Page 2 of 140 Previous | Next 
  • ANNUITAS  |  WEDNESDAY, APRIL 4, 2012
    [Process] Plugging The Leaks – Addressing The Early Stages of the Funnel
    Depending on how your lead qualification process is developed, this contact (assuming it is) is somewhere between an inquiry and MQL which begs the question, just what is it? The key here is to make sure that through the nurturing process, engagement with the Valid Response buyer occurs. Lead Management Process Lead Nurturing
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 3, 2012
    [Process] Align Industrial Websites with Sales Process
    make sure the site is aligned with your sales process. Here are some of my thoughts to help you better align an industrial website with your sales process. Define your sales process in details. After the sales process is clearly mapped out, examine what steps can be handled by your website. It is too late by then.
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 19, 2011
    [Process] Cold Calling is Dead. No it isn’t. Cold is dead. Calling is not.
    Filed under: Demand Generation , Sales Leads , sales process , sales-ready leads. Demand Generation Sales Leads sales process sales-ready leadsOur client OneSource did not want to run this, but I have no such restriction on my own blog. Everywhere you turn it seems that people are saying cold calling is dead. We disagree. Way up.
  • SAVVY B2B MARKETING  |  MONDAY, MARCH 7, 2011
    [Process] Discovery Process: The Do-Not Neglect First Step to Creating Fabulous Content
    You have to consider the client’s business goals and objectives, their message (or story, as I call it), their positioning and brand, the sales process and even company culture. Unfortunately, you can’t shortcut this process, as I learned the hard way. My task was to create messaging and content. Interview your clients.
  • VOLACCI  |  TUESDAY, AUGUST 27, 2013
    [Process] Fine Tuning a Newsletter Subscription Process
    Growing a healthy list can be a long process, but when executed properly, should provide a steady stream of contacts to help business and marketing objectives. Following are a series of techniques, tips and strategies to help you get the most out of your email newsletter subscription process: . Embedded Subscription Option.
  • VIEWPOINT  |  THURSDAY, MARCH 1, 2012
    [Process] Demand Generation Strategies & Lead Management Processes First
    In part one , Carlos differentiates between demand generation strategies and lead management processes. When these qualified leads start to leak out of the sales funnel, it’s usually because an effective lead management process is missing. Nonexistent lead management processes. Not enough of the right content.
  • HUBSPOT  |  FRIDAY, NOVEMBER 7, 2014
    [Process] What Great Stories Smell Like: Inside Microsoft Stories' Editorial Process
    Though they''ve now gotten more internal buy-in and developed partnerships with external shops to get pieces ready to publish, the whole team gets their hands dirty in every stage of the production process. Now, let''s get into what that process actually looks like. Crushes are weird sometimes. " Content crushes are no different.
  • SALES CHALLENGER  |  TUESDAY, NOVEMBER 15, 2011
    [Process] Blowing Up Your Sales Process: A “How To” Guide
    My colleague Taylor recently wrote a post about one company’s journey to take their sales process to the next level.  The company was Automatic Data Processing, Inc. ADP), and they intentionally blurred the lines of distinction between buying and selling when constructing the latest iteration of their sales process.
  • MARKETING INTERACTIONS  |  MONDAY, JUNE 21, 2010
    [Process] Marketing Automation Must Support a Business Process
    As they point out, it's terrific when an application is intuitive and easy to use, but marketing automation must be used in support of a business process if it's going to produce the desired results. More sales and revenues.
  • BIZNOLOGY  |  THURSDAY, APRIL 10, 2014
    [Process] A sustainable process for optimized content marketing and brand publishing
    Start getting these marketing stakeholders involved in the editorial process by creating an editorial board consisting of them as well as content producers and any analytic stakeholders or other agency representatives you deem necessary. You spend a lot of time researching, planning, and creating all kinds of content online. Everyone is busy.
  • FUNNEL FOCUS  |  MONDAY, SEPTEMBER 20, 2010
    [Process] Spotlight: Brian Massey Shares Insights to Optimizing Your Marketing Process
    Brian Massey’s section of The Quintessential Marketing Automation Guidebook , Conversion Stack: Marketing Automation for Performance Marketers , introduced a hierarchical approach to developing an optimal marketing process. start the process by collecting the stories from those around the table. The visitor’s appliance broke.”.
  • MARKETING ACTION  |  MONDAY, JANUARY 28, 2013
    [Process] Building Content Marketing to Support the Buying Process
    Demand Metric is offering a free webinar, “ Building Content to Support the Buying Process ,” Tuesday, January 30 th at 1 pm Eastern. This stage teaches you how to identify your buyer’s specific content consumption preferences, buying process sticking points, and what content they need to meet their educational needs.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 14, 2013
    [Process] How Deals Die in the Final Mile of the Sales Process
    As a sales manager, I spend a great deal of time creating and implementing effective work practices in the sales process to make sure my team knows how to get organized, develop a call plan, and use tools to keep track of their notes and appointments. Starting in 2006, he helped the company grow from 80 to 1300+ employees. Image © Stucollie
  • LEAD VIEWS  |  FRIDAY, NOVEMBER 4, 2011
    [Process] Think Like Your Customer: Aligning Selling to Buying Process
    Those of us in MO need to assert leadership in aligning our company’s sales process with our customers’ buying process. Implications for marketers: We can best support Sales by providing the process and means to better understand this gap. We need to understand our customers’ buying process and imperative to buy.
  • NUSPARK  |  SATURDAY, JUNE 2, 2012
    [Process] New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline
    Once a visitor comes to your landing page via search, social, or online display because of a persuasive message, if that potential prospect isn’t persuaded to continue the conversion process, there’s problems with the landing page strategy. Because of the automated qualification and email marketing process. Always, B-Be, C-Closing.
  • NUSPARK  |  SATURDAY, JUNE 2, 2012
    [Process] New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline
    Once a visitor comes to your landing page via search, social, or online display because of a persuasive message, if that potential prospect isn’t persuaded to continue the conversion process, there’s problems with the landing page strategy. Because of the automated qualification and email marketing process. Always, B-Be, C-Closing.
  • ENGAGE  |  SUNDAY, MARCH 9, 2014
    [Process] Content Consuming or “Processing”?
    So by that definition, content consumption is more like content processing. Somewhere in the interstices of that process—between encountering, assessing, modifying, and sharing content—we look for that moment of real connection between brand and consumer. As marketers, we talk nonstop about engaging our audience. Watching? Listening?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 17, 2014
    [Process] 5 Steps to Successfully Build Your Company's Sales Development Efforts
    Whether they''re Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process. Build a process. Build them a process and give them tools to succeed. 3. Do the math. How often?
  • INBOUND SALES NETWORK  |  TUESDAY, SEPTEMBER 20, 2011
    [Process] The Google-Driven Buying Process
    The buying process has shifted in recent years. The problem is that most companies have not adjusted their sales process to match this change. You need to think about and document the questions asked at each stage in their buying process. When prospects showed a bit of interest they were then placed into the sales process.
  • SALES CHALLENGER  |  TUESDAY, AUGUST 2, 2011
    [Process] The Sixth Sense of Selling: Teaching Jedi Mind Tricks and More…
    We’ve already talked about strategies for synching reps’ and customers’ actions with very tangible signals aligned to the customer buying process.  It turns out that some successful reps are able to gauge customers’ level of agreement by looking for subtle behavioral cues to determine when a customer is ready to move on with the process.
  • CONVERSIONATION  |  SUNDAY, MAY 6, 2012
    [Process] The First Two P’s of Broken Marketing
    Processes We have automated. We have no people to properly use them and lack the processes to actually get results out of them that can be followed up and shared across our silos. We have no processes to gain knowledge and insights. What processes do you have to serve your customers in a consistent way?
  • VIEWPOINT  |  TUESDAY, NOVEMBER 20, 2012
    [Process] PowerViews with Bob Kelly: Redesigning Sales Process Basics
    Tablets: Fundamentally Redesigning Basic Aspects of the Sales Process. He references recent SMA that points to the fact that tablets aren’t simply a device that helps you do the same things a little bit more efficiently or in a different place or more often: “They’re actually fundamentally redesigning basic aspects of the sales process.
  • SAVVY B2B MARKETING  |  THURSDAY, APRIL 28, 2011
    [Process] 4 Things Content Marketers Can Learn from The Onion's Editorial Process
    While this level of editing isn’t feasible for most B2B content marketers, there is a lot we can learn from The Onion ’s editorial process. How the process works. Develop a process – and stick to it. Hat tip to The Beaverton Style Guide for this nice set of articles directly related to this.). Collaborate.
  • THE POINT  |  WEDNESDAY, FEBRUARY 8, 2012
    [Process] Key to Marketing Automation Success: Process First, then Campaigns
    In the post, author Jonathan Block makes a number of cogent points, but I would highlight two: “It’s clear that many B2B organizations now understand the need for marketing automation technologies, and the need for optimized processes and skills to leverage them.” And that fact, I would propose, is a good sign for a maturing market.
  • THE ROI GUY  |  WEDNESDAY, MARCH 20, 2013
    [Process] Where is ROI Best Applied in the Sales Process?
    On average, 76% of deals are now won or lost early in the decision making process – going to the solution provider who helps your Prospect uncover and prioritize the issue and set the buying agenda, while only 24% are won / lost during the later competitive bake-off phase. Quantify the Pain Why Now? Justify the Gain Why You?
  • INBOUND SALES NETWORK  |  TUESDAY, MAY 3, 2011
    [Process] How the B2B Buying Process Has Changed
    The reality today is that the B2B buying process begins when prospects accesses a company’s website, blog, white paper, or signs on to a webinar that it is hosting. If you are not involved in this education process, you are coming too late to the party. This begins with aligning with the customer’s buying process.
  • INBOUND SALES NETWORK  |  THURSDAY, JANUARY 5, 2012
    [Process] A Guide to Understanding the B2B Buying Process
    With two economic downturns over the past decade, B2B buyers focus more than ever on what solutions are available to help them “do more with less” Anyone involved in selling to corporate decision makers knows that it can be a frustrating and long process - one that many wish they could accelerate. The B2B Buying Process.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 12, 2011
    [Process] The Fatal Flaw in the Job Description/Resume Process
    B2B Lead Generation | A flawed job process. believe the reason for that is the fact we use what I consider to be an antiquated process for finding employees – which has the unintended consequence of eliminating stars – the job description/resume process. But our antiqued process prevents us from hiring stars.
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [Process] Five Myths of Lead Management
    As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  What they found however was that CRM didn’t help them fix their faulty sales process. Technology adoption must occur hand-in-hand with process evolution. So what are these myths?
  • MARKETING ACTION  |  TUESDAY, APRIL 22, 2014
    [Process] Lead Management: 7 Steps to the Process that Creates Revenue
    In this post, he gives us dead-simple guidance for lead management, including what it actually is, and the steps you need to take to create a resilient process that leads to revenue. In short, it’s seven distinct, but interdependent processes that are used to manage the receiving, qualifying, routing, nurturing and closing of sales leads.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 13, 2013
    [Process] Coaching and Challenging Prospects Through the Sales Process
    Too many sales reps rely on their customers to coach them through the sales cycle. However, we need to learn to be the coach. book that’s bringing sales strategies to the next level is The Challenger Sale. Which category would you guess the top performing salespeople fall within? Steve Jobs was a challenger.
  • FIFTH GEAR ANALYTICS  |  THURSDAY, JULY 8, 2010
    [Process] Optimizing with Lean 5S
    The implementation of 5S Standards supports the ISO 9000’s process and control requirement. Analytics 5s lean kevin gilbert lean processKevin Gilbert. I was recently helping a colleague find something she had lost on her computer. She needed 5S. Lean Manufacturing found tremendous success in the 90’s. Make your surroundings shine.
  • NUSPARK  |  SATURDAY, OCTOBER 15, 2011
    [Process] The 3 P’s of B2B Lead Generation: People, Process, Platforms
    Now that the SEO keywords are out of the way, I wanted to touch on my other sell statement; as a digital marketing consultant and founder of NuSpark Marketing, I also resell people, process, and platforms. . Process. Since many do not we exist to put that process together for clients. . How boring.  Quality people. . Platforms.
  • NUSPARK  |  SATURDAY, OCTOBER 15, 2011
    [Process] The 3 P’s of B2B Lead Generation: People, Process, Platforms
    Now that the SEO keywords are out of the way, I wanted to touch on my other sell statement; as a digital marketing consultant and founder of NuSpark Marketing, I also resell people, process, and platforms. . Process. Since many do not we exist to put that process together for clients. . How boring.  Quality people. . Platforms.
  • HUBSPOT  |  MONDAY, FEBRUARY 9, 2015
    [Process] How to Research Blog Topics: A Step-by-Step Process
    In this post I will take you through a four-step process for researching your blog posts. This process will help you validate your blog ideas, fill your posts with interesting and relevant content, and increase the chance your readers will engage with you. These words become your guiding light throughout this research process.
  • BUYER INSIGHTS  |  MONDAY, SEPTEMBER 24, 2012
    [Process] Auctions: The Rise Of ‘A’ Word In Buying
    How Buyers Buy Top 10 Bidding Process Reverse Auctions Sales Approach Sales Channels Sales ProcessThe rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. The ‘A-Word’ In Selling Some people get excited about the rise [.].
  • THE POINT  |  THURSDAY, JANUARY 24, 2013
    [Process] Taking Stock of Your Lead Management Process: 5 Key Questions
    Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 14, 2010
    [Process] Who and What Do We Trust?
    Tags: Social media Buying Process Relationship Sales
  • VIEWPOINT  |  THURSDAY, OCTOBER 11, 2012
    [Process] PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
    Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. The Core Issue: It’s Not Alignment – It’s Driving the Demand Process. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 15, 2014
    [Process] The Role of Webinars in the Sales and Marketing Process
    As illustrated below, the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and nurturing to cross-selling and upselling. Move prospects and opportunities faster in the purchase process. Enhance marketers’ lead scoring and nurturing process. Engaging Buyers.
  • ANNUITAS  |  THURSDAY, MARCH 13, 2014
    [Process] Demand Generation Skill Set of the Not-So-Distant Future
    You absolutely need to understand how to set up your measurement and analytics for the entire Demand Process using the technology you have at hand (CRM, MAP, Web Analytics, etc.) in order to effectively create and measure the lead management process and market to your buyer universe. Email marketing experience. Blog Buyer 2.0
  • AVITAGE  |  WEDNESDAY, JANUARY 7, 2015
    [Process] Continuum and Process vs. Event, Project or Campaign Thinking
    It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. The problem is, if a B2B buyer is at a different stage in their buying process than the content you distribute suggests, you could miss engaging them entirely.
  • FUNNEL FOCUS  |  TUESDAY, FEBRUARY 1, 2011
    [Process] New Webinar: Lead Nurturing After the Sales Handoff: Accelerate the Buying Process
    As companies work to build processes that support the buying journey from contact to close, Marketing and Sales become unified around one goal – driving revenue. Therefore, marketers need to adjust their marketing processes to reach farther across the funnel. So What role Sales and Marketing play in each lead nurturing process.
  • ANNUITAS  |  WEDNESDAY, APRIL 15, 2015
    [Process] Insights from the Marketo Summit
    It is no longer a sales driven buying process, this much is certain, but marketers must heed the call and utilize what is at their disposal to drive customer engagement. This week I had numerous conversations with business development reps and heads of sales that understand the major shift that has occurred in the B2B buying process.
  • SAVVY B2B MARKETING  |  MONDAY, MAY 9, 2011
    [Process] Create and Deliver Content Like a Publisher to Accelerate the Customer Buying Process
    If you're ready to take your content process to the next level, you could realize significant opportunities if you leverage your time, effort, resources and content. The first step in thinking like a publisher is a mindset and process for planning. Multi-Purpose Publishing Process. Publishing is a collaborative process.
  • LOOPFUSE  |  TUESDAY, JANUARY 24, 2012
    [Process] Spice Up Marketing Automation with a Recipe for Success
    Just like a well-proven recipe, Marketing Automation programs (like LoopFuse) can generate success such as a 178% increase in deals if you start with the right software and get your processes in place to take advantage of it. Marketing Automation Loopfuse Success process recipe salsaI make a killer fresh salsa. Tweak the recipe.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, FEBRUARY 24, 2014
    [Process] Industrial Website Redesign Should Fit Your Sales Process
    I have had many conversations with manufacturers and industrial companies where our discussions began with the statement, “We need to  redesign our industrial website.” Great news, right? Not exactly and [.]. This is only a content summary. Please click on the headline to read the full article.
  • HUBSPOT  |  THURSDAY, FEBRUARY 23, 2012
    [Process] 12 Ways to Create a User-Friendly Website Registration Process
    But it's part of doing business in the online world, and because most website visitors are quite used to the process, they've also come to have pet peeves over UX and UI choices businesses make around their registration process. 12 Ways to Create a Seamless Website Registration Process for Your Visitors. 1.) Image credit: danja.
  • BLUE FOCUS MARKETING  |  SUNDAY, AUGUST 15, 2010
    [Process] Unyielding Search is Key to Creative Process
    particularly interesting discussion focused on the role teaching plays in developing one’s own skills, including a deeper understanding of the creative process. Creative Process is a Process. But even the ones that suck are part of the process,” he explained. This unyielding search is key to the creative process.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MAY 15, 2014
    [Process] An Eight-Step Process for Creating Front-Page B2B Industry News
    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. Developing a Client Questionnaire. Research. Pulse.
  • SAVVY B2B MARKETING  |  TUESDAY, NOVEMBER 17, 2009
    [Process] How to Improve the Unsubscribe Process (Yes, This is Something to Think About)
    You would think all companies would handle the unsubscribe process the same, but they don't. So, even though the unsubscribe process shouldn't be a priority, you should give it some consideration as those who are unsubscribing could still be potential customers. Make the unsubscribe process easy. cleaning of my inbox, that is.
  • NUSPARK  |  THURSDAY, JANUARY 12, 2012
    [Process] Focus Roundtable Recap: Optimizing Landing Page Conversion Rates
    B2B Lead to Sale Process Conversion Tactics Landing PagesI recently hosted a fantastic roundtable discussion on Focus.com on the topic of Increasing Landing Page Conversion Rates. Among the topics discussed: Linking prospects to a landing page, microsite, or website, and which direction makes sense.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 16, 2010
    [Process] New Teleprospector Evaluation Process
    You've taken the time to bring a candidate through an extensive interview process, run them through a thorough training.and then what? This process will repeat itself each week during the employee's first 30 days on the phone. How do you go about managing your new hire evaluation process Here are the yellow pages. Guess what?
  • SYNECORE  |  FRIDAY, MAY 23, 2014
    [Process] Navigate Your Web Design Process in 5 Steps
    Today we will show you how to navigate your website design process in just five easy steps: Love marketing as much as we do? Today we will help you navigate your website design process in five easy steps. Now that you''ve navigated through our web design process. Follow @Spenceafied. Follow @deannabaisden. Follow @SynecoreTech.
  • ANNUITAS  |  TUESDAY, JULY 15, 2014
    [Process] Marketing & Sales Misalignment…the Impact
    While it’s certainly true that content created for the early stages (Engage stage) of the buying process doesn’t need an eagle-eye review by a sales rep, it is critical that content meant for later stages (Convert stage) meets sales’ needs.  It’s as as inevitable as death and taxes…marketing and sales misalignment.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Process] How to Get Sales and Marketing on the Same Page
    Problem 3: Poor Processes and Shaky Structures. For instance, every marketing department should have a clear process for producing a sales brochure, a process that defines responsibilities and timelines. Even worse than poor processes is the problem of shaky structures. This is a guest post by Brad Shorr. Work On It.
  • NUSPARK  |  MONDAY, JANUARY 9, 2012
    [Process] The missing topic on b2b digital lead generation: advertising
    Convince target audiences they need to update their current systems or process.  Advertising B2B Lead to Sale Process Marketing Strategy Media PlanningRemember advertising?  Remember media plans?  If you believe all those social media experts and SAAS platforms, you’d think advertising has gone away.  Don’t believe it. 
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 4, 2011
    [Process] Why Social Media is Important to the Sales Process.
    Companies across the world are agreeing that social media is changing the landscape of how customers interact with brands. Airlines use social media tools like Twitter to stay on top of customer service needs, companies use social media as a marketing tool to stay engaged with customers. The growing popularity of sites like Facebook, Twitter [.].
  • AVITAGE  |  THURSDAY, OCTOBER 30, 2014
    [Process] Why Content Creation Isn’t Everyone’s Job
    ”  Traditional vs Publishing Process Marketers think in terms of creating — writing — content. Publishers think in terms of setting up and executing a process to continuously acquire inputs to a different kind of production process. This is a teachable moment.
  • VIEWPOINT  |  WEDNESDAY, MARCH 2, 2011
    [Process] A 3 Step Process to Make Social Media Produce Sales
    Here's a 3 step process that will. Might the sales process itself be 'home' to what we already know works?” Does it connect to a lead nurturing or follow-up process? Try applying this 3 step process tomorrow. He blogs at [link]. Follow customers into social spaces. It's a smart idea. Or are you truly interacting?
  • REVENUE JOURNAL  |  FRIDAY, MARCH 9, 2012
    [Process] Why Do They Love You?
    Customer's Buying ProcessLet's say you had a third party interview your spouse, asking one question: What do you love about him/her? guarantee you would be surprised at the answers they gave. Sure, there would be some things that made you smile and say, "Yes, I work hard at that. I'm glad he appreciates it." " read more.
  • GREAT B2B MARKETING  |  WEDNESDAY, JULY 25, 2012
    [Process] Marketing and Sales – How to Achieve a Healthy Balance
    Marketing Process Marketing Success Sales EffectivnessAfter discussing the challenges of working with the sales department, a CMO friend stated something to the effect that “those sales people have no idea what we do around here.” ” Of course I have heard (and expressed) plenty of complaints pointed in the other direction.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 21, 2010
    [Process] 10 Winning B2B Marketing Habits to Adopt in 2011
    Technorati Tags: B2B Marketer , B2B Marketing , Marketing Process , Marketing Strategy. B2B Marketing Marketing Process Marketing Strategy B2B MarketerLike the saying goes, it’s hard to hit a target you don’t have, and goal setting is the best way to establish those targets. Perhaps you are equally committed to goal setting.
  • ANYTHING GOES MARKETING  |  TUESDAY, MARCH 24, 2009
    [Process] Sharing Space: Marketing and Sales
    This includes coordinating on marketing campaigns, looking for opportunities where leads may have fallen through the cracks, and better understanding what potential buyers are looking for at different stages of the buying process and their challenges Provide useful tools to sales. personally wouldn’t have it any other way. Come Together.
  • MARKETING ACTION  |  MONDAY, APRIL 14, 2014
    [Process] Using the Unsubscribe Process to Grow Your Company
    However, did you know that you’ve got a solid opportunity to better your company with the unsubscribe process? Let Your Unsubscribe Process Function as an Exit Interview. The biggest way that your unsubscribe process can help your company grow is by that very last tip—survey those who are leaving. It’s not as bad as it seems.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 27, 2011
    [Process] DemandCon – spanning the entire sales and marketing process
    It’s a really different kind of conference than you are accustomed to. Welcome to DemandCon, the first marketing and sales conference to address the entire sales funnel, from first contact to final close. Demandcon was born when co-founders Steve Gershik and … Continue reading → Business relationships Demand Generation
  • HUBSPOT  |  TUESDAY, NOVEMBER 11, 2014
    [Process] How BuzzFeed Makes Money: An Inside Look at Their Sales Process
    What''s the sales process like? A lot of people are familiar with BuzzFeed from a consumer standpoint, but it’s a little different from an advertising standpoint. Does the structure of the sales process have an impact on the type of salespeople BuzzFeed hires? This post originally appeared on the Sales section of Inbound Hub. We don’t.
  • BUYER INSIGHTS  |  WEDNESDAY, AUGUST 7, 2013
    [Process] Coping With Buying Process & Procedures
    Successfully adapting the sales approach to the new realities of buying process and procedures is essential to winning the sale. If you understand the buyer’s process then you can predict what the buyer is going to do next. HOW buying decisions are made has changed dramatically. More important still you are in a position to [.].
  • CHRIS KOCH  |  FRIDAY, AUGUST 21, 2009
    [Process] The five components of a successful thought leadership program
    Create a content development process. The key components of the program are: Create a publishing process and calendar. Marketers must become publishers, with a process for refining and presenting thought leadership content through various vehicles, (such as conference presentations, white papers, social media, etc.).
  • CONNECT THE DOCS  |  WEDNESDAY, APRIL 14, 2010
    [Process] Understand the Full Buying Process of your Buyers
    2010 will be an interesting year for B2B marketers, as a number of trends coalesce to fundamentally change the way we interact with buyers and engage them in a buying process. As social media providers become more focused on understanding true influence, how will the value and measurement of significant social influencers change? Steve Woods.
  • SALES CHALLENGER  |  TUESDAY, MARCH 12, 2013
    [Process] How Not to Lose a Lead
    Blog Sales & Service Sales and Marketing Sales Process Management Social MediaA successful sale often starts with a well-qualified lead. But, that’s only half the story. What’s equally important is the salesperson that nurtures and closes that lead. This has implications for lead assignment as well.
  • ANNUITAS  |  WEDNESDAY, FEBRUARY 16, 2011
    [Process] An Interview with Jonathan Block from SiriusDecisions
    Why do these issues continue to persist despite the focus on new technologies and process? JB : The simple answer is because a focus on new technologies and processes alone is not enough. Given automation plus process provides such a huge advantage, why don’t more companies adopt this approach? However that is far from accurate. 
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 23, 2011
    [Process] Infusionsoft Helps Clients Map Their Marketing Strategy
    Indeed, you could sniff that Infusionsoft is only now adding campaigns, in the sense of a container to link separate process flows. Others have used its sequential processes either separately, to automate a variety of annoying manual tasks, or by painstakingly stringing them together by themselves or with professional help. corporate?
  • INBOUND MARKETING AUTOMATION BLOG  |  MONDAY, JUNE 14, 2010
    [Process] Social Media Marketing Processes
    The best Social Media Marketing Graphics on the web today! No related posts.
  • STORIES THAT SELL  |  THURSDAY, NOVEMBER 11, 2010
    [Process] Why Companies Need to F-R-E-E Their Case Studies
    Share: Tags: Case studies in the sales process Value of Customer Stories customer case studies A small software company recently ran an experiment… The company, which had been requiring registration to download its customer case studies, decided to unlock those stories on their website. The results were pretty shocking.
  • ANNUITAS  |  TUESDAY, MARCH 11, 2014
    [Process] The Rise of the Marketing Technologist Part 2: Who Owns The Marketing Technology Stack?
    And perhaps most importantly, “… brand marketing strategies and techniques are continually evolving … must be adept at ushering a team and its processes through the changes it will inevitably encounter.”. Blog B2B Marketing Change Management content marketing demand process demand strategy Marketing technologist technology stack
  • NUSPARK  |  THURSDAY, MAY 24, 2012
    [Process] The new Demand Waterfall from SiriusDecisions; An Introduction
    Of equal importance, it showcases how marketing and sales should be aligned, and how the funnel process integrates both fields.  Related Posts: NuSpark Pre-Funnel Lead Generation Process Marketing & Sales Alignment; We’ve Aligned to Optimize Your Lead Funnel & Pipeline. Here is the new Demand Waterfall. Ok I will. .
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 23, 2015
    [Process] Why Your Team Needs a Lead Scoring Model
    Lead scoring allows businesses to standardise and speed-up this process, which means sales teams will always have the hottest leads in their hands. The process usually involves continuous testing and refinement with the sales team. Marketing Automation Marketing Automation Process (MAP What constitutes a worthwhile lead?
  • SALES CHALLENGER  |  WEDNESDAY, MAY 8, 2013
    [Process] Your Sales Machine is Obsolete
    For decades sales leaders have been instituting rigorous sales metrics, that track seller activities, and perfecting the sales process to allow for maximum control of sales outcomes. Blog Sales & Service Sales and Marketing Sales Force Management Sales Process Management Solutions Selling
  • VIDYARD  |  MONDAY, SEPTEMBER 8, 2014
    [Process] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
    When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Create process visualizations. Create Process Visualizations…or process chart. Know Your systems. Put Data First. Program Status.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 19, 2010
    [Process] 5 dials to tune in your lead generation process
    It's important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively (i.e. Think about your lead generation process as being controlled on a mixing board.
  • NUSPARK  |  THURSDAY, MAY 24, 2012
    [Process] The new Demand Waterfall from SiriusDecisions; An Introduction
    Of equal importance, it showcases how marketing and sales should be aligned, and how the funnel process integrates both fields.  B2B Lead to Sale Process Marketing Automation Marketing StrategyThis week SiriusDecisions presented their new demand waterfall model. It was very well received at the annual conference this week. Ok I will. .
  • NUSPARK  |  SATURDAY, FEBRUARY 4, 2012
    [Process] Survey Results: Improving Content Marketing is the #1 Priority for 2012 Lead Generation.
    Pipeline Conversion rate optimization; from landing pages to the follow-up sales process, all work better when content is being distributed on an ongoing basis to your prospects. B2B Lead to Sale Process Content Marketing StrategyThe poll also supports my message of how content marketing and lead generation go hand-in-hand.
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 30, 2011
    [Process] How will the Economy Affect the Buyer’s Decision Process in 2012?
    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. Value Marketing 2012 Pisello Buying Lifecycle Alinean Value Selling
  • FUNNEL FOCUS  |  WEDNESDAY, JUNE 23, 2010
    [Process] Improve Lead Nurturing Process Execution with Decision Trees
    Our recent white paper, 6 Truths About Marketing Automation (And How to Face Them) , made the case for deploying the platform in support of an established process. Building a process is hard. With a drag and drop interface, marketers can easily create navigable paths based on a lead’s activity and interest. white papers, eBooks).
  • SALES CHALLENGER  |  WEDNESDAY, APRIL 11, 2012
    [Process] Social Media- The Future of Sales?
    We’ll start at the very beginning with creating a profile and walk you step by step through the process of getting up and running, finding and engaging with peers and prospects online and how you can turn that socializing into sales. LinkedIn is about taking the process of networking online. “Selling is dead. Long live social media”.
  • ANNUITAS  |  TUESDAY, MAY 21, 2013
    [Process] Why B2B Marketers Are P **g Off Their Buyers
    Blog B2B Marketing Buyer''s Journey demand process Lead-to-Revenue Process One of the reasons that buyer dissatisfaction is on the rise is the way that organizations approach the discipline of Demand Generation.
  • HUBSPOT  |  TUESDAY, NOVEMBER 20, 2012
    [Process] Why the Enterprise Should Take a Lean, Process-Based Approach to Marketing
    Legal, sales, product management, and support, all have an interest in marketing activities and a share of the approval process. Lean processes involve continuous improvement over time, or “kaizen,” which helps an operation perform more efficiently and instills a sense of ownership by all stakeholders. What is Lean?
  • NUSPARK  |  SUNDAY, JULY 25, 2010
    [Process] Optimizing the eMarketing Leads-to-Sales Process
    The challenge to any business is to optimize every little piece of the eMarketing flow from website visitor to sale. By carefully tweaking the micro elements of the flow, the macro components work better; you’ll generate more leads, more conversions, more sales, increase market share, and be primed for the future. Below is a diagram [.].
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Process] 5 Internal Processes to Make You a Marketing Automation Superhero
    Here’s are five internal processes to make you a marketing automation superhero: 1) Be like Iron Man’s Jarvis: Have a Plan.  . Define your request process and standards – you might even want to create a marketing automation playbook. As a Marketing Automation Specialist at Hyland Software, I’m the end of the process for campaigns.
  • BUYER INSIGHTS  |  FRIDAY, MAY 3, 2013
    [Process] New Perspectives On Sales Success – Research From RAIN Group
    Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling Selling has entered a new more dynamic era. New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world.
  • AVITAGE  |  MONDAY, JULY 23, 2012
    [Process] Got content challenges? Apply the problem-cause model.
    rich history, and many models, demonstrate that process change is often the key to execution and cost related breakthroughs. The traditional “point production” process for creating content is too limited for the new requirements of the content marketing world. This is a major shortcoming of current thinking.
  • FUNNEL FOCUS  |  TUESDAY, AUGUST 17, 2010
    [Process] Thought Leadership Interview: Jeff Erramouspe Sheds Light on 3 Issues that Impact Marketing Automation Process Planning
    Jeff Erramouspe’s section, You Need Good Technology, But… , in The Quintessential Marketing Automation Guidebook , made us all stop and think about the need to plan our business process before we implement marketing automation. For instance, you could define and implement a nurture process.  Which one has the highest conversion rates?  
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 27, 2013
    [Process] Hiring a person to head BtoB Demand Generation? Don’t just hire a person; Hire a process!
    Hire a process too! I see lots of listings on LinkedIn looking for BtoB demand generation managers. But these companies are missing THE critical element – the plan and process to be used. What’s the process that this new hire will use to craft a best practices btob demand generation program in your company?
  • LOOPFUSE  |  TUESDAY, NOVEMBER 30, 2010
    [Process] B2B Marketing Automation: When to automate process
    Although Marketing Automation is a hot topic these days, many marketers wonder what specific aspects of marketing should be automated.  This is a good question to ask because in general, there is no substitute for direct person-to-person interaction when it comes to building a business relationship. 
  • WEBBIQUITY  |  TUESDAY, SEPTEMBER 7, 2010
    [Process] Lead Nurturing – How to Develop a Solid Process for B2B Lead Management
    Here is a process to get you started on the right track. Guest post by Alexandre Sagala. Effective lead nurturing is crucial to successful b2b marketing. Planning. Before starting with the execution of lead nurturing campaigns, you need to spend time planning. This is extremely important. Involving sales at this time is a good idea.
  • REVENUE JOURNAL  |  THURSDAY, NOVEMBER 8, 2012
    [Process] How Customers Decide to Buy: Debunking Common Marketing Myths - Part 1 of 4
    Customer's Buying Process How Customers Buyread more.
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 30, 2011
    [Process] CFOs are Large and in Charge of Buying Process in 2012
    According to the 570 US executives surveyed, CFO Magazine reports that three-quarters of the organizations surveyed have increased the involvement of finance in the buying process, with the survey indicating that the top areas of involvement now include: 1. Developing/reviewing business and functional requirements (98%) 2. Ease Of Use 7.
  • VOLACCI  |  FRIDAY, MAY 2, 2014
    [Process] Process Day Email Address [Ben's Productivity Podcast]
    Abraham Lincoln said, "Give me six hours to chop down a tree, and I will spend the first four sharpening the axe." I love that quote because it really speaks to what I want to talk to you about today and that''s a process that I''ve put into my company called Process Day. The Importance of Process Day productivity , drupal
  • SALES CHALLENGER  |  TUESDAY, JANUARY 15, 2013
    [Process] 5 Ways to Avoid a Price-Driven Sale
    Customers are 57% through their buying process before they seek engagement with suppliers (see chart below). Think These include: Landmine #1:  Reps cannot (or will not) engage customers earlier in their buying process. Think about that for a moment. Customers In other words, there are landmines on the path out of RFP-land.
<< 1 2 3 4 ... 139 140 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...