Webbiquity

JANUARY 21, 2011

Most of us aren’t good at it (if we were, we’d be highly compensated professional sales people instead of managers, marketers, PR practitioners, designers, writers, or whatever). My favorite is new rule #7, Embrace your sales role: Much of what makes a good consultant makes a good sales person. Share this on Bebo.

Work Management 100

Work Management Marketing Management Consulting Digg 100

Writing on the Web

MARCH 17, 2011

When people invest hundreds of dollars with you, they usually have questions , and even though these same questions may have been answered on your sales page, people need reassurance that answers apply to them. A client may not know you can help them out with other products and services unless you have a conversation with them.

Consulting 100

Consulting Digg Buzz Blogger 100

Buzz Marketing for Technology

FEBRUARY 9, 2010

Trust is not a new thing in the world of sales either – its a fact that people enjoy buying from people that they trust and in B2B Marketing part of our job is to shorten the time spent building trust so sales can have an easier time and focus on selling. Social Media changes that and elevates Trust to the individual level.

Trust Marketing 100

Trust Marketing Communities ROI B2B Marketing 100

Writing on the Web

DECEMBER 16, 2010

This always helps me see where I need to spend my energy and time to improve next year’s results. Is your sales copy effective? Is your sales transaction process easy and smooth? Create more offers and packages of information to increase sales; create more JV partnerships. Is it easy to download free offers?

Online Marketing 100

Online Marketing Work Management Marketing Management Planning 100

Buzz Marketing for Technology

NOVEMBER 10, 2010

You often hear about the concept of mapping content to the sales funnel (especially in B2B Marketing) but it’s not so common in practice. This gets to the final decision makers desk and helps out the sales force immensely since they can never seem to have enough of these in their toolkit. I would love to know. Tweet This!

Top of Funnel 100

Top of Funnel B2B Thought Leadership Lead Nurturing Digg 100

Buzz Marketing for Technology

NOVEMBER 10, 2010

You often hear about the concept of mapping content to the sales funnel (especially in B2B Marketing) but it’s not so common in practice. This gets to the final decision makers desk and helps out the sales force immensely since they can never seem to have enough of these in their toolkit. I would love to know. Tweet This!

Top of Funnel 100

Top of Funnel B2B Thought Leadership Lead Nurturing Digg 100

Webbiquity

JULY 21, 2010

Email marketing service JangoMail came up with some tips you may find helpful. • Whether it’s a sale or trade show, hone in on the social elements – create a visual picture of the food, drink, service and good times with others they can expect. Or busy moms and dads whisking their kids from one outdoor activity to the next?

Email Marketing 100

Email Marketing Tips Digg Trade Show 100

Webbiquity

FEBRUARY 14, 2010

It starts with a clear rationale for making investments in lead nurturing processes: “Up to 95 percent of qualified prospects on your Web site are there to research and are not yet ready to talk with a sales rep, but as many as 70 percent of them will eventually buy a product.&# ( Brian Carroll ). Share this on del.icio.us. Tweet This!

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

Buzz Marketing for Technology

MARCH 16, 2010

People appreciate when a company listens, and they don’t mind offers of assistance, especially when done in a helpful, friendly way. I am happy to say that the potential customer did, and 13 days later, we closed a $250,000 sale. I am happy to say that the potential customer did, and 13 days later, we closed a $250,000 sale.

Social Media 100

Social Media Social Marketing B2B Marketing Media 100

Webbiquity

DECEMBER 16, 2010

Well, SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath is that kind of book… Social Media Marketing – An Hour a Day by Dave Evans. Without a solid content strategy to support movement through the marketing and sales cycle, marketing automation software is just a nice email system.

Social Media 100

Social Media Social Marketing Emarketing Media 100

Writing on the Web

AUGUST 3, 2010

Your header contributes to your blog branding , and also helps readers decide if they want to stay and read or subscribe. Blog Face Lift: It’s official… Sales & Landing Pages Using WordPress: Learn How. What are the key elements to a custom blog header that work well for online content marketing? Email this via Gmail.

Marketing Websites 100

Marketing Websites Brand Identity Branding Digg 100

Buzz Marketing for Technology

JUNE 30, 2010

It’s the experience they had with your company over the entire sales cycle and the ongoing relationship they will have with your company when it comes to long term support. Just letting them know you are out there to help is always a good idea as well. Tweet This! Share this on Facebook. Share this on Linkedin. Share this on Reddit.

Digg 100

Digg Paid Search Agency Acquisitions Budget Programs 100

Webbiquity

FEBRUARY 25, 2011

SEM enables enterprises to rank for specific search terms immediately (including terms for which it would difficult to rank organically), target traffic to specific landing pages, test everything (keywords, bid levels, ad copy, landing page design), and precisely quantify ROI based on sales or leads generated. Share this on Bebo.

Search Engine Marketing 100

Search Engine Marketing Cost per Acquisition Search Marketing Cost Per Click 100

Webbiquity

NOVEMBER 2, 2010

That is why social media marketing is not a quick process—it takes time to nurture relationships into conversations and create those solid, trusted connections…these real conversations lead to real relationships,and those trusted relationships lead to referrals and sales. Social Networking (Facebook, MySpace, LinkedIn, etc.).

Social Media 100

Social Media Social Marketing Media Planning 100

Webbiquity

DECEMBER 1, 2010

A slightly higher percentage of marketers than last year (41% vs. 39%) called “marketing to a lengthening sales cycle&# a top challenge. While there’s no reason to expect sales cycles to shorten, an improving economy next year should help stabilize the length of the decision process. Share this on Bebo. Tweet This!

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Trends Planning 100

Writing on the Web

NOVEMBER 18, 2010

The ones that are thriving are customer magazines , designed to be helpful and relevant to consumers while delivering marketing messages and building brand loyalty. We build relationships, stimulate sales and promote loyalty. Print magazines are alive and well, but they’re in transition. Blog this on Blogger. Post on Google Buzz.

Digg 100

Digg Advertising Agencies Loyalty Work Management 100

Webbiquity

SEPTEMBER 7, 2010

Lead nurturing can help you improve your lead conversions over time. ” “ Lead nurturing will generate an increase in sale opportunities up to 20%. ” “ Lead nurturing can help you build a trusted relationship with your economic buyer.” Involving sales at this time is a good idea. Guest post by Alexandre Sagala.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Buying Cycle Lead Management 100

Webbiquity

MAY 4, 2010

Granted, in the case of Webbiquity, it helped to have an established blog to link from. Of course it helps to have a sizable Twitter following, but the quality of your followers is much more important than the quantity. A SWOT analysis is one helpful tool to develop killer topics for blog posts. Use Twitter. SEO the blog.

RSS 100

RSS Digg Tagging Blogger 100

Buzz Marketing for Technology

MARCH 11, 2010

To help achieve that goal, organizations now adopt formal processes that structure how the listen for mentions of their brands in Social Media and B2B Marketers are no different. To help make things easy, Avaya uses a 3-tier monitoring system that includes the following: TweetDeck – Monitors Twitter feeds for mentions of our brand name.

Social Media 100

Social Media Social Marketing B2B Marketing Media 100

Webbiquity

AUGUST 18, 2010

Well, SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath is that kind of book. People are reluctant to add anything more to their frenetic schedules, least of all spending time listening to a sales pitch. Share this on del.icio.us. Share this on Facebook. Share this on FriendFeed.

Lead Ranking 100

Lead Ranking Marketing Proposals Digg B2B Sales 100

Webbiquity

FEBRUARY 14, 2010

As many others have noted, the rise of social media and the explosion of online content has fundamentally altered the b2b sales process. Prospects no longer rely on sales people and marketing collateral for information; most of their research is now done before they ever make contact with a sales rep. Share this on del.icio.us.

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

Webbiquity

JUNE 25, 2010

They are also the first words that come to mind for many consultants (along with images of the overly aggressive, overly slick, walking sales cliché) when they are told they need to sell. While being salesy is ill-advised for almost any sales rep, it is particularly bad for consultants. There is Nothing Wrong with Selling.

Consulting 100

Consulting Allocation Digg Cold Calling 100

Webbiquity

MAY 10, 2010

Your company website can serve as far more than a marketing and PR vehicle—it should be a genuine sales tool as well. Guest post by Ken Thoreson, recognized sales management thought leader and managing director of the Acumen Management Group Ltd., This exercise is best done in a face-to-face sales call. Beyond Crossed Signals.

Work Management 100

Work Management Case Studies Case Study Marketing Management 100

Webbiquity

JANUARY 18, 2010

The book is written in case study fashion, taking the reader through a realistic scenario of a midsized company struggling to build on its past success and take sales to the next level. In addition, each chapter ends with a quick summary of the key points presented, a nice touch that helps reinforce and retain the most important information.

Advertising Agencies 100

Advertising Agencies Paid Search Agency Marketing Management Digg 100

Webbiquity

JULY 25, 2011

It’s not only great for search, but showcases your (or your company’s) expertise, helps humanize your company (blogs are more informal and less promotional than corporate websites), and encourages reader interaction. If you don’t have a blog already, start one. See the reputation management question below.

Optimization 100

Optimization Microsite Digg Work Management 100

Webbiquity

JULY 25, 2011

It’s not only great for search, but showcases your (or your company’s) expertise, helps humanize your company (blogs are more informal and less promotional than corporate websites), and encourages reader interaction. If you don’t have a blog already, start one. See the reputation management question below.

Optimization 100

Optimization Microsite Digg Ideal Customer Profiles 100

Webbiquity

JANUARY 12, 2010

And if you Google “sales management thought leader&# in quotes, six of the top ten spots belong to the same sales leadership guru. Future posts here will delve more deeply into the tools and tactics that can help you and your company “be everywhere online&# for your brand and industry discussions. Post this on Diigo.

Enterprise Management 100

Enterprise Management PR Social Networks SEM 100

Writing on the Web

NOVEMBER 3, 2010

First, she has an in-depth knowledge of how website and blog technologies can help a business build revenue through a much stronger online presence. Related posts: Sales & Landing Pages Using WordPress: Learn How. I am proud to be an affiliate of Suzanne’s and highly endorse this program.). Blog this on Blogger. Tweet This!

Business Blogging 100

Business Blogging Blast Campaigns Business Class 100

Webbiquity

DECEMBER 21, 2010

Producing and sharing content with your market both attracts prospective buyers and educates them, potentially shortening sales cycles. Content marketing doesn’t always produce immediate or direct results, but it does increase brand recognition, credibility, online visibility and yes—sales—over time. Answer prospect questions.

Social Media 100

Social Media Media Business Paid Search Agency 100

Writing on the Web

AUGUST 25, 2010

You probably work with a lot of clients and they have problems that you try to help them solve. And you already know how important it is to get in the shoes of readers when you’re composing a sales or landing page. How do you decide what to write about? Wait a minute, let me be clear about what I’m really asking you.

Digg 100

Digg Content Buzz Landing Pages 100

Writing on the Web

JUNE 17, 2010

Even when you’re giving something away, for FREE, you’ve got to write good “sales&# copy that spurs people into action. Now you’ve got to format your sales letter landing page , with a dynamite headline, cool graphics, arrows, ORDER NOW! Creating Great Sales Pages. You may not have access to such help.

Landing Pages 100

Landing Pages Ning AIDA Advertorials 100

Webbiquity

JANUARY 24, 2011

A realtime social search engine that pulls current and recent results for any term from Twitter, Facebook, Google Buzz, Digg and Delicious. Interesting, though the “Who’s searching for you&# feature appears to be more a spammy sales tool than a functional offer. Social and Alternative Search Engines. Related Post.

Social Media 100

Social Media Tools Buzz Media 100

Webbiquity

FEBRUARY 14, 2010

How can you efficiently nurture those long-term prospects, learning more about their interests in the process, until they are really ready to engage with sales? Most sales people still don’t. Buyers no longer rely on sales people for basic information or exploratory “consultation.&#

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

Webbiquity

AUGUST 9, 2010

Measuring the ROI of social media is challenging for several reasons, the most significant of which is the problem of “last click attribution;&# just because a sale or lead “came from&# Twitter or Facebook as the last click doesn’t necessarily mean that site deserves all the credit. Share this on Bebo. Post on Google Buzz.

Social Media 100

Social Media Social Marketing Media Marketing Analytics Tools 100

Anything Goes Marketing

MARCH 8, 2009

Today, I want to share these stories with you to help you better understand the power of social media and to hopefully inspire you to continue on your social media efforts or to jump in for the first time. We ended up meeting and I was able to help this client out as much as I could in the short meeting time that we had.

Social Media 100

Social Media Web 2.0 Media Blogger 100

Webbiquity

FEBRUARY 13, 2010

Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system. Divided into six sections, as an appetizer the book starts off with eMarketing Essentials , the “why&# of using content marketing for complex sales. Share this on del.icio.us.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

Webbiquity

MARCH 9, 2010

It can serve one helpful role: humanizing a company. As a very wise b2b sales executive said to me several years ago, “people don’t buy from companies. Instead, by humanizing your company and giving a glimpse inside, it’s business value lies primarily in lead nurturing—helping move leads through the buying process.

Facebook 100

Facebook B2B Marketing Effectiveness B2B 100