• B2B LEAD BLOG  |  MONDAY, MAY 4, 2015
    [Sales] Is Content Marketing Still Effective for Online Lead Generation?
    B2B Lead Generation B2B Marketing Ideas Marketing and Sales Funnel Marketing Tips content marketingFor the past few years, the buzzword in online lead generation was content marketing. Now, some say content marketing has grown tiresome and it’s time for something new. Is content marketing […].
  • B2B LEAD BLOG  |  MONDAY, MAY 4, 2015
    [Sales] 4 Powerful Lead Generation Strategies That Are Sure to Pay Off
    B2B Lead Generation B2B Marketing Ideas Marketing and Sales Funnel Marketing Tips Sales and Marketing Tips marketing marketing insight marketing programsIn today’s world, effective marketing requires a lot more effort in order to prove value and receive a solid return on investment for those costly lead generation campaigns.
  • B2B LEAD BLOG  |  MONDAY, MAY 4, 2015
    [Sales] All That Sales Data, But Not Enough Insight
    It is a common challenge among leaders and executives: They are swimming in data from a variety of sources or platforms, yet uncertainty remains when it comes to identifying ways to improve or enhance sales efforts. The real problem is not being able to connect data with insight. Achieving Goals Let’s begin with the most […].
  • FATHOM  |  MONDAY, MAY 4, 2015
    [Sales] Why Everybody Should Master the Art of Selling [BOOK REVIEW]
    Tom Hopkins’ classic How To Master the Art of Selling , widely considered a Bible of sales literature, distills the knowledge and philosophy of champion sellers. Fathom’s Chief Revenue Officer Jeff Herrmann likes to talk about sales offering the guided tour. Get the buyer emotionally invested in your product or service.
  • CMO ESSENTIALS  |  MONDAY, MAY 4, 2015
    [Sales] Is Your Business Ready for an Online Community? 5+ Strategic Considerations
    That’s why it’s so important to ensure that you’ve recruited other executives in your company to join you in championing and supporting your new online community to help ease the process, such as the heads of sales, customer success and product. Your Guide to Online Community Readiness. Define your objectives. Define your success measures.
  • MARKETING ACTION  |  MONDAY, MAY 4, 2015
    [Sales] A/B Testing: Optimize Your Emails and Landing Pages and Improve Conversions
    According to Forrester, B2B buyers may be as much as 90% of the way through their journey before they reach out for a sales person. One of the tough things about being a marketer these days is the fact that what worked in the past doesn’t always work anymore. Our B2B customers and prospects changing the way they search, consider, and buy.
  • HUBSPOT  |  MONDAY, MAY 4, 2015
    [Sales] How to Add Business Books to Your Shelves Without Spending a Dime
    Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World , by Jill Konrath. As fun as it is to read books like Gone Girl while posted up in a lounge chair on a beach, settling down with a business-related book might be a better bet for your career growth. If it works for kids, why wouldn't it work for grownups, too?
  • VIDYARD  |  SUNDAY, MAY 3, 2015
    [Sales] How to Use Website Customization and Video to Get More Customers
    The more insights you have on your website visitors, the more you can understand what’s working for them, what isn’t, and how to convert them more easily through the marketing and sales funnel. How amazing would it be if a company knew exactly what you wanted without you having to ask or search? Don’t you want an obscene number of customers?
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. sport. Since.
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. “As marketers, we tend to focus on the. industry leaders, customers, alliances, sales, marketing and product teams to establish. More Efficiency, Better Targeting, Higher Volume = Not Enough. Optimization in Action – A Simple Example. Optimization Workflow. About the Presenter. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Start engaging from the first click in the Customer Journey
    The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Advertising/Trade Shows/Direct Mail, Customer Call Centers, Retail Outlets still play significant roles, even as marketing and sales evolve toward. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    From marketing to sales to training to investor relations, business presentations structure and organize. engaging experience to the viewer, and are quite appropriate for lead-nurturing, sales enablement, and corporate. Every time an executive keynotes a conference, a techie gives a chalk talk, a product manager briefs a sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Closing the Loop on Social Leads
    step of the funnel and helping you close more sales. down the sales funnel towards being a lead ready to covert. was interesting and relevant to your audience and resulted in them moving further down the sales funnel. Indeed, building and. So, as social. how to use it, but how to derive value from it. business. Tips & Tactics.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, MAY 1, 2015
    [Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. enough to increase sales leads: 1. corporations $100 million in sales and beyond— know their business. affect new sales lead demand, marketing. Legendary Ad Executive David. wealthy?
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Advanced Keyword Research Strategies
    This means that newer or smaller businesses without the capitol to pay for a higher listing or dominate the anchor text of any particular word will likely never be associated with it highly enough to be seen in sufficient manner to affect sales. The solution for these companies is to develop a deep keyword and key phrase research strategy.
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Signed, Sealed, Delivered: Integrating Electronic Signatures into the B2B Sales Cycle
    Learn why integrating electronic signatures into the B2B sales cycle will save you both time and money
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Secrets to Successful B2B Sales and Marketing Metrics
    This collection of short essays and best practices span across the entire sales and marketing pipeline, offering measurable perspectives on attaining better metrics
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Demand Generation: Building a predictable marketing pipeline for sales success
    Here’s the question that keeps most Demand Gen professionals up at night: how can I transform marketing from a cost center to a revenue driver? Read this ebook from idio to learn the answer
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Closing the Deal: The State of Sales Enablement
    New insight into sales managers' attitudes and beliefs about their company's sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Sales and Marketing Alignment in Lead Management
    Join us for the "Sales and Marketing Alignment in Lead Management" webcast on Tuesday, February 24th at 10:00am PST/1:00pm EST and learn the best tactics in lead nurturing for your organization Learn to use best practice lead nurturing, lead taxonomy, and service-level agreements to align functions.
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Got CRM, Why You Need Marketing Automation, Too
    Marketing Automation is the Marketing Counterpart to your CRM Sales System
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] The CMO Toolkit
    Explores the issues that you find most important, like how marketing automation can be used to increase ROI, drive sales, and accelerate the funnel
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] 5 Techniques for Lead Management Success That You Probably Aren't Using
    Without clearly defined lead management practices and processes in place, you risk a leaky sales funnel, decreased program ROI, and not maximizing your relationships with your leads and customers Do you have clearly defined lead management practices in place for managing leads throughout their life-cycle?
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] How Twitter Can Solve Challenges for Marketing, Support, and Sales
    A brief eBook on using your Twitter time effectively
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Best in Class Marketers Drive Enhanced Customer Loyalty
    As marketing and sales organizations endeavor to escape the constricted economy of 2009, one of the most significant barriers to sustainable business growth lies squarely in their source of revenue: creating and maintaining profitable, long-term relationships with key customers
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] Social Selling in B2B Sales
    Over the past decade, B2B customers have become socially empowered, highly informed decision makers
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] The Top Inbound Marketing Metrics for B2B Marketers
    With dozens of metrics out there, it's critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, MAY 3, 2015
    [Sales] How to Use Pinterest for Business
    Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest
  • HUBSPOT  |  SUNDAY, MAY 3, 2015
    [Sales] 22 LinkedIn Hacks That'll Make You More Productive [SlideShare]
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Once considered a social platform solely for networking, LinkedIn has proven itself invaluable for a wide range of other uses: marketing, recruiting, sales prospecting, hiring, and research, among others. Emma Snider.
  • HUBSPOT  |  SATURDAY, MAY 2, 2015
    [Sales] How to Sell When You’re on Vacation: Tips for Putting Your Out-of-Office Reply to Work
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. The right words in your out-of-office reply and your signature could spark prospects' interests and lead to a sale down the road. Inbound Sales Productivity DailyCan you sell when you’re on vacation? Sure you can.
  • B2B MARKETING TRACTION  |  FRIDAY, MAY 1, 2015
    [Sales] 3 Key Factors to Choosing the Right B2B Marketing Consultant
    Whether it’s sales growth, brand awareness, or increase quality leads, your marketing consultant should be able to deliver. Expert marketer. Marketing guru. Dynamic speaker. Prolific writer. Experienced. The list of superlatives used by B2B marketing consultants goes on and on ( and on ) today. Photo by Kyle May on Flickr.
  • FATHOM  |  FRIDAY, MAY 1, 2015
    [Sales] Appreciative Inquiry Summit, 1 Week Out: Riding the Purpose Train
    This highly motivated group will be extra-creative and productive, leaving powerful influences on your sales, marketing and overall branding. Groups have been reassembling. Tasks and responsibilities are being assigned. Emails and prototypes are flying around. Purpose is in the air. Therein lies the rub: Great rewards require great risks.
  • HINGE MARKETING  |  FRIDAY, MAY 1, 2015
    [Sales] Breaking Through Client Relationship Barriers
    Don’t focus only on ideas that you think will lead to the next sale. Taken together, these strategies are a "client-first," not a "sales-first," approach to managing relationships, educating clients, and finding new opportunities. It’s a common problem for consultants. Relationship-wise, a controller keeps you boxed in.
  • VIDYARD  |  FRIDAY, MAY 1, 2015
    [Sales] Want to be a Marketing Hero? Use Closed-Loop Marketing with Video!
    Essentially, it means that the marketing and sales teams are working together to collect, analyze, leverage, and – here’s the key word – share the right information with each other to identify, attract, and convert the best leads. Once the lead becomes a customer, the sales team can close the loop with the marketing team.
  • VERTICAL RESPONSE  |  FRIDAY, MAY 1, 2015
    [Sales] 5 Customer Appreciation Emails Retailers Should Send
    Did you just make your 10,000 th sale? In business, it’s all about customer retention. According to Gartner Group , 80 percent of your future revenue will likely come from just 20 percent of your existing customers. So, how do you keep your existing customers coming back for more? Try sending customer appreciation emails.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 1, 2015
    [Sales] Master the Changing Sales Landscape: 8 Key Strategies to Becoming a B2B Salesperson of the Future
    And at Marketo, we talk about this a lot from the marketers perspective, but what about sales? Below are eight key strategies B2B salespeople can utilize to excel in the new way of sales: 1. Sales and marketing are now a team sport. How are you adapting to the new B2B sales landscape? Sales b2bKnow Your Customer.
  • CMO ESSENTIALS  |  FRIDAY, MAY 1, 2015
    [Sales] 3 Ways to Battle the CMO-CIO Disconnect
    CMOs and CIOs need to have an understanding on how each role impacts the company’s marketing and sales efforts. Not every technology that CMOs, CIOs, marketing teams, sales teams, and IT departments uses is black and white.  A lot of technology can be customized to fit your company’s vision and specific processes.
  • HUBSPOT  |  FRIDAY, MAY 1, 2015
    [Sales] What Is CRM (Customer Relationship Management) Software?
    If you work in sales or marketing, you've probably heard this three-letter acronym tossed around before. More advanced and complex ones can rotate leads to the right sales reps and log interactions with customer support teams. Inbound Marketing Inbound Sales DailyMaybe you've even been told you need one. What Is CRM Software?
  • MARKETING ACTION  |  FRIDAY, MAY 1, 2015
    [Sales] How to Perform an Onsite Audit for SEO: Part 1: Do the Research
    For example, if you make 85% of your sales in Q4, then you should look at the entire year. We believe that every activity marketers do can be optimized, and we’ve got a favorite process: research, analyze, test, improve and repeat – that’s the true formula for optimization. SEO Data Research. Search engine provided data. Backlink analysis.
  • E-QUIP  |  THURSDAY, APRIL 30, 2015
    [Sales] Why You Should Be Writing Fewer Proposals
    The verdict is in: Writing fewer proposals typically increases both your win rate and your sales. That, at least, is the consensus of the many sales and proposal experts I "surveyed" via a Google search. remain convinced that the vast majority of awards go to the firms that invest substantially in the pre-RFP sales process.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, APRIL 30, 2015
    [Sales] The Root Cause of Many Lost Sales Opportunities
    Success Strategies Sales MistakesWe were staying at a lovely golf resort in St. George, Utah, but that's not what we were playing. Instead, when checking out the pool area, my husband and I discovered an outdoor ping pong table.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 30, 2015
    [Sales] Are 70% of Marketing Automation Users Unhappy? Well, Not Exactly
    The point of the original TechCrunch article was the growth of open, predictive-based platforms that unify sales and marketing, a direction I agree the industry will take. A recent piece in TechCrunch quoted me as saying that “almost 70 percent of marketers are either unhappy or only marginally happy with their marketing automation software.”
  • HUBSPOT  |  THURSDAY, APRIL 30, 2015
    [Sales] The Tale of Two Ecommerce Companies That Turned Down Shark Tank Deals
    Since then, Geary has taken his PetPaint idea to the web, like Cuban suggested, increasing his sales 130% year over year. Over the next six months, SoapSox built a solid customer base and got some serious sales numbers under their belt. Choosing what to sell online is one of the most important decisions you’ll make as an entrepreneur.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 30, 2015
    [Sales] Stop E-Commerce Window Shopping!—3 Ways to Actually Convert More Online Customers
    By offering solutions to their questions, you can help push the customer along the decision making process faster and see a positive impact on your sales. Author: Yoav Vilner If you were an online store, what would you be? What would be most important to you? What would you look like? But have no fear! Put Yourself in Your Visitor’s Shoes.
  • HUBSPOT  |  THURSDAY, APRIL 30, 2015
    [Sales] Want to Get Promoted? Impress Your Boss by Doing These 7 Things
    Take it from HubSpot's VP of Sales, Pete Caputa. "In 2008, one of our sales reps came to me with an idea that he believed could revolutionize HubSpot," explained HubSpot CEO, Brian Halligan in an interview with Inc. "At the time, we sold our software directly to consumers. I once made a really big hiring mistake. And givers? But how?
  • MARKETING ACTION  |  THURSDAY, APRIL 30, 2015
    [Sales] 9 Ways to Generate Leads with Mobile Marketing
    Get tips for creating a mobile app for B2B sales and marketing from Chief Marketer. 9. Mobile is huge. We get it. The statistics continue to prove it. According to Morgan Stanley, 90% of consumers have their mobile devices with them 24 hours a day, seven days a week. Chances are good you’re reading this blog post on a mobile device right now.
  • HUBSPOT  |  THURSDAY, APRIL 30, 2015
    [Sales] Inside Warby Parker: How Vision, Mission & Culture Helped Build a Billion Dollar Business
    Warby Parker hit its annual sales goal within three weeks of launching its website, so it’s easy to think they were successful right out of the gate. Most business school conversations over beers end with a hangover -- Neil Blumenthal’s ended with a billion dollar business. Invest Time in What’s Important. Listen Selectively. Sound drastic?
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, APRIL 29, 2015
    [Sales] Sales Management: The need for creativity
    Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.
  • CMO ESSENTIALS  |  WEDNESDAY, APRIL 29, 2015
    [Sales] 10 Marketing Leaders Distinguished by Industry Expertise
    Marketing, sales, and customer service all like to take responsibility for managing customer experiences, but even other divisions like IT and HR have to have a hand in the process as well. Industry: Sales Management & Consulting. How important is integrity in marketing? Name: Elissa Fink, CMO of Tableau Software. Industry: Retail.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, APRIL 29, 2015
    [Sales] Listen…Please
    Sales – Listening programs give you the opportunity to find prospects when the timing is perfect and when they’re actually asking for answers you have. By John Sonnhalter, Rainmaker Journeyman at Sonnhalter. You know it’s hard to have a conversation with someone who’s always talking. Attract new customers.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 29, 2015
    [Sales] 5 Steps to Creating a Successful Lead Scoring Program
    In fact, the criteria for lead scoring can consist of whatever your marketing team and sales team agree on. One of the best things about lead scoring is that because it relies on benchmarks, standards, and common metrics set in tandem by sales and marketing, it can be a forcing mechanism to align the teams. Define your ideal buyer.
  • B2B MARKETING INSIDER  |  WEDNESDAY, APRIL 29, 2015
    [Sales] Are The Days Of Mad Men And Big Ideas Dead Or Alive?
    If our goal is leads or sales, we definitely know that consumers are tuning out our best efforts at reaching them, especially when we are trying to sell something. The answers generally include things like respect at the board level , their relationship with their CEO , their relationship with sales and digital skills / training.
  • HUBSPOT  |  WEDNESDAY, APRIL 29, 2015
    [Sales] The Finance Marketer's Guide to Inbound Marketing [Free Ebook]
    In many cases, it's highly regulated and sales can be very complex. The finance industry is just one of those industries that's REALLY difficult to work in as a marketer. You can't be creative nor imaginative. Your hands are always tied. There's simply no place for inbound marketing. Right? Wrong, wrong, WRONG! But nothing is impossible.
  • THE FORWARD OBSERVER  |  TUESDAY, APRIL 28, 2015
    [Sales] 5 Keys To Creating A B2B Blog That Builds Traffic And Generates Leads
    Ask your sales and customer service people for a list of the top 25 questions they get from customers. Are you struggling to find the right combination of things to unlock the power of a successful blog that builds traffic and generates leads? Or, you can keep your existing site but add a blog. Which option would you choose? And so on.
  • HINGE MARKETING  |  TUESDAY, APRIL 28, 2015
    [Sales] Critical Email Marketing Do’s and Don’ts for Professional Services
    These campaigns email out relevant educational content and offers to contacts over time to help nurture them through the sales funnel. Email marketing has proven to be an effective strategy for maintaining relationships with leads and encouraging clients to become repeat clients. ” or “shouldn’t I?” Online Marketing
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, APRIL 28, 2015
    [Sales] Don't Miss this Free Sales Acceleration Summit
    Last year over 20,000 people signed up for this free online summit on May 7th. Even if you're busy that day, you'll want to register for it. Great content AND you can listen in later
  • HUBSPOT  |  TUESDAY, APRIL 28, 2015
    [Sales] 12 Pinnable Pinterest Pins That Teach You How to Use Pinterest
    Whether it’s a blog post, a new product, or a sale that your business is having, your pin needs to stand out in the crowd of millions of other pins. I’m learning to cook, design tattoos, and budget better than ever – and it’s all thanks to Pinterest. Now with over 70 million users , Pinterest has become a powerhouse in the digital world.
  • LEADERSHIP  |  TUESDAY, APRIL 28, 2015
    [Sales] Impact of Social Media and Blogging on B2B Vendor Selection
    Needless to say, these changes have brought a whole new dimension to the already complex B2B sales cycle. Here’s where I think there is a disconnect: Social media and blogging are not about direct sales when it comes to B2B—they never were. As I started out by saying, we now live in an era where the sale itself is complex.
  • ANNUITAS  |  TUESDAY, APRIL 28, 2015
    [Sales] Experiences:The 7 th Era of Marketing
    Why should marketers, sales and business leaders make this a must-read? Perhaps you have read the latest marketing book, Experiences: The 7th Era of Marketing ? If not, it’s time to hop online and get your copy today. This book is truly five years in the making and a year in the writing.
  • VIEWPOINT  |  TUESDAY, APRIL 28, 2015
    [Sales] 3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
    The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales Process
  • VIDYARD  |  TUESDAY, APRIL 28, 2015
    [Sales] 3 Million Installs and Counting: The Rise of Sales and Marketing Apps
    Pop the confetti cannons and crank up some Kool & the Gang because it’s time for marketing and sales teams to celebrate! If you’re facing a business challenge or looking to improve a certain result within your sales and marketing teams, there’s likely an app for that. Blog Sales Enablement
  • VERTICAL RESPONSE  |  TUESDAY, APRIL 28, 2015
    [Sales] 10 DIY Ways to Get More Visits to Your Website
    You can set up a digital store, create an online shopping cart, enable credit card payments, collect taxes, set up shipping options and track your sales. Hosting an upcoming sale? Every business needs a website to survive, but is your website getting as many visitors as you’d like? It’s a rhetorical question, really. Yahoo!
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 28, 2015
    [Sales] 4 Easy Steps to Building A Winning Sales Enablement Program With Marketing Automation
    Author: Rajiv Kapoor When implementing marketing automation one of the key, and often overlooked, strategies is sales enablement. So what is sales enablement and how does it pertain to marketing automation? Traditionally, sales enablement refers to educating sales on marketing activities, messaging, and content. In Sales.
  • CMO ESSENTIALS  |  TUESDAY, APRIL 28, 2015
    [Sales] The Marketing Ménage à Trois: A Mutually Beneficial B2B2C Triad
    This triad, if done correctly, will allow everyone’s sales to peak! The sales cycle is longer and the foreplay is usually in intriguing lessons and stimulating education series. Subway gains an advantage in avoiding the sale of franchises in areas where the likelihood of success is poor due to misaligned demographics.
  • HUBSPOT  |  TUESDAY, APRIL 28, 2015
    [Sales] Inside ESPN.com's Brilliant Redesign: Why You're Going to See More Personalized Websites
    Sales Benchmark Index , an entirely different type of company from ESPN, does this kind of visitor-selected personalization to send visitors down the conversion path that works best for them. ESPN recently redesigned their website. Nothing out of the ordinary there. Companies redesign their websites roughly every 18-24 months. Got 'em?
  • HUBSPOT  |  TUESDAY, APRIL 28, 2015
    [Sales] 14 Helpful Tips for Getting the Most Out of a Conference
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. However, if one of those pre-set prospect meetings turns into a real sales opportunity, it’ll be more efficient -- and impressive -- if you can provide a walkthrough on the spot. So you’re going to a conference. Now what?
  • MARKETING ACTION  |  TUESDAY, APRIL 28, 2015
    [Sales] Why Word of Mouth Should Be a B2B Marketer’s Top Priority
    BrightLocal asked over 700 small businesses what their most effective sales channel was. Sales expert Jill Konrath has a different take on this technique. Word of mouth is the original marketing channel. Before social media, before email, before even radio ads, direct mail, or billboards, there was word of mouth. question. Is that it?
  • VERTICAL RESPONSE  |  MONDAY, APRIL 27, 2015
    [Sales] The 4 Emails Retailers Should Send for Mother’s Day
    With sales on the line, it might be a great time to try out using Promoted Pins and see if they translate into revenue for you. 2. Use email to invite your customers to an event, class, sale or contest. Local retailers could also invite customers out to a mom-themed sale or event. Last minute sale email. Invitation email.
  • VIDYARD  |  MONDAY, APRIL 27, 2015
    [Sales] 3 Questions Every Modern Marketer Needs to be Asking about their Video Strategy
    Vidyard is poised to answer that question by helping marketing and sales approach video in a more strategic way that not only helps them maximize their ROI on video, but also ensures they can quantify and prove it. These are just a few of the ways that a modern video platform will help sales teams become more efficient and more effective.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 27, 2015
    [Sales] How to Successfully Launch Your First Marketing Automation Program
    By segmenting your database from the start, setting up a scalable campaign creation workflow, and implementing clear lines of communication with sales, you’ll lay a strong foundation on which you can build successful marketing campaigns and optimize your business processes. Work with Sales on Lead Standards.
  • B2B MARKETING UNPLUGGED  |  MONDAY, APRIL 27, 2015
    [Sales] Stop Letting Your Customers Talk to Strangers
    Still others would have them hanging about with sales people since they clean up the best. They can be found in your sales or marketing operations centre, or possibly in a little known corner of the finance gulag. Are you a self-starter with an eye for detail, a passion for great customer service and unresolved hostility issues?
  • HUBSPOT  |  SATURDAY, APRIL 25, 2015
    [Sales] How to Be More Emotionally Intelligent [SlideShare]
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. According to Colleen Stanley, author of Emotional Intelligence for Sales Success, " Your EQ helps you sell bigger deals, in less time at full margin." You've probably taken an IQ test at some point in your life.
  • LEADERSHIP  |  FRIDAY, APRIL 24, 2015
    [Sales] Interesting Infographics: The Story Behind Influencer Marketing
    Let’s face it – people are savvy to advertising. It doesn’t pull the same punch it used to, as people have grown weary of being marketed to and have become guarded about an industry they see as being disingenuous or even outright deceptive. Influencers are people with a wide net of social impact. But the real value of influencers is trust.
  • GREAT B2B MARKETING  |  FRIDAY, APRIL 24, 2015
    [Sales] How to Validate Your B2B Go-to-Market Plan
    Marketing Plan Sales Model b2b Go-to-Market Market PlanMy team and I are often asked to comment on – or do a more formal evaluation of – a […]. The post How to Validate Your B2B Go-to-Market Plan appeared first on Great B2B Marketing.
  • VIRALLY BLOG  |  FRIDAY, APRIL 24, 2015
    [Sales] Great quality content is the key to leads
    The problem is there is too much information that is simply a clever title or headline and then actual content is a sales pitch. If you want to shorten the sales cycle you have to really understand why your customers are buying from you. But like most things in marketing poor marketing ruins a good thing. CONTENT MARKETING
  • B2B LEAD BLOG  |  FRIDAY, APRIL 24, 2015
    [Sales] Top Tips for Increasing Marketing Automation ROI
    Done correctly, marketing automation takes you from lead generation through lead nurturing and sales, generating more revenue and delivering a measurable return on investment. Marketing automation involves using software to streamline and automate marketing processes. But […].
  • HINGE MARKETING  |  FRIDAY, APRIL 24, 2015
    [Sales] 5 Things Your B2B Buyer Wants You To Stop Doing
    As a sales coach, trainer, and consultant, I hear a lot of well-intentioned advice about what it takes to sell to senior B2B buyers today. Sales trainers everywhere are still telling their students to “ask more questions,” “listen to your client,” and “present your offer.” Some of it is great.
  • VERTICAL RESPONSE  |  FRIDAY, APRIL 24, 2015
    [Sales] A Beginner’s Guide to Creating a Must-See SlideShare Presentation
    By creating and sharing presentations you could boost your exposure, brand awareness and sales. You’re effectively using Facebook for your business and you can tweet with the best of them, so what social channel should you conquer next? SlideShare. SlideShare averages 60 million unique visitors a month. Create a must-read title.
  • BIZNOLOGY  |  FRIDAY, APRIL 24, 2015
    [Sales] Case study in data-driven B2B customer acquisition marketing
    Five9’s solutions provide everything businesses need to run an inbound and/or outbound center for sales and marketing, customer service, or outsourcing, including sophisticated management tools for reporting, recording, workforce management, quality monitoring, and CRM integration. First, we target the right accounts. Like this post?
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 24, 2015
    [Sales] Field Events Are Just as Important as Conferences: Here are 4 Reasons Why
    They are what we at Marketo call ‘the big rocks’ When a company sponsors and/or exhibits at a larger show, they are doing so with the dual goals of brand visibility and acquiring high quality sales leads. And your company’s  sales reps  who manage harder to reach areas will LOVE you for doing so). You decide on the format.
  • MARKETING ACTION  |  FRIDAY, APRIL 24, 2015
    [Sales] The Role of Emotions in B2B Marketing: Telling a Story, Making a Sale
    We can postulate that since emotions play such a key role in making the sale, they probably affect customer experience and customer satisfaction. And it’s not just sales and marketing –everyone from customer service and support to human resources and programmers are getting in on the act. after all, it’s all very personal.
  • BLOG MY CALLS  |  THURSDAY, APRIL 23, 2015
    [Sales] 3 Advantages of Call-Only AdWords Campaigns
    The organization of these ads enhances the likelihood of receiving a call and closing a sale. 2. This allows prospects to connect with your business and significantly shortens the sales funnel. Taking advantage of Conversation Analytics can also support the sales process that is tied to your ad campaigns. 3. Direct Phone Calls.
  • CRIMSON MARKETING  |  THURSDAY, APRIL 23, 2015
    [Sales] B2B Marketing Rock Stars: Data Is Driving Modern Buyer Personas
    Buyer personas are a tool to help guide business and marketing strategy: “What I have seen work for B2B marketers is treating personas as a very practical, tactical guide to help inform decisions in content marketing, demand generation, sales strategy, and more. Click To Tweet. Why is Data on Buying Intent the Key?
  • CMO ESSENTIALS  |  THURSDAY, APRIL 23, 2015
    [Sales] What Marketers Need to Know about Buyer Personas: A Q&A with Adele Revella
    would comment, however,  that we see a very high proportion of business executives who are frustrated with their inability to get useful information through their interactions with sales and marketing teams, so the companies that reported this outcome are rare and to be commended. In marketing, you have to understand buyer personas.
  • THE ROI GUY  |  THURSDAY, APRIL 23, 2015
    [Sales] Improve Your Content: From Passive to Interactive
    Besides cutting through the sea of look-alike passive content, and effectiveness in helping the purchase decision go your way, Interactive Content provides incredible customer intelligence and benefits to your nurturing campaigns, and more importantly sales follow-up and effectiveness. More white papers, More infographics, More videos.
  • HUBSPOT  |  THURSDAY, APRIL 23, 2015
    [Sales] Humanizing Your Brand: 8 Tips for Making Your Voice Real (and Heard)
    But none of those groups want to read or hear corporate jargon, sales talk or overly fluffed-up language. The better you are at learning your consumers’ language, the more approachable and “human” you’ll appear to them. 4) Focus More on Offering Resources Than Making a Sale. Well, at the most basic level, they’re all human. often.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 23, 2015
    [Sales] Keeping Up with KoMarketing: Travel News & Conference Previews
    Session Overview : E-commerce, the Internet, and social media are all important conduits for your sales, both in the U.S. What do you need to know regarding reaching your customers there, the prevalence of online sales by country, and search engine optimization? Get excited! SearchLove Boston. Discover Global Markets: The Americas.
  • ANNUITAS  |  THURSDAY, APRIL 23, 2015
    [Sales] The Post-Event Communication Challenge
    Yes, the attendees did agree to be scanned to enter to win your contest or obtain a new pen, but many of them are not going to Engage with your sales team now, or ever, and that needs to be ok with you as a marketer. The challenge post-event is not something most marketers think about. Bravo- well done! Always think about your buyer.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 23, 2015
    [Sales] How To Win At Social Media Marketing From 8am-8pm: Your Timetable
    Sometimes you run sessions for the technophobic sales teams - other times you just catch up with customer services to ensure the social tone of voice guidelines are being maintained. Social media never sleeps, find out how you can fit it all around your day. 8am: The morning commute. Use this time to check through your social media pages.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, APRIL 23, 2015
    [Sales] Why Can’t I get an accurate forecast?
    Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? The velocity of the sale or length of time it has been in the funnel is 90 days longer than the average velocity for your business. The Sales Leader would then say the same phase to each of the salespeople on your team.
  • BIZNOLOGY  |  THURSDAY, APRIL 23, 2015
    [Sales] Content meets the B2B buying process (1 of 2)
    Let’s assume that six major buying stages are present in a complex sale, even though for some products/services there are more. It also will likely uncover the need to develop more content, but the rewards will be more sales. Content Overload. But I digress. For more insightful information from Bob, go to www.bly.com/reports.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 23, 2015
    [Sales] Marketers, Get Ready For Your Promotion: A Global Perspective
    Most already have a sharp sales orientation and a focus on maximizing revenue. Yet, as we’ve seen from our global counterparts’ results, we know it’s a crucial element of the customer journey, particularly if you have a complex product with a long sales cycle. APAC Marketers Are Savvy Marketers. Asia Pacific. Global.
  • HUBSPOT  |  THURSDAY, APRIL 23, 2015
    [Sales] 7 Brilliant Video Marketing Campaigns You'll Actually Enjoy Watching
    Aside from the small quip about getting your mom a card for Mother's Day at the close of the video, the bulk of the content is seemingly free of sales innuendo and product placement. Riddle me this -- why do people buy quarter-inch drill bits? They don’t want quarter-inch bits. They want quarter-inch holes," he explains. Dove does it again.
  • HUBSPOT  |  THURSDAY, APRIL 23, 2015
    [Sales] Ecommerce Sites Must Be Responsive; But That’s Just the Beginning of Their Mobile Future
    After all, even during work hours people are using their phones to shop (we are all innocuous shoppers ), and you don’t want to lose out on a sale simply because your site wasn’t convenient for a mobile browser. We are currently at the internet tipping point in which mobile and desktop use runs parallel. Timing Matters. and 10 a.m. and 5 p.m.
  • HUBSPOT  |  THURSDAY, APRIL 23, 2015
    [Sales] SEO for Images: Why We’re Trying to Rank for the Term 'CEO'
    And tests have shown that delays and slow load times can negatively impact conversion rates and sales. This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post. Image-based search is becoming more and more common. Now, this problem isn't really about Google and its algorithm. Keywords.
  • MARKETING ACTION  |  THURSDAY, APRIL 23, 2015
    [Sales] New Blogger? Get Started on WordPress.com
    It’s best to sound like a person rather than a corporate clone, but you can mention your company and what it does (save the sales pitch). To look at the bigger picture: there are a lot of marketers who are ready to start blogging, but need just a little help on the technology side. Assess Your Skill Level. wordpress.com vs. wordpress.org.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 22, 2015
    [Sales] Inbound Marketing Basics: How to Attract More Customers
    The goal of inbound marketing is to have prospects find you when they are searching for information or a solution, and then to give them content that starts a relationship and draws them into the sales cycle. So it’s all about getting found first, and then converting that attention into sales later on. How does inbound marketing work?
  • EMAGINE B2B BLOG  |  WEDNESDAY, APRIL 22, 2015
    [Sales] Is Your Website All Beauty With No Brains?
    StayinFront provides complete, mobile, cloud-based sales force automation (SFA) and customer relationship management (CRM) solutions that empower their customers to work more efficiently, know more about their business and performance and sell more effectively. Your website should be the marketing machine of your dreams. Gilbane, Inc.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, APRIL 22, 2015
    [Sales] Why the economics of blogging are diminishing
    ” 5 Lessons from 5 Years of Online Business and Blogging 10 simple tweaks to generate more sales through blogs. By Mars Dorian, {grow} Contributing Columnist When I started blogging about five years ago (back when we felt smart with dumb phones), I devoured every blog post about how to write epic blog posts. And so did the clients.
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