Trending Sources

Why Process Transformation Fails

ANNUITAS

Recently I was presenting a Demand Generation Strategy that our team had developed for one of our B2B clients.  As we walked through the Demand Process approach we needed to take, one attendee from our client made mention of past attempts to “do things differently” and the resulting failure.  Why was change was actually occurring. Without hesitation she said “because it is technology led”.

Principles of Design: Bringing Order to Chaos with Grid Systems

Ceros

This post, Principles of Design: Bringing Order to Chaos with Grid Systems , written by Simon Martin , appeared first on Ceros Blog - Interactive Content Marketing & Design Tips. When the Industrial Revolution took off in the late 18th century, mass production gave way to more refined print production processes which ultimately gave way to the birth of graphic design.

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How the Marketing Funnel brings order to your marketing plan

Direct Response Coach

For me, it provides a good visual framework for individual marketing activities as they apply to your sales process. The post How the Marketing Funnel brings order to your marketing plan appeared first on McCarthy and King Marketing. Are you familiar with the marketing funnel? You may know it as the sales funnel or the lead funnel. Whatever the name, I think it’s very useful graphic.

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My 4-Step Process to Marketing Research for Content Creation

Sales Prospecting Perspectives

When I’m writing a new piece of content for AG, I go through a specific process. Let’s talk about the first process in my content marketing efforts: research. This is the process of finding marketing research, insights, and quotes from professionals that benefit your readers. Everyone has a different process for sorting their information. The problem? Just hit subscribe!

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. place in B2B marketing in 2016 in order to become a dominant force: 1). B2B Marketing.

My online influencer research and engagement process

Biznology

Unlike GroupHigh that makes one painfully click on little stars in order to select blogs for campaign lists, Inkybee allows me to pop in keyword terms and then go to sleep. Dicking around with a browser and database and Internet refresh lag is something I really try to avoid, and I really hate scrolling and clicking, one by one, in order to jump through an app-defined tool. Got it?

A Better Way Of Asking For The Order

Buyer Insights

Some sellers display a surprising reluctance to ask for the order. Others are not so shy, but ask for the order in a way that can put the buyer off. In this article we examine the best way of asking for the order. Tips for Sellers Ask for the order Buying Process Closing Prequalification Sales Presentation

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[Infographic] The Outsourced Inside Sales Teleprospecting Process

Sales Prospecting Perspectives

Everyone is feeling overwhelmed, including your buyers, who complain that the sales process is too tech-heavy with early demo offers that turn them away from the product. In order to restore balance to your organization, you decide to research outsourcing some of your inside sales functions. Are you prepared for the transition and implementation phases of the outsourcing process?

So You Think You Know The Customer’s Buying Process?

Buyer Insights

Sellers are naturally focused on the purchase order. Buying Process Featured Buying Decision Buying Research Procure To Pay Cycle Procurement Process Sales ProcessHowever, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. place in B2B marketing in 2016 in order to become a dominant force: 1). B2B Marketing.

How to Validate Your Blog Post Topics: A 3-Step Process

Hubspot

To help you avoid wasting time on topics and keyword plays that won't generate a meaningful return for your business, we've put together a simple process for validating your ideas before you start writing. How to Validate Your Blog Post Topics: A 3-Step Process. 1) Get to know your audience really well. But as it turns out, that's not the end of the world. The result? Jackpot.

7 Strategies To Prevent Delays In Getting The Customer’s Purchase Order

Buyer Insights

Closing the sale and getting the Purchase Order no longer go hand in hand.  In many buying organizations a new level of bureaucracy and administration has grown around what was once just an administrative formality.  How Buyers Buy Uncategorized Buying Process Buying Steps Maverick Buyer Procurement Purchase Order Sales Process Sales Success Getting the PO is no longer a straight-forward matter – for the unprepared seller can be a costly maze. Waiting [.].

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Feeding Sales Is a Process, Not a Project.

Sales Engine

For example, if you’re attending a trade show, you start with: Booking the space, ordering your swag, designing the booth, booking hotels, etc. They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. The process won’t be the same with the next prospect.

5 Tips for Increasing Your Average Order Value

Hubspot

There are other things you can do on a daily basis that just might convince buyers to order more products. You won’t even need to increase any of your prices to increase the order value. You can, however, offer free shipping for orders over a certain amount. Marketing your ecommerce site is only one way to increase your revenue. Probably not. Ecommerce

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The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology

ANNUITAS

There is no doubt that the role of the B2B marketer has changed and this change has been led by the change in the buying process and the access to information that is at the finger tips of todays B2B buyer. Step Two: Process. An effective Demand Process Architecture aligns people, process, content and technology to the Engage, Nurture and Convert sequence of the buyer’s purchase path.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. place in B2B marketing in 2016 in order to become a dominant force: 1). B2B Marketing.

Social Intelligence adds value throughout the Stage Gate Process

Buzz Marketing for Technology

Social data is becoming increasingly important in the new product development processes of many companies. In particular, manufacturers are tapping into social conversations as they explore new product ideas in order to learn what consumers are interested in and talking about. Social data can also be invaluable in the media planning and buying process.

Finalizing your holiday digital marketing plan

Biznology

Streamline your ordering process: Anything you can do to make shopping easier for your customers will not only help improve upon conversion rates, but will bring customers back for more. Capitalizing on the current marketing trends will help you as you make your final preparations to your holiday marketing strategy. Here are 10 tips to include in your holiday digital marketing plan.

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What a Basic Sales Process Looks Like [Infographic]

Hubspot

With a defined outline, writers ensure they address each point in the correct order. Think of a defined sales process as the outline of selling. Without a concrete sales process, reps create their own strategies, which gives rise to two negative results: Depending on how the rep approaches sales, they might provide a bad experience for the buyer. Qualify. Connect. Present.

The 6 Step Inbound Marketing Process [Infographic]

Puzzle Marketer

I wanted to share this fantastic and easy to understand infographic I came across outlining the Inbound Marketing Process. ” The Inbound Marketing Process infographic can be found on their original blog post here. I’ve outlined their 6 step process in the infographic below. internet users regularly use a social network” “20% of monthly Google searches are for local businesses” Step 4: Convert traffic to leads Leverage your website in order to get the visitor’s information and start them through your sales process.

An Eight-Step Process for Creating Front-Page B2B Industry News

KoMarketing Associates

Here’s a look at the 8-step process we use to get our industry news to the top: (Note: This strategy is not strictly for agency purposes. With some tweaking to the following verbiage, this process could be beneficial for building any industry news program from the ground up). 1. In order to do this, we make sure to devote sufficient time to the research process. Pulse.

Social media sells process, not product

Biznology

If what you made isn’t good, they won’t be interested in you at all; however, if you have a modicum of success, then folks will want to know as much about your culture, gear, tools, vision, operating principals, habits, and process as possible. Well, the best way is to let them in on your process, your magic, and what makes your products and services special. How, you ask?

What to Expect During the HubSpot Onboarding Process

Synecore

When companies subscribe to new software platforms, they're often met with long, tedious onboarding processes. With HubSpot's marketing automation software platform, by contrast, the onboarding process doesn’t throw any curveballs and is easy to progress through. However, just to make sure you aren’t surprised by any eventuality, I wanted to share the following information with you so you know exactly what do expect during the HubSpot onboarding process. What to Expect. This is crucial to accurately track website analytics. Keep your analytics pure! Professional Onboarding.

Increase Business by Avoiding Web Demos Early in the Sales Process

Sales Prospecting Perspectives

Part of the sales process for most technology companies is to conduct a web demonstration to a prospect or a group of prospects. When do you think demos should be included in the sales process Do you wish more of your qualified opportunities would move farther down the sales pipeline? would assume the answer is yes. In my experience, this demo usually happens very early in the relationship building stage, at a critical time when the two companies are still rather unfamiliar with each other. It isn’t personable - it’s numbers. If the answer is no, then I suggest holding off on it.

Twitter Emoji Pizza Order: Hot or Half-Baked?

Hubspot

By now, you’ve probably seen the commercials filled with celebrities ordering Domino’s Pizza through various channels. There’s the smart watch order, the Twitter emoji order, the smart TV order, the text emoji order, and of course, the simple website order. Maybe families with weekly pizza nights that feature the same order over and over. Who’s left?

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How important is contextual content in the B2B sales process?

Sales Engine

Through this process, marketers can reestablish trust—by recognizing context and creating relevant, engaging content. In order to make your content stand out, you need to ensure that it’s positioned within the right context—based on the channel, the time of day, the device they’re using, and what actions they have taken. What is Contextual Content? Frowning or rolling their eyes?

The B2B Sales Role in the New Buying Process

ANNUITAS

The B2B buyer is truly driving the buying process taking control out of the hands of sellers.  The phrase “buyers are turning to sales much later in the buying process” was repeated continually as a way to describe this shift of power.  To a large extent this is accurate.  Social media has played a pivotal role in the shift of the B2B buying process.  the sales person). 

A 7-Step Process for Building a Blog Content Backlog

Hubspot

In order to create this blog content, blog editors need to spend a lot of time coordinating blog content which may involve recruiting writers, setting guidelines, and, of course, editing and publishing content. Step 5: Outline the contributor process. The more you blog, the more traffic you drive to your site. Step 1: Figure out your blog''s goals. Generate leads? If so, how much?

A process to connect social media, content marketing and sales

grow - Practical Marketing Solutions

It can also be useful when customers are trying to get buy-in for a purchase, doing detailed research, and during the demo or trial process. Now, let’s see where social media/social interaction can play a role in the sales process. Now you know where the different elements can contribute to the sales process. By Neicole Crepeau, Contributing {grow} Columnist. Purchase.

Taking Stock of Your Lead Management Process: 5 Key Questions

The Point

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Note: it’s critically important that representatives from your sales organization have a seat at the table for this initial discovery process – not just management, but the people “in the trenches” who qualify, respond to, and follow up with sales leads.

Feeding Sales Is a Process, Not a Project.

Sales Engine

For example, if you’re attending a trade show, you start with: Booking the space, ordering your swag, designing the booth, booking hotels, etc. They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. The process won’t be the same with the next prospect.

Rebranding Your Company? How NOT to Kill Your SEO in the Process

Hubspot

As we moved through the transition process, we identified ten crucial steps that are critical to maintaining your online visibility during a rebrand. Before diving in to the tactical steps, you need to make sure you’ve got everything you need in order to pull the trigger when the time comes. We found it easiest to manage this process with a spreadsheet. Considering a rebrand?

Eek, My Own Process Broke Down!

Stories that Sell

In the customer story process, you can't miss any bases on your way to home plate. I've refined my step-by-step process for creating case studies and success stories and usually stick to it religiously. I've blogged about my process, featured it in my book, and preach and teach it to other writers. So when I experienced an unintentional breakdown in my own usual process, it was a harsh reminder that I have been doing it right all along. Due to circumstances out of my control, the order of steps on stories for a client got flip-flopped. And with good reason.

QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?

Modern B2B Marketing

Marketing automation software empowers marketers by creating workflows to automate marketing programs, campaigns, and processes, including event management and promotion and post-event follow-up with targeted messaging that takes their persona and event attendance into account. Event Check-In Process. QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?

Involving SEOs in the content creation process

Biznology

If you plan on creating content for digital marketing purposes, it is imperative you include an SEO in the creation process. In order to be successful you need a multifaceted team of highly skilled individuals working together. It is important to also involve an SEO in the content creation process and have them work closely with your content team. Content comes in many forms.

The Emerging Importance Of B2B Ethnography To Buyer Personas

Tony Zambito

This is still a narrow buying process perspective designed to view the buy/sales cycle to a  “win” as opposed to a “loss”. This is then combined with win/loss questioning focused on the buying process (or buyer’s journey). In order to see how behaviors and interactions are changing, CEOs and CMOs will need to embrace B2B ethnography. Buyer Research Intent Requires Change.

Using the Unsubscribe Process to Grow Your Company

Marketing Action

However, did you know that you’ve got a solid opportunity to better your company with the unsubscribe process? Create the survey in such a way that those leaving have to participate in order to move to the next screen… but make sure the survey is short and doesn’t hold them up too long from their goal of unsubscribing. Let Your Unsubscribe Process Function as an Exit Interview.

Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process

Marketing Action

With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality. Designing a collaborative, transparent lead process is essential to solving this problem. Define the steps.

8 Email Workflow Tips for the College Admissions Process

Hubspot

One of the key elements of inbound marketing is the use of automated workflows because they allow you to better engage leads through a set of targeted emails, while saving time by automating the process. In order to have the most success with workflows, you need to tie them into your overall marketing strategy. Begin by brainstorming what it is you want the workflow to achieve.

How will the Economy Affect the Buyer’s Decision Process in 2012?

The ROI Guy

Anyone who has driven a corporate purchase decision knows that it can be a frustrating and long process, one which many buyers wish they could streamline. Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. However, continued economic uncertainty will make this desire hard to fulfill.