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  • HUBSPOT  |  FRIDAY, SEPTEMBER 19, 2014
    [Process] Welcome to the New Sales Process: How to Let Content Do the Selling
    Thankfully, those days are over and consumers are taking charge of the sales process. And for both B2B and B2C industries, content is holding their hands through the process. Content naturally opens up a dialogue with readers, which can expedite the sales process and build trust. If there wasn’t a need, you created one.
  • SYNECORE  |  FRIDAY, JANUARY 18, 2013
    [Process] SoLoMo: A Tale of Two Marketing Processes - #MarketingTechMin
    Social Local Mobile is about more than just geo-fencing and apps like Foursquare and Yelp. This week, Chris and Spencer discuss how SoLoMo can help your online presence and work as a part of your integrated digital marketing strategy. Be sure to tune in every Friday for more discussion of the latest trends in the Marketing Technology Industry.
  • 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.
  • CONFLUENT FORMS  |  THURSDAY, JANUARY 14, 2010
    [Process] 9 tips for running a considerate procurement RFP process
    We've been on both sides of the procurement process and have seen more than our fair share of RFPs. With this background in mind we've put together our top 9 tips for running a more considerate procurement/RFP process. 1. Treat this time and effort as a responsibility on your part to run a fair and considerate procurement process.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 1, 2016
    [Process] Aligning industrial marketing with the industrial professional’s buying process
    The post Aligning industrial marketing with the industrial professional’s buying process appeared first on Marketing Insider Group. By Jon Franko, Thinker & Partner at Gorilla 76. The following was taken from Chapter 3 of The Definitive Guide to Industrial Marketing, an educational resource from Gorilla 76. Content Marketing
  • 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.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 10, 2011
    [Process] The Business Process that No Longer Works
    B2B Lead Generation | the Process of the Past No Longer Works. The business process doesn’t work anymore. Life used to be simple for companies who sold complex products to businesses, like software, networking, services, etc. They all followed a simple formula in the 80′s, 90′s and most of the ’00′s.
  • 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?
  • HUBSPOT  |  TUESDAY, JULY 21, 2015
    [Process] Rebranding Your Company? How NOT to Kill Your SEO in the Process
    As we moved through the transition process, we identified ten crucial steps that are critical to maintaining your online visibility during a rebrand. We found it easiest to manage this process with a spreadsheet. Here’s a screenshot of ours: There are also a bunch of great tools to help take some of the grunt work out of this process.
  • 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.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MAY 5, 2016
    [Process] How Marketers are Rethinking the Content Generation Process [Interview]
    Making content is not a project, it’s a process — a very specialized one — and trying to use tools that were meant to be very broad, like project management software, or tools that are having to be repurposed from number crunching and accounting, like Excel, for content creation — it just makes things harder.
  • 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
  • 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.
  • HUBSPOT  |  WEDNESDAY, MAY 27, 2015
    [Process] 2 Big Steps to Remove Friction During the Checkout Process
    Because you have quite a few other tasks to complete in between, reducing friction in the buying process can be difficult. Your goal as an ecommerce retailer is to remove as many obstacles as you can between want and buy. Yes, selling is your main goal, but you want those customers to come back, right? There’s still a problem, though.
  • SAZBEAN  |  FRIDAY, NOVEMBER 15, 2013
    [Process] How to Optimize Your Twitter Process
    But, really, for business, there’s some work that can be done to optimize your Twitter process so that it becomes an effective marketing tool and helps you connect with your customers in a meaningful way. Twitter seems pretty self-explanatory. You have something to say, and you tweet it. Marketing Social Media Social Networks
  • VIDYARD  |  TUESDAY, OCTOBER 20, 2015
    [Process] Copywriting vs Design: What Comes First, and How to Manage Creative Personalit– Um, Processes
    Whether you’re a copywriter or a designer, that means your creative process has to be ruled by one thing: The u ser experience. This is the part of the blog post where I talk about how important communication is to the creative process between copywriter and designer. Raj, one of our graphic designers, is a walnut. It’s your baby.
  • BIZNOLOGY  |  WEDNESDAY, NOVEMBER 19, 2014
    [Process] Involving SEOs in the content creation process
    If you plan on creating content for digital marketing purposes, it is imperative you include an SEO in the creation process. It is important to also involve an SEO in the content creation process and have them work closely with your content team. The post Involving SEOs in the content creation process appeared first on Biznology.
  • HUBSPOT  |  WEDNESDAY, JANUARY 21, 2015
    [Process] How to Create a Logo: Designers Give a Look Inside Their Process
    But for those of us who are brand new to the logo design process, working with freelancers to design a logo can be a challenge in itself. We''ll get to the process of learning what a logo needs to "say" later, but first, let''s talk about what makes a great logo in the first place. Designing a Logo: The Process.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 30, 2012
    [Process] The Sales Process: Different For Every Prospect
    The sales process is not a one size fits all process. The process must start with the prospect, continue to be about the prospect and end with the prospect. As I mentioned, moving at the appropriate pace through the sales process is critical. All of these variables can make the difference between success and failure.
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 28, 2010
    [Process] Teleservices Business Process Outsourcing: Want to Go North or South?
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 28, 2015
    [Process] QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?
    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. What’s that? Well, Voil à !
  • 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.
  • OPENTOPIC  |  TUESDAY, NOVEMBER 29, 2016
    [Process] Robotic process automation is killer app for cognitive computing
    Robotic Process Automation (RPA) is an increasingly hot topic in the digital enterprise. Implementing software robots to perform routine business processes and eliminate inefficiencies is an attractive proposition for IT and business leaders. While the. Brands & Marketers
  • B2B MARKETING TRACTION  |  MONDAY, JANUARY 19, 2015
    [Process] 5 Ways to Systematize your eNewsletter Production Process
    Terry wrote back that he spends quite a bit of time on writing each issue and is looking for a way to systematize some of his key processes. Here are 5 ways to systematize the process of planning, writing and producing your newsletter. 1. know Terry from my work on the board of the Association for Strategic Planning.
  • HUBSPOT  |  WEDNESDAY, MAY 4, 2016
    [Process] How to Tackle Your Most Ambitious Goals: A 5-Step Process From NBA Legend Bill Walton
    For many, goal-setting can feel like a daunting process. Trouble is, the planning process is only half the battle. On this week’s episode of The Growth Show , we sat down with Walton to learn more about how Wooden's influence helped him devise a process for successfully tackling even his most ambitious goals. The next step?
  • LEADERSHIP  |  TUESDAY, JULY 28, 2015
    [Process] The Key to B2B Marketing Transformation: Integrate People, Processes and Technology
    Is our marketing budget and campaign planning process making the right use of customer data? Is there sufficient transparency and visibility in our marketing process to facilitate 360° customer interactions with our brand? They need direction on marketing process design that uses an omni-channel approach. Is there one?
  • DIGITAL B2B MARKETING  |  FRIDAY, APRIL 22, 2011
    [Process] Has Your Passion Been Lost In Your Marketing Process?
    I had not spoken to Lisa in a year, and only a handful of times ever. So imagine my surprise when Lisa greeted me and then said “you grow Momotaro tomatoes, right?&#. Wow, that is making a connection. That is what relationship marketing should be about. Connecting on a common interest and common passion. Make your passion clear.
  • SOCIAL MEDIA B2B  |  FRIDAY, MARCH 16, 2012
    [Process] Charting the B2B Social Media Lead Generation Process
    The cool part of the review is that it includes a graphic showing the social media lead generation process. While not a fancy infographic, it still is easy to see the flow of the process. Thanks to Aarne for creating this graphic representation of the B2B social media lead generation process.
  • 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.
  • 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?
  • AVITAGE  |  THURSDAY, APRIL 7, 2016
    [Process] Change your content process to leverage accelerate and scale
    But there is little thinking or discussion about content process change. By changing your content process for strategy and operations you can leverage resources and assets, accelerate production time to real-time, and scale outputs without compromise. My thinking is influenced by the re-engineering experience in the 1990’s.
  • SALES ENGINE  |  THURSDAY, MARCH 31, 2016
    [Process] How important is contextual content in the B2B sales process?
    Through this process, marketers can reestablish trust—by recognizing context and creating relevant, engaging content. As technology and connectivity advances, marketers have had to move away from mass media targeting campaigns towards producing more real-time, contextual content that creates one-to-one interaction with potential buyers.
  • HUBSPOT  |  WEDNESDAY, APRIL 29, 2015
    [Process] 8 Email Workflow Tips for the College Admissions Process
    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. Use fixed date workflows in the college admissions process to help with timeliness! General awareness? Greater number of applicants?
  • 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.
  • VIEWPOINT  |  TUESDAY, APRIL 23, 2013
    [Process] Sales Qualification Isn’t an Event - It’s a Process
    But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process. The only practical option is to see qualification as a continuous process, and not as a singular event. Parallel Thoughts.
  • HUBSPOT  |  THURSDAY, APRIL 28, 2016
    [Process] How to Become a More Efficient Editor: 12 Ways to Speed Up the Editorial Process
    To make this process easy, I save code snippets in my Evernote. Just remember to give the document a few extra seconds to process your piece once you've pasted it in there, as Word takes a little longer to "read" your piece and uncover any mistakes. This post isn't about cutting corners; it's about editing efficiently. Sedaris said.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, AUGUST 21, 2009
    [Process] Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?
    Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here
  • MARKETING ACTION  |  MONDAY, JULY 20, 2015
    [Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    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. Automate the process. Define all the steps in the process.
  • 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?
  • AVITAGE  |  WEDNESDAY, JULY 18, 2012
    [Process] To lower video costs while volume grows, change your process
    The refrain is: true value and productivity gains come from redesigning the workflow processes that software enables. For this, we’ll need process change. Traditional Video Production Process So let’s look at the underlying process of traditional video production. The ad hoc production crafts of.
  • HUBSPOT  |  FRIDAY, DECEMBER 4, 2015
    [Process] How to Market Matching Gifts in the Donation Process
    While matching gifts won’t bring your organization twice as many designer denim pants, you can double the amount of donations that you’re already receiving by effectively marketing matching gifts to your donors during the giving process. If you haven’t experienced the pure joy of a buy one, get one free sale, you’re missing out. Guidestar.
  • FATHOM  |  FRIDAY, JANUARY 8, 2016
    [Process] Sales and Marketing Processes: Who REALLY has the control?
    But, when asked to compare existing processes to inefficiencies and how those current processes come to be, they exhibit confusion over where “processes” are truly controlled and therefore exist the way they do. The person who designs our solutions designs our processes. Are we involving IT in our process meetings?
  • SALESFUSION  |  THURSDAY, JUNE 4, 2015
    [Process] European Sales and Marketing Consultancy Streamlines Processes and Tracks ROI with Salesfusion
    The post European Sales and Marketing Consultancy Streamlines Processes and Tracks ROI with Salesfusion appeared first on Salesfusion.
  • TONY ZAMBITO  |  SUNDAY, FEBRUARY 28, 2016
    [Process] Is B2B Content Engagement Heading In The Wrong Direction?
    Applying processes and policies that are applicable to that situational scenario.  In other words, buyers are not in a consistent state of a 5, 6, or 7 stage buyer’s journey nor is this so called journey the same each and every time. The buyer personas identified use a different buying process for each specific scenario.  Main Culprit.
  • THE FORWARD OBSERVER  |  TUESDAY, MARCH 19, 2013
    [Process] How Thought Leadership Can Help B2B Companies Avoid The RFP Process
    In the case of B2B sales, when the end buyer is researching a solution to a problem, they seek out advice long before activating the procurement process. It’s no longer just about what you know, but what you do with what you know." FORBES. thought leader is an individual or firm that significantly profits from being recognized as such.
  • 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 [.].
  • 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.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 27, 2016
    [Process] 5 Ways to Provide Better Feedback and Improve the Review & Approval Process
    By Hassaan Bey, Content Marketing Manager, Slope You can have all of the structure and organization in the world when it comes to your own creative process. None of that matters if you’re stuck in a complicated approval process. Content Marketing
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 21, 2013
    [Process] Buying Marketing Automation Software: A Best Practice Process
    But here’s an unbiased process you can follow to maximize the chances you’ll buy the marketing automation software that is right for your company. Remember, you aren’t ever “done” with marketing automation, so build time to evolve, adapt, and learn into your process. Start the selection process? Improved conversion rates.
  • HUBSPOT  |  TUESDAY, JULY 10, 2012
    [Process] 16 Ways to Simplify Your Prospects' Decision-Making Process
    Here are 16 ways you can simplify your marketing to make your prospects' decision-making process easier. 16 Ways to Simplify Your Prospects' Decision-Making Process. 1) Add Calls-to-Action. In an effort to break through the clutter and get the attention of more potential customers, are marketers going too far? WIIFM?). Let us know!
  • 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
  • BIZNOLOGY  |  THURSDAY, MAY 7, 2015
    [Process] Content meets the B2B buying process (part 2 of 2)
    Larger firms: For large firms, the relevancy is not about the actual size, but rather the logical conditions or situations that exist in these sized firms, such as different locations, multi-decision makers/influencers, complex processes, etc. It pays to map both titles and functions to your selling process and develop content accordingly.
  • BRAINSHARK  |  THURSDAY, JULY 14, 2016
    [Process] Optimizing the Sales Process: Before, During & After [Q&A with Authors Dave Stein and Steve Andersen]
  • FATHOM  |  FRIDAY, OCTOBER 16, 2015
    [Process] Lean Manufacturing & Lean Marketing: How to Increase Process Efficiency
    The key to fixing this process divide and eliminating wasted time & effort on both sides is consistent communication between the sales and marketing teams. Whether it’s big or small, identify the elements of your production process that are holding you back and rework them from the root of the problem. Simplify, simplify, simplify.
  • HINGE MARKETING  |  FRIDAY, DECEMBER 11, 2015
    [Process] The Lead Generation Process: How Content Marketing and Lead Generation Work Together
    “Content is King.” ” Never has that phrase been truer than in today’s business landscape. Faced with seemingly endless outlets and opportunities to share and promote content, many business owners and marketers are overwhelmed by the idea of content marketing. Understand Your Target Audience. This will be time well spent.
  • CONTENT MARKETING TODAY  |  WEDNESDAY, DECEMBER 21, 2011
    [Process] Content Strategy Within The Design Process – Smashing UX Design
    As a writer and content strategist myself, I’ve worked with designers in all of these areas and find the creative process highly enriching. I’ve been fortunate enough to work with designers who are quick to challenge ideas that are unclear or unsound, who are brilliant at creating striking visual representations of even the most complex concepts.
  • TONY ZAMBITO  |  MONDAY, OCTOBER 26, 2015
    [Process] The Emerging Importance Of B2B Ethnography To Buyer Personas
    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). CEOs and their organizations are finding it hard to keep pace with new digital technologies.
  • SNAPAPP  |  MONDAY, OCTOBER 19, 2015
    [Process] Is Marketing’s Content Dead On Your Desktop or is it a Part of Your Sales Process?
    Once a salesperson locates the material and tries to use it in their selling process, the second hurdle is ensuring the content helps move the needle – showing value in the areas where it’s needed most. If speaking with marketing isn’t an easy process for you, speak with your manager and ask if they can field the conversation at first.
  • ANNUITAS  |  TUESDAY, APRIL 29, 2014
    [Process] Change of Seasons –Might be Time to Change your Process Too
    Take a look at five ways to make a change in your Demand Process to drive better results: 1.  Appoint a project manager to lead the process. If you don’t have the numbers you need to be able analyze demand generation results and processes holistically, make that goal number one. Evaluate the current processes.
  • 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.
  • BIZNOLOGY  |  THURSDAY, APRIL 23, 2015
    [Process] Content meets the B2B buying process (1 of 2)
    With all this content trying to connect with B2B buyers, the question marketers need to know is how do buyers process and filter through the mountain of information to determine what product and/or service meets their needs, and whom to buy from? The post Content meets the B2B buying process (1 of 2) appeared first on Biznology.
  • 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
  • THE ROI GUY  |  WEDNESDAY, SEPTEMBER 14, 2011
    [Process] When is a Diagnostic Assessment best used in the sales & marketing process?
    Diagnostic Assessment Tools are used best during the Discovery phase of the buying cycle, where buyers are exploring which issues they might have, and which should be a priority. These buyers are struggling with tight budgets and low risk tolerance. For these frugal buyers, it’s easier for buyers to “do-nothing” than to change.
  • BEYOND  |  MONDAY, JULY 29, 2013
    [Process] Why do B2B buyers decide to buy? The Buyersphere Report reveals thinking behind the buying process
    A Buyersphere mini-report by Base One and B2B Marketing. Produced in association with McCallum Layton and Research Now
  • SALES ENGINE  |  TUESDAY, AUGUST 23, 2016
    [Process] Feeding Sales Is a Process, Not a Project.
    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. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. Congratulations!
  • MARKETING ACTION  |  THURSDAY, AUGUST 20, 2015
    [Process] The Simple, 3-Step Process to Generating Leads and Revenue through Social Media Channels
    Below, I’ve laid out a straightforward process that will generate tangible results from your social media marketing campaigns. The offer is attractive and the process to enter is straightforward for individuals. However, businesses now pay for exposure through sponsored posts and ads that don’t always produce the results they hope for.
  • ACT-ON  |  TUESDAY, NOVEMBER 15, 2016
    [Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    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. Define all the steps in the process. Define the steps.
  • FATHOM  |  TUESDAY, JANUARY 27, 2015
    [Process] How to Put Your Customer Personas to Good Use: A Step-by-Step Process
    The post How to Put Your Customer Personas to Good Use: A Step-by-Step Process appeared first on Fathom. When I create customer personas for my clients here at Fathom, I often get this reaction: “That’s great, but what now? How do I use my customer personas?” Every company or agency is different and may have their own use for personas.
  • TONY ZAMBITO  |  SUNDAY, DECEMBER 13, 2015
    [Process] Buyer Decisions Are Not What You Think
    When marketing and sales leaders often think about how buyers make decisions, they are viewed through a prism of buyers making rational and process-driven decisions.  Essentially another name for mapping the buying process.  It is yet another example, however, of the search to understand the process of decision-making.
  • I-SCOOP  |  TUESDAY, APRIL 12, 2016
    [Process] The role and challenges of business process automation and digitization
    Business optimization Digital business Digital transformation business process automation CeBIT digitization employment paper-based processes Sameer Patel Social Business Arena The Future of Jobs World Economic ForumMaybe it was because he […].
  • BIZNOLOGY  |  MONDAY, NOVEMBER 14, 2016
    [Process] The ugly side of digital transformation
    Back in the early 1990s, the corporate world was seized by a concept called “business process re-engineering (BPR),” the goal of which was to rethink business from the ground up, questioning every assumption, and redesigning processes from scratch to achieve massive gains in efficiency and competitiveness. Image via Pixabay.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 14, 2016
    [Process] Graphic Design Process: Creating an Impressive Logo
    The post Graphic Design Process: Creating an Impressive Logo appeared first on Marketing Insider Group As everyone knows, a logo is the original image of the full or abbreviated name of a brand or a special non-alphabetic figure. As a rule, a logo […].
  • ANNUITAS  |  TUESDAY, FEBRUARY 12, 2013
    [Process] Four Strategies for Transforming your Demand Process
    If marketing is going to earn 2013 as our year, this has to change and organizations need to begin thinking in terms of a transformational demand process. This first step to transforming your demand process is to take a buyer-centric approach. porous lead management process and lost opportunities. Buyer Centricity. The result?
  • WRITTENT  |  FRIDAY, JULY 26, 2013
    [Process] High-ROI Content, Streamlining Processes, and Other Content Marketing News
    It’s challenging to streamline the process of content marketing , and cutting corners can result in lower quality, which should be avoided at all costs. marketer’s best bet for getting more out of each work day is to carefully examine their processes and workflows to become more efficient, so they can focus longer on quality blog creation.
  • DOCALYTICS  |  THURSDAY, MARCH 5, 2015
    [Process] [Infographic] Data on What Makes an Effective Sales Process
    The Data That Makes an Effective Sales Process" gives salespeople some insight on what data is important, but also delves into how marketers can better qualify leads for sales through smart lead nurturing. This is true across the board, but especially so for marketers and salespeople.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 3, 2014
    [Process] 5 Pieces of an Effective Lead Management Process: Part 1 [Series]
    Why Create a Lead Management Process? Lead management is the systematic method that a marketing team uses to acquire (by importing, creating manually, or automatically capturing from a website), evaluate, nurture and hand off leads. Lead Successful lead management […]. lead enrichment Marketing Marketing Intelligence
  • B2B MARKETING INSIDER  |  MONDAY, JULY 4, 2016
    [Process] Change your content process to leverage accelerate and scale
    But there is little thinking or discussion about content process change. By changing your content process for strategy and operations you can leverage resources and assets, accelerate production time to real-time, and scale outputs without compromise. My thinking is […]. Content Marketing
  • THE ROI GUY  |  TUESDAY, SEPTEMBER 13, 2011
    [Process] When are Interactive White Papers best used in the sales & marketing process?
    Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.
  • 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.
  • SNAPAPP  |  THURSDAY, OCTOBER 13, 2016
    [Process] 5 Ways to Provide Better Feedback and Improve the Review & Approval Process
    You can have all of the structure and organization in the world when it comes to your own creative process. None of that matters if you’re stuck in a complicated approval process. But an equally damaging, and commonly made mistake is combatting that by reviewing too early in the creative process. The Right Time for Feedback.
  • LEAD LIAISON  |  TUESDAY, SEPTEMBER 20, 2016
    [Process] How to Run a Webinar: Define Your Invitation and Registration Process
    The next step is to define your invitation and registration process. Define Your Webinar Invite Process. Once you’ve got your data ready and your target audience defined, it’s time to start putting together a process for inviting people. We propose the invitation process below. Define Your Webinar Registration Process.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 24, 2013
    [Process] How to Add Healthy Competition to the Sales Process
    Two camps divide popular opinion on the topic of salespeople competing with other members of their teams. On one side, sales representatives are inherently competitive because their jobs revolve around winning customers and beating competitors and they thrive in situations that bring out their competitive drive. So how do you find a balance?
  • MARKETING ACTION  |  TUESDAY, AUGUST 4, 2015
    [Process] Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process
    Part three outlined the steps to designing a successful lead process. Once a qualified lead has been identified, the next step is to create a lead handoff process where marketing hands the qualified lead to sales so that sales can follow up on it. You can create an automated process to alert sales that they have a new qualified lead.
  • HINGE MARKETING  |  FRIDAY, APRIL 29, 2016
    [Process] What Buyers Want: The Buyer’s Selection Process
    As part of our study of professional services buyers , we asked private sector and government buyers to offer insights into their purchase decision process. Confidence in the project team is another critical factor in the selection process. The post What Buyers Want: The Buyer’s Selection Process appeared first on Hinge Marketing.
  • AVITAGE  |  MONDAY, OCTOBER 15, 2012
    [Process] The Role of Content in the B2B IT Buying Process
    Forgive the redundancy, but Ardath Albee has another good post talking about the role of content in the b2b IT buying process. One major finding is enterprise IT Decision Makers engage with an average of 10 content assets during their buying process. She is referencing the recently released IDG 2012 Customer Engagement Study report.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 14, 2014
    [Process] How to Democratize Product & Process Innovation: What We Learned by Hacking
    If a structure for evaluation and acceptance is left out of the innovation process, policies like Google’s 20% time will only hinder the creative process. That being said, can sales, marketing, business development, operations, finance, HR and IT teams hack out innovative programs and processes too? Innovate or Die.
  • TONY ZAMBITO  |  WEDNESDAY, SEPTEMBER 28, 2016
    [Process] Pursuit Of Goals Drive Buyer’s Journey
    The idea of understanding the process by which buyers make choices and decisions has been around for quite some time.  In sales for the past few decades, it has been called understanding the buying process.  The insights gleaned from such mapping can contribute to improving processes and experiences for customers and buyers. 
  • GREAT B2B MARKETING  |  MONDAY, APRIL 18, 2011
    [Process] Steps in the B2B Marketing and Sales Process – by Christopher Ryan
    In a typical business-to-business scenario, responses you generate and people you have contact with will flow through the marketing system and at different times during the end-to-end process will fall into the following categories:          . You collect these names for remarketing purposes because they match the prospect criteria.
  • CLOUD POTENTIAL  |  SATURDAY, JULY 16, 2011
    [Process] Your revenue and Buyer Personas, Buyer Journeys, the Buying Process, and Buyer Scenario
    Buyer Personas have become standard website design tools. Creating them helps everyone in the company understand better who buyers are and what they want. Of course, the personas must be created by interviewing real customers, or they will not be accurate - which will defeat the whole purpose. Guessing or assuming is a big mistake. read more.
  • CLOUD POTENTIAL  |  WEDNESDAY, NOVEMBER 14, 2012
    [Process] How Customers Choose a Product or Service: Debunking Common Marketing Myths - Part 2 of 4
    Interviewing thousands of customers about their buying process has convinced me that while the buyer is attempting to buy something he wants, he is also determined to see through any deception or manipulation. Buying Process Customer Experience Customer's Buying Process How Customers Buyread more.
  • BUYER INSIGHTS  |  FRIDAY, JUNE 28, 2013
    [Process] What Is The Buyer’s Next Step?
    That is if you understand your customer''s buying process and the standard steps that are typically involved. Buying Process Featured How Buyers Buy 7 Step Strategic Purchasing Model AT Kearney Buying Models Sales Forecasting Sales Process Strategic Procurement Imagine if you could predict what the buyer was going to do next.
  • TONY ZAMBITO  |  SUNDAY, MARCH 6, 2016
    [Process] 4 Myths Preventing True B2B Customer Understanding
    These mythical assumptions B2B executives should check at the door are: Myth 1:  Buyers think and act in neat stage-gated linear processes when evaluating solutions. by Alex Auda Samora. There is a big problem when it comes to B2B customer research.  And, most B2B executives may be unable to see or recognize the problem.  Enjoy.).
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 26, 2014
    [Process] How to Start Referral Selling in 5 Steps
    Kick off your sales process and outreach. As you move through the referral selling process, you’ll uncover your true brand, your partners and your new customers. CRM Sales Process B2B Inside Sales Client Management Sales Prospecting Perspectives is pleased to bring you a guest blog by Donato Diorio , CEO of RingLead. Step 3.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, AUGUST 22, 2013
    [Process] 5 Steps to Optimize Your Lead Nurturing Process: The Right Content to the Right Audience
    Did you know that inbound marketing is white-hot and content curation is king? Brian Kelly, CMO of InsideView and Pawan Desphande, CEO of Curata , presented the latest and greatest content marketing techniques at the AMA Webcast on August 20, 2013. Manage the lead volume generated by inbound marketing with CRM Intelligence.
  • 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.
  • 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?
  • E-QUIP  |  MONDAY, SEPTEMBER 20, 2010
    [Process] Quality Comes From People, Not Process
    While there's no denying the value of implementing effective work processes, don't assume that these alone will improve how people do their work. That's because process doesn't produce quality; people do. Management tried to solve the problem by making the process still more complicated, again without seeking input from project staff.
  • I-SCOOP  |  FRIDAY, NOVEMBER 25, 2016
    [Process] Digitization, digitalization and digital transformation: the differences
    ICT Information management automated workflows business process automation cyber physical system digital business digital disruption digital workplace digitalization digitize disruption document imaging document scanners DX economy information age process digitizationRecently I heard someone saying he wanted to digitize his business.
  • ANNUITAS  |  THURSDAY, JUNE 11, 2015
    [Process] Two Reasons Your B2B Marketing Programs Are Failing
    At ANNUITAS, we call that Demand Process: the proactive management of the demand chain from lead-to-revenue, and from pain point to solution. Demand Process considers all elements that drive and convert demand at a people, process, content and technology level, and it spans both marketing and sales interactions with the buyer.
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