HUBSPOT | MONDAY, JANUARY 26, 2015
[Process] 5 Attributes of an Effective Lead Management Process
This rate is highly dependent upon the industry you’re in, how clearly you’ve segmented your market and how effective your process and strategy is. As you embark upon, or enhance, your Inbound Marketing efforts the development of an effective lead management process is crucial to maximize the ROI of your lead generation efforts.
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.
INBOUND MARKETING AUTOMATION BLOG | MONDAY, APRIL 15, 2013
[Process] 3 Minutes to Increased Profitability: a Gossamar Process
Analyse your organization’s systems, processes and workflows, looking for improvements to increase efficiency and reduce costs. The post 3 Minutes to Increased Profitability: a Gossamar Process appeared first on Gossamar. Our video introduction explains our approach to increasing profits in your organization. Design [.]
BUYER INSIGHTS | TUESDAY, JULY 16, 2013
[Process] The Perils Of Misreading The Buying Process
Misreading the buying process is easy for sellers to do, but it can be costly. Buying Process Featured Tips for Sellers Changes in Buying Sales Forecasting Sales Process Sales Success It happens because of gaps in the seller''s knowledge of the steps, paperwork, review points, information requirements and so on.
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?
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.
WINDMILL NETWORKING | MONDAY, JUNE 29, 2015
[Process] My 9-Step Process to Skyrocket Facebook Business Page Engagement
My 9-Step Process to Skyrocket Facebook Business Page Engagement by Neal Schaffer - Maximize Social Business. We’ve all heard about declining Facebook organic reach, advertising on Facebook is getting more expensive, and some are even deleting their Facebook Page. Author information. Neal Schaffer. Neal Schaffer. Facebook
MODERN B2B MARKETING | TUESDAY, JANUARY 14, 2014
[Process] 5 Internal Processes to Make You a Marketing Automation Superhero
Here’s are five internal processes to make you a marketing automation superhero: 1) Be like Iron Man’s Jarvis: Have a Plan. . Define your request process and standards – you might even want to create a marketing automation playbook. As a Marketing Automation Specialist at Hyland Software, I’m the end of the process for campaigns.
HUBSPOT | TUESDAY, SEPTEMBER 23, 2014
[Process] A 7-Step Process for Building a Blog Content Backlog
Step 5: Outline the contributor process. Once you understand how many posts you need and who''s going to write them, you should outline the logistics of your contributor process. The more you blog, the more traffic you drive to your site. This is no easy task, but we are here to help you get started coordinating all that blog content.
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.
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.
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.
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.
HUBSPOT | FRIDAY, NOVEMBER 7, 2014
[Process] What Great Stories Smell Like: Inside Microsoft Stories' Editorial Process
Though they''ve now gotten more internal buy-in and developed partnerships with external shops to get pieces ready to publish, the whole team gets their hands dirty in every stage of the production process. Now, let''s get into what that process actually looks like. Crushes are weird sometimes. " Content crushes are no different.
MI6 MARKETING AGENCY | SUNDAY, SEPTEMBER 19, 2010
[Process] Assessing the Maturity of Your Referencing Process
During the buying process, there is a good chance they will ask for references. we covered the key challenges you may face, if you have an adhoc reference process in place. This post, hopefully, can help you determine how mature the reference process is in your company. What’s the process look like? The End Result.
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.
AVITAGE | WEDNESDAY, JANUARY 7, 2015
[Process] Continuum and Process vs. Event, Project or Campaign Thinking
It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. The problem is, if a B2B buyer is at a different stage in their buying process than the content you distribute suggests, you could miss engaging them entirely.
FUNNEL FOCUS | TUESDAY, FEBRUARY 1, 2011
[Process] New Webinar: Lead Nurturing After the Sales Handoff: Accelerate the Buying Process
As companies work to build processes that support the buying journey from contact to close, Marketing and Sales become unified around one goal – driving revenue. Therefore, marketers need to adjust their marketing processes to reach farther across the funnel. So What role Sales and Marketing play in each lead nurturing process.
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.
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.
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. It is no longer enough that it delivers consistency and control in respect of sales. 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 [.].
SYNECORE | FRIDAY, APRIL 12, 2013
[Process] Should Your Process Change For a Responsive Web Design? - #MarketingTechMin
If you''re thinking of building a responsive website design (RWD) for your business it''s important to approach the project with a brand new design process. The old techniques of web design no longer have a place in this world of RWD. Follow @SyneCoreTech
LEADER NETWORKS | FRIDAY, APRIL 3, 2009
[Process] Social Media Requires Business Process Integration
Strapping new tools onto old processes is a common problem when enterprise start using social media. Enterprise Social Media often requires a process integration effort to harvest online community and collaboration as it can change the way business is being done. the usual suspects. This is a good thing.
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.
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.
HUBSPOT | FRIDAY, SEPTEMBER 19, 2014
[Process] Welcome to the New Sales Process: How to Let Content Do the Selling
Thankfully, those days are over and consumers are taking charge of the sales process. And for both B2B and B2C industries, content is holding their hands through the process. Content naturally opens up a dialogue with readers, which can expedite the sales process and build trust. If there wasn’t a need, you created one.
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 [.].
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.
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.
SALES CHALLENGER | THURSDAY, JUNE 30, 2011
[Process] When the Sales Process is Obsolete…
Automatic Data Processing, Inc. ADP) recognized this when it determined that its extending cycle times and stalled deals were a consequence of reps pushing customers through the sales process prematurely. Sales Insights 2011 Summit Customer Verifiers Sales ProcessWell, you are not alone.
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?
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?
HUBSPOT | TUESDAY, JULY 21, 2015
[Process] Rebranding Your Company? How NOT to Kill Your SEO in the Process
As we moved through the transition process, we identified ten crucial steps that are critical to maintaining your online visibility during a rebrand. We found it easiest to manage this process with a spreadsheet. Here’s a screenshot of ours: There are also a bunch of great tools to help take some of the grunt work out of this process.
MODERN B2B MARKETING | 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. I’m pleased to report that he’s now well on his way to earning a college degree. 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].
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 | 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!
BUYER INSIGHTS | WEDNESDAY, AUGUST 7, 2013
[Process] Coping With Buying Process & Procedures
Successfully adapting the sales approach to the new realities of buying process and procedures is essential to winning the sale. If you understand the buyer’s process then you can predict what the buyer is going to do next. HOW buying decisions are made has changed dramatically. More important still you are in a position to [.].
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.
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.
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
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
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.
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.
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.
B2B LEAD GENERATION BLOG | MONDAY, APRIL 19, 2010
[Process] 5 dials to tune in your lead generation process
It's important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively (i.e. Think about your lead generation process as being controlled on a mixing board.
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
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 [.].
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.
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?
LOOPFUSE | TUESDAY, NOVEMBER 30, 2010
[Process] B2B Marketing Automation: When to automate process
Although Marketing Automation is a hot topic these days, many marketers wonder what specific aspects of marketing should be automated. This is a good question to ask because in general, there is no substitute for direct person-to-person interaction when it comes to building a business relationship.
WEBBIQUITY | TUESDAY, SEPTEMBER 7, 2010
[Process] Lead Nurturing – How to Develop a Solid Process for B2B Lead Management
Here is a process to get you started on the right track. Guest post by Alexandre Sagala. Effective lead nurturing is crucial to successful b2b marketing. Planning. Before starting with the execution of lead nurturing campaigns, you need to spend time planning. This is extremely important. Involving sales at this time is a good idea.
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.
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?
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 | 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?
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 CHALLENGER | TUESDAY, NOVEMBER 15, 2011
[Process] Blowing Up Your Sales Process: A “How To” Guide
My colleague Taylor recently wrote a post about one company’s journey to take their sales process to the next level. The company was Automatic Data Processing, Inc. ADP), and they intentionally blurred the lines of distinction between buying and selling when constructing the latest iteration of their sales process.
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.
VIDYARD | MONDAY, SEPTEMBER 8, 2014
[Process] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Create process visualizations. Create Process Visualizations…or process chart. Know Your systems. Put Data First. Program Status.
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.
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?
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.
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
FIFTH GEAR ANALYTICS | THURSDAY, JULY 28, 2011
[Process] A Great Lead Nurturing Process Can Lead Your Sales Team to The Holy Grail of Sales!
As part of the lead generation and lead nurturing arm of the sales team here at SIGMA Marketing Group I am a strong advocate for a great lead nurturing process. believe that if done correctly it has the potential to lead your sales team to the ultimate quest for the holy grail of sales… The multi-level sales opportunity
INBOUND SALES NETWORK | WEDNESDAY, DECEMBER 29, 2010
[Process] The 3 Keys to Lead Management – Speed, Process, and Persistence
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.
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.
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?
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).
SYNECORE | FRIDAY, JANUARY 18, 2013
[Process] SoLoMo: A Tale of Two Marketing Processes - #MarketingTechMin
Social Local Mobile is about more than just geo-fencing and apps like Foursquare and Yelp. This week, Chris and Spencer discuss how SoLoMo can help your online presence and work as a part of your integrated digital marketing strategy. Be sure to tune in every Friday for more discussion of the latest trends in the Marketing Technology Industry.
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!
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.
VIEWPOINT | TUESDAY, SEPTEMBER 28, 2010
[Process] Teleservices Business Process Outsourcing: Want to Go North or South?
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
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.
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.
FEARLESS COMPETITOR | SATURDAY, JANUARY 16, 2010
[Process] Why change a prospect’s lead nurturing process?
Would you change the lead nurturing process she is on? Don’t do what Oracle did. I wanted to get a sales challenge white paper from Oracle, but I found the process and form so cumbersome and intrusive, I abandoned it. Let’s say a senior sales executive at a large software firm downloads your white paper. Probably not.
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
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.
LEADER NETWORKS | TUESDAY, SEPTEMBER 7, 2010
[Process] Social Media Has Changed The Business Buying Process.
The final study report will blend the survey research findings and the interview results to offer a well-rounded examination of the social media for decision-making process and opportunities and essentially helps us all use social media more effectively in professional settings. by Vanessa DiMauro and Don Bulmer But How?
THE POINT | THURSDAY, NOVEMBER 4, 2010
[Process] 3 Reasons to Add Email to Your Lead Follow-Up Process
A client writes: “I notice you recommend both email AND phone follow-up to inbound leads from programs like content syndication. Our inside sales reps are fairly prompt about following up with all leads by phone. Why do I need to set up automated email response as well?”. Here are the key reasons: 1. Uncategorized telemarketing sales 2.0
SALES PROSPECTING PERSPECTIVES | FRIDAY, NOVEMBER 19, 2010
[Process] A Great Process Is Much Better Than A Great Player
When it comes to free agents, Bill Belichik (football coach NE Patriots…duh) often gets criticized for some of the talented players he does not resign. The Patriots manage to stay competitive every year because they have an “A” system. Your inside sales team should be run the same way. Work out a call plan.
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.
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.
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.
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?
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?
TRADESMEN INSIGHTS | TUESDAY, MARCH 12, 2013
[Process] How Do You Approach Tradesmen in the Early Stages of the Buying Process?
recently read an article by the Albertson Performance Group, How to Write Content for Early Stage Buying Process that I thought was very helpful. Very carefully! When we get a lead in, we all assume that they’re ready to buy, and in most cases, that’s not true especially when it’s an expensive or major initiative.
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.
SALES PROSPECTING PERSPECTIVES | MONDAY, MARCH 28, 2011
[Process] Getting Top Performers To Still Follow Your Inside Sales Processes
The question was “What’s the best thing to do with a top producing salesperson who refuses to follow process.” At the same time, I think what comes first is the fact that everyone else on the team has to follow the process, so you can’t make any exceptions. Set the rules from the get-go.
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.
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, 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.
MARKETING GENIUS BLOG | MONDAY, MARCH 8, 2010
[Process] Monday Marketing Term: BANT (an Evolving Process)
BANT is a well known lead qualifying process, but how has the buyer changed this process? This post defines BANT and some of the ways its recently changed
E-QUIP | THURSDAY, JULY 16, 2015
[Process] The Branded Experience Delivery Process
The study found that these companies share two key traits: (1) they have a deliberate process for delivering a consistently great customer experience and (2) they regularly solicit customer feedback to determine how they're doing and what they can do better. There's no planning, little process, few standards, no metrics. Same answer.
CUSTOMER EXPERIENCE MATRIX | MONDAY, JUNE 1, 2009
[Process] How the Buying Process Has Changed, and How It Hasn't: Notes from the Field
Summary: The Internet has given more power to buyers and changed the buying process. For the enjoyment of anyone who really cares about the details, here is a log of my contacts during the buying process. Tags: importance of sales execution sales process impact of internet on selling Lesson learned: product really does count.
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.
VIEWPOINT | WEDNESDAY, DECEMBER 17, 2014
[Process] Stunning Study Reveals How to Increase Sales by 29-49%
Sales Process Sales Leads Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study).
REVENUE JOURNAL | 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.