ENGAGE | FRIDAY, NOVEMBER 21, 2014
[Companies, Sales] Content Marketer: Meet the Speechwriter
Meet the company speechwriter, more commonly known as the manager of executive communications, the director of leadership communications or the VP of CEO communications. Here’s how I know: I just led a small two-day gathering of top speechwriters from nonprofits and Fortune 100 companies. Don’t feel bad. Two or three tentative hands.
GROW - PRACTICAL MARKETING SOLUTIONS | FRIDAY, NOVEMBER 21, 2014
[Companies, Sales] Digital marketing shifts coming out of AdTech 2014
'My friend Jonathan Barrick had the unique opportunity to cover the AdTech 2014 conference in New York City last week and collect digital trends, ideas, and opportunities from some of the biggest the companies in the business. Growing importance of content distribution Marketers are missing the boat when it comes to content distribution.
HUBSPOT | FRIDAY, NOVEMBER 21, 2014
[Companies, Sales] 29 Charts & Stats on What Matters Most to Marketers Right Now
Below is a highlight of the main charts and stats from the 2014 State of Inbound Marketing , HubSpot''s most recent survey of 3,500 marketing and sales professionals across all company sizes and job titles. 2) 93% of inbound marketers work at companies with an annual marketing budget between $1M and $5M. Who Practices Inbound?
IT'S ALL ABOUT REVENUE | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] 4 Attributes of Your Next Content Marketing Superstar
Michael has more than 25 years of marketing and sales experience, having successfully launched and sustained three start-up ventures, as well as driving innovative customer creation strategies for large technology organizations. 'Editor's Note: Today's post comes courtesy of Michael Gerard , CMO of Curata. They also know: ?on
MADISONLOGIC B2B WHITE PAPERS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Moneyball for Sales & Marketing
Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. companies?
MADISONLOGIC B2B WHITE PAPERS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Improving ROI with Marketing Optimization
The company owns its own media channels, such as its website and outbound direct marketing. Many companies routinely. customer contacts] to drive sales,” said Raj. By 2014, companies that develop an IMM strategy will deliver a 50. industry leaders, customers, alliances, sales, marketing and product teams to establish.
MADISONLOGIC B2B WHITE PAPERS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Start engaging from the first click in the Customer Journey
marketing success for both our companies and our customers. The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Companies can implement BlueConic immediately, using existing content and offers — simply putting them to. They are.
MADISONLOGIC B2B WHITE PAPERS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
of presentations that tell the story of the company, its products, its technologies, its ideas, its customers, and its. From marketing to sales to training to investor relations, business presentations structure and organize. company’s stories come alive. before they enter the active sales process. talk to a sales rep.
ASSOCIATION OF MARKETING B2B WHITE PAPERS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Advanced Keyword Research Strategies
This means that newer or smaller businesses without the capitol to pay for a higher listing or dominate the anchor text of any particular word will likely never be associated with it highly enough to be seen in sufficient manner to affect sales. The solution for these companies is to develop a deep keyword and key phrase research strategy.
REVRESPONSE B2B WHITE PAPERS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] 8 Clues That Your Company Needs a New Website
Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
BIZNOLOGY | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Let the market view in
Like true believers, they accept their company’s optimistic perspective and fail to appreciate true market realities. 'There have always been marketers who rely on subjective data and unsubstantiated hypotheses. They have a point of view, are comfortable with their perspective and only accept information that confirms their opinions.
VERTICAL RESPONSE | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] 9 Must-Attend Retail Trade Shows for 2015
'Whether you’re a one man-or-woman run business just starting out, or a 20-year-old company of 50+ employees, one should never underestimate the power of attending a trade show. Everything to expand your customer base, increase your sales and improve your profits is waiting for you right here.” All rights reserved.
MODERN B2B MARKETING | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] 7 Questions to Ask Before Creating a Video Campaign
Be specific with your KPIs – if you want higher sales, by how much? The ability to target effectively relies on the quality and accuracy of your company’s data, along with the marketing tools you use, such as your marketing automation platform. First of all, you’re not alone! What are your goals and expectations?
CMO ESSENTIALS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Five Recipes for Marketing and Sales Disasters
That’s why below, I’ve outlined five recipes for marketing and sales disasters, in particular, which can be avoided as long as they’re taken under advisement. For more on canning soured sales reps, read the full report: Would You Fire a High-Performing Sales Jerk? 'Who doesn’t love Thanksgiving? versus only 44% of All Others.
HUBSPOT | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] A Beginner's Guide to Retargeting Campaigns
Someone visits our site for the first time, then fills out a form to download an ebook, then becomes interested in talking with a sales rep, all in one session on your website. Maybe a week later they decide to get in touch with Sales, and it takes several more weeks of meetings and discussions to come to a decision to buy. Awareness.
ANNUITAS | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Why Don’t We Market To Our Customers?
was recently onsite with a prospect and was told that if this company could simply add $10,000 to every customer renewal each year they would add $400,000,000 in incremental revenue to the bottom line. Fundamentally, the same principles of Demand Generation apply in any sales instance –you need to Engage, Nurture and Convert your buyer.
SOCIAL MEDIA B2B | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] 10 Keys for Starting a B2B LinkedIn Group to Generate Leads
'My friend Tom Skotidas and I recently talked about the keys to starting a LinkedIn Group as a means to generate leads for B2B companies. This is part of an ongoing series of conversations about the intersection of sales and marketing , well as social selling. Remember Marketing Led, Sales Fed. Determine the Most Likely Buyer.
MARKETING ACTION | THURSDAY, NOVEMBER 20, 2014
[Companies, Sales] Lead Scoring Strategies for Agencies: Best Practices
During our conversation, Sam outlined several of them: Agencies have experience in navigating marketing and sales alignment issues. Leads that have been scored and/or nurtured are leads that the sales team really wants to reach out to, using an agreed-upon follow-up that makes marketing happy, too. They also have a great logo.)
VIDYARD | WEDNESDAY, NOVEMBER 19, 2014
[Companies, Sales] 7 Critical Components of Believable Testimonial Videos
Written testimonials from Joe Smith on your website are one form – and are certainly better than nothing – but prospects are sometimes hesitant to believe them if they’re not from a known person at a known company. And blasé certainly doesn’t drive sales. 'What you do is pretty awesome. We don’t doubt it.
THE ROI GUY | WEDNESDAY, NOVEMBER 19, 2014
[Companies, Sales] 5 Tips for Crafting Provocative E-Mails That Work!
So how do you craft provocative “challenger” sales emails that will help you better connect, and importantly, get your prospects to take positive action? Here’s our top five tips for getting your emails just right: #1 - You had me at hello I received three sales emails today that had all too common openers. Delete. Delete. Delete.
EMAGAZINE B2B BLOG | WEDNESDAY, NOVEMBER 19, 2014
[Companies, Sales] 10 Commandments of Social Media For B2B
Listen – Spend time researching what other companies in your industry are discussing and what topics customers talking about. Be Human- Think of your social networks as the human voice of your company. Social Media is a necessary tool to have in your toolbox but will not be the only source of traffic to your site or sales leads.
FATHOM | WEDNESDAY, NOVEMBER 19, 2014
[Companies, Sales] Creating Sales Funnel Content for Manufacturing Marketing
'The sales funnel varies for each industry. For B2B industries such as manufacturing, the sales funnel can be a longer process than the B2C sales funnel. Plus, in the traditional B2B sales funnel, contact with a salesman was necessary at an early stage. The 3 sales funnel stages are: Attract. Engage. Capture.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 19, 2014
[Companies, Sales] Connecting The Dots: Unify Your B2B Organization for Maximum Growth
'Sales Prospecting Perspectives is pleased to bring you a guest blog from Dave Landry, professional business writer and personal finance advisor. Strong emotions regarding a company will affect purchasing decisions from potential clients, but will also promote pride in their work from employees. Branding For Unity. Dave Landry Jr.
VERTICAL RESPONSE | WEDNESDAY, NOVEMBER 19, 2014
[Companies, Sales] 4 Surefire Ways to Prep for Mobile and Tablet Holiday Shoppers
Even if customers aren’t physically in your store, an email can still trigger a sale. Whether they’re waiting in the grocery store checkout line or browsing through email while eating lunch, a well-timed email could boost your holiday sales. 'Brace yourself. The holiday shopping rush is upon us. Yes, 68 percent.
THE ROI GUY | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] The Modern Day Social Seller: Buyers are More Empowered, But So Are You!
'By Dan Sixsmith and Tom Pisello The research and the reality: B2B buyers are more empowered than ever, using the Internet and social media to research your company, products, services, customers, team, history and competitors - self propelling themselves toward a purchase decision. So what are these insights?
HUBSPOT | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] How an A/B Test of Landing Page Form Copy Improved Lead Quality
At HubSpot, we''ve had a long lead generation form on our website for a while, but it wasn''t quite getting us the best results we needed to effciently rotate the right leads to Sales. The number of employees at your company. The URL of your company''s website. Your biggest Marketing and Sales challenge. right? Your role.
ANNUITAS | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] 3 Key Elements to an Effective Demand Generation Strategy Kick-Off
You’ve convinced your key stakeholders your company needs a Demand Generation Transformation. Sales should be at the top of that list. 'The time has finally come. It’s time to kick it off. Now the fun part begins, but if you don’t have the right line-up, it could delay or derail all your hard work up to this point.
B2B LEAD BLOG | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] Database Marketing, Going Back to Basics for the New Year, Part 2
Remember, part of our goal here is to clean out what we don’t need – people who aren’t going to buy from us or companies we don’t want to sell to or incomplete records that need a little TLC to determine. We’ve got the right buyers but maybe in companies or industries we don’t typically serve. We consider these the B players.
SALES PROSPECTING PERSPECTIVES | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] 4 Blogging Best Practices for B2B SaaS Start-Up Companies
My inclination is to answer B2B inside sales and sales topics, since AG Salesworks has such an arsenal of resources for everyone. As the coordinator for Sales Prospecting Perspectives, a B2B blog that also strives for industry visibility, I thought I’d share a few pieces of advice I’ve learned after a year of doing this.
VERTICAL RESPONSE | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] 5 Terrific Tips for Stellar Holiday Service on Social Media
Most small businesses and non-profits have caught on to this trend and share gift guides, mention upcoming sales or specials services, and/or provide year-end donation suggestions. Research shows customers who engage with companies over social media spend 20 to 40 percent more money with that company. You do so with tact.
CMO ESSENTIALS | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] 3 Ways To Use Your Data Today For Successful Marketing In 2015
And yet, personalized content can greatly accelerate the sales cycle. Companies with a website-content strategy designed around their audience’s preferences are nearly twice as likely to convert as those without. 'Feeling the pressure to become “data-driven” in all that you do? Marketing in 2015 will be no exception.
MODERN B2B MARKETING | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] Perfecting the Art & Science of Engagement Marketing at Panasonic
The most important metric for us is ‘Campaign Contribution’ – how much of the sales pipeline over a defined period has been triggered from some sort of a marketing campaign. Some teams reported into sales, some reported to other geographies, and there was no common structure or system in place. A: How do you measure your success?
VOICE-BASED MARKETING | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] Use Content Marketing to Tell Your Story, Not Sell Your Story
We’ve seen this number before, but it’s significant and we want to reinforce it again: 60% of buying decisions are made by customers before they even contact a sales rep. Answers, Quora, and simply listen to our sales and customer service teams. After all, according to Crestodina, “Traffic x Conversions = Success” in content marketing.
FEARLESS COMPETITOR | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] Here’s Why Dumping Ron and iOptimize Marketing was the right idea
'Jeff Ogden , President of Find New Customers , the nicest company in BtoB marketing, once worked for Greenlight Digital in London for a very short period of time. After leaving Greenlight, I partnered with the man they foolishly invited to replace me and formed our first company, iOptimize Marketing, focused on the hospitality industry.
MARKETING ACTION | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] Best Practices for Buying Marketing Technology: David Raab and Atri Chatterjee Discuss
It’s relevant even if the company itself hasn’t done something before. It’s not just this collection of features, you really do need a company –it’s a cliché but it’s true – that you can partner with. You can keep up with David at his blog, Customer Experience Matrix. Determine your business goals.
MARKETING ACTION | TUESDAY, NOVEMBER 18, 2014
[Companies, Sales] 8 Ways to Get More Value from Your Next Trade Show
As you plan for the event, consider the industry, company size, and specific professional title and role that will help your team fulfill its identified purpose. When you give away swag, it should be useful and appropriately represent your company. Not every person that you meet at a trade show is a good match for your company.
EMAGAZINE B2B BLOG | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] Why Should Marketers Change To Google Tag Manager?
Very few companies have a developer sitting by their computer tapping their fingers just waiting for the marketing team to send them a request. Some companies get weekly or even monthly updates. Think of the lost opportunities for lead generation and/or possible sales that you could be losing. Well…that statement is mostly true.
CMO ESSENTIALS | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] How to Achieve the Right Blend of Art and Science for Marketing
Transforming your company’s products and services into a compelling story that resonates with current and prospective buyers takes creativity. Successful companies are not throwing creativity to wind; they are cultivating creativity while establishing metrics for success. And if so, how do we “right the boat?”. CMO Insights Trendin
YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] Put a Little Personality into Selling
The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. During your sales process you will need to emphasize research. Sales Training 'Put a Little Personality into Selling.
VIEWPOINT | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] 8 Ways to Motivate Salespeople to Follow Up Inquiries
'Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. Follow-up is variously reported from 10%-25% in most companies. After all, what is the alternative? Cold calling?
IT'S ALL ABOUT REVENUE | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] Tips to Manage the Marketer's Personalisation Dilemma
Using financial results from annual reports to generate content like You’re 5% ahead on margins but 4th in growth in your sector - personalised to each individual’s company. Use mass customisation if your audience is broad, if you’re selling products and services with mass appeal, or if your profit-per-sale is low.
THE FORWARD OBSERVER | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] The 3 Most Important Content Marketing Questions CEOs Should Ask
'As CEO of a company moving to content marketing, are you wondering how to set the right course? Let’s say you are the CEO of a company that has seen its sales pipeline flattening out for a couple of years. This is unfamiliar territory for you and your company. Sales/support FAQs. What is the content’s focus?
B2B MARKETING UNPLUGGED | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] Eight Rules for Lead Generation Events
The embarrassed sales exec, who had flown in hours earlier with her crack team was busy blaming marketing for the invitation snafu while the guests were trying to find a spot to put the enormous orange nylon bags containing one pen and one notebook so they could eat. Rule 1: Use an experienced event manager. Rule 2: Go look at your venue.
B2B LEAD GENERATION BLOG | MONDAY, NOVEMBER 17, 2014
[Companies, Sales] Lead Nurturing: You can’t automate trust
If you’re not familiar with Jill, she’s the best-selling author, sales guru and is a featured keynote speaker at companies like LinkedIn, HubSpot and many others. People are weary of pitches, hype, pushy sales people and irrelevant marketing messages. So what do they do with most of our sales and marketing messages?
WRITTENT | SUNDAY, NOVEMBER 16, 2014
[Companies, Sales] 7 Ways to Spot Epic Copywriters for Your Site
But when you’ve invested heavily in your website and need compelling copy that effectively generates sales, leads, and conversions, what you need is an epic copywriter. Are there any big brands or companies on that list of clients? freelance copywriter relies on his online reputation to land sales and clients. Image source.
HUBSPOT | SATURDAY, NOVEMBER 15, 2014
[Companies, Sales] How to Train Your Brain to Learn Faster
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Much of sales today hinges on deep understanding of prospects’ industries and problems, and positioning your product or service around personal expertise and insight can do a lot to differentiate you to buyers.
FATHOM | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] Consumer Brand Manufacturer Spotlight: Jimmy Choo
'Jimmy Choo Limited, a company known for designer stilettos and luxury accessories, is going public and expanding e-commerce investment. In addition to completely retooling its e-commerce platform, the company will also invest in a resource planning system from SAP, a product life cycle management system, and a new warehouse.
BIZNOLOGY | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] Spinning stories for superior sales
B2B companies can create emotional connections, too. The post Spinning stories for superior sales appeared first on Biznology. 'Have you ever tried explaining astronomy and global weather patterns to an eight-year-old boy? It’s painful just to think about trying to get him to sit still for 5 minutes. Everything, actually.
VERTICAL RESPONSE | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] 3 Easy, Last-Minute Black Friday Ideas You Can Use
For example, if you own a plumbing company, offer a discount like the one below but promote your on-time service guarantee, too. Pick five of your products and create the equivalent of a digital sales flyer, showcasing each of the products and its price. 'The holidays are a busy time for every small business. Gifts for him.
CMO ESSENTIALS | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] Three Reasons Marketers Should Be Thankful for Sales People – Even the Cranky Ones
'How many times have you been in a meeting when a sales person has a brilliant idea for a new sales tool; only that tool was exactly what you published 3 months ago and he simply ignored it? What about the time that arrogant sales person walked up to your desk and asked you to make him copies of his proposal? August, 2014.
REVENUE JOURNAL | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] How to avoid the most common business failure
Sometimes reluctance can be based on a long-held belief, such as assuming that making sales is just a matter of persistence. 'My husband came into my office recently for one of our always-enjoyable discussions, settled into his business philosopher’s chair, and asked me, “What’s the most common cause of business failure?” Rigid, in fact.
FEARLESS COMPETITOR | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] Top Ten Guests on Marketing Made Simple TV
What began as an idea for a wedding turned into a need for a company, and Likeable Media was born. Jeff Shore, author of Be Bold and Win the Sale. Jeff Shore’s highly sought-after sales training seminars and keynote addresses inspire audiences across the globe to change their mindset and change their world. https://www.
THE POINT | FRIDAY, NOVEMBER 14, 2014
[Companies, Sales] Report: Trade Shows Generate Highest Quantity & Quality of Leads
In this case, to their credit, Software Advice is candid about their sample population (mostly large companies) and where their results align with, or depart from, other recent industry research. Sure, demos attract more qualified leads, because prospects who want to view the product are inevitably further along in the sales process.
CRIMSON MARKETING | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] Is Content Marketing Still Worth It?
'A lot of marketers are not convinced that content marketing is worth their time, and prefer to focus on sales enablement tools that improve how demand generation teams sell via email, phone, and in person. HubSpot is a good example of such a company that offers content marketing technology. Content marketing is getting harder.
KOMARKETING ASSOCIATES | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] 20 Tools We are Thankful for as B2B Online Marketers
YesWare is a sales toolkit that tracks emails and presentations, allows users to create templates, log calls into CRM, and more, right from their email inbox. This can be a serious time-saver when trying to locate additional information about a contact or the company they work for. Enjoy! Evernote. What Is It?: Google Docs. Basecamp.
ANNUITAS | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] A Call for Marketing Enablement
The study was focused on companies that had revenues above $250 million to gain an understanding of their unique approach to Demand Generation. Imagine if these were responses from a sales organization survey? Consider that according to CEB, that 57% of the buyer’s journey is complete before they ever speak to a sales representative.
CMO ESSENTIALS | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] Misinterpreting Customer Data: Good Data Can’t Save Bad Marketing
year-over-year increase in annual company revenue, increase customer satisfaction by 8.1% But beyond these statistics, how do you explain the success of data-driven marketing giants like Amazon, Nordstrom, Dollar Shave Club, and other companies who consistently outperform their competitors through data-driven marketing practices?
SOCIAL MEDIA B2B | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] 9 Steps to Highly Productive B2B Lead Generation
It should define your target client, including what positions they hold within an organization, the industries they work in, their company’s size, and their geographic locations. That’s because sales and marketing have different definitions of what qualified means. What Information Should You Pass to Sales? Create a Strategy.
MARKETING ACTION | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] Understanding Cookies Part 2: A Guide for Marketers
But some consumers feel like they’re being watched too closely when it’s obvious that companies can see where they’ve been on the web. Download this toolkit to find out how to generate sales leads through your website, read online body language, and track key performance indicators. The Benefits of Cookies. Here’s ours.).
HUBSPOT | THURSDAY, NOVEMBER 13, 2014
[Companies, Sales] 13 Beautiful New Ebook Templates [Free Download]
'Did you know that companies with 30 or more landing pages generate 7x more leads than those with fewer than ten? But landing pages don''t convert visitors to leads all by themselves -- without attractive and compelling offers behind them, they won''t generate the tonnes of leads for your sales team that you want them to.
VOICE-BASED MARKETING | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] Optimize Your Email Performance with A/B Testing
For most businesses, email is a preferred way to get the news out about what your company is doing. The clicks in your email are what wind up driving more sales. Do your recipients want emails from the VP of marketing or the VP of sales? You can send your emails from your company name or from your CEO. Call to Action.
HUBSPOT | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] Inbound Calls: Your Company's Biggest Untapped Lead Resource? [Infographic]
Remarkably, though, most companies don’t have a strategy in place to drive inbound calls. Adding a phone number will get prospects on the line at the moment of highest interest: when your company or solution is top of mind. If a prospect has already spoken with a sales rep, use conversation intelligence to follow up accordingly.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] Raise Prices for B2B Sales Without Losing Your Regular Customers
'Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, After three years of selling products and services at the same prices, your company decides a change is in order. The key factor in all these cases, of course, is providing advanced notice of your company’s plans.
EARNEST ABOUT B2B | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] Using the power of emotion: B2B Marketing Awards campaign case study
ACI Worldwide is a company that you have probably interacted with, but didn’t realise. The campaign saw a 28% response rate and achieved a 48:1 ROI following a confirmed sale of $5million. We found that when the ACI sales teams made follow up calls the audience were already receptive to what they had to say. And we did it.
FEARLESS COMPETITOR | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] Great News for companies in Tampa/St Petersburg, Florida – the BMA is coming
You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Paul Dunay. This is awesome news for companies in the Tampa/St. ” This is exciting news for Jeff and for many companies in the Tampa/St. on marketing topics. This is taking a little longer then I thought.
GROW - PRACTICAL MARKETING SOLUTIONS | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] It may be time to drop your annual marketing strategy
Early in my career, my company required me to submit annual forecasts for the next five years of sales for our accounts! In Here is my company marketing strategy: Assess, React and Shift. But then again, Michael Porter’s company went bankrupt in 2012! Comments … although many companies do try to do just that!
HUBSPOT | WEDNESDAY, NOVEMBER 12, 2014
[Companies, Sales] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
'Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. Sales Methodology.
WRITTENT | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] 4 Simple Steps to Finding Perfect Freelance Writers
Sure, at the outset, you may be the marketing, accounting, sales, and support departments all rolled into one, but as the company grows, you will need help – especially with the content creation. What are your goals – website traffic, lead generation, sales, thought leadership? Company News They’re writers. Explore them.
3D2B | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] 5 B2B Cold Calling Tips That Achieve Sales Results
His words not only apply to finishing first on a racetrack, but also to sales people who strive for first-place results in cold calling. First, it enables you to laser-target the people with whom you’re most likely to be successful and, thus, boost win rates and shorten sales cycles. So, how do you prepare for success? Cold Calling
HUBSPOT | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] How BuzzFeed Makes Money: An Inside Look at Their Sales Process
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. BuzzFeed''s sales team is made of approximately 50 reps nationwide who sell the value of the listicle to companies such as Target, Toyota, Starbucks, Disney, and Unilever day in and day out. Absolutely.
SALES PROSPECTING PERSPECTIVES | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] 3 Tips for Managing Inbound Prospecting Lists
'We all know how quickly B2B inside sales reps can get discouraged when the first few people they call on an inbound prospecting list end up being grad students doing research, people no longer working with the company, or contacts that don''t exist at all. Data Management Sales Prospecting List Development B2B Inside Sales
FEARLESS COMPETITOR | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] One Company I Never Want to Hear from Again Ever
You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. never, ever wan t to hear from that company again. Good-bye and good-riddance to that company in Atlanta. clearly don’t need that company in Atlanta. slma marketing award.
HUBSPOT | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] Why People Buy Things Online [Data]
said no sales tax. Fanboys” -- those who will purchase any product offered by the companies they follow -- are an interesting phenomenon that most businesses should strive to understand, given their implications for brand awareness and future sales. 6) “ How Consumers Form Their Impressions of Companies ”. Key Findings.
THE FORWARD OBSERVER | TUESDAY, NOVEMBER 11, 2014
[Companies, Sales] How To Create B2B Website Content That Sells
Blogging - Think of your blog as an online magazine that provides helpful information about the problems your customers have that your company can solve. According to HubSpot , companies that blog have 55 percent more website visitors and get 70 percent more leads than those that don''t blog. converts prospects into leads.
VIDYARD | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] 4 Clever B2B Videos to add to Your Content Strategy
Most companies already have text-based content marketing assets to promote, and one of the best ways to make the most of these pieces is with a fun video designed to promote more downloads. ” Planning your strategic content in advance is incredibly important as you want each video asset to contribute toward business goals in some way.
CRIMSON MARKETING | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Lance Walter, Host Analytics CMO: Quarterly Financial Planning: How to Budget Better By Understanding Marketing Intelligence [Podcast]
'Your company conducts quarterly budget reviews to determine how well projections aligned with performance. As Lance Walter, CMO of financial intelligence technology company Host Analytics suggests, there is a better way. Lance Walter is Chief Marketing Officer for Host Analytics and leads the company’s global marketing efforts.
VOICE-BASED MARKETING | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] It May be Getting Cold Outside, but You Can’t Let Your Leads Go Cold
These leads get the occasional newsletter or company update, but for the most part do not engage whatsoever with your company. When a prospect browses your website and fills out a form to contact your company, do you know how long it will take for a sales rep to get in touch with to them?
THE ROI GUY | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?
Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. We believe it is all about Frugalnomics : 1) Although there has been an economic recovery, top-line revenue growth remains a challenge for most companies.
YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Are You Ready for 2015 Business Planning?
It will measure management, sales, HR, marketing and other components of your business, the assessment will grade each section and provide you insights into what to potentially focus on in the new year. What assumptions did you make about your company capability in 2014? 'Are You Ready for 2015 Business Planning ? link]. Still true?
BIZNOLOGY | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Do you know how fast to move with your agile marketing?
They are all large companies and they have big changes to make fast. like to draw a matrix that shows how rapidly the company can roll out new marketing systems: Forced to Use. For example, think about a change where you want your phone sales reps to choose different scripts for different kinds of customers. Free to Adopt.
FEARLESS COMPETITOR | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] If you’re looking for job, read Get Back to Work Faster
You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. You have to register for the Sales Lead Management Association, but it’s free and you vote for up to three,… Find New Customers Florida Get Back to Work Faster Job seekers Online Presence
CMO ESSENTIALS | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] How to Create a Sales Enablement Culture in Your B2B Company
'It’s clear that there is a shift taking place within most companies’ sales and marketing departments, and there is a good reason for it. This shift is causing some companies to hire for sales enablement positions. It’s causing others to shift existing employees’ responsibilities to sales enablement duties.
HUBSPOT | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Want Hordes of Raving Fans? 7 Content Best Practices to Follow
'There''s a big difference between people who know about your company and people who rave about your company. So how do you get someone to not only know about you, but like you enough to engage with your company frequently, and maybe even tell others about you? The sales person promised it would pay for itself in 1 day.
B2B LEAD BLOG | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Messaging Masters: Ensuring Everyone Gets What They Need
It’s the 1 or 2 line description of what the company does and the value to the target market. value proposition should answer this question: Why should I consider doing business with your company? B2B Lead Generation B2B Marketing Ideas CMO Corner Marketing and Sales Alignment Marketing Tips VP of Marketing Corner Problem/need.
B2B LEAD GENERATION BLOG | MONDAY, NOVEMBER 10, 2014
[Companies, Sales] Marketing Automation and SMBs – an Overview
If you think about an enterprise-level company, automation is almost a requirement to augment the CRM software. How the disconnect between Sales and Marketing can be alleviated with technology. The first part is Sales and Marketing alignment is a challenge. think Sales and Marketing should be in alignment anywhere.
BLUE FOCUS MARKETING | SUNDAY, NOVEMBER 9, 2014
[Companies, Sales] @KarenDellCMO at Future of Women #DellWorld – Leaders who LISTEN @Tom_Peters #SocBiz
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. Here’s a quick recap of some of our highlights.
HUBSPOT | SUNDAY, NOVEMBER 9, 2014
[Companies, Sales] 12 Little Things to Check Before Your Next Web Conference Call
'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. But the recent spike in inside sales means that more and more meetings are taking place virtually via web conferencing -- and this dramatically changes a salesperson’s pre-demo checklist. Inbound Sales
BLUE FOCUS MARKETING | SATURDAY, NOVEMBER 8, 2014
[Companies, Sales] #DellWorld Welcomes @ckburgess and @mnburgess authors of @SocialEmployee #Dell #SocBiz
In The Social Employee , we go behind the scenes with several leading brands—such as IBM, AT&T, Dell, Adobe, Southwest Airlines, Cisco, Acxiom, and Domo—pulling the lid off the inspiring social business success stories that have propelled these companies into the 21st century. Please check out @SocialEmployee media buzz!
VOICE-BASED MARKETING | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] Redefining “Work”: A Few Words About Uncubed
We won’t spend a lot of time yapping—we want to get back to Uncubed, where everyone is busy having drinks and snacks and lounging around with other movers and shakers who have their eyes on the same ball: redefining “work,” and connecting with a new generation of companies. This vision extends to our customers as well. blog General
GROW - PRACTICAL MARKETING SOLUTIONS | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] You’ve hit marketing gold when the dog doesn’t bark
recently worked on a brand marketing project for a global B2B company. They seemed to have a solid game plan yet sales were going DOWN month after month! And in every region where they spent more on personal selling, their sales went up … and ours went down. recently worked on a brand marketing project for a global B2B company.
CMO ESSENTIALS | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] Why Video Marketing Adoption Drives Positive Change
Interestingly enough, however, Aberdeen’s research shows that 83% of leading companies report the ability to generate original video content internally, and 73% of companies who do develop original videos rate their execution as effective or very effective (4 or 5 on a 1 to 5 scale). Should you be tracking views alone? vs 2.9%).
WINDMILL NETWORKING | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] Social Sales Requires Marketing Skills and … Salespeople
Whether or not you or your company will succeed with implementing a social sales initiative, it starts at […] Author information Craig Jamieson Craig M. Craig Jamieson | Twitter | Facebook | Google+ | LinkedIn | YouTube | Social Sales Requires Marketing Skills and … Salespeople by Craig Jamieson - Maximize Social Business.
HUBSPOT | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] The Top 20 LinkedIn Pulse Articles of All Time
Then, both the company and the employee lose out." And you have to be willing to ignore the market rather than follow it, because you want to take advantage of the market’s mistakes -- the companies that have been underpriced." 10: Affiliate Marketing: Grow Your Sales, Monetize Your Traffic, Frank Ravanelli. 5: The No.
SYNECORE | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] 4 Insights from the Web Design Trenches
Serving as a company’s virtual storefront, information repository, and principle online distribution channel, today’s brand websites must convert on a number of levels, enticing would-be prospects, nurturing new leads, and servicing existing customers. but it’s not going to directly impact a company’s short-or long-term business goals.
HUBSPOT | FRIDAY, NOVEMBER 7, 2014
[Companies, Sales] What Great Stories Smell Like: Inside Microsoft Stories' Editorial Process
Last month, we published a post on the top company blogs HubSpot''s content was crushin'' on , and one addition to the list completely surprised me: Microsoft Stories. Somehow, this relatively geeky, old-school company was creating beautiful, interactive, and inspiring branded content. 'Crushes are weird sometimes. " he said.
E-QUIP | THURSDAY, NOVEMBER 6, 2014
[Companies, Sales] Getting Your Phone Calls Returned
Americans are united in their dislike of unsolicited sales calls, hence the Do Not Call Registry. The reason most of your sales calls aren''t returned is you haven''t defined the benefit to the client. The seller doesn''t know what the potential customer needs, but she knows she has to make a sale. Which leads to my next point.
HUBSPOT | THURSDAY, NOVEMBER 6, 2014
[Companies, Sales] Social Psychology for Marketers: 8 Lessons in Buyer Behavior
It doesn’t have to be big: Maybe a helpful ebook, a free consultation call, branded company swag, or even a handwritten note. When setting up sales calls for a product demo or price negotiation, schedule the call when the potential buyer is in an environment that he or she would be using the product -- usually the office, and not at home.
FATHOM | THURSDAY, NOVEMBER 6, 2014
[Companies, Sales] Manufacturers: Read on Before Finalizing Your 2015 Marketing Budget
Before you reach for that calculator to divide up your marketing dollars or ask the CFO for an increase in budgets, consider your company’s #1 goal for next year. If you’re advertising with paid search, are you tracking which leads call your company instead of filling out a lead form? One basket? And just what’s in this basket?
BIZNOLOGY | THURSDAY, NOVEMBER 6, 2014
[Companies, Sales] Branding and data – the new alliance
'Old time B2B marketers would see these two words as polar opposites in the marketing continuum and would define them as: Branding – a market awareness (hopefully positive) of the company, product and/or service achieved through advertising, PR and other forms of communication (e.g. But marketers still don’t see them as closely related.
HUBSPOT | THURSDAY, NOVEMBER 6, 2014
[Companies, Sales] From Nail Polish to Peanut Butter: 16 Unlikely Products Launched by Ad Agencies
For example, it handled marketing for Aliph, the maker of bluetooth headset Jawbone, and receives a percentage of sales of headsets sold. As the concept and prototype evolved, the project became a larger initiative for the company. TDA continues to support the brand’s marketing, but the company now operates independently.