• HUBSPOT  |  SUNDAY, AUGUST 31, 2014
    [Companies, Sales] A Failed Sales Manager Could Cost Your Company $4 Million [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. According to the data, only 25% of employees think their companies have the right leaders in place for success. To read more content like it, subscribe to Sales. Yikes. Enjoy this post? management
  • BLUE FOCUS MARKETING  |  SATURDAY, AUGUST 30, 2014
    [Companies, Sales] What is a Brand, and why does it matter? New @DavidAaker Book #branding
    In B2C organizations, this often involves the development of a distinct brand personality, an identity that speaks not just to what that company does, but also to how it shares values, passion, and concerns with its target community. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, AUGUST 30, 2014
    [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 ? Third-Party Influencers Nuances of a B2B sales. B2B sales cycle multiple stakeholders. In a B2B sales cycle, information. lead to a sale. terms of use.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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?
  • HUBSPOT  |  SATURDAY, AUGUST 30, 2014
    [Companies, Sales] Inspirational Quotes From the World's Top CEOs [SlideShare]
    The companies that are lasting are those that are authentic.” Consumers want companies to be transparent in their mission, vision, and operation practices. “Lots of companies don’t succeed over time. think that 99% of companies are kind of stuck in the ‘90s when it comes to their culture.”
  • BLUE FOCUS MARKETING  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] [Video] How the Social Employee Fuels the Brand #SocBiz
    Another prominent thought leader, Dion Hinchcliffe (@ DHinchcliffe ) also recently shared his thoughts on the value of building communities , whether formal or informal, company-driven or consumer-driven. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. How does this work?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] Move Beyond Sales With These Business KPIs
    'Editor’s Note: Today’s Post comes courtesy of Daniel Newman , the President of Broadsuite , a company dedicated to helping companies be found, seen and heard online by tying together paid, owner and earned media to drive. Employee Productivity: Does the company adequately equip and empower employees to succeed?
  • BLUE FOCUS MARKETING  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] [VIDEO] How Social Employees Fuels the Social Brand
    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. Movéo Integrated Branding, and a columnist for Fast Company.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] Step 4: Lead Scoring – What is it and what does it have to do with lead nurturing?
    If you did, you are ahead of 98% of companies out there today.). First, let me ask you to grade yourself on marketing: Now there is one last question to answer: When a prospective customers visits our website and signs up for lead nurturing , how do we now when they are ready to buy and hand them to sales? The answer is lead scoring !
  • SYNECORE  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] Lead Segmentation: Enhance Your Email Marketing
    Many companies are pouring resources into creating an abundance of marketing materials that will influence conversions and generate leads, all the while not knowing what to do with the leads they’ve generated. What does your company do to nurture leads? Maybe a monthly newsletter? Challenge/Opportunity. Not all leads are the same!
  • HUBSPOT  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] 6 Psychological Tricks to Help You Nail Your Next Interview
    For example, you could ask a question like, "How was the company able to close that deal so successfully ?" 'Think an interviewer is going to hire you based on your past success and well-rehearsed answers? While competency is certainly important, it turns out that nonverbal communication can be a powerful influencer on whether you get a job.
  • MARKETING ACTION  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] How to Create an Effective Video Marketing Strategy
    Last, it gives people a feel for your company culture and style, helping you to recruit and hire great employees. For instance, if you’re making a video to explain how your product works, you should see an increase in sales after the video has gone live. Benefits of Using Video. Devising a Video Marketing Strategy. That’s okay!
  • HUBSPOT  |  FRIDAY, AUGUST 29, 2014
    [Companies, Sales] Conference Attendees: How to Get the Most Bang for Your Buck
    'Want to know the best way to waste your company’s time and money? The checklist below contains some of the most important points to remember if you’re attending a conference so you can produce great blog posts, ebooks, webinars, SlideShares, and more for your company or for yourself. No, seriously. Tell us in the comments!
  • 3D2B  |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] Proven Listening Techniques for Awesome B2B Telemarketing
    And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. There are two kinds of telemarketers and inside sales people: Those who just hear. Since business development is all about influence, that’s a statement worth etching into your mind.
  • HUBSPOT  |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] 15 Stats That Prove You Need Mobile Email Optimization
    6) 24% of companies aren’t optimizing their email creative for mobile viewers in any way. 11) 69% of shoppers are influenced to make a purchase on mobile by company emails. 'I don''t know about you, but when I get an email on my phone and have to squint my eyes to try and make out the words, I hit delete. Source: Gartner ).
  • VIRALLY BLOG  |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] Why marketing is more important than sales
    firmly believe that marketing companies and agencies have an amazing opportunity to be had in the near future and this is because marketing is more important than sales. This has led some recent figures being published of varying stats but in general somewhere between 70-80% of the buying process takes place before sales gets involved.
  • BIZNOLOGY  |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] B2B Marketers still struggle with lead nurturing
    'I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales conversion rates.  Tailor the nurturing stream to key variables in the prospect’s profile, like buying role, job description, industry and company size.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] 6Sense Finds B2B Prospects Using Web Site Activities
    'I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. We also clarified that users can extract company-level profiles including attributes (industry, revenue, etc.) and key activities (Web site visits, topics researched) and scores at both company and individual levels.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] Step 3: What you do when a visitor to your website is NOT ready to buy?
    Petersburg companies: Follow us on Twitter and Connect with Us on LinkedIn is NOT marketing! Chief Marketing Officer once described to me the different between Sales and Marketing this way: Marketing looks for Mr. Right. Sales looks for Mr. Right Now. 'The answer: Lead Nurturing. Hey Tampa/St. Great line! Love comments here.
  • HUBSPOT  |  THURSDAY, AUGUST 28, 2014
    [Companies, Sales] Your Leads Are Annoyed With You: Here's Why [Data]
    Human beings with mood swings, families, insecurities, personal and company goals. Research shows that 35-50% of sales go to the vendor that responds first. 63% of people requesting information on your company today will not purchase for at least 3 months - and 20% will take more than 12 months to buy. Probably not. The Stats.
  • HUBSPOT  |  WEDNESDAY, AUGUST 27, 2014
    [Companies, Sales] The New Rules of Selling [SlideShare]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. If you run a small company, then you''re in sales. If you''re a doctor or lawyer or accountant, you''re in sales.". Like Scott says -- everybody, in some way or another, is in Sales.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Companies, Sales] 95% have bad marketing. What I’m finding at Companies in the Tampa/St. Petersburg areas
    'The Vast Majority of Companies in Tampa/St. With ConnectWise, you can watch a short demonstration, chat with Sales or chat with Support on their website. Why don’t most of these companies hire a marketing expert and become one of the best in Florida? Who are these firms and what do these have in common?
  • BLUE FOCUS MARKETING  |  WEDNESDAY, AUGUST 27, 2014
    [Companies, Sales] [VIDEO] Are you a Social Executive? @SocialEmployee Cultures Depend on #SocBiz Leadership #SocBiz25
    In 2012, in order to establish employee buy-in for a broad range of sweeping initiatives, executives at Cisco (@ Cisco ) modeled company values by putting the why of each new company initiative front and center, working to establish employee trust and buy-in before moving ahead. The video, titled “Are You a Social Executive?”
  • THE ROI GUY  |  WEDNESDAY, AUGUST 27, 2014
    [Companies, Sales] How can you CLOSE the Value Gap?
    While at the same time, sales and marketing hasn’t evolved quickly enough to keep pace with a changed buyer. Look at the typical PowerPoint deck or sit in on most sales calls and it’s all about the company, products, features and price and little about the prospect’s unique challenges and value potential.
  • WRITTENT  |  WEDNESDAY, AUGUST 27, 2014
    [Companies, Sales] 5 Writing Tips to Drive Your Readers to Action
    Those are just side benefits a blog post brings and channels through which the real purpose is achieved: more sales. If that conversion is not the actual purchase of a product, it should at least be something that brings them one step closer in the sales cycle, such as signing up to a mailing list or requesting a quote. 'Image source.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] HubSpot Files for IPO: Solid Financials for a Young Company
    Since the company has been admirably transparent all along about its finances, there were no big surprises: they lose considerable money, as expected, but their expenses seem about in line. This ratio is important because it hints at the profitability of on-going operations regardless of sales costs. million for all of 2013 and by $0.9
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] Being Active on Social Media does NOT make you a Marketing Company!
    Petersburg, FL and started cranking up marketing activities for the company – sending out thought leadership articles. In the recent week, I started researching company websites and calling companies. Just being active on Twitter, Facebook, LinkedIn and the like does NOT make you a savvy marketing company.
  • LEADERSHIP  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] CMO Spotlight: Judith Sim, CMO, Oracle Corp.
    As a B2B marketer, the more positive, optimal customer experiences you can offer across many channels, the greater your potential sales and revenues. In-person meetings and events remain important for complex B2B sales. She says it was also “a branding victory” for the company and calls it “the best hospitality experience”.
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? 'Is it necessary to pre-qualify inbound leads? Lead Qualification Inbound Marketing Lead Management
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] Where do you begin in Content Marketing? Answer: Know your Buyers
    Petersburg companies: Follow us on Twitter and Connect with Us on LinkedIn is NOT marketing! ” Buy the way, looking at the websites of these companies in the Tampa area, I found one interesting thing. My comment “Most of these companies cannot spell marketing.” Hey Tampa/St. Terrible. Thank you Adele Revella!
  • TRADESMEN INSIGHTS  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] Is Brand Advocacy Part of Your Marketing Strategy to Reach Tradesman?
    I’ve seen contractors with tattoos of company logos. Don’t forget to ask your sales staff in the field who are calling on contractors, as well as your customer service department. 'Let’s face it, in an ideal world we’d all want our customers to love us! Why are brand advocates important? Ask them for referrals.
  • WEBBIQUITY  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] Why More Members, Money, and Ads Don’t Always Mean More Success: A B2B Marketer’s Survival Guide
    How can the respective histories and behaviors of these two companies inform the best practices for B2B marketers? The two companies were created six months apart; Myspace was founded in August 2003 and by July 2005 was bought by News Corp for 580 million dollars. The company now has over 1.4 'Guest post by Ariel Applbaum.
  • MARKETING ACTION  |  TUESDAY, AUGUST 26, 2014
    [Companies, Sales] Whitelisting Tips for Email Marketers: How to Get on the Safe Senders List
    If you decide to use a person’s name, that person should be a real human being (or at the very least, a well-known robot), and they should be someone the reader would actually care about, like the CEO of your company or an industry expert. Sales emails, which generally come directly from a real person, are a different story. Gmail.
  • FATHOM  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] Laws of Marketing Power: Avoid the Unhappy and Unlucky
    If people are happily participating on Facebook, and the content they’re sharing, for example, is a video produced by your company or taken by somebody in relation to your brand, then your brand reaps the corresponding benefits. People then say, “Oh, such-and-such company was unlucky.” Sales & Marketing Alignmen
  • HINGE MARKETING  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] Visible Expert Profile: David Meerman Scott
    In early 2002, David was Vice President of Marketing at NewsEdge Corporation when the company was suddenly bought out. This idea was the genesis of Cashing in With Content , an analysis of 20 companies that were using content to drive sales, and one of the earliest books about content marketing in the online world.
  • THE FORWARD OBSERVER  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] Why Website Optimization Trumps Search Engine Optimization
    The distinction is important, because to many companies and marketers, SEO gets most of the attention. Encourage meaningful alignment for your entire company. Answer their questions and then guide them to the next logical step in their research phase (and your sales process). Here’s how to do it. But they are different.
  • GREAT B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!
    Many B2B and B2C companies do a good job at the first two objectives. have related on other posts how I have given business to one company over another simply on the basis of the speed at which the winning company responded to my query. Create desire within these prospects to purchase your product or service.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] 7 Benefits of a Prescriptive Sales Process
    '7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. This was important because the sales team was generally inexperienced.
  • BIZNOLOGY  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] 10 lessons on Walmart’s social media strategy
    Because the company is often a target for controversial press, a second objective is to use social media to protect, defend and enhance Walmart’s reputation. TRAIN EMPLOYEES: The company trains its employees on its mission. 'Walmart is the world’s largest public corporation, biggest private employer and largest retailer.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] The Importance of Personalization in BtoB Marketing today
    Petersburg companies: Follow us on Twitter and Connect with Us on LinkedIn is NOT marketing! Both of those companies offer products to help you personalize your marketing – however you can do it without either product, as we did in our own campaign. 'Hey Tampa/St. Read it here. Why is personalization so important today?
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content
    As marketers absorb an increasingly larger portion of the sales cycle, marketers are naturally becoming better sales people.  And what makes a good sales person? Endicia, an SMB package logistics company, repurposed static content to make it into an interactive quiz. Here’s how these three benefits break down: 1. This:  .
  • HUBSPOT  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] New to Inbound Marketing? 7 Common Mistakes You Can Easily Avoid
    Let''s say you''re a unicorn food company that has 100 stores that will only accept 10 boxes of unicorn food in their store. Got a brochure already about what your company does? 'First-time inbound marketers: We''re so glad to have you! Common Mistakes New Inbound Marketers Make. Mistake #1: Trying to do everything at once. Measurable.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    'Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. 3.37% average conversion to sale across all Internet traffic sources. What were the results?
  • VIDYARD  |  MONDAY, AUGUST 25, 2014
    [Companies, Sales] Video Marketing Metrics: Get the Latest Research Report
    As many companies past the experimentation phase are realizing, a well-made video with a ton of views or likes means absolutely nothing if you can’t tie its performance to ROI. Over one-third of large companies produce more than 100 marketing videos annually. Click to Tweet ). What else you ask? Get the full report.
  • MARKETING INTERACTIONS  |  SUNDAY, AUGUST 24, 2014
    [Companies, Sales] B2B Marketing Content Must Address "Soft" Factors
    " Orientation is an attempt to identify commonalities across the personalities of people who tend to hold the roles that our marketing and sales programs pursue. Then correlate those qualities to your company's culture. What words emulate the values that your company shares with your best customers?  
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 23, 2014
    [Companies, Sales] Go Back and Read Yesterday’s Great Post
    This post shares some invaluable insights from a top marketing expert on how he marketed his own company – the new Florida based demand generation agency Find New Customers. If your company is looking for help from a very well-connected award winning BtoB marketing expert, just fill out the form below. Love comments here.
  • HUBSPOT  |  SATURDAY, AUGUST 23, 2014
    [Companies, Sales] How Marketing Can Help Sales Follow Up With Consideration-Stage Leads
    Once you''ve established your reputation as a marketer who delivers quality leads to Sales, you''ll be every salesperson''s best friend. What''s the right model for sales and marketing alignment when a lead is actively considering your product, but isn''t sure whether they are ready to commit? The same tactic works for Sales.
  • THE POINT  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] Is Marketing Automation Right for Every Company?
    Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent. Even at mid-size companies ($20 Million – $500 Million), the figure is only 10 percent. Which begs the question: is marketing automation right for every company?
  • HUBSPOT  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] 5 Questions With Former Yahoo! CMO Cammie Dunaway on Marketing and Management
    Now, CMOs are responsible for evaluating and optimizing their company’s brand experience for both on and offline strategies. Now, companies realize that they must innovate in order to drive top line revenue. 'The role of the CMO has evolved. So how does a modern CMO do all of that? The modern CMO is a hot topic right now.
  • HINGE MARKETING  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] The Do’s and Don’ts of Lead Nurturing in Professional Services
    Do assess prospect interest levels : Determine how interested each prospect is with your company’s products and services. In addition, the steps your sales team uses to nurture leads through the funnel also plays an important role. 'When it comes to lead nurturing, firms often believe that more is better. actually happens.
  • HUBSPOT  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] How to Make Your Marketing Message Pop With Neuro-Linguistic Programming (NLP)
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. The main difference in using NLP in sales vs. marketing is that salespeople are generally engaged in one-to-one interactions. To read more content like it, subscribe to Sales. Does NLP Work? An Anecdote.
  • PR MEETS MARKETING  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] Top 3 Similarities and Differences Between Product Marketing and General Marketing
    While a marketer may focus on corporate-level messages, product marketers drive how a company talks about their products internally and externally. The competitive intelligence work I do today definitely cascades to sales, marketing and beyond. 'Earlier this year, I shifted from general marketing into product marketing. Conclusion.
  • BIZNOLOGY  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] In content creation overload? Here’s what to do.
    Many companies face content creation overload. For instance, “Five Consumer Psychology Posts Every Writer Should Read” or “7 Ways to Shorten Your Sales Cycle.” It’s 'Feeling like you’re in content creation overload? Stop Stop struggling and start thinking strategically. Here’s Create an ebook.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] 5 Marketing Lessons Learned from marketing Find New Customers
    'Marketing the new Florida-based company Find New Customers has been an interesting experience and I’ve learned a lot that i wish to share with you. As a top lead generation company, we should be able to do this well, so try these in your business and a let me know how you do with them. Stop Selling. When the World Zigs, You Zag.
  • MARKETING ACTION  |  FRIDAY, AUGUST 22, 2014
    [Companies, Sales] A Brief History of Marketing Technology (and Social Media Marketing)
    Prior to the modern marketing revolution, understanding how people interacted with your marketing content and your company in general, was extremely difficult. One of the ways to follow a lead’s interest in your company is to monitor the number of times he or she clicks on a link. Interaction with, and awareness of, your company.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Companies, Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    'With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 21, 2014
    [Companies, Sales] My Nasty Fall and How Marketing Made Simple TV Disappeared
    At some point, a customer was looking for a specific item, like a computer monitor, and it was not on the sales floor. If your company is looking for a very well-connected award winning BtoB marketing expert, just fill out the form below. 'A Major Accident Nearly Killed Me and Killed my TV show, Marketing Made Simple TV, too.
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [Companies, Sales] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    When you partner with clients, cultural fit and company size are important considerations. Support for helping you win business with sales tools, product demonstrations to prospective clients, and more. 'What does it take to find the right marketing automation solution for your agency? Better? What new capabilities do you want?
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] How We Buy vs. How We Date: They're More Similar Than You Think
    Shopping vs. Dating: How the Modern Sales Process Compares to the Four Stages of Dating. In the world of inbound marketing and sales, there’s a methodology that describes what tactics businesses can employ to help turn strangers into happy customers, and it’s analogous to how one might go about courting a special someone (P.S.
  • E-QUIP  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 3 Dimensions of the Client Relationship
    Yet the working relationship is seldom mentioned in sales conversations or in proposals. Do these three things and your firm will be in rare company. 'Firms survive when they find enough work to cover their expenses and generate a little profit. Ever notice how most business development efforts seem driven by a survivalist mentality?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] B2B Sales Prospecting: Remember to Finish Listening!
    'AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 1+1=3 – How Partner Marketing Defies the Laws of Math
    Partnering with a credible brand in your space sends a strong signal to industry thought leaders and customers about the strength of your product and the potential of your company. To get your partner marketing program off the ground, start by identifying a target list of companies that provide a complementary solution or product to yours.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] The Importance of Marketing Awards for a B2B Demand Generation Agency
    But if you own a company in the Southeast and you need help with sales and marketing, why do awards matter to you ? Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. think the importance is simple.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 9 Companies With Truly Inspiring Mission Statements
    The companies that succeed are ones that stay true to their core values over the years and create a company that employees and customers are proud to associate with. So check out some of the following company mission statements for yourself -- and get inspired to write one for your brand. 'Where does customer loyalty come from?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 3 Steps to Building a Better B2B Target Account List
    After all, you know what companies to target, right? You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. You don’t hang up on someone who calls you just because they aren’t from one of your 300 target companies. Really.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 6 Ingenious Microsites You Could Play With All Day
    Some companies have used microsites to highlight a specific campaign or target specific buyer personas. Here are some examples of companies and individuals that created awesome microsites -- and what it was that made them so good. Then, media company Digiday used this microsite template to conduct an experiment of their own.
  • WRITTENT  |  WEDNESDAY, AUGUST 20, 2014
    [Companies, Sales] 27+ Resources to Learn SEO Copywriting
    Copywriting is how companies sell things online. 10 Super Easy SEO Copywriting Tips for Improved Link Building – More links equals more traffic and sales, as well as more authority. Company News 'Image source. And offline. Quality content is great. It’s necessary. Invisible web pages don’t sell products. Blog Posts/Articles.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] How Data Can Be a Competitive Weapon in Your Content Marketing
    The report was titled “ Marketing Got Complicated: Challenges (and Opportunities) for Marketers at Mid-Sized Companies.” Our average customer is a marketer at a mid-sized company. ” We heard from a lot of mid-sized company marketers who told us how useful the report was. Follow Dennis on Twitter @dshiao.
  • 3D2B  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Are You Reaching Executive-Level Decision Makers
    'When building your lead generation system, remember that the early bird gets the worm…and the first salesperson involved in the executive’s decision-making process likely gets the sale. The theory of “first-mover advantage” asserts that the company that is first to enter a market gains a substantial advantage over potential competitors.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Marketing Engines as a Game-Changing Strategic Advantage
    'As marketing engines replace marketing campaigns , thanks to ongoing advances in digital marketing, marketing engines offer smart SaaS companies a way to scale revenues faster while also widening margins. Marketing Engine as Competitive Weapon. More on that later, but first let’s talk about short-term low-hanging fruit…. Phase 1:  Tools.
  • CRIMSON MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Brian Kardon, Lattice Engines CMO: Stop Guessing What Your Buyers Want— Use Predictive Marketing Technology! [Podcast]
    These days, however, marketing has new priorities and companies like GE and HP are replacing gut instincts with predictive marketing technology that reveal the true behaviors, characteristics and demographics that correlate to increasing revenue. Predictive marketing intelligence companies like Lattice Engines.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    There are multiple categories in which winners can be honored, including the Outstanding Technology Development Award, presented to the company or organization that utilizes or developed a technology tool, process or service that made a substantial improvement on business metrics. And And guess what? Ifbyphone is a finalist! Vote for Us!
  • THE ROI GUY  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] How do you Develop and Communicate your Unique Business Benefits?
    'Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? The Value Gap – an inability for sales reps to effectively communicate value – is the top issue for B2B solution providers and indicated as such by a whopping 71% of execs in a recent SiriusDecisions survey.
  • THE FORWARD OBSERVER  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] How To Make Your B2B Marketing Content Work Harder (And Smarter)
    'Artillery B2B Marketing Blog > The Forward Observer You''ve got lots of B2B marketing content for your buyers, but is it "on time and on target" to close more sales? In other words, while you might have great content, if it doesn’t get to the right person at the right time , it’s not likely to be very helpful in closing sales.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    'As an inside sales rep, your call plans most likely include effective email prospecting strategies. It’s no surprise that email takes up 28% of the average workers’ time, according to McKinsey & Company. For many inside sales reps, email is one of the most powerful prospecting tools. Streak - A CRM in Your Inbox.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? 'Is it necessary to pre-qualify inbound leads? Lead Qualification Inbound Marketing Lead Management
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] 3 Ways to Justify Your Event Spend
    This data can be used to improve the event experience, but more importantly, it can be used to qualify sales targets, improve lead generation, and optimize a company’s overall marketing strategy. How does your company justify investment in marketing events – or justify not investing in them? 2) Basic Event Metrics.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] In the Content Marketing Kingdom, Third-Party Experts Rule
    This company felt that having a third-party develop content and publish it would bring them great coverage – far great than they can do themselves. “A March 2014 study by Nielsen/inPowered MediaLab looked at three types of content—branded (company-generated) content, user reviews, and third-party expert content.
  • LEADERSHIP  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] B2B Lead Generation Served Las Vegas Style
    Knowing what best-in-class B2B companies are doing, how they are implementing demand generation strategy, what’s working for them, what’s not, can provide useful learning to enhance your own B2B marketing efforts. The top two criteria for content marketing measurement metrics are web traffic and quality of sales leads.
  • MARKETING ACTION  |  TUESDAY, AUGUST 19, 2014
    [Companies, Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
    I’ve written them about everything from large software companies to small scuba diving schools, global snowmobile manufacturers to local literacy programs. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore. can always hope.).
  • BLUE FOCUS MARKETING  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] The Rise of Social Leaders #SocBiz25 #SocBiz
    To move toward advocacy-based advertising, brands must understand that their interactions with online communities can’t always be geared toward a sale, and if they want to broaden their appeal, they must show a willingness to interact authentically regardless of outcome. Rather, it’s up to us to create it. FOR EWORD by David C.
  • VOICE-BASED MARKETING  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] Google Validates Need for Call Tracking with Website Call Conversions for AdWords Tool
    Having a company like Google provide this service further validates what our thousands of active customers already know: calls really are the new clicks. They are the leads sales teams want most, and the leads marketers most need to generate, because they are the leads most likely to convert to revenue.
  • THE POINT  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] 10 Tips for a Successful Trade Show Follow-up Campaign
    'Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. Note: these strategies assume that hot leads – those prospects who specifically requested follow-up or were otherwise graded as “high priority” on the show floor, get prompt response directly from sales.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] Florida gets its own BtoB demand generation agency – Find New Customers
    'Florida gets its own marketing agency, Find New Customers  – the nicest company in BtoB marketing today. As companies face consistent challenges in sales and marketing and profits fall, they find it harder and hard to tackle things like: Buyer Personas. My guess is that you like dealing with nice companies.
  • VIDYARD  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] How to Streamline Your Video Content Marketing Operation
    If someone’s watched 3 product videos all the way to the end, they might be qualified for a call from your sales team. If you have any questions, or want to share some steps you’ve perfected at your company, leave a comment below! But how do you create great videos time and time again? Should you cover a different niche?).
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] The Essential 8: Marketing Reports You Need
    Actual opportunities (leads who have been accepted by the sales team, and are being actively worked) take a while to develop, but until then, you’ll want to measure program investment, percent of new names, total successes, total targets, investment per target, and average demographic score. 1) TOFU Lead Analysis. New names.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 18, 2014
    [Companies, Sales] Why Servant Marketing Matters
    'Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” believe this idea can also be applied to sales and marketing. m looking for more companies that practice servant marketing.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 17, 2014
    [Companies, Sales] ClickZ Conference Coverage: 3 Examples of Big Data in Action
    Many companies haven’t yet figured out what the next step is, or how to actually achieve a meaningful strategy. However, there are some companies that have started putting their data to use, and are getting some pretty interesting results. 'We marketers know that Big Data is a big deal. But what’s the use case?
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 16, 2014
    [Companies, Sales] Find New Customers now in Florida
    'The nicest company in B2B marketing today, Find New Customers ,  is now in Florida, rather than New York. You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Content marketing , Demand Generation , Find New Customers , Sales Leads.
  • HUBSPOT  |  SATURDAY, AUGUST 16, 2014
    [Companies, Sales] Why Bending the Truth to Make a Sale Isn't Worth It
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Sales is a notoriously stressful job, and the pressure to fudge the truth with prospects can become overwhelming when your goal is a long way away. You’re contributing to sales stereotypes.
  • VIDYARD  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] 8 Ways to Use Video to Make the Most out of Event Marketing
    You’ll be right in the middle of thousands of attendees in your target audience (not to mention high-rolling industry partners), and you’re ready to show them why your company is the solution they’ve been looking for. Again, ideally that “host” is one of your sales team at the booth, even if they never appear on camera. Value Videos.
  • VOICE-BASED MARKETING  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] Chicago Startups: We Stick Together
    'Working at a technology company in Chicago whose company culture focuses heavily on our employees, I often blog about tech startups and the challenges they face, particularly the challenge of recruiting top tech talent. It’s not just about getting a job that you can do,” she says. She’s right. And these students will find employment.
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] The Best Conversation I've Ever Had While Running My Company's Live Chat
    Normally I field questions about our pricing options, recent ebooks, and meetings with Sales. Here''s how it began: Miles : Interested in speaking with a member of our sales team? 'Almost a year ago, Netflix made major headlines when a conversation with one of their customer service reps went viral. Visitor : That''s wonderful.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] How to get Started with Marketing – Step 2 – Content Marketing
    You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Chief Marketing Officer , Content marketing , Customer personas , Find New Customers , Sales Leads. I’d also like to point out that the financial problems in the Wall St. Have Problem.
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Companies, Sales] The 12 Types of People You’ll Meet at a Conference
    If this person is in the awareness stage, he or she might simply listen and learn about companies, jobs, and people they’d like to work with. Attending a conference as a spy is actually a popular sales enablement tactic and can give your sales team the soundbites they need to close more deals. Goal = Make a sale.
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