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  • B2B MARKETING TRACTION  |  WEDNESDAY, JULY 1, 2015
    [Linkedin, Sales] Spark New Results from Your B2B Marketing at Mid-Year
    Switching to advertising in a nationwide publication resulted in a sale to a large corporation headquartered in another state. 2. Find out if they have discontinued any products or services, expanded or contracted their sales force or employee count, closed offices or made other changes. Marketing can be challenging. Any new players?
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, JUNE 2, 2010
    [Linkedin, Sales] Why Do Small Businesses Act Like Consumers? Hint: It’s Not Because They Want To
    Medium and large customers are assigned an account manager, maybe a sales engineer or even a service manager. In any gathering of B2B marketers, the topic of small business inevitably comes up. Or if they existed, they certainly didn’t buy complicated things like computers and machinery. Or did they? The nerve. With respect, I disagree.
  • B2B MARKETING UNPLUGGED  |  MONDAY, JUNE 14, 2010
    [Linkedin, Sales] Tradeshows Part 8: Other Things I Know
    Usually the sales people have no idea who my competitors are. All Awesome Ideas Trade Shows B2B marketing budget planning budgeting events Hand-Wringers linkedin media relations planning product launch research trade shows vertical vertical marketing vertical markets visibilityEvent Planning is a Year-Round Activity. Work the calendar.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, AUGUST 4, 2010
    [Linkedin, Sales] Porcupines Part IV: A Jack Russell Betrayed
    Somewhere between the sales person shaking the customer’s hand and running off with the big cheque, and the installer, trainer or service person showing up to deliver whatever was sold, a rift in space-time occurs. Final post on porcupines, I promise. First we can ignore them. Airlines and hotels are famous for porcupine-making on this level.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, MAY 5, 2011
    [Linkedin, Sales] You’re Still Not Green, You’re Just Clever
    would bet the user documentation and sales literature isn’t far behind. Ad Agencies Direct Marketing Random Rants Stupid Ideas ad agency B2B marketing bizmarketer direct marketing Elizabeth Williams green marketing greening greenwashing linkedinAh, yes, Earth Day. So how are we really doing with all this green stuff ? thought not.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, JULY 21, 2011
    [Linkedin, Sales] Who Should Wear Your Corporate Speedo®?
    Sales, perhaps? Ad Agencies Social Media ad agency B2B marketing bizmarketer call center call centre corporate overlords customer service Elizabeth Williams linkedin P-Cube porcupines social mediaLast week we looked at the terrifying beachfront property known as social media. So what does a Corporate Baywatch cast member look like?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 12, 2013
    [Linkedin, Sales] Does Your Teleprospecting Intro Suck?
    When a person in sales, who’s actively hitting the phones, comes to me in frustration concerning their scripting and messaging I tell them to put the emphasis on what they should be saying or asking within the first 1-2 minutes of the conversation. Did you get a referral or are they on the company website, or LinkedIn? you think.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 24, 2015
    [Linkedin, Sales] Data Talks! 2 Proven Lead Generation Tactics to Jump on Now
    Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? But for the many B2B marketers that have taken the plunge, they’ve found that it’s an ideal vehicle for building relationships with B2B customers, especially with products and services with long sales cycles.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, MARCH 16, 2012
    [Linkedin, Sales] 7 Reasons Your Content Marketing Strategy Isn’t Working
    Once you’ve figured out what your readers are looking for, you can teach them about how your product or service can fulfill that need, and eventually send them over to your sales team.  But this is a process; you can’t just include a sales pitch in all of your content, or you’ll never gain your readers’ trust or interest from the start. 5.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, JULY 1, 2010
    [Linkedin, Sales] Why Most Executives Should Stay Clear of Social Media
    How many of your customer care, technical support and sales numbers ring to your CMO’s house? When was the last time your VP of sales updated your webpages or your CIO proofread your monthly statements?  I hope it wasn’t recently because that’s not what senior executives (at least in larger companies) do. That’s what people like us do.
  • GREAT B2B MARKETING  |  TUESDAY, OCTOBER 1, 2013
    [Linkedin, Sales] Social Media Marketing: What Not to Do
    number of marketers offer a thin veneer of informational content, then immediately launch into the sales pitch. That’s not something you want a potential employer or business partner to see when they check out your LinkedIn profile. Don’t become a nuisance.  Don’t abuse that privilege by constantly badgering your audience. Irvin S.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JULY 14, 2010
    [Linkedin, Sales] Shadow Pipeline – accounting for the missing dollars
    Depending on your sales force and their comfort with your CRM system you may see some of these “fly in” proposals. Share this on Linkedin. Tags: Business Intelligence Interactive Marketing Lead Generation ROI Sales It’s my favorite time of year to reassess based on our stated strategy and tweak our tactics to match. Not really.
  • B2B LEAD BLOG  |  MONDAY, SEPTEMBER 24, 2012
    [Linkedin, Sales] Dreamforce 2012 Database Marketing News – “Ferrari in the Garage”
    With the big announcement of the Marketing Cloud at Dreamforce last week, and the statement that by 2015 the CMO will spend more on technology than the CTO, the vision being offered to those of us in sales and marketing technology and operations is that everyone has B2B database marketing and marketing automation perfected. Share and Enjoy.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 4, 2016
    [Linkedin, Sales] Marketing Automation and Creativity: How to Have Your Cake and Eat It, Too
    By creating quality content, whether that’s through your company’s blog or even through social media platforms, such as LinkedIn groups or Twitter, you can gather important information about prospects, customers and advocates. This can be automated to help you with targeting and pushing prospects through from Marketing to Sales.
  • NUSPARK  |  THURSDAY, AUGUST 23, 2012
    [Linkedin, Sales] Top 10 Reasons You Need a Corporate Blog for Lead Generation
    Remember: helpful content builds trust- trust builds leads- leads become sales. Blogs conveniently can be implemented in a marketing automation system as a key component of your nurturing process.  If prospects engage in your content, their lead score increases which means prospects are closer to being sales opportunities. Why not? 
  • NUSPARK  |  THURSDAY, AUGUST 23, 2012
    [Linkedin, Sales] Top 10 Reasons You Need a Corporate Blog for Lead Generation
    Remember: helpful content builds trust- trust builds leads- leads become sales. Blogs conveniently can be implemented in a marketing automation system as a key component of your nurturing process.  If prospects engage in your content, their lead score increases which means prospects are closer to being sales opportunities. Why not? 
  • B2B MARKETING TRACTION  |  TUESDAY, DECEMBER 9, 2014
    [Linkedin, Sales] Get a Jump on Your Competition with Pre-Launch Marketing
    If you are a straight B2B play, focus on LinkedIn. If you need to reach both partners and the media as well as end users, you may want to connect on LinkedIn and Facebook or other platforms popular with consumers such as Instagram and Pinterest. 2. We don’t even have our product ready!” What’s appropriate?
  • NUSPARK  |  TUESDAY, MARCH 1, 2016
    [Linkedin, Sales] Converting B2B Leads Through Social Content: 3 Keys to Success
    For a couple of years now, B2B marketers have been hearing the “social selling” buzzword, and there are some convincing social media statistics regarding sales through social channels. Your LinkedIn audience may be online in the morning or at noon, and your Facebook and Twitter audiences in the evening. Infographic from Ethos3.
  • WEBBIQUITY  |  TUESDAY, JANUARY 19, 2016
    [Linkedin, Sales] 47 Superb Social Media Marketing Stats and Facts
    Only 13% believe they’ve proved the impact quantitatively—though that may be because just 14% tie social media marketing activities to sales levels. 64% of sales reps say they closed at least one deal in 2014 directly from social media use. Just 14% tie social media to sales levels. ( The CMO Survey ). 70% of the U.S.
  • HINGE MARKETING  |  FRIDAY, MAY 27, 2016
    [Linkedin, Sales] Expanding Your Professional Visibility is Critical for Both You and Your Firm
    How Business Development Roles Can Leverage Marketing to Close the Sale. Knowledgeable professionals are the foundation of every firm. But providing top-notch expertise is just not enough to differentiate your firm in today’s marketplace. To find out how Visible Experts help firms move onto center stage, check out our infographic below.
  • VIEWPOINT  |  TUESDAY, MAY 7, 2013
    [Linkedin, Sales] PowerViews with Tony Zambito: Buyer Predictability
    In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Click to start video at this point — It''s important for marketing and sales to agree on the definition of a qualified lead and what criteria are met to qualify as a lead. LinkedIn: Tony Zambito. Stay Tuned
  • SAVVY B2B MARKETING  |  MONDAY, JANUARY 30, 2012
    [Linkedin, Sales] Three Ways Personas Improved My Marketing
    Like most folks new to content marketing (the use of content to nurture and drive prospects towards a sale) I was eager to dive right in. In this week's guest post, Bob Scheier illustrates the value of buyer personas. Read on for inspiration! wanted to play with the marketing automation software and start blasting out content. Irrelevant?
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 24, 2013
    [Linkedin, Sales] Where’s your marketing plan? The most important marketing tool.
    What is the marketing environment and how is it affecting sales? company sites, , micro sites, social media sites (Facebook, Twitter, LinkedIn, FourSquare, Slideshare, etc. online and off-line, sales oriented or vertical, which includes a promotion for the sales team and the end users. Age range, Sex of primary customer.
  • PWB MARKETING BLOG  |  WEDNESDAY, OCTOBER 5, 2011
    [Linkedin, Sales] Six Surprising B2B Content Marketing Ideas
    Tradeshow organizers can use a widget to help promote attendance at an upcoming conference with a countdown timer to the date and include an RSS feed with event updates, sponsors, ticket sales, etc. Or, create a LinkedIn Group around a shared interest of your customers. Boring white papers and boastful case studies are common pitfalls.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, DECEMBER 30, 2015
    [Linkedin, Sales] Personal business lessons from 2015 and what you can learn from them
    Since my customers are predominantly in the US, I want to use networks that North Americans prefer, like LinkedIn, even though the European-centric rival Xing is much better for the local biz networking here. An American wanting to do biz with Germans for example should first focus on Xing, even though their preferred platform was LinkedIn.
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Linkedin, Sales] Retargeting; A Internet Marketing Tactic to Increase Conversions Rates & Leads
    Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Let’s talk retargeting.  For the most part, a typical landing pages averages between 2-5% conversion;  the submission of an email address in exchange for purchase, quote, demo, trial, webinar, or content.  Tracking Retargeting. Get it? Adroll.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, FEBRUARY 20, 2011
    [Linkedin, Sales] How social media amplifies competitive advantage
    With this experience, I am in a fortunate position to help people in a unique way.  I often go into LinkedIn forums and answer interesting questions.  I don’t worry about sharing my secrets with the competition. I don’t worry about my messages competing for attention. Is the traditional idea of competition obsolete?
  • BIZIBLE  |  THURSDAY, JANUARY 21, 2016
    [Linkedin, Sales] 13 Reasons To Implement B2B Marketing Attribution Right Now
    In its most basic role, good marketing attribution connects sales and marketing data so companies can see which marketing efforts are having the most impact on sales. It tracks all of a visitor’s touchpoints through the funnel on its way to becoming a customer and attributes revenue back to the marketing efforts that led to the sale.
  • EMAGINE B2B BLOG  |  TUESDAY, OCTOBER 14, 2014
    [Linkedin, Sales] How Should B2B’s Spend PPC Dollars?
    Generating leads is challenging enough, but when you add long sales cycles, intense competition and niche audiences into the mix it becomes even more difficult. LinkedIn. LinkedIn is the best social network for lead generation because it allows you to target qualified people. Remarketing. Google and Bing Search Ads.
  • ANNUITAS  |  TUESDAY, APRIL 12, 2016
    [Linkedin, Sales] Four Problems with Account-Based Marketing
    Events and technologies focused on ABM are springing up, and my feeds and inbox are peppered with success stories, blog posts and sales pitches. Account-Based Marketing Puts Sales In Control of the Marketing Process. This post first ran March 31, 2016 in LinkedIn. And that is where the trouble lies. The result?
  • B2B MARKETING UNPLUGGED  |  THURSDAY, MAY 13, 2010
    [Linkedin, Sales] Trade Shows Part 4: Good Booth is Good Planning, Not Good Luck
    Usually the sales people are too embarrassed to sit there. Have a theme: That makes it easier to plan and stops sales from putting random bits of tinsel in your booth. Your sales people will thank you, and you may just find your afternoon booth traffic increases as people linger on your lovely carpet. escwilliams@gmail.com.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 1, 2011
    [Linkedin, Sales] Find New Customers Fan of the Month – Don F. Perkins
    According to Linkedin, Don is a Business Development Executive at Innovative Information Inc. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. B2B Lead Generation | Find New Customers Fan of the Month. Perkins.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, FEBRUARY 7, 2006
    [Linkedin, Sales] B2B Lead Generation Blog: Teleseminar on Selling to BIG Companies with Jill Konrath
    « The halo effect and lead generation | Main | Macs Tasty Recipe for Lead Generation Success » Teleseminar on Selling to BIG Companies with Jill Konrath The biggest challenge most of us with a complex sale face is getting access to executives, especially those in BIG companies. So would you like to hear what really works?
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 24, 2015
    [Linkedin, Sales] Content Marketing ROI Starts With A Strong Business Case
    This means that ALL marketing spend should be tied to quantifiable results that the sales team and executives can understand. But sometimes, the CEO wants to “extend the brand” and sometimes sales folks want to work under the cover of a nice, massive awareness blitz. We know our customers are tuning out advertising. Utilization.
  • WEBBIQUITY  |  FRIDAY, JANUARY 6, 2012
    [Linkedin, Sales] How to Get the Latest and Greatest B2B News and Insights – Personalized Just for You
    The BMZ then uses social signals from sites like Facebook, Twitter, LinkedIn, and delicious as well as clicks and views.  What’s changed is that now the BMZ enables you to sign up and provide your Twitter and LinkedIn info. Over time, the site has evolved and added new features to enhance its value to readers.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 7, 2013
    [Linkedin, Sales] By Failing to Prepare, You Are Preparing to Fail
    For example, as a sales rep I need to reach 1 million dollars in net new revenue over the next twelve months. Knowing my average sale price is $100,000, I need to close 10 new deals. Great sales reps make it happen, they don’t wait for it to happen. Pick up the phone, get on LinkedIn, and attend industry events.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 30, 2012
    [Linkedin, Sales] Five of the All-Time Biggest Blogging Questions Answered
    Get guest posts from sales, PR, customers, suppliers, community members. Go to a relevant LinkedIn group for your industry. As I teach and speak, I start to see certain themes in the questions I’m asked. Here are the most common questions I am asked about blogging and some answers! How do I get started with blogging? Money?
  • BIZIBLE  |  THURSDAY, MARCH 10, 2016
    [Linkedin, Sales] The Beginner's Guide To B2B Marketing Attribution
    When the conference rolls around, he drops by your booth, chats with your sales reps and scans his badge, making him a lead. The next day he sees one of your ads on LinkedIn, remembers that he was going to search your company the day before and types in your company name on Google, where he proceeds to navigate to an ebook and downloads it.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 15, 2014
    [Linkedin, Sales] How to Balance 3 Teleprospecting Techniques To Manage Your Lists
    With more and more sales leaders implementing new strategies, it''s important for inside sales rep to keep up with the trends. Most importantly, focus on what matters most for your company''s sales funnel. In the world of teleprospecting, many thought leaders are debating the efficacy of new and old techniques. Smile and dial.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 7, 2015
    [Linkedin, Sales] 7 Modern Marketing Experience Takeaways
    An integration with LinkedIn Prospector (formerly Bizo) was presented as part of the Eloqua integration (see previous write up here ). Jon serves on the Board of Directors for MOCCA, the leading enterprise association for Marketing Operations professionals. Here are my lucky Vegas 7 B2B enterprise learnings from #MME15: 1.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 18, 2015
    [Linkedin, Sales] What Is Thought Leadership? And When You Should Use It?
    Thought Leadership can come from any source – executives, customers, product managers, designers, customer service reps, sales people. Please follow me on Twitter , LinkedIn , Facebook and Google+ or Subscribe here for regular updates. Few terms raise the ire of the buzzword police more than thought leadership. But Others have pointed.
  • B2B MARKETING INSIDER  |  WEDNESDAY, SEPTEMBER 7, 2011
    [Linkedin, Sales] The Traditional Marketing Playbook Is Dead!
    Are you tired of being badgered by sales people before you are ready to buy? In some organizations, the primary role of marketing is simply to help sales make a deal. You create flashy sales collateral. Now I’m NOT saying we should stop supporting sales or that we should stop helping them to close deals.
  • B2B MARKETING UNPLUGGED  |  SATURDAY, AUGUST 21, 2010
    [Linkedin, Sales] Marketing Dashboards & You Part 2
    How many times have you sat in meetings where the sales dashboard and the marketing dashboard have very different numbers for the same metric? All Metrics & Measures 3G Treatment B2B marketing bizmarketer corporate overlords dashboard Elizabeth Williams Excel Frankenjob linkedin marketing dashboards measurement metrics PowerPoint
  • B2B MARKETING UNPLUGGED  |  TUESDAY, AUGUST 31, 2010
    [Linkedin, Sales] Marketing to the F-Word Part 2: Feel the Burn
    While there is always the risk that the whole thing went horribly wrong and they have your company name on the hazardous substances list in the kitchen, a quick call to your sales or implementation teams should let you know how things went, more or less. To win here you need F-Bombs.  Here we go with Part 2. Simplify. Simple is good.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 24, 2014
    [Linkedin, Sales] Do B2B Companies Really Need to Be on Facebook?
    Step 3: LinkedIn. Increasing sales is a business goal. “We just posted this really fun picture of the sales team on our Facebook Page. If Twitter or LinkedIn are working for you, driving traffic and leads, and otherwise serving your business and its goals, and Facebook is not, it is time to leave. Step 1: Twitter.
  • VOLACCI  |  TUESDAY, JUNE 4, 2013
    [Linkedin, Sales] 5 Email Marketing Tips for a Record-Breaking Quarter
    Focus on education, not sales. know, I know -- sales make the world go ‘round. I’m talking about the way you write. Focus on providing free, useful information that people can use, rather than cramming your mediocre sales copy down their throats.  .  . The name of the game hasn’t changed, but the path to increased revenue has.
  • B2B MARKETING INSIDER  |  TUESDAY, SEPTEMBER 15, 2015
    [Linkedin, Sales] The 15 Best Content Marketing Videos Of 2015
    They show how you can draw out maps for customers and get them hooked into your sales funnel with your content marketing strategy. Defining and Using the Sales Funnel in Content Marketing”. Want to learn all about the sales funnel, and how it relates to PR and content marketing? B2B Content Marketing Tutorials. 1. Fernandez.
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 12, 2013
    [Linkedin, Sales] Content And Technology Will Define The Future of Marketing
    Now imagine that’s every weekday – something I don’t think is out of reach for a B2B company trying to get content visible across a platform like LinkedIn, for example. That could quickly be over a million likes and shares a year on LinkedIn. To review, Mark Schaefer discussed culture and  the future of search.
  • BIZNOLOGY  |  WEDNESDAY, MAY 29, 2013
    [Linkedin, Sales] 5 Essential Functions for Every B2B Website
    Lead generation.   The perennial number one goal of just about every business marketer is generating sales leads. If you make the effort, your website can be a productive source of high quality, low cost leads for our sales force.  So don’t squander the opportunity to turn your website into a lead generation tool.  Community.
  • MODERN B2B MARKETING  |  FRIDAY, NOVEMBER 15, 2013
    [Linkedin, Sales] Prove Your Worth:10 KPIs for Marketers
    Sales Revenue. You need to ensure that you can report that your sales revenue exceeds the expenses your marketing campaigns incur. Marketing Qualified Leads : Sales Qualified Leads. If the lead is not accepted by sales, the lead is put back on marketing’s radar. What numbers would you give them? Customer Lifetime Value.
  • B2B IDEAS @ WORK  |  FRIDAY, MARCH 2, 2012
    [Linkedin, Sales] B2B Aware: This Week in B2B Marketing-Socialize, Mobilize & Familiarize
    Marketo/Modern B2B blogs. 5 B2B social media questions to ask about LinkedIn Answers. B2B companies have been successful growing their business and driving leads from LinkedIn, and many still continue to wonder how they do this. Another component of their success is the mastery of the LinkedIn Answers feature. Doyle asks.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 3, 2011
    [Linkedin, Sales] How To Overcome The 4 Main Challenges In B2B Content Marketing
    started my career in B2B sales and quickly grew frustrated with the content being produced by my marketing colleagues. With our longer sales cycles and larger buying teams, B2B organizations need to be able to create and deploy the right content at the right time to meet each customer organization’s unique buying process.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 11, 2016
    [Linkedin, Sales] Client Newsletters: Do They Belong in Your B2B Marketing Mix?
    Use a content discovery tool like BuzzSumo or search for specific terms on LinkedIn, Google, and your favorite industry blogs to curate a great list of content for your audience to enjoy. This may start to blur the line into “regular email marketing” territory, which is used with the aim of solely driving sales. Final Thoughts.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, NOVEMBER 28, 2013
    [Linkedin, Sales] How to Create an Automated Follow-Up System
    Regardless of what you sell, I am willing to bet that you get asked the same pre-sales questions over and over again. I’m also willing to bet that you ask your prospects plenty of questions of your own so that you can qualify them on their ability to purchase, as well as to determine what products or services are going to best meet their needs.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 16, 2012
    [Linkedin, Sales] Teleprospecting and Social Media: 2 Tools Sure To Improve Results
    So how does Social Media affect the teleprospecting industry and inside sales representatives? LinkedIn has solidified its place as the number 1 social media site for B2B engagement within the teleprospecting industry. There are two areas to consider when utilizing LinkedIn for prospects and opportunities.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 27, 2014
    [Linkedin, Sales] The Importance of a Good Leadership page – Rob and Deploy Ideas
    One of the best ways to promote your LinkedIn profile is to add a View my LinkedIn Profile button to the top of your blog, which we did.  It’s at the top of this blog now. Thanks to LinkedIn and WordPress.com for great support to help me add it! I’ve been talking with a cool company called Conversant Media.
  • BIZIBLE  |  TUESDAY, OCTOBER 13, 2015
    [Linkedin, Sales] Unveiling The Pipeline Marketing Technology Stack
    With this stack, you will have the technology necessary to cover the entire marketing pipeline, from attracting visitors for the first time to closing sales. The last stage of the funnel is where the sales team tries to close the deal. The CRM handles customer profiles and where their relationship with the sales team currently stands.
  • NUSPARK  |  SUNDAY, JULY 15, 2012
    [Linkedin, Sales] Implementing a Content Experiment from Google Analytics with a WordPress Website; Conversion Testing
    Content Experiments allows users to experiment with website or landing page layouts to find those that best accomplish online conversion goals such as completing a sale, downloading a file or content, or signing up for a newsletter. Proper conversion rate optimization requires testing of landing pages. Step 2: Name your experiment. Excellent!
  • NUSPARK  |  SUNDAY, JULY 15, 2012
    [Linkedin, Sales] Implementing a Content Experiment from Google Analytics with a WordPress Website; Conversion Testing
    Content Experiments allows users to experiment with website or landing page layouts to find those that best accomplish online conversion goals such as completing a sale, downloading a file or content, or signing up for a newsletter. Proper conversion rate optimization requires testing of landing pages. Step 2: Name your experiment. Excellent!
  • BIZIBLE  |  TUESDAY, APRIL 5, 2016
    [Linkedin, Sales] What We Learned From Our Latest Account-Based Marketing Campaign, CMO Box [Data]
    As our marketing team here at Bizible has transitioned to a more ABM-centric marketing strategy, we’ve been experimenting with various ABM tactics , including changing our LinkedIn ad strategy to an ABM-focused one. To start, we worked with the sales team to create a list of target accounts in each of our sales reps’ territories.
  • LEADERSHIP  |  WEDNESDAY, AUGUST 5, 2015
    [Linkedin, Sales] Cost of B2B Lead Generation Services —Why Do they Vary So Dramatically?
    The true definition of a qualified lead is one that is “actionable” , so a qualified B2B lead can be used to start a meaningful dialogue with a potential customer, but the differentiator is that it has a far greater chance of resulting in a sales conversion. Why You Must Resist the Lure of Cheap Data. Cheap data is ultimately expensive.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 9, 2010
    [Linkedin, Sales] Report: Blogs Are An Important Part Of The Marketing Mix
    Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. Follow Me: Twitter LinkedIn Facebook Recent Tweets Have any B2B examples? Who Blogs? They spend on average more than 10 hours a week blogging. Demographically
  • SAVVY B2B MARKETING  |  MONDAY, MARCH 14, 2011
    [Linkedin, Sales] Ready to Nurture? Simply Remember Your A,B,C's
    I’ve been speaking at a number of conferences recently where marketers and sales people are quite interested in adopting a demand generation discipline within their organization. Ardath Albee, author of eMarketing Strategies for the Complex Sale, writes extensively about how to develop customer personas on her blog. B is for Behavior.
  • HUBSPOT  |  FRIDAY, AUGUST 14, 2015
    [Linkedin, Sales] 7 Signs Your Content Marketing Is Stuck in a Bizarro World
    To help you decide, I've outlined some of the most common signs that your content marketing efforts are stuck in Bizarro World. 1) Your “strategy” consists of calling product datasheets and sales events “content.”. At LinkedIn, we put content into three buckets: Reach, Nurture, and Acquire. Yeah, that Bizarro World. agree. completely.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 20, 2010
    [Linkedin, Sales] Tips for using online video to engage prospective buyers
    Twitter, Facebook, Linkedin, Delicious, Digg, StumbleUpon, Reddit, etc. Simple lead generation Social Networks lead generation marketing campaigns marketing funnel marketing sales sales challenges With more and more having high-speed internet connection, video is huge and growing more popular all the time. Plan it carefully.
  • WINDMILL NETWORKING  |  WEDNESDAY, JUNE 20, 2012
    [Linkedin, Sales] How Does Social Media Fit Into the Lead Generation “Funnel”?
    This is partly because communication processes in a traditional B2B lead nurture “funnel” are visualized as sequential – Awareness + Consideration + Trial = Sale , for example. Improve the sales experience for potential clients. At this point, social media can: Provide prospects with proof of the sales person’s expertise.
  • INFLUITIVE B2B  |  MONDAY, AUGUST 3, 2015
    [Linkedin, Sales] New Report: Improve The B2B Buying Process With Social Proof Marketing
    If prospects consider online information and opinions from peers as two of the most vital sources of information when starting the buying process, then marketing and sales teams need to leverage their customers to generate social proof for their product. In the B2B software world, it’s a buyer’s market. The answer: social proof marketing.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 5, 2014
    [Linkedin, Sales] The Critical Importance of Marketing Specialization
    Recently Jeff Ogden of Find New Customer s added a post to LinkedIn and there was a minor typo in my post.  I didn’t notice it but another top marketing expert, Ruth Stevens, sure did, a nice lady I have known for years and years and someone I met in NYC too. Why everyone needs to have a specialty, like mine in Marketing. Ruth Stevens.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JUNE 14, 2005
    [Linkedin, Sales] B2B Lead Generation Blog: Word-of-mouth marketing gets BtoB people buzzing
    Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
  • B2B LEAD GENERATION BLOG  |  FRIDAY, AUGUST 11, 2006
    [Linkedin, Sales] B2B Lead Generation Blog: New Book on Corporate Blogging
    Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, NOVEMBER 22, 2006
    [Linkedin, Sales] B2B Lead Generation Blog: E-mail and the phone have high response rates, DMA report finds
    Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 21, 2012
    [Linkedin, Sales] Four “New Marketing” Skills You’d Better Learn Quick
    He brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. 
  • HUBSPOT  |  THURSDAY, FEBRUARY 21, 2013
    [Linkedin, Sales] 8 Useful Tools for Identifying and Connecting With Prospects
    Twitter and LinkedIn Search. In fact, according to Google and CEB research , a lead conducts 57% of the research they’re going to do before ever talking to a sales rep. Here’s how it works on Twitter and LinkedIn. At the free level, you can search for people and status updates across LinkedIn using keywords and company mentions.
  • WEBBIQUITY  |  TUESDAY, MARCH 6, 2012
    [Linkedin, Sales] Best Facebook Marketing Tips, Techniques and Tools of 2011, Part 2
    How To Use Occupational Targeting In Facebook For B2B Leads & Sales by Search Engine Land. As it approaches one billion users, Facebook has evolved from a site where friends and family share photos to an online marketing juggernaut rivaling Google. What common mistakes should marketers avoid? Facebook Marketing Tips & Techniques.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, DECEMBER 22, 2010
    [Linkedin, Sales] A Customizable Holiday
    Sales 2.0 Social Selling B2B b2b sales crm 2.0 facebook linkedin marketing Sales Intelligence social selling twitterLast weekend, I returned home to find my mother brimming with excitement over a Christmas gift for my sister.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JUNE 8, 2011
    [Linkedin, Sales] Grab Your Free Guide to Lead Nurturing
    Lead Nurturing, particularly when paired with Lead Scoring , is one of the most effective ways to drive sales and marketing alignment, increase marketing efficiency, and ultimately grow revenues. LinkedIn. So, here it is:  Eloqua’s Grande Guide to Lead Nurturing. Share email. Facebook. StumbleUpon. del.icio.us. Google Bookmarks.
  • HINGE MARKETING  |  MONDAY, FEBRUARY 9, 2015
    [Linkedin, Sales] The New Science of Professional Services Marketing
    These insights have profound relevance to professional services sales, which are often sold for tens or hundreds of thousands of dollars. On Twitter+ or LinkedIn? Follow us @HingeMarketing and join us on LinkedIn. Is professional services marketing an art or a science? But today, that’s all changed. How do they find one?
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 9, 2014
    [Linkedin, Sales] How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps
    For example, if a person signs in through their LinkedIn profile, your marketing automation system can collect their contact information directly from LinkedIn. 4. Visitors can click on them to share a page on Facebook, Twitter, or LinkedIn. When Map social engagement to your sales funnel. Use social sign-on.
  • HUBSPOT  |  TUESDAY, JULY 17, 2012
    [Linkedin, Sales] An Introduction to 7 of the Most Popular Social Networks for Business
    For example, you could encourage your sales and marketing employees to search for questions your leads commonly ask, and provide insightful answers to which you can point future leads. Getting to Know LinkedIn, The Professional. LinkedIn has a very distinct personality. LinkedIn's Superpower. Twitter's Superpower. Yikes.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 20, 2013
    [Linkedin, Sales] How to Produce 269 (or more) Content Assets From a Single eBook
    It can be overwhelming to keep up with the quantity of content required to fuel the ever-growing number of distribution channels used to reach target buyers, from blogs to social media to marketing automation and beyond, not to mention content for sales enablement and account management… But it doesn’t have to be so much of a struggle.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 6, 2014
    [Linkedin, Sales] Who Is Your B2B Customer & How Do They Find You?
    For example: When asking the question “where are B2B manufacturing buyers spending their time,” we discovered that participating in various B2B manufacturing groups on LinkedIn was a productive way to build relationships and develop product awareness. Buyer personas, as a result, become critical. Image Credit. Image Credit. Video.
  • HUBSPOT  |  MONDAY, SEPTEMBER 7, 2015
    [Linkedin, Sales] B2B vs. B2C: How Content Marketing Changes by Target Audience
    LinkedIn’s Sponsored Updates , for example, give B2B content marketers an opportunity to get their messages in front of highly-targeted business buyers. They've generated 400% more leads within their target audience using LinkedIn Sponsored Updates than lead generation efforts on other platforms. Intent. Messaging. Channel. Format.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, JANUARY 28, 2010
    [Linkedin, Sales] 6 things the iPad means for B2B Marketers
    New applications like foursquare, or older applications like LinkedIn will build deep location knowledge of people in your network, allowing new forms of social networking to increasingly bridge the physical divide. Tags: Mobile sales enablement lead management Content What are your thoughts on these trends? Any I have missed?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Linkedin, Sales] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    The real issues are budgetary (budgets and content), organizational (skills, data quality, sales feedback, sales integration, and performance standards), and technical (data collection and compatibility). Pepper Global is based on a survey of the B2B Technology Marketing Community on LinkedIn. Here’s how I see things.
  • B2B MARKETING INSIDER  |  THURSDAY, SEPTEMBER 19, 2013
    [Linkedin, Sales] 9 Questions On Content Marketing [Q & A]
    And conversion: are they turning into quantifiable sales leads that ultimately become customers. How do your content efforts impact the sales funnel? For those who are quite close to being ready to buy, we employ mechanisms to capture them and begin the process of converting them directly into sales. But they take time.
  • THE FORWARD OBSERVER  |  WEDNESDAY, OCTOBER 29, 2014
    [Linkedin, Sales] The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy
    Would you like your social media strategy to help increase website traffic, leads and sales? Most of those companies want to do more, but haven’t had the time or are uncertain of how best to get started to use social media to increase traffic, convert leads, nurture those leads toward a sale and delight their customers. Build Reach.
  • EMAGINE B2B BLOG  |  MONDAY, MARCH 9, 2015
    [Linkedin, Sales] [New Series] Digital Awesomeness: How To Be The Anti-Salesperson Salesperson
    Zero sales experience. I’ll share the boring part first. Sales doesn’t have to be slimy. Email, Twitter, LinkedIn to name a few. My sales pitch for how to be the anti-salesperson salesperson. Welcome to another new blog series! With that said, here is today’s Digital Awesomeness… 4 weeks in. There. lucked out.
  • B2B MARKETING INSIDER  |  MONDAY, OCTOBER 12, 2015
    [Linkedin, Sales] My Top Content Marketing Predictions For 2016
    My  2012 Marketing predictions  included the challenge of CMOs struggling with talent, a hope that marketing would increase their focus on supporting sales (dead wrong). also predicted the need for content strategists, social sales leaders and data scientists. Well it’s that time of year again. Yes, it’s my birthday today!
  • B2B MARKETING INSIDER  |  MONDAY, JULY 7, 2014
    [Linkedin, Sales] Content Marketing Objectives And KPIs
    For B2B brands, the ultimate conversion is leads or even direct sales. If you want more information on this topic, reach out to me via  Twitter ,  LinkedIn ,  Facebook  or  Google+  and   Subscribe  to the  B2B Marketing Insider  Blog for regular updates. What are the right objectives and KPIs for content marketing? Reach. Engage.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 5, 2014
    [Linkedin, Sales] The Art of Marketing: 6 DIY Design Projects to Try
    many sales-qualified leads. X% lead-to-customer conversion rate. you can set how long each frame should be shown for) and -- best of all -- we have this blog post that walks you through the entire process. 2) Redesign Your LinkedIn Banner Image. Having a super-spiffy banner image for your company''s LinkedIn page can only help.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Linkedin, Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. It’s from 2009.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, OCTOBER 12, 2012
    [Linkedin, Sales] Lead Scoring Best Practices
    Remember when sales reps used to track sales progress on Excel spreadsheets? CRM has become such a massive part of our sales process that those days seem long gone. In reality, they were only a few years ago, and many companies are still stuck in the little rows of cells that used to dictate sales. Score Each Activity.
  • PAUL GILLIN  |  THURSDAY, AUGUST 4, 2011
    [Linkedin, Sales] Facebook Can Work for B2B Marketers, But You Gotta Know the Rules
    In a survey of marketers conducted by BtoB magazine last year , Facebook was ranked last in usefulness among the top five social networks, trailing blogs, LinkedIn, YouTube and Twitter, in that order. LinkedIn is all about efficiency, but Facebook is about generating discussion, even if it’s around trivial things. million likes*.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 31, 2013
    [Linkedin, Sales] The Future of Marketing: Is The Science of Marketing Taking Over?
    started my career in the CPG industry and worked in a variety of sales and marketing roles working for companies like Danone and Diageo. We have been doing some “internal marketing” to re-position the role of Marketing beyond its traditional support role of helping the Sales organization sell to one that drives and builds the business.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, OCTOBER 8, 2013
    [Linkedin, Sales] To YouTube and Beyond! 5 Places Where Including a Video Will Boost Results
    As Meagen Eisenberg, VP of Demand Generation at DocuSign revealed in a recent talk, in three rounds of partner-sponsored LinkedIn InMails they released, leads always gravitated to the video play button (unsurprisingly it was the most clicked on item within the email). Use video assets in email campaigns. It’s a mysterious force, and it works!
  • THE FORWARD OBSERVER  |  THURSDAY, JANUARY 31, 2013
    [Linkedin, Sales] B2B Online Marketing Extreme Makeover - From Zero to Hero in 6 Months
    The purpose of a landing page is to convert a visitor into a sales lead. Social Media Marketing – Includes strategies on how to convert your social traffic into sales leads , primarily with Twitter, Facebook and LinkedIn. For many businesses, online marketing can be as overwhelming as how to approach a major home renovation.
  • PR MEETS MARKETING  |  THURSDAY, JUNE 25, 2009
    [Linkedin, Sales] Sourcing Leads from Twitter: Good, bad and ugly
    While I do see Twitter becoming a real-time source for sales leads, especially when directly related to your product and services, I think there are some best practices to follow: Reference Source: As the sales person acknowledged, he/she forgot to highlight that this was based on my Twitter posting. The response?: What do you think?
  • HUBSPOT  |  FRIDAY, NOVEMBER 6, 2015
    [Linkedin, Sales] Job Expectations Around the World: What Do People Care About Most? [New Data]
    Specifically, we asked these folks to rate the following priorities, in order of importance: culture, compensation, work-life balance, quality of sales leadership team, company performance, industry, perks (like tuition, child care, and so on), colleagues/team, and opportunities for growth. Turns out, it isn't all about the ping pong tables.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, JANUARY 4, 2012
    [Linkedin, Sales] [Video] What If You Couldn't Get Any New Customers?
    If you're on a sales team, talk about it together. Your ideas may stimulate us all to think at a higher level. >" target="_self">Check out the video now >> Video Script: If you've been in the sale profession for any length of time, you probably have a whole laundry list of assumptions about what it takes to be successful.
  • HUBSPOT  |  MONDAY, MAY 13, 2013
    [Linkedin, Sales] How Marketing Legend Guy Kawasaki Manages His Social Media Presence
    The reason for repeated tweets is to maximize traffic and therefore advertising sales. I’ve found that each tweet gets approximately the same amount of clickthroughs. There are multiple ways to schedule Twitter, Facebook, LinkedIn, and Pinterest posts using various tools. LinkedIn. On LinkedIn, I am Guy Kawasaki. Twitter.
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