Why Process Transformation Fails
FEBRUARY 18, 2014
Recently I was presenting a Demand Generation Strategy that our team had developed for one of our B2B clients. As we walked through the Demand Process approach we needed to take, one attendee from our client made mention of past attempts to “do things differently” and the resulting failure. Why was change was actually occurring. Without hesitation she said “because it is technology led”.
Content marketing: how process powers success
DECEMBER 17, 2015
Which brings us to the topic of process. Process – that larger plan – gives you a framework within which the preparation becomes a step toward your goal. First, I am suggesting that you focus on your content marketing process rather than your content marketing goals , but I’m not suggesting you ignore outcomes. That X, Y, and Z now becomes your process. Well, sort of.
A new process to quantify content marketing success
grow - Practical Marketing Solutions
SEPTEMBER 17, 2015
This represents the most profound competitive issue for any organization today: How do you stand out from this noise and maintain valuable mindshare with your customers? I am proud to announce a new organization and a revolutionary new process to help you cut through this wall of noise … and win. content marketing measurement process. The Process. Traffic? Sales? Traffic?
7 Benefits of a Prescriptive Sales Process
Your Sales Management Guru
APRIL 6, 2015
7 Benefits of a Prescriptive Sales Process. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. During the sales process your company’s value proposition must be proven.
Content Methodology: A Best Practices Report
connection processes based. Content methodology is a process to continuously improve the effectiveness of a. with strong content processes, measurement tools, and enterprise-wide buy-in. process, bolsters the larger Raymond James brand. processes and. Evaluate existing processes and. processes are needed. Content. Methodology: A Best. Definition II.
My online influencer research and engagement process
JULY 28, 2015
So, my process is: set up SDL SM2, add all the keywords I have collected through going down a Wikipedia rabbit hole, let it go to parse, search, and churn. The post My online influencer research and engagement process appeared first on Biznology. At least, right now, it’s a one man band. Really big. You just won’t believe how vastly, hugely, mind-bogglingly big it is.
4 Ways The B2B Buying Process Has Changed in 2015
MAY 1, 2015
Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. The Buying Process Is Growing More Complex. As a result, the modern B2B buying process looks less like a linear path from first contact through to sale—it’s more like a spiderweb of social influence and research channels.”
New Report: Improve The B2B Buying Process With Social Proof Marketing
AUGUST 3, 2015
So, how can brands get in front of buyers during the research phase, and help speed up the process once they make the vendor shortlist? If prospects consider online information and opinions from peers as two of the most vital sources of information when starting the buying process, then marketing and sales teams need to leverage their customers to generate social proof for their product.
Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]
FEBRUARY 3, 2015
He goes on to explain how this approach translates into a more productive process for both buyer and seller. I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below). On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.
Marketing lessons from the college admissions process
JULY 22, 2015
The youngest starts college in the fall. I’ve gone through the college process twice, and each time I’ve absorbed new lessons about marketing to Millennials in an era of rapid change. And I’m sure many parents are familiar with the process of “How to get the teen to read that email you just sent.” It goes something like this: Send the email. I truly feel for the college marketer.
7 Benefits of a Prescriptive Sales Process
Your Sales Management Guru
AUGUST 25, 2014
7 Benefits of a Prescriptive Sales Process. One of the best ways to help B and C performers improve is to write out a prescriptive sales process. By spelling out the steps that the A performer often uses intuitively in her sales process, you can develop the rest of your sales staff. During the sales process your company’s value proposition must be proven.
Evangelizing a Content Marketing Program
efficiencies in the process.” 4. What processes need to be in place with. process, hierarchy, and consistent publishing cadence. It’s something we call the Content Flywheel, the visualization of a process in which key content. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. Why This Guide 6 III.
Feeding Sales Is a Process, Not a Project.
OCTOBER 8, 2015
They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. The process won’t be the same with the next prospect.
The Time has Come for CMOs to Rethink Their Marketing Organization and Processes
It's All About Revenue
SEPTEMBER 1, 2015
While the title of this post implies an holistic connotation — and while I do believe that CMOs do need to rethink their marketing organizations and processes from an overall perspective, for the sake of this particular post we'll keep it in the context of l everaging new technology and marketing platforms. " Two key areas we focused on were skill sets and talent.
Lead Generation for Industrial Companies is a Process not a Campaign
Industrial Marketing Today
JUNE 18, 2015
Buyers are looking for information online and interacting with sales people on […] The post Lead Generation for Industrial Companies is a Process not a Campaign by Achinta Mitra appeared first on Industrial Marketing Today. I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation.
The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology
MARCH 18, 2014
There is no doubt that the role of the B2B marketer has changed and this change has been led by the change in the buying process and the access to information that is at the finger tips of todays B2B buyer. Step Two: Process. An effective Demand Process Architecture aligns people, process, content and technology to the Engage, Nurture and Convert sequence of the buyer’s purchase path.
Staffing and Launching Your Content Marketing Program
butchering it in the process, I’ll just share her recommendation in full: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY9 Say you’re going to a dinner party full of people you. At Contently, we boil this process down to the. out of the approval process as much as possible by. However, the process doesn’t bog down GE Reports’. All rights reserved. Introduction 3 II.
Integrating Social Media Listening Into The Sales Process
Sales Prospecting Perspectives
JULY 31, 2013
Steps to Social Listening in the Sales Process. These social media listening tips don’t just aid the sales team in online monitoring of their prospects, but it also integrates their process with the marketing team’s current goals and data usage. Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823.
[Infographic] The Outsourced Inside Sales Teleprospecting Process
Sales Prospecting Perspectives
AUGUST 5, 2014
Everyone is feeling overwhelmed, including your buyers, who complain that the sales process is too tech-heavy with early demo offers that turn them away from the product. Are you prepared for the transition and implementation phases of the outsourcing process? The Outsourcing Process Infographic includes: 4 easy, actionable steps to outsourcing inside sales functions.
Content marketing metrics – process metrics and outcomes metrics
MARCH 20, 2015
There are two kinds of metrics in content marketing: process metrics and outcomes metrics. Process Metrics. Web traffic is an example of a process metric in that it tracks how our audience is interacting with our content. In addition to website traffic, process metrics include things like. These process metrics are the measurements nearly all of us think of first.
Marketing Technology: 3 Solutions You Can't Live Without
insight and scalability that disparate and manual processes. the two by introducing a standard process and lead scoring. CRM platform ● Clearly define your buyer’s journey and lead scoring process ● Involve sales in the lead scoring process in order to improve. the lead-to-revenue management process ● Measure ROI of marketing efforts and impact on lead. Whether.
Lead Generation: Streamlining the process for quality over quantity
B2B Lead Generation Blog
JUNE 30, 2014
According to Debbie, the process in place had been corrupted and broken by a system of incentives to drive lead volume with little check and balance in place for assessing lead quality before the handoff to Sales. Challenge your process. Lead Generation lead gen process lead generation lead quality marketing automation Marketing-Sales alignment quality leads You may also like.
5 Ways to Speed Up Your Content Editorial Process
Modern B2B Marketing
MARCH 3, 2016
So, use this blog as a guide to speed up your editorial process without compromising the quality of your content. Let’s get into the five ways you can speed up your content editorial process: 1. Whether you’re working with an internal team or external freelancers, it is critical for you to define specific roles for each process and determine who does what. If An infographic.
The 4 Step Creative Process for Writing Blogs: (& Happy Birthday to WOW Blog)
Writing on the Web
SEPTEMBER 4, 2015
Do you struggle with the creative process of writing blogs ? Trust the process and get busy. The same is true for writing quality content – blog posts are written by following a creative process. About Blogs How to.Tips On Writing Better Writing Great Blog Content blog content blog writing business blogging creative process Writing for the WebYou’re not alone.
The Importance of Processes in Effective Lead-to-Revenue
Great B2B Marketing
OCTOBER 28, 2015
Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing. You […]. Lead-to-Revenue lead-to-revenue Revenue Sales Leads
Advocate Marketing Creates B2B Relationships That Lasts A Lifetime
process of creating advocates — people who have a personal story or expert perspective to share. Bringing process and structure to advocacy programs changes behavior and. processes that win, serve, and retain customers across their lifetime.5 if the customer journey is now. personally rewarding deepens relationships without the manpower that manual processes require.
How Your Brain Processes Logos [Infographic]
OCTOBER 17, 2014
whole lot happens in the 400 milliseconds it takes for you to see a logo, process it, and react to it -- and it all has to do with color, shape, meaning, prior experience with the brand, and so on. Take a second to sit back and think about your favorite brand. Perhaps it''s a consumables brand, like Ben & Jerry''s. Now, think about that brand''s logo. branding
So You Think You Know The Customer’s Buying Process?
MARCH 26, 2013
Buying Process Featured Buying Decision Buying Research Procure To Pay Cycle Procurement Process Sales ProcessSellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer's broader business and procurement goals.
Social Intelligence adds value throughout the Stage Gate Process
Buzz Marketing for Technology
FEBRUARY 15, 2012
Social data is becoming increasingly important in the new product development processes of many companies. Social data can also be invaluable in the media planning and buying process. In particular, manufacturers are tapping into social conversations as they explore new product ideas in order to learn what consumers are interested in and talking about.
Better Processes & Improved Focus with Queue-Based Lead Management Platforms
Sales Prospecting Perspectives
APRIL 16, 2014
Removing all of the additional work required to sift through the list frees up your sales team to focus on lead nurturing and building relationships with the lead in an effort to move them closer to the buying process. The next time you review your lead metrics, remember that the root cause for dips in performance can often be traced back to process and focus. Source: HubSpot ).
Study: How Much of Your Content Marketing Is Effective?
and look at their thought processes for making content market- ing decisions. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. content.
Sellers: Don’t Wimp Out Because Of Their Process!
JULY 1, 2013
Don''t get paralyzed by the buyer''s process. Buying Process Featured Tips for Sellers bureaucratic buying Relationship Selling Sales Proposal Sales Success Solution Selling Don''t let it stop you selling. Even if your selling is limited to submitting a tender response, with little interaction with the buyer in advance, don''t cast aside the basics of either solution selling or relationship selling.
Continuum and Process vs. Event, Project or Campaign Thinking
JANUARY 7, 2015
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. The consensus is clear.
Criteria of Efficient B2B Lead Generation Processes
Great B2B Marketing
JUNE 16, 2015
The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue
Stop Focusing On The Sales Process, Silly!
B2B Marketing Insider
JUNE 26, 2015
The buyer’s journey and the selling process terms are often confused. However, the sales process focuses on how to push the customer to get them to buy from you. So, are you creating your business strategy based on the selling process or the buyer’s journey? Focus on Content Development For Each Phase Of The Buying Process. Forrester). B2B buyers engage with 11.4
Content Marketing 2016: Staffing, Measurement, and Effectiveness
marketing technology into a seamless process. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.
Gamification of the Sales Process
Sales Intelligence View
JULY 20, 2011
Turning the sales process into a game is not a stretch of the imagination for companies. In may ways companies with B2B sales people have already added game mechanics into the process on a small scale. This is where most companies end the game process but that is about to change. hear more and more companies trying to add a layer of gamification to their sales processes.
Interim Physicians Streamlines Processes and Scales Growth with B2B Marketing Automation Software Salesfusion
JULY 8, 2015
The post Interim Physicians Streamlines Processes and Scales Growth with B2B Marketing Automation Software Salesfusion appeared first on Salesfusion.
An inside view of the blogging process
grow - Practical Marketing Solutions
APRIL 8, 2012
Here is an insight into my typical blogging process: THE BIRTH OF A BLOG POST. I am constantly bombarded with ideas so collecting inspiration for topics is a continuous process. I may have an idea from something I see on TV, something I read, or a question from a student in class. What is the most important part of your process? How does your process differ from mine?
What a Basic Sales Process Looks Like [Infographic]
OCTOBER 4, 2015
Think of a defined sales process as the outline of selling. Without a concrete sales process, reps create their own strategies, which gives rise to two negative results: Depending on how the rep approaches sales, they might provide a bad experience for the buyer. If your team doesn't work from a standardized sales process, check out the visual template below. Qualify. Connect.
B2B Marketing Trends for 2016
processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. company sales rep, it becomes even more vital that both groups understand the buying process from.
Streamline The Sales Process With Digital Marketing Solutions
B2B Lead Blog
AUGUST 18, 2015
With the democratization of the Internet, businesses of all shapes and sizes have the same opportunities. This also means that every business is completing against corporate juggernauts in the Fortune 500. Businesses not operating at peak efficiency will soon find themselves going under. Smart marketing and analytics, however, helps digital marketers know what customers want, […].