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  • 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.
  • 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 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?
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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. The post raises good ideas with, in my opinion, the wrong conclusion. 
  • 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.
  • 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). Developing a Client Questionnaire. Research. Pulse.
  • 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.).
  • 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
  • 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.
  • JUNTA 42  |  THURSDAY, JANUARY 12, 2012
    [Process] Setting Content Marketing Guidelines: 5 Templates to Drive the Process
    When you develop a process for your content marketing, you want to do it in a way that ensures creative, out-of-the-box thinking in the most “human” way possible. Gross was asking him about the grind at The Daily Show, and how they managed the creative process. Process and Constraint Drive Creativity.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 12, 2014
    [Process] Raise Prices for B2B Sales Without Losing Your Regular Customers
    Sales Process B2B Inside Sales Client Management B2B Sales Success 'Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, After three years of selling products and services at the same prices, your company decides a change is in order. Pricing surprises are never a good thing in sales!
  • 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.
  • 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.
  • 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.
  • 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 [.].
  • 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.
  • 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.
  • REVENUE JOURNAL  |  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.
  • 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?
  • 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.
  • 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.
  • 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.
  • 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  |  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.
  • 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
  • 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
  • ANNUITAS  |  TUESDAY, AUGUST 30, 2011
    [Process] Four Things to Consider Before You Buy Marketing Automation
    Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?”   Not only is this the wrong question but its not even close to where you should begin. So before you go lining up demos consider these four stages for lead management process development. Obtain Executive Buy-in.
  • 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.
  • 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.
  • 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
  • BUYER INSIGHTS  |  TUESDAY, DECEMBER 17, 2013
    [Process] Turning Your Sales Process Into A Sales Magnet
    'It is time to expect more from your sales process.  Your sales process should also act as a magnet for your customers – it should add value for your customers and be capable of generating new levels of engagement and [.]. It is no longer enough that it delivers consistency and control in respect of sales.
  • 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.
  • 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?
  • 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 [.].
  • 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 [.].
  • 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.
  • 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.".
  • 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. In the end, the companies with both automation and process showed a dramatic advantage in both conversions and revenues. The reason?
  • 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?
  • 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.
  • 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.
  • 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. 
  • 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.
  • 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!
  • 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.
  • HUBSPOT  |  THURSDAY, FEBRUARY 13, 2014
    [Process] Why the Best Marketing Teams Embrace Process
    Whether it''s a new piece of content, a social media campaign, or a landing page for a new product, there''s something about the creative process that marketers just love. And since establishing a process can be seen as rigid and uncreative, we often shy away from systems and routines that can help us be more productive.
  • 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.
  • 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.
  • 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.
  • 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. .
  • 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).
  • 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? 
  • 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”.
  • 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?  
  • 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?
  • ANNUITAS  |  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.
  • 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?
  • 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.
  • ANNUITAS  |  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.
  • 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.
  • 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.
  • ANNUITAS  |  THURSDAY, MAY 15, 2014
    [Process] Transforming Your Demand Generation is More Than Improving Skills
    One of the questions I often get when working with our clients on their Demand Process Transformation? Managing people through this change process, reassuring and enabling them to work through the impact of change organizationally and personally, is key to success.  So what is a CMO to do?  Be Patient-. It’s understandable.
  • 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  |  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
  • 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.
  • 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
  • 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.
  • 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.
  • 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 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. Do the math. How often? Focus on needs discovery.
  • 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
  • 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.
  • 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?
  • DIGITAL BODY LANGUAGE  |  TUESDAY, AUGUST 3, 2010
    [Process] Buyer Roles, Buying Stages, and Perception Challenges
    We looked earlier at the evaluation of existing content assets that can be done at each stage of the buying process, and for each buyer role involved. For each stage in the buying process, and for each role, a list of the perception challenges we face in the market can be created.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 7, 2010
    [Process] Four Stages of Buying
    She’s not looking at one vendor’s selling process. In reality, she’s going through a buying process. What’s a buying process? In this insight from the highly acclaimed white paper, How to Find New Customers , we explore a customer buying process. How do you use Buying Processes? Actions.
  • 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.
  • 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. Why does this matter?
  • REVENUE JOURNAL  |  SUNDAY, APRIL 15, 2012
    [Process] What I Learned Eating My Own Dog Food
    Customer Centricity Customer's Buying ProcessAs I mentioned in a previous post , I recently hired someone I trusted to interview my own clients and book buyers about my methods, to make sure I was doing as good a job as possible. What I learned will help you understand why this is such a valuable exercise. read more.
  • 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  |  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
  • GREAT B2B MARKETING  |  THURSDAY, SEPTEMBER 22, 2011
    [Process] Does Your Marketing Produce Accolades or Action?
    Technorati Tags: B2B Marketing , Marketing Process , Marketing Strategy. B2B Marketing Marketing Process Marketing StrategyMCI was a powerful company in the 1990s. And while MCI was known for producing very cool advertising – unfortunately, the business results never seemed to match the messaging “creativity.” This
  • GREAT B2B MARKETING  |  MONDAY, JULY 11, 2011
    [Process] How to “Engineer” a Marketing Fiasco
    Technorati Tags: B2B Marketing , Marketing Process , Marketing Strategy. B2B Marketing Marketing Process Marketing StrategyHere’s the all-too-common scenario: A team of highly skilled engineers rolls out a product that passes beta and actually starts to get some traction (usually be networking with people they already know).
  • INBOUND SALES NETWORK  |  TUESDAY, MARCH 8, 2011
    [Process] Social Media - Key 2nd Step in the Customer Buying Process
    It is well known that most purchasers start their online purchase process with a query of a search engine. New research from GroupM and comScore reveals that 48% of consumers who started with a search engine search for products and subsequently purchased, are taking a social activity as a next step in the buying process. The Path.
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