• FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] What Jeffrey L. Ogden is thankful for this weekend
    Find New Customers is now on the Sales Lead Management site like all other lead generation companies like the one I once worked for. We even have a great offer for members there. This is the story of Jeffrey L. Ogden , because a former NFL kick returner is named Jeff Ogden, so I was advised to start using my full name. Great man!). Jeffrey L.
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] Celebrate the 2015 Markie Award Finalists!
    The Markies honor strategic, collaborative, and tactical marketing and sales innovation. 'It’s that time again! Finalists for the Markie Awards have been announced! Winners will be revealed at the Markie Awards ceremony at during Modern Marketing Experience , April 1, 2015 in Las Vegas. Cetera Financial Group | Dell Inc. comScore, Inc.
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] Why Sales Agents Need to Own Their Calls [194 Words]
    Analyzing millions of phone calls, with Conversation Analytics , has given us some valuable insight when it comes to the elements of a closed sale. Two of these elements were agent politeness and the agent’s use of ownership language on sales calls. 'Did you know that ownership language on phone calls is more important than politeness?
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] 5 Powerful Ways to Drive Conversions with Call Tracking
    'Do you know all the ways that call tracking can be used to enhance marketing and sales performance? Even the highest quality leads may fail to convert if sales performance on the phone is lacking. Business and marketing agencies can evaluate and improve their phone sales performance with Conversation Analytics. The Headline.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] The Importance of Marketing Specialization
    At last, Find New Customers is now on the Sales Lead Management Association website with all the other B2B marketing companies. also use Google and Bing webmaster to drive traffic for keywords like sales leads, revenue marketing, and Marketo, which are the keywords used by my former employer, according to Spyfu.com. 'Jeffrey L.
  • HINGE MARKETING  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] How to Extend the Life of Your Content
    reveal: 3 ways to determine relevant topics for content The different formats to repurpose content into in order to reach prospective clients in every stage of the sales funnel Why you need to share content via social media, particularly LinkedIn Have questions about how to extend the life of your content? On Twitter+ or LinkedIn?
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] How to get 50% more leads with smart content marketing
    You’ll have a better chance of landing more customers in each category if you spend time customizing each sales funnel. 'Turning visitors to your site into customers doesn’t require a degree in rocket science, but you do need to pay attention to what your customers want and do your best to deliver it. Start With Targeted Content.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 27, 2015
    [Sales] “You” Messaging for Buyer-Centric Marketing and Sales Communications
    'Imagine if a simple change to the way you write or communicate could cause a dramatic shift in how your marketing or sales efforts perform? to fit into true “you” messaging, you can ensure that your marketing or sales interactions are effectively buyer-centric and on point. It’s not just throwing “you” into a sentence. What do I want?”
  • VIDYARD  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] When to Use Video Throughout Your Marketing Funnel
    Research is quite clear that video boosts sales and increases conversions. Short homepage videos —including animated explainer videos—can shorten your sales cycle by clearly and concisely educating your audience about what you do. 'The marketing funnel gets a bad rap for being too simplistic. When you have a high bounce rate.
  • ANNUITAS  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] Two Things That Destroy Strategy
    'There are a multitude of things that can destroy a Demand Generation Strategy, but the two biggest culprits are having a short-term vision and lacking alignment with sales. Lack of Alignment with Sales. Even the best marketing strategy in the world will fail if sales isn’t part of the broader team who develops and executes upon it.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] The Power of B2B Lead Nurturing
    By tracking their activity using marketing automation, you can identify the “hand raise” which says they are ready to talk to sales. Find New Customers helps companies dramatically improve revenue results by transforming the way they attract, engage and win new customers and get sales leads they really need. Lead Scoring ).
  • VIEWPOINT  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] When Bad Things Happen to Good Leads - Part 2
    'In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead. The first type of data we’ll look at is what we call the “pipeline” disposition*.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] Could Event Marketing Be Your B2B Golden Ticket?
    casual night or day of informative sessions from experienced industry speakers will give customers a new way to learn about your company without worrying about being forced to sit through a pushy sales presentation. This can bolster sales and long-term relationships. Provides Expertise. Then, we moved to holding one-day conferences.
  • HINGE MARKETING  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] How to Use LinkedIn for Business Development
    Remember, in B2B sales there are usually multiple people who influence the buying decision. For example, if your firm helps both sales and marketing professionals, you may need to join both the ‘Sales Best Practices’ group and the ‘Content Strategy’ group. The importance of networking has not gone away.
  • HUBSPOT  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] 5 Pointless Marketing Metrics You Can Stop Tracking Today
    More collaboration between Sales and Marketing? 'In life, many people believe that more = better. More traffic, visitors, and customers? Yep, that''s better. More time in your day to do the things you love? That''s better. That''s definitely better. But in many areas of marketing, more doesn''t always mean better. 1) Email Opens.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] Can the Onion Theory bring social media lurkers into the light?
    They aren’t scared to show how they feel about religion, even at the cost of criticism  (believe it or not, sales skyrocketed after the same-sex marriage controversy). They aren''t scared to show how they feel about religion, even at the cost of criticism (believe it or not, sales skyrocketed after the same-sex marriage controversy).
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] Use Chunking to Make Sense Out of LinkedIn Chaos
    For many years, I worked as a consultant, helping companies to jumpstart sales of their new products and services. In just three months, I had to learn about their offering, customer, sales process and more. 'Agile Selling Mini-Course Video #3. m glad you’re here. But first, a quick story. always scanned first. So, I wrote it all down.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Rise of The Social Employee – IBM Webcast: Changing the Learning Culture #HR #SocBiz
    Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. ' Rise of The Social Employee. Join us on Tuesday, March 24, at 11 a.m. Register Now: IBM Webcast: Changing the Learning Culture. What is a social employee? Social processes have fundamentally changed the way everything gets done. Why is that?
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] 5 Tips to Enhance the Mobile Search Experience
    While the sales funnel in a traditional marketing scenario typically involves weeks or months before a deal is closed, the time frame is cut down drastically with mobile marketing (buyers can find and call you within minutes or hours). 'Mobile is poised to surpass desktop search in a wide range of industries -- if it hasn''t already.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    m beginning to suspect the much-cited trend of marketing playing a larger role deeper into the sales funnel has reached a similar peak. If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. That''s pendulum swinging with a vengeance. Only time will tell.
  • B2B LEAD BLOG  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Marketing Big Data: Why Continuous Data Cleansing is Important
    'The data used for marketing a generation ago, including information like point-of-sale transaction data, responses to direct mail campaigns, and coupon redemption numbers, was incredibly limited compared to the data available today. With big data, marketing has experienced tremendous innovation. Big data […].
  • B2B LEAD BLOG  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Gaining a 360 Degree Customer View
    By understanding customers thoroughly, businesses can capitalize on sales opportunities. 'Today’s marketing manager should have a single, trusted, comprehensive view of customers and potential customers to be able to target marketing most effectively. But […]. Database Marketing data driven decisions
  • CRIMSON MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Jamie Barnett, Netskope CMO: How to Earn Trust and Get Buyer Attention with Thought Leadership
    Buyers may not even know that you exist, and they certainly do not want to hear from your sales people! 'In the fast paced world of technology marketing, it’s challenging to convince potential buyers to pay attention to you. They do, however, crave information and best practice that can help them to stay on top of their game.
  • KEO MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Marketer’s Guide to Blending Search and Display
    a leading business to business (B2B) marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. few important statistics to consider: Search for related brand terms saw an average lift of 278% among consumers exposed to display advertising. Specific Media ).
  • VERTICAL RESPONSE  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Introducing The VerticalResponse Integrations Marketplace
    Kickbox enables you to import your VerticalResponse email lists into their platform, and quickly and easily remove disposable email domains including role-based email addresses (like admin@, info@, sales@). Multiple tools often means multiple domains, usernames, and passwords to track all your social media, sales, and support activity.
  • VIDYARD  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] From Viewer to Customer: Attributing Deals to Video Views
    The last step in attributing video really depends on how your sales program is set up. 'One of the biggest hurdles we hear from companies looking to implement video is “How can we track ROI?” What You’ll Need. CRM system, or a way of tracking your closed deals. Let’s Get Started. Following the Buyer’s Journey.
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Google AdWords Introduces ‘Call Only’ Campaigns and Ability to Include Call Data in Interface
    Since calling is the preferred contact method by mobile users, the Call-Only campaign type will be essential in driving more calls – and sales – to businesses everywhere. 'In Google’s most recent nod to the importance of mobile marketing they’ve introduced a new campaign type for AdWords users – the ‘Call-Only’ campaign. blog Google AdWords
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Facebook Cover Photo Do's and Don'ts [+Pre-Sized Templates]
    Whether you''re using Facebook to generate leads, close your next sale, or create a customer community, knowing how to make and optimize your cover photo is very important. 'When people arrive at your Facebook Page, where do you think they first look? I''ll give you some hints. Its dimensions are 851 pixels wide by 315 pixels tall.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] How to Avoid the Risks of Bundling
    'Retailers, etailers, service providers, and pretty much anyone who sells anything ever use bundling techniques to improve sales and make customers happy. The problem is that bundling comes with a unique set of problems that could hurt your sales in the long run. After all, who wouldn’t want to receive a discount on more ? Ecommerce
  • BLOG MY CALLS  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] Improving Sales Performance with Conversation Analytics [video]
    'If you''re not using Conversation Analytics to measure and improve phone sales performance then you are missing out. Check out this video to learn more about how Conversation Analytics can be used to enhance conversions and ROI. Read More. Conversation Analytics
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] Top 10 Reasons NOT to talk to Find New Customers
    Management just dramatically lowered your sales quota and you are done for the year. 'The B2B lead generation consultancy, Find New Customers is not for everyone. This is the story of Jeffrey L. Ogden , and not the former NFL kick returner of the same name. It’s hard to rank your name when you share it like that. Stop give us leads! ”.
  • THE POINT  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] Failing at Paid Search? Maybe You’re Just Measuring It Wrong.
    Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? Don’t stop tracking at leads, because you’ll have no idea how many of those leads are qualified, or which are converting into sales. It’s easy to see why. Your search campaign should measure: 1. And so on.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] 6 More Search Marketing Tactics for Manufacturing and Industrial Marketers
    While the vast majority of those surveyed are not actively participating in discussions or sales-specific initiatives, a large percentage (69%) are looking for contacts and nearly half (47%) read product and industry news. Those tactics in summary: YouTube Integration. Trade Show Appointments. Generate Leads for Exports. For Image Markup.
  • ANNUITAS  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] Upside Down on Marketing Priorities
    Increase in Sales: 63%. As a follow-on commentary the analysts from Regalix stated the following, “Improved Engagement/Customer relationship seems to have fallen in priority this year, giving us the feeling that marketers, especially in the B2B space, are yet to find a direct correlation between increased customer engagement and sales.”.
  • LEADERSHIP  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] The 4 Stages of the B2B Lead Generation Lifecycle
    Traditionally, we used to speak of the sales funnel and how it’s important to make sure you filter down the best quality leads, progressing them to conversion. In these days of digital marketing and social media optimization, we engage more time and resources studying and analyzing buyer behaviour through the sales lifecycle.
  • TRADESMEN INSIGHTS  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] Are Independent Industrial Distributors Helping Amazon to Succeed?
    Short term for many of them, it means more sales, but long-term, it will mean disaster. What does it mean to manufacturers who have resisted selling to Amazon is they run the risk of being replaced by a competitive product and literally lose millions in sales when Amazon comes to them with all this data of who bought what from whom.
  • HUBSPOT  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] 8 Rookie Mistakes You Might Be Making With Buyer Personas
    great place to start for your negative personas is by interviewing a sample of customers who closed, but they had a very low average sale price. Implement the persona across your entire funnel strategy and let everyone in the organisation know who they are dealing with, especially those in Sales and Services. 1) Too many personas.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] 48 Phenomenal SEO Guides, Tips & Tactics
    'As Geddy Lee of Rush sang in the band’s 1981 hit Tom Sawyer , “changes aren’t permanent. But change is.” ” While he wasn’t referring to SEO (which wouldn’t really exist for another 16 years), the lyrics certainly apply. Image credit: Stone Temple Consulting. So what’s an SEO professional to do?
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 24, 2015
    [Sales] Insights from New Gleanster Report: Dealing with the B2B Marketing “People Problem”
    In fact, twice as many people selected it as did the second highest issue, ensuring marketing and sales collaboration. It may be a good idea to look at the marketing team gaps alongside sales, customer service, and any other area of the organization where overlap occurs. They estimated that over 90% of customers are happy. In the U.S.,
  • 3D2B  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Quick Tips for Conquering the B2B Inside Sales Training Gap
    'What’s Causing the B2B Inside Sales Training Problem? Last September, the AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, released their 2014 Inside Sales Top Challenges. 2013 study by InsideSales.com reports inside sales is growing 300% faster than field sales.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 23, 2015
    [Sales] What Social Media Can and Can’t Do by @davekerpen
    Social media won’t lead to overnight sales success. Success will take time and will come in increased buzz, referrals, traffic, and eventually sales. My nickname is Fearless Competitor and that is the blog of the b2b lead generation company Find New Customers  led by Jeffrey L. Dave Kerpen of Likeable Local. Amen, Dave.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 23, 2015
    [Sales] A/B Testing: How adding a second CTA increased clickthrough 291%
    The solutions page test will help us to understand the most attractive derivative value for actual sales-ready leads to include in the call-to-action section of the email for optimization at the Summit. This caused a lot of fruitless time for the sales staff. The copy of the Contact Sales CTA was also changed. of the series.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. and which offer to present to which customer and channel • Business objectives to be achieved, such as maximizing sales, profit or response; or minimizing cost, returns or non-responding customers • Constraints that limit how you can pursue your objectives, such as channel. Market. devices.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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.
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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  |  MONDAY, FEBRUARY 23, 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
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 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
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How to Beat Larger Competitors at B2B Marketing and Sales
    One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
  • THE ROI GUY  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Can Your Sales Reps Handle these Four Key Buying Objections?
    'The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. This means that the buyer is interested, but they are not quite convinced. They want to buy, but want proof. Why Now
  • VERTICAL RESPONSE  |  MONDAY, FEBRUARY 23, 2015
    [Sales] 50 All-Time Great Retail Subject Lines
    If you sell your own products or products from other manufacturers, you may be trying to announce new products, new seasons or discounts and sales. Post [holiday] Flash Sale! Extra 50% off sale ends tonight! Email subscriber exclusive: [Product name] sale is here. sale reminder). You’re Invited! Ends Today!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Why Your Team Needs a Lead Scoring Model
    Ask 10 different people from your sales and marketing teams and you may get 10 different answers. For others, a lead is only worth pursuing once there is a foreseeable sales opportunity in the next six months. It is for this reason that lead scoring models are gaining popularity among marketers and sales teams alike. on Thurs.
  • B2B MARKETING TRACTION  |  MONDAY, FEBRUARY 23, 2015
    [Sales] 7 Ways to Get Better Results from Your B2B eNewsletter
    You don’t want your eNewsletter to just be a sales pitch, but if you’re adding value with helpful articles and information, you should still include some calls to action. 'You send a regular eNewsletter, but are you getting results? Set clear objectives for your eLetter. What do you want to accomplish with your eLetter?
  • HINGE MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Top 5 Business Challenges for Management Consulting Firms
    Related Stories How to Apply the Scientific Method to Professional Services Marketing Top 5 Marketing Initiatives for Accounting & Financial Services Firms What You Can Do When Traditional Sales Advice Fails. The forces driving change are many and various. So we got down to research. Let’s go over these challenges one by one.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Enhancing Your Executive Edge
    If your salespeople network this chapter would make a great sales training meeting, if you managers work events, this chapter is worth a discussion at your managers meeting. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Enhancing Your EXECUTIVE EDGE.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 2]
    And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you''re not keeping a close eye on your team. Share your own strategies to motivate your sales development team below!
  • BIZNOLOGY  |  MONDAY, FEBRUARY 23, 2015
    [Sales] 15 B2B case studies show how content marketing drives ROI
    The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch. For more than 60 years, the company has made its sales primarily through cold calling and referrals from existing clients. IBM : developed a social sales program for their inside sales team.
  • VIDYARD  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Free Forrester Report: Sales and Marketing Teams Must Use Video Platforms or Get Left Behind
    Forrester, a top-tier research firm, has released a new report that’s an industry first: it looks at the emerging and transformative power of video platforms for Sales and Marketing. This is the report that, if you’re in Sales or Marketing, you don’t want  to miss. 'It’s official. Trust us, you’re really going to want to read this.
  • VOICE-BASED MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Callers Are Ready to Convert, Make Sure You’re Ready to Talk
    To establish this speed within your business, it’s not only important to make sure mobile callers are qualified and sales-ready (though this does help reduce time wasted by sales), it’s also critical to have a seamless process in place to respond to their calls. And if they are sales-ready, there are tools to properly route them.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Demystify & Define Your Marketing Strategy
    Lifecycle Strategy – How will we structure a new process that includes marketing and sales now that we have a platform that can bring these groups together? That encounter made me realize that sometimes, strategy is clear and other times it is hazy, like the fog that led my buddy to not really understand what I was doing in my current role.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, FEBRUARY 23, 2015
    [Sales] What's Your Sales Acceleration Formula?
    And he has – The Sales Acceleration Formula just came out! He’s never been in sales. Every sales leader and entrepreneur can learn a ton from his approach. 'Last February I was in serious discussions with Mark Roberge , Chief Revenue Officer at HubSpot, about co-authoring a book. Here’s the fascinating part. Wild Card
  • MARKETING ACTION  |  MONDAY, FEBRUARY 23, 2015
    [Sales] Get Started with Video Marketing: DIY
    As you develop a content curriculum that maps to your buyer personas and where they are in the sales funnel, plan which messages can be delivered by video. At Act-On, we often talk with the sales team to learn what types of content they want to have available and what they are hearing from prospects. You can even do it yourself. link].
  • HUBSPOT  |  SUNDAY, FEBRUARY 22, 2015
    [Sales] 10 Overused Words to Remove From Your LinkedIn Profile
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Social Media Inbound Sales Professional Development Daily But how can a potential employer or client remember you if your summary sounds just like everyone else''s? I know I do.). Passionate. Creative. Driven.
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 21, 2015
    [Sales] Some facts about Jeff Ogden
    worked for a lot of software companies in sales with lots of success, but eventually I saw the world changing. Marketing was becoming more and more important, and sales was fading. Online was getting more and more important and sales was getting in later and later in deals because buyers can do their own research. see photo).
  • HUBSPOT  |  SATURDAY, FEBRUARY 21, 2015
    [Sales] The Anatomy of a Compelling Elevator Pitch [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Inbound Sales Daily As organizations flatten out, employees don''t have to corner senior management in an elevator to get their thoughts heard. So is there even a need to have an elevator pitch at the ready?
  • FATHOM  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] 9 Signs It’s Time for a New Manufacturing Website
    Read Manufacturing Web Sales Leads: Marketing Strategies to Fire Up New Business in the Industrial Sector to make sure your industrial marketing is performing at its best. 'ALERT ALERT–Is your website up to par? Statically, you have about seven seconds to capture your visitor’s interest on your manufacturing website. Manufacturing
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] How I Work with Jeff Ogden of Find New Customers
    How I Work” is one of my favorite  recurring features  in  Inc Magazine  as well as via Lifehacker’s  This Is How I Work  Series, and recently several sales experts (including   Anthony Iannarino ,  Dave Brock  and  Trish Bertuzzi ) participated as well. Sales looks for Mr. Right Nows.” Sales needs Mr. Right Nows to close.
  • VERTICAL RESPONSE  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] Understand Your Target Market: 3 Steps to Creating Customer Personas
    How our sales process was (easy, hard, middle of the road). 'Your product or service is intended for a particular group of people, right? Whether your customers are commuters, busy moms, fashion bloggers, or families needing dental care, your business appeals to a target market. How do you create customer personas? Location.
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] Key Tactics to Generate Revenue with Your Blog
    'Are you creating leads and sales with your blog? He has also spoken extensively about how to make use of blogs, content and social media to attract leads and drive sales. How to not only track your marketing more closely, but to use that data to optimize your marketing and sales. Sample of Success. It''s similar with blogging.
  • HUBSPOT  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] 5 Tips for Delivering Better Presentations
    Sales and Marketing Leadership Daily 'Giving presentations can be slightly nerve wracking or incredibly fun, depending on who you are. If you’re part of the group that dreads a presentation or giving a speech, you’re not alone. According to the Washington Post , America’s biggest phobia is the fear of public speaking – 25.3% 1) Body Language.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] Interesting Infographics: Nurture Your Leads With Narrative
    'Have you considered how to use strategically timed stories to nurture your leads and accelerate your sales funnel? This week’s infographic by Marketo focuses on how to use narrative to nurture leads and reminds us that it can take an average of 10 marketing touches for a prospect to move through the sales funnel to a purchase.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] Is the CMO becoming the Chief Collaboration Officer?
    Yet, the sales team only talks to their prospects about “low cost.” That creates a total disconnect between the marketing message and the sales message, and has the potential confuse the customer. 'In the past, the role of a marketer was much simpler. Marketers would work in the comfortable silo of the marketing department.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] Skeptical, Informed Buyers vs. Excited, Uninformed Buyers – A Tale of Two Journeys
    'Let’s play a quick, marketing-themed game of “would you rather…” Would you rather pass a skeptical but well-informed buyer along as a lead to your sales team, or an excited but uninformed buyer? This is how you’d actually see uninformed yet enthusiastic buyers in your marketing and sales funnel, even in later stages.
  • HUBSPOT  |  FRIDAY, FEBRUARY 20, 2015
    [Sales] Gluten-Free, Juicing & Veganism: Marketing Strategies Behind 3 Major Diets
    Mintel International, a market research company, estimates the market for gluten-free foods grew 63% from 2012 to 2014, and it projects the industry will close more than $15 billion in annual sales in 2016. But where are all these sales coming from? 'Vegan. Gluten-free. Paleo. Juicing. Mediterranean. and Europe. and France. Juicing.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Who Should You Talk To? (in Buyer Personas)
    Buyer Personas help you create better marketing content, plain and simple, because the better you understand buyers, the better you select words which drive sales leads for you. Why do Buyer Personas matter? Congratulations to @hubspot who created a Buyer Persona Template in PowerPoint. Thanks for waving the flag, Hubspot. What do you think?
  • HUBSPOT  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Copywriting Lessons From Companies Doing It Right
    Take the brand personality, the share-worthy social tidbits, the Iggy Azalea-esque product descriptions and you have one of the fastest-growing private companies in the world with over $100M in sales in 2013. 'The written word’s been getting written off lately. Note: Some of the examples in this piece have NSFW language. Red Bull knows this.
  • ANNUITAS  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] B2B Events in 2015 – Where to Go and How to Learn
    Smart analysts talking B2B with marketing and sales leaders from across the world. 'I have been to a lot of marketing events, on both sides of the booth. Also, as we close in on Spring event season, there’s a list of some of the best B2B marketing events to look for in 2015. 1) If you go, be present. 3) Empathize and Imagine. Great show.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] It’s All About Engagement in the Next Era of Marketing
    get an email that says, “Hey Sanjay, just wanted you to know that those boots you were looking at just went on sale.” As a company, I want the people in functions like sales and service, for instance, to be very transactionally focused on creating a delightful experience for the customer in a single moment. Were they engaged?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Crucial Sales Skill Every Salesperson Needs (It's Not What You Think)
    This program is based on my newest book, AGILE SELLING – which is all about how to quickly get up to speed in today’s ever-changing sales world. Video Sales Tips Working Smarter 'AGILE SELLING Mini-Course #1. Welcome to my new 7-part series on how to use agile selling strategies to master LinkedIn. Can you help me?”.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Four lessons in marketing data analysis for beginners
    They tested a new version they had developed and indeed, there was a small, positive bump in sales. They tested a new version they had developed and indeed, there was a small, positive bump in sales. After just a week, they came back with some good news. They looked at me with blank stares. We’ve been doing this a long time.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Social Selling 101 – 3 Social Technologies To Get You Started
    Note: we aren’t making rockets with this piece of the sales process, but you will need to automate as your following increases. All three of these technologies will be enough to get you started leveraging automation and analytics in your social sales process. They are all easy to use. Begin at the beginning. Begin with Twitter.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Managing Pros and Cons of Outsourcing Content
    Content soon devolves into sales talk instead of genuinely useful, smartly-packaged insights for buyers. 'In an ideal world, a marketing department would be able to provide all the content required to create a successful, lead-generating content marketing strategy. The net result? Pro : “It’s out of my hands!” Your role?
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] The Ultimate Mobile Marketing Achievement [195 Words]
    The likelihood of closing a deal and making a sale is much greater when someone calls. 'What is the objective of every mobile marketer? The end goal of a mobile campaign should always be to produce a phone call. There are several reasons for this. Here are three of the most prominent: 1. Easy to produce and easy to track. Read More.
  • CRIMSON MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Why Digital Marketing Is The Link To B2B Buyers
    “Tapping into B2B buyers is all a matter of mobile… Mobile lets B2B suppliers get directly in touch with corporate buyers and puts sales opportunities in the palms of their hands:” 44% of B2B buyers have researched an item for their company using a mobile device. '“B2B buyers in the U.S Click To Tweet.
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Let’s Get Personal: Customizing the Call Experience for the Consumer
    Personalizing emails can improve click-through and conversion rates, targeted nurturing can increase the number of sales opportunities, and personalized web experiences can generate more revenue. 35% of Amazon’s product sales result from their recommendation engine ( VentureBeat ). 'Marketing has become extremely personal.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Sales Lead Management Leads to the Most Efficient Media Buy
    Sales Leads Sales & Marketing Management 'Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] #ProspectingChat: Aligning Content and Sales with Brian Hansford
    Over at AG Saleswork''s Twitter account , we''ll be discussing how to align sales and content marketing, with strategies for encouraging your reps to share content and strategies for creating content that will actually further the sale. Topic: Aligning Content and Sales. Sales Enablement Sales Strategy Content Marketing
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] #SocialHangout: Sales Queen Talks Industry Change
    You can read about it here: Sales Queen Jill Konrath Talks Industry Change. 'Thought you might want to listen in to my recent interview with the #Fab4 SocialHangout team of Eric Mitchell, Kevin Thomas Tully, Gabe Villamizer and Jack Kosakowski. One after another, they grill me on what it takes to be successful today. Prefer listening?
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