• FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 31, 2014
    [Sales] Why I use BrandYourself for Personal Branding
    Sales looks for Mr. Right Nows at Find New Customers. sales manager in Boston raved about it and I bet you will too. 'Everyone needs to rank their name highly on Google, but how to do you it? Happy Halloween, everyone! use a product called BrandYourself which is an easy to use site to ensure you rank highly for a name like Jeff Ogden.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, OCTOBER 31, 2014
    [Sales] 5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process
    Messaging Personalized Messaging Social Selling Email Prospecting Sales Prospecting voicemail Prospecting B2B Inside Sales Sales Prospecting Tips 'With Halloween just around the corner, you must be prepared to be scared. However, you know what consistently scares me, year round?
  • CMO ESSENTIALS  |  FRIDAY, OCTOBER 31, 2014
    [Sales] 7 Killer B2B Halloween Marketing Strategies
    Don’t Be Haunted By the Hidden Sales Cycle: When there’s something strange, and your numbers don’t look good, who you gonna call? No, the Ghostbusters can’t fix your marketing / sales funnel, but feedback from your existing buyers can. Seeing Through the Ghosts of the Hidden Sales Cycle. Give Bite-sized Treats Without Tricks.
  • VIDYARD  |  THURSDAY, OCTOBER 30, 2014
    [Sales] Vidyard Co-founders Receive EY Entrepreneur Of The Year™ Award
    Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales.  . EY partnered with the World Economic Forum on a recent report, The Bold Ones: high-impact entrepreneurs who transform industries , to uncover the qualities that define high-impact entrepreneurs.
  • SYNECORE  |  THURSDAY, OCTOBER 30, 2014
    [Sales] Ad Retargeting: It’s About Context, Relevance & Value
    Only now are businesses and marketers beginning to fully recognize the wide applicability of ad retargeting to virtually every stage of the buying cycle – from increasing brand awareness, to influencing purchase decision and optimizing sales conversion. But how does ad retargeting work? That all sounds good in theory, but what’s the reality?
  • TOM PISELLO  |  THURSDAY, OCTOBER 30, 2014
    [Sales] Aristotle’s Persuasions and the Neuroscience of Purchase Decisions
    It responds to visual stimulation / storytelling and contrast, and stimulates whether you pay attention / remember The Bottom Line Amazingly, there are still times we can look to the past to create the most effective routes to sales and marketing success in the future. More than you might imagine. > Logos – appeal to logic and reason.
  • HUBSPOT  |  THURSDAY, OCTOBER 30, 2014
    [Sales] Something Spooky Is Stunting Your Success: The 7 Growth-Killing Ghouls of the #Funnelpocalypse
    11) Context is the silver bullet for sales. 12) Forget ABC, Sales needs ABH: Always Be Helping! 'October in Boston is extraordinary. Between the crisp, dry days, vibrant fall colors, and eerie decorations covering townhouses and street lights all over town, it''s easy to get caught up in the Halloween spirit. Monsters everywhere!
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [Sales] Turning Website Visitors into Leads
    'Jim Obermayer is the host of the Sales Lead Management Radio Program , which goes out to over 8,000 worldwide members of the Sales Lead Management Association (SLMA). This is key for both marketing, and sales. So the sales team has insight into what behaviors somebody is taking on the website. Sales Enablement
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 30, 2014
    [Sales] 4 Steps to Prep Your Search Engine Marketing for the Holidays
    sales in October, November, and December of this year will come from mobile devices. Whether 'October marks the beginning of holiday season for many businesses. Halloween, Thanksgiving (in the U.S.), Christmas, Hanukkah, plus Black Friday and Cyber Monday mark some of the biggest and busiest times for all types of businesses. Take Action.
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 30, 2014
    [Sales] How I Grew GE by 242% in just 12 months and why my replacement failed
    Sales was run by an incompetent boob. Sales lesson: The best salespeople are customer-centric and visionary.  Almost no one looks for that – when they post sales management jobs on LinkedIn. He didn’t create content or make sales easy for sales reps. 'This is a great lesson for hiring mangers.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 30, 2014
    [Sales] The Do’s and Don’ts of Holiday Email Marketing
    Well-planned, thoughtful follow-up will help close the sale, open up an opportunity to talk with a sales person, etc.…. 'Author: Lizzy Funk It’s finally here! The crisp smell of fall, the crunchy leaves, pumpkin spice everywhere, and it can only mean one thing…it’s officially holiday season! But do they work? Get creative!
  • CMO ESSENTIALS  |  THURSDAY, OCTOBER 30, 2014
    [Sales] Sales Enablement Technologies: Some Things Old, Some Things New
    This is the case in the world of Sales Enablement: Fulfilling the Last Frontier of Marketing-Sales Alignment , a study on how the strongest performing companies supported a collaborative culture, among both leadership and staff, on the sales and marketing teams. Been There, Done That, Keep Doing It.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [Sales] 4 Strategies for Reestablishing Your Website’s Lead-Gen Magnetism
    In fact, if you’re lucky enough to be contacted or have your sales call accepted, you’ve already made the buyer’s short list of contenders. Forrester reports that typical buyers are 70 to 90 percent of the way through the buying process before they ever agree to engage with a sales person.). Know Who They Are. Thirty-seven. Do it.
  • SYNECORE  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Leverage Web Analytics to Determine Lead Generation Goals
    Additionally, if your sales team is fielding the leads, it’s a good idea to obtain any feedback/objections they are receiving from the leads. 'How many monthly leads does your business need to generate to achieve monthly revenue goals? highly encourage you to attempt to answer the question above. Monthly Revenue Goal. Example Company: Avg.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Twitter’s new mega-partnership has interesting implications
    The first joint solution will integrate Twitter data with IBM customer engagement solutions, allowing sales, marketing, and customer service professionals to map sentiment and behavior to better engage and support their customers. This is a deal that had been “years in the making.” It beat Jeopardy, remember? Is it a hoax?
  • THE POINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon
    He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. The use of analytics in B2B marketing and sales is actually lagging other industries. The second is about the technology.
  • VIEWPOINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)
    'The leads are weak? You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! You’re weak!”
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Your Phone Leads Aren’t Converting: Steps You Can Take To Fix It
    Studies show that inbound calls often convert to revenue 10 to 15 times more frequently than web leads, making them the lead type sales managers want most. True ROI from a campaign isn’t measured in calls generated by your marketing, but rather in new accounts and revenue generated from those calls by your sales reps or clients.
  • CRIMSON MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Mark Thabit, CMO at Cision: Paid, Earned and Owned Media—How to Amplify Your PR Message Across Marketing Channels [Podcast]
    Media Measurement: Whereas it was always difficult to measure the impact of traditional public relations, Mark defines how product marketing can now be measured and automated from first touch through to converted sale. With a deluge of messages and media in the landscape today, however, the process is more complex. Digital Marketing Podcast
  • THE FORWARD OBSERVER  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy
    'Would you like your social media strategy to help increase website traffic, leads and sales? Most of those companies want to do more, but haven’t had the time or are uncertain of how best to get started to use social media to increase traffic, convert leads, nurture those leads toward a sale and delight their customers. Build Reach.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Your Timetable For Winning at Content Marketing From 8 a.m. to 8 p.m.
    Just two people, but the right two your sales department have been chasing for months? So drop by the desks of two key colleagues: someone in your technical team and someone who works in sales. 'Great content marketing is as much about structure as content - so here’s your personal plan for doing it right. Write up your ideas.
  • VIRALLY BLOG  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Is there a skills gap in the boardroom?
    Many have started using social media but as a broadcast tool not as an engagement tool and may have attended the odd course via a local social media guru but it probably has not changed sales. think it’s one of those similar situations to cloud computing, people say they understand what it is but do they? Why not?
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] A Simple Strategy to Increase Win Rates
    According to LinkedIn research, you have a significantly better chance of closing sales when you have multiple connections within a single account. 'What would it take for you to double or even triple your win rates? Can it really be that simple? Not exactly. Winning isn''t simply a function of having lots of LinkedIn connections.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] What the growth of inside sales means to B2B marketers
    The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking.  On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face-to-face sales calls. Video. Community. 
  • TRADESMEN INSIGHTS  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] UPS B2B Purchasing Insights Very Enlightening
    50% of purchasers say having a catalog and sales rep are important in making a decision. 'UPS recently released a study they did on the behaviors, preferences and perceptions of industrial supplier performance. Industrial distribution was once dominated by family owned companies built on personal relationships. Are you still with me?
  • CMO ESSENTIALS  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Content Marketing Street Cred: 7 Marketers Share Their Secrets
    So, if you are on a sales-related blog post, you’ll see offers for the book Successful Selling and our inside sales management best practices guide. 'Do you have content marketing street cred? Radical Honesty in the World of Content Marketing: This is a challenging time for content marketers. Is it through sponsored content? Mark W.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] 7 Ways to Create Suppression Lists to Avoid Emailing the Wrong Leads
    Suppress those leads who haven''t opened an email in over a year, in over six months, or even in over three months, depending on your company''s sales cycle. You can also stamp unengaged leads as "bad leads" in your CRM so they aren''t a part of your sales funnel. 'Email marketers spend a lot of time creating lists.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Finally, Small Business Social Media is Evolving
    Even more importantly, it might make more than just one sale. Even more importantly, it might make more than just one sale. 'By Amber Osborne, {grow} Contributing Columnist. These days, almost all small businesses seem to share the same concern: “How do we succeed at social media?” ” This is profound.
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle
    The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. Better Visibility and Shorter Sales Cycles. According to Bulldog Solutions , companies that invest in marketing automation solutions see 70% faster sales cycle times.
  • VIDYARD  |  TUESDAY, OCTOBER 28, 2014
    [Sales] Why Views Don’t Count: Video Metrics that Actually Measure Success
    If views were the best measure of success, then why aren’t those viewers pouring in to the sales team? Surely the reason extends beyond “to hit 30,000 views on YouTube” to something more like “to bring in more qualified leads to our sales team”. This might include subscribers to email, your blog, or an invite for sales demo. If
  • 3D2B  |  TUESDAY, OCTOBER 28, 2014
    [Sales] What’s the ROI of Outsourcing B2B Telemarketing Services?
    In general, there are two breeds of in-house telemarketing, ad-hoc and delegating the job to the inside sales department. Inside Sales and Telemarketing. If the company already has an inside sales department, it may add telemarketing to their responsibilities. Recruitment and training (for inside sales). Read more.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 28, 2014
    [Sales] Your Strategy for Managing High Call Volumes During the Holiday Season with an Integrated Virtual Call Center
    Work from Home or the Office Support and sales representatives are able to work from home while still having access to their supervisors. The ability to easily display caller information from a CRM allows sales and support agents to provide more personalized assistance to the caller. Virtual Call Center
  • BIZNOLOGY  |  TUESDAY, OCTOBER 28, 2014
    [Sales] The dashboard has finally been perfected
    'One of the biggest problems I have as a small businessman is keeping track of everything: RSS feeds, competitors, backend performance data, social media mentions and trends, sales cycles, reputation warnings, revenue data, my inboxes, my calendar, key RSS feeds, search performance, tasks, and a million other sources of data. Remember Yahoo!
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 28, 2014
    [Sales] 4 Content Marketing Productivity Killers
    Instead of playing the guessing game, content marketers need to make sure they are tracking metrics on a regular basis throughout the entire sales funnel. 'Author: Dayna Rothman Being a content marketer is hard. know that first hand! Plus, content creation can be a manual and creative process that simply takes time. Too Much Guessing.
  • CMO ESSENTIALS  |  TUESDAY, OCTOBER 28, 2014
    [Sales] Are you Ready to Fall Back? Making the most of the last weeks of 2014
    2) Fill in the Sales Enablement Gaps. For most organizations, fall is also a season during which the sales and ecommerce teams are elbow-deep working to close year-end business. Identify what you need to develop to help sales close more business, and make the creation of these assets a top priority. 4) Get a Jump on 2015.
  • TRADESMEN INSIGHTS  |  TUESDAY, OCTOBER 28, 2014
    [Sales] What’s a Customer’s Lifetime Value To You?
    'For all of us in sales, it’s all about now. We need to realize, that even though we got this sale, it doesn’t guarantee the next one. Here are some post sale things to think about: Follow-up with them to see how they liked the product (first-time buyers) and did it perform like they expected?
  • B2B MARKETING UNPLUGGED  |  TUESDAY, OCTOBER 28, 2014
    [Sales] Ready for Events That Work?
    Skip the sales pitch, but make sure you have eager Squirrels all over the room and don’t be afraid to force your guests to take some information or nasty little trinket on the way out. For lunch, you can get away with doing a sales pitch or a product demo as long as there is some up-front value from your speaker. Lunch. Dinner.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 28, 2014
    [Sales] Survey Says: Variety Paves the Marketer’s Path
    And marketing teams must be built with the idea of having a range of specialized skills that are complementary: analytical, sales, creative, writing, technical. learned a lot about tech, how to analyze data, how sales processes work, and the power of good storytelling and imagery … all key for every marketer.”. Lawyer.”. Some did.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 28, 2014
    [Sales] 5 Rules for Using Social Selling to Crush Quotas and Build Your Social Funnel
    Good thing I started consuming massive amounts of content on the topic, because I soon realized that the statistics on social selling were not a joke, and I finally figured out all social media avenues that are vital to sales people who are truly interested in joining the ranks of the ‘quota-crushers.’ The additional sales were nice, too.)
  • AVITAGE  |  MONDAY, OCTOBER 27, 2014
    [Sales] Shift from Repository to Content, Communication and Collaboration Ecosystem
    'People responsible for sales and channel enablement, marketing and content operations, or supporting groups that use content, face many challenges. Think about the customer-facing, content-using groups across your organization: in marketing and sales of course, but also customer service, training and HR (talent acquisition).
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 27, 2014
    [Sales] Mining for Your Lead’s Micro-buy Signals
    Closing CRM Intelligence customer intelligence Data Leads pre-call research Sales 2.0 Sales Data Sales Intelligence Sales Strategy Sales-Marketing Alignment Tips and Tricks b2b sales Sales Sales And Marketing sales prospecting sales techniques social selling
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, OCTOBER 27, 2014
    [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, OCTOBER 27, 2014
    [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, OCTOBER 27, 2014
    [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, OCTOBER 27, 2014
    [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, OCTOBER 27, 2014
    [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, OCTOBER 27, 2014
    [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.
  • THE ROI GUY  |  MONDAY, OCTOBER 27, 2014
    [Sales] The Biggest Inhibitor to Sales Success = The Inability to Communicate Value Messages according to Miller Heiman Institute
    'Miller Heiman Institute (MHI) research reports that the biggest inhibitor to Sales success in 2014 has been the “Inability to Communicate Value Messages” (25%). For the third year running Value Communication remained the top priority, as it was in 2013 (22%) and in 2012 (23%). Read about it here in this blog post by Tamara Schenk - [link].
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 27, 2014
    [Sales] Boo! Stop Scaring Your Customers Away with Bad Customer Service
    Related Stories 5 Ways Your Business Should Route Inbound Sales Calls That You May Not Have Tried Making the Perfect VBMA Sandwich: 4 Essential Ingredients for Call Analytics and Automation 4 Reasons to Focus on Location-Based Marketing. 'This time of year, being scared is generally a good thing. It’s a sign of reliability and dependability.
  • WINDMILL NETWORKING  |  MONDAY, OCTOBER 27, 2014
    [Sales] 7 Ways to Host a Killer Contest on Pinterest
    Pinterest contests are a great way to increase engagement and even get more sales. 'Whether you are just starting out on Pinterest or want to inject some excitement into your online marketing efforts, try hosting a Pinterest contest! Author information. Julia Campbell. This monthly Pinterest column is contributed by Julia Campbell. Pinteres
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 27, 2014
    [Sales] The Importance of a Good Leadership page – Rob and Deploy Ideas
    which specialized in strategic sales and marketing consulting for marketing services firms. Additionally, Mr. Giuliani’s tenure includes four years at ACTMEDIA working with the launch team of the Instant Coupon Machine, as well as in CPG sales and marketing with Beecham Products and Frito-Lay, Inc. Take a look at their Leadership page.
  • B2B LEAD BLOG  |  MONDAY, OCTOBER 27, 2014
    [Sales] 3 Points, 5 Questions – Personas Driving Marketing Insight
    Don’t worry, this isn’t going to be our Sales pitch but instead tips and best practices we’re employing as we continue to refine our offerings to our evolving marketing buyers. Are we building programs and sales enablement that focus on their wants, needs, values and sought benefits? Not to mention our offerings have changed.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 27, 2014
    [Sales] It’s a Scary World Out There!
    While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. The question is: as an owner or sales leader how are you lowering the fear in your sales teams and how are they approaching their prospects or clients to lower their fears?
  • NUSPARK  |  MONDAY, OCTOBER 27, 2014
    [Sales] 10 Customized LinkedIn Communication Tactics That Will Increase Response
    This are essential if you are serious about networking or want to make sales connections. 'Are you getting the most out of your LinkedIn account? This professional social media giant boasts 240 million active users, 79 percent of which are age 35 or older and earn an income of more than $75,000 a year. Your Profile. 1.Tune up your profile.
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [Sales] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    We’re getting more leads and we’re able to nurture those leads in a better and faster way, which then shortens the sales cycle. We’re able to hand over hot leads to our sales team to generate sales more quickly. And so this has really optimized use of our sales force. What specific issues needed to be addressed?
  • HUBSPOT  |  MONDAY, OCTOBER 27, 2014
    [Sales] 12 Data-Backed Tips to Increase Your Conversion Rate on Twitter [Infographic]
    'By now, most marketers know that Twitter isn''t just a great medium for creating and reinforcing your brand image -- it''s also a tool for reaching fans of your business who can become leads (and, ultimately, sales). Right now,  only   34% of marketers  use Twitter  to successfully generate leads. Share This Image on Your Site. Social Medi
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Sales] 10 Ways to Optimize Your Lead Conversion Rate
    'Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. Sales people often struggle with developing nurturing content without support.
  • VIDYARD  |  SUNDAY, OCTOBER 26, 2014
    [Sales] The Secrets to Delivering Tissue-Worthy, Emotional Marketing Videos
    If you’re thinking either one of “do emotions actually drive sales?” 'Emotions. You know you need them. You know they help drive action. You know video is a great way to bring them out. But how the heck do you actually do it? And which emotions are you looking to arouse, anyway? Hold up a minute. But we’ve already been there and done that.
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 25, 2014
    [Sales] Jeff Ogden of Find New Customers is a Notre Dame grad
    Sales looks for Mr. Right Nows. 'You can get a four year degree from any school. Only Notre Dame hands out 20 year degrees. Great news: I don’t need neck surgery! And the Fighting Irish are off this week. But I may go down there anyway, because I meet so many nice people there and I am definitely a people person. I’m divorced.”
  • HUBSPOT  |  SATURDAY, OCTOBER 25, 2014
    [Sales] How to Lead Your Team Through a Crisis
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. At that time, I was working as a regional sales manager. Looking back, a few lessons emerged which I would recommend to any sales manager dealing with a crisis. Morale was at an all-time low. In a month?
  • MARKETING INTERACTIONS  |  FRIDAY, OCTOBER 24, 2014
    [Sales] The B2B Funnel is More Like a Pinball Machine
    Sales enablement. 'I was watching the video for the second roundtable video that I participated in at Content Marketing World and Nick Panayi from CSC said, "the funnel is more like a pinball machine, with leads bouncing everywhere" - I'm not sure that's verbatim, so go watch it. Why do we ever want to do that? And more.
  • SYNECORE  |  FRIDAY, OCTOBER 24, 2014
    [Sales] Utilizing Lead Nurturing to Convert Leads into Customers
    The goal should be to strategically influence your leads down the sales funnel through content; encouraging them to convert/transform from a lead to a customer (or recurring customer). Sounds pretty great, right? It also has the benefit of being true. Whatever the case, I believe this article will help you piece together the puzzle. Takeaway.
  • B2B MARKETING TRACTION  |  FRIDAY, OCTOBER 24, 2014
    [Sales] 4 Surprising Ways B2B Marketing Campaigns Benefit Business
    You’ll not only generate leads and sales revenue, you’ll invigorate your self, your employees, suppliers and community. 'When a business invests (or re-invests) in great B2B marketing campaigns, it gets invigorated. That has big benefits. Here are four surprising ways marketing campaigns benefit your business. love this phrase. ).
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [Sales] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    meant both that predictive models guide decisions at every stage in many marketing programs, and that models are used throughout the organization by marketing, sales, and service. Because it knows what to expect, the system can easily load customer data and sales results from those systems. User interface is a second differentiator.
  • THE ROI GUY  |  FRIDAY, OCTOBER 24, 2014
    [Sales] The new ABCs of Selling: Always Be Challenging!
    'This week, CEB held their annual Sales and Marketing Summit, with 1,200 celebrating all things and revealing some of the latest research on how to more effectively evolve your sales and marketing for a new breed of buyer. The key? Many Points of Value Did you know that the average deal now has 5.4 decision makers?
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 24, 2014
    [Sales] The Best White Paper on B2B Demand Generation Ever Written!
    It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers. More and more people are finding this blog each and every day. Thank you so much!
  • CMO ESSENTIALS  |  FRIDAY, OCTOBER 24, 2014
    [Sales] How to Define Market Needs to Align Content Effectively
    The seat of power in the modern buying process has shifted to the hidden sales cycle, where the buyer is in complete control. 'Why is it important to clearly define market needs, interests and pain points? Naturally, in order to properly align your marketing efforts ? and your content, in particular ? Study what they’re doing. year over year.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  FRIDAY, OCTOBER 24, 2014
    [Sales] Powerful Sales Brain Trust Speaks on #1 Competitive Edge
    Left to right: Joanne Black (author of No More Cold Calling & Pick Up the Damn Phone ), Debra Walton (Chief Content Officer of Thomson Reuters, HuffPo blogger & women''s advocate), Trish Bertuzzi (CEO of The Bridge Group inside sales consultancy), Josiane Feigon (author, speaker, sales futurist and CEO of Tele-Smart sales training) and me.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 24, 2014
    [Sales] Getting Down to Business: Nurturing Leads
    In the past, I had a business where I was the primary sales rep, and I worked as a sales rep for other companies. AARON :       I think a lot of sales people and small business owners in your audience very much relate to that. I’ve been there myself too, being on the sales side in my past as well. Am I wrong?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 23, 2014
    [Sales] The Buyer’s Journey: How Can Marketers Deliver a First Class Trip?
    According to Forrester Research , on average, buyers are 90% of the way through their buying journey before they ever talk to sales. So how can marketers effectively generate leads and push them toward sales? When was the last time you used a travel agent? That has huge implications for marketers. Interactive content can help.
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 23, 2014
    [Sales] What Gmail’s Inbox App Means to Your Email Marketing
    ” What this could mean for your email marketing: For Gmail recipients you may have to email subscribers further out from the date of a sale or offer, or run a promotion longer to allow folks time to actually open their bundled email and act on it before a sale is over. What is Inbox? Image courtesy of the Official Google Blog.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Key Question Every Sales Manager Should Ask Their Interviewees
    'At Dreamforce last week, Bob Perkins of the AA-ISP (American Association of Inside Sales Professionals) interviewed me and Trish Bertuzz i on key learnings and takeaways. Trish is the CEO & Chief Strategist of The Bridge Group, a leading inside sales consultancy.). Jill Konrath News Sales Management
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 23, 2014
    [Sales] What We Learned at CRMUG 2014
    Conferences CRM Intelligence Marketing Intelligence Sales 2.0 Sales Data Sales Intelligence Social CRM dynamics add ons Dynamics CRM dynamics crm data dynamics data cleansing dynamics data enrichment insideview dynamics crm insideview microsoft Microsoft Dynamics microsoft dynamics crm microsoft dynamics marketplace
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Geo-Location Is the Answer to Connecting Mobile Callers With Your Nearest Store, Office, or Agent
    Or maybe you run a sales team where you assign leads to agents based on geographic territory.  Similarly, your sales agents are going to have a more relevant experience with callers if the calls they are receiving are actually meant for them. How does it work, and why does it matter for your business? Read on and learn. Call Routing
  • ANNUITAS  |  THURSDAY, OCTOBER 23, 2014
    [Sales] B2B’s Problem with Pay-Per-Click: Three Things You Need to Know
    PPC is always challenging in B2B, and is clearly a different animal than the more transactional sale that PPC was clearly designed for. Not to mention how difficult it can be to trace any of those conversions to actual sales, and how the “brand” value is tenuous at best. The PPC rewards can seem sweet (page one, anyone?),
  • BIZNOLOGY  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Are you tired of playing Google’s game?
    mean paying attention to other things that will truly drive targeted traffic (and sales, too.). And yes, it’s entirely appropriate to include sales messages (as long as it’s done with style.) After Direct mail is still a viable way to reach leads and eventually make sales. One minute, everything is cool. Newsletters.
  • HUBSPOT  |  THURSDAY, OCTOBER 23, 2014
    [Sales] 43 Bright Ideas for Promoting Your Lead Gen Content
    For example, if you are an inbound marketer or sales person, you might join inbound.org  and start a discussion around your piece of content there. 'So you just created a piece of content for lead generation  -- congrats! . While it''s tempting to go and celebrate, you''re not done just yet. But that''s where lots of us get stuck. What 
  • VIDYARD  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Humor in B2B Marketing: 8 Surefire Ways to Generate a Chuckle
    'It’s not uncommon for B2B marketers to be tasked with marketing complex products with hundreds of features, in-depth integrations, and long sales cycles. And so we have this subconscious belief that because our products, timelines, and decision-making processes of our customers are complex, that our marketing should be, too. His remedy?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] What Sales & Marketing Can Learn From "Tommy Boy"
    Such was the case today as I listened to Scott McNabb , Vice President, Sales, Oracle Marketing Cloud deliver a talk on the topic of sales and marketing alignment at the CEB Sales & Marketing Summit in Las Vegas. Scott touched on a lot of different “things” when it comes to sales & marketing.
  • 3D2B  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] The Secret of Lead Generation For the Complex Sale — Part 2
    In my last post, The Secret of Lead Generation for the Complex Sale — Part 1 , I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. 'The Early Bird Gets the Lead. Strategy Meetings: A Door Opener. Sell With Finesse. Zig while others zag.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Data, Information and Knowledge: When Information is Good, But Not Enough
    CRM Intelligence Data Marketing Intelligence Sales 2.0 Sales Data Sales Intelligence Sales-Marketing Alignment marketing Sales Sales And Marketing social intelligence 'Note: Today’s guest post is one in a series provided by […].
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Matching Webinar Content to the Buying Cycle
    And the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and lead nurturing and cross-selling and upselling. 'Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. Benchmarks.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Why My LinkedIn Profile Isn't Good Enough
    It doesn''t read like a boring resume or make me look like a hungry, job-hunting sales vulture. 'I have a confession to make. haven''t updated my LinkedIn profile * for 18 months. Shame on me. I''m supposed be a leader on things like that, but I''m human too. If you looked at my profile, you''d probably think it''s fine.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    'Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. Be Intriguing.
  • VERTICAL RESPONSE  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 3 Ways to Break Through the Noise at a Trade Show
    Often this is delegated to entry-level sales folks or junior members of the team. ” I was dying as I watched it happen, because he was breaking the cardinal rule of sales. 'We recently attended and exhibited at a retail trade show in Las Vegas. Personality Counts. The very nature of trade shows demands that you have personality.
  • FATHOM  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Thought Leadership, Why’s That Important?
    Becoming a thought leader in B2B I think is a tad more crucial because as we all know our products/service can be a bit complex, which means more education, which then leads to longer sales cycles. Sales reps, managers, executives, and the creative team all have a story to tell. Here are a few ideas to get the job started!
  • WRITTENT  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Essentials of a High Converting Copy
    Sure, you might get a few sales here and there from people who haven’t yet heard of your product’s discrepancies from their friends or from the online community. But you’ll never be able to bring in a steady stream of sales and rise to the top of your industry. 'Image source. Perfect Grammar & Spelling. Audience Targeting.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Learn, Succeed, Lead: How to Go From SDR to Sales Leader
    'Author: Ben Daters The goal for all first-time salespeople is to take the initial steps from the sales development world toward becoming a closer. For most sales professionals, developing yourself into a closer is a journey, but for a select group, that have the natural ability to close, what comes next? Sales b2b B2C
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Smartphones Erase the Line Between Online and Offline Purchasing for Omnichannel Retail
    Since shoppers are making decisions about in-store purchases on their smartphones, it’s easy for shoppers to change their minds about where they will complete their purchase, causing retailers to lose sales to the competition. It plays a major role in omnichannel retailing. What does omnichannel retailing mean for marketers? General
  • HUBSPOT  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 13 Email Marketing Hacks That Can Help Double Your Response Rates
    6) Think in terms of integrated sales and marketing. But the whole point of email marketing is to generate leads to hand off to sales to become customers. If that means providing sales with some talking points or other enablement content, so be it. 'INBOUND 2014 was not short on good content. But, Only joking!). Email Marketin
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Can Marketers Predict and Measure Influence, Down to the Dollar?
    ” Businesses have long tried to use social influence to drive sales, and they’ve never had more data at their disposal. “The And how can companies channel influence into sales? But what if you could know which people were truly influential in terms of driving revenue for your brand? How does it work? How does it work?
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Email Metrics that Matter to Marketers
    Is it all hard sales, all the time? Set expectations up front about how often people will receive emails from you (daily, a weekly round-up, as items become available or go on sale). 'The great thing about email marketing (well, one of the many great things) is the instant insight you get after sending a message. Did they hate it?
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Email Metrics that Matter to Marketers
    Is it all hard sales, all the time? Set expectations up front about how often people will receive emails from you (daily, a weekly round-up, as items become available or go on sale). 'The great thing about email marketing (well, one of the many great things) is the instant insight you get after sending a message. Did they hate it?
  • ANNUITAS  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Building Relationships & Trust for B2Bs – Q&A with Steve Woods
    You’ll have more success as a sales or marketing professional if you can deliver the facts and figures your buyers need to make their decision while building and demonstrating trust. 'Next week in Boston, LeadLove kicks off with our first east coast city! Take a look at our Q&A and don’t forget to register for LeadLove Boston next week!
  • THE FORWARD OBSERVER  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success
    'Would you like more website traffic, leads, sales and happy customers? From attracting visitors, to converting leads, to closing sales, and delighting customers. One of the biggest unforced errors of marketing is ignoring your customers after a sale. Social media can grease the wheels of your inbound marketing. Here''s how.
  • THE ROI GUY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Your Sales and Marketing "CFO-Ready"?
    'A tectonic shift is occurring in IT decision-making, which if ignored will certainly shake up your sales and marketing strategy, and may even cost you your job. IT execs and managers your marketing campaigns have been targeting, and who your sales reps are comfortable talking to. The bottom-line, is your sales and marketing CFO ready?
  • CRIMSON MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Why Is No One Paying Attention to My Content on Social Media?
    Is it links, sales, brand awareness, leads or engagement? Whether you want to increase your traffic or drive sales, you should focus on how you can amplify your content to reach these goals. 'Once upon a time producing a lot of amazing content was all brands needed to get noticed on the internet. What is social amplification?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Sales] A Must Visit Site for Companies in the Tampa/St. Peterburg areas
    It simply blows away all sales and marketing leaders, and we are really proud of it. Filed under: Customer personas , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , sales challenges. 'For companies in Western Florida, especially the Tampa/St.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 5 Crucial Things CMOs Need to Know from the IBM CMO Study
    The Traditionalist are struggling with data, new channels/devices, have yet to integrate physical and digital sales and service channels, seldom engages on social media, etc. Let us know in the comments if you’re a CMO—or another C-suite exec—who has some thoughts about what it means to be a CMO in this changing world of marketing. It’s true.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    'Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. has extensive experience in the sales and teleprospecting process.
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