LEADERSHIP | TUESDAY, JULY 29, 2014
[Lead, Sales] CMO Spotlight: Blair Christie, SVP and CMO, Cisco
What caught my interest and attention is Blair’s perspective on “ the intelligent connection of people, processes, data and things” Christie leads Cisco’s rebranding campaign on the “Internet of Everything” (IoE). 'Next up in our series on inspiring CMOs from around the world is Blair Christie, SVP and CMO of Cisco. trillion.
VERTICAL RESPONSE | TUESDAY, JULY 29, 2014
[Lead, Sales] 6 Tips to Creating an Ideal Landing Page
” How you set up or structure your landing page will be largely directed by what you want it to accomplish, such as new subscribers, to sales, and everything in between. Now you need to lead them down a path with your purpose in mind. Follow these tips and best practices the create the ideal landing page for your business.
VIDYARD | TUESDAY, JULY 29, 2014
[Lead, Sales] Creating an RFP for Marketing Automation? Don’t Forget to Include Video Tracking
There are many RFP templates available to help procure the right Marketing Automation Platform (MAP) for your needs, however, most of these templates are missing a key ingredient – the ability to track video viewing history per site visitor and use this engagement data for enhanced lead scoring and nurturing. How to get started.
VIEWPOINT | TUESDAY, JULY 29, 2014
[Lead, Sales] He said, “One of us is wrong, and it surely isn’t me!”
'The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads.
FATHOM | MONDAY, JULY 28, 2014
[Lead, Sales] Laws of Marketing Power: Enter Action with Boldness
” In inventing surprisingly good content, messaging or approaches, a marketer can become a magician, turning users into leads, leads into customers and customers into loyalists. Conversion Optimization & Usability Sales & Marketing Alignment 48 laws of power ” Bold jumping spider. The principle?
VOICE-BASED MARKETING | MONDAY, JULY 28, 2014
[Lead, Sales] 6 Habits of Highly Effective Salespeople
'Most companies have that one sales rep who just can’t lose. Deal after deal gets closed and the rest of the sales force is left scratching their heads, wondering how they can get a hold of some of that star power. They Set Objectives for Every Sales Call. Rock star sales reps know and use those tools whenever possible.
B2B MARKETING INSIDER | MONDAY, JULY 28, 2014
[Lead, Sales] 9 Keys To Brand Publishing Success
And millennials have shown to completely ignore them, digital banner ad sales were up last year by more than 10%. Leading brands are looking to “ shout louder than they spend ” as GE’s Beth Comstock has explained in their move to an integrated digital approach. “The audience has spoken. They want stories.”
THE FORWARD OBSERVER | MONDAY, JULY 28, 2014
[Lead, Sales] The Inbound Marketing Methodology Explained [VIDEO]
The inbound marketing methodology is about helping brands attract, convert, close and delight visitors, leads and customers through a variety of channels like social media, blogging, SEO and email. If you’re frustrated with how traditional marketing just doesn''t generate the sales leads it once did , you’re not alone. Attract.
MARKETING ACTION | MONDAY, JULY 28, 2014
[Lead, Sales] Got CRM? Why You Need Marketing Automation Too
'A few decades ago, when I was a green B2B inside sales rep, we kept customer histories by hand on 3×5 cards and kept them in a “tickle” file organized by date. CRM changed sales… All this changed when we got an early version of a CRM system. My sales did go up (and so did the other reps’). It was more efficient.
E-QUIP | SUNDAY, JULY 27, 2014
[Lead, Sales] 5 Essentials for Recruiting Success
With clients, you identify who you''d like to work for and actively pursue them through a sales process. This is particularly true for those who have a demonstrated ability to bring work in the door and who are dynamic leaders (where their impact is multiplied among those they lead). Define your value proposition. Tough question?
THE POINT | FRIDAY, JULY 25, 2014
[Lead, Sales] Email Campaign Gets an “A” on Design, “F” on Offer
From a lead generation perspective, however, the campaign is a hot mess. Here is a content offer that purports (on the surface) to offer an honest evaluation of code vulnerability, but is in effect an invitation to a sales pitch. And indeed, it is all those things. Here’s why: First and foremost, the offer is devoid of value.
MARKETING ACTION | FRIDAY, JULY 25, 2014
[Lead, Sales] Sales and Marketing Alignment: the Essentials
'It’s a legendary conundrum: Sales and marketing cooperation is hampered by a lack of communication and agreement. The first step to fostering cooperation is for sales and marketing to agree to sit down and speak with each other. Whatever the case may be, sales and marketing need to agree on that focus, with a mutual understanding.
CRIMSON MARKETING | THURSDAY, JULY 24, 2014
[Lead, Sales] From Demand Generation to Revenue Generation: How to Become a Revenue-Driven Marketer [Infographic]
That means coming to the table with a revenue marketing forecast and aligning tightly with sales to ensure the revenue goal is met. Based on that target, you can set performance goals for the demand waterfall including the number of visitors, leads, opportunities, and closed deals you need to make your revenue quota. .
EARNEST ABOUT B2B | THURSDAY, JULY 24, 2014
[Lead, Sales] The smarter way to collect content
The information of those who have collected the content on the day can then be passed to your lead hungry sales team. 'Sharing content at events was stuck in the past. Not anymore. While the rest of the world has been basking in the most glorious of summers we have been locked away in a dark room working on something very exciting.
HUBSPOT | THURSDAY, JULY 24, 2014
[Lead, Sales] 25 Must-Tweet Inspirational Quotes From Inbound Experts
Increased social traffic, social engagement, and higher quality leads.” 19) "Start with the soul and end with the sale. Marcus Sheridan, Founder of The Sales Lion. Dan Tyre, Sales Director, HubSpot. 'When do you feel most inspired? Lots of people feel most inspired at events. 1) “So the pie isn''t perfect?
SOCIAL MEDIA B2B | THURSDAY, JULY 24, 2014
[Lead, Sales] Do B2B Companies Really Need to Be on Facebook?
Increasing sales is a business goal. Increasing the number of leads from online sources, especially social media, is a way to track success against that goal. “We just posted this really fun picture of the sales team on our Facebook Page. Step 1: Twitter. Step 2: Facebook. Step 3: LinkedIn. Are your customers on Facebook?
MARKETING ACTION | THURSDAY, JULY 24, 2014
[Lead, Sales] The Modern Marketing Agency Pitch
Include compelling industry stats that resonate, and screenshots of reports that demonstrate key results, such as clickthroughs, increases in the delivery and quantity of sales-qualified leads, and sales conversions. 'Back when I worked at a marketing agency, assembling a client pitch was like putting on a really big show.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 23, 2014
[Lead, Sales] Sales and Marketing Alignment Equals More Revenue
'AG Salesworks is pleased to present you with a guest blog post from Brian Serino , SVP of Sales and Business Development at NetProspex. We’re all familiar with the deep-rooted battle between sales and marketing. It’s no secret that your inside sales team will close more deals when funneled high quality leads.
WRITTENT | WEDNESDAY, JULY 23, 2014
[Lead, Sales] 9 Pillars for a Killer Content Marketing Strategy
Would you like to generate more leads, sales, and business? 'Image source. Want to improve conversions and effectively establish your brand? Two words: content marketing. Maybe these stats will help convince you…. 80% of American Internet users interact with blogs and social media. 90% of consumers find custom content useful.
TRADESMEN INSIGHTS | WEDNESDAY, JULY 23, 2014
[Lead, Sales] B-to-B Marketers: Are You Utilizing SlideShare?
My position is that between sales, marketing and the C suite, there are plenty of Power Points already existing that highlight and focus on issues that help differentiate you and help set you up as an industry exp ert. You may be surprised what kind of views and leads you may get. New products with features and benefits.
NUSPARK | WEDNESDAY, JULY 23, 2014
[Lead, Sales] The benefits of outsourcing telemarketing as part of your demand gen program
'A Demand gen or Demand Generation program is composed of all activities and tasks that help to create, from regular leads, an awareness, acceptance and desire for your product or services. In lead generation terms, telemarketing is the reaching out, on a personal level, with a real live operator.
B2B MARKETING UNPLUGGED | WEDNESDAY, JULY 23, 2014
[Lead, Sales] Your Customers Want to Talk to You
Sales Person: We don’t want to talk to customers. Sales Person: We don’t want to talk to job-seekers. Sales, Customer Service, Human Resources and Operations People (together): But we don’t want to talk to customers. Yes, they will do end-runs to sales, HR, media relations and finance. So I’m going to visit the website.
MARKETING ACTION | WEDNESDAY, JULY 23, 2014
[Lead, Sales] Customer Lifecycle Marketing: Reporting, Part 2
These are typically the stages that garner the most attention, as lead generation remains the most pressing concern at the typical company. In Part 2, we cover the stages of nurturing, converting to a sales-qualified lead, and post-sale retention and expansion, each of which contributes significantly to both costs and revenue.
VIDYARD | WEDNESDAY, JULY 23, 2014
[Lead, Sales] 3 Questions You Can Ask to Become a Data-Driven Video Marketer
For example, you could aim to: Collect X amount of leads with your videos. Use calls to action to direct viewers in a linear path across your sales offerings to improve sales enablement. The total amount of your video content leads consume: How many videos do individual leads watch in a day? My advice? month?
FATHOM | TUESDAY, JULY 22, 2014
[Lead, Sales] Guide Campaigns in Assisted Living Marketing: A Case Study
In this case study from a major national player in the assisted living industry, you’ll see just how powerful a senior living guide can be in attracting new leads, educating potential residents, and stewarding leads into move-ins. 'Can a Guide Campaign jump-start your senior living company’s digital marketing efforts?
CRIMSON MARKETING | TUESDAY, JULY 22, 2014
[Lead, Sales] Mick Hollison, InsideSales.com CMO: How To Accelerate Sales Using Marketing Analytics [Podcast]
This is the basic philosophy of sales acceleration platform InsideSales.com in a world where the marketing and sales ends of the customer acquisition funnel are looking more and more alike. Getting up to Speed: What can CMOs of B2B companies learn from B2C companies about sales and retention? LOT, it turns out.
VIRALLY BLOG | TUESDAY, JULY 22, 2014
[Lead, Sales] ROI for content marketing
So as a modern marketer sometimes a lot of what we do does not directly lead to sales per action we take. Virally can also help bridge the gap between sales and marketing by giving you an insight into who your audience is. This is why lots of business owners struggle with social media and content marketing. Events
LEADERSHIP | TUESDAY, JULY 22, 2014
[Lead, Sales] “Break the Ice” with B2B Lead Generation Programs that Work
was sharing with Ben the unique advantages of the 360° view provided by a transformational B2B lead generation program. The reason he gave me was that they already had a lead generation software in which they have invested a significant amount of money and time, hence, change was not possible. would definitely be stumped!
SALES PROSPECTING PERSPECTIVES | TUESDAY, JULY 22, 2014
[Lead, Sales] 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting
'The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. Many generalists only see a 20-30% conversion rate to next steps in the sales process. How exactly will leads be qualified andtransferred?
BLUE FOCUS MARKETING | MONDAY, JULY 21, 2014
[Lead, Sales] #TEDx: The @SocialEmployee: How Authenticity & Trust Generate #SocialSelling #SocBiz #Salesforce
The sales pitch is even less effective on social media than it is through traditional channels (and it’s not very successful there, either). This raises the inevitable question: If you can’t hard-sell your prospects, how do you generate sales? But trust is built on authenticity—and this is something that cannot be faked.
VIDYARD | MONDAY, JULY 21, 2014
[Lead, Sales] Vidyard Adds Salesforce Pardot Support to Industry-Leading Video Marketing Platform
'Vidyard, a global leader in video marketing solutions, today announced a new integration that enables Salesforce Pardot customers to identify online video viewers and track their viewing histories as part of lead scoring, qualification and automated nurture programs. Press Releases
VIDYARD | MONDAY, JULY 21, 2014
[Lead, Sales] Video Marketing Pioneer Vidyard Appoints New Chief Marketing Officer
'Vidyard, the world’s leading video marketing platform, today announced the hire of Tyler Lessard as their new Chief Marketing Officer to help the company extend its market leadership and sales momentum. Since the company’s founding in 2010, it has raised more than $8.5 The company reported 1800% revenue growth in 2013.
VIDYARD | MONDAY, JULY 21, 2014
[Lead, Sales] Vidyard Launches Video App on Salesforce.com’s AppExchange, the World’s Leading Business Apps Marketplace
Adding a video layer to the Salesforce experience, Vidyard gives organizations a simple interface to upload and share videos with internal teams, contacts and leads. Individual viewing history can be tracked right within Salesforce, making targeted sales conversations easier than ever. Now we’ve enabled the sales organization.
VIDYARD | MONDAY, JULY 21, 2014
[Lead, Sales] Vidyard Integrates With Marketo to Fill Huge Demand for Video Marketing ROI
'Vidyard, the world’s leading video marketing platform, today announced its integration with marketing software provider Marketo, allowing businesses to drive and optimize the ROI of their video content. Users can also track which individual videos or webinars each customer lead watched, and for how long. Press Releases
HUBSPOT | MONDAY, JULY 21, 2014
[Lead, Sales] A 3-Step Framework for Leading a World-Class Marketing Team
These metrics must be cross-functional to support product launches, sales pushes, and core revenue initiatives. Alicianne Rand , VP of Marketing at NewsCred , explains how these teams can work better together: “The only way for marketing and sales to build better alignment is for the two teams to work towards one goal: revenue.
HUBSPOT | MONDAY, JULY 21, 2014
[Lead, Sales] 10 Things Every Email Marketer Can Relate To
Marketing automation is a technique that uses software to automate your marketing, helping you communicate and engage with leads and customers in a scalable way. Lead nurturing workflows , which help move leads down the marketing funnel in a scalable way. 'Sometimes, it can be rough to be an email marketer. source: [link].
SALES PROSPECTING PERSPECTIVES | MONDAY, JULY 21, 2014
[Lead, Sales] 3 Tips for Inside Sales Reps to Stay Motivated During Summer Months
July is the ideal time for inside sales reps to regain their focus so they can follow up the quarter with great results. But with beautiful summer weather and vacations planned for the not-so-distant future, it can be difficult for an inside sales rep to remain fully focused and motivated. 'It''s halfway through July! Know Your Goals.
VOICE-BASED MARKETING | MONDAY, JULY 21, 2014
[Lead, Sales] 5 Reasons SMBs Should Be Tracking Marketing Spend
Tools as simple as unique trackable phone numbers on all advertising efforts can ensure that you are able to tell which leads are being driven from where. It’s a simple way to track ad effectiveness, enabling you to allocate funds from underperforming marketing initiatives to those that are actually generating leads.
BIZNOLOGY | MONDAY, JULY 21, 2014
[Lead, Sales] 12 experts define Key Performance Indicators (KPIs)
Will you: Shorten the sales cycle by half. Generate 50% more leads. For example, if you wanted to shorten the sales cycle by half, you could measure: Keyword search for the term(s) that describe the need your brand meets. Sales (if products are sold on your site). The role KPI’s play is much bigger and more important.
VERTICAL RESPONSE | MONDAY, JULY 21, 2014
[Lead, Sales] Listen Up: 9 Amusing, Info-Packed Business Podcasts You Should Hear
Harvard Business News hosts a weekly podcast with analysis and advice from the leading minds in management. Some are available free of charge, but a premium (paid) membership includes access to all 1,028 interviews as well as 138 courses designed to help you in various aspects of marketing, sales, copywriting and more. Back to Work.
MODERN B2B MARKETING | MONDAY, JULY 21, 2014
[Lead, Sales] 5 Reasons to Invest in Interactive Content
Reason #5: Accelerated Sales Cycle. When you can’t measure and quantify the consumption of your content, it’s challenging for both Marketing and Sales to decipher clues on the sales readiness of prospects. The conventional mechanism for qualifying leads is to ask lots of questions on the registration form (e.g.
THE FORWARD OBSERVER | MONDAY, JULY 21, 2014
[Lead, Sales] How To Link Inbound Marketing With Trade Show Success
The inbound marketing methodology is about helping brands attract, convert, close and delight visitors, leads and customers through a variety of channels like social media, blogging, SEO and email. For many companies, trade shows have played an important role in reaching their marketing and sales objectives. They sure can.
MARKETING ACTION | MONDAY, JULY 21, 2014
[Lead, Sales] 5 Habits of Superstar Marketers
Considering the availability of analytics tools and marketing automation software, tracking digital campaigns is relatively simple; however, you should also ensure that all sales and leads generated from offline initiatives are tagged in your marketing automation platform or your CRM. They’re put on important multifunctional teams.
THE POINT | FRIDAY, JULY 18, 2014
[Lead, Sales] Forrester thinks Content Marketing Isn’t Working – They’re Half Right
And more still, I would guess, probably feel that their content campaigns are “working” (generating response, engagement, sales leads) but perhaps aren’t yet convinced of bottom line value. This type of “let us convince you how great our product is” content is a legacy of old-school, sales-driven marketing. In her interview, Ms.
HUBSPOT | FRIDAY, JULY 18, 2014
[Lead, Sales] The Fallacy of the Lazy Millennial
'This post originally appeared on the Sales blog. To read more content like this, subscribe to Sales. In fact, we might argue that when hiring for your next role, especially in a sales or marketing capacity, you put the rumors to rest and hire a millennial to get sh*t done. They also might drink craft beer. Positive attitude.
BIZNOLOGY | FRIDAY, JULY 18, 2014
[Lead, Sales] How do I track the source of phone calls?
'I recently was working with a B2B company that does no tracking of how its digital marketing leads to offline sales. Because the great majority of its orders are phoned in, it would seem to be obvious that they want to employ some form of call tracking. But they don’t. When I asked about it, they turned on their thinking caps.
VIDYARD | FRIDAY, JULY 18, 2014
[Lead, Sales] How to Transform Email Subscribers Into Qualified Leads With Video
In terms of its effectiveness, these recent statistics demonstrate that video can have a dramatic impact on your email conversion rates and lead generation. Subscriber to lead conversion rates can increase 51% when video is included in an email marketing campaign. How to use video emails to create qualified leads.
IT'S ALL ABOUT REVENUE | THURSDAY, JULY 17, 2014
[Lead, Sales] 4 Tips For Data-Driven Glory: Insights From Interact 2014
When Josh Gerads first introduced MetLife’s lead-nurture program for auto insurance, he measured success in open rates and click-through rates. These values meant little to the insurance giant’s senior leadership, who wanted to understand email’s impact on sales. Combine data streams. ” 2. Marketing Efficiency
HUBSPOT | THURSDAY, JULY 17, 2014
[Lead, Sales] How to Decrease Your Website's Bounce Rate [Infographic]
And to inbound marketers whose primary goal is to attract and convert website visitors into highly qualified leads for their sales teams, a high bounce rate is obviously some pretty scary stuff. Lead Generation: 30-50%. 'How sticky is your website? Are your visitors hanging around, or are they bouncing right off the page?
B2B MARKETING MENTOR | THURSDAY, JULY 17, 2014
[Lead, Sales] Survey: How to Get the Most Out of Brand Advocates
And as expert Craig Rosenberg told us, referrals and testimonials are among the best asks you can make of advocates , because they generate quality leads and build trust. These programs are usually run out of the sales department, he explains, and building their numbers often “comes down to an end-of-quarter scramble.”. Conclusion.
HUBSPOT | THURSDAY, JULY 17, 2014
[Lead, Sales] 6 Smart Strategies for Segmenting Your Dynamic CTAs
Try thinking about the different stages in your sales cycle. For example, if a visitor downloaded our introductory ebook about using Twitter for business , knowing they have an interest in Twitter, we could choose to show them a CTA for our intermediate-level ebook about how to use Twitter to generate leads. Not hip to the difference?
VIDYARD | THURSDAY, JULY 17, 2014
[Lead, Sales] How to Maximize Your Webinar Effectiveness With Proven Best Practices
On top of that, you’re able to collect lead data from the minute people register! Purely building a lead database may involve partnering with a high-profile speaker to increase the signup rate. Over 700 qualified new leads and 16 new opportunities in the pipeline. 'Who doesn’t love a good webinar? Our result? Maybe.
VERTICAL RESPONSE | THURSDAY, JULY 17, 2014
[Lead, Sales] How to Build Your Email List [GUIDE]
Purchasing a list can feel invasive to those you email, and therefore often leads to a very high number of complaints, bounced addresses and unsubscribes. Readers can easily feel bombarded if too many sales pitches are sent their way. Leverage online sales. Got a mailing list for snail mail? Collect email addresses offline.
SALES PROSPECTING PERSPECTIVES | THURSDAY, JULY 17, 2014
[Lead, Sales] Join Us for Our First Twitter Chat, #ProspectingChat, Today!
We share insights and posts from many sales and marketing thought leaders and tweet sales prospecting best practices every day. ProspectingChat will focus on issues that sales, marketing, IT and tech leaders want to discuss. What is the impact lead nurturing can have in a B2B organization? Each chat lasts 45 minutes long.
MODERN B2B MARKETING | THURSDAY, JULY 17, 2014
[Lead, Sales] How to Double Your Marketing Team…WITHOUT New Hires
To give you a little background, I’d previously been working in sales, where I’d learned the importance of developing a relationship with your audience through educational, entertaining materials, rather than immediately delivering a hard sale. Updating leads from events, webinars, and external systems was a huge pain point.
HUBSPOT | THURSDAY, JULY 17, 2014
[Lead, Sales] Are These the Smartest Marketing Campaigns of the Past Year?
It “beat sales targets and generated a 359% ROI” reported Warc. This lead to “3.373 million enquiries to NRMA Car Insurance in the first 8 months following its launch, at an ROI of 129%.” 'This post originally appeared on The Agency Post. To read more content like this, subscribe to The Agency Post. Brand: Oreo.
SOCIAL MEDIA B2B | THURSDAY, JULY 17, 2014
[Lead, Sales] B2B Sales Teams Can Use Content Marketing to Generate Leads
'My friend Tom Skotidas and I talked about what can finally bridge the gap between sales and marketing. He is the founder of Skotidas , Asia Pacific’s leader in B2B Social Media Lead Generation. We have been talking about the intersection of sales and content marketing for B2B companies. Photo credit: Flickr. Marketing
MARKETING ACTION | THURSDAY, JULY 17, 2014
[Lead, Sales] Customer Lifecycle Marketing: Reporting, Part 1
'In regards to analytics and reporting, B2B marketers tend to focus on early-funnel leads and their conversion. That’s practical; generating enough qualified leads remains the #1 concern for many marketers and their organizations. Leads by source : The lead source has a direct implication on the conversion potential of a lead.
THE FORWARD OBSERVER | WEDNESDAY, JULY 16, 2014
[Lead, Sales] Inbound Marketing Takes Time: How Should You Be Using Yours?
Kick back and wait for the leads to come rolling in? You have lots of preparation to do beforehand like setting goals, researching buyer personas, doing keyword research, setting up your site with calls-to-action and landing pages , writing blog articles and premium content , setting up lead nurturing sequences , and so on. Sadly, no.
VOICE-BASED MARKETING | WEDNESDAY, JULY 16, 2014
[Lead, Sales] How Your Employees Can Make or Break Your Business
Sales and Marketing: Passion, Knowledge, and Dedication. The way your sales team handles leads and prospects contributes to the image of your business as well. And we don’t just mean management and team leads. An all-star sales rep can drag an entire team down when he has a bad attitude. Are they sincere? General
VIDYARD | WEDNESDAY, JULY 16, 2014
[Lead, Sales] Vidyard Launches Integration With Pardot: Feed Your Video Viewing Data Directly Into Contact Records!
While you might be using marketing automation to track prospects’ interaction with text-based assets on your website, you’re likely not leveraging video engagement data inside leads’ contact records. Score leads with greater accuracy. Feeding data into your MAP also helps you to score leads with greater accuracy. Take a look!
IT'S ALL ABOUT REVENUE | TUESDAY, JULY 15, 2014
[Lead, Sales] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
And because of the changes in customer buying patterns, marketing programs, not sales efforts, now impact at least two-thirds of the buying process. Stay tuned to the blog for more conference insights, including best modern marketing practices, as well as information aboutour Summer Release for our leading Oracle Marketing Cloud solutions.
BLUE FOCUS MARKETING | TUESDAY, JULY 15, 2014
[Lead, Sales] The Rise of the @SocialEmployee: How to Generate Word of Mouth #TEDx #SocBiz #SHRM
While this may seem like a frightening prospect to some, I argue that it’s a win/win for both employee and employer: For companies, empowering social employees enables them to (a) become more authentic in their branding efforts, (b) retain high-value employees, and (c) increase leads and sales by meeting prospects at their preferred touch points.
3D2B | TUESDAY, JULY 15, 2014
[Lead, Sales] How to Create a Good First Impression on a B2B Phone Call
And if you’re trying to create B2B sales opportunities, you want the first impression you make on a phone sales call to be pleasant, professional and engaging so that your contact is happy to converse with you and you’re able to accomplish your goals. First impressions are powerful. Research. Craft Your Opening Statement. It’s simple.
HUBSPOT | TUESDAY, JULY 15, 2014
[Lead, Sales] 9 Awful Ways We Push Customers Away
Your customer Patty checks her email inbox and finds an email from AtoZJeans.com that tells her about a sale on patterned skinny jeans that she’s had her eye on for the longest time. Leading brick and mortar retailers like Macy’s and Harrods are known to spend small fortunes on window dressing their stores. 'Picture this.
WRITTENT | TUESDAY, JULY 15, 2014
[Lead, Sales] 6 Principles of Persuasion for an Amazing Copy
Today’s brightest brands have mastered the art of providing something of value to their customers, in exchange for a lead conversion. Sales masters know how to get customers to commit early in the process. Maybe not to a sale, but to a test drive or a free demo. 'What’s the best marketing you’ve ever encountered? campaign.
ANNUITAS | TUESDAY, JULY 15, 2014
[Lead, Sales] Marketing & Sales Misalignment…the Impact
'It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. Leads” are rejected. Content is ineffective. It doesn’t.
MODERN B2B MARKETING | TUESDAY, JULY 15, 2014
[Lead, Sales] [Report] What Does Demand Generation Mean to You?
But regardless of what else your marketing strategy needs to accomplish, demand generation (the process of generating promising buyers for the sales team) probably tops the list. Nearly 80% of respondents answered “Yes” when asked whether they wanted to build closer alignment with sales. In short, we take it pretty seriously!
LEADERSHIP | TUESDAY, JULY 15, 2014
[Lead, Sales] 10 Ways to Empower Channel Partners and Drive Sales Growth
By doing so, you will help your channel partners: Follow up more effectively and efficiently on qualified leads. Ensure sound lead nurturing processes. Set the right parameters and use realistic metrics for monitoring and measurement of lead generation activities. 10 Essential Steps to Boost Sales Through Channel Partners.
MODERN B2B MARKETING | MONDAY, JULY 14, 2014
[Lead, Sales] The 3-Step Guide to Better Blogging
It also affects your company’s bottom line – according to InsideView, companies with an active blog generate 67% more sales leads per month. 'Author: Maggie Jones Having a blog for your business used to be a “nice to have”– great if you needed a project for your summer intern, or a centralized location for SEO-boosting content.
VOICE-BASED MARKETING | MONDAY, JULY 14, 2014
[Lead, Sales] How Realtors Are Using Call Routing and Drip Call Campaigns to Close More Sales
Real estate leads, depending on the level of customer service, can quickly turn into a financial windfall or, just as fast, completely disappear. Intelligent call routing can lead and filter each caller based on their unique needs so the best resources are made available to them from the start. Voice Broadcasting.
SALES PROSPECTING PERSPECTIVES | MONDAY, JULY 14, 2014
[Lead, Sales] 3 Key Metrics to Track When Managing Your Inside Sales Team
recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. So what metrics should you track to ensure your inside sales reps are focusing on quality, not quantity? Lead Rate.
SALES CHALLENGER | MONDAY, JULY 14, 2014
[Lead, Sales] 5 Principles to Managing CRM Data Quality
'In response to increasing sales complexity, many organizations are “doubling down” on CRM to drive rep productivity, generate better insight, and improve customer experience. Data custodians also ensured that the CRM data for lead generation and sales activities was complete and fully updated as per established data quality standards.
YOUR SALES MANAGEMENT GURU | MONDAY, JULY 14, 2014
[Lead, Sales] 2014-15: Thought Leadership
Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Ken’s latest book is “Leading High Performance Sales Teams”. About the Author.
MARKETING ACTION | MONDAY, JULY 14, 2014
[Lead, Sales] An Act-On Conversation: Aaron Bolshaw Talks Automated Email Programs … and Why They’re Awesome
What that says to me, then, is that you can use automated programs to identify where leads are in the sales funnel, yes? And you can do it based on all kinds of things like, say, a lead score. You can decide that, for example, anyone with a lead score less than 20 is in the top of the funnel. 'Pure gold. AARON: Yup.
IT'S ALL ABOUT REVENUE | MONDAY, JULY 14, 2014
[Lead, Sales] The Global State of the Mobile App and Push Notification Markets
Direct sales. You may be offering an app for sale whereby the push notifications become part of the selling point of the app itself. You may not be selling in-app purchases, but you are leading the consumer down a path to purchase. The first topic was the global state of the mobile app & push notification markets. Ecommerce.
B2B LEAD GENERATION BLOG | MONDAY, JULY 14, 2014
[Lead, Sales] Lead Nurturing: Why good call scripts are built on storytelling
In this B2B Lead Roundtable Blog post, we’ll break down a call script used for voicemails from a lead nurturing experiment to better understand how positioning your “ask” at the right time can aid your lead nurturing efforts. Lead Generation: The power of copy [More from the blogs]. The company identifier.
WRITTENT | FRIDAY, JULY 11, 2014
[Lead, Sales] 9 Content Metrics to Keep an Eye On
Sales. Furthermore, once your business has enough customers to figure out an average order value, you can even find out how much money you are generating from each piece of content by multiplying the number of sales by the average order value. In Google’s eyes, that’s a good thing, which leads to a ranking increase.
HUBSPOT | FRIDAY, JULY 11, 2014
[Lead, Sales] Your Ultimate To-Do List for Your First 100 Days as an Inbound Marketer
While it''s great you have more product, if no one is going to take them for sale, why bother? Calls-to-action (CTAs) are the keys to lead generation, and every inbound marketer should be able to design and create their own without relying on our busy designer friends. 'So, you''ve decided to become an inbound marketer. Woohoo! Timely.
ANNUITAS | THURSDAY, JULY 10, 2014
[Lead, Sales] BANT for Lead Qualification Just Won’t Work
'About two years ago I wrote a blog post on Why BANT No longer applies for B2B Lead Qualification. Given the environment in which we live as B2B Marketers, BANT (Budget, Authority, Need and Timeframe) is not a trustworthy indicator of the qualification status of the leads. BANT is not Aligned to a Buying Process. It doesn’t.
VIRALLY BLOG | THURSDAY, JULY 10, 2014
[Lead, Sales] What is a lead really?
'I struggle with the term lead. Its value is very much dependent on a number of factors.But what exactly is a lead? Is a lead someone who has expressed an interest in your company or product? The point is they are desperate for every crumb of a possible lead and will attempt to sell to them. Maybe? Where to start? Event
SALES INTELLIGENCE VIEW | THURSDAY, JULY 10, 2014
[Lead, Sales] It’s Not BBQ This Time – Food for Thought from Austin, Texas (Courtesy of Marketo Roadshow)
'No matter what vertical you’re in, it seems like everyone in sales and marketing is talking about beating out the “noise.” Conferences Marketing Marketing Intelligence Software Tools Technology b2b marketing Inbound Marketing insideview lead generation marketo marketo nation jumpstart tour Marketo is talking about it too.
MARKETING ACTION | THURSDAY, JULY 10, 2014
[Lead, Sales] Marketing Agency Leaders Discuss: The New Agency Model for Success
Meanwhile, marketers are busy sifting through massive volumes of data to gain insights about their audiences; lead generation has become a science; and budgets are shrinking while competition gets more intense. We need to follow the breadcrumbs, or in this case, the links, from the first touch to the final sale.”. Agency
SOCIAL MEDIA B2B | THURSDAY, JULY 10, 2014
[Lead, Sales] 9 B2B Marketing Lessons from Judging Online Campaigns
Sure, but how does it relate to growing sales or improving the customer experience? Maybe you achieved a big bump in sales that you weren’t counting on. Your boss might be happy with the extra sales, but if you don’t know how to make them happen again, they are not one of the success points of the campaign. Relevant.
CRIMSON MARKETING | WEDNESDAY, JULY 9, 2014
[Lead, Sales] Katy Keim, Lithium’s CMO: How to Create Brand Advocates from Your Social Media Strategy [Podcast]
The SaaS based Lithium social customer experience platform enables brands to build and engage vibrant customer communities to drive sales, reduce service costs, accelerate innovation and grow brand advocacy. At Advocate Appeal: There are three distinct psychological factors that motivate customer community members to contribute.
WRITTENT | WEDNESDAY, JULY 9, 2014
[Lead, Sales] 7 Steps to Writing a Copy That Sells
Writing effective sales copy is like holding the reader’s hand and leading them gently and firmly to the solution to their problem. Whether speaking to your established readers or luring a new audience of potential customers, you can’t write persuasive sales copy without knowing who your target audience is. 'Image source.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 9, 2014
[Lead, Sales] 8 Tips for Improving Open Rates for B2B Sales and Marketing Emails
In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in. Sales Emails vs. Marketing Emails. Sales emails are direct communications between the sales team and prospects. marketing?”)
TRADESMEN INSIGHTS | WEDNESDAY, JULY 9, 2014
[Lead, Sales] Are Your Sales and Marketing Departments on the Same Page?
'Sales and marketing must work together to define the ideal client and determine how and what to get in front of them. This is an issue that continues to frustrate marketers and sales across the board. Here are some highlights of shared responsibilities: Planning - When marketing is creating a plan, involve sales.
MARKETING ACTION | WEDNESDAY, JULY 9, 2014
[Lead, Sales] How to Use Forms for Lead Generation
'When used correctly, forms can be one of the most important tools in your lead generation strategy; for many organizations, forms are the #1 way to capture leads on websites. Proper form creation can have a huge impact on conversion rates, and will ultimately help you get more qualified leads in the hands of your sales team. In
SYNECORE | TUESDAY, JULY 8, 2014
[Lead, Sales] 6 Principles of Influence Within Your Inbound Marketing
More or less, the principles are six impactful areas to leverage during a brand’s marketing and sales processes. In this blog, I’d like to share how inbound marketing methodology can allow you to use these six principles to increase sales and assist towards developing the growth of your company. Weekend Sale! Cialdini (2009).
THE POINT | TUESDAY, JULY 8, 2014
[Lead, Sales] Case Study: How One Tech Company Used Humor to Launch a New Brand
'In early 2014, Sungard Availability Services (Sungard AS), a leading provider of managed IT, cloud, and recovery services, announced that it was splitting off as a separate company from SunGard Data Systems Inc. This presented a challenge. In this case, there was no offer per se, no white paper or Webinar or other information of value.
LEADERSHIP | TUESDAY, JULY 8, 2014
[Lead, Sales] B2B Demand Generation Experts—A Call to Arms
Sales teams that demand continuous generation of new content. Let us, collectively, declare our independence from slavery and become true masters of our marketing initiatives, lead generation and customer experience management. This way you won’t have to depend solely on the search engines to send you new leads. And so on….
VOICE-BASED MARKETING | TUESDAY, JULY 8, 2014
[Lead, Sales] The Future of Big Data in Marketing Looks Bright
Big Data has applications in several industries, but let’s stick to its impact on sales and marketing today and in the future. While the actionable insights were valuable to sales and marketing teams, the information was often buried within these data pools, difficult to extract or find actionable insights. Don’t Be Scared of Big Data.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JULY 8, 2014
[Lead, Sales] [INFOGRAPHIC] The Aligned Lead Nurturing Funnel
'At AG Salesworks, we talk about aligning sales and marketing departments quite a bit. By now, most people know that in a successful business, B2B sales and marketing need to work together. However, many people still harbor a misguided notion about what sales and marketing alignment really is. It''s not just a mindset.
THE FORWARD OBSERVER | TUESDAY, JULY 8, 2014
[Lead, Sales] 20 Stunning Inbound Marketing Statistics
The inbound methodology is about helping brands attract, convert, close and delight visitors, leads and customers through a variety of channels like social media, blogging, SEO and email. B2B companies that blog only 1-2x/month generate 70% more leads than those who don’t blog. Lead Generation. Lead Nurturing. Blogging.
SALES CHALLENGER | TUESDAY, JULY 8, 2014
[Lead, Sales] Not Closing Deals? Your Customers May Be to Blame
Besides elongating sales cycle times, this can lead the buying group to change their purchase criteria in the late stages of the purchase process—or to abandon the purchase altogether. CEB Sales members , listen to the webinar replay and review the key findings from the study. The data is clear. Important issues are ignored.
FATHOM | MONDAY, JULY 7, 2014
[Lead, Sales] Laws of Marketing Power: Action Over Argument
As this law of power illustrates, leading by action has a far greater impact than any words you might use. Instead, you gently lead them along the path until they determine for themselves the best choice of action. Sales & Marketing Alignment 48 laws of power Heck, I do it every week on this blog.) Sympathy = trust.
HUBSPOT | MONDAY, JULY 7, 2014
[Lead, Sales] 8 Mistakes Most Beginner Bloggers Make (And How to Avoid Them)
Chat with your manager about the larger company goals, then schedule a meeting with someone in Sales to hear what questions they get asked most often. It most likely won''t affect how many views and leads it brings in. 'Sometimes, when I tell people that I blog for a living, they roll their eyes. That''s so easy," they say. Seriously.
B2B MARKETING INSIDER | MONDAY, JULY 7, 2014
[Lead, Sales] Content Marketing Objectives And KPIs
And ultimately, it is about leading one. But what is the topic of the conversation your brand should lead? For B2B brands, the ultimate conversion is leads or even direct sales. One of the biggest content marketing and content strategy questions I get is around objectives and KPIs (Key Performance Indicators). Reach.
VOICE-BASED MARKETING | MONDAY, JULY 7, 2014
[Lead, Sales] 7 Sales Stats That Will Change How You Sell
'Every sales team has an arsenal of tried and true methods that they rely on to close the deal when it counts. Sometimes we get comfortable in the way that we do our jobs, and it’s not always efficient or effective when it comes to making a sale. Sales Stat: The Best Time to Cold Call is 4-5pm. Cold call when the leads are hot.