• VIDYARD  |  TUESDAY, AUGUST 30, 2016
    [Companies, Sales] 17 Reasons Why Small Business Need (More) Video
    Pick things to focus your time on that are going to generate awareness, educate your customers to prime them for your offering, build demand, create shorter sales cycles, promote a free trial, etc. Lucky for you, viewers’ understanding of a company’s product tends to increase by 74% when they watch video instead of read text.
  • LEANDATA  |  TUESDAY, AUGUST 30, 2016
    [Companies, Sales] Finding the Time to Sell
    Doug Landis was listing all the things that can occupy the typical day of a sales rep. What’s really important to me is something I call ‘engaged selling time,’” said Landis, the vice president of sales productivity and chief storyteller at online file storage company Box. Account-Based Sales & Marketing Sales Operations
  • KEO MARKETING  |  TUESDAY, AUGUST 30, 2016
    [Companies, Sales] Sales Enablement Best Practices
    Sales enablement” is the term for activities and programs that prepare and support the salespeople. Selling the company’s products should be a team effort; sales and marketing working together to create consistent and growing revenue streams. Here are five best practices to develop better sales teams. 1.
  • PUZZLE MARKETER  |  TUESDAY, AUGUST 30, 2016
    [Companies, Sales] Discover Marketing Technology Used by Leading Companies
    Have you ever wondered what technology the most innovative and successful companies are using to power their platforms, foster collaboration among their employees, or market their products and services? For example, here are all of the companies using marketing automation software Hubspot versus Marketo. Lead Generation
  • ANNUITAS  |  TUESDAY, AUGUST 30, 2016
    [Companies, Sales] Four Tips to Maximize Your Data
    Here are four tips to maximizing data that are applicable to companies of all levels of data sophistication – whether they already have been meticulously tracking their marketing and sales activities for years, or they’re just now establishing their data strategies. 1. They don’t have to be. When in Doubt: Collect More Data-.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [Companies, Sales] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Belly is a high-growth company based in Chicago. It was founded in 2011 as a technology company focused on enhancing customer loyalty for small and medium-sized businesses, like coffee shops, retailers and dry cleaners. In this blog, we will be sharing details about how we increased our leads and sales effectiveness.
  • CONTENTLY  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] 5 Keys to Building a Culture of Content
    Most companies are thinking about content all wrong—or at the very least, in a very limited way. Content serves as a powerful tool for sales teams, a driver for recruiting efforts, a boon for investor relations, and a cost-saver for customer service. The studio helps unify the company around a common purpose. None of that.”
  • BIZIBLE  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] Critical Elements of ABM Reporting
    In B2B sales, when a deal is closed the team celebrates and announces they’ve closed a new account. To truly align the organization and drive the most revenue through account-based marketing, Marketing needs to speak the same language as Sales: revenue. And to do that, they must report on contacts and accounts. Lead to Account Mapping.
  • HUBSPOT  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] 8 Data-Backed Strategies to Increase Your Video's Play and Conversion Rates
    It represents your video to your audience, just like a CEO represents her company to the world. When putting up a video, many companies use the generic thumbnail image -- usually a frame somewhere in the middle of your video. They send out a video when the prospect has already talked to sales in-depth and is in decision mode.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] Data is the Key to More Engaging Relationships with Your Customers
    Consumers have neither the time nor the energy to absorb every message that companies deliver to them each day. This makes it critical for brands to create unique, timely, and personalized experiences with each engagement to capture the consumer’s attention and generate sales. Purchase in-store or online? Name brand or generic?
  • CONTENT STANDARD  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] 5 Content Marketing Trends to Plan Your 2017 Budget
    Of course, this is just a sample of companies and lines of business across marketing and technology. Short answer: Today, companies need 24-7 online presences, and people demand content that feels authentic. Live video is the perfect solution to transform your company into a news outlet. There are many others. Live Stream Video.
  • SNAPAPP  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] 3 Ways to Create Customer-Driven Content
    With the growing challenges to focus on consumer problems, marketing professionals must produce stellar results for their companies. Let’s explore how your company can create more customer-driven content. 1. Are they clicking on your sales page? Content marketing is a powerful way to increase brand awareness and drive sales.
  • ACT-ON  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] How to Tie Your Content Marketing into Your Account-Based Marketing
    Who doesn’t want to finally get sales and marketing and other departments to work together like a finely-tuned orchestra? So ABM is thriving, being adopted by B2B companies left and right. For most B2B companies, decisions are signed off on, officially, by one person, but the decision is made by a consensus of stakeholders.
  • THE B2B RESEARCH BLOG  |  MONDAY, AUGUST 29, 2016
    [Companies, Sales] The cost of losing a customer
    What’s the cost of losing a customer?  ‘A lot’ is the simple answer, especially in B2B markets where the pool of prospective customers is limited and each sale tends to be high value. Only the latter category – those who have defected to a competitor – are of interest as they represent lost sales. Here’s how. Cost per lost customer.
  • PUREB2B  |  SUNDAY, AUGUST 28, 2016
    [Companies, Sales] Customer Acquisition: In-House or Outsourced?
    Furthermore, 72 percent of the companies surveyed believe their lead generation strategy was successful “to some extent” in achieving business objectives. One method is to outsource lead generation initiatives so the in-house sales team can focus on driving prospects through the sales funnel. Advantages. Advantages.
  • JUNTA 42  |  SATURDAY, AUGUST 27, 2016
    [Companies, Sales] This Week in Content Marketing: The Future Owners of Newspapers? Brand Marketers 
    According to this Fast Company article , the artificial-intelligence engine can understand the content of thousands of posts per second — and do so “with near-human accuracy.” Particularly of interest are the calls to action the company includes in these branded initiatives. This week’s show. Sponsor (35:10).
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 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, AUGUST 19, 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, AUGUST 19, 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.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] Content Marketing 2016: Staffing, Measurement, and Effectiveness
    fully formed media company. number of other companies like General Electric, Marriott, and Starbucks joined the club, competing. Full disclosure: GE and Marriott are Contently clients.) It may seem odd at first to liken companies known for. as media company.” challenge for any company, no matter its size or budget.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] Study: How Much of Your Content Marketing Is Effective?
    companies will spend in the neighborhood of 50. identify them by their names and companies. companies are devoting to content marketing. Companies like Coca-Cola have succeeded with a. companies for audience attention. and interests instead of just telling them about the company’s. All rights reserved.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] Content Methodology: A Best Practices Report
    company’s content across the enterprise. for their audience’s attention, including major publishers and media companies. Content serves as a powerful tool for sales. suppliers, and can help facilitate corporate communications and build company culture. Sales staff are. The studio helps unify the company around a.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] Staffing and Launching Your Content Marketing Program
    companies around the globe: 1. before they went on sale? JOE CHERNOV, VP OF MARKETING, HUBSPOT: “HubSpot is not only a company, but it’s also the cata- lyst of a movement. subscribers, leads, sales and opportunities—but our pri- mary focus and editorial mission remains helping our. All rights reserved. Introduction 3 II.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] Evangelizing a Content Marketing Program
    person to tell the company’s story, even though he. CEO’s office and pitch the idea of building a small me- dia company within a large corporation. B2C Marketers companies that excel at lead nurturing generate. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. company?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 26, 2016
    [Companies, Sales] What Are the Two Types of Seasonal Marketing?
    Let’s explore one of the most common examples of long-term seasonal marketing: the sales pitch tied to a local sports team. By appealing to customers’ passions for an extended period of time, long-term marketing feels less like selling and more like affirmation from a company to its customers that they have similar values.
  • CONTENT STANDARD  |  FRIDAY, AUGUST 26, 2016
    [Companies, Sales] The Top 10 Stats from 2016 that Show the Importance of Email Marketing
    ” What’s more, as Hubspot pointed out , Forrester Research found that “companies that excel at lead nurturing generate 50 percent more sales ready leads at 33 percent lower cost.” Beyond that, the company cites the fact that, (as of 2014,) “ninety-one percent of all US consumers still [used] email daily.”
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 26, 2016
    [Companies, Sales] 5 Things Marketers Can Learn From Man’s Best Friend
    And if your company has created a regular cadence of publishing content, it’s important to stick to that since your buyers start expecting it. 3. According to Gartner’s survey “Gartner Predicts 2015,” 89% of companies expect to compete mostly on the basis of customer experience. Here’s their take on it: 1.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] ABM Vendor Guide: Special Features to Deliver ABM Messages
    As used in this Guide, execution may include direct integration with a delivery system, such as adding a name to a marketing automation campaign, sending a list of cookies and instructions to an ad buying system, or pushing a personalized message to a company Web site. This narrows the field drastically.
  • OPENTOPIC  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] How Important Is Lead Generation For Your Business?
    – Lead generation services are crucial to ensure that your business generates sales that will maximize profits and revenue. Lead generation services companies ensure that businesses get the right leads … at the right time. The post How Important Is Lead Generation For Your Business? appeared first on Opentopic.
  • VIEWPOINT  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] Is Your Funnel Full of Fool's Gold?
    The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process.
  • HINGE MARKETING  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] Build a Better Lead Generation Website: Balancing Design and Functionality
    Whatever you call it, reserve this section exclusively for educational content — don’t dilute it with company news, events, or other self-promotional materials. soft offer allows people to take a smaller, incremental step in the sales process. But these sites aren’t inexpensive. Content. Those are important, but for different reasons.)
  • CHIEFMARTECH  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] A Rosetta Stone of marketing technology terminology
    For context, what does Bedrock Data do and what’s your role at the company? have the good fortune of sitting right next to the sales team on the phone with customers every single day. It’s also a good visual to demonstrate why it’s so hard for companies to get to a single view of the customer. What’s a contact?
  • OPENTOPIC  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] 7 Ways to Keep Your Customers Begging for More
    entrepreneur.com – Apply now to be an Enterpreneur360™ company and let us tell the world your success story. ” Entrepreneurs don’t realize that this burden is actually costing them over $200 billion in repeat sales, according to a recent study by the W. P. Carey. Brands & Marketers
  • BIZNOLOGY  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] Are your marketing personas your sales market segments?
    Marketing is supposed to lead to sales, right? So why is it that we marketers sometimes throw up unnecessary impediments to selling things? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Today, I want to talk about something similar.
  • HUBSPOT  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] Google is Cracking Down on Intrusive Mobile Pop-Ups: Here's What Marketers Need to Know
    Some are legally required -- like ones used by liquor companies that verify the user's age -- so they won't impact the page's rank. As we mentioned before, the companies that rely on these interstitials for income will be especially impacted by this change. Google is no stranger to algorithmic change. Source: Google.
  • SNAPAPP  |  THURSDAY, AUGUST 25, 2016
    [Companies, Sales] What Personality Assessments Reveal About Your Customers
    As any seasoned salesperson will tell you, getting the customer to say “yes” to something -- even something as simple as a quiz result -- is an important step forward in the sales process. It aligns the user and the company in a subtle yet powerful way. Personality assessments are fun. Which Harry Potter character are you? Flower?
  • BULLDOG SOLUTIONS  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] Harnessing the Power of VR and AR Part II: Applying the Technology in B2B Marketing
    Are AR and VR something we can use in our marketing initiatives to drive meaningful engagement, and more importantly, pipeline and revenue for our companies? Companies like Boehringer Ingelheim Vetmedica, Inc. In his TED talk , Chris Milk, founder and CEO of the VR company Within, says we’re in “Chapter One” of the VR era.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] How giving useful ideas and secrets builds trust
    He replied something like,  “I think companies [like yours] give away too many of their trade secrets on their website and blogs. If all we do is focus on getting a conversion and winning the sale, people will tune out or opt out. Most companies sell the same basic car. Forget the sales pitch . ” My response.
  • CONTENTLY  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] 5 Lessons Brands Can Learn From Gawker
    Even at Contently, a tech company that gives my team a great amount of editorial freedom, that would be insane. Gawker grew until its last day and ranked among the 20 most-read media companies on the web. Taking a break from sale to tout latest ComScore, 56m in US in July.) On Monday, Gawker published its last story.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] ABM Vendor Guide: Features to Look for in Target Scoring Vendors
    My last post used data from our new Guide to ABM Vendors to describe differentiators among companies that provide external data for account based marketing. The models most often predict whether an account will make a purchase, but sometimes predict events such as renewing a contract or becoming an opportunity in the sales pipeline.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] What a Buyer Wants: Personalized Advice, Business Value and ROI
    For corporate web sites and marketing content, respondents indicated the need for “relevant content that speaks directly to them and their company.” In fact, 69% said it was “very important,” while 27% said it was “somewhat important.” In fact, business knowledge and insights were a top reason why buyers chose the winning vendor.
  • LEANDATA  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] When There’s Too Much in the Tool Box
    But these days in the B2B sales tech space, that really should never be a problem. The marketplace has been inundated with sales solutions designed to make every facet of a reps’ job easier and enable businesses to sell in a more structured, efficient manner. Sales Ops pros have to make sure applications are operating properly.
  • OPENTOPIC  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] 8 Tips for Creating an Email Newsletter Your Subscribers Will Love
    For your company to thrive, you must establish relationships with customers that continue after the sale. business2community.com – Running a successful business involves more than just promoting and selling a product. Email newsletters can help you connect with your customers. Today’s consumers are highly.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] 6 Steps for a Successful B2B Cross-Sell and Upsell Strategy
    In fact, data from Forbes reveals 90% of the customer value for B2B businesses is actually obtained after the initial sale. For revenue marketers who support sales, which is most B2B marketers, bookings revenue is the ultimate metric. Author: Anastasia Pavlova Are you doing enough to hit and potentially exceed your revenue goals?
  • SNAPAPP  |  WEDNESDAY, AUGUST 24, 2016
    [Companies, Sales] 3 Ways to Boost Your Sales With an ROI Calculator
    What you might not know is that an ROI calculator can actually boost your sales in three ways. 1. CEB found that the average B2B buyer is 57% through the purchase decision before engaging a sales rep. That’s how your customers feel about the traditional sales process, too. Sales today is a long game. Plaid jacket? Voila.
  • HG DATA  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] Once Upon a Time: How to Boost Your Selling Through Storytelling
    And if you’re a startup or early-stage company with a relatively unknown brand, storytelling helps prospects mitigate their sense of risk in decision making when buying from an unknown entity. So what does this mean to us as sales people? There’s a saying in sales: People buy you first, then your company and then your product.
  • THE POINT  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] 5 Key Tips for Driving Attendance at Field Events
    That venue could be the Ritz, it might be your local sales office – either way, you’ll need to convince the reader that he/she wants to spend an hour or more of his/her valuable time in that place. Include a list (or logos) of companies who participated in past events, perhaps with quotes from satisfied attendees. 4. No-one cares.
  • SALES ENGINE  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] Feeding Sales Is a Process, Not a Project.
    When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution.
  • PR MEETS MARKETING  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] Top Three Common Product Demo Mistakes
    Over the years, I’ve mapped innumerable number of product demos for trade shows, events, webinars and more, working with sales, product management, and technical sales. I’ve also sat through a few product demos in my role evaluating and selecting marketing technologies. Conclusion – Good Demos Can Make Your Company.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] One Third of CMOs Not Integrating Within Digital Channels
    Companies with strong cross channel customer engagement see a 9.5% Then add in the fact that, according to Forrester, cross channel retail sales in the US alone will be nearly $2 trillion by 2018—and you can see why delivering a strong cross channel experience is paramount for success. How much growth? Ok so far so good, right?
  • ANNUITAS  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] Use Marketing Automation The Right Way
    believe it will lower the overall cost of marketing, and increase sales in an attributable manner. This means forgoing an undying allegiance to our “sales process” and aligning and operationalizing our approach to the buying process. believe it will change the dynamics of customer acquisition and retention. Embrace Change. Is it easy?
  • INFER  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] Act-On Improves Marketing Efficiencies by Embracing Predictive Marketing
    As more companies join the predictive revolution, we love sharing their great success stories — and marketing automation innovator Act-On is no exception. Infer helps us minimize false positives and tell us for each lead if it’s a company that matches our ideal customer profile. That really signals buy for us.
  • KAPOST  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] Why Product Marketing is Essential to Your B2B Organization
    Despite this comment, some companies still struggle to understanding the value of product marketing. The Value of Product Marketing in the Early Stages of a Company. Earlier this year, a startup founder asked me if an early stage company should prioritize hiring a demand generation leader or a product marketing leader. Connect.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] How to be a marketing maverick in an old-fashioned industry
    Because this isn’t a hypothetical boast: not long ago, I really did manage to get my marketing company’s logo onto the derrieres of hundreds of willing convention-goers. Industry wisdom suggests that Geospatial companies are weak on social selling, but we had a sneaky suspicion that things are changing. Oh yeah, I saw that eye roll.
  • SNAPAPP  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] How to Build the Business Case for Purchasing Marketing Technology
    Going rogue – doing whatever you want and begging forgiveness later – might be easier in the short run, but in the long run it’s better for you, your company, and your career to move through consensus. So if the company did well, the marketing team got more money to spend. Change is hard. Go rogue, or achieve consensus. Cost savings.
  • ACT-ON  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] From Scratch: Three (More) List Building Strategies for Agencies (and Others)
    Would sales reps have the opportunity to meet their clients, as well as prospects, at the event? Post-Event Follow-up: Every sales rep will follow up on the event leads you’ve paid to collect. First, nail the basics. Your client’s money must be spent wisely, or you’ll be looking for your next gig sooner than you’d expect.). AdWords.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 23, 2016
    [Companies, Sales] The 4 Most Effective Ways to Reduce Wasted AdWords Search Advertising Spend
    For most companies – whether B2B, B2C or B2G – search advertising plays an essential role in lead generation, nurturing and closing. The post The 4 Most Effective Ways to Reduce Wasted AdWords Search Advertising Spend appeared first on Marketing Insider Group.
  • LEANDATA  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] The Salesforce Bucket List
    Like most sales ops pros, I’m often asked to run reports on pipeline created. And at my company, we’re paying the most attention to pipe created by our Account Executives. But my sense, when I talk to other sales ops, is that Salesforce buckets aren’t being used to their full potential. LeanData Sales Operations
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] ABM Vendor Guide: What to Look for in External Data Sources
    They may resell the data to marketers or use it themselves to support tasks such as account scoring or ad targeting. (To put things in a broader context, “external data” can be contrasted with “internal data”, which comes from a company’s own systems for CRM, marketing automation, Web analytics, order processing, customer support, etc.
  • CONTENTLY  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] How Coca-Cola Turned Its Digital Publication Into a Global Phenomenon
    In a January 2016 press release, the company revealed its official “Taste the Feeling” initiative, which promised to tell product-focused stories that “reflect both the functional and emotional aspects of the Coca-Cola experience.” In March of 2014, the beverage company held its first ever JourneyOn publishing summit.
  • ACTIVEDEMAND  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] Diving Deeper Into Drip Campaign Best Practices
    Furthermore, social media tools not only provide marketers another drip channel other than email, they also empower prospects to share, comment and promote a company’s message. We also touched on the ways in which they have been changing based on how customers are becoming more discerning while technology advances.
  • SALES ENGINE  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] How to gain a competitive advantage through your content
    But B2B companies have found success in content marketing , and they’re upping the ante. For example, companies create content on their blogs and websites, and then use social media to distribute that content—but all they’re really getting out of that is branding and awareness, which is what we did as marketers in the 90s. Lots of it.
  • HALEY MARKETING  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] Where Is Your Firm in the Content Marketing Life Cycle?
    According to data from the Content Marketing Institute (1) , 37% of companies say their content marketing maturity level could be classified as sophisticated or mature. Where are all the other companies? You’ve been hearing the term “content marketing” a lot for the past few years. How mature is your content marketing strategy?
  • VIDYARD  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] The Making of Vidyard’s New Website Product Tour Videos
    Where at one point in our history (fairly recently, actually), we were focused solely on helping marketers achieve their goals, now our audience had expanded to what we call “three lenses”: marketing, sales, and internal communications. Recently, Vidyard quietly launched our new website. So how did we create this product video tour? Concept.
  • BIZNOLOGY  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] Social media strategy leaders: an intro to the series
    Many different business functions communicate with prospects and customers: sales, pr, customer support, and, of course, marketing, are only a few. Hello Biznology Readers! I am so proud to join the digital marketing experts who contribute to this blog. special “thank you” to Mike Moran who invited me to join the ranks.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] 3 Reasons Why Data is the Foundation of a Successful ABM Strategy
    Author: Steve Pogorzelski Account-based marketing (ABM) continues to gain popularity among business-to-business (B2B) organizations looking to deepen engagement with specific accounts.  In its 2016 State of ABM study, SiriusDecisions found that 92% of companies recognize ABM as a valuable solution to B2B marketing challenges.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] The reality of online influence and the only thing that matters
    In my corporate marketing days, I was among the top 1 percent on the company organizational chart. I was awarded seven patents and I earned two masters degrees. closed the biggest deal in the company’s history, worth more than $5 billion in sales. In my company, I was well-known and respected. The frenzy was over.
  • ACT-ON  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] Social Media Audiences Are Great, But Email Audiences Are Better
    Once again, the statistics vary widely from industry to industry, and company to company. In early 2015, Marketing Sherpa asked 2,000 American adults, “ In which of the following ways, if any, would you prefer companies to communicate with you? Beyond email, 21.1% of sales originated through free search, and 16.3%
  • BRAINSHARK  |  MONDAY, AUGUST 22, 2016
    [Companies, Sales] Understand Sales Force Problems Before Investing in Sales Enablement Technology
    Sales enablement roles are becoming increasingly prevalent, with CSO Insights 2016 Sales Enablement Optimization Study reporting 46 percent of companies enacting a formal sales enablement vision or c
  • DISCOVERORG  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] Why Recruiting is Like Marketing
    Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1. Learn How to Message and Motivate Like Sales and Marketing.
  • HALEY MARKETING  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] 10 More Quick Lessons
    While some companies don’t like that we won’t travel for a sales call (and we’ve lost deals because of it), more seem to appreciate the efficiency and economics of long distance sales (and now with Skype, FreeConferenceCall.com and GoToMeeting, it couldn’t be easier to be remote!). Pick a niche. Let go.
  • HUBSPOT  |  FRIDAY, AUGUST 19, 2016
    [Companies, Sales] 7 of the Coolest Experiential Marketing Campaigns We've Ever Seen
    While a surprising number of people haven’t heard of the concept, it’s kind of a big deal -- there’s an entire three-day summit dedicated to it, and 65% of brands that use it say that it positively correlates with sales. Between 2012-2014, 56% of companies increased charitable giving , and Google is no exception. it was an experience.
  • BIZIBLE  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] [INFOGRAPHIC] The Periodic Table of ABM Elements
    When planning their ABM strategies, companies start by identifying their “universe” of potential customers. Once you’ve begun your marketing and sales initiatives, you can start to create more targeted lists within the universal account list. Attribution is the process of connecting marketing data to sales data in the CRM (element 47).
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors
    Execute Interactions Deliver Messages This includes systems to deliver emails, personalized messages on the company Web site, display advertisements, and includes alerts and advice to sales reps. Flows may also trigger actions other messages, such as purchasing more contact names or alerting a sales person. Awesome!
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] 3 Magic Questions a Sales Manager Must Know
    Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Why now?
  • INFER  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs
    We believe that predictive intelligence serves as the brain of the sales and marketing stack. Today, we’re happy to share that Infer has officially joined the Oracle Marketing AppCloud and Terminus ABM Cloud ecosystems — extending upon our long-term collaboration with companies like Salesforce , Marketo and others.
  • INFER  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs
    We believe that predictive intelligence serves as the brain of the sales and marketing stack. Today, we’re happy to share that Infer has officially joined the Oracle Marketing AppCloud and Terminus ABM Cloud ecosystems — extending upon our long-term collaboration with companies like Salesforce , Marketo and others.
  • LEANDATA  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Introducing Ops-Stars
    Well, Ops-Stars at B2B companies are: The operations professionals who build the revenue-generating engine. The fixers who remove obstacles for sales reps. The unsung heroes behind the entire modern sales process. Leon Guerrero , who oversees sales operations at LeanData. B2B sales has changed profoundly in recent years.
  • VIEWPOINT  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Marketing is More than Automation
    As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. One company in the ABM space posits that ABM is hot now because technology is in place today that wasn’t available just a couple of years ago. The rest, as they say, is history. Fast forward to 2016.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Marketing Redefined: 3 Ways Technology Is Transforming Marketing
    Just take a look at these progressions in the last few years: The world’s largest taxi company, Uber, does not own vehicles. Marketers are now measured on product and technology investment returns, making it imperative to work closely with product, engineering, and sales. Author: Ashika Balani The days of telemarketers are long gone.
  • BRAINSHARK  |  THURSDAY, AUGUST 18, 2016
    [Companies, Sales] Common Challenges of Sales Coaching [Infographic]
    Sales organizations today know the value of coaching – 74% of leading companies say coaching is the most important role front-line sales managers play. But just because companies acknowledge its value – doesn’t mean it’s actually being done
  • BIZIBLE  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] Rallying Around Revenue: Aligning Sales and Marketing at PagerDuty
    18, hundreds of marketers will flock to Hiller Aviation Museum just outside of San Francisco for the Marketing Loves Sales conference. The conference revolves around aligning Marketing with Sales to focus on one common goal: revenue. Why do you feel Sales and Marketing alignment is so important? On Oct.
  • CONTENTLY  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] Why Top Publishers and Brands Are Creating Dozens of New Facebook Pages
    Instead of building one company page and amassing millions of likes, views, and shares, major publishers have increasingly sliced their audience into separate Facebook pages to boost engagement. ” Media companies are also using targeted Facebook pages as an opportunity to gather more refined data. Unique challenges for brands.
  • DISCOVERORG  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] 3 Reasons for Low ROI from a Trade Show (with ways to improve)
    Companies spend thousands of dollars every year on tradeshows, and most leave money on the table. It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending. Take control of the sale and reach out.
  • CONTENTLY  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] Contently Included on Inc. 5000’s Fastest-Growing Companies List for Second Consecutive Year
    5000 list of America’s fastest-growing companies. ’s last list: We acquired a company and enhanced our technology. We won awards for the Contently platform , our content , and our company culture. 5000’s Fastest-Growing Companies List for Second Consecutive Year appeared first on The Content Strategist.
  • LEANDATA  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] The Real R&D: Reports and Dashboards
    In the sales operations world, “R&D” doesn’t stand for Research and Development. Those of us in sales ops are immersed in Salesforce reports and dashboards all day, every day. That’s because if everything in your sales process lives inside Salesforce — and it should — the best way to access that data is with. It’s done.
  • SNAPAPP  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] What I Learned: The Conclusion of a Summer at SnapApp
    From my fellow interns all the way up to CEO Seth Lieberman, each person made significant contributions to improve both the company’s standing and their own standing in life. chatted about basketball with our SVP of marketing Aaron Dun, played cornhole with the guys from sales, ate lunch most days with Aaron, Jaclyn, and Sammy.
  • SALES ENGINE  |  WEDNESDAY, AUGUST 17, 2016
    [Companies, Sales] 5 easy steps to building ongoing thought-leadership content
    Talk to sales and find out how they’ve been finding leads. If you have a complex sales cycle, map out the process steps that led to those deals and see if you can identify some consistent issues. That way, you can develop content that helps sales people through the entire sales cycle, and not just top-of-funnel.
  • KEO MARKETING  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] KEO Marketing CEO, Sheila Kloefkorn, Accepted into the Forbes Agency Council
    Sheila Kloefkorn Joins Invitation-Only Organization by the Forbes Media Company. The Forbes piece focused on how KEO Marketing delivers outstanding value to its clients, including boosting brand recognition, generating better leads and increasing sales. PHOENIX, Ariz., About KEO Marketing. KEO News
  • CONTENTLY  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Study: 68% of Publishers Use Editorial Staff to Create Native Ads
    If you’re on the editorial staff of a media company, odds are you’re creating native advertising—or someone on your team is. For those who believe in the traditional journalism tenet of the separation of “church and state,” meaning that sales and editorial shouldn’t mix, that’s a problem.
  • MI6 MARKETING AGENCY  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Mi6 Agency’s Top Charts for August 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! Mi6 is a B2B (Business to Business) marketing and business development agency dedicated to helping companies build their brands and develop commercial relationships. Sources.
  • MI6 MARKETING AGENCY  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Mi6 Agency’s Top Charts for August 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! Mi6 is a B2B (Business to Business) marketing and business development agency dedicated to helping companies build their brands and develop commercial relationships. Sources.
  • SALES ENGINE  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Selling With Content: What’s Repeatable and What’s Not?
    What does a perfect world B2B sales process look like? For me, that looks like marketing generating enough qualified leads so that most of my time is spent having productive sales conversations. In fact, Red Bull’s CEO Dietrich Mateschitz comments in a Fast Company article about brands becoming full-blown media companies.
  • 6SENSE  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] 5 Essential Tools for Your Salesforce Account-Based Marketing Cloud
    As the buzz around ABM soars, many sales and marketing professionals don’t know where to start…until now. For sales and marketing teams, the selection process of identifying target accounts has become the most critical component to drive marketing and sales outcomes at scale. Latest
  • KEO MARKETING  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Marketing Strategies for Reaching the Wearable Devices Market
    Companies will need to winnow down their content and messages to relevant, usable information that comes across in less than two seconds. The large tech companies are pushing this technology and your clients will adopt it sooner or later. The wearable devices market is growing very quickly. Make content (even more) “glance-able”.
  • KAPOST  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Care for a Side of Strategy with Your Marketing Software?
    It’s a page on the Kapost website where the company explains how it enables you to meet and exceed your goals with one-on-one assistance. BF: Do you stay out of the sales process? And getting involved in the pre-sales process helps me figure out who the best implementation team is going to be to help the client be successful.
  • HALEY MARKETING  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Lessons from 20 Years at Haley Marketing
    We had no idea how to do this kind of web development (we actually when through four different companies until we found the guy who could actually build the system we needed – he’s now our CTO!). The result was record sales. Giving away expertise is the reason that we have not had to make one outbound sales call in 20 years.
  • INFER  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Infer Launches Industry’s First Predictive Account-Based Behavior Scoring
    Press Release:  Innovative Companies like AppDynamics, Druva and PayScale Use Infer’s Game-Changing Account Engagement Insights to Bolster ABM Programs. Our research shows that while ABM adoption has grown explosively in recent months, companies are struggling to understand which of their top accounts are in the market at any given time.
  • NETLINE B2B MARKETING  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] The Inside Story on NetLine Told One Podcast at a Time
    David Fortino, SVP of Audience and Product at NetLine Corporation, was recently interviewed on two popular podcasts covering everything from b2b lead generation strategy to audience monetization — plus, an inside look at how NetLine generates quality leads with content for top enterprise-level companies.
  • LEAD LIAISON  |  TUESDAY, AUGUST 16, 2016
    [Companies, Sales] Lead Liaison Weighs in on How to Run a Webinar using Marketing Automation
    The cloud-based sales and marketing automation solution is a trusted partner to B2B companies worldwide. We added $660,000 into our sales pipeline from the webinar and are already planning our next event with Lead Liaison. To view this Press Release in it’s original context, please visit PRWeb’s recent news.
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