• 6SENSE  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] How HP Uses 6sense to Find Customers in Active Buying Cycles
    As the Vice President and Global Head of Marketing Analytics for HP, Kevin Bolden is always looking for that extra edge that data-driven insights can offer his marketing and sales teams. HP, like many advanced B2B organizations, has used firmographic data, segmentation and buyer profiles to improve their marketing and sales outcomes.
  • AMPLIFINITY  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] Mirror, mirror on the wall. Are your referral metrics the fairest of them all?
    Tell them to keep a look out for people who would benefit from your product or service, a person or business that has the resources to buy, the right person within a company that is or has the ear of decision makers, or all of the above. 3. Don’t let vanity referral metrics lead you astray. But what is a vanity metric? What does that mean?
  • CAPTORA  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] Growth Marketing Q&A with ServiceRocket’s Colleen Blake
    ” Several years ago software sales were much more involved — big RFPs, sandbox environments and formalities of a drawn-out sales process, but today it’s about moving quickly and truly wanting to help customers before they churn. It’s about finding people who have the potential and are a fit with your company values.
  • ANNUITAS  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] 3 Common Mistakes in Demand Generation
    Indeed, any company moving toward transforming demand generation must take all of these elements into account. You cannot rush lead management workshops as you will not have a process informed equally by Sales and Marketing stakeholders. “Hold the vision; trust the process.”. — Author unknown. Trust the process.
  • INFER  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] Infer’s Self-Service Profiling Revolutionizes Predictive Sales and Marketing
    Press Release:  New Release of Infer Platform Helps Companies Go Beyond Lead Scoring to Boost Go-to-Market Impact and Drive Revenue Growth. This update enables companies to instantly deploy Infer’s unique profiling solution and conduct more targeted, high-value outreach to potential buyers. About Infer.
  • BIZNOLOGY  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] New York’s happiest B2B database marketer
    So after the session, I collared one of the hand-raisers, Adam Gelles, who turned out to be a partner at Marketing2Marketers, a B2B agency specializing in ad-sales marketing. Pictured: Adam Gelles. Q: Your company supports the ad selling function, so I am guessing your target audience is media buyers. It’s out of date. It’s incomplete.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] How to Leverage Psychology for Influencer Marketing
    Author: Lillian Podlog It doesn’t matter if Bradley Cooper hasn’t used a stapler in his life; if he endorses your stapler on social media, you’ll likely see a spike in your website traffic and sales. Case For instance, a luxury clothing company should not reach out to a fashionista who blogs about and advocates buying second-hand.
  • KAPOST  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] Why B2B Content Marketers Are in Trouble: An Interview Carlos Hidalgo
    Companies are creating content for content sakes. They are the ones who traditionally have been the content producers for their companies. This is a whole new skill that is still being developed in companies. In the meantime, companies are creating content for content sakes and trusting some of it will work. Wait, what?
  • HUBSPOT  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] 6 Sneaky Places Brand Inconsistencies Hide (And How to Fix Them)
    Since Google is so good at scouring the web, they’ll pull up anything and everything related to your brand -- even outdated logos, old product shots, and inaccurate company descriptions. Your marketing team can help refine copy, your product team can ensure that it’s accurate, and your sales team can verify pricing information.
  • ACT-ON  |  THURSDAY, MAY 5, 2016
    [Companies, Sales] Team Trifecta: Why Align Customer Success with Sales & Marketing?
    Much talk is made about the importance and need for sales and marketing alignment, and rightly so; alignment is a key strategy for company growth. We want to focus on making all three of these groups – sales, marketing and customer success – winners by working together as opposed to working in three separate silos.
  • CONTENTLY  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] Marketing’s Uneasy Relationship Between Research and Creativity
    In 2004, Quiznos was bold enough to launch a campaign about spongmonkeys, inspired by a random video someone from the company’s ad firm received in an email. Today’s marketers can collect data on almost everything. We know how many people are buying certain products. Research is comforting. Media data Featured
  • SNAPAPP  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] 15 Facts to Know About Bottom of the Funnel Marketing
    The sales funnel , as a whole, is a beautiful thing – but the bottom of the funnel is where things really get interesting. Considering this viewpoint, you can start addressing these questions and more effectively drive sales. 79% of marketing leads never convert into sales. Are there remaining questions that need answered?
  • ION INTERACTIVE  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] Welcome to the New World of B2B Account-Based Marketing
    What used to be for only enterprise level organizations, account-based marketing (ABM) is now making its way through many B2B companies. Account-based marketing has been around for ages, but was only something the highest of enterprise-level companies could achieve. Sales doesn’t love the leads they’re getting from Marketing.
  • LATTICE  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] Intent Data for Account-Based Marketing: Diamond in the Rough or Just Plain Pixie Dust?
    Intent data provides an indicator of a company’s willingness to engage with you. Because intent data shows which companies are actively interested in a particular topic or solving a particular problem. The stronger the signal, the more likely they are to respond to your outreach. Why is that? appeared first on Lattice Engines.
  • BIZNOLOGY  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] Your SEO could be wrong…
    It’s easy to say, “Oh, bad content editing mistakes only happens when you hire offshore or low-cost SEO companies.” ” But that’s not always true. I’ve seen large SEO firms (and even content marketing companies) destroy well-written content. Has an SEO ever ruined your carefully crafted copy?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] 5 Ways Your B2B Marketing Automation is Failing
    And according to B2Bmarketing.net's Marketing Automation Benchmarking Report, 17% of marketers say marketing automation has been very beneficial for their company. How can you join the 74% of B2B marketers who say they are experiencing a 10% or greater increase in sales opportunities through lead nurturing? Marketing Automation
  • ACT-ON  |  WEDNESDAY, MAY 4, 2016
    [Companies, Sales] CMO Interview: An Inside Look at Marketing Trends
    From demand generation to sales, from email to product marketing, he’s managed many functions of marketing and business operations. And I think one of the strong trends these days is just the sheer number of marketing technology companies. how do you feed sales? In short, the guy knows how things work. So what do you focus on?”.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
    Performers” from all other companies. on marketing investment • Current lead-to-sales ratio. nuances of a B2B Sales Cycle? Complex Sale ˆ Information is Power ˆ Complex Offerings ˆ Personal Relationships ˆ Less Visibility on Pricing ˆ Fewer Buyers ˆ Multiple Decision Makers ˆ Third-Party Influencers Nuances of a B2B sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [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?
  • ACT-ON B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Rethink Marketing
    delivers to sales this month. value it the same way they do a sales number. sales and marketing departments. Sales teams. feel that sales doesn’t follow up on the leads they. 2012, the majority of enterprise companies had adopted. delivering quality leads to sales and generating revenue. darling?
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [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?
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [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, APRIL 29, 2016
    [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?
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [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. “As marketers, we tend to focus on the. By 2014, companies that develop an IMM strategy will deliver a 50. Optimization in Action – A Simple Example. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Start engaging from the first click in the Customer Journey
    marketing success for both our companies and our customers. 1. 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. keep up.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 29, 2016
    [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.
  • PUREB2B  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Answers to Your 6 Biggest Email Marketing Questions
    The digital age has made a stunning number of marketing channels available to companies of all shapes and sizes. Email marketing has been and still is one of the most dynamic channels available marketers and sales professionals when it comes to developing quality results for lead generation and driving revenue.
  • 3D2B  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] The Essential Role of Telemarketing in Account Based Marketing
    “ More than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.” — Sirius Decisions, 2015 State of Account Based Marketing. Companies are voting with their wallets by investing in technology to support the strategy. What Is Account Based Marketing?
  • CONTENTLY  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Does Your Content Need a Permanent Home?
    For B2B companies, however, content usually focuses more on products and product education. You’ll want to guide viewers to to an e-book or case studies that demonstrate your product’s effectiveness, which will then lead readers to a sales person. Are you B2B or B2C? If your brand is B2C, you may not need your own blog.
  • ANNUITAS  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Customer Experience, Transformation and Personalization at #MME16
    Customer Experience: Troy Carter of Atom Factory made a valid point during his “Community, Connection, Consumption – Create Great Experience to Build Brand, Sales and Superstardom” keynote. The same goes for companies in business today, provide a great experience and you build loyalty. Companies that figure this out first will win.
  • KEO MARKETING  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Is Your Email Marketing Compliant with Global Regulations?
    Because of that, many companies spend significant time collecting email addresses and sending out emails to prospects. Are you ready to maximize the return on investment in your email marketing?  As a leading B2B marketing agency , KEO Marketing provides email marketing services to help you effectively reach your marketing and sales goals.
  • THE POINT  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Salesforce “State of Marketing” Report: Better Happy Than Good
    There’s much useful information to be gleaned from the report, but my one major quibble comes from the term “high-performing.” In Salesforce’s defense, there’s little practical way to define high-performing marketing teams short of every company in the survey being able to report on the same metrics, preferably ROI.
  • HALEY MARKETING  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Haley Marketing Launches New Website
    Haley Marketing, the largest website development, social and content marketing firm serving the temporary staffing and executive recruiting industries, just announced the launch of their new company website. The company provides services to more than 1,000 staffing and recruiting firms throughout the world. For Immediate Release.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] Sales Management Shouldn’t be a Horse Race
    Sales Management Shouldn’t be a Horse Race. During the past 18 years of consulting with hundreds of firms and certainly talking to thousands of people I have witnessed the same ignorance and casual attitudes in managing sales teams. It happens in so many aspects of the job of sales leadership. What do I mean?
  • 6SENSE  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] 3 Steps to Get Ready for Marketo’s Marketing Nation Summit
    One such opportunity is a Roadmap Session with our founder and CEO, Amanda Kahlow, where she’ll outline our vision of the predictive intelligence landscape and how you should expect B2B marketing and sales to be affected by new technologies in the next 6-12 months. Getting ready for Vegas. Think about who you need to meet. Stay hydrated.
  • KAPOST  |  TUESDAY, MAY 3, 2016
    [Companies, Sales] The Lead Gen Mistakes Marketers Are Making
    When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. Once leads are collected, it’s marketing’s responsibility to engage and nurture those leads until they are qualified and ready to talk with sales. Getting Real About Lead Generation .
  • IKO-SYSTEMS  |  MONDAY, MAY 2, 2016
    [Companies, Sales] The Amazing Power Of Multi-touch Lead Engagement
    Indeed, in the course of his time with the company, the young man saw a lot of plants. The company never lost a contract during the young man’s time there. The plant was a clever means to stay in the mind of the business woman and her company. Accelerate the velocity of the sales cycle. Say you’re a B2B SaaS company.
  • PUREB2B  |  MONDAY, MAY 2, 2016
    [Companies, Sales] 6 Tips for Writing an Effective B2B Lead Building Email
    Believe it or not, email is still, by far, one of the most effective ways to generate sales leads. Next, reveal how your company uniquely understands how to solve the challenges before them. Lastly, end with a clear call to action that describes how your company can help solve their problem. 2. Here are 6 of our best tips. 1.
  • CONTENTLY  |  MONDAY, MAY 2, 2016
    [Companies, Sales] Contently Case Story: How AARP Media Sales Taps a Trillion-Dollar Market
    Enter AARP Media Sales, which speaks directly to this market with high-quality multimedia content that evokes a sense of freedom and adventure. People don’t necessarily think of AARP as a media company, but the organization has an impressive history as a publisher. trillion. history of storytelling. ” The Avis project.
  • BLUE FOCUS MARKETING  |  MONDAY, MAY 2, 2016
    [Companies, Sales] Culture Eats Strategy for Breakfast—But What Does It Eat for Lunch?
    Here’s what culture can do for you: Companies with strong focus on culture were found to have an average 13.9 Engaged companies outperform disengaged companies by up to 202 percent. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. For culture to thrive, it needs to be fed.
  • CONTENTLY  |  MONDAY, MAY 2, 2016
    [Companies, Sales] How Content is Transforming the Enterprise
    In case you haven’t noticed, the Internet has fundamentally changed the way companies communicate with their customers. It’s gone from a one-way, broadcast communication (“It’s our Memorial Day Sale!”) Genpact has used content to transform their company culture. ”). Tell better stories. 
  • BIZIBLE  |  MONDAY, MAY 2, 2016
    [Companies, Sales] How To Perform Actionable Win Rate Analysis With Marketing Attribution
    And on the Sales side, it gives insight into how the sales team can more efficiently make use of their resources as they try to close customers. It’s a measurement that helps with marketing and sales alignment, making win rate a particularly important measurement in account-based marketing. So how do you do it? Keywords? TOTAL.
  • HINGE MARKETING  |  MONDAY, MAY 2, 2016
    [Companies, Sales] Mergers and Acquisitions as Part of Your Growth Strategy
    Companies quickly realized they would be sidelined without the skills and experience necessary to meet the new security demand. For many companies, the acquisition of a firm and its IP is the quickest path to market dominance—or at least a roadblock to competitive incursions. 3 – Opportunity to leverage synergies. Bingo!
  • LATTICE  |  MONDAY, MAY 2, 2016
    [Companies, Sales] Marketing Nerds Take Over MME16
    Marketers are trying to better understand ABM processes and tactics, and are using conferences as a way to learn best practices and get introductions to technology companies to help them get started. Are you thinking about implementing ABM in your company? I’d love to hear your thoughts in the comments!
  • SNAPAPP  |  MONDAY, MAY 2, 2016
    [Companies, Sales] HCSS’s SnapApp Bracket Challenge Featured in Fortune Magazine
    The team was overwhelmed to receive 117 unique projects from 87 companies in the U.S. 12x shorter sales cycle. Exciting news! On April 30th Fortune Magazine published a feature article on Heavy Construction Systems Specialist ’s (HCSS) brilliant bracket marketing campaign that was created with SnapApp. and Canada. Content loading
  • PUREB2B  |  MONDAY, MAY 2, 2016
    [Companies, Sales] An Inquiry vs. a Lead: What’s the Difference and Which is More Important?
    Many marketers and sales people assume that inquiries and leads are one and the same, but in fact, they are very different animals. If you are lucky enough, these names can come with company positions and even direct phone numbers. Inquiries can be found at the top of the business sales funnel. So, What is an Inquiry?
  • PUREB2B  |  MONDAY, MAY 2, 2016
    [Companies, Sales] Pure Incubation Ranked #29 Among Fastest Growing Companies in Massachusetts
    All of the companies on the list have posted a three-year revenue growth of at least 125%. These companies represent the best examples of the Boston economy’s strength and vibrancy,” Boston Business Journal Publisher and Market President Carolyn M. The company ranked #23 on Inc. We could not achieve this success without them.”.
  • INFER  |  MONDAY, MAY 2, 2016
    [Companies, Sales] DIY Predictive Modeling – Pitfalls and Opportunities
    As these types of solutions become common in the market, more do-it-yourself (DIY) tools will emerge for industry-specific flavors of predictive analytics in data-rich sectors like financial services, healthcare or retail, as well as in certain functional areas like predictive sales or marketing. Originally published on Business 2 Community.
  • KAPOST  |  MONDAY, MAY 2, 2016
    [Companies, Sales] The Difference between Content Marketing and Marketing Content
    Marketing content hits every touch point, question, or challenge that a customer (or a potential one) might have at any stage in the sales cycle. Clearly define the buyer’s journey and sales stages as an organization, not per team (see the image below). Know Where to Start and How to Simplify Content Development. Align. Execute.
  • HUBSPOT  |  MONDAY, MAY 2, 2016
    [Companies, Sales] 11 Helpful Resources for Improving Your Business Skills
    Someone who's senior to you at your current company? Pour Your Heart Into It: How Starbucks Built a Company One Cup at a Time by Howard Schultz & Dori Jones Yang. 3) TED talks, Graduation Speeches & Other Recorded Speakers. Whether or not business school is worth the investment is a hot topic these days. My last tip here?
  • ACT-ON  |  MONDAY, MAY 2, 2016
    [Companies, Sales] Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform
    While this may come as a surprise to the hordes of demand generation groupies using marketing automation, the truth is that 87% of companies spend more time in other functions of marketing than demand gen. How companies apply these varies widely. Sales do come from press releases! Marketing is easy to overcomplicate. Templates.
  • BLUE FOCUS MARKETING  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Your Employee is the Voice of your BRAND #Business #Marketing #Branding
    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. Let’s take a look at what’s making news around the web.
  • HINGE MARKETING  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] What Buyers Want: The Buyer’s Selection Process
    To some degree, companies and organizations buying services are motivated by fear. SEE ALSO:   Closing the Sale: Why the Best Firm Doesn’t Always Win. Download our free book Inside the Buyer’s Brain to learn more about what sets sales winners apart from runners-up. We think so. Is the firm known for doing great work? Conclusion.
  • BLUE FOCUS MARKETING  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] How #Business Leaders Can Avoid Being Uberized #Marketing #IBMAmplify
    What technologies are companies using with their workforce, and what implication do they have for both employees and HR service delivery? To stay relevant, companies need workers with an entirely new skill set. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. commercials).
  • LEADERSHIP  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Interesting Infographics: Creating a Sustainable Marketing Strategy
    And you need to do it better than other companies. It gives your potential customers a really fast, easy way to make their purchase – 36% of email marketers have seen a boost in sales after including a buy button! A marketing campaign can be a delicate thing – you need to make sure that your message is clear and effective.
  • VERTICAL RESPONSE  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Measuring the Performance of Your Newsletter
    The use of storytelling as your sales tool translates well in a newsletter and potential buyers are more likely to connect the emotional dots of how and why they need your product or service. So how do you know if your company’s newsletter is actually winning hearts or simply passing time in the inbox? Delivery Rate.
  • EARNEST ABOUT B2B  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Lunchbox: Fill a tummy with a tap
    The contactless donation box that sits at point of sale in lunch shops across London, is set to take 30p when tapped with a customers contactless card. The box itself is provided by Payter - a technology company who have experience specifically in charity payments. The idea for Lunchbox came from a simple problem. Attract attention.
  • CONTENT STANDARD  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Why Facebook’s Future Is Brighter Than All of Social Media’s
    In the past 18 months, we’ve seen social companies come and go, dive and rise, as the market shakes up the field. We all know Twitter’s financials and the uneasiness broadcast by the company’s investors and users. Market shares are down, but worse than that, the company seems lost. The list goes on.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Financial Advisors Need to Get Personal or It’ll Cost Them
    Firms like Merrill Lynch that were once full of commissioned-based brokerage accounts now have a company roadmap to transition customers to fee-only accounts. Buyers and investors expect the same level of personalization they would get from Amazon, YouTube, or other retail companies. Sales Efficiency. Impact to Marketers.
  • KAPOST  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] Complement Your Content Strategy with Account-Based Marketing
    Account-based marketing is one powerful tool a company can use as a second pillar holding up your overall strategy. Your message goes from your company to the potential customers. The direction here is inward, with the audience seeking out your company, services, or expertise. Outbound vs. Inbound. How to Use Content Marketing.
  • ACT-ON  |  FRIDAY, APRIL 29, 2016
    [Companies, Sales] An A to Z of Content Marketing Best Practices
    Audience is also a factor in persona marketing – the technique of breaking up your customers into different profiles, and then creating content and a sales funnel that’s tailored to each group. And then there’s Google Drive, which some companies use instead of Microsoft Office. Sales metrics. That’s a good thing and a bad thing.
  • BULLDOG SOLUTIONS  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] Five Steps to Thriving in the Age of the Customer – Part 5
    Last October, I attended CEB's Sales & Marketing Summit in Las Vegas (which, I highly recommend BTW). After After one of the break-out sessions, a VP of Sales Capability at Samsung made a statement that's really stuck with me. He Marketing-led companies  consistently   outperform  peers on key metrics that matter.   .
  • CONTENTLY  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] How 3 U.K. Companies Became High-Class Publishers
    brands may not see eye to eye on the proper use of the term “football,” whether one puts jam or jelly on toast, or the true definition of the word “pants,” companies from both countries can agree on the benefits of content marketing. Also on the company’s radar is how consumers interact with its publications.
  • BIZIBLE  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] Account-Based Marketing Measurement: Here's What You Need To Know
    These are about reaching the right accounts and making sure they have awareness and early engagement with your company. At this stage, marketers can identify certain engagement signals that indicate that accounts are ripe for sales teams to begin their outreach. This is particularly true when it comes to measurement.
  • LEAD LIAISON  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] First Marketing Automation Software Company to Include Handwritten Letters
    Lead Liaison continues its disruptive path in the marketing industry as the first marketing automation software company to include handwritten letters, written by humans, as a native offering in a marketing automation platform. Persistence and process certainly pays in sales. We expect other companies to follow suit.
  • KEO MARKETING  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] 3 Clever Tactics to Improve Your Search Engine Optimization
    KEO Marketing Inc., a leading B2B marketing agency based in Phoenix, Arizona, creates and implements innovative strategies to help clients dramatically increase leads and sales. The problem is everyone does that. So what are some unusual methods to improve your search engine rankings?  Here are three methods to consider: 1. In addition, 4.8
  • SNAPAPP  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] 6 Different Ways to Organize Your Marketing Stack
    Each company has different needs and objectives, so it’s no surprise that the number and  type of tools  within an organization’s stack can have a high level of variance. In this post, we’ve pulled together six different ways companies are organizing their martechstacks so you can get an idea of how to shape your own. Mostly, no.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] 4 Ways to Make Your Mobile Marketing Stand Out
    Today’s mobile user picks up or glances at their mobile phones up to 200 times each day and 75% of those interactions are just to glance at who called, what meeting is next, or what sale just started. Used correctly, push notifications can massively increase your sales and retention levels, as they have done for many brands already.
  • TRADESMEN INSIGHTS  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] Contractors: Do You Know How to Connect With Them and Stay Connected?
    Most started working in the trades and moved into starting a company. The have to multi-task — project management, purchasing and sales. Have your sales force spend a majority of their time in the field talking with contractors. By John Sonnhalter, Rainmaker Journeyman, Sonnhalter. Most have under 20 employees. Send them leads.
  • HUBSPOT  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] The Psychology of Ecommerce: Why Your Loyalty Program May Not Build Loyalty
    In return, you can give them early access to sales or free shipping over a certain threshold. You get even more than their appreciation, too, since those buyers will see you as a socially conscious company and resolve to support you as often as possible. But what if sometimes a simple “thank you” is all you need? Framing is everything!
  • B2B MARKETING INSIDER  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] 4 Rules to Drive More Inbound Calls from Mobile Marketing
    The number of users who own mobile devices is continuing to increase, and the amount of companies who focus on mobile are increasing as well. There’s no better way to attract web traffic, improve sales, or even drive inbound phone calls. In 2016, mobile marketing is poised to be more powerful than ever. If you’re […]. Mobile
  • ACT-ON  |  THURSDAY, APRIL 28, 2016
    [Companies, Sales] Why Formulas Work Better than Templates for Email
    The Sales Email that Won 16 New B2B Customers!”. Verbatim email templates that worked like gangbusters for the author, now available to you – lowly sales creature! Not so easy when they come from legitimate, no – respected – companies selling quality products. The fact is, no two companies are exactly alike. What gives?
  • LATTICE  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] Why Scaling Account-Based Marketing is So Important
    ABM processes help focus the marketing and sales efforts of any company, and push towards creating that kind of personalized engagement that will drive increased ROI for the business. The post Why Scaling Account-Based Marketing is So Important appeared first on Lattice Engines. account-based marketing
  • SALES ENGINE  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] Combining Content with Sales Strategy—Where Most Companies Get Stuck
    But, if there’s not a natural bridge for a sales rep to use to follow up on the consumption of that content and turn that into a sales conversation, you’re really just creating content for branding and awareness. That’s not enough for today’s B2B company. There’s your foundation for a consultative sales conversation.
  • BIZIBLE  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] 4 Types Of MarTech Stacks With Big Implications For Marketing Operations
    How individual companies structure their marketing technology stacks is reflective of the competitive forces they need to address, whether they are B2C or B2B, and the stage of their company. How companies structure their stacks is reflective of marketers’ goals , priorities, analytic processes, and relationships to customers.
  • FATHOM  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] This Week in Publish or Perish: How to Remove Slack Using Salesforce Chatter
    On this week’s episode of Publish or Perish , podcast hosts Jeff Herrmann and Jon Pogact discuss ways to get rid of time wasters and focus on sales productivity through Salesforce. sales), affinity (e.g., Does the thought of opening your email Monday morning stress you out? There’s a solution—and it’s simpler than you think. Blog Fee
  • HINGE MARKETING  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] C-Level Skills Required for Marketing: Making a Place at the Table for CMOs
    Either way, companies are finally recognizing the value of integrating marketing leadership in high-level decision and strategic efforts. This ultimately results in better connections during the pre-sale, sale and post-sale stages. The Evolving Role of the CMO. Where Growth Meets Strategy. What a CMO Brings to the Table.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] Debunking myths around sales videos for business
    Businesses that start using online video content marketing in their daily sales and marketing process stand to gain significant tangible benefits across their entire lead generation and sales cycle.  Real-world examples of businesses using video to increase sales. The types of videos to use in each step of the sales process.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 27, 2016
    [Companies, Sales] Newly Released Innovations for Oracle Marketing Cloud Has Something for Everybody
    The modern B2B sale is getting increasingly more complex and involves more stakeholders. Oracle Data Cloud has data on more than one million US companies and over 60 million anonymous business profiles. This morning, Oracle Marketing Cloud announced new enhancements that help marketers reduce the complexity of this chaotic ecosystem.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] Markie Award Winners Show How Modern Marketing is Done
    Best Emerging Company Marketing Campaign. Best Sales & Marketing Alignment. It has been such an exciting night as we kicked off the Modern Marketing Experience in Las Vegas with a rousing keynote from Kevin Akeroyd. But act two of the night was really something special, as we celebrated excellence in Modern Marketing. Lenovo.
  • PUREB2B  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] A Complete Guide to Social Media-Based Lead Generation for IT and Software Companies
    In the midst of this social media revolution, Information & Technology (IT) and software companies have been creating better and faster business solutions every day. Given this state of affairs, IT and software companies have had to rely more and more on lead generation to be successful in the modern marketplace. There are 1.44
  • BIZIBLE  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] How Companies With More Than 100 Employees Measure Account-Based Marketing [DATA]
    Today, we’ll break down the survey data to see specifically how companies with more than 100 employees measure ABM. They report being aligned internally (sales and marketing teams), but not as extremely aligned as the average respondent - 42% reported being “Marginally aligned”. This comes with the “big company” territory.
  • FATHOM  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] Growing Demand for Account-Based Marketing
    After all, B2B sales cycles are significantly longer than B2C’s and B2B marketers aim to speak to businesses, not individual consumers. By utilizing targeted lists and prospect-specific strategies, ABM can allow B2B companies to drive better quality leads, grow pipelines, and increase revenue. Account-Based Marketing: Strategy or Tool?
  • HUBSPOT  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] 8 Reasons Super Specialized Companies Should Embrace Inbound
    “People don’t shop for our products online.”. I can’t tell you how many times I’ve been told this by sales and marketing leaders at B2B companies that make obscure, highly complex technology and products. Most have expensive custom products with long sales cycles and apply to a very narrow customer base. Superniche. Wrong.
  • 6SENSE  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] 6 Insights from the Salesforce State of Marketing Report
    High-performing” is defined by the study’s authors as “extremely satisfied with the current outcomes realized as a direct result of their company’s marketing investment.”). times more likely than underperformers to use CRM tools extensively in order to provide marketing, sales and service teams a single, shared view of the customer.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] Teradata Sells Its Marketing Applications Business for $90 Million
    The company had announced plans to sell the business last November. The sale involves the former Aprimo, eCircle, FLXone data management platform, and other cloud-based marketing products. Teradata will retain its on-premise marketing systems including Customer Interaction Manager (CIM) and Real Time Interaction Manager (RTIM).
  • VIDYARD  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] Introducing the Worst Buzzword Ever: #Crexecution
    This one actually happened to me. I was working at a tech company, and a graphic designer and I were in charge of all the creative production in marketing. We forgot what our prospects were looking for, and what our sales team needed to sell. This is the kind of attitude that builds silos within companies and diminishes effectiveness.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] Why Marketing Automation is the Key to Sharing Strategic Insights with Sales
    Author: Patrick Groover Have you been approached by your sales team within recent months asking for more leads or, in many cases, higher quality leads? The first trend is a tech-savvy sales team. And   with this standard, the sales team is asking for tools that don’t just collect information. Sales Marketing Alignment b2b
  • HUBSPOT  |  TUESDAY, APRIL 26, 2016
    [Companies, Sales] How to Do Market Research: A Step-by-Step Guide to Understanding Your Buyer's Journey
    You may want to focus on folks that have completed an evaluation within the past six months -- or up to a year if you have a longer sales cycle or niche market. Otherwise, you can work with your sales team to get a list of appropriate accounts from them. Tell me about your experiences with the sales people from each vendor.
  • IKO-SYSTEMS  |  MONDAY, APRIL 25, 2016
    [Companies, Sales] The Unseen Problem with Inbound Leads and How to Fix It
    What most sales teams will come to realize sooner or later is that, when trying to meet monthly or quarterly sales goals, inbound simply won’t be enough. Adding outbound lead generation tactics can be a good way to create a steady sales pipeline. In total, 59% of companies report longer sales cycles. Takeaway.
  • BIZIBLE  |  MONDAY, APRIL 25, 2016
    [Companies, Sales] Bizible Joins The Account-Based Marketing Leadership Alliance
    Bizible’s new feature provides ABM capabilities necessary for success, such as lead-to-account mapping and predictive engagement score backed by data science and rounds out the measurement part of the stack for hundreds of companies. Over the last year, interest ABM has soared. These stats are echoed in Bizible’s 2016 ABM Metrics Report.
  • PUREB2B  |  MONDAY, APRIL 25, 2016
    [Companies, Sales] 5 Common B2B Lead Generation Myths Debunked
    Lead generation has always been an important part of the sales process, but with competition on the rise and a new technology making waves on social media every week, B2B lead generation has never been more important. Having your sales team follow up with every inquiry can seriously slow down your sales process.
  • BIZNOLOGY  |  MONDAY, APRIL 25, 2016
    [Companies, Sales] 15 best Big Data companies and why they stand out
    Only 18% of companies believe they have the skills necessary to gather and use insights effectively. Only 19% of companies are confident that their insights-gathering processes contribute directly to sales effectiveness. Here are the 15 best Big Data Companies and why they stand out according to sources that rank them highly.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 25, 2016
    [Companies, Sales] 3 Key Takeaways from Social Media Marketing World
    Snapchat is about telling stories, not sales. Offer a sneak peek at new products before they’ve been released or give an inside look of your company. While all the sessions were packed with knowledge, here are three insightful takeaways that were echoed throughout the conference: 1. Content is King, and Engagement is Queen.
  • ACT-ON  |  MONDAY, APRIL 25, 2016
    [Companies, Sales] 10 Very Smart People Weigh In on How to Rethink Marketing
    Companies rethinking their efforts to transform the customer experience should focus on linking the customer’s digital buying journey to outcomes that create business value. The great sales and marketing divide. Then, sales reports a “lead” number. It wasn’t exactly a random survey. How might you do that? 2.Daniel Newman.
  • SNAPAPP  |  SUNDAY, APRIL 24, 2016
    [Companies, Sales] 6 Different Ways to Organize Your Marketing Stack
    Each company has different needs and objectives, so it’s no surprise that the number and type of tools within an organization’s stack can have a high level of variance. In this post, we’ve pulled together six different ways companies are organizing their martech stacks so you can get an idea of how to shape your own.
  • INTEGRATED B2B  |  SATURDAY, APRIL 23, 2016
    [Companies, Sales] Strategic Marketing and the CEO
    Key to any CEO’s agenda is the need to constantly reconfigure the company’s capabilities to cope with a changing playing field and to lend extra strength to crucial functions within its business model and value chain. Sales responsiveness. Threshold vs. strategic capabilities. Something simply must be done to remedy the situation.
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