SALES PROSPECTING PERSPECTIVES | TUESDAY, FEBRUARY 3, 2015
[Product] 7 Techniques to Stay Optimistic During Your Sales Superbowl
You need to sell your product or service, but you also need to sell your voice, and yourself, to prospects. 3. This past weekend, a certain sports team challenged me to be optimistic. You guessed it: The Patriots. While I’m not a fervent football fan by any means, I grew up in the New England area and have an avid sports fanatic of a father.
SAVVY B2B MARKETING | THURSDAY, MAY 20, 2010
[Product] Nailing Interviews for B2B Content Creation: 7 Tips
If you create content for your organization, you likely find yourself interviewing a range of subject matter experts, including executives, internal engineers, product managers, partners, and customers. Here are seven tips to help you do just that. 1. Conduct upfront research. Develop a questionnaire. Prep the interviewee. " 6.
CMO ESSENTIALS | MONDAY, APRIL 13, 2015
[Product] Would You Fire a High-Performing Sales Jerk?
For example, what if the cost-of-sale for a million-dollar seller was calculated at $900,000, while another rep sold $800,000 worth of products, but only cost $600,000 to reach that number? Is this the right way to manage our revenue stream? Does it optimize the customer’s experience ? In reality, the answers are more complex.
ENGAGE | THURSDAY, OCTOBER 9, 2014
[Product] Launch a Twitter Account From Scratch With These 8 Tips
Launching a brand-new Twitter account for a business, product or initiative—and attempting to make it a social media sensation—can seem like a daunting undertaking. Benefits of starting a new Twitter account: Starting at zero gives the social account manager the opportunity to create a new social presence for a brand, product or initiative.
WEBBIQUITY | TUESDAY, JULY 14, 2015
[Product] 31 Sensational Social Media Marketing and PR Stats and Facts
Product/brand recommendations on social media mean more to younger people. Business and consumer marketers are nearly unanimous in their belief in the importance of social media to marketing activities. Still, marketers sometimes struggle with strategy, tactics, and measurement in social media marketing. Be responsive. Strategize and measure.
CMO ESSENTIALS | MONDAY, JUNE 1, 2015
[Product] 3 Top CMOs Talk Organizational Culture and Brand at CMO Summit
Airbnb’s Mildenhall provides a clear framework, “Culture boils down to people, process, product and values. I recently attended the annual Spencer Stuart CMO Summit. At this, there was a notable absence of the toxic cocktail of obsession-with-the latest-trend and tenure anxiety that often characterize marketing conversations.
HUBSPOT | FRIDAY, APRIL 13, 2012
[Product] An Uncomplicated Approach to Conducting Solid Market Research
It's what helps you draft personas , clarify your marketing messaging, set product marketing direction, and build your sales playbook. Whether a new product or add-on is enticing. Or perhaps you're looking for more qualitative feedback -- like different ways someone would use one of your products. do it. Hop on Social Media.
VIDYARD | THURSDAY, DECEMBER 18, 2014
[Product] A Guide to Attributing Content Marketing Initiatives to Your Pipeline
Michael explained that a lot of the focus for content marketing up until this point has been on increasing production. John’s viewed 85% of two webinars and more than 90% of three product videos? Time is running out. And soon enough, there will be no excuse for content marketers not to tie their efforts to the pipeline. The good news?
TRADESMEN INSIGHTS | THURSDAY, FEBRUARY 6, 2014
[Product] Five Observations From The 2014 AHR Expo
Technology Continues To Play Strong Role – it seems every year at this show more and more technology is introduced to the products and services showcased, whether it is the software driving these products or the tablets used to control and monitor them. By Matt Sonnhalter, Vision Architect, Sonnhalter.
VIDYARD | SUNDAY, NOVEMBER 2, 2014
[Product] Create Amazing Video Content on a Budget
The barriers to entry for video production have come down significantly in the last few years. Overall, this is a great series to showcase that even if your budget is just enough for a smartphone, you don’t have to overthink production value for something like an educational series. we’re going to be so cool!”,
ENGAGE | FRIDAY, MARCH 16, 2012
[Product] Is it Too Late to Call it Pinsanity?
But used correctly, Pinterest can have a real purpose, as a new and exciting outlet for companies to showcase their products and engage with customers. On Pinterest, if we like what we see, we’ll click on the link, read the article, go to the website, buy the product, and then share it with all of our followers. Still not impressed?
B2B MARKETING TRACTION | FRIDAY, OCTOBER 24, 2014
[Product] 4 Surprising Ways B2B Marketing Campaigns Benefit Business
They provide others with jobs and add value through their products and services. When a business invests (or re-invests) in great B2B marketing campaigns, it gets invigorated. That has big benefits. Here are four surprising ways marketing campaigns benefit your business. love this phrase. ). Most business owners love their business.
MARKETING ACTION | FRIDAY, FEBRUARY 6, 2015
[Product] 5 Ways to Grow Your Content Marketing Agency Services with Automation
Graphic design and production. By leaving content ungated on a site, you provide keyword-rich enticements to attract prospects searching for the products and solutions your clients provide. When it comes to engaging customers, content continues to be king. HTML editing and coding. Search engine optimization (SEO). Email marketing.
ONPATH | FRIDAY, OCTOBER 26, 2012
[Product] Leverage StandardSetController in Apex and Visualforce
About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Every year #Dreamforce gets bigger and better. This year there was 90,000+ registered attendees, it was the biggest yet. There were also 230 developer sessions and 60 unconference sessions.
VERTICAL RESPONSE | FRIDAY, APRIL 3, 2015
[Product] 4 Social Contests that Help You Grow Your Email List and Reach New People
Maybe a $100 gift card to apply towards your products or services. Participants click on the promotion and enter their Twitter handle and email address along with their own special message about your product or service. Each contest is paired with an app or online tool to help you create and manage your contest with ease. 1.
PWB MARKETING BLOG | WEDNESDAY, AUGUST 17, 2011
[Product] Can Your Customers Find Your B2B Industrial Company Online?
Or joining relevant LinkedIn discussion forums and answering questions your product is a solution for? Quick, type in your company name in Google. What are the search results? Does your company show up for the first listing? It better; if not, you have an SEO problem. But don’t stop there. Check the rest of the search results.
FEARLESS COMPETITOR | MONDAY, AUGUST 29, 2011
[Product] Medium Sized companies struggle with B2B demand generation too
Young and inexperienced marketing managers can blast out emails and create product brochures. Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses) to implement world-class lead generation programs. B2B Lead Generation | Mid Sized Companies. Would they do better?
THE POINT | MONDAY, JANUARY 31, 2011
[Product] How One SaaS Company Doubled their Lead Volume from Paid Search
That was the issue faced by Navicure , a leading Internet-based (SaaS) medical claims clearinghouse that helps physician practices increase profitability through improved claims reimbursement and staff productivity. What does a software company do when their paid search program is working well but just not generating enough leads?
WEBBIQUITY | MONDAY, SEPTEMBER 16, 2013
[Product] Five Marketing Metrics that are Definitely NOT “Worthless”
And if you sell an item like adult diapers or anti-fungal cream, you’re unlikely to get a lot of customers to publicly express affection for your products on Facebook no matter how much they may “like” them in real life. Online marketing activities preovide marketers with a wealth of metrics; actually, too much information.
FIFTH GEAR ANALYTICS | TUESDAY, AUGUST 3, 2010
[Product] Customer Engagement: A New Spin on Customer Intimacy
The book detailed three dimensions of competitive strategy: value leadership, product leadership and customer intimacy. Kenyon Blunt. And it was in the latter section that I was astounded by something written 15 years ago and what I perceived as a foreshadowing of today’s enthusiasm for customer engagement. What is Customer Intimacy?
HUBSPOT | MONDAY, AUGUST 26, 2013
[Product] The 7 Personalities Every Successful Social Media Manager Has
Or what product update would make their lives easier? great social media manager understands the importance of customer feedback and its effect on improving the product/service and/or customer experience. There aren''t many instances in our professional lives where having multiple personalities is seen as a positive trait. Rinse.
HUBSPOT | WEDNESDAY, JANUARY 18, 2012
[Product] Facebook Launches Much-Anticipated Open Graph Applications
Free Product Trial App: Do you offer a free trial of your product? Create a Facebook app for that to leverage the social power of users who 'try' your product for free. Customer Testimonials App: Create an app that easily enables customers and fans to share testimonials about your business' various products and services.
TRADESMEN INSIGHTS | THURSDAY, MAY 30, 2013
[Product] Social Media, How Can Tradesmen Connect?
Mile Free, Director of Industry Research and Technology for the Precision Machined Products Association, is posting today with advice for connecting on social media. Here are 5 steps to increasing your online visibility: Make sure that your website covers the products and services that you provide. Near a big city? You are an expert.
DIGITAL VOICES | TUESDAY, JULY 16, 2013
[Product] Vine vs. Instagram Videos – A Colossal Battle for Brand Dominance
Brands are engaging customers with Vine videos highlighting their product lines, the behind the scenes work that goes into making the product or service, and quirky looping short stories. Both platforms have had tremendous success in the short-format video wars and the jury is still out on which platform is going to be the big winner.
CUSTOMER EXPERIENCE MATRIX | TUESDAY, OCTOBER 2, 2012
[Product] KXEN Packages Automated Predictive Models within Salesforce Apps
KXEN has since given me a closer look at the lead scoring product, underlying technology, and future plans. This uses the same automated modeling methods as KXEN’s established on-premise product. As I mentioned in my Marketing Automation Beer Goggles post, KXEN introduced a free lead scoring app for Salesforce.com users at Dreamforce.
SALES LEAD DYNAMICS | WEDNESDAY, AUGUST 18, 2010
[Product] Don’t Baffle your Prospects with “Corporate-speak.”
Solution – It’s either a product or a service. Explain why the product or service is better. What did he just say? Let’s touch base to arrange a little face time so we can appear fully engaged. Let’s be proactive, synergistic and leverage this thing. Net-net: It’s a win-win. Got it? . This monologue is not real. The ad is a spoof.
TRADESMEN INSIGHTS | TUESDAY, NOVEMBER 30, 2010
[Product] Identify Website Users: Capture More Sales Opportunities
Visitors finding their way to B2B websites usually get there because they were seeking out information on particular products or services. (Do business people have the time to visit websites about things like lift trucks, hydraulic fittings, or industrial electronics for fun?) . Now you can! Who’s Looking at YOU?
VOLACCI | TUESDAY, FEBRUARY 11, 2014
[Product] The Benefits of Installing a WYSIWYG Module on Your Drupal Website
drupal , productivity You installed and configured Drupal for your website and blog. That’s awesome. You’re writing and posting content. Sweet! But the subject of installing a WYSIWYG (“what you see is what you get”) editor comes up and you aren’t sure. Or you have strong feelings about not installing it, and refuse to do so. You write.
BIZNOLOGY | THURSDAY, MAY 31, 2012
[Product] Let your B2B content run free–the case against gating
The most common e-mail address that was submitted on the IBM contact form was email@example.com–and he bought a lot fewer IBM products than you might think. Credit: Getty Images via @daylife. No, this is just an issue that I have a history with, going all the way back to my IBM days and with several clients since.
FEARLESS COMPETITOR | FRIDAY, APRIL 16, 2010
[Product] Thought Leadership Interview #1: Kevin Temple of Enterprise Selling
As a result, they increased their average selling price, their services to product ratio and decreased their sales cycles in 2009. The article on our site entitled, “ Transforming from Product to Solution Selling ” provides a succinct overview of these leadership change actions. Many more thought leaders are coming soon, so stay tuned.
BIZNOLOGY | THURSDAY, SEPTEMBER 19, 2013
[Product] Are Marketers Considering Learning Styles?
If you have a new product that perhaps solves a problem in a new way, your top goal is educating your prospects. Photo credit: Wikipedia). Educators are constantly talking about learning styles. Some people are auditory. Others are kinesthetic. As a marketer, are you thinking about the learning style of your audience? ” you might ask.
B2B MARKETING UNPLUGGED | MONDAY, AUGUST 31, 2015
[Product] Preference and Its Pylons
Even if it’s between our product and absolutely nothing, we still need to get around the Preference Pylons. If we can establish our product as a preferred solution to a problem the customer needs to solve, we create a bunch of opportunity. Marketers can sure get in our own ways when we try to create preference. Inertia.
VIDYARD | WEDNESDAY, JANUARY 8, 2014
[Product] What Game of Thrones & Broadcast TV can Teach you About Video Marketing
This is good if your set of products or communications won’t change for years and you need the videos right away. However, if you want to have a conversation with your audience and engage them (the whole point of episodic content) it’s important to have a production process that roles. Ahhhh! Build Audience Expectation.
MARKETING ACTION | MONDAY, APRIL 1, 2013
[Product] 7 Ways to Use Facebook to Display Brand Personality
If you’re using Facebook to heavily advertise your products using corporate-speak, the approach probably isn’t doing your brand any favors. Newsjacking the biggest current events is a powerful way to capture attention and shares, and it’s even better if you can do it through the filter of your company’s product or service. Use memes.
JUNTA 42 | MONDAY, NOVEMBER 14, 2011
[Product] 8 Content Marketing Initiatives To Seriously Consider for 2012
Test a Niche Related to Your Products. Openview Labs , a product of Openview Venture Partners [ disclaimer : I am an Openview Advisor], develops almost all of the content for this resource site themselves, using their internal employees and an on-site studio. thought I’d share it with you. Tackle One Goal with Content for 2012.
SYNECORE | MONDAY, OCTOBER 20, 2014
[Product] Align Your Brand Messaging, Start From the Ground Up
When cultivating the essence of your brand, look within the core of your organization’s values and purpose (aside from the production of revenue). As your brand continues to further understand and embrace the multitude of effective online channels, it is crucial to be consistent with your messaging and align your marketing efforts. Essence.
FEARLESS COMPETITOR | THURSDAY, SEPTEMBER 29, 2011
[Product] 2012 Revenue – Making It Happen vs. Hoping It Happens
Product advantages are no longer adequate. B2B Lead Generation | Ensuring You Make Your Number in 2012. The folks from CSO Insights and 3FORWARD did a webinar by this title recently. The key lesson was that, for 2012 planning, what you do today is critical. The investments you make today pay dividends next year. Jim Dickie, CSO Insights.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | WEDNESDAY, APRIL 17, 2013
[Product] [Video] How to Fight Your Biggest Sales Competitor (It's Not Who You Think)
Doing nothing is the absolute easiest thing for people to do -- even if the process or products they''re using now aren''t doing a good job. Who''s your biggest sales competitor? It''s not who you think. It''s the status quo. Over the years, I''ve always lost about 50% of my identified prospects to no decision.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JUNE 4, 2013
[Product] There’s no “I” in Sales
Don’t leave the name of you product in your messages, either. Your prospect may have an assumption about your product already -- possibly a misguided one. Several months ago, while shopping at my favorite clothing store, a sales associate approached me asking if she could help me find anything. Most likely. The answer: you don’t.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, JULY 24, 2013
[Product] Why Mad Men Marketing is Moot: Account Managing in the Digital Era
The conversation needs to move away from “We need five banner ads to go live in one week” to “We need to develop a strategy to increase Product X purchases 10% from last quarter.”. Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. This is a real shame.
GROW - PRACTICAL MARKETING SOLUTIONS | SUNDAY, MAY 29, 2011
[Product] Can you adapt to radical social media marketing change?
The ability to use the web to network, improve productivity, and find answers will be a highly-prized part of a personal skill portfolio. In fact, there is some research to back it up. A few years ago, I was in a graduate leadership program at Carnegie Mellon University and took a class from a talented educator and author named Robert E.
BIZNOLOGY | TUESDAY, SEPTEMBER 25, 2012
[Product] Business tweeting is a life-sentence
Before you decide on a whim to register, activate, populate, respond, and promote your business or brand via Twitter , take a second to think this through. My first question is: why have you waited until now? My second is: why now? Is that your solemn vow? To a point. As of October 2009, the company had about 7,000 employees, 700 of them in Tulsa).
SALES CHALLENGER | MONDAY, AUGUST 12, 2013
[Product] The Challenger Approach to Opportunity Management
The product is designed to embed Challenger behaviors at the right stages of the sales process to provide sellers with a replicable approach to each opportunity. It may have taken less than a day; or perhaps a week, for those on vacation. What took so little time? Wrong.
MEASURABLE MARKETING | WEDNESDAY, FEBRUARY 8, 2012
[Product] The Fascinating Seven: Emotional "Triggers" Every Marketer Needs to Be Aware Of
Take heed, product marketers: that oh-so-practical feature list may not always be the best way to capture your target audience. It could be very useful to examine your company's offering and isolate the single most unique/impressive feature of your product or service. Many marketers (if not all!) What does this mean? Passion. Mystique.
BIZNOLOGY | MONDAY, MAY 12, 2014
[Product] The end of the digital free lunch
In the early days of social media, brands rushed to market their products through the social networks because they could reach targeted audiences for free. Your social media marketing campaign may become a lot more expensive in 2015. Thank Tom Wheeler for that. Or so they thought. That perceived digital free lunch never really existed.
SALES INTELLIGENCE VIEW | TUESDAY, OCTOBER 9, 2012
[Product] The 5 Crucial Assessment Elements in Lead Qualification
Customers spend money on products and services they need to address their problems. An effective lead qualification team can charge through a high quantity of leads in a short amount of time, and they can still gather crucial insights while doing so. Problem. What problems does your prospect face? Those that are unaware they have a problem.
FUNNEL FOCUS | FRIDAY, JULY 9, 2010
[Product] Marketing Operations 2.0 – 5 Questions for Gary Katz
Most marketers operate as drivers of particular marketing programs (PR, product management), campaigns (new product launches, e-mail or Pay-per-Click offers) or functions (creative, market research). Gary Katz is doing extensive work in defining and championing Marketing Operations 2.0., can bring to your business. Bio: Gary Katz.
KOMARKETING ASSOCIATES | TUESDAY, SEPTEMBER 18, 2012
[Product] 9 Key Points & Action Items from BtoB Magazine’s Social Media Report
While the report does not delve into specifics, B2B marketers are leveraging social media for customer service, product marketing, hiring and recruiting, and traffic and lead acquisition. Paid search can be used for regional targeting and specific product/market interest. The Role of Social Media. Define Social Media Goals.
DIGITAL VOICES | FRIDAY, DECEMBER 27, 2013
[Product] This Week in Digital Strategy 12.27.13
Their large screens make it easy to pinch-to-zoom for detailed product views, browse the Web, and search. Happy Friday, everyone! With the major holidays behind us we look forward to a new year filled with insights into the world of digital strategy. How Habits Can Impact User Behavior via inspireUX. Numbers do not lie.
B2B LEAD GENERATION BLOG | TUESDAY, NOVEMBER 1, 2011
[Product] My Key Takeaways as a B2B Summit Clinic Coach: Top lessons from real-world marketers and actionable ideas to drive marketing success
If marketing delivers a great “product,” sales will want more. Tweet I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. Revenues are scarce.
THE POINT | TUESDAY, SEPTEMBER 6, 2011
[Product] Segmentation, Social Media Drive Lead Nurturing Success for iDirect
Spear also retooled iDirect’s lead scoring system to better prioritize leads and improve productivity for the company’s inside sales team. Typical of many companies, iDirect was emailing the database regularly, but the program was largely tactical and email content tended to company-centric news like press releases and product announcements.
MARKETING ACTION | FRIDAY, APRIL 12, 2013
[Product] When is the right time to implement marketing automation?
We’d love to share how automation can make your marketing life easier and more productive. Timing, they say, is everything. If you’re considering marketing automation, there are five particularly auspicious times to consider it: When the business is in startup mode. Plus, it’s never too soon to avoid bad habits.).
VIDYARD | TUESDAY, MAY 13, 2014
[Product] He Views, He Scores! Learn What’s Missing in Your Lead Scoring Model
Given the increasing investments going into video production and creation, doesn’t this seem borderline unbelievable? Your homepage includes a massive brand video and your product pages use videos (instead of data sheets) to walk your customers through features and benefits. Well, believe it. Simple Scenarios to Illustrate the Point.
B2B MARKETING INSIDER | THURSDAY, MARCH 8, 2012
[Product] Is Your Content Boring? Here’s 6 Steps To Great Content
Common mistakes include talking too much about your products, promoting your company before you’ve allowed them to get to know you at all, or even “creative storytelling” that is an obvious or insidious attempt at getting the reader to enter into a sales conversation before they are ready. Does your content bore your audience to death? Blogs.
FEARLESS COMPETITOR | THURSDAY, JUNE 30, 2011
[Product] Lead Nurturing Belongs in Your Recession Strategy
Leads interested in your product offerings before the recession, probably need you now—more than ever. She has a unique ability to develop content strategies that work hand-in-glove with overall corporate and product positioning to deliver hard hitting e-marketing programs and tools that compel customers to buy. Stick to your story.
HUBSPOT | WEDNESDAY, AUGUST 14, 2013
[Product] Inspirational Quotes From the Late, Great Steve Jobs [SlideShare]
Words of Wisdom From Steve Jobs. 1) "It''s really hard to design products by focus groups. A lot of times, people don''t know what they want until you show it to them." The products speak for themselves." Steve Jobs led an incredible life. He co-founded Apple Computer in 1976. In 1985, the board threw him out of his own company.
SOCIAL MARKETING FORUM | SATURDAY, NOVEMBER 27, 2010
[Product] Jim Sterne: Social Media KPIs Depend on the Individual Organization and Goals
You ask (survey) people who have been exposed to the messages about a shift in their opinion or attitude about the company and/or the product”. A while ago I talked with Jim Sterne about his latest book Social Media Metrics , a must for everyone that wants to have a measured and valuable social media marketing approach. Measure. Yes, you can.
B2B MARKETING UNPLUGGED | THURSDAY, DECEMBER 15, 2011
[Product] Six Reasons to Text in your 2012 Plan
You know that after two months of squabbles with the Squirrels, the Keebler Elves and the product managers, some moron is going to look at the penultimate draft and say “well nobody’s going to read it anyway” And you will be right to kill this person. Say, how’s your 2012 plan coming along? What’s Win-win.
ENGAGE | WEDNESDAY, JUNE 4, 2014
[Product] Editor’s Tip: Stop Writing for Your High School English Teacher
Extra credit: Be careful when saying your product has “cutting-edge technology” and the like. If you want your product to pop, instead of saying it has “the latest technology,” describe what makes it the latest technology, and be as specific as you can. Original: After his appendectomy, he had a very subtle scar. Original: Widget 3.0
INDUSTRIAL MARKETING TODAY | TUESDAY, OCTOBER 25, 2011
[Product] Use Content Marketing to Manage Industrial Sales Funnels
All this sounds great for content marketers but if you are a manufacturer or a distributor, you don’t want to be a content publisher, you want to sell more of your industrial products. B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads.
CUSTOMER EXPERIENCE MATRIX | FRIDAY, JULY 25, 2014
[Product] LinkedIn Buys Bizo and Oracle Adds Database Services: Everything Is Going According To Plan
It gives LinkedIn more tools to expand its marketing offerings and lets Bizo use LinkedIn data to improve targeting within its own products. Among other things, the Oracle product will set a benchmark for pricing of similar services by other vendors. The Bizo purchase, priced at $175 million , makes perfect sense.
EMARKETING STRATEGIST | TUESDAY, JUNE 22, 2010
[Product] How to Use HARO for Publicity & More! (Part I)
Each HARO email starts with a paid advertisement about a product or service. DO NOT promote your products or services. Getting mentioned in the right publication can mean the difference between living hand to mouth and having more work than you can handle. But, public relations is expensive. There is a solution. Different countries.
TRADESMEN INSIGHTS | THURSDAY, JANUARY 20, 2011
[Product] What’s Changing With Social Media?
They know the company, its products/services better than anyone. Businesses are getting more comfortable with social media and are continuing to integrate it into their overall marketing programs. recently read an article in Social Media Examiner, 8 Social Media Trends Impacting Businesses that I thought made some good points.
INBOUND SALES NETWORK | TUESDAY, MARCH 8, 2011
[Product] Social Media - Key 2nd Step in the Customer Buying Process
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. This is especially true for higher-cost products. The Path. This is representative of the growth of social media.
CONVERSIONATION | MONDAY, MAY 23, 2011
[Product] Content Marketing: Considerations When Defining a Content Plan
Furthermore, a content marketing plan is closely linked to other operations and plans, including SEO, social, lead management, sales, R&D, product marketing, events, marcom, well, basically everything. It’s not a real novelty, but it’s more elaborated and integrated than ever before. Social”, anyone? Content marketing is not broadcasting.
YOUR SALES MANAGEMENT GURU | MONDAY, MAY 7, 2012
[Product] Top 50 Sales & Marketing Influencers for 2012
Matthew Woodget, senior product marketing manager for Microsoft, said, “Ken added great value in co-creating a Microsoft Partner business focused program and delivering information to partners in a ways that was relevant for their businesses. I’m glad Ken is part of the team.”. KNOXVILLE , Tenn., About Ken Thoreson.
MARKETING INTERACTIONS | SUNDAY, MAY 6, 2012
[Product] Content Strategy Must Reach Beyond Marketing
Expanding customer accounts is not about promoting products. Arguably, content strategy is most often thought of as a marketing application. That's a great start, but it doesn't do the practice justice. In fact, that view tends to cause siloed efforts and limit the potential of content strategy. video. articles. white papers. Tweets.
EB2BLEADS | TUESDAY, OCTOBER 18, 2011
[Product] The Importance Of Content Marketing In Lead Generation
Clicking on the first link she went through to the website , liked the supplier and product and made a purchase there and then. However a link further down the page was for a large purchase she’d been considering for some time, spurred on she downloaded a guide from that website signalling her interest in the product.
SALES PROSPECTING PERSPECTIVES | TUESDAY, FEBRUARY 28, 2012
[Product] What Are You Doing To Prevent Cold Calling Burn-out?
Bottom line is that our product is our people. If we’re not empowering them, then our product will undoubtedly suffer. In many of the interviews I’ve done over the years here at AG, I always find myself looking for the best way to encapsulate the setting we try to create for the teleprospecting team.
MI6 MARKETING AGENCY | TUESDAY, OCTOBER 19, 2010
[Product] CSO Insights Lead Generation Report Summary
Trends in social media may be responsible for marketing once again focusing on optimizing how the company and its products are viewed in the marketplace, moving beyond just one of many vendors to a preferred supplier status. Author: Chris Herbert. Audience: Senior Executives, Marketing and Sales Professionals. About the survey. Findings.
THE EFFECTIVE MARKETER | FRIDAY, JANUARY 7, 2011
[Product] What Makes a Great Creative Brief? « The Effective Marketer
The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What Makes a Great Creative Brief? similar question was posted on Quora and elicited a number of different but very interesting responses. If you come from the agency side, you are used to a certain format.
HUBSPOT | THURSDAY, MAY 22, 2014
[Product] Virtual Recon: 7 Telling Insights You Can Glean From a Prospect's Website
If your offering is complementary with other products, it’s in your best interest to understand if that technology is being used. The use of ecommerce apps may signal that that company is in the market to buy new products or services, especially if your company specializes in offerings for retailers and e-retailers. 3) Social Media.
MARKETING ACTION | WEDNESDAY, APRIL 22, 2015
[Product] Inbound Marketing Basics: How to Attract More Customers
Your content strategy can be then focused around the prospects’ needs and issues in order to move them along their buying process and into a productive sales conversation. 2. And the better informed the sales rep is, the more likely they are to have a productive sales call. 4. How does inbound marketing work? What’s generating leads?
MARKETRI | THURSDAY, FEBRUARY 16, 2012
[Product] Are You Listening to the Voice of the Customer?
How have the company’s services / products helped your business? Is there any product, service or solution that XYZ Company is not providing that could bring value to you or your organization? Why Customer Insight is King in B2B Marketing. Marketri clients are typically surprised when they get the survey results. How to Survey?
SAVVY B2B MARKETING | WEDNESDAY, JUNE 8, 2011
[Product] Savvy Speaks: Web Copywriting Best Practices
Too many companies get wrapped up in their product or industry jargon (see this post Michele wrote on "Gobbledygook). Everyone has a website these days. Some of them really catch your attention, while others make you click away faster than a speeding bullet. What makes the difference? Keep it Clean. Instead try using restraint. Jamie.
FEARLESS COMPETITOR | WEDNESDAY, APRIL 20, 2011
[Product] The ‘Untroubled/Unaware’ buying stage
You may know full well how much she could benefit from your products and/or services, but she does not respond. It explains how buyers of products and services from companies like Frank’s company has changed. Lead Generation Companies | Dealing with Prospects in the ‘Untroubled/Unaware’ Stage. What do you think?
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | MONDAY, APRIL 16, 2012
[Product] [Video] A Surefire Way to Differentiate From Your Competitors
Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business. Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. VIDEO SCRIPT: How can you really stand out from your competitors?
HUBSPOT | MONDAY, DECEMBER 1, 2014
[Product] What to Buy Everyone at the Office: An Essential Holiday Gift-Giving Guide
When he’s not breaking productivity records at work, he’s beating his own personal records at the gym and on the trail. “Om”-press him with a high-performance yoga mat, or fuel his post-workout snack with a Black and Decker Juice Extractor. Since you probably won’t be able to convince her of that, try a productivity gift instead.
SALES CHALLENGER | TUESDAY, MAY 20, 2014
[Product] Get Things Done Faster and Better
Even small things that you’re not consciously focused on—say, an idea you want to run by your manager at your next meeting—measurably reduce your brainpower and your productivity. This means that you can significantly increase your productivity simply by getting thoughts out of your head. Lifehacking Principle #1: Capture Everything.
TRADESMEN INSIGHTS | TUESDAY, JUNE 15, 2010
[Product] Manufacturers: 6 Tips On How to Hire Independent Reps
Here are 6 things you should do before hiring a new manufacturers rep: Prior to the initial call, contact existing accounts and find out whom they work with, who helps them move product. It’s fair to get an understanding at the time commitment available to your products. Enjoy. I’m amazed at how Manufacturers choose Manufacturers Reps.
HUBSPOT | MONDAY, AUGUST 3, 2015
[Product] Pitching the Perfect Image: A Look at Top Publishers' Image Sizes
Whether your design focuses more on aesthetic or function, your production team should consider the different dimensions of publishers' sites. Although publishers’ sites will continue to evolve -- along with the image sizes they offer -- this is a great reference for your initial production stages. Fox News. CBS News. Fortune.
FIFTH GEAR ANALYTICS | TUESDAY, AUGUST 24, 2010
[Product] Call Center Optimization Through Better Marketing Analytics
Let’s take a look a case study featuring call center lead generation efforts for commercial banking loan products. Paul Raca. Are you confident that your call center’s lead generation activities are targeted to reach out to the prospects who are more likely to respond positively? million from the lead generation efforts. Tweet This!
SALES CHALLENGER | WEDNESDAY, NOVEMBER 14, 2012
[Product] How to Map the B2B Customer Experience
A multi-faceted customer experience where the customer is interacting across multiple channels and products is a reality. In such a scenario where customers are going through multiple touchpoints, we hear many of our B2B members struggling to improve customer experience. Wondering why? Voice of Customer | Topic Center.
HUBSPOT | THURSDAY, MAY 24, 2012
[Product] 20 Revealing Stats, Charts, and Graphs Every Marketer Should Know
79% of online shoppers spend at least 50% of their shopping time researching products. This is another data point that has remained consistent throughout the last couple of years. 4) Search engines are often a starting point for product research. As you know, we at HubSpot are crazy about data-driven marketing. Why, you ask?
DIGITAL BODY LANGUAGE | FRIDAY, MARCH 6, 2009
[Product] Assessing the Buyer's Toolkit - 10 examples
Discovery Free Trial: in a software company, used to allow the buyer to get a feel for product capabilities and experience. If, as B2B marketers, we're going to help buyers along in their buying process, the first thing we need to understand is how they buy. Used to connect with buyers who are seeking solution vendors.
VIEWPOINT | TUESDAY, MARCH 18, 2014
[Product] PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture
But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). CRM is good at forecasting, he said.
BIZNOLOGY | FRIDAY, AUGUST 30, 2013
[Product] Why every marketer should teach
Teaching is a great way to mentally “clean house” and shake the dust and cobwebs out of your brain and with your newly reorganized knowledge bank, you’ll be so much more productive at work! Photo credit: c.saetre. My years of teaching have proved an invaluable complement to my professional marketing experience. . How about you? Do you teach?
VIDYARD | TUESDAY, MAY 12, 2015
[Product] Interactive Video: The Ultimate Way to Increase Content Engagement
But maybe the next viewer indicates through an interactive form that they’re looking to purchase in the next 4 weeks –this prospect could get directed right to a product demo. Many B2B marketers are using video today to connect with their customers in an engaging way. What can I do to open a 2-way dialogue with video? How does it work?
SALES PROSPECTING PERSPECTIVES | FRIDAY, APRIL 12, 2013
[Product] Your Social Selling Strategy: Go The Extra Mile
isten- Your organization has committed to investing in tools that monitor those social media channels which have been identified as the appropriate channels for your product or service; now you need to be actively listening to what is being said. Jill had mentioned her “ABC’s” of being social: Always Be Connecting. onitor- It all starts here.
ANNUITAS | THURSDAY, JULY 17, 2014
[Product] Why Companies Don’t Market to Their Customers
I was recently onsite with a prospect and was told that if this company could simply add $10,000 to every customer renewal each year they would add $400,000,000 in incremental revenue to the bottom line. This was a significant statement that would have major impact for the organization. Lack of Data Governance. Lack of Demand Generation Focus.
HUBSPOT | TUESDAY, DECEMBER 14, 2010
[Product] Marketing Counterpoint: Why PR Does Help Sales
They love going into a store or customer with their product featured in a major magazine. In addition, we distribute valuable insights to the entire team, thanks to our PR Manager Pam Seiple and Product Evangelism Director, Kirsten Knipp, every time something pops up in the press. There’s no science behind PR success data.
WEBBIQUITY | MONDAY, AUGUST 1, 2011
[Product] Business Lessons from the Woodtick Theater
Identify your target market, as precisely as possible, and focus on producing messages that appeal to them and products and services that delight them.You’ll likely pick up some “bonus business from outside your defined target market, which is great, but don’t let that dilute your focus on your core market.
SAVVY B2B MARKETING | WEDNESDAY, JULY 1, 2009
[Product] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
As far as production, you want to make it a one-stop shop for all related resources. It was not about selling our products or pushing marketing messages. One thing to note – eBook content should not include marketing promotions or sell the company or its products. Web 2.0 My boss, C.
SAVVY B2B MARKETING | WEDNESDAY, JULY 1, 2009
[Product] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
As far as production, you want to make it a one-stop shop for all related resources. It was not about selling our products or pushing marketing messages. One thing to note – eBook content should not include marketing promotions or sell the company or its products. Web 2.0 My boss, C.
BUYEROLOGY | MONDAY, FEBRUARY 14, 2011
[Product] The Design of Content Marketing
While experience design has its’ roots in product design and later with customer experience, there are crossover applied principles that can be beneficial to the emerging field of content marketing. Image by neonihil via Flickr. Thus, we could fall into the trap of spinning our way right out of the buyer’s mind.
BUSINESS GROWTH DEVELOPMENT | FRIDAY, OCTOBER 14, 2011
[Product] Why Sales And Marketing Integration Can Accelerate The Growth Of Your Business
They are product sales channels that operate 24/7/365 and buyers actually volunteer to watch them which is in direct opposition to most advertising on TV which just gets turned off. They get into the problem first, then involve you in a solution and later the product itself, finally concluding with an irresistible offer.
HUBSPOT | TUESDAY, JULY 24, 2012
[Product] Why I Fired My Marketing Agency
They managed to round up enough money to get them through the early days and come out on the other end with a prototype for the Acme software product. When they asked me to work with them, they were nearing a product launch. In a previous life, I was a small business owner. We Needed Leads, They Gave Us Twitter Followers.
B2B MARKETING INSIDER | TUESDAY, APRIL 12, 2011
[Product] Delivering Return On Marketing – What’s Your ROI?
Consideration: When you are trying to get people to consider your product or solution, marketing tactics are highly measurable. You should look for increases in the number of branded or product-related searches, landing page hits and a steady growth in website visitors. What's Your ROI? What is your return on marketing?
WRITING ON THE WEB | TUESDAY, SEPTEMBER 20, 2011
[Product] Compelling Content: What Are Your Readers’ Hot Buttons?
You must tell them how they will feel, when they use your services or products. Think about this: How is this product/service/concept going to reach out and touch your client? How do you write compelling content that attracts and engages readers? Ahhh, that question again…(followed usually by how do you turn readers into buyers?).
MARKETING ACTION | TUESDAY, MARCH 5, 2013
[Product] A Lead Scoring Checklist for Sales and Marketing
You then determine a numerical value for each factor, weighting them according to productivity. Your “Careers” page might be a -50; your “Products” page worth 10; and your “Pricing” page worth 25. 4. Lead scoring is an effective method to help identity hot leads. Lead scoring is one of marketing automation’s great wins.