• MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. companies?
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Improving ROI with Marketing Optimization
    The company owns its own media channels, such as its website and outbound direct marketing. Many companies routinely. customer contacts] to drive sales,” said Raj. “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  |  THURSDAY, JUNE 25, 2015
    [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  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    of presentations that tell the story of the company, its products, its technologies, its ideas, its customers, and its. From marketing to sales to training to investor relations, business presentations structure and organize. company’s stories come alive. before they enter the active sales process. talk to a sales rep.
  • THIRD AND TWO B2B WHITE PAPERS  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. enough to increase sales leads: 1. corporations $100 million in sales and beyond— know their business. affect new sales lead demand, marketing. Legendary Ad Executive David. wealthy?
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] Advanced Keyword Research Strategies
    This means that newer or smaller businesses without the capitol to pay for a higher listing or dominate the anchor text of any particular word will likely never be associated with it highly enough to be seen in sufficient manner to affect sales. The solution for these companies is to develop a deep keyword and key phrase research strategy.
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] Closing the Deal: The State of Sales Enablement
    New insight into sales managers' attitudes and beliefs about their company's sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • HUBSPOT  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] 10 Businesses With Enviable Company Cultures
    Is that really what company culture is all about? While it's likely that no one will complain about these perks (they're awesome, after all), many companies are shifting their focus to prioritize intrinsic motivators such as peer-to-peer recognition and frequent feedback as a way to improve employee engagement. group of U.K.
  • CMO ESSENTIALS  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] Call To Action: Close Your Buyer Journey Gaps
    Aberdeen Research shows that mapping your buyer’s journey can increase marketing investment ROI, reduce customer support costs, and shorten your sales cycle.  We have organized our companies around domain expertise that aligns to specific segments of the buyer journey. For many companies this conflict creates significant gaps.
  • WINDMILL NETWORKING  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] How to Build Your Email List from LinkedIn and Twitter
    Getting sales via email works. According to McKinsey & Company, email is 40 times better at converting a reader to a customer than Facebook and Twitter combined! Her core business, AmyHall.biz, advises and implements WordPress, Social Media, Inbound Marketing, and MailChimp Email Marketing solutions for companies. Amy Hall.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 2, 2015
    [Companies, Sales] [Video] What Every Marketer Should Know: What Is Marketing Automation?
    Marketing automation is software that helps companies take complete control of their marketing campaign efforts. Probably the most crucial feature of the automated tool is its ability to rapidly perform data analytics, which enables you to measure and assess your company’s return-on-investment. It serves the sales team, too!
  • B2B MARKETING TRACTION  |  WEDNESDAY, JULY 1, 2015
    [Companies, Sales] Spark New Results from Your B2B Marketing at Mid-Year
    Switching to advertising in a nationwide publication resulted in a sale to a large corporation headquartered in another state. 2. Find out if they have discontinued any products or services, expanded or contracted their sales force or employee count, closed offices or made other changes. Marketing can be challenging. Any new players?
  • HUBSPOT  |  WEDNESDAY, JULY 1, 2015
    [Companies, Sales] 7 Important PR Lessons Every Content Marketer Needs to Learn
    PR is about getting a company in front of the right audiences at the right time, with messages that make its spokespeople sound like human beings, not marketing super bots. I tried to explain public relations to my grandmother once. You’re in The Wall Street Journal. What is PR? What do journalists want from external content creators?
  • BIZNOLOGY  |  WEDNESDAY, JULY 1, 2015
    [Companies, Sales] Do you still need to measure brand awareness?
    But most companies aren’t Coke. Most companies sell online or start their sales online, with people taking several steps to a purchase. If brand awareness is important to your brand, keep measuring it, but it isn’t more important to most companies than impressions and conversions. No one buys a Coke online.
  • VERTICAL RESPONSE  |  WEDNESDAY, JULY 1, 2015
    [Companies, Sales] Guide to Autoresponders Part 3: Follow-Up and Confirmation Emails
    When a customer makes a purchase, you can send an email to confirm the sale. “We’re small, and although there’s always someone staffing the company, during the busy season most of us are out in the wilderness guiding trips,” Steve Silberberg of Fitpacking explains. Let’s get started! Follow-Up Emails.
  • HUBSPOT  |  WEDNESDAY, JULY 1, 2015
    [Companies, Sales] Creating a Survey? 7 Tips for Getting More Respondents
    Do you ignore them and move on to the next sale? They might even be willing to spread the news of their positive experience: “HOLY SMOKES, I told XYZ Company what to do, and they actually listened!”. For marketers, tracking meaningful data is key to understanding how to generate leads. The best way to collect it? Surveys.
  • BLUE FOCUS MARKETING  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] [VIDEO] Re-Thinking Employees and Culture in a Digital World #SHRM15 #SmarterWorkforce #HR
    To echo Tom Peters, each of us has become our own brand, and we have a responsibility to maintain those brands for both our own career development and to more authentically represent our parent companies in the digital bazaar. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company.
  • FATHOM  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] The “Art of Client Service” – 27 Things All Account Executives Should Know
    Notable Words of Client Service Wisdom from Robert Solomon, author of “The Art of Client Service”: Define Success – understand what the client wants to achieve, ask about business goals, sales goals and communication goals. Often when I read books, I like to highlight the important takeaways. Especially if they are not stated overtly.
  • THE FORWARD OBSERVER  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] The Very First Step To Take For Better Quality B2B Sales Leads
    Sure, you're generating sales leads, but are they good leads? The same kind of logic, applies to generating better quality B2B sales leads. But one of the biggest mistakes that companies make in generating leads is skipping over one simple, obvious step – defining what a quality lead is. Specific company. But it worked.
  • LEADERSHIP  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] Where is Your Demand Generation Program on the Effectiveness Quotient?
    In a recent chat with the CMO of a software services company, I asked him about the progress of their latest demand generation campaign. But then you see that 58% of marketers do not involve their sales team in developing or approving buyer personas; so who are these campaigns targeting? Then I almost fell off my chair. Click To Tweet.
  • HUBSPOT  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] The Key to Driving Consistent Growth: Understanding Costs
    I have a confession to make. I’m a revenue (sales) guy. I can think about, conceive and vision growth opportunities without even trying. Unfortunately, very few small and mid-sized companies understand their sales cost structure well enough. The same is true for any technology or other sales and marketing overhead. years.
  • VERTICAL RESPONSE  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] 8 Things Your Website Needs to Increase Traffic and Sales
    If you’ve been scratching your head trying to understand why your website isn’t getting much traffic , keeping visitors’ attention or converting visits to actual sales, we’ve got some tips to help solve this issue. Companies like Grasshopper offer 800 numbers for as little as $12/month and $.06/minute.
  • THE B2B RESEARCH BLOG  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] The content king is a tyrant
    Only a minority of B2B marketers regularly re-purpose their content (43% do so) or couple it with sales enablement activity (46%).  The post The content king is a tyrant appeared first on Circle Research - B2B market research company Click to see full infographic. We all know that content is king.  There’s good sense in that.  Milk it.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] Why Americans are secretly furious with marketers
    Americans believe it is “futile” to manage what companies can learn about them. The researchers write that the futility they found, combined with a broad public fear about what companies can do with the data, portends serious difficulties for the institution of consumer commerce. Getting furious with marketers.
  • HUBSPOT  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] Slack, Shopify & Tough Mudder: Business Lessons From 3 High-Growth Companies
    And while there are no secrets to instantly unlock or guarantee growth, there are lessons to learn by observing growth companies. Business Lessons From High-Growth Companies. When Zendesk CMO Bill Macaitis left his growing SaaS company to join a startup called Slack, he marveled at how maniacally focused Slack was on their customers.
  • MARKETING ACTION  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] Improve Your Offer Strategies by Learning to Let Go
    relevant offer doesn’t feel pushy or sales-y; if it’s truly relevant, then it’s useful – and welcome. Sending a live demo to a list of new leads that have never heard of your company would fall flat, as that is content suited to someone deeper in the cycle. SLA Template vs. Sales and Marketing Alignment Template. eBook.
  • WEBBIQUITY  |  TUESDAY, JUNE 30, 2015
    [Companies, Sales] Five Intriguing Inbound Marketing Stats [Infographic]
    Inbound marketing is fundamentally about making your company’s website an active component of the sales process rather than static “brochureware.” activities. The most successful marketers though are likely combine both approaches in a coordinated manner. Courtesy of: Akken Cloud. Inbound Marketing Tactics.
  • BLUE FOCUS MARKETING  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] [VIDEO] Revitalizing Employee Engagement #SHRM15 #SmarterWorkforce #HR
    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. Day Four at the Amplify Festival 2015. FOR EWORD by David C.
  • FATHOM  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] How NOT To Write a Prospecting Email, Part II
    This winner comes from a sales & marketing intelligence company. You mean I should believe that despite not having met, you really care about my health and how I spent my weekend instead of adding my company to your roster of “over 250 organizations across the globe?” I know, Part II? Is a series in the making?
  • NUSPARK  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] How to Convince Your CEO of the Power of B2B Content Marketing
    Why should the company create content on anything but the business itself? If you’re on a mission to convince upper management that content marketing is right for your company, take these steps. They prove other companies are delivering results and believe in content marketing. 62% of companies outsource content marketing.
  • HUBSPOT  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] 5 Reasons People Say 'No Thanks' After Your SaaS Free Trial
    When you're a marketer who works closely with companies in the SaaS/cloud technology space, you get used to hearing these phrases. However, there are a lot of SaaS companies out there who aren't converting a high number of their free trial sign-ups into paying customers. Our product is so good it sells itself.".
  • MI6 MARKETING AGENCY  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] My top 3 tweets #6
    Interested in an ABM program for your company. Tim is a sales leader at Oracle who is worth listening to and learning from. From a sales dude: 12 Reasons why you should be on Twitter (w/out even tweeting) #Socialselling [link] | by @Timothy_Hughes. Welcome to my top three tweets for the week of June 22, 2015. – Chris.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] Why Video Is Crucial to Your Marketing Automation Strategy
    In a recent Demand Metric study, nearly 70% of respondents agreed that video engagement data is effective as a lead quality or business opportunity indicator, but only 9% of companies have actually integrated video viewing data with their CRM or marketing automation systems and are actively exploiting that data. 9%!! And you’re not alone.
  • HUBSPOT  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] The 12 Weirdest (and Best) Things You Can Get For Free
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. CRM systems help companies keep records of important customer data, track every interaction they have with clients, and see at a glance how many prospects are in each lifecycle stage. So who’s right? Remember those?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 29, 2015
    [Companies, Sales] Facebook content strategy is a time bomb for inbound marketing
    Inbound marketing is a term coined by Brian Halligan of HubSpot to describe a way to promote a company through blogs,  podcasts , video, eBooks, newsletters, social media marketing , and other forms of  content marketing  which serve to attract customers. But in the end, the goal is the same — sales. You get the point. Really.
  • BLUE FOCUS MARKETING  |  SUNDAY, JUNE 28, 2015
    [Companies, Sales] Now Co’s are Focused on Employee Experience (EX) via @mnburgess #HR #SHRM15 #Leadership
    Anyone who had the privilege to attend certainly came away from it with a few new ideas to try out—as well as the chance to rub elbows with representatives from top brands like IBM, Starwood Hotels and Resorts, Airbus Group, ADP, The Hershey Company, Goldman Sachs & Co., UX (User Experience)   CX (Customer Experience). and General Mills.
  • AVITAGE  |  SATURDAY, JUNE 27, 2015
    [Companies, Sales] B2B Customer Content Operations Manifesto
    If you’re a B2B organization pursuing content dependent strategies such as content marketing, automated lead generation and nurturing, sales and channel enablement (among others), you are now in that business. The custom content business is a difficult business. And clients pay dearly for this.
  • VIDYARD  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] 3 Simple Ways to Customize A Single Video Campaign for Multiple Audiences
    Use Vidyard as an example: Content Marketers want to see in-depth analytics beyond view count, Demand Gen Specialists want to know how Vidyard can help them better score leads and move prospects through the funnel, and Sales Reps want to know how Vidyard helps them qualify and understand lead interest and consumption patterns … for starters.
  • HINGE MARKETING  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] Developing a Data-Driven Marketing & Sales Strategy with Marketing Automation
    With so much data now readily available to marketing and sales departments, there are plenty of benefits to take advantage of. If you want to find out more about how using data from marketing automation can help your company, here is a list of some of the top benefits: Establish Marketing ROI. Sales Cycle Insight.
  • BIZNOLOGY  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] Five B2B marketing beliefs and trends debunked
    The definition of business-to-business is and never was meant to be a description of a market, but rather the type of organization that is sold to by a company vs. consumer, government or institution. That’s why market segmentation is the first process needed, and is so critical to achieve marketing and sales success. B2B is a market.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] Carlos Abler is Changing Culture with Content on the Content Pros Podcast
    He’s the content czar for 3M, a company that makes way more than Post-It Notes. Through workshops, visual storytelling and information design, he helps everyone from marketing to sales to customer care anchor themselves around strategically managing the customer experience. He could be onto the next industry trend.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] Summer Is Here—Bring on the Interns!
    Is she interested in running field events, or managing the company’s Twitter feed? His work across teams will also benefit the company as a whole. Explain your team’s mission and how her work will directly impact the company’s goals. Do you have some sales emails in your marketing automation system that no longer apply?
  • B2B MARKETING INSIDER  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] Stop Focusing On The Sales Process, Silly!
    However, the sales process focuses on how to push the customer to get them to buy from you. 70-90% of the buyer’s journey is complete prior to engaging a vendor, so it’s difficult to sell to someone who is not listening to your sales tactics. Companies need to put themselves in the shoes of the customers. Forrester). Forrester).
  • MARKETING ACTION  |  FRIDAY, JUNE 26, 2015
    [Companies, Sales] Thinking About Adopting Marketing Automation? Here’s a Quick Start Guide
    Sync with Sales. Once your marketing automation solution is in place, you’ll be generating a larger volume of high quality, sales-ready leads. That’s why it’s important to work with the sales team before, during, and after implementation so you can make sure that sales gets the leads they want. Get Organized. Sometimes.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Campaign Management Is Dead. Here's What Next-Generation Marketing Automation Looks Like.
    This was realistic when interactions were limited to a few company-controlled touchpoints. In this environment, the best a company can do is react intelligently wherever a customer appears, taking into account both the current situation and whatever it knows about the customer’s past. But immediate response isn’t the only goal.
  • VIDYARD  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Why Video and Visual Marketing is Everyone’s New Best Friend
    Instead of following along with a manual, your new customer can see a real person from your company offering help and support. There are multiple decision-makers and influencers involved in the typical B2B sales cycle, but only a few of your people will meet a few of their people. colorful infographic is about as wild as we get.
  • HUBSPOT  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] 22 of the Best TED Talks to Inspire You
    Best-selling author Malcolm Gladwell explores the story of how market researcher and psychophysicist Howard Moskowitz leveraged consumer opinions to highlight the importance of choice when he worked with Prego -- the trademark brand name pasta sauce of Campbell Soup Company. 2) Renny Gleeson: “404, The Story of a Page Not Found”. Watch them.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] 7 Ways To Get Customers To Love Your Brand
    How do customers describe your company to their family and friends? One way to do this is to permit individuals to pre-order new products before they go on sale. Does your product just meet a need, or are they really in love with your brand? Your brand should be bigger, and more tangible than your product alone. Maintain High Quality.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Crowdfunding 101: Testing the Waters with TeeSpring
    With high risk comes the potential for high reward, but not all companies can afford to take big risks. One of the most popular rewards is a T-shirt with the company’s name or a clever message related to the mission of the campaign. TeeSpring’s sales platform is incredibly easy to use and has a short setup time.
  • HUBSPOT  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Choosing the Best Big Social Networks for Publishers
    With social media being one of the main channels used by companies to reach their audiences nowadays, and hundreds of social media sites available for use, it can make even a seasoned marketer or publisher feel overwhelmed when choosing which networks will work the best for them. Should you use Twitter or LinkedIn? Or maybe Facebook? With 1.19
  • MARKETING ACTION  |  THURSDAY, JUNE 25, 2015
    [Companies, Sales] Business Blogging as an Equalizer for Small and Medium Businesses
    Especially when you have a much smaller marketing budget than larger companies. The good news is that content marketing offers smaller companies a great opportunity to market against their large competitors at a fraction of the investment. Being the small kid on the block is never easy. Often, there is no time left for blogging.
  • HUBSPOT  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] How to Get Free From Annoying Office Situations
    But that super confusing Google Doc your company uses to track incoming leads and assign them to sales reps? At work, some terrible situations are easier to get out of than others. That important project your boss dumps on you last minute? You probably can't wiggle your way out of that one. How to Get Free From Your Annual Review.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] @Tom_Peters leading the 21st century employee and organization through EXCELLENCE
    Tom Peters helps us better understand the meaning behind his famous Fast Company article, “The Brand Called You” in his post. “Great brands have always started on the inside, but why are companies taking so long to leverage the great opportunities offered by internal social media? BRAND YOU MISUNDERSTOOD.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] Can You Really Use Marketing to Shrink the B2B Sales Cycle?
    It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] Does Modern B2B Lead Generation Really Work?
    Are you struggling to fill your sales pipeline with quality leads? The buyer would then expect to be educated by the sales team and guided through the sales process. Sales was accustomed to speaking with uninformed, early-stage buyers (many of whom were not qualified leads). You may need a lead generation mindset change.
  • EMAGINE B2B BLOG  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] 5 Things To Consider When Writing Content For Your Website
    In order to do that effectively, your website’s content needs to be designed in a way that it works as an extra sales person. Your website’s purpose is to educate the user on what you can offer them, and convert them into customers, right? Our words are our emissaries; they tell the world who we are” – Ann Handley, 13 Writing Rules.
  • BIZNOLOGY  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] 4 Non-measurable actions every business should take
    Can posting on social media sites lead to direct sales? This raises awareness about your company and also puts a face with a business name, building trust and better recall among customers. The basis of any business is making money. Earning money is not always linear, though. Post quality social media content. Yes, it can.
  • CMO ESSENTIALS  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] From “Truffle Pig” to the Content Scientist: New Marketing News & Trends
    Work to find out what’s working (and what’s not) through the analysis of data, observations gleaned from their sales teams and talking to customers and prospects and most importantly, distilling this data to uncover a repeatable and scalable model for continued revenue growth. What’s a Content Scientist made of? They know conversions.
  • HUBSPOT  |  WEDNESDAY, JUNE 24, 2015
    [Companies, Sales] 3 Ways to Make FOMO Work for Your Ecommerce Company
    You can use that fear to encourage sales on your ecommerce site. We’ve seen several popular ecommerce companies implement new and ingenious ways to encourage sales, simply by pointing out how close buyers may be to missing out on great deals. Under the photo, the company warns that a limited amount is still available.
  • LEADERSHIP  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Is Your Customer in the Driving Seat?
    They decide to go with a company they can trust the most.  If you have a strong funnel that filters only leads (not just inquiries but real leads) from marketing to sales, as well as a strong lead nurturing program, that is your solid foundation. They have large, medium and small companies as their customers. Accept the change.
  • CRIMSON MARKETING  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Jackie Yeaney, Red Hat’s EVP Strategy & Marketing: Mad Men No More— How Marketing Has Changed
    The number of people within a company involved with the decision making process is (growing exponentially), so we can’t just go to a CIO,” says Jackie, noting the increased complexity of account-based marketing. Marketing tactics have evolved from a creativity-driven, “push” approach to a customer-driven “pull” paradigm. Shiny, Happy People.
  • FATHOM  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Thank-You Notes: One Champion’s Secret to Sales
    That errant message brings me to a kind of writing on the opposite end of the spectrum … one that is sure to generate sales. Some of his students report getting one sale for every 10 thank-you notes.). Per his book, when does he advise to write thank-you notes for sales purposes? Thanks for all the love, readers.
  • SYNECORE  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] 4 Tips to Create an About Us Page that Converts
    Include info about your Company’s Vision and Philosophy. Your About Us page is an opportunity to show your audience why your company is unique. Every company has a story to tell about how, when, where, and why they got started. Company History Timeline. This does not mean that your About Us page needs to be long.
  • ANNUITAS  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Digital Relevance – An Interview with Ardath Albee
    And, in B2B, you need to gain clarity about who else is involved with the decision, as well as how they interact with each other. I’m often approached by companies that want me to just develop content. Demand generation in B2B companies can span years. But do make sure that any pilot you create includes the related sales team.
  • CMO ESSENTIALS  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Marketing Automation Integration: Ensuring Critical Connections
    In the past, companies dictated their marketing messaging, but today, the customer defines the actions and messages that marketing should execute. It is no longer about just winning the customer; the customer journey now extends past the sale to advocacy and evangelism. Welcome to the age of the customer.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Stay The Course With Demand Generation  
    Now this is by no means an absolute, as each persons’ company and product differ, but it certainly gives you a running start. company that is not running a pilot program quarterly is a company that is not optimizing. Often times people look to a new direction with nothing more than a “we need more Sales” mantra.
  • BIZNOLOGY  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Google has carnal knowledge of social
    While this surely has benefits for you when it comes to your site’s search engine optimization (SEO) and your company’s search engine marketing campaigns, it really comes to its own depth in Google Analytics. Twitter and Google have made amends. In the past, this was not the case. This is no longer the case. Like this post?
  • VIEWPOINT  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] Most Market Share Battles Are Lost, Not Won
    Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. The founders are not “sales” people but “product” people. The four salespeople are happy to report to the company president, who admittedly dislikes spending even 5% of his time on sales.
  • WEBBIQUITY  |  TUESDAY, JUNE 23, 2015
    [Companies, Sales] 21 Spectacular SEO and Search Marketing Stats and Facts
    As the company’s iconic slogan went, “When you’re number two, you try harder.” Lead generation (cited by 61% of corporate marketers) and Web site traffic (57%) are the top SEO objectives for marketers at enterprise companies in 2015. Just 24% cited attributing sales and revenue to SEO as a top goal.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 22, 2015
    [Companies, Sales] Trade Shows Can Work!-new idea!
    Ken. I see the same thing at every trade show: hundreds, if not thousands, of company personnel standing around, wearing their logo shirts and nodding politely to passersby, or worse, staring at their phone. Have your sales team invite them several weeks before the show to appear on your “business” radio podcast. Shame.
  • EARNEST ABOUT B2B  |  MONDAY, JUNE 22, 2015
    [Companies, Sales] Innovation from the inside: Building Event Wallet
    looked around at the wandering eyes of the sales people on the stands. For exhibitors this means that not only can they can share better, richer content – but also gain an insight into who has collected which pieces of content, enabling the sales team to shape a follow up conversation around their interests. Here was the rub. Events
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 22, 2015
    [Companies, Sales] An inside look at innovation hot spots and how to get your idea noticed
    When Michael Dell led a successful effort to take Dell private in the fall of 2013, one of his first steps was to create a $300 million investment fund, and overnight the company became an important venture capitalist. Companies have a lot of different tools that they can use in order to access that innovation. What are the hot ideas?
  • HUBSPOT  |  MONDAY, JUNE 22, 2015
    [Companies, Sales] Mastering the Art of the Ecommerce Microconversion
    If a website visitor signs up to receive information about special discounts and other news from your ecommerce company, you can relatively sure they’re interested in making a purchase. We’ve talked at length about how to recover a sale from an abandoned cart. Marketing automation is the very core of HubSpot’s abilities. Ecommerce
  • HUBSPOT  |  MONDAY, JUNE 22, 2015
    [Companies, Sales] In Case of Emergency: How to Create & Launch a Content Marketing Campaign in 5 Hours
    If you find something suitable, just be sure to A) remove any sensitive data or company information that you don't want external people to see, and B) add in some instructional copy (or a separate instructional PDF) so people know how to use the content. Move further along the buyer's journey by opting into a demo, assessment, or sales call.
  • HUBSPOT  |  SATURDAY, JUNE 20, 2015
    [Companies, Sales] New Data: Should You Include Social Media Icons on Your Homepage?
    While the Facebook platform is second to Twitter, the company owns Instagram, representing a 31.7% Even with its 300 million users, Instagram currently suffers from companies not adopting mobile as fast as they’re adopting social media overall. increase in conversions can mean millions in sales. And if so, to what extent?).
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 19, 2015
    [Companies, Sales] Mautic Offers Free, Open Source Marketing Automation
    David Hurley, the open source industry veteran behind Mautic, argues that marketing automation has just now become widely enough understood for many marketers to purchase it without a lengthy sales cycle. The only real question about free, open source marketing automation from Mautic is what took so long. So the opportunity seems obvious.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 19, 2015
    [Companies, Sales] [Ebook] Introducing Our Big Social Media Brand Profile Lookbook Spring/Summer
    Brands should beware of posting updates that are too sales-oriented, pushy, or boring. Cover Photos: On Facebook, the cover photo sits at the top of your company profile page and rests behind your logo as a backdrop. Posts: On your company page you have the ability to share posts. Take a look! Facebook. Twitter. Pinterest.
  • HUBSPOT  |  FRIDAY, JUNE 19, 2015
    [Companies, Sales] 5 Ecommerce Companies Who Do Social Proof Right
    Lots of companies do this now, though. We’d love to know how your efforts have helped your ecommerce sales, so leave us a comment! Social proof is sometimes misunderstood. That’s why we gathered together some of our favorites, so we can show you the many different ways you can convince buyers that the whole world loves your products.
  • MARKETING ACTION  |  FRIDAY, JUNE 19, 2015
    [Companies, Sales] Map Your Digital Marketing Playbook to Your Company’s Stage of Growth
    Just as you nurture prospects in different ways depending on where they are in the funnel, your own marketing playbook should change as your company goes through its evolving stages of growth. Defining a company’s growth stages. Let’s first outline the different stages of a company’s growth.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 18, 2015
    [Companies, Sales] Lead Generation for Industrial Companies is a Process not a Campaign
    I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. That mode of thinking is outdated and simply doesn’t work today where you are dealing with mostly invisible and self-directed industrial buyers. This is only a content summary.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 18, 2015
    [Companies, Sales] The Best In Automotive Content Marketing
    The Lincoln Motor Company, Land Rover and Cadillac are three automotive brands that have struggled in recent years with brand identity, and now are leveraging content marketing to transform their perception and engage new, desired audiences. The Lincoln Motor Company’s “Lincoln Now”. In a recent study by J.D. Cadillac’s “Dare Greatly”.
  • VIRALLY BLOG  |  THURSDAY, JUNE 18, 2015
    [Companies, Sales] Content Marketing Workshop Amazing Offer
    For the first 3 companies in Kent and surrounding areas that contact us we will deliver a full 2 day work shop to your team on how to use implement content marketing in your company straight away. Content Marketing Workshop Offer. We will do this in your offices so you can manage work loads and can split the days if required.
  • MARKETING ACTION  |  THURSDAY, JUNE 18, 2015
    [Companies, Sales] Five Areas Where B2B Marketers Can Leverage Big Data
    Big data is now the “New New Thing” in marketing and companies big and small are scrambling on what to make out of this emerging hot subject. But the reality is that there are many pain points today that companies can solve by embracing big data. What is Big Data? First of all, what is big data? Find the true ROI of marketing spend.
  • HUBSPOT  |  THURSDAY, JUNE 18, 2015
    [Companies, Sales] 5 Tried-and-True Tools for Growing Your Email List
    Whether your contacts switch companies, decide to purge an old address they don't use anymore, or simply opt-out of your email communication, they're gone. After all, more subscribers = more sales.). But ProBlogger isn't the only company that's seen the value in this approach. Do you want the bad news or the good news first?
  • SYNECORE  |  WEDNESDAY, JUNE 17, 2015
    [Companies, Sales] MINBOUND 2015 is Tomorrow!
    MINBOUND is for anyone interested in inbound marketing as well as agencies and companies looking to improve their inbound process. Author and sales accelerator Jill Konrath will give a keynote preentation titled“Inbound Marketing: A Catalyst for Growth" to kick off the day after registration and breakfast.
  • VERTICAL RESPONSE  |  WEDNESDAY, JUNE 17, 2015
    [Companies, Sales] Guide to Autoresponders Part 1: Benefits and Welcome Emails
    If prospective clients receive a welcome email or a discount after signing up for your company email, it shows them that you’re on top of your game and will entice them to come back for more. 3. Offer the chance to capitalize on sales. That’s why email marketing is essential to growing your customer base. Welcome Emails.
  • THE ROI GUY  |  WEDNESDAY, JUNE 17, 2015
    [Companies, Sales] No Decision is No Excuse
    As espoused by several analyst firms, B2B sales reps were proclaimed a dying breed, with buyers anywhere from 57% to 85% complete in their decision making process before contacting sales, helping drive 1 million B2B salespeople to look or other careers in the next 5 years. What other falsehoods are out there? People buy from people.
  • MARKETING ACTION  |  WEDNESDAY, JUNE 17, 2015
    [Companies, Sales] Frequently Asked Questions about Email Deliverability
    The various different RFC pages can be found here. Q: How do you get on a dedicated IP address to send your email messages? A: Reach out to your Act-On sales rep (RSM) or customer success rep (CSM) and request a dedicated IP. Ensuring high levels of deliverability is the cornerstone of every successful email marketing campaign.
  • FATHOM  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Why SaaS Software Companies Fail with Free Trial Approaches
    In fact, you will have no sales people or customer experience reps bug you because “you can do this on your own.”. I’ve been duped before by this, and so have you (just admit it, even if just to yourself). And with that… the potential sale to me based on ease and simplicity is six feet under – sales suicide. It is so SIMPLE.
  • FATHOM  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Why SaaS Software Companies Fail with Free Trial Approaches
    In fact, you will have no sales people or customer experience reps bug you because “you can do this on your own.”. I’ve been duped before by this, and so have you (just admit it, even if just to yourself). And with that… the potential sale to me based on ease and simplicity is six feet under – sales suicide. It is so SIMPLE.
  • HUBSPOT  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] 862 Hours of Inbound Marketing: A Statistical Analysis
    What if Company A devotes 20 hours and $200 to inbound each month, but Company B devotes 200 hours and $20,000? It could be that Company B has better growth, but maybe Company A gets a better return on its time and money. In Month One, Emily created a blog post and an offer about creating a style guide for your company.
  • KEO MARKETING  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Top Honors for Website Design and SEO Presented to KEO Marketing at 2015 AMA Spectrum Awards
    Talent management solutions company Profiles International turned to KEO Marketing to deliver a revamped website that boasted better lead generation and a lower cost per lead. Please join the conversation online at LinkedIn: www.linkedin.com/company/keo-marketing , Facebook: www.facebook.com/KEOMarketing & Twitter: @KEOMarketing.
  • BIZNOLOGY  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Enterprise gamification is a spoon full of sugar
    The are two things that your employees really hate that are essential to your success as a company: Training and development: taking time off from their precious work hours in order to go through those stultifying and seemingly pointless mandatory online continuing education hoops HR needs you and your staff to jump through every quarter.
  • VIDYARD  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] 5 Reasons Why a Video Marketing Platform is a New B2B Marketing MUST
    Because up to 90% of a customer’s decision to purchase is made before they come into contact with your sales team. 2014 report by Demand Metric found that 50% of marketers are now producing more than 10 videos per year, and (get ready for this!) 1 in 3 large companies produce more than 100 videos per year! How about video? Insights.
  • B2B MARKETING TRACTION  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Just When You Think You Know B2B Marketing, The Millennials Are Here
    B2B marketing needs to be transparent, and the human side of a company’s story needs to come out. This means you should have a great website that is easy to navigate on all devices and a highly responsive sales and service process. You did the research. You wrote the plan. Not so fast. Why should you care? 1.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Overt or Covert: What’s Your Content Culture?
    tell these people what every great sales person knows – you don’t convince anyone of anything. Changing long-held beliefs in some companies can be way harder than it is in others. In some engineering-driven B2B companies, getting buy-in for something that isn’t sales driven can be a big risk. Show, don’t tell. Overt.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] Lead Nurturing: What Industrial Marketers Need to Know
    know Sales wants low hanging fruit to sell now, and the C suite is looking for results sooner than later. As an industrial marketer, our jobs are to identify where they are in the sales funnel and engage with them as they move toward a sales. Encourage  – give them offers to help them through the sales funnel.
  • VIEWPOINT  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] The Quest for Good Leads: Are You Asking the Right Questions?
    Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance [bold added]. Most companies stop here.) What’s a good lead rate? How much should a lead cost? Bottom line?
  • WEBBIQUITY  |  TUESDAY, JUNE 16, 2015
    [Companies, Sales] 34 Compelling Content Marketing Stats and Facts
    Sales are a top goal of content marketing—but website traffic is the most common metric used to measure success. Only about half of marketers try to connect content to sales. Because with the exception of direct response (a small part of content marketing), content supports sales rather than driving them directly. TopRank ). 2.
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