation of the new idea and product, which is what I really love, as opposed to the mechanics of operating a business day to day. Creating 'Next week in Boston, LeadLove kicks off with our first east coast city!
  • THE FORWARD OBSERVER  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success
    'Would you like more website traffic, leads, sales and happy customers? One inbound marketing software company, HubSpot , explains the inbound marketing process via four parts: 1) Attract 2) Convert 3) Close 4) Delight. From attracting visitors, to converting leads, to closing sales, and delighting customers. Here''s how. link].
  • THE ROI GUY  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Your Sales and Marketing "CFO-Ready"?
    'A tectonic shift is occurring in IT decision-making, which if ignored will certainly shake up your sales and marketing strategy, and may even cost you your job. IT execs and managers your marketing campaigns have been targeting, and who your sales reps are comfortable talking to. The bottom-line, is your sales and marketing CFO ready?
  • CRIMSON MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Why Is No One Paying Attention to My Content on Social Media?
    Today, every company employs content marketing solutions and the web is inundated with articles, posts, photos and videos daily. Is it links, sales, brand awareness, leads or engagement? Your owned media is everything including your company blog, business website, social profiles and email lists. What is social amplification?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] A Must Visit Site for Companies in the Tampa/St. Peterburg areas
    'For companies in Western Florida, especially the Tampa/St. It simply blows away all sales and marketing leaders, and we are really proud of it. Filed under: Customer personas , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , sales challenges.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 5 Crucial Things CMOs Need to Know from the IBM CMO Study
    The Traditionalist are struggling with data, new channels/devices, have yet to integrate physical and digital sales and service channels, seldom engages on social media, etc. Let us know in the comments if you’re a CMO—or another C-suite exec—who has some thoughts about what it means to be a CMO in this changing world of marketing. It’s true.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    'Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. has extensive experience in the sales and teleprospecting process.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] The ole one two three four five six seven punch
    It allows people to connect to people and not just brands or companies. They’re your top sales people, they’re the lawyer you have on retainer, they’re the real estate agent who got you that house. People are so busy. You need to be both patient and persistent. Don’t You Wish Life Had Delivery Confirmation?
  • HUBSPOT  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 23 Types of Lead Gen Content to Put Behind Your Landing Pages
    But they can take time to become a reality, so be sure to choose a topic that will help a prospect go from downloading your ebook to having a productive conversation with a member of your sales team. 'What does being in a "content rut" mean to you? We''ve all been there.) So don''t shy away from new formats. 1) Cheat Sheets. 2) Checklists.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 11 Remarkable Guides to Marketing, Search, and Life
    What’s the best time to reach b2b sales prospects? In the process of curating noteworthy content from the industry’s best minds, some posts and articles are discovered which clearly merit recognition, but don’t fit neatly into any online marketing category. Image credit: salesforce blog. And what really matters in life?
  • LEADERSHIP  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] 3 Essentials of Learning for B2B Marketers — Explore, Discover, Experience
    This is even more pronounced when it comes to sales and marketing where the C-Suite expects results to show right away when an investment is made in new systems and automation. Share the benefits your company has gained from adopting a thirst for learning. On the contrary, it is even more critical. This is how we learn and grow.”.
  • B2B LEAD BLOG  |  TUESDAY, OCTOBER 21, 2014
    [Companies, Sales] Message Personas: 40 Questions for your Buyer Personas
    Do you work at company headquarters or other site? How are you viewed by your peers and others in your company? How would you describe the way your team/company buys new solutions? Name 3 annoying things vendors/Sales people do. 'People don’t remember what you say, they remember how you made them feel.  Describe yourself.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Understanding How to Engage a Growing Anti-Advertising Audience
    Sales: to validate. People are becoming smarter at the cart,” McCadney states, and with nearly 60% of the buyer’s journey complete before they even reach out to sales, we can see they are spending that time educating themselves before they even contact a company for validation or make a purchase. Community (web). Search (web).
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Do You Know Your A, B, C’s?
    This exercise can be valuable for many reasons that impact sales, marketing and operations.  15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C. Sales Management Systems 'Do You Know Your A, B, C’s? First, let’s explore the ABC Analysis.
  • WRITTENT  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] 8 Ways What You Write Will Affect Your Bottom Line
    '99% of the time, the written word is the chosen medium for companies doing inbound marketing. Making sales and acquiring new revenue is the purpose of marketing, right? In fact, sloppy SEO practices may attract a bit more traffic to your website, but not the kind of traffic that can lead to sales! Be Relevant. Lose the Fluff.
  • VERTICAL RESPONSE  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] 7 Reasons Your Business Needs an Automated Welcome Email
    sleek, well thought out welcome email shows subscribers your company can be counted on to deliver valuable content. Plus, a welcome email can provide information about your company or offer a new-subscriber discount. Take advantage of a potential sales opportunity. Save time. We know you’re busy. It’s that simple.
  • VIDYARD  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Track Exactly Who’s Watching Your Videos in Emails
    You’d be deafened by the thunderous roar of applause from your sales team, that’s what! If you suspect Sam from Major Company XYZ has been checking out a ton of your content, now you can confirm it! 'As online video becomes increasingly popular, the methods you can use to distribute videos are increasing too. Merge tag. vyemail={!Contact.Email}.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Social selling, social business, social employees and other hype
    submit to you that it is no less difficult changing the culture of a large, established company than changing the culture of a large, established country. And for most companies, becoming a “social enterprise” will take a significant cultural change. The company culture usually overwhelms good intentions in the end.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    'Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% Qualify Leads for the Sales Team.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    'Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% Qualify Leads for the Sales Team.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 20, 2014
    [Companies, Sales] Where’s the Passion in B2B Marketing?
    It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. ve wondered how we can be passionate advocates to people outside our companies if we don’t have close relationships or trust inside our place of work. completely agree.
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 18, 2014
    [Companies, Sales] Jeff Ogden of Find New Customers is a Notre Dame grad on this big day
    Sales looks for Mr. Right Nows. Monday to Friday, I’m all business – helping companies improve marketing and sales, as the President of Find New Customers., By the way, I helped a company in Russia last week improve marketing and he was very impressed with my advice. Follow me on Twitter now. Our new video.
  • HUBSPOT  |  SATURDAY, OCTOBER 18, 2014
    [Companies, Sales] Top Personality Traits All Managers Should Hire For
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Bad news: There is no magic formula for hiring a top sales rep, a top marketer, a top anything. As an added bonus, the curious rep will also help you optimize your sales efforts. 1) Coachable. 3) Driven.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] Dreamforce 2014: Process Is More Important Than Analytics
    The most impressive demonstrations were operational processes such as remote order-taking and customer support, which are far removed from traditional sales automation. This is no longer a new thought, but few companies have actually done it. The core technology was acquired when Salesforce.com bought EdgeSpring last June. a.k.a.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] 10 Stats That Underscore the Growing Value of Integrated Data Analytics
    79% agree that companies that do not embrace big data will lose their competitive position and may face extinction. Senior executives polled in North America said their companies were using an average of 36 different data-gathering systems and vendors. 'Marketing has become synonymous with data and analytics. Why yes, I did. Forbes) 4.
  • GREAT B2B MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] 11 Rules You Must Follow to Be a LinkedIn Marketing Master
    'At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. While we don’t incur direct marketing or sales expenses, there is definitely a cost in time and effort, and this is the tradeoff you will also have to make if you decide to adopt the pull marketing approach. Offer value.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] Why the Best in Business Keep Looking for a Job = Even Though They Have One
    Sales looks for Mr. Right Nows. Hewlett-Packard is splitting into two companies. In fact, I was working for a company in Atlanta ( I will leave nameless) when I overheard my boss on his mobile phone boasting about me and another employee. Sales looks for Mr. Right Nows. Marketing looks for Mr. Right. Check it out!
  • MARKETING ACTION  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] The High-Payoff Referral Question No One Ever Asks — But Should
    People often talk about products or services, and companies they buy from. But there’s new research indicating that you can take your referral quest to the next level, creating even greater sales opportunities. study in the realm of pharmaceutical sales found something that can apply to nearly any B2B or B2C sales situation.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 17, 2014
    [Companies, Sales] The High-Payoff Referral Question No One Ever Asks — But Should
    People often talk about products or services, and companies they buy from. But there’s new research indicating that you can take your referral quest to the next level, creating even greater sales opportunities. study in the realm of pharmaceutical sales found something that can apply to nearly any B2B or B2C sales situation.
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] The Secret of Lead Generation For the Complex Sale — Part 1
    Tale of Two Sales People. Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. After all, he has a quarterly sales quota to reach. Who Gets the Sale?
  • THE FORWARD OBSERVER  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 5 Ways To Know If Your B2B Blog Is Picking Up Steam
    Your company has embarked on a blogging journey to increase the right kind of traffic to your site and to convert visitors to leads. Those leads can then be nurtured toward a sale and become raving fans of your company. Companies that increase blogging from 3-5x/month to 6-8x/month almost double their leads. All aboard!
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 20 Tools for Creating and Delivering Amazing Presentations
    We’ve compiled our list of the top presentation tools for sales and marketing professionals. PowToon’s animation software lets you easily create animations with props, characters, and more -- which can help you differentiate your company when talking with prospects. Inbound Marketing Inbound Sales 1) Canva. 4) Oomfo.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] The Very Simple System For Picking Your Trade Shows
    It can be a private event company or, in B2B, it’s often an association that uses the trade show as a way to offset the costs of the talking bits of their conference and to give Bill Clinton something to do. In the first place, ignore your Sales Squirrels. Why do we bother? Brand is why we bother. Time to make some burgers, people.
  • VIEWPOINT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] 4 Great Reasons to Take the Sales Performance Optimization Survey Today
    'I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales Easy—and interesting.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates
    'If you’re in sales, a lot of your time is spent on the phone -- outbound prospecting, inbound qualifying, cold calling, you name it. Personalized inside sales messaging is the key to effective voicemails. Here are a few sales voicemail templates you can use today to pique your prospects’ interests: The Social Selling Template.
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Are You an Ambivert? What It Means for You at Work
    An ambivert can flow between both worlds with equal comfort, but not remain in others'' company too long.". In that three month period, ambiverts made 24% more in sales revenue than introverts and 32% more in revenue than extroverts. 'I''ve never been a fan of making a cold, hard distinction between extroverts and introverts. right?
  • EARNEST ABOUT B2B  |  THURSDAY, OCTOBER 16, 2014
    [Companies, Sales] Email marketing: Is emailing purchased data a waste of time?
    This type of nurture programme needs to be planned as effectively as any other sales or marketing campaign. Suffice to say, a company update telling them that Neil from Accounts has just had twins probably isn’t what their looking for. 'Does e-mailing cold data really cut the mustard? Watch this space. B2B Marketing
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