• MARKETING CRAFTMANSHIP  |  SATURDAY, FEBRUARY 6, 2016
    [Companies, Sales] What Type of Marketing Cry-Baby are You?
    When a client complained to me recently about the difficulty of competing against larger companies, I had a flashback to when my kids were in grade school. Cry-Baby: This marketer believes clients and prospects have a genuine interest in her company’s ideas, experience, success, etc. Sales reps don’t know how to convert their leads.
  • JUNTA 42  |  SATURDAY, FEBRUARY 6, 2016
    [Companies, Sales] This Week in Content Marketing: The Guardian Gets Aggressive with Native Advertising Terms
    That bothers Dave Winer of Scripting.com because it means you’re putting your thought leadership content in the hands of a startup company that could pivot at any time leaving your content behind. love what it says about the ways in which companies are justifying their investments in content marketing. This week’s show.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
    Performers” from all other companies. on marketing investment • Current lead-to-sales ratio. nuances of a B2B Sales Cycle? Complex Sale ˆ Information is Power ˆ Complex Offerings ˆ Personal Relationships ˆ Less Visibility on Pricing ˆ Fewer Buyers ˆ Multiple Decision Makers ˆ Third-Party Influencers Nuances of a B2B sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. companies?
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Improving ROI with Marketing Optimization
    The company owns its own media channels, such as its website and outbound direct marketing. Many companies routinely. customer contacts] to drive sales,” said Raj. “As marketers, we tend to focus on the. By 2014, companies that develop an IMM strategy will deliver a 50. Optimization in Action – A Simple Example. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Start engaging from the first click in the Customer Journey
    marketing success for both our companies and our customers. 1. The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Companies can implement BlueConic immediately, using existing content and offers — simply putting them to. keep up.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    of presentations that tell the story of the company, its products, its technologies, its ideas, its customers, and its. From marketing to sales to training to investor relations, business presentations structure and organize. company’s stories come alive. before they enter the active sales process. talk to a sales rep.
  • SCRIPTED B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] The Ultimate Guide to Building a Content Marketing Team
    Companies. the Chief Revenue Officer at Scripted, where I lead the sales and marketing teams, I see firsthand how success boils down to the people and resources you have. Any company. PR, accelerates sales and even inspires. sales and. your company Tone of voice Formatting. company at. your company.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Creating Ideal Customers: Personalize Every Experience to Increase Engagement, Advocacy, and Revenue
    and lead their companies into the digital age. Closing the Gap: The Sales and Marketing. More Twitter Followers Golden State Warriors Increase Sales. Creating Ideal. Customers Personalize Every Experience to Increase. ROI-focused and attribute revenue to efforts, they’re also being tasked to innovate. The content being served.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Grande Guide to Social Advertising
    do for work and fun, their companies of interest, hobbies, and so forth. company’s advertising beta. the industry and company’s objective. companies may experience a loss of affinity for their. price points, and even Fortune 500 companies enjoy. For a large company that wants. Each company’s offering.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Marketing Automation Simplified
    17 The Role of Marketing in Sales Enablement Address the Independent Buying Cycle. More importantly, timing and relevance are critical factors for content delivery and sales engagement. technology and expertise, leading organizations are aligning marketing to sales, powering revenue. companies to understand. 22 Resources.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Digital Body Language: Reading and Responding to Your Prospects’ Digital Buying Behavior
    Yet there is an emerging vanguard of innovative companies that have learned how. sales and rooted in face-to-face interactions. The best sales professionals were highly adept at reading buyer. crossed arms, could tell savvy sales professionals much about a prospect’s buying disposition. to sales. involved. table.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Grande Guide to Lead Scoring
    Lead scoring is an objective ranking of one sales lead. and sales professionals identify where each prospect. and collaboration between marketing and sales teams. quality lead, sales and marketing can exchange better. feedback on the quality of leads being passed to sales. EARNING COMPANIES BEST-IN-CLASS STATUS.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Grande Guide to B2B Blogging
    your company’s sales and marketing efforts. Continual interaction is a key to shortening lengthy sales. The average B2B sales cycle can range from 117. solutions providers to “curb the sales messaging,”. company build a blog that’s right for your stakeholders. They work in much shorter sales cycles where.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Frictionless B2B - Creating a smoother customer journey in a world of marketing potholes
    She’s never even been in the company’s data center. company is kicked out of the short list for an RFP because contradictory marketing information and. 94% of customers have discontinued communications with a company because they receive irrelevant. This data enable sales reps to tailor. marketing potholes. Effortless.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] The Ultimate Guide: Getting started with Social Selling
    the sales and marketing landscape. Then sales tells them why they want it and. Sales and marketing must align themselves to a new. company’s brand will. company. prospect, sales professionals must go deeper into the. Traditional sales and marketing. how the company operates. sales asset.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] A How-To Guide for transforming your database to support effective segmentation and persona-driven communication and engagement
    with us to the sale.”. and sales processes. become a smarter marketer—one who also can facilitate more meaningful sales discussions. Digital Body Language), Sales (opportunities. to ensure alignment between sales and marketing and between. sales follow-up process along with. countries as per company policy.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. enough to increase sales leads: 1. corporations $100 million in sales and beyond— know their business. affect new sales lead demand, marketing. Legendary Ad Executive David. wealthy?
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] Closing the Deal: The State of Sales Enablement
    New insight into sales managers' attitudes and beliefs about their company's sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • BIZIBLE  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] When Do Marketers Decide To Implement Marketing Attribution? What The Data Tells Us
    At a certain stage, marketers decide they need to observe the connection between marketing and sales. In this post, we explore the factors that may influence when the light bulb goes off and companies decide to implement marketing attribution models. Which Companies Are Using Marketing Attribution? When is the right time?
  • DISCOVERORG  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] 3 Tips for Embarking on an Account-Based Selling Program
    There are plenty of different avenues to find information on companies and contacts – the basics include LinkedIn, corporate websites, news publications, and the wider web – but if you’re looking to run a fairly sophisticated ABS program, a more advanced sales intelligence tool will pay dividends. Be The Expert.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] Top Ways to Attract Prospects Through Social Media
    Using multiple, siloed data sources makes it difficult to really get a clear view of a customer, which can stop a company from really offering consistently relevant customer experiences. No one wants their company to be associated with an embarrassing gaffe on social media. Work on Your Personalization Efforts. Responding too slowly.
  • HINGE MARKETING  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] Differentiation Strategy: Standing Out Among The Competition
    Whether you are just starting your company, or reviving the brand, you should be considering how your brand can stand out from the crowd. Hinge’s research has found that professional service firms that are classified as high-growth companies are 3 times more likely to have a strong differentiator. from the competition. Ask them!
  • CONTENT STANDARD  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] 3 Big Reasons Content Marketers Must Attend B2B Events in 2016
    They serve as a good opportunity for attendees (especially sales team members) to gauge the excitement level in areas of the industry. Good speakers speak on their own behalf, or the behalf of their company. My alarm rings. It’s 6:30 a.m. Breakfast is the usual bowl of fruit. At the end of my walk, I dip into Starbucks.
  • SALES ENGINE  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] How many leads do you actually need from marketing?
    Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. In fact, the strongest close rates occurred when marketing accompanied the sales pursuit process.
  • HUBSPOT  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] 8 Pieces of Marketing Wisdom for the Chinese New Year
    And as a global company with employees, customers, agency partners, and subscribers who celebrate this holiday, we decided it was time to get in on the festivities. You will be more aligned with your sales team this year.". It's when sales and marketing are so aligned that even their names become one. Cheesy? little. headline.".
  • ACT-ON  |  FRIDAY, FEBRUARY 5, 2016
    [Companies, Sales] Marketing Challenges in Regulated Industries, Part 2: Finance and Public Companies
    Those who do carry cards, then, are much more selective in the companies they trust with their money. Make yourself trusted to give them personal, heartfelt information about stages they may be facing in their lives (but without a sales pitch), and they’ll give you an open channel for continued communication. Public Companies.
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] How to Prep Your Online Store for a Celebrity Endorsement with the Likes of Beyoncé
    The formula to produce luck for you and your company, then, is as simple as identifying your opportunities and putting action behind them. It’s easy to recognize that a collaboration with Beyoncé will grow your brand awareness and sales. Starting up a business is hard work. Any successful entrepreneur will tell you that. Be Flexible!
  • CAPTORA  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] Growth Marketers’ Top Priorities: Survey Recap
    One big takeaway : Marketing is a company’s main growth engine, and that growth starts will attracting new leads at the top of the funnel. Inefficiencies at the top will trickle down the funnel, jeopardizing marketing’s ability to meet sales and growth goals. Below are the top takeaways from their responses.
  • BIZIBLE  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] 9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution
    But pop over to the next department and see what the sales team thinks of B2B marketing attribution. How does attribution change how the sales team sells? What does “marketing and sales alignment” look like from the sales team’s point of view? And we’ll let the sales team tell their own story. No more guessing!”.
  • CMO ESSENTIALS  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] Sales Analytics: The Path to Better, Faster Forecasting
    A new Aberdeen report  shows how sales analytics create more accurate and actionable sales forecasts. The bane of many sales professionals’ routine is often the dreaded sales forecast. What do these successful sales leaders know, that the rest of us should be considering? Making Better Decisions with Better Data.
  • 6SENSE  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] SiriusDecisions: Are You Data Driven or Data Deluded?
    For B2B marketing and sales executives, the question isn’t about whether they’ll invest in predictive analytics in 2016, but rather how to do so intelligently and in a way that fits with the needs of their organization. Does your company consistently and uniformly analyze projects? Planning for Analytics Success. Latest
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] Marketing Automation and Creativity: How to Have Your Cake and Eat It, Too
    This creativity will attract people to your company and product offerings. In this way, companies and their content will be top-of-mind when a customer need arises. For companies who do not have the capacity to create content in-house, there are alternatives such as outsourcing that can help you to stay one step ahead of competitors.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] How Event Technology Helps B2B Marketers Increase Customer Engagement [Interview]
    Event technology should be able to accomplish both the operational side of event management as well as the sales side of events. It’s the sales side where there seems to be a real lack of technology currently. We think that’s because of the lack of sales-focused event technology. ANYTHING ELSE YOU WOULD LIKE TO ADD?
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] Beyond Views and Downloads: Use More Advanced Content Analytics
    This lack of analytics goes hand-in-hand with a recent statistic from the Content Marketing Institute, which found that only 38% of B2B companies felt their content marketing efforts were effective. Author: Mike Telem Do you know what your top content assets were for the last quarter? In terms of lead generation that is. Any Direct Leads.
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] What Tracking 13 Billion Email Opens Can Teach Us About the Current State of Email Engagement
    In 2015, Litmus -- a web-based email creation, testing, and analytics company -- tracked over 13 billion email opens worldwide as part of its 2016 State of Email Report highlighting trends across all industries and verticals. It’s probably no coincidence that the iPad’s slump to 12% of opens has accompanied a downturn in tablet sales.
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] How to Use Smart Content to Take Advertisements to the Next Level
    As companies realize that it works, they want to invest in it more—which means that there’s more information being published on the Internet than ever before. Some media companies are responding and trying to outsmart the crowd by producing more content, generating more listicles, and writing more ‘quick wins’ and listicles. Media
  • ACT-ON  |  THURSDAY, FEBRUARY 4, 2016
    [Companies, Sales] Everything You Need to Know About User-Generated Content
    Some companies give these sorts of campaigns a little boost with personalization. Customer letters to your company are another form of UGC, too. But how can you get some UGC for your own company? It’s not for companies with small audiences, lean budgets, or a lack of commitment. Want more content? Who doesn’t? Now what?
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 3, 2016
    [Companies, Sales] 23 Account-Based Marketing Leaders to Follow on Twitter
    B2B account-based marketing is the process of identifying target accounts and proactively getting your message in front of all influencers within that target company, even if they’ve never been to your website before. Jim Williams is the VP of Marketing at Influitive, a SaaS advocate marketing company. And for good reason. https://t.co/7DLsBxzgnO.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 3, 2016
    [Companies, Sales] Our New Report Reveals The Secrets to Aligning Sales and Marketing
    Today we’re releasing our highly-anticipated report on sales and marketing alignment based on a survey of nearly 1,000 sales and marketing leaders from across industries. According to the survey, more […].
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 3, 2016
    [Companies, Sales] The Art of Being a Great Coworker: 13 Ways to Improve Your Work Relationships
    This can translate to verbal recognition in a company meeting or something as simple as a thoughtful email. Bottlenecking a project is not only frustrating, but it can also have a significant impact on a person's (or an entire team's) ability to reach company-wide goals. well, you get the point. That's where you come in. The lesson?
  • HINGE MARKETING  |  WEDNESDAY, FEBRUARY 3, 2016
    [Companies, Sales] Latest Marketing Trends That Will Grow Your Tech Firm
    Our research shows that Visible Experts , professionals who have both high visibility and a reputation for expertise in their niche, have a tremendous impact on company growth. They contribute to the development of their firm’s overall brand, increase lead generation, and make it easier to close sales. The solution? Educational.
  • 3D2B  |  TUESDAY, FEBRUARY 2, 2016
    [Companies, Sales] Do Emotions Matter in B2B Sales?
    And there’s research from The Corporate Executive Board Company (CEB) to prove this. Yes, B2B buyers want to know that the product they buy will have a tangible and positive impact on the company—a.k.a. Initially, companies want to capture attention. “ Humans are wired to connect with each other. B2B buyers are a rational bunch.
  • ANNUITAS  |  TUESDAY, FEBRUARY 2, 2016
    [Companies, Sales] Top 5 Mistakes Content Marketers Will Make in 2016
    Years ago when I was working a short stint in B2B sales, I took a course on SPIN Selling, and I still think about the fundamentals of that selling process today. Many companies create plenty of content talking about the payoff, without showing their buyers that they understand their situation, and the problems they face.
  • LEAD LIAISON  |  TUESDAY, FEBRUARY 2, 2016
    [Companies, Sales] Mistakes with Marketing Automation – and How to Fix Them
    While marketing automation has become an increasingly popular approach for generating quality leads and driving them through the sales funnel efficiently, it’s not uncommon for marketers to make mistakes in implementing marketing automation tools. Failure to Develop a Documented Strategy. Focusing on Selling Instead of Nurturing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 2, 2016
    [Companies, Sales] How to get things done even when you can’t concentrate: Return on Attention
    Sales calls you would usually dread feel as easy as calling to catch up with old friends. James Hahn II is the Founder & CEO of Tribe Rocket Inc., a media company that creates “Oil and Gas Stories that Sell” He is host of the Oil and Gas Careers Podcast and Oil and Gas This Week , the #1 oil and gas podcast in the world.
  • ACT-ON  |  TUESDAY, FEBRUARY 2, 2016
    [Companies, Sales] Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read
    In fact, companies who use segmentation say it increases conversion rates by up to 30%. know you probably understand the basic outline of your audience – you know that your most frequent buyer is an HR manager or a sales professional. Another way to understand your buyer is to spend time talking with your sales team.
  • HALEY MARKETING  |  MONDAY, FEBRUARY 1, 2016
    [Companies, Sales] The Ultimate Content Marketer’s Social Sharing Checklist
    I’ve heard it dozens of times. “I get it.Our company needs to be active on social media. Company Facebook Page. Company Twitter Account. Company LinkedIn Page. Company Pinterest Board. Company Google+. Feature in Internal Company Newsletter. Feature in External Company Newsletter. Facebook.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 1, 2016
    [Companies, Sales] What Slice of Pizza Do You Need?
    You can then leverage your clients during your prospecting and sales process. The first action salespeople need to do is reach out to every one if their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company
  • ACT-ON  |  MONDAY, FEBRUARY 1, 2016
    [Companies, Sales] Use Marketing Automation to Keep Customers and Expand Retention
    He talks about a huge misalignment of marketing effort within the majority of business-to-business or B2B companies, with too much focus on customer acquisition and not enough on retention. Traditionally, the marketing function within most B2B companies is focused on demand generation,” says Mr MacMillan.
  • TONY ZAMBITO  |  SUNDAY, JANUARY 31, 2016
    [Companies, Sales] How To Lead With Customer-Focused Content
    One of the most interesting studies to come out on content marketing is the recent Forbes Insight and PWC survey of 369 executives, which indicated many companies are lacking a content strategy.  The overriding concern from many content marketers is on lead and sales conversion.  by Creative Stall. New Dilemmas For Marketers.
  • HUBSPOT  |  SATURDAY, JANUARY 30, 2016
    [Companies, Sales] 7 Powerful Ways to Make Your Emails More Persuasive
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Communication is the lifeblood of sales and marketing. Examples: The McDonald’s slogan “Billions and billions served” calls out the company’s giant customer base. How do you make your sales emails more persuasive?
  • DISCOVERORG  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] New Ideas for Motivating Your IT Staffing Salespeople
    Although no company wants to hire extremely money-motivated candidates for fear they’ll quickly move on to the next higher paying job, it’s generally an accurate stereotype that some of the best salespeople thrive on the potential for high monetary reward. Generational Differences in Sales Motivation. But this takes effort. Challenges.
  • HALEY MARKETING  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] What Kind of Print Collateral Does My Staffing Firm Need?
    Collateral has historically been defined as a collection of printed pieces used to support the sales effort for your staffing services. The mix of marketing materials your staffing company needs can really only be determined by first creating a sound marketing strategy. There are other things we can define as print collateral.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 29, 2016
    [Companies, Sales] 4 Marketing Lessons from YouTube Giants
    You are a media company first, [insert your business type] second. What does your company or the company you work for actually do? So as important as building your company is, the way in which you tell your story is equally important. It is closing in on 10 million views in just 3 days. The commitment is staggering.).
  • ANNUITAS  |  THURSDAY, JANUARY 28, 2016
    [Companies, Sales] Heads Up Sales…Change Is Coming
    One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.
  • HUBSPOT  |  THURSDAY, JANUARY 28, 2016
    [Companies, Sales] 3 Ways to Use Customer Behavior History to Predict the Future
    This program determines all the keywords your buyers searched, which of those searches resulted in clicks through to your site, and which of those clicks through resulted in a sale. The hardest of all is a click to the address in your company profile. Does that mean you have to wait around to see what a customer’s going to do?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 28, 2016
    [Companies, Sales] 8 Steps to Guarantee Marketing Automation Success
    • Best-in-Class companies are 67% more likely to use marketing automation (Aberdeen Group). • 79% of top-performing companies have been using marketing automation for more than two years (Gleanster Research). Align the automated marketing processes with the sales processes. Marketing Automation
  • SALES ENGINE  |  THURSDAY, JANUARY 28, 2016
    [Companies, Sales] Brawn vs. Brains: Shifting Your Content Strategy for a Noisy World
    like the content from these companies, but there’s just no way that I can read that much stuff. Even though this article talks mostly about media companies, the same can be applied to B2B content marketers : We’re simply putting out too much content for our prospects to consume—and the more we produce, the less engagement we actually have.
  • THE ROI GUY  |  THURSDAY, JANUARY 28, 2016
    [Companies, Sales] The Winner? Interactive Content Ignites Demand and Fuels Engagement
    Your prospects are drowning in a sea of look-alike content, so sending out more white papers (the crack cocaine of marketing) and other types of passive content won’t help you meet your lead-gen and sales revenue goals. Your prospects want content that is trustworthy and that keeps the sales pitch to a minimum. Are you kidding me?
  • ACT-ON  |  THURSDAY, JANUARY 28, 2016
    [Companies, Sales] Time Management: Put Time on Your Side
    How often have you said “There are never enough hours in the day,” as you’re eating a “ sad desk lunch , ” or working late while frantically trying to get the leads you promised for your sales team, or meet a critical campaign deadline. (In which case you’re probably in for a sad desk dinner.). Not necessarily.
  • THE POINT  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] Measure Your Way to Lead Nurturing Success
    For example, if a company’s Lead-to-MQL rate is lower than it should be, that could mean several things: 1. the company is generating the wrong type of leads. 2. the company is doing a poor job nurturing and following up with raw inquiries. 3. You can download a free copy of the report here. The results were dramatic.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] 7 Ways to Use Personas to Drive More Sales (Yes Really!)
    Using Buyer Personas to Accelerate the Sales Process. Are they wasting away at the bottom of a desk drawer, gathering dust up on the wall of your office, or sitting ignored on the company intranet? Here are some fresh ideas for using this tool to drive more sales: 1. Learn how Cintell drives sales results.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] 29 Ways to Use Your Personas
    If your personas are wasting away at the bottom of a desk drawer, gathering dust up on the wall of your office, or sitting ignored on the company intranet, it’s time to reimagine their potential. Additionally, they leveraged them for sales training and demand generation to inform campaign decisions. For Sales Enablement.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] How to Evolve Your Prospect Management in a Predictive World
    But as the predictive sales and marketing landscape has flourished (with new vendors emerging and $242 million in venture capital funding last year alone), old school definitions of prospect management are quickly losing their relevancy. This is one reason why some companies still rely on “spray and pray” marketing techniques.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] Don’t Get Lazy
    reached out to the company referencing our account number. The sales person apologized up and down and said our rep would be in contact with me. By Rachel Kerstetter, PR Architect, Sonnhalter. However when I took over the contracts with these services, no one seemed eager to provide the most important service of all… customer service.
  • HUBSPOT  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] Getting Inbound Buy-In from Your Media Sales Team
    But still, marketers have a hard time convincing their sales teams to participate in inbound marketing efforts and to sell inbound marketing to advertisers. Sales leaders would rather focus on familiar terrain that they know works: reaching out to potential prospects on LinkedIn and selling the same advertising solutions for years.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JANUARY 27, 2016
    [Companies, Sales] How Content Marketing Can Help Ensure Customer Retention
    Having a balanced business model is the end all be all for every company. strong sales team doesn't do any good if your business can't retain its customers. The post How Content Marketing Can Help Ensure Customer Retention appeared first on Marketing Insider Group. Content Marketing
  • BIZIBLE  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] Creating Unusually Good Marketing Dashboards, A Guide For Marketing Operations
    As cliché as it sounds, great companies do execute better than their competitors. When companies hire marketing operations managers, they do so in order to hold marketing accountable to goals and targets. When sales needs support? In this post we’ll show you the indicators and metrics to include in your marketing dashboard.
  • PAUL GILLIN  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] Here’s What 25 B2B Marketers Think Are the Key Trends in 2016
    The company benefits from more authentic communication, and employees build personal brands.” – Cheryl Burgess. I was delighted when B2B Marketing Zone – a website and newsletter that I devour – asked me to be one of 25 contributors to its “ B2B Marketing Trends for 2016 ” e-book.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] 30 B2B Social Media Tips for 2016
    One of the most common things we hear from B2B companies is “our audience isn’t on social.” Be innovative and don’t be afraid to look at what B2C companies are doing. 3.  If you are an international company, understanding audience demographics for each social platform is even more important. Who are your company’s best voices?
  • CAPTORA  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] Beyond The Metrics: Why The Marketing Funnel Is Incomplete
    That is why defining your service-level agreements (SLAs) between product, marketing, sales development, and sales should be of paramount priority. What responsibilities does sales development have to marketing when an MQL is passed? Maybe your funnel skips SLA, or all new leads get directly assigned to sales.
  • VIDYARD  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] 35 Million Reasons To Say Thanks
    If the delivery of a video is “the next best thing to being there in person” and we deliver detailed analytics with respect to the viewer’s attention span (digital body language) I’m sure you can only imagine the impact we can have on your sales organization; from first day to first close and beyond. feel excited. Vidyardians.
  • TRADESMEN INSIGHTS  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] Social Media As a Profit Center
    Today, we have guest post from Jeff Guritza, a marketing professional in the power tools accessories industry, on the incorporation of social media in a company’s business plan. To help guide you, here’s three smart steps to follow when looking to jumpstart your company’s social media engagement. 1. And you should post.
  • VIDYARD  |  TUESDAY, JANUARY 26, 2016
    [Companies, Sales] Vidyard Raises $35 Million to Expand Power of Video Analytics and Digital Body Language
    The company will use the funds to develop new products to help businesses expand their use of video for customer engagement and tap into the digital body language of online audiences. More than 500 businesses using video analytics within marketing automation and sales clouds. Cisco predicts that number to rise to 80 percent by 2019.
  • SALES ENGINE  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] The fastest route to success requires lateral thinking.
    For most companies, it likely started with marketing automation software, a website makeover, Search Engine Optimization, Pay-per-click advertising, and Customer Relationship Management software. Today, I think so many companies are trying to muscle their way to more productivity with content rather than reimagining how they use it.
  • LATTICE  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] One Company | One City | One Lattice
    Let’s start from the beginning – I had five months to find an awesome city with an amazing venue to pull off this awesome event that our company had never experienced before. Every great company kick-off needs to have an inspirational theme. Does your company’s president rap to his own version of “Ice Ice Baby”? Check! Day Two.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Avention DataVision Gives Sales and Marketing Systems Unified Access to B2B Customer Data Quality and Alerts
    The folks at Avention had reached out to discuss their latest product, DataVision , which extends Avention’s reach from sales enablement to marketing systems. Sales and marketing systems can then access the results in an online database, providing all departments with a single, consistent view of their consolidated data.
  • BIZIBLE  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Here’s How Switching To Multi-Touch Attribution Changed The Way We Do B2B Marketing [Data]
    Why We Switched To Multi-Touch. A few months ago, the marketing organization here at Bizible switched from a first-touch attribution model to a multi-touch (W-shaped and Full-Path) attribution model to measure our marketing team’s impact on the company’s bottom line. What often remains in question is, how much better is it? Social. Direct.
  • CMO ESSENTIALS  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Brand Loyalty: Ethical Data Practices Matter!
    In today’s threat landscape, two questions marketers need to address are: How does my company regain the trust of consumers to keep brand loyalty high? If my company has managed to dodge a bullet so far, what can be done to proactively address risks? Otherwise, your company can fall into legal trouble that will taint your brand.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Sales Checklist: 10 Ways to Keep Yourself in Check Each Quarter
    This also happens in sales when you repeat your pitch over and over again until small details get lost, the delivery gets muddied, and your pitch loses its edge and effectiveness. Generate 3 new outbound sales opportunities each month, 9 per quarter this year. 2. Sales Skills. 7. Sales b2bGoals. 1. Did I reach them?
  • HUBSPOT  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Want to Be Less Awkward Around Your Boss? Try These 11 Tips
    If you work at a large company -- or you or your boss works remotely -- scoring face-to-face time can be challenge. If you work in the same building, make an effort to check in with them more often, suggests Mike Renehan, a writer for the HubSpot Sales Blog. Does your company issue a workplace personality profile such as DiSC?
  • ACT-ON  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Good, No, GREAT Things Come in Threes: Build a Winning Trio for Customer Success
    The same is true when we speak about the importance of creating alignment between marketing and sales. Companies who successfully adapt to this change understand the need for implementing collaborative efforts between all three customer-facing teams: marketing, sales, and customer success. Understanding the Modern Buyer.
  • WEBBIQUITY  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Three Things Smart B2B Marketers Will be Doing in 2016
    Too often, content marketers miss the mark, resulting in wasted time and effort as well as frustrated sales prospects. As noted in the eBook: Followers (of companies on social media) rank images, videos, and case studies as the most valued content from brands on social media. Here are three key takeaways plus some additional musings.
  • HINGE MARKETING  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Elements of a Successful Brand 6: The Logo
    logo exists to represent and identify a company or product. In addition, a logo design sometimes can convey aspects of a company's personality or attitude (for instance, fun, warmth, or energy). 3. The logo's mark, if any, provides a shortcut that helps us identify a company or product in a hurry. Differentiation.
  • HINGE MARKETING  |  MONDAY, JANUARY 25, 2016
    [Companies, Sales] Elements of a Successful Brand 7: Color
    SEE ALSO: How to Choose a New Company Name, Logo and Tagline. Retail product companies, for instance, may test dozens of different package colors in stores before selecting the one that elicits the best response from consumers. A brand is a complex organism. Few, if any, other aspects of branding pack the visceral power of color.
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Do car commercials sell cars?
    really doubt it, but car companies are addicted to ads. Filed under: BtoB Marketing , sales challenges , sales process , Trust. BtoB Marketing sales challenges sales process TrustThere are hundreds of car commercials every day? Do they sell any cars? Loss of a high paying job. Expanding family. Other expenses.
  • VERTICAL RESPONSE  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] 15 Must-Haves for a Solid Email Marketing Program
    The number of ways to do that boggles the imagination (check out these 50 and these 24 ). S ome ideas include website and social media opt-in forms, collecting addresses at point of sale and incentivizing employees to gather them for you. Feb 3, 11AM PST, brought to you by VerticalResponse and its parent company, Deluxe Corporation.
  • SALES ENGINE  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] 6 Skills Today’s Lead Nurturers Must Have
    Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. An understanding of the sales process.
  • CMO ESSENTIALS  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Does Sales Team Confidence Prohibit Accurate Sales Forecasting?
    Nevertheless, this confidence gene can negatively impact enterprise performance if it is allowed to unduly influence sales forecasting and corporate planning. In Figure 1, we see a dramatic illustration of this new era in sales management. Enterprise Sales Forecasts Are More Crucial Than Ever. Where did it come from?
  • AMPLIFINITY  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Small & medium Telecom businesses become tele-competitive with referrals
    In any way that matters, these telecommunication companies are essentially king. RingCentral delivers cloud business communication solutions with a relationship focused sales approach. For RingCentral this often pays off when pursuing a company that has more than one location. revolution is taking place. But what does this mean?
  • BIZIBLE  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Eight B2B MarTech Leaders Share Their Perspective On Marketing Operations
    On Marketing Attribution: “In addition to performing a broad array of strategic marketing and technology roles, the marketing ops role must also be able to communicate what’s going on in marketing with the sales, finance, and product teams in terms that are meaningful to them. The lead hand-off from marketing to sales is seamless.”.
  • DISCOVERORG  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] The Evolving Risks and Roles of CISOs in 2016
    For example, a  trigger  in the DiscoverOrg platform from January 2016 indicates: “ IBM has announced the acquisition of IRIS Analytics, a fraud software and consulting company, to support plans to integrate the company’s machine-learning technology into IBM’s Counter Fraud Management Suite.”. Incident response tools.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Bringing Back the Old School: Why Phone Conversations are the Missing Link in Personalization
    And what better way to talk to someone than over the phone, where chances for misinterpretation are greatly reduced. I’m sure any sales rep will back me up on this one. Your sales rep has the perfect answers and makes the competition look pitiful. Get your sales reps in the loop. The sale rep can access this data in real-time.
  • VIDYARD  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Brand Guidelines for Video: Unicorn Ice Cream, Man-Cats, and a Powerful Experience
    That’s what branding does, it helps your audience connect with you on a deeper level than just shoes, just equipment, or whatever product it is that a company is trying to sell. Instead, they let their big personality shine through, and created an ad that boosted sales 600%. What does your company believe in? Imagine this: Nike.
  • ACT-ON  |  FRIDAY, JANUARY 22, 2016
    [Companies, Sales] Case Studies 101
    In most cases it’s good business to give customers some swag (branded gifts from your company) when the case study is completed. If your sales process is long and involved, an information-rich, long-form written case study may be just what you need. Case studies can intrigue, inform, inspire, and ultimately convert. That’s up to you.
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