The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Our latest blog series outlined 7 truths that CEOs need to know to help them help their sales and marketing teams eliminate wasted marketing spend and increase revenue. What are ways you’ve found to help them focus on sales and marketing issues? Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series.
7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
MAY 10, 2016
As a CEO there are 7 truths you need to know to help you eliminate wasted marketing spend and increase revenue. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. The level of the team rarely, if ever, exceeds the level of its leader.”. In his book New Sales. Simplified. Keep leads from being ignored. Stay tuned.
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. Of course it is, but only partially. wish it were more complicated, but it isn’t.
Is Your Lead Generation Strategy Broken?
FEBRUARY 23, 2016
Just like defining what a marketing qualified lead and other lead definitions are can help unite sales and marketing, the SLA can provide formal guidance and direction that will lead to sustained growth. This may take time, but it will help you determine important things such as: Targets and processes. More so because an improper strategy can make you miss your goals. Accountability.
Content Marketing Playbook: Strategy and Roadmap
cultivated every internal asset that could help them. outside help when needed. that’s proven to work—one we’ve refined after helping. that sports an audience of over 300,000 readers. “We want to try to help marketers first,” Fishkin says. If you can help people solve their. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. emerge.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]
SEPTEMBER 22, 2015
Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs. Raab Associates provides consulting to help select the right tools and deploy them effectively. It's not—it's bigger than that. Stay tuned!
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
Matt provided a good deal of detail around each of these roles: Marketing Technologist : “One of the first things I think about is understanding the role of technology in helping to accelerate marketing impact in pipeline development.”. In a recent interview, I sat down with Matt Heinz to pick his brain. Matt broke down the dream team into a few major components. Matt Heinz.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. The next blog will summarize and wrap-up this series—The 7 Truths about sales and marketing (that CEOs need to know) that help you eliminate wasted marketing spend and increase revenue. Set sales straight—it’s a win win.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
You’ll learn how a balanced allbound marketing program helps you achieve the revenue you need by keeping you focused on the right market. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. For whatever reason (was it beneath him?) the CEO failed to step in and act. Define what a lead is.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
B2B marketers require a new set of enabling capabilities to help them identify “in-market” buying signals and purchase stage indicators of both their prospects and all others who fit their ideal customer profile. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. The design team has failed to simulate output.
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
CEO’s should care about lead generation simply because it will help them create a sustainable company. The #1 reason why CEO’s should care about lead generation is simply because it will help them create a sustainable company. If you want some help doing that, call me at 678-533-2722 and I will be happy to help. It is not just about increasing sales and profits.
Content Methodology: A Best Practices Report
It also helps maintain relationships with vendors, agencies, and. suppliers, and can help facilitate corporate communications and build company culture. The studio helps unify the company around a. Ultimately, a strong content methodology can help get you there. and triggers, which will help inspire different content types and formats that can be. help address?
What is the Minimum Acceptable Close Rate on Leads?
JUNE 28, 2016
One thing I like about LinkedIn is that there are lots of people who genuinely want to help! I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?". Here is a distillation of the scores of responses I received: "To what extent are the leads qualified to begin with?". All you can do is look at the statistics over time. By Dan McDade. Sales Leads
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]
OCTOBER 6, 2015
It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying. ABM is “RAD” (helps with Retention, Acquisition and Development)! agree!
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
Remember, you’re not trying to sell prospects, you’re trying to help them. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. There were some terrific responses and I’ll share them over the course of two blogs. The impact? The welcome email.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
They produce the content and materials that help lure contacts at the company into deeper conversations with sales. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. It’s with demand.
Staffing and Launching Your Content Marketing Program
to help you get that promotion. We want to try and help marketers. helpful to keep your goals focused on the audience you want to serve. helping people tell amazing stories instead of polluting the web with me- diocrity, and in the power of ditching intrusive advertising in favor of great. But while freelance resources can be a great help, it’s. Introduction 3 II.
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
The third man was asked: "What are you doing?" He answered: "I am helping to build a great cathedral.". There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." The second man was asked: "What are you working for?" He answered: "Five dollars a day." My question is, which are you?
The sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
She wasn’t making quota and needed help. The next day we started working on the problems to help her out. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem.
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Without an authentic relationship, the task of helping your customer understand your unique differentiable value becomes much more challenging. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. Relationships matter.
"New Sales. Simplified." A Must-Read!
MARCH 17, 2015
The fact that we agree on many things helps, I guess. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: Great! Mike’s style is no-nonsense. My friend S.
Advocate Marketing Creates B2B Relationships That Lasts A Lifetime
Relationships That Last A Lifetime Focus On People, Not Companies, To Increase Advocate Engagement by Laura Ramos September 28, 2015 FoR B2B MaRketing PRoFeSSionaLS FORREsTER.COM key takeaways Customer Testimony Helps B2B Attract. help sales close deals, and B2B buyers prefer to. about your firm — and helping them spread the word about you “advocate marketing,” which we. enjoy?”
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
If we can help marketing managers learn how to ‘follow the money,’ most will do it because we normally do those things that are in our own best interest. The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Generate Demand. Duboff.
Lead Nurturing: Triple Your Marketing Return
JUNE 2, 2016
Hence the growing popularity of Account-Based Marketing—the marketing approach that treats each account uniquely, addressing specific needs with specific information in a consultative way to help prospects progress toward the right solution for them. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. True Nurture Opportunities. No Response. See more …”.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. The sales executive must be more interested in helping the prospect find the right solution for their situation—not just pushing their offer. Following the prayer, the quarterback threw a quick pass over the middle to score. Period.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
The problem with the current predictive analytics lead scoring solutions is that they can help marketers target "like companies" to their existing clients; however, they don't do much to help with going into new markets to identify the white space. We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. Part 1.
Study: How Much of Your Content Marketing Is Effective?
on non-audience-relevant sites in the hope of getting more con- tent out there and the vain hope of helping our SEO.” can open access to the necessary analytic tools and resources, and the right analytics help content marketers devote their time. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective?
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
FEBRUARY 24, 2016
hope at least one of these tips helps you fix something that is broken in your company. Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). It doesn’t have to be that way.
5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
APRIL 17, 2014
And they want to learn more about how you can help grow their businesses. We need their help more today than ever … just not with qualifying leads.". In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The three major symptoms of inbounditis are: 1.
7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life
JANUARY 22, 2015
He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. Todd Schnick is a stellar individual. Live the Intrepid Life is well worth your read simply because it is in and of itself a very good book. We all have shortcomings. Most, if not all, people have areas where they lack confidence.
PowerViews with Joanne Black: No Such Thing As “Warm Calling”
MARCH 11, 2014
This, of course, shortens the sales process and helps you stand out from the competition. She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. You’re either cold or you’re hot—lukewarm doesn’t cut it. The best part?
Content Marketing 2016: Staffing, Measurement, and Effectiveness
Would spending more money help? tools can help companies maximize their efficiency. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. But brands.
5 Keys to Becoming a Sales First Company
JULY 15, 2014
Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. By Chris Tratar, vice president of product marketing, SAVO. know what you are thinking.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
JUNE 2, 2015
There are certain responsibilities specific to the client that can help make their program a success. Too often I see managers who are excruciatingly detailed when it comes to checking references and reaching an agreement, but then they go dark, showing up here and there doing the bare minimum to help develop the best program possible. The result? The $5 plant gets a $1 hole. Costs.
Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
APRIL 10, 2014
Likewise, at the end of the day, he is winding down and preparing to relax and therefore may be more receptive to a call that could help him with tomorrow’s work. Reconsidering the times you make your sales calls and really knowing and understanding your client’s industry and needs can contribute to helping you close more sales. Why Cold Calling Still Works. Cold Call Timing.
The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What
AUGUST 18, 2015
The truth of the matter is the majority of B2B companies today need help streamlining and optimizing their lead-to-revenue process to hit the marketing and sales goals. In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Added an SDR team.
B2B Marketing Trends for 2016
While their ideas vary, they could be summarized as: • Produce better content by making it more focused on the needs of a specific group. • Be more human—write for people, not segments or search engines. • Use frameworks like ABM and ICE to help with these efforts. With marketing now responsible for helping to nurture and. B2B marketers will see how sales people can help.
How to Turn Sales Leads into Revenue, Not Just Work
FEBRUARY 16, 2016
Eventually, the pain point will be an opportunity to transition into a discussion around how you can help alleviate those challenges. If you can present a reasonable, achievable, and helpful solution to assist that prospect to increase their revenue or decrease their spending, you’ll bet they will be listening. Find the Pain. For example, companies always want to make more money.
The Key to Filling in Your Revenue Gap
FEBRUARY 26, 2016
Inbound Helps Fill Your Revenue Gap, But How Much? The data is out there to help you recognize the right marketing mix for your business. Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. The Key: An “Allbound” Marketing Approach.
How to Diagnose if Inbounditis is Killing Your Sales Pipeline
JANUARY 14, 2014
PowerMinute™ is a series of 1 minute videos produced to give you helpful tips to energize your lead generation results. A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick. How can you cure inbounditis?
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
MAY 7, 2015
Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This is part two of a two-part blog. Click here to catch up on part one. ). Voice nurturing! Emails often get lost.
Evangelizing a Content Marketing Program
how content marketing helps generate. strengths, and where do you need outside help? “ The entire ecosysystem is competing. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. Introduction 4 II. Why This Guide 6 III. Marriott, then 76.
PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact
JULY 9, 2013
In her work she''s found so many companies with interesting solutions that she couldn’t find flaw in, that she decided to work with what people are using if it is generally moving them forward, and help them tweak their results and make improvements to some very basic things she feels many sales leaders and company leaders are overlooking. Lori''s Motto - Make Small Daily Improvements.