Crimson Marketing

JULY 23, 2013

Train your sales team to have specialized knowledge in your vertical target. . Your sales force needs to comprehensively understand the rules and regulations to meet user needs. It may even make sense to bundle your product(s) into bigger solutions. Define your sales process. Key Points: 1. Identify your solution.

Verticals 100

Verticals Advertising Agencies Bundling B2B Sales 100

Crimson Marketing

AUGUST 6, 2015

According to Russell Glass, Head of Products, Marketing Solutions at LinkedIn, “the 10 percent tended to start with the customer. He explains look-alike modeling and how predictive intelligence means better marketing-sales alignment. Russell Glass is Head of Products for Marketing Solutions at LinkedIn.

Churn Rate 100

Churn Rate Linkedin First-Mover Advantage Eloqua 100

Crimson Marketing

JANUARY 3, 2014

The traditional buyer/sales rep relationship has been turned completely on its head. Today’s buyer knows what products and services are out there and what people are using to solve their problems. Today’s sales reps need to be extremely well-prepared when they finally talk to the buyer, and it’s marketing’s job to make that happen.

Social Marketing 100

Social Marketing Marketo Social Networks Network Marketing 100

Crimson Marketing

OCTOBER 1, 2013

Shouldn’t Sales and marketing share the data that helps them achieve the same business goals? . Well, let’s start by considering the end-goal in data collection and gained insights: sales. What better way to actually influence buyers and generate sales than to share the most relevant collected data with your sales reps?

Top of Funnel 100

Top of Funnel Planning Thought Leadership Paid Search Agency 100

Crimson Marketing

OCTOBER 2, 2013

Shouldn’t Sales and marketing share the data that helps them achieve the same business goals? . Well, let’s start by considering the end-goal in data collection and gained insights: sales. What better way to actually influence buyers and generate sales than to share the most relevant collected data with your sales reps?

Top of Funnel 100

Top of Funnel Planning Thought Leadership Paid Search Agency 100

Crimson Marketing

OCTOBER 8, 2014

On the Money : Jim shares what Polycom’s marketing system does to support demand generation, how it is tracking the impact of its results amongst inside and external sales teams and channel partners and how establishing clear metrics for marketing and sales results fosters faster adoption of change internally.

Demand Generation 100

Demand Generation CMO Top of Funnel Allocation 100

Crimson Marketing

SEPTEMBER 18, 2014

“How is your relationship with Sales?” Virtually every one of them responded that their unit experienced difficulty getting Marketing and Sales on the same page. The epidemic misalignment between Marketing and Sales can be solved, Peter professes, by developing marketing solutions focused on accounts rather than individuals.

DemandBase 100

DemandBase CMO Marketing Management B2B Sales 100

Crimson Marketing

MAY 28, 2015

Happy with your last purchase, you visit a brand’s website intending on buying more of their products. Their website loads and you’re immediately greeted with a pop-up advertising the exact product you recently purchased. Using it can make the difference between making one sale and making multiple sales.

Campaigns 100

Campaigns Marketing Management Paid Search Agency CMO 100

Crimson Marketing

AUGUST 4, 2015

No longer is Sales driving the bus. They take the time to investigate the market, to find out what is available, and to analyze which products meet their needs. A simple Google search gives them access to product information, prices, and the pros and cons of almost any brand, product or service. You need a new approach.

B2B Marketing 100

B2B Marketing B2B Thought Leadership Top of Funnel Funnel Advertising 100

Crimson Marketing

AUGUST 6, 2013

How then does a sales rep effectively do their job? . What this means is marketing needs to actively get involved in providing sales with better information than the buyer. But the missing link is sharing all this wonderful insight with sales. . To do this, your sales reps must also be well informed.

Marketing Mix 100

Marketing Mix Social Media Network Marketing Trust Marketing 100

Crimson Marketing

DECEMBER 3, 2014

They had lost a significant amount of market share and sales were slipping. For example, the company has used Splunk Enterprise marketing technology to monitor real-time sales around the world, allowing them to target customers in real time with promotions and unique campaigns. Marketing Technology Product Marketing'

Trust Marketing 100

Trust Marketing Planning Demand Generation Agencies Paid Search Agency 100

Crimson Marketing

MAY 1, 2015

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.” A glowing social media recommendation from a past customer or industry figurehead can do more than boost your brand image—it can actively increase your sales.”

Peer-to-peer 100

Peer-to-peer Buy Process Top of Funnel 100

Crimson Marketing

AUGUST 20, 2015

In response, sales needs to adapt and be on equal footing with the buyer. Marketing can enable sales reps to be as educated as the buyer so that they know exactly where the buyer is and help them move forward in their journey towards a sale. Marketing needs to be seen as an equal partner to sales. Educate Sales Reps.

Generation 100

Generation Advertising Agencies Education Barriers 100

Crimson Marketing

JUNE 7, 2013

This issue dominates every conversation the VP of Marketing has with the VP of Sales. . An important part of the marketing mix is to help the VP of Marketing address this issue by helping him provide the sales organization with leads. Any good VP of Sales will tell you, “We need both greater quantity and greater quality.”

Sales Qualified Leads 100

Sales Qualified Leads Leads Lead Marketing Qualified Leads 100

Crimson Marketing

FEBRUARY 17, 2015

To determine the answer, says Greg Head, CMO of leading email marketing and sales platform Infusionsoft, you must first arrive at a true understanding of both your Cost of Acquisition of a Customer (CAC) and the Lifetime Value of a Customer (LTV). He demonstrates how any business can calculate LTV and CAC, regardless of product or service.

CMO 100

CMO Acquisitions Lead Scoring Lead Ranking 100

Crimson Marketing

AUGUST 17, 2015

The question of solving the particularly challenging task of scaling up a global marketing organization made of multiple product lines, countries and account strategies is largely performed by trial and error marketing tactics by marketers with minimal foundation or understanding of marketing technology (martech).

Enterprise Management 100

Enterprise Management CMO Peer-to-peer Organization 100

Crimson Marketing

OCTOBER 16, 2013

Marketing and Sales need to start working closer together. If Sales tells Marketing that lead quality is low, then Marketing can start providing Sales with higher quality leads (saving Sales a great deal of time!). When Marketing and Sales work together, they can determine a solution for improving leads.

Lead Generation 100

Lead Generation Generation Leads Lead 100

Crimson Marketing

JUNE 10, 2015

In this episode of Moneyball for Marketing, Wayne discusses the complex challenges of B2B marketing in a world where sales cycles are long, buyer journeys are nuanced, content is varied, contact is multi-touch and attribution is elusive. Wayne Morris is the CVP of Marketing at Microsoft Business Solutions.

Multi-Touch Attribution 100

Multi-Touch Attribution B2B Marketing Paid Search Agency Demand Generation Agencies 100

Crimson Marketing

OCTOBER 28, 2013

For example, if both you and your rivals claim that your (and their) products derive from renewable sources, this probably won’t move the needle when customers consider your brand.” ” How are your products or services different from the rest? Find out what information your Sales team knows.

Brand Identity 100

Brand Identity Branding B2B Correlation 100

Crimson Marketing

MARCH 22, 2013

In his new book To Sell is Human , Daniel Pink talks about information asymmetry in the sales process. In fact the asymmetry has become so significant that the ability of the sales rep to do their job is greatly at risk. I am talking about arming the sales rep with the same or better information than the buyer.

CMO 100

CMO Trust Marketing Marketing Linkedin 100

Crimson Marketing

AUGUST 2, 2013

Meaning, your customers should be able to purchase your product from not only their desktops, but your mobile site, and so on. . Take tips from your sales team. What does sales know about your buyers? Each channel should have its own experience for the buyer, but also adhere to the same functionality. Direct Marketing News ) .

Advertising Agencies 100

Advertising Agencies B2B Sales Advertising Channels Mobile Marketing 100

Crimson Marketing

SEPTEMBER 12, 2014

One of the results of an increasingly connected digital world is the spectacular rise of demand generation at the top of the sales funnel. Heidi explains how to establish a tight engagement between the CMO and VP of Sales, and then build a demand generation process that creates velocity in the right prospect’s buying cycle.

CMO 100

CMO Paid Search Agency Demand Generation Top of Funnel 100

Crimson Marketing

APRIL 15, 2015

It’s old news now that your buyers are educated on your products and services before ever speaking to a sales rep. Popular content research sources for B2B buyers are: whitepapers – 78%. case studies – 73%. webinars – 67%. 40% of #B2B buyers most frequently share blog posts Click To Tweet.

Trends 100

Trends Peer-to-peer Paid Social Agency Case Study 100

Crimson Marketing

OCTOBER 29, 2014

Topics include: Paid, Owned and Earned Media: Mark defines clearly these oft-heard marketing channels, explains the ways that earned and paid audience outreach can be amplified, and provides a few real world product marketing examples.

CMO 100

CMO PR Advertising Channels Public Relations 100

Crimson Marketing

AUGUST 13, 2014

Marketing is responsible for greater and greater amounts of the sales pipeline these days. Whereas in the past, a corporate marketing departments goal was to hand off to Sales once an account was qualified, that line has become blurred, if not entirely eliminated.

Network Marketing 100

Network Marketing CMO Enterprise Management Analytics 100

Crimson Marketing

JULY 31, 2014

Buyers “have endless online and off-line options for researching and buying new products and services, all at their fingertips 24/7.” ” Digital marketing channels are no longer a more cost effective solution to engaging buyers, but “critical for executing promotions, stimulating sales, and increasing market share.

Marketing Management 100

Marketing Management Internet Marketing Mobile Marketing Social Media 100

Crimson Marketing

DECEMBER 3, 2013

To establish a strong relationship with your channel partners you need to not only provide them with good products/services to sell, but be easy to work with. ” It’s your job to make sure your partners remain effective resellers of your products/services. What do you do now? It’s Not All About the Gold.

Advertising Agencies 100

Advertising Agencies Work Management Marketing Management CRM 100

Crimson Marketing

NOVEMBER 13, 2014

A lot of marketers are not convinced that content marketing is worth their time, and prefer to focus on sales enablement tools that improve how demand generation teams sell via email, phone, and in person. ” The problem is that sales isn’t always excited about content marketing.

Content Marketing 100

Content Marketing Paid Search Agency Content Blast Campaigns 100

Crimson Marketing

NOVEMBER 10, 2015

The paradigm shift, says Gilad de Vries, VP of Strategy, Products and Business Intelligence for content discovery platform Outbrain, is from “push” to “pull” marketing. Gilad de Vries leads corporate development and products for Outbrain.

Lead Scoring 100

Lead Scoring Lead Ranking Banner Ads Marketing Strategy 100

Crimson Marketing

MAY 18, 2015

In doing so, you’ll build trust and develop a relationship that could eventually lead to a sale. You better if you hope to make any sales. This article was inspired by my Moneyball for Marketing podcast featuring Torsten George , VP of Worldwide Marketing and Products at Agiliance. Do your homework.

Thought Leadership 100

Thought Leadership Buy B2B Thought Leadership Content Marketing 100

Crimson Marketing

JUNE 4, 2013

Proper vertical messaging is a lot more than incorporating niche terms into your sales collateral and website landing pages. 1) Clue in to the new reality: Take the focus away from a product sale, and hone in on your customer’s needs. . It’s imperative to develop a new marketing and channel strategy as well. .

Verticals 100

Verticals Advertising Agencies Landing Pages Advertising Channels 100

Crimson Marketing

NOVEMBER 10, 2014

Analyzing Influence: Acknowledging the ongoing challenge of determining attribution, Lance shows how his team uses analysis of digital and physical marketing efforts to determine where to allocate budget and energy, and explains why he and some other CMO’s prefer “last touch” to the popular Sales Force influence model.

Budget Programs 100

Budget Programs Enterprise Management CMO Planning 100

Crimson Marketing

SEPTEMBER 30, 2014

Creating an effective marketing system for technology products requires a combination of the strategic and the tactical, the creative and the data-driven. David discusses how to gauge content quality and how to devise a marketing system that brings observers into the sales funnel.

Network Marketing 100

Network Marketing CMO Marketing Management Marketing Automation Services 100

Crimson Marketing

JUNE 16, 2015

It can be easy for marketers to forget that products are designed to solve buyers’ problems, not just make money for sellers. In her current role Whitney runs Box’s global marketing organization overseeing all product marketing, CIO relations, customer acquisition, analyst relations, and communication programs.

Sales Management 100

Sales Management Top of Funnel Planning Marketing Funnels 100

Crimson Marketing

JUNE 17, 2013

But why do sales and marketing still have trouble breaking down their barriers ? Corporate Marketing Other Interesting Topics Partner Marketing Product Marketing b2b marketing marketing change marketing concepts marketing message marketing solutions targeted marketing value proposition' ” ( Forbes ) .

Loyalty 100

Loyalty Barriers Advertising Agencies Demand 100

Crimson Marketing

SEPTEMBER 4, 2014

Explicit Wisdom: Implicit data — such as that gathered from credit card usage or sales trends — is also often a lagging indicator. This enables campaigns to be developed not only more quickly and efficiently, but also results in them being infused with robust marketing intelligence.

Marketing Management 100

Marketing Management Comparison Customer Surveys Paid Search Agency 100

Crimson Marketing

SEPTEMBER 22, 2014

Attracting the right kind of attention from your posted or shared material is the first step to securing new buyers, sales, and fans for your business. You’ll learn which networks have the largest audiences, and how to use them for effective product marketing.

Marketing Management 100

Marketing Management Network Marketing Social Media Small Business Marketing 100