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  • NUSPARK  |  SATURDAY, APRIL 28, 2012
    [Process] Stop the Insanity; A View on Social Media ROI for Lead Generation
    B2B Lead to Sale Process Social MediaI’m a former Media Director at an ad agency.  For years I planned and implemented media strategies for a multitude of clients.  I still do when my clients ask me; radio, television, print, outdoor, etc.  So let’s remove salaries and time fees from any social media ROI calculation. Conferences? Hard to say. 
  • SALES CHALLENGER  |  WEDNESDAY, FEBRUARY 8, 2012
    [Process] 5 Tips For Establishing a Sales Certification Process
    Here’s a pair of surprising statistics: 60% of our members tell us that they would love to establish a formal skills certification process for their teams, but guess how many have actually done it? Establishing a certification process for Sales is not easy, particularly for front-line salespeople. We’ve summarized the top five here:  .
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 7, 2014
    [Process] How to Land a Rockstar Intern…and Do Some Good in the Process
    We wrote him a glowing college recommendation, and supported him through the application process. How to Land a Rockstar Intern…and Do Some Good in the Process was posted at Marketo Marketing Blog - Best Practices and Thought Leadership. | [link]. And in the US today, 6.7 So I’ve often wondered: how can we help close this gap?
  • 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.
  • BEYOND  |  MONDAY, JULY 29, 2013
    [Process] Why do B2B buyers decide to buy? The Buyersphere Report reveals thinking behind the buying process
    If there is a golden moment for B2B marketers, it is the very outset of the buying process. To find out the main reason B2B buyers buy (as well as lots of other fascinating details about B2B buyer attitudes) download our free mini-report, The Touchpaper Question: How (and Why) B2B Buyers Start The Buying Process. Open to ideas.
  • 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.
  • 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?
  • CONTENT MARKETING EXPERIENCE  |  MONDAY, SEPTEMBER 9, 2013
    [Process] John Mancini (AIIM): processes begin to replace content at the core
    The post John Mancini (AIIM): processes begin to replace content at the core appeared first on Content Marketing Experience. 'AIIM President John Mancini on the fast changing evolutions in content management. An interview. Content management Interviews AIIM content management ECM Global Directions John Mancini
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 9, 2010
    [Process] HiveFire Curata Cuts the Work in Content Aggregation
    Curata reduces this effort by using natural language processing to automatically identify, classify and tag potential articles. Because the search and tagging are highly automated, Curata says a typical client processes 40 to 80 articles each day in about 20 minutes. It’s like a sailor dying of thirst. ranking the selected articles.
  • BUYER INSIGHTS  |  MONDAY, NOVEMBER 26, 2012
    [Process] A Better Way Of Asking For The Order
    Tips for Sellers Ask for the order Buying Process Closing Prequalification Sales PresentationSome 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.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, SEPTEMBER 14, 2010
    [Process] Who and What Do We Trust?
    Tags: Social media Buying Process Relationship Sales
  • 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.”.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 22, 2013
    [Process] 4 Ways to Ramp up on New Clients and Support Outside Sales Reps’ Processes
    It can be a stressful process to learn a new product and new style of communicating with sales reps and marketing contacts, but if you are organized and plan your days, then the process of ramping up will be easy. Learn the outside sales reps’ processes. 'Currently, I am working with two clients at AG Salesworks.
  • 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.
  • 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.
  • CROSS-CHANNEL CONVERSATION  |  THURSDAY, MARCH 28, 2013
    [Process] Evaluating Your Lead Management Process: 15 Questions to Ask
    [Posted by Ed Hadley, Senior Marketing Manager, Neolane, Inc.] At times, it might seem like marketing moves at the speed of light.  Just when you think it’s safe to stop and take a breath, you realize you’re actually behind in 10 other areas.  It’s easy to set things on the back burner and rely on [.]. Lead Management Ed Hadley Posts
  • STORIES THAT SELL  |  THURSDAY, SEPTEMBER 22, 2011
    [Process] How HP Case Studies Cater to Readers and Skimmers
    Share: Case studies in the sales process Case study design Case study writing customer case studies Customer success storiesOver and over, we hear that most buyers don't really read marketing copy, but rather skim it. So how does that affect the way you present customer stories? First, that may not always be true.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, NOVEMBER 10, 2010
    [Process] 5 Things You Shouldn’t Expect from Marketing Automation
    However, many marketers become enamored with the latest technology and jump into marketing automation without considering the human investment and business processes needed to make their efforts successful. key to marketing automation is reframing your thinking to focus on your customers’ buying process rather than your selling process.
  • ANNUITAS GROUP  |  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.
  • 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. A-B-C. Convert! Retargeting.
  • 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. A-B-C. Convert! Retargeting.
  • B2B IDEAS @ WORK  |  THURSDAY, MARCH 1, 2012
    [Process] How Do You Like Your B2B Twitter Content? Artificially-Processed or Custom-Crafted?
    If you’re reading this, there’s a good chance you’re also in B2B marketing. You have things to sell, and limited time and resources to create social media content that is both human and helpful. Until recently, I was possibly the least automated B2B marketing professional on Twitter. They need help and they want information.
  • LEAD VIEWS  |  WEDNESDAY, DECEMBER 8, 2010
    [Process] A Model for Aligning Sales and Marketing Processes
    Sales and Marketing alignment is a complex issue involving culture, processes, politics and egos. This is to identify the stages of the buyer’s journey and align their sales and marketing processes to it. Today’s post is by Charles Besondy, President, Besondy Consulting & Interim Management, LLC. highly recommend the book.
  • 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. In an effort to break through the clutter and get the attention of more potential customers, are marketers going too far? 1) Add Calls-to-Action. 5) Tell People WIIFM?
  • 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 16, 2012
    [Process] How to Go Beyond “Check the Box” RFPs
    Fan or not, the RFP process is a reality of doing business, especially in the B2B world. RFPs are designed to help start the vetting process when a company decides to purchase a new product or service. Consider talking to some vendors before you start the process. How do you approach the process? Reverse the Roles.
  • THE EFFECTIVE MARKETER  |  TUESDAY, APRIL 10, 2012
    [Process] Deconstructing an Email Marketing Campaign
    So in order to help those thinking about how to start their own email marketing programs, and also for those interested in looking at the whole process in more detail to see what else can be done to improve results, let’s take a moment to deconstruct a typical email marketing campaign. It all sounds pretty simple when you think of it. Right?
  • MARKETING TO BUSINESS EXECUTIVES BLOG  |  TUESDAY, APRIL 26, 2011
    [Process] 7 Steps to Success with Marketing Automation
    Agree on the end-to-end lead management process. Develop a process for lead scoring and updating lead scoring. Filed under: Content marketing , Implementation success , Lead management , Marketing automation , Marketing technology , Process Improvement. Unfortunately, many turn to system selection as their first step. .
  • 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?
  • 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. write about the lead generation process in detail on the website.  I just write some prose about our process
  • 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. write about the lead generation process in detail on the website.  I just write some prose about our process
  • SALES CHALLENGER  |  MONDAY, JUNE 17, 2013
    [Process] Overcoming Sales’ Unpredictability
    Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management Sales Process Management Solutions Selling 'As many of you know from our work over the past several years at the CEB Sales Leadership Council and confirmed by your experiences with buyers, the empowered customer has fundamentally changed the nature of selling. 
  • 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.
  • NUSPARK  |  MONDAY, DECEMBER 5, 2011
    [Process] The A-Z Guide to B2B Lead Generation
    All activity of the lead generation process needs to be measured via a robust analytics program.  Lead nurturing content must be dynamically sent to prospects wherever they are in the buying process, from educational messages to validation messages. B2B Lead to Sale Process Marketing StrategyB-    Buyer Personas.  G-   Google.
  • 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.
  • 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. was recently helping a colleague find something she had lost on her computer. When I looked over her shoulder, I found every inch of her computer desktop was stuffed with icons.
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Process] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    B2B lead generation and lead management is a complicated process that can’t be detailed all in one book.  The original book from Hubspot that started the transition from outbound marketing and push advertising to inbound marketing; the process of making prospects find you. Makes complicated processes easy to understand. Ruth P.
  • ANNUITAS GROUP  |  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
  • 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.
  • 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.
  • 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.
  • 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 [.].
  • CROSS-CHANNEL CONVERSATION  |  TUESDAY, MARCH 5, 2013
    [Process] How Social Media Can Support the Lead Management Process
    But without methodically thinking through how customer interactions (regardless of channel) collectively educate, influence, and drive prospects to action, your lead management process may be doing more harm than good. [Posted by Ed Hadley, Senior Marketing Manager, Neolane, Inc.] And how do [.]. Lead Management Social Media Ed Hadley Posts
  • 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.
  • 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?
  • 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.
  • 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
  • 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.
  • 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?
  • 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.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JULY 14, 2009
    [Process] LA Fire Department has lessons for B2B marketers
    Similarly, as B2B marketers, if we focus on education throughout the buying process, as early as the education and awareness phase, we can alter perceptions and behaviors that will guide buyers to consider buying factors in a new light. Tags: Social media LAFD Buying Process Education think there are many. With over 80 Web 2.0
  • BUYER INSIGHTS  |  FRIDAY, MAY 10, 2013
    [Process] Helping Your Customers To Justify Their Decisions
    Buyer Psychology Featured approvals processes Buying Process Emotional Buyers getting the decision sanctioned justify the decision 'Sellers must make sure that the buyer is in a position to justify the decision. Otherwise the risk of a stalled deal increases greatly.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Process] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    'by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • ANNUITAS GROUP  |  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. In the end, the companies with both automation and process showed a dramatic advantage in both conversions and revenues. The reason?
  • FUNNEL FOCUS  |  WEDNESDAY, FEBRUARY 22, 2012
    [Process] 3 Steps to Aligning Marketing and Sales
    and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. Both teams should get in a room and use a whiteboard to map the process a buyer takes going from lead to satisfied customer. As B2B buyers leverage Web 2.0 Don’t do that!
  • 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.
  • JUNTA 42  |  THURSDAY, OCTOBER 13, 2011
    [Process] Creating a Content Marketing Team and Workflow Plan
    The Content Marketing Process. The four phases of the content marketing process include: Creating & Managing the Content. Perhaps the most critical role in the process is held by the managing editor. Mixing the Team with the Process. Match the Content Marketing Roles throughout the Process. Design approval.
  • ANNUITAS GROUP  |  WEDNESDAY, DECEMBER 7, 2011
    [Process] If It’s Too Good To Be True…
    Defining new processes, developing and implementing new strategies and aligning marketing and sales teams is not something that can be done overnight.  Lead qualification process (hard to know how to nurture them, if you don’t know how qualified they are). defined lead routing process. Check please!  Yes, he paid for lunch.
  • 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.
  • 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.
  • 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.
  • 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. We are transitioning from a knowledge-based economy to a wisdom-based economy. It’s no longer just about what you know, but what you do with what you know." FORBES. In an Inc. They teach.".
  • 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?
  • 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. 
  • STORIES THAT SELL  |  THURSDAY, MAY 26, 2011
    [Process] Kronos Spotlights Dozens of Customers through Expanded Reference Program
    And in the process, the company uncovered some of its best stories. " Share: Case studies in the sales process Case study writing customer case studies Leveraging Customer Stories Writing Customer StoriesThe leading maker of workforce management solutions featured award winners at its annual user conference, KronosWorks.
  • WRITING ON THE WEB  |  MONDAY, JULY 19, 2010
    [Process] Content Creating Processes: Do you know too much?
    Have you ever felt like a secret agent who knows too much? Hopefully, you’ve learned what to share and what not. Most educated professionals I know will tell you they struggle when it comes to preparing speeches and writing content. One clear message, that leads to an action, a shift in thinking. Write to teach and persuade. We know too much!
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 29, 2013
    [Process] Increase Business by Avoiding Web Demos Early in the Sales Process
    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.
  • ANNUITAS GROUP  |  TUESDAY, DECEMBER 21, 2010
    [Process] Five New Year’s Resolutions for the B2B Marketer
    A good place to start is collaborate on a common set of lead definitions and working towards the development of a lead management process. Marketers must realize that technology is an enabler of strategy, process and people. Resolution 4:  Take a Process Based Approach to Marketing & Sales. Resolution 2:   Involve Sales.
  • 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”.
  • HUBSPOT  |  TUESDAY, NOVEMBER 15, 2011
    [Process] 6 Steps to Implementing an Effective Lead Management Process
    It’s a customer acquisition process which identifies potential buyers (leads), educates them, engages with them, and when the leads are considered qualified, get passed from marketing to sales. Is your business following an organized and effective lead management process? This is a guest post written by Pam Sahota.
  • GREAT B2B MARKETING  |  WEDNESDAY, NOVEMBER 16, 2011
    [Process] Attention to “Detale” is Crucial in B2B Marketing
    Technorati Tags: B2B Marketing , Marketing Process , Writing. B2B Marketing Marketing Strategy Writing Marketing ProcessWith apologies to my excellent English teachers over the years, the headline of this post illustrates why attention to detail is so important in marketing.  All of us make mistakes, and I have made many.  business.
  • 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. Unyielding Search is Key to Creative Process.
  • 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).
  • 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.
  • 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
  • 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?  
  • ANNUITAS GROUP  |  THURSDAY, MARCH 27, 2014
    [Process] Demand Generation – It’s Not That Easy
    Defining that audience – understanding the various roles involved in the buying process, the market conditions, their path through the buying process and content consumption patterns – this is just the beginning.  Figure 1:  ANNUITAS Demand Process Architecture. Really?
  • 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.
  • 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. .
  • 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?
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 20, 2011
    [Process] 5 Tips for Developing Strong Buyer Personas
    What’s this person’s role in the buying process?Decision Filed under: Buyer Personas , Customer personas , lead generation , Management best practices , marketing campaigns , marketing sales , sales challenges , Sales knowledge , sales process. Buyer Personas are the foundation of great B2B marketing. Amen, Mike.). What about IT?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 8, 2013
    [Process] Don’t Drop the Ball: 4 Ways The Marketing Juggler Stays Organized
    Processes:  Being on the same page as the rest of your team is the best way to efficiently manage all your various campaigns and marketing initiatives. That means you need to establish clear processes for content creation and campaign planning, that all stakeholders are aware of and use consistently. By staying organized. With help.
  • 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 StrategyI received 172 votes and the results were quite interesting. What do you think of the results above? 
  • BUYER INSIGHTS  |  THURSDAY, AUGUST 8, 2013
    [Process] Measuring Success: In Search Of The Ultimate Sales Metric
    'In search of the ultimate sales metric to measure the quality of the sales experience for the seller and buying process alignment. Featured Tiles Tips for Sellers Buying Process Buying Process Alignment Deal Success Opportunity Management Sales Experience Sales Metric Sales Process Alignment
  • ANNUITAS GROUP  |  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
  • 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.
  • 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.
  • 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.
  • 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.
  • VIDYARD  |  TUESDAY, SEPTEMBER 10, 2013
    [Process] How Recruiters can use Video to Hack the HR Process
    From the initial recruitment process all the way through to onboarding and training, video can help you attract candidates, vet their comprehension, and train employees once they’re hired. Hack the Recruitment Process. The post How Recruiters can use Video to Hack the HR Process appeared first on Vidyard. Onboarding with video.
  • WEBBIQUITY  |  FRIDAY, JANUARY 15, 2010
    [Process] How Social Media Changed the Sales Cycle into the Buying Cycle
    Then sales people would contact the prospects and use a “consultative&# sales process. But processes didn’t really change much; marketers still spent a lot of time producing brochures and spec sheets, only now there were more often delivered in PDF form than printed. This is not necessarily bad news for sales. DBXNT74M6AKY.
  • SAZBEAN  |  WEDNESDAY, JULY 11, 2012
    [Process] 16 Ways to Simplify Your Prospects’ Decision-Making Process
    – 16 Ways to Simplify Your Prospects’ Decision-Making Process by Ellie Mirman. In an effort to break through the clutter and get the attention of more potential customers, are marketers going too far? CEB is not the first organization to tout simplicity as a key driver in increasing conversions and sales. News & Notes
  • B2B MEMES  |  MONDAY, JULY 25, 2011
    [Process] The Perils of Corporate-Personal Twitter Names
    Personal Branding Social Media BBC branding control Laura Kuenssberg personal branding process journalism TwitterIn a post today on The Wall , Tom Callow addressed the tricky question of ownership of journalists’ Twitter accounts. The issue is more complicated than you might think, and isn’t likely to be resolved anytime soon. 
  • DIGITAL BODY LANGUAGE  |  THURSDAY, MAY 21, 2009
    [Process] Unsubscribes and Content Relevance in B2B Marketing
    Knowing what role a buyer plays in the buying process allows you to target your message much more accurately. Matching stage in a buyer’s buying process is crucial to relevance, and to do this, we need to map the buying process and what aspects of Digital Body Language indicate a buyer is at each stage. Relevance is key.
  • BIZNOLOGY  |  THURSDAY, JULY 25, 2013
    [Process] How to Create a B2B Content Audit
    Develop the relationship over time until the prospect is ready to see a salesperson, a process known as lead nurturing.  Here’s a 3-step process for conducting a B2B content audit. Application, or where it is used in the marketing process, such as lead generation, lead nurturing, thought leadership, awareness, retention. Videos.
  • BUYER INSIGHTS  |  THURSDAY, AUGUST 8, 2013
    [Process] Misreading The Buyer’s Motivation
    Tiles Why Buyers Buy Business Case Buying Decision Buying Process Sales Process Sales Success 'Many sellers underestimate the buying decision. They fail to see that it is underpinned by a more complex business decision. As a result the most powerful sales technique – the business case - is all too often overlooked.
  • ANNUITAS GROUP  |  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
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