• INTEGRATED B2B  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] Are you a good judge of people? Think again
    Imagine a scenario where you can promote just one member of your sales team. Can you actually remember any of Erica’s sales?). Company culture Credibility Employer branding Storytelling Daniel Kahneman hr performance management pyschology regression to the mean Was your reaction harsh – or did you even punish them?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] Why We Taught Our Engineers How To Sell [Narrative]
    '“Hosting a ‘Sales Kickoff’ event for our engineering team in Hyderabad will impact product innovation.” While that’s a strong statement for sales and marketing alignment (the […]. InsideView Culture Marketing Technology
  • HUBSPOT  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] 6 Incredibly Insightful Marketing Reports You Should Be Running
    Note that if you''re a B2B business, it may be more important for you to create your reports based on company data instead of individual contact data., so you may use a companies report instead of a contacts report. If your company does inbound marketing, chances are you''re going to have a lot of content on your website.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] Curiosity and Context: Keys to Engagement for B2B Buyers
    " Simply making a list of questions and answering them is not the solution to creating lasting engagement that drives revenues for complex sales. B2B complex sales have inherent risk - both for the company and the buyer. Campaigns are dead. Even Forrester says so. Curiosity and Context are the fuel for engagement. Why not?
  • THE FORWARD OBSERVER  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] Work Hard, or Work Smart? Automate Your Lead Nurturing
    Prospects are spending more time on the web doing research about your company’s products and services. And to complicate things, most studies show that buyers now are really only engaging with sales representatives in about the last third of their purchasing process. The timing for every company and category will be different.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] Account-Based Marketing … and Billy Beane … in San Francisco
    When I worked at Demandbase I was particularly inspired by the book and applied the cornerstone trigger event, Oakland A’s loss of player Jason Giambi to the Yankees, to B2B marketing and sales. emailed the following to Ardath: “We need to take a similar approach to picking the companies we are going to pursue. What is worth more?
  • BLOG MY CALLS  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] Q&A with the New LogMyCalls VP of Sales, Karl Clegg
    'This blog post is a Q&A with the new VP of Sales at LogMyCalls , Karl Clegg. Karl most recently served as VP of Sales at Utah SaaS company AtTask. Prior to AtTask he served as Vice President of Sales at Ingenix and on sales management teams at Symantec. Can you tell us a little bit about your background?
  • HUBSPOT  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] How to Grow Your Email List the Right Way [Video]
    There''s no such thing as a good list for sale. So the big question is: How do you go from a company that''s in the habit of buying email lists and spamming people to one that''s growing email lists full of people who are eager to hear from them? 'Sometimes, it''s okay to take shortcuts in your marketing. Yikes! Not a fan of video?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 24, 2014
    [Companies, Sales] 4 Steps to Maximize Your Marketing Data
    Perhaps they are industry, function, or company size. What about your sales team? Most likely, they care primarily about someone’s title, phone number, or company revenue. Sales and marketing need a plan to align their goals. Follow Cassie on Twitter @cmnh10. Ask yourself: Do you honestly know the state of your data?
  • SAZBEAN  |  WEDNESDAY, APRIL 23, 2014
    [Companies, Sales] Turn to the E-Market for Real-World Customers
    However, the advent of the Internet makes it easier than ever for some companies to tap into new pockets of clients and customers. The holiday season alone accounts for $42 billion in online sales annually, as Comscore reports. How can you tap into an e-audience to improve your company’s bottom line? Create a Discussion.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 23, 2014
    [Companies, Sales] Where do B2B and B2C Sales and Marketing Overlap? What Lessons Can We Learn?
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at Ve Interactive. At the top of the list was: “Answer the one question that matters most, and that is, ‘Why should I care?''" As sales and marketing professionals, this should always be our number one concern.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 23, 2014
    [Companies, Sales] A New Framework for Sales Enablement
    'Is “sales enablement” just another buzzword? Yes : A quick Google search returns just over a million hits, and many are insipid. (“ Is ‘sales enablement’ the new black? They asked “Is sales enablement a role (a function within a company) or a task performed by people (things people do already, like build sales presentations).
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] The What, How, and WOW Factor of Effective Conversion
    Prior to joining Avid, Arpine was a journalist in post-Soviet Russia, a telemarketer and inside sales team leader for a global telecom company. 'by contributor | Tweet this Today’s post comes courtesy of Arpine Babloyan , Sr. Arpine is grateful to her parents for a search engine-friendly name. The “What” of Conversion. Yes, nothing!
  • FATHOM  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] Is Your About Us Page Killing Your B2B Marketing Strategy?
    'Was your company website’s “About Us” page written as an afterthought, thrown together at the last minute right before the website launched? For some reason, many companies simply don’t spend much time refining this section. Bring In Imagery: Too many company pages only offer a series of boring content blocks, with no design elements.
  • FATHOM  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] Fathom Talks Box.com (& Benefits of Transferring to a Cloud Storage Solution)
    As an innovative, fast-moving company, we’re always on the lookout for tools and platforms that will increase efficiency and make our lives easier. Another question related to company or team relationships is then getting the actual buy-in from Finance and getting them to pay. Company News Sales & Marketing Alignment
  • HUBSPOT  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] The Anatomy of an Inbound Ecommerce Website
    ModCloth uses their blog to move potential buyers through the marketing and sales funnel, just as it’s designed to do. This company does a great job of including and engaging with followers and friends on social media. Finally, the company does a great job of keeping social outlets current. 1) Blog. 2) Filtering Options.
  • SYNECORE  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] Four Ways Your Sales Team Benefits from Inbound Marketing
    In this post, I’d like to explore the impact of inbound marketing on my specific function - that of the sales team. If a company embraces inbound marketing techniques, the sales team is surely one of the primary benefactors. am confident when I say that your sales team will be whole-heartedly grateful to do the same.
  • SALES CHALLENGER  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] 3 Sure Ways to Lose Top Sales Talent
    Almost every company enlists talent as one of its top priorities or makes it a part of its values, but often fails in execution. Of course, sales organizations are no exception. Of course, not everyone falls into one of these categories but let’s accept it, people do indeed leave managers and not companies.
  • VIRALLY BLOG  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] How the buying process has changed.
    We used to rely on sales people and trade shows in the B2B world to learn about the latest and greatest. 'The internet has changed many things about our lives and none more so disruptive that the way we now purchase pretty much anything. This has all changed now; it all starts with a search. The post How the buying process has changed.
  • HUBSPOT  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] How to Quickly Write a Blog Post When You're In a Time Crunch
    It will establish you and/or your company as an industry thought-leader, and you''ll get the opportunity to rank for search queries with every blog post you write. I''ve seen companies'' traffic cut in half after abandoning their blog for months due to the time constraints they felt keeping the content flowing. You''ll start writing.
  • LEADERSHIP  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] Is it Time to Change the Universal Definition of a Lead?
    So do we need to revisit the universal definition of a lead in the world of sales and marketing? As marketers realize the importance of distinguishing between buyer personas, there is more than one sales funnel you need to fill, filter your leads through and manage in order to drive conversions. Has this changed? Let’s discuss this….
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] Time Management Tips for Cold Calling Inside Sales Reps
    know when I wasn’t in “the flow,” I typically would find any excuse not to make a call, but any good inside sales rep understands that, as much as we try to put cold calling off for later, it''s always going to be a requirement of the job. Most of the outside sales reps I''ve supported in the past never really had a call plan.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] 5 Mid-Funnel Lead Nurturing Mistakes
    And many of the best marketing organizations also align lead generation teams to different stages of their sales funnel — usually divided into top of funnel, middle of funnel, and bottom of funnel (to learn more about mapping lead generation to your sales funnel, check out our cheat sheet here ). Don’t Let Your Data Go Bad.
  • TRADESMEN INSIGHTS  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] 40% of Salespeople Aren’t Making Their Numbers. Can Marketing Help?
    'I recently read an article in eMarketer.com  that dealt with sales stats in 2013, and that almost 40% of the sales forces weren’t making their numbers and it floored me. sure wouldn’t want to be running a company based on sales of XXX and then the sales force under-delivers by that large of a difference-Yikes!
  • MARKETING ACTION  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] Lead Management: 7 Steps to the Process that Creates Revenue
    He’s spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. If sales just doubled their follow-up rate to 22%, you’d meet your numbers.”. –slx. But it works….every
  • WEBBIQUITY  |  TUESDAY, APRIL 22, 2014
    [Companies, Sales] 10 B2B Marketing Lessons from Walt Disney World and Universal Studios
    Similarly, in the B2B marketing world, technology companies can get away with displaying attitude, an edge, even being a bit playful. This enables you to distinguish your company from competitors without disparaging them. B2B companies can similarly use price to influence behavior. Be true to your brand. Well, no. million.
  • E-QUIP  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] Investing Nonbillable Time
    Prioritizing your company''s to-do list helps you make smarter choices about how nonbillable time is used. Working with firms on their business development process, I often hear managers complain that increased sales activities will negatively effect utilization. 'Does your firm assign appropriate value to nonbillable time?
  • FATHOM  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] What Is Revenue Marketing?
    Another aspect (and implication) of revenue-producing marketing is that sales and marketing departments are aligned, not at odds like the bad old days. We certainly talk about sales-marketing alignment and marketing automation at length on this blog.). Sales & Marketing Alignment revenue marketing 'Time out. Be forewarned.
  • HUBSPOT  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] How to Be an Efficient & Effective Marketer (Without Losing Your Sanity)
    These days, marketers need to be responsible for traffic generation, website upkeep, blogging, social media publishing and monitoring, lead generation, email blasts, product marketing, sales training. Your time is limited, so you should choose projects that can make the biggest impact for your company. say, GO ALL IN. Use them.
  • VERTICAL RESPONSE  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] Improve Your Email Response Rates with List Segmentation
    Segmenting allows you to target non-buyers for a specific product or service, or let them know about a specific sale, but avoid overwhelming those who have already bought. Current clients Segmenting isn’t just about increasing sales or converting prospects into paying customers –though that is a part of it.
  • HUBSPOT  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] Which Marketing Analytics Should You Be Looking At?
    The company could be an early stage startup creating their brand identity for the first time, or a more mature company looking to do a rebrand. You''ll ask yourself: Do people recognize their company and/or logo when they see it? What do people know about their company? the list goes on. Look at traffic. This is great!
  • SAZBEAN  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] How Typography Affects Your Internet Marketing
    Paying more attention to typography during search engine optimization can really help you drive more traffic and boost sales. Ali Lawrence is a content specialist for a web design company and blogs in her free time at MarCom Land. 'English: Example of Tahoma typeface (Photo credit: Wikipedia). Overview of Typesetting. Font Personality.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] The Critical Ingredients Of Effective Demand Generation
    Marketing must drive sales for the business. Rob is the Senior Director of Global Lead Generation at enterprise technology company Ventyx. The critical ingredient to growing your business is to ensure consistency and growth in your sales pipeline. Be Certain Your Sales Process is Pulling Your Prospects Not Pushing.
  • VIDYARD  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] Tweetable Video Tips: Marketers Share Their Best Practices
    ten percent improvement in lead quality can result in a 40% improvement in sales productivity. Participate with the hashtag #MKTGSTORY to show us your company’s best video examples, best practices, or advice. Then we brought all of the tweet-able advice together in this handy SlideShare. Some Extra Optimization Resources.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] Moneyball for Marketers
    Historically, sales people and marketers have tracked three KPIs: Number of leads generated. Revenue per sales person. These KPIs are not necessarily “wrong”, but they paint a wide brush over what’s actually going on with your sales and marketing funnel. Ultimately, the measuring stick every company uses is profit.
  • MARKETING ACTION  |  MONDAY, APRIL 21, 2014
    [Companies, Sales] Consulting Firm Gives Marketing Fragmentation the Boot with Act-On
    It’s precisely what accounting and consulting firm, Templeton & Company , has accomplished: its technology-consulting division, Templeton Solutions , has been a member of the elite Microsoft Dynamics President’s Club for several years, recognized for its customer dedication, technological advancement, and sales performance.
  • HUBSPOT  |  SUNDAY, APRIL 20, 2014
    [Companies, Sales] Social Media Mistakes, Terrible Advice & More in HubSpot Content This Week
    It’s one thing to post something on social media that you wish you could take back, and it’s an entirely different thing to make a mistake that costs your company millions. Marketers at both B2B and B2C companies are continuing to dedicate more of their budgets toward content creation. In a Sales Slump?
  • MANHATTAN MARKETING MAVEN  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] Frankly Facing Facebook
    Competing against Facebook’s muscular marketplace positioning, Twitter , Pinterest , Tumblr and others have increased sales efforts, created new packages, expressed a willingness to customize units and experiment cooperatively with brands to redirect dollars that might otherwise have gone to Zuckerberg & Company. 'Face it!
  • DIGITAL VOICES  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] This Week in Digital Strategy 4.18.14
    If you are a B2B software company, you want to get more people to request demos, trials, and licenses for your software. Once you define your desired outcomes, you can plan content that will lead customers further down your sales funnel. 'Happy Friday, everyone! Having a robust content marketing strategy can help get you there.
  • HINGE MARKETING  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] 3 Strategies to Take LinkedIn to the Next Level
    At this point, you have probably built out a LinkedIn Company page, including your message, services, and brand promise. This benefits your firm as you grow your email list and LinkedIn company followers, but also benefits the user as they receive relevant, educational material. Many B2B marketers use LinkedIn on a fundamental level.
  • HUBSPOT  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] 13 Solutions to Your Most Common Landing Page Problems
    Run A/B tests to see how short you can get the form so you''re still getting quality leads and making your sales team happy, but you''re not putting your landing page visitors through too much to receive the content on the other side of your landing page. Would I ever want to download something again from my company? right?
  • MARKETING ACTION  |  FRIDAY, APRIL 18, 2014
    [Companies, Sales] Beyond Batch and Blast: Launching Your First Lead Nurturing Program
    According to SiriusDecisions, 80% of prospects deemed by sales teams to be “bad leads” go on to buy within 24 months. Trial Programs – Does your SaaS company offer a trial program that could be utilized by a lead nurturing program? Content Generation – Is your company generating content and if so, is that content engaging and relevant?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] 5 Tips For Improving Your Social Media ROI
    'by Lauren Harper | Tweet this According to Social Media Examiner , 89% of marketers want to know how to measure social media ROI, and yet calculating the social ROI still remains illusive to many companies. From there you can score that lead and potentially pass it on to your sales team. Align with the goals of your business.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] Common Pitfalls in Demand Generation Strategy
    No doubt about it we all want to have ground-breaking strategies , be thought of as strategic thinkers, and win awards for our companies or agencies with our strategy of the year. Is your company trying to gain market share or drive incremental revenue? Delivering unqualified leads to sales. No collaboration with sales.
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] Shock Stat: 46% of Sales Inquiries Are Missed Opportunities
    We can determine if there was a sale made on the call, if a reservation was booked, if a lead was good, if a lead was bad, and if there was a missed opportunity. In other words, it is a caller that didn''t convert to sale, reservation, or appointment, but should have. We released this information in an infographic earlier this week.
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] New Study: Agents Only 'Ask for the Business' 13% of The Time
    'The marketing and sales analytics world is abuzz about our new infographic. It can determine if the caller made an appointment, bought something, got angry, felt confused, and if they were a sales ready lead. Sales Training - This data has incredible application to sales training companies and sales trainers.
  • VIEWPOINT  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
    'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.
  • SOCIAL MEDIA B2B  |  THURSDAY, APRIL 17, 2014
    [Companies, Sales] Grow Your B2B Audience by Considering Size, Engagement and Value
    Rohrs is the Vice President of Marketing Insights at ExactTarget, a salesforce.com company, and the author of the new book, Audience: Marketing in the Age of Subscribers, Fans & Followers. Lots of people say every company is a publisher. Every company is a broadcaster. 'Jeffrey K. What’s the premise of your book Audience ?
  • 3D2B  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] How to Cut Your Marketing Cost-Per-Sale
    However, what’s more important is the cost per sale. Let’s say a company sells technology solutions to operations managers. The company shares these leads with its sales people based on their territories. The sales people follow up and walk away with five closed sales. How to Get More Sales Out of Leads.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Infographic Data: 29% of Inbound Calls Result in a Conversion
    Some industries--and companies within those industries--might be higher or lower, but typically about 29% of your phone calls are going to convert. What''s your company''s conversion rate? 'Yesterday we published a truly groundbreaking infographic. You can see the entire infographic here. What is Conversation Analytics?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Better Processes & Improved Focus with Queue-Based Lead Management Platforms
    'AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” How are leads being reviewed and passed along to my sales reps? Productivity.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] 5 Steps to Use Marketing Automation for Improved Conversion Knowledge
    The software monitors all interactions with your company, from when a prospect first lands on your website to when they purchase your product or service. Evaluate your company’s lead database and make sure it’s flawless, profiled, and segmented, so you can approach audiences scientifically with targeted campaigns. How is that possible?
  • THE POINT  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] New Marketing Automation Buyer’s Guide Offers Valuable Advice
    The TrustRadius guide segments the marketing automation market by the size of the company that each product serves (Small, Mid-Size, Enterprise) and then rates solutions within each category in visual grids based on user ratings and how much it deems a company’s solution is focused on that particular segment.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Therefore, your company should consider the role phone calls play in everyday marketing activities. Ask yourself questions such as: Is our company missing potential sales calls? The data from call tracking technology helps companies address important business challenges and make wiser decisions supported by statistical evidence.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Therefore, your company should consider the role phone calls play in everyday marketing activities. Ask yourself questions such as: Is our company missing potential sales calls? The data from call tracking technology helps companies address important business challenges and make wiser decisions supported by statistical evidence.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Therefore, your company should consider the role phone calls play in everyday marketing activities. Ask yourself questions such as: Is our company missing potential sales calls? The data from call tracking technology helps companies address important business challenges and make wiser decisions supported by statistical evidence.
  • WRITTENT  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] How Often Should You Update Your Blog? A Data-Driven Answer
    Some of us are familiar with HubSpot’s state of inbound report , which has consistently found that the more blogs you publish, the more traffic, leads, and sales your business will generate. When it comes to lead generation, the companies who were able to blog 3-4 times daily saw by far the best results. Image source : Hubspot.
  • HUBSPOT  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] The Triggered Emails You Need to Make Your Marketing Automation Work
    Or what if they get into a sales conversation after just downloading an ebook, never become a customer, and then go cold until they start a trial months later? When a prospect becomes highly engaged, this is a great opportunity to notify that prospect''s sales representative that this is a good time to follow up with the prospect.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 16, 2014
    [Companies, Sales] An Act-On Conversation: Charles Besondy and Leo Merle on How Marketing Can Contribute to Revenue
    'Listen to the podcast: In a recent Act-On Conversation, Charles Besondy and Leo Merle chatted about the steps a company can take to make marketing more accountable and a more forceful contributor to the success of the sales team. He works with company owners and CEOs to resolve two burning questions. Permit me to explain that.
  • B2B MARKETING MENTOR  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Our 5 Favorite SFA Software User Interfaces (UIs)
    'Modern sales force automation (SFA) software offers a range of features and analytic capabilities to help you better evaluate your sales pipeline to prioritize and close leads. Pipedrive ’s home screen arranges deal information from left to right in columns that illustrate the natural flow of your sales pipeline. Pipedrive.
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Cut Through the Red Tape of Consensus for B2B Buying Decisions
    'This headline caught my eye - 53 Percent of B2B Fortune 500 Companies Use Marketing Automation - so I clicked through to read it. Mathew makes the point that these enterprise companies are not light in the wallet, but that the process of getting through all of the red tape to get a deal done is exhausting. Reason #1: Lots of Red Tape.
  • HUBSPOT  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] 8 Things That Trip You Up in Blogging (And How to Get Back on Your Feet)
    I''ve said it before , and I''ll say it again: Writing for a company publication is hard. It conflicts with the company''s brand messaging. The content highlights weaknesses in the company''s products/services/vision/mission. The content''s topic is controversial and will reflect back on the company -- not just the writer.
  • FATHOM  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Marketing for Manufacturing in the Age of the Self-Directed Buyer [Lunch & Learn]
    You’ll walk away with a concrete plan for growing your company in the age of the self-directed buyer. Join us to talk about: Your sales goals. Lead nurturing and sales conversion. our company need not get tossed overboard in the sea change. 'Retooling Your Marketing for Exponential Growth & Profitability.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] How to Find Elusive B2B Buyers
    Few people appreciate overly aggressive marketers and sales people, and because of this fact, B2B prospects are becoming quite good at hiding from persistent marketers. Picture the couple who sees the sales person walking up the driveway and hides to avoid answering the door. 'Okay, it’s time for a little honesty.
  • THE ROI GUY  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Interview: Guided Selling with Storytelling, Insights and Financial Justification
    'An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? The best is that it’s in a really easy to use online and iPad App that sales reps and partners love to use.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] What is the International Association of Privacy Professionals? Why Should Marketers Care?
    A: Any professional who manages personal data these days, in HR, finance, IT, marketing or sales, must become acquainted with the privacy framework. Companies from diverse sectors of the economy have experienced privacy backlash. Q: The IAPP is a mystery to most marketers. government (CIPP/G) and IT (CIPP/IT). Last Want to learn more?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] How to Increase Employee Retention in Inside Sales
    'Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. Our company has seen a much higher retention rate than my previous employers. Nobody, whether they''re in sales or not, can stand hearing an ambiguous managerial response.
  • SALES CHALLENGER  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Get Your National Sales Meeting Messages to Stick
    'Now that the first quarter has come and gone, most of our members have wrapped up this year’s national sales meeting and are beginning to look ahead to next year’s events. Choosing a theme: Among the members we spoke with, the sales organization’s top strategic priorities are a popular source of inspiration when selecting a theme.
  • BIZNOLOGY  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Remember LinkedIn for social media marketing
    LinkedIn isn’t simply an SEO placeholder for your brand, your company, or your name. And, even if your job is not in sales, business development, or business to business marketing, there’s a lot going on on LinkedIn you’ll surely want to spend some serious time exploring. Completely Fill Out Your LinkedIn Profile.
  • MARKETING ACTION  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Act-On Announces $42 Million in Venture Financing, Led by Technology Crossover Ventures
    Palo Alto-based TCV is one of the largest providers of growth capital to premier technology companies, and has significant experience investing in late-stage, high-growth companies. TCV also has invested in such companies as Netflix, Expedia.com, and Orbitz.com’s parent, Travelport Ltd. The timing is excellent. It’s paid off.
  • VIEWPOINT  |  TUESDAY, APRIL 15, 2014
    [Companies, Sales] Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big
    One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town. What he did talk about was an eye-opening presentation about how to bring the “startup mentality” to enterprise companies. Small companies embrace risk and urgency. Youch!
  • 3D2B  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Quick Tips to Make Sure the Best B2B Leads Don’t Get Lost in the Marketing/Sales Void
    'To make sure you don’t lose your best B2B lead generation efforts when you hand them over to sales, you need to start by clearly defining what a good lead is. Both sales and marketing should agree on this definition. Sales people would, of course, like marketing to fuel their sales funnel with ready-to-buy leads.
  • BLUE FOCUS MARKETING  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Know a #SocBiz Leader You Admire? @TheEIU Wants to Hear From You ~ @TheEconomist
    My fellow members of the board and I have been charged with helping to define what leadership looks like in this emerging realm and to identify key individuals inside companies who are showing the world how to deploy social business strategies to achieve extraordinary business success. 'Do you know a Social Business Leader ?
  • HUBSPOT  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Duane Reade's Social Media Mistake Might Cost Them $6 Million
    'Note to self: Never mention a celebrity on Twitter from a company account. Here''s what they posted on Twitter (Facebook''s post was almost identical): The company''s tweet links to a entertainment blogger''s article on Heigl, not the Duane Reade website. That''s more money than most companies have in their marketing budget.
  • B2B MARKETING TRACTION  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] LinkedIn Product and Services Pages Discontinued
    LinkedIn has been sending emails and posting alerts about discontinuing its Products & Services tab under Company Pages. Products & Services tab is just what it sounds like – a place to describe in detail what a company offers. Showcase pages allow a LinkedIn member to follow something a company is showcasing.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] How to Unlock the Lead Generation Power of Your B2B Website
    If you read a lot about B2B marketing like I enjoy doing, you would think that every company is generating leads from their websites , filling their sales pipeline to the point of bursting, breaking sales records and growing fast. But the truth is there are lots of companies that aren’t quite there yet. Landing Pages.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] The End Game: How to Create Opportunities Early In Inside Sales
    'With a family background in sales, it’s no wonder I love competition, organization, and numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly. This is the beauty of sales. Be resourceful!
  • VOICE-BASED MARKETING  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] 4 Qualities of Fast-Moving, Change-Making Companies
    With his kind of experience, he’s witnessed every sort of marketing initiative and has picked up on the kind of qualities companies need if they’re going to move fast to reach big goals and be change-making players in the game. Be present in the goals of your company and work to make change when you see opportunity. Purposeful.
  • VERTICAL RESPONSE  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] After an Event: How to Connect and Follow up on Email + Social
    That way they won’t accidentally unsubscribe, mistake you with another company, or worse, think your email is spam. 'In the world of digital marketing, it’s easy to forget that some email addresses are collected in person. Now what? The Welcome Message. Consider a show discount or offer. Segment your new list. Personal follow-ups.
  • BIZNOLOGY  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] How to build brand trust – 4 essential steps
    Sadly the level of trust around the world has declined dramatically over the past few years – just look at the way people see the government, CEO’s, foreign countries with corruption, our Congress, and many brands (company and product/service). 'What??  You’re kidding!!  You just can’t trust anyone anymore!! Too source:  Webbed Feet.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Lead Generation for Dummies: 7 Lead Generation Strategies You Might Not Have Considered
    Every industry has a set of people who are deemed influential—maybe they are the CEO of a leading company, an author, a blogger, or a speaker. These are fantastic to use before events to ramp up attendance, and your inside sales reps won’t have to waste time on calls to promote your event. Going Guerrilla. What is a meme? Voilà!
  • FATHOM  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] Purpose-Driven Marketing for a Purpose-Driven Economy
    Indeed, consider the premise of Simon Sinek’s “golden circle” : The most successful companies/people are the ones that know why they are doing business and make that motivation clear to those who buy in. Sales & Marketing Alignment Aaron Hurst Simon Sinek The Golden Circle The Purpose Economy Original, right?).
  • WEBBIQUITY  |  MONDAY, APRIL 14, 2014
    [Companies, Sales] 83 Exceptional Social Media and Marketing Statistics for 2014
    Online sales currently account for about 35% of total revenue for B2B vendors, though that’s higher (41%) among US companies. Of the three major types of online advertising (search, display, and social), search is viewed as the best channel for driving direct sales, cited by 40% of marketers (vs. Fast Company ). ”).
  • NUSPARK  |  SATURDAY, APRIL 12, 2014
    [Companies, Sales] How Can Content Marketing Generate Leads?
    By internal content, think of content that is created for on-website promotion, not as internal company memos and policies. Native content is a concept that describes content so well integrated into a page, that is doesn’t stand out as specific sales copy and fits into the entire scheme. How Does Content Marketing Work?
  • HINGE MARKETING  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] How to Grow Your Email Contacts Organically
    About half of B2B companies spend at least 10% of their marketing budgets on email, and email marketing’s ROI has been found to be 127%. Company name. The leads that come in will be at various stages of the sales cycle. 'The benefits of email marketing have been proven time and time again. in return. It can be tempting.
  • PAUL GILLIN  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] Marketo Tells How to Use Social Media for Lead Generation
    'I often cite marketing automation vendor Marketo as a shining example of a company that gives away great information as a way to promote its business. For example, 58% of marketers who have used social media for more than three years say it has helped boost sales. They report encouraging results.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] Marketing Trend Watch: 2014 Planning Survey
    The same goes for B2B transactions – even if you’re selling to a company, you need to influence the individual decision makers on multiple fronts. Physical events (like tradeshows, user conferences, or roadshows) were the third most popular overall, but we also noticed that they were more popular for bigger companies than smaller ones.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 11, 2014
    [Companies, Sales] 6 Fundamental Value-Based Selling Tips
    Others claim sales is a science. If you’re going to win at sales, you have got to sell without actually selling. The same holds true for the sales experience. Find out about the company, find out about your contact person (without triggering a stalking alert!). few tactics to keep in mind during a sales call include: 4.
  • HUBSPOT  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] Your Customers Are Calling You. Are You Picking Up?
    Even with all of these easy ways to communicate, old habits die hard when people want to reach a company. elieve it or not, people still pick up the phone and call companies. but not all companies have someone there to answer their calls. When on an inbound call, people want to talk to someone from your company immediately.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] Marketo Conference: Small Changes, Big Picture
    The company also announced a deal to use Acxiom data for personalization and, somewhat more interesting, to coordinate advertising messages purchased through Acxiom with email and Web site messages delivered by Marketo. Your marketing platform is not an add-on to sales technology, or a component of an IT solution. Let me be clear.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] 5 Mistakes Companies Make When Automating Their Marketing
    Each of these often operates independently of each other or at the bequest of various sales teams eliminating the continuity in dialogue with their buyer. If the goal is for marketing to operate in isolation, and in doing so, deliver no strategic value to the company, they would be right. According to Raab Associates, Inc. billion.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] 5 Insightful B2B Content Marketing Strategy Videos
    Today’s internet has become a competitive gauntlet for content marketers that have high hopes of having their content appear on the screen (or desk) of a decision-maker, hoping to increase brand awareness or even lead to a future sale. 72% of companies who blog weekly have acquired customers through their blog. Enjoy!
  • B2B MARKETING MENTOR  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] How to Use Your Sales Team to Create Better Buyer Personas
    'Buyer personas, which model the personalities, behaviors, motivations and pain points of potential customers, can be a useful tool for shaping your company’s marketing strategies. Your sales reps spend most of their time interacting one-on-one with customers and prospects, gathering important information and insight. Goals. Featured
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] In a Mobile World, Marketers Shouldn’t Underestimate the Importance of Call Tracking
    It is imperative for companies to leverage the rise of mobile technology and track interactions sourced from smartphones. This means customers are not only browsing brand information from their smartphones and tablets, but searching for nearby companies to seek out assistance or purchasing opportunities. in 2013 to 69.4% Double win!
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] Direct Mail and Call Tracking: How Money Mailer Saves Clients With LogMyCalls
    Money Mailer is a direct marketing agency serving local businesses and Fortune 1000 companies. Money Mailer has a large corporate sales staff that sells directly to large enterprises. Money Mailer corporate sales uses LogMyCalls for major clients. Was to search for the best tool then implement it on a company-wide basis.
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] A Case Study: How a SaaS Integrates Call Tracking
    NES) lead management system tracks and captures every lead for property management companies in Canada’s rental housing industry—an $80-billion market. The NES proprietary lead management system monitors, tracks and directs each contact generated by a company’s advertising, showing results in one dashboard. Challenge. Implementation.
  • MARKETING ACTION  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] 5 Ways of Ensuring Real ROI in Social Media
    That argument has been won by those who use social as a tool for engagement and brand awareness: a 2013 Aberdeen Group study , for instance, found that 70% of leading companies generate highly valuable inbound traffic through their social pages. Be clear about what ROI means for your company and your efforts. 5.      Stay useful.
  • 3D2B  |  THURSDAY, APRIL 10, 2014
    [Companies, Sales] How to Avoid the Black Hole of Sales Leads
    'Are Sales Driven by Numbers or Quality? If you follow the “sales is a numbers game” metaphor, you might think the salesperson who makes the most calls or follows up on 100 percent of the leads that cross his or her desk is the victor clutching all the spoils. Your salespeople’s primary objective is sales. Is it simply lost?”.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] Needs-Based Marketing for Executive Buyers Today
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch , Marketing Manager at Avention , a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. 3) Give them insight that even they didn’t know about their own company.
  • FATHOM  |  WEDNESDAY, APRIL 9, 2014
    [Companies, Sales] Selling with IBS … It Isn’t What it Sounds Like
    'The life and times of a sales rep, in my experience, can be best described as a roller coaster marathon. “We did research on ‘Company ABC’ and have strategies to increase online sales by 22-45.%. Retail / E-commerce Sales & Marketing Alignment Sales Operations Why are you here?
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