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  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 13, 2013
    [Process] Coaching and Challenging Prospects Through the Sales Process
    Too many sales reps rely on their customers to coach them through the sales cycle. However, we need to learn to be the coach. book that’s bringing sales strategies to the next level is The Challenger Sale. Which category would you guess the top performing salespeople fall within? Steve Jobs was a challenger.
  • 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.
  • 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 !
  • 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.
  • 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?
  • 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.
  • 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
  • B2B LEAD BLOG  |  MONDAY, MAY 30, 2016
    [Process] Top 7 Reasons to Automate Business Processes
    Robots have begun taking over the world, but it’s not as malicious as the science fiction writers made it out to be. Modern technology is rapidly replacing the need for human labor, and it’s enabling businesses to be more efficient and economically fruitful. Marketing Automation marketing automation
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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 […].
  • 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
  • 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.
  • 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.
  • 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?
  • 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  |  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.
  • 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 […].
  • 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.
  • 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.
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 28, 2010
    [Process] Teleservices Business Process Outsourcing: Want to Go North or South?
  • 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?
  • 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?
  • 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?
  • 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.
  • 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?
  • 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
  • BLUE FOCUS MARKETING  |  SUNDAY, AUGUST 15, 2010
    [Process] Unyielding Search is Key to Creative Process
    particularly interesting discussion focused on the role teaching plays in developing one’s own skills, including a deeper understanding of the creative process. Creative Process is a Process. But even the ones that suck are part of the process,” he explained. This unyielding search is key to the creative process.
  • 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.
  • 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.
  • 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.
  • 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!
  • 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 [.].
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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?
  • 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.
  • 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
  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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  |  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  |  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.
  • 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?
  • 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.
  • 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.
  • 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.
  • BRAINSHARK  |  THURSDAY, JULY 14, 2016
    [Process] Optimizing the Sales Process: Before, During & After [Q&A with Authors Dave Stein and Steve Andersen]
  • 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
  • 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
  • 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.
  • 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.
  • 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.
  • 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?
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JANUARY 12, 2010
    [Process] Mapping the Buying Process - A Framework
    One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Many times when I speak about this topic publicly, there is general agreement in the audience, but the question of how to map a buying process often comes up.
  • 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.
  • 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?
  • 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.
  • 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.
  • 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.
  • 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.).
  • HINGE MARKETING  |  THURSDAY, JULY 21, 2016
    [Process] The Succession Planning Process – Tips for Transferring Skills to New Leadership
    Every mature professional services firm needs a strong succession planning process in place to ensure a smooth transition from the old guard to new leadership. An important place to begin the succession planning process and ensure critical skills transfer is to engage and empower your teams across the generational divides.
  • 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.
  • VIEWPOINT  |  THURSDAY, MARCH 1, 2012
    [Process] Demand Generation Strategies & Lead Management Processes First
    In part one , Carlos differentiates between demand generation strategies and lead management processes. When these qualified leads start to leak out of the sales funnel, it’s usually because an effective lead management process is missing. Nonexistent lead management processes. Not enough of the right content.
  • 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.
  • 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?
  • TONY ZAMBITO  |  SUNDAY, NOVEMBER 1, 2015
    [Process] How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas
    by Matt Brooks. recent survey by B2B Marketing, in conjunction with the UK-based agency Tomorrow People, indicated only 38% of marketers considered their content to be “very customer-centric.” Strengthening The Common View Of Customers. B2B CMOs can be caught in a maze of an organization faced with marketing complex solutions for complex problems.
  • 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.
  • 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. .
  • 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?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 29, 2009
    [Process] SQLStream Simplifies Event Stream Processing
    It turns out that stream processing is one type of “complex event processing,” a field which has attracted some very smart but contentious experts. To see what I mean, check out Event Processing Thinking (Opher Etzion) and Cyberstrategics Complex Event Processing Blog (Tim Bass). This is clearly not a group to mess with.
  • 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.
  • TONY ZAMBITO  |  THURSDAY, FEBRUARY 16, 2012
    [Process] Slow Death of the Funnel: Why Buyer Choice Matters to Revenue
    IT Buying Process © All rights reserved by Kenny Madden. Evidence suggesting that buyers are behaving well out of the norm of our conventional views of the funnel as well as the buying process is abundant from surveys.  Simply put, buyers just don’t act or behave in that way anymore.  Next up: The elements of the Buyer Choice Model.
  • WRITTENT  |  FRIDAY, JULY 19, 2013
    [Process] World Class Processes, the War of Ideas and Other Content Strategy Wins
    The Case for Associations Adopting World Class Content Processes. Is your company in the process of using new technologies for content promotion ? The media was buzzing about the power of content marketing this week. Join us as we review the latest news for marketers: 6 Keys to Waging the War of Ideas. Getting the Most ROI Out of SEO.
  • BUYER INSIGHTS  |  TUESDAY, MAY 14, 2013
    [Process] Understanding Buyer Psychology
    Buyer Psychology Featured Business Case Buying Process Buying Psychology Buying Rationale The Buying Decision Buying decisions are generally more complex than they may at first appear. We look behind the buyer''s stated rationale for the decision and to uncover the psychology that is often hidden.
  • 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
  • BLUE FOCUS MARKETING  |  TUESDAY, MARCH 31, 2015
    [Process] [Short VIDEO] Learn Content Marketing Process to Fuel Your Brand #content #contentChat #contentmarketing
    Content marketing is hardly a secret in 2015. While a lot of brands are eager to throw their hats into the ring, not all of them are entering the fray with a solid game plan. Anyone can craft content, but only the brands with a clear strategy will be able to rise above the noise and impact their target audience. Do you know your audience?
  • VIEWPOINT  |  TUESDAY, MAY 6, 2014
    [Process] CRM: 20 Years Later—Still Hated
    Sales Process B2B Sales The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). ”).
  • 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.
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