• VIDYARD  |  TUESDAY, AUGUST 30, 2016
    [Sales] 17 Reasons Why Small Business Need (More) Video
    Pick things to focus your time on that are going to generate awareness, educate your customers to prime them for your offering, build demand, create shorter sales cycles, promote a free trial, etc. If you don’t have a sales team and your transaction happens online, then the faster that will happen, too! There are 17 good reasons why.
  • LEANDATA  |  TUESDAY, AUGUST 30, 2016
    [Sales] Finding the Time to Sell
    Doug Landis was listing all the things that can occupy the typical day of a sales rep. What’s really important to me is something I call ‘engaged selling time,’” said Landis, the vice president of sales productivity and chief storyteller at online file storage company Box. Account-Based Sales & Marketing Sales Operations
  • THE ROI GUY  |  TUESDAY, AUGUST 30, 2016
    [Sales] Your Next Practice: Interactive Value-focused Content
    And they aren’t the only ones generating significant sales and marketing improvements with interactive value-focused content. As B2B buyers leverage more content to help make better purchase decisions, buyer sentiment is clear: All content is not created equal. For your buyer it’s about quality over quantity. They don’t need more content.
  • KEO MARKETING  |  TUESDAY, AUGUST 30, 2016
    [Sales] Sales Enablement Best Practices
    Sales enablement” is the term for activities and programs that prepare and support the salespeople. Selling the company’s products should be a team effort; sales and marketing working together to create consistent and growing revenue streams. Here are five best practices to develop better sales teams. 1. Industry expertise.
  • PUZZLE MARKETER  |  TUESDAY, AUGUST 30, 2016
    [Sales] Discover Marketing Technology Used by Leading Companies
    As someone who strives to keep up-to-date with the latest marketing tools, I was curious to see what was the most popular for Support, Sales, and Marketing. For example, these are the business tools used by Airbnb. Current ranking is… WordPress – website content management. Mailchimp – email marketing system.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, AUGUST 30, 2016
    [Sales] The 3 Sales Questions I Should Have Asked
    A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention. Winning Deals
  • ANNUITAS  |  TUESDAY, AUGUST 30, 2016
    [Sales] Four Tips to Maximize Your Data
    Here are four tips to maximizing data that are applicable to companies of all levels of data sophistication – whether they already have been meticulously tracking their marketing and sales activities for years, or they’re just now establishing their data strategies. 1. They don’t have to be. When in Doubt: Collect More Data-.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 30, 2016
    [Sales] 4 Reasons Why You Can’t Miss Marketing Nation Online
    We’ve got a track dedicated to helping you learn how to attract buyers, nurture them, and deliver win-ready leads to sales. Author: Rick Siegfried Aren’t trade shows so much fun? Unfortunately, this all comes at cost–both in time and money. The point is, live, in-person trade shows have their pros and cons. Well, there is! Check ‘em out!
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [Sales] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Belly landed its initial customers with outside sales and “feet on the street.” By 2014, Belly had gained a significant market presence, and shifted from a dominant outside sales team to a dominant inside sales team. In this blog, we will be sharing details about how we increased our leads and sales effectiveness.
  • KAPOST  |  TUESDAY, AUGUST 30, 2016
    [Sales] Tips on Optimizing Buyer Personas to Make Content More Buyer-Centric
    Insights from current sales numbers, industry trends, market research, and social media stats all help shape a buyer profile, but remember, this data is focused on the past. Tip #2: Review user interviews and see if buyers personas align with current insights from sales and customer service. Hooray for the power of content in action!
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 30, 2016
    [Sales] Why Demand Generation Requires More Than Marketing
    As is often the case in these discussions, the topic of the sales team came up. My prospective customer, who is an executive on the marketing side of the organization, wanted to know how he could get sales to appropriately respond to […]. I had a conversation with a prospect today about their demand generation challenges.
  • CONTENTLY  |  MONDAY, AUGUST 29, 2016
    [Sales] 5 Keys to Building a Culture of Content
    Content serves as a powerful tool for sales teams, a driver for recruiting efforts, a boon for investor relations, and a cost-saver for customer service. Most companies are thinking about content all wrong—or at the very least, in a very limited way. This relationship is symbiotic. Salespeople are the experts on prospect needs. None of that.”
  • BIZIBLE  |  MONDAY, AUGUST 29, 2016
    [Sales] Critical Elements of ABM Reporting
    In B2B sales, when a deal is closed the team celebrates and announces they’ve closed a new account. To truly align the organization and drive the most revenue through account-based marketing, Marketing needs to speak the same language as Sales: revenue. And to do that, they must report on contacts and accounts. Lead to Account Mapping.
  • OPENTOPIC  |  MONDAY, AUGUST 29, 2016
    [Sales] 5 Mobile Marketing Methods To Build Your Ecommerce Brand – Dub News – More News, Less Clutter
    eCommerce Tips That Will Double Your Sales Right NOW. dubnews.com – Instagram for Business: How to Build an Audience of Followers for Your Brand Nexternal – Your Brand is Your Passion. eCommerce is Ours. The Nexternal eCommerce Platform – Your Brand is Your Passion. eCommerce is Ours. Brands & Marketers
  • OPENTOPIC  |  MONDAY, AUGUST 29, 2016
    [Sales] 5 Mobile Marketing Methods To Build Your Ecommerce Brand – Dub News – More News, Less Clutter
    eCommerce Tips That Will Double Your Sales Right NOW. dubnews.com – Instagram for Business: How to Build an Audience of Followers for Your Brand Nexternal – Your Brand is Your Passion. eCommerce is Ours. The Nexternal eCommerce Platform – Your Brand is Your Passion. eCommerce is Ours. Brands & Marketers
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 29, 2016
    [Sales] Smart Marketers Will Be At Forrester’s B2B Marketing Forum (And Use Our Discount Code!)
    59% of those same business buyers prefer not to interact with a sales rep as their primary source of information. Events Marketing Sales B2B b2b sales customer 2.0 forrester marketing Sales Intelligence sales productivity Smarketing sponsor technologiesMore and more, […].
  • HUBSPOT  |  MONDAY, AUGUST 29, 2016
    [Sales] 8 Data-Backed Strategies to Increase Your Video's Play and Conversion Rates
    They send out a video when the prospect has already talked to sales in-depth and is in decision mode. Video production is not just about making videos for awareness purposes. In our experience, using video strategically can help you at every step of the marketing funnel from lead generation to revenue growth. Think of it as your video's CEO.
  • BIZNOLOGY  |  MONDAY, AUGUST 29, 2016
    [Sales] Biznology’s best info on content marketing
    B2B content marketing for your sales force.  . On the subject of content marketing, Biznology has definitely kept the content flowing. I’m excited to share my best content marketing articles with you. Why big data and content marketing go together. Your big marketing budget is not as big an advantage anymore. Like this post?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 29, 2016
    [Sales] Data is the Key to More Engaging Relationships with Your Customers
    This makes it critical for brands to create unique, timely, and personalized experiences with each engagement to capture the consumer’s attention and generate sales. In today’s age, when a consumer goes to purchase an item, she is faced with an unprecedented level of choice. Purchase in-store or online? Name brand or generic?
  • CONTENT STANDARD  |  MONDAY, AUGUST 29, 2016
    [Sales] 5 Content Marketing Trends to Plan Your 2017 Budget
    But when Jack Dorsey, founder of Twitter, includes live stream video as one of his five priorities to shareholders to turn around the sluggish ad sales and user growth, you know it must be important. ” It’s a good question, and one that’s simply explained without jargon. There are many others. Finally, I found it. ” 2.
  • SNAPAPP  |  MONDAY, AUGUST 29, 2016
    [Sales] 3 Ways to Create Customer-Driven Content
    Are they clicking on your sales page? Content marketing is a powerful way to increase brand awareness and drive sales. Guest post by Shayla Price. Traditional marketing does not have the same effect on consumers as it once did. Customers are now conditioned to avoid advertisements. They can pinpoint specific consumer interests.
  • ACT-ON  |  MONDAY, AUGUST 29, 2016
    [Sales] How to Tie Your Content Marketing into Your Account-Based Marketing
    Who doesn’t want to finally get sales and marketing and other departments to work together like a finely-tuned orchestra? You’ll need to calibrate and coordinate how you communicate with them, and pay close attention to account scoring to determine when it’s time to hand them off to sales. Leverage what sales knows. It is.
  • THE B2B RESEARCH BLOG  |  MONDAY, AUGUST 29, 2016
    [Sales] The cost of losing a customer
    What’s the cost of losing a customer?  ‘A lot’ is the simple answer, especially in B2B markets where the pool of prospective customers is limited and each sale tends to be high value. Only the latter category – those who have defected to a competitor – are of interest as they represent lost sales. Here’s how. Cost per lost customer.
  • BRAINSHARK  |  MONDAY, AUGUST 29, 2016
    [Sales] 3 Steps to Prioritize Sales Enablement Initiatives
  • PUREB2B  |  SUNDAY, AUGUST 28, 2016
    [Sales] Customer Acquisition: In-House or Outsourced?
    One method is to outsource lead generation initiatives so the in-house sales team can focus on driving prospects through the sales funnel. In this article, we will talk about the pros and cons of both internal and external customer acquisition and how both can help your business achieve its sales and business objectives.
  • JUNTA 42  |  SATURDAY, AUGUST 27, 2016
    [Sales] This Week in Content Marketing: The Future Owners of Newspapers? Brand Marketers 
    Available by subscription in both online and print formats, it’s a great example of how businesses can use thought-leadership content to align their marketing and sales goals. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. This week’s show. Content marketing in the news.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] Content Marketing 2016: Staffing, Measurement, and Effectiveness
    percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. Marketing. But brands.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] Study: How Much of Your Content Marketing Is Effective?
    for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? content. in it.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] Content Methodology: A Best Practices Report
    Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. In the.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] Staffing and Launching Your Content Marketing Program
    before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. All rights reserved. Introduction 3 II. robbery.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, AUGUST 19, 2016
    [Sales] Evangelizing a Content Marketing Program
    50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. effort between marketing and sales allows. of content to a given sale.
  • BIZIBLE  |  FRIDAY, AUGUST 26, 2016
    [Sales] CMO's Organizational Readiness Indicators for Multi-Touch Attribution
    Are you ready to see how the sales team’s outbound activities line up next to your marketing strategy? According to the State of Pipeline Marketing Report 2015 , less than half of CMOs believe that their team is using the correct attribution model. You want to accurately connect marketing to revenue. 15 Popular Marketing Channels: Email.
  • LEANDATA  |  FRIDAY, AUGUST 26, 2016
    [Sales] Better Salesforce Reports with Cross Filters
    My sales manager always has the same request. LeanData Sales OperationsIt’s the beginning of a new quarter. And that means it’s time to reorganize our Accounts. We need to select new targets and cut down the number of Accounts each rep owns. Now how do I get that list? It would be a process of elimination. Now click OK.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 26, 2016
    [Sales] Your Content Pros' Guide to Crafting the Optimal Experience
    From research to wording, Victor can transform a company’s website from an underperforming landing page to a content rich, customer engaging sales tool. Four top Content Pros have joined us this past month to reveal their prowess in the marketing industry. Stop scrambling and perusing “how to’s” online! Show and Tell.
  • BIZNOLOGY  |  FRIDAY, AUGUST 26, 2016
    [Sales] 6 important data points to record on your customers
    The majority of your sales will come from repeat customers, as studies show the top 10% of your loyal customers spend three times what the bottom 90% does, and perhaps more importantly, the top 1% spends five times more than the bottom 90%. To drive sales higher, you must understand what, how, and why customers are buying. Gender.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 26, 2016
    [Sales] What Are the Two Types of Seasonal Marketing?
    Let’s explore one of the most common examples of long-term seasonal marketing: the sales pitch tied to a local sports team. In transactional marketing, “total focus is on the point of sale, the moment when a customer is actually charged for the item,” reports Signet Interactive. What’s the Difference? the U.K.,
  • CONTENT STANDARD  |  FRIDAY, AUGUST 26, 2016
    [Sales] The Top 10 Stats from 2016 that Show the Importance of Email Marketing
    ” What’s more, as Hubspot pointed out , Forrester Research found that “companies that excel at lead nurturing generate 50 percent more sales ready leads at 33 percent lower cost.” When I think about digital storytelling, there are a few images that come to mind. ” Are you among them? ” 2. Marketing ROI
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 26, 2016
    [Sales] 5 Things Marketers Can Learn From Man’s Best Friend
    Even if they’re not interested in buying from you at the time, they need to know they can count on you to reach their company objectives when they are ready to make a purchase or speak to your sales team. 5. Author: Katie Pope Happy National Dog Day! Affectionately named (wo)man’s best friend, dogs have a lot to offer us.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [Sales] ABM Vendor Guide: Special Features to Deliver ABM Messages
    Our tour of sub-functions from the Raab Guide to ABM Vendors has now reached Execution. That definition could apply to almost any system that delivers marketing messages, but the ABM Guide includes only ABM specialists. This narrows the field drastically. Many can also push messages to other channels via marketing automation or CRM integration.
  • OPENTOPIC  |  THURSDAY, AUGUST 25, 2016
    [Sales] How Important Is Lead Generation For Your Business?
    – Lead generation services are crucial to ensure that your business generates sales that will maximize profits and revenue. Lead generation services companies ensure that businesses get the right leads … at the right time. The post How Important Is Lead Generation For Your Business? appeared first on Opentopic.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [Sales] ABM Vendor Guide: State-Based Flows to Orchestrate Account Treatments
    Flows may also trigger actions other than messages, such as alerting a sales person. Next up in this series on ABM sub-functions described in the Raab Guide to ABM Vendors : State-Based Flows. That's no accident. chose an unfamiliar term because I didn’t want people to assume it meant something it doesn’t. Either approach can be effective.
  • VIEWPOINT  |  THURSDAY, AUGUST 25, 2016
    [Sales] Is Your Funnel Full of Fool's Gold?
    The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. Sales should expect to receive leads that are qualified, nurtured and ready to begin the closing process.
  • HINGE MARKETING  |  THURSDAY, AUGUST 25, 2016
    [Sales] Build a Better Lead Generation Website: Balancing Design and Functionality
    soft offer allows people to take a smaller, incremental step in the sales process. When the time comes to overhaul your website, it’s important to consider what you want out of it. But these sites aren’t inexpensive. But the revenues they create can quickly cover the investment costs. Content. Those are important, but for different reasons.)
  • CHIEFMARTECH  |  THURSDAY, AUGUST 25, 2016
    [Sales] A Rosetta Stone of marketing technology terminology
    have the good fortune of sitting right next to the sales team on the phone with customers every single day. Eskimoes have a large number of words for “snow” — or so goes a cliché meme that’s been around for decades. Not surprisingly, quite a few. Also, not surprisingly, they vary from one martech vendor to another.
  • OPENTOPIC  |  THURSDAY, AUGUST 25, 2016
    [Sales] 7 Ways to Keep Your Customers Begging for More
    ” Entrepreneurs don’t realize that this burden is actually costing them over $200 billion in repeat sales, according to a recent study by the W. P. entrepreneur.com – Apply now to be an Enterpreneur360™ company and let us tell the world your success story. Carey. Brands & Marketers
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, AUGUST 25, 2016
    [Sales] The 4 Letter Word in Success
    This 4 letter word is a key ingredient not only important to understand but to activate.  As a Sales Manager or in anyone in a leadership position creating this passion to succeed must exist to build a personal or professional success for yourself or any team. His blog has been rated in the sales blogs in the world! Taste it.
  • INFLUITIVE B2B  |  THURSDAY, AUGUST 25, 2016
    [Sales] Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages
    In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of.
  • BIZNOLOGY  |  THURSDAY, AUGUST 25, 2016
    [Sales] Are your marketing personas your sales market segments?
    Marketing is supposed to lead to sales, right? So why is it that we marketers sometimes throw up unnecessary impediments to selling things? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Today, I want to talk about something similar.
  • HUBSPOT  |  THURSDAY, AUGUST 25, 2016
    [Sales] Google is Cracking Down on Intrusive Mobile Pop-Ups: Here's What Marketers Need to Know
    By gating it behind a landing page, you're generating leads -- and eventually sales -- in a much less intrusive way that brings visitors to you. Google is no stranger to algorithmic change. And usually, those changes are made for the sake of the user. For many businesses, the announcement carries major implications. Source: Google.
  • SNAPAPP  |  THURSDAY, AUGUST 25, 2016
    [Sales] What Personality Assessments Reveal About Your Customers
    As any seasoned salesperson will tell you, getting the customer to say “yes” to something -- even something as simple as a quiz result -- is an important step forward in the sales process. Also, because you’ve already opened the dialogue with the targeted content, your sales email is less likely to get thrown in the trash or marked as spam.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 25, 2016
    [Sales] LinkedIn Sales Navigator Is Not Enough For Most B2B Sales & Marketing Teams
    I understand why organizations are jumping on-board with the new LinkedIn Sales Navigator. completely agree that sales teams need to invest in LinkedIn Sales Navigator as: LinkedIn is steadily restricting functionality (that sales leaders need) from the free version. Social Media
  • ACT-ON  |  THURSDAY, AUGUST 25, 2016
    [Sales] 10 Groups to Join on LinkedIn if You’re in Marketing
    Sales & Marketing Alignment. We all know sales and marketing teams sometimes have trouble playing nice. With techniques, strategies, and tactics to help sales and marketing work better together, this group is a place where you can find resources on bridging that all-too-common gap. Infographic ©2016, Statista. for marketers.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 25, 2016
    [Sales] Understanding the Stages of Your Sales Funnel [Infographic]
    Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Simply put, a sales funnel conceptualizes the process of turning prospective leads into loyal customers. Content Marketing
  • BRAINSHARK  |  THURSDAY, AUGUST 25, 2016
    [Sales] 7 Tips to Start (or Reignite) Your Sales Coaching Program
  • BULLDOG SOLUTIONS  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] Harnessing the Power of VR and AR Part II: Applying the Technology in B2B Marketing
    By helping clients visualize what Rite-Hite had to offer within their own environment, the division was able to double its sales over a three-year period. However, these are all consumer-oriented initiatives. What about B2B marketers? At Bulldog Solutions, we believe that the answer to that question is, categorically, YES! Event Experiences.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] How giving useful ideas and secrets builds trust
    If all we do is focus on getting a conversion and winning the sale, people will tune out or opt out. This concept is particularity important for companies engaged in a complex sale, where up to 70% of a customer’s perception of your brand reputation comes from their interactions with your people. Forget the sales pitch .
  • CONTENTLY  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] 5 Lessons Brands Can Learn From Gawker
    Taking a break from sale to tout latest ComScore, 56m in US in July.) On Monday, Gawker published its last story. It was the media world’s favorite blog, and its shutdown inspired hundreds of thinkpieces. wrote my own brief memoriam here. Gawker shuttered because then-editor A.J. Gawker was controversial as hell and disgusting to some.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 24, 2016
    [Sales] ABM Vendor Guide: Features to Look for in Target Scoring Vendors
    The models most often predict whether an account will make a purchase, but sometimes predict events such as renewing a contract or becoming an opportunity in the sales pipeline. Most firms already have target account lists that were built by sales teams based on their own marketing knowledge.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] What a Buyer Wants: Personalized Advice, Business Value and ROI
    Personalization means your sales reps and partners need to have superior discovery and assessment skills, to learn more about the buyer and their challenges, and leveraging these results to deliver personalized and provocative industry insights, customized benchmarks, and aligned solution recommendations. What can you do for me?
  • LEANDATA  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] When There’s Too Much in the Tool Box
    But these days in the B2B sales tech space, that really should never be a problem. The marketplace has been inundated with sales solutions designed to make every facet of a reps’ job easier and enable businesses to sell in a more structured, efficient manner. Sales Ops pros have to make sure applications are operating properly.
  • OPENTOPIC  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] 8 Tips for Creating an Email Newsletter Your Subscribers Will Love
    For your company to thrive, you must establish relationships with customers that continue after the sale. business2community.com – Running a successful business involves more than just promoting and selling a product. Email newsletters can help you connect with your customers. Today’s consumers are highly. Brands & Marketers
  • VIDYARD  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] Are You a Master Video Marketer? Find Out in This 2-Minute Assessment!
    Aligning with your sales team on a monthly basis to understand what content would enable their sales conversations and then consistently creating those videos to support them. … and that’s just a taste! If you’re reading this post, you’re probably already using video. We’d even bet on it. But it is just the start. Start Assessment.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] 6 Steps for a Successful B2B Cross-Sell and Upsell Strategy
    In fact, data from Forbes reveals 90% of the customer value for B2B businesses is actually obtained after the initial sale. For revenue marketers who support sales, which is most B2B marketers, bookings revenue is the ultimate metric. Author: Anastasia Pavlova Are you doing enough to hit and potentially exceed your revenue goals?
  • SNAPAPP  |  WEDNESDAY, AUGUST 24, 2016
    [Sales] 3 Ways to Boost Your Sales With an ROI Calculator
    What you might not know is that an ROI calculator can actually boost your sales in three ways. 1. CEB found that the average B2B buyer is 57% through the purchase decision before engaging a sales rep. That’s how your customers feel about the traditional sales process, too. Sales today is a long game. Plaid jacket? Voila.
  • HG DATA  |  TUESDAY, AUGUST 23, 2016
    [Sales] Once Upon a Time: How to Boost Your Selling Through Storytelling
    So what does this mean to us as sales people? There’s a saying in sales: People buy you first, then your company and then your product. When you’re a small company that has little brand recognition in the marketplace…or you’re an early-stage company doing evangelical sales…stories become a necessary proof source.
  • THE POINT  |  TUESDAY, AUGUST 23, 2016
    [Sales] 5 Key Tips for Driving Attendance at Field Events
    That venue could be the Ritz, it might be your local sales office – either way, you’ll need to convince the reader that he/she wants to spend an hour or more of his/her valuable time in that place. Don’t look now, but field events – seminars, roadshows, executive breakfasts – are making something of a comeback in B2B circles. No-one cares.
  • SALES ENGINE  |  TUESDAY, AUGUST 23, 2016
    [Sales] Feeding Sales Is a Process, Not a Project.
    When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. So, marketing’s new role as lead generators for sales requires more than just project management and stellar execution.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, AUGUST 23, 2016
    [Sales] It’s Almost Here! Get Your Copy of ‘Aligned to Achieve’, Plus a Free Gift
    If you work in marketing, how often do you feel like you worked tirelessly to find, nurture, and qualify new leads for sales, only to see that those leads went neglected? Market Intelligence aligned to achieve insideview book sales and marketing alignment sales and marketing book SmarketingIf you work […].
  • PR MEETS MARKETING  |  TUESDAY, AUGUST 23, 2016
    [Sales] Top Three Common Product Demo Mistakes
    Over the years, I’ve mapped innumerable number of product demos for trade shows, events, webinars and more, working with sales, product management, and technical sales. I’ve also sat through a few product demos in my role evaluating and selecting marketing technologies. One Size Fits All. Complex, Overly Designed Demos.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 23, 2016
    [Sales] CALL FOR ABSTRACTS: Oracle BIWA Summit '17 - THE Big Data + Analytics + Spatial + Cloud + IoT.
    Sales promotions for products or services disguised as proposals will be eliminated. Dogfooding – How Oracle Uses Oracle Advanced Analytics To Boost Sales Efficiency, Frank Heilland, Oracle Sales and Support. THE Big Data + Analytics + Spatial + Cloud + IoT + Everything “Cool" Oracle User Conference 2017. Cloud.
  • VIDYARD  |  TUESDAY, AUGUST 23, 2016
    [Sales] 5 Types of Webinars You Need to Fire Up Your Webinar Program
    General product webinars are fantastic for later stage prospects who are looking for more in-depth information about your product, and also have the added bonus of taking the pressure off of your sales team to perform demos. Hands up! As a marketer, how often have you struggled to come up with new ideas to engage your prospects?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 23, 2016
    [Sales] One Third of CMOs Not Integrating Within Digital Channels
    Then add in the fact that, according to Forrester, cross channel retail sales in the US alone will be nearly $2 trillion by 2018—and you can see why delivering a strong cross channel experience is paramount for success. It’s no secret that the best customers are the ones who engage with brands across multiple channels. CMO Corne
  • ANNUITAS  |  TUESDAY, AUGUST 23, 2016
    [Sales] Use Marketing Automation The Right Way
    believe it will lower the overall cost of marketing, and increase sales in an attributable manner. This means forgoing an undying allegiance to our “sales process” and aligning and operationalizing our approach to the buying process. believe it will change the dynamics of customer acquisition and retention. Embrace Change. Is it easy?
  • CONTENT STANDARD  |  TUESDAY, AUGUST 23, 2016
    [Sales] How Is Video Content Affected By the Rise of Voice Search?
    Instead of “cast iron pots,” they might search for “LeCreuset cast iron pots for sale in Mobile, AL.” Voice search holds major influence over online search traffic, and its upward mobility shows no signs of slowing down. The effects of voice search on content creation are widespread, and video content is no exception.
  • INFER  |  TUESDAY, AUGUST 23, 2016
    [Sales] Act-On Improves Marketing Efficiencies by Embracing Predictive Marketing
    We also routed leads to sales accordingly – people who have shown lower activity, but their company is right in our sweet spot are those we want to get to sales right away. Infer will help us get really good at identifying our target accounts, and help sales reps feel comfortable making those calls.
  • KAPOST  |  TUESDAY, AUGUST 23, 2016
    [Sales] Why Product Marketing is Essential to Your B2B Organization
    Ensure all communications, from PR to the website to sales conversations, are consistent in message and aligned with the value you bring to the market. Product Marketing is seen almost exclusively as a content shop that owns collateral, website updates and sales training. This is encouraging. My response? There are no boundaries.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 23, 2016
    [Sales] How to be a marketing maverick in an old-fashioned industry
    grew up in that world – my father was a surveyor and designer of survey equipment, with an energetic attitude to trying out new ideas, and I worked in the family business in Marketing and Sales, dealing with my father’s latest invention for the traditional surveyor. By Elaine Ball, {grow} community member. Oh yeah, I saw that eye roll.
  • SNAPAPP  |  TUESDAY, AUGUST 23, 2016
    [Sales] How to Build the Business Case for Purchasing Marketing Technology
    While upping email open rates might be your sugarplum vision, your manager is likely more interested in what those email opens mean – more prospects clicking through to a landing page, converting, and eventually turning into sales pipeline. Change is hard. Go rogue, or achieve consensus. What is a Business Case? Reduce spend elsewhere.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 23, 2016
    [Sales] CMOs fail to go beyond brand awareness on LinkedIn
    Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. believe it’s because the attention and efforts are on the top of the funnel instead of thinking about the complete buyer’s journey. […].
  • ACT-ON  |  TUESDAY, AUGUST 23, 2016
    [Sales] From Scratch: Three (More) List Building Strategies for Agencies (and Others)
    Would sales reps have the opportunity to meet their clients, as well as prospects, at the event? Post-Event Follow-up: Every sales rep will follow up on the event leads you’ve paid to collect. First, nail the basics. Your client’s money must be spent wisely, or you’ll be looking for your next gig sooner than you’d expect.). AdWords.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 23, 2016
    [Sales] The 4 Most Effective Ways to Reduce Wasted AdWords Search Advertising Spend
    Businesses’ ever-increasing reliance on digital tactics to drive leads and, by extension, sales is logical in our brave, new and (very digital) world: more than 85% of Americans are online regularly; 20%[1] (or […]. Search Marketing #MarketingMistakes Digital Marketing how-to marketing strategy Paid Search
  • HUBSPOT  |  TUESDAY, AUGUST 23, 2016
    [Sales] 9 Reasons Why Your New Business Program Is Failing
    And among those who say they do have a plan, their strategy might not be as comprehensive as it needs to be to keep the sales pipeline from drying up. A whopping 66% of agencies have no plan in place to develop new business. In fact, it seems like many agencies are leaving their new business development largely to chance.
  • LEANDATA  |  MONDAY, AUGUST 22, 2016
    [Sales] The Salesforce Bucket List
    Like most sales ops pros, I’m often asked to run reports on pipeline created. But my sense, when I talk to other sales ops, is that Salesforce buckets aren’t being used to their full potential. LeanData Sales OperationsIn my last post, I examined the differences between reports and dashboards , and when it’s best to use each.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, AUGUST 22, 2016
    [Sales] ABM Vendor Guide: What to Look for in External Data Sources
    Internal data is most important later in the sales cycle, when prospects and customers are interacting with the company directly. real-time processes to identify Web site visitors, auto-fill Web forms or verify form entries, show data to sales people, support ad targeting, etc. Let’s start with the first sub-function, External Data.
  • HALEY MARKETING  |  MONDAY, AUGUST 22, 2016
    [Sales] The Importance of Adding Location Specific Pages for Local SEO
    To get started with your optimized location pages, get in touch with our sales team for a quote on SEO services. If you’re a staffing or recruiting firm with more than one physical address, it’s considered a crime at Haley Marketing to not have pages on your site dedicated to those locations. On-Page SEO Items to Consider.
  • CONTENTLY  |  MONDAY, AUGUST 22, 2016
    [Sales] How Coca-Cola Turned Its Digital Publication Into a Global Phenomenon
    And brand love can help increase sales.” Coca-Cola is often hailed for its ability to tell stories that celebrate diversity and inclusion. It’s hard not to be touched by the ad that shows a Coke machine uniting people who live near the hostile Pakistan–India border. Full disclosure: Coca-Cola is a Contently client.).
  • ACTIVEDEMAND  |  MONDAY, AUGUST 22, 2016
    [Sales] Diving Deeper Into Drip Campaign Best Practices
    Get Started with Drip Campaigns Drip Campaigns with ActiveDEMAND For businesses of all sizes that struggle to close sales and retain customers due to a lack of resources, ActiveDEMAND is the solution for you. Data-Driven Segmentation Segmentation based on basic demographic data such as geo-location, industry and age is no longer enough.
  • BIZIBLE  |  MONDAY, AUGUST 22, 2016
    [Sales] How To Measure Paid Media ROI (ROAS)
    If your paid media campaigns are generating clicks and leads, but they’re not getting through the marketing and sales qualified lead stages, they aren’t particularly valuable. Now, for marketing organizations that are truly aligned with their sales team and have a revenue commitment, it’s important to take the final step and measure ROI.
  • SALES ENGINE  |  MONDAY, AUGUST 22, 2016
    [Sales] How to gain a competitive advantage through your content
    First, we need to realize that the sales and marketing game in large part is still being played in the 24-foot portion of the court, even though companies have shifted resources to content marketing and social media selling, because they are still are executing 2005 marketing and sales process strategies even though the tools are current.
  • FATHOM  |  MONDAY, AUGUST 22, 2016
    [Sales] The Value of Staying Focused on Your Audience
    Making money might be the real point of marketing, according to your sales team or CFO. What is the Customer’s Relationship After the Initial Sale? Closing a sale or purchase is always exciting. But, what happens after that first sale? Engaging your audience is, effectively, the point of marketing. Will you buy it?’
  • HALEY MARKETING  |  MONDAY, AUGUST 22, 2016
    [Sales] Where Is Your Firm in the Content Marketing Life Cycle?
    How about a complete content marketing solution that brings inbound leads and sales right to your inbox … for less than 15% of what you’d pay an average sales rep? You’ve been hearing the term “content marketing” a lot for the past few years. But where do you fall in the content marketing life cycle? Where are all the other companies?
  • VIDYARD  |  MONDAY, AUGUST 22, 2016
    [Sales] The Making of Vidyard’s New Website Product Tour Videos
    Where at one point in our history (fairly recently, actually), we were focused solely on helping marketers achieve their goals, now our audience had expanded to what we call “three lenses”: marketing, sales, and internal communications. Recently, Vidyard quietly launched our new website. So how did we create this product video tour? Concept.
  • BIZNOLOGY  |  MONDAY, AUGUST 22, 2016
    [Sales] Social media strategy leaders: an intro to the series
    Many different business functions communicate with prospects and customers: sales, pr, customer support, and, of course, marketing, are only a few. Hello Biznology Readers! I am so proud to join the digital marketing experts who contribute to this blog. special “thank you” to Mike Moran who invited me to join the ranks.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 22, 2016
    [Sales] Data-Driven Marketing Tactics: 3 Technologies Optimizing Customer Experience
    These technologies can drive in-store sales, lead to better conversion, and reduce marketing waste. 
. A convergence of marketing and advertising technologies is occurring. Performance advertisers know that data insights and integrations form the core of a winning campaign, both from a creative and a revenue standpoint. Enter Data Management.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 22, 2016
    [Sales] 3 Reasons Why Data is the Foundation of a Successful ABM Strategy
    B2B organizations have access to massive amounts of data from their internal marketing and sales activities, prospect and customer behaviors, and customer service information. At its core, ABM is about engaging key stakeholders from target accounts with strategic, personalized marketing and sales messages. In one word: everything.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 22, 2016
    [Sales] The reality of online influence and the only thing that matters
    closed the biggest deal in the company’s history, worth more than $5 billion in sales. I used to be a big shot. In my corporate marketing days, I was among the top 1 percent on the company organizational chart. I was awarded seven patents and I earned two masters degrees. The frenzy was over. No emails. No calls. No meetings in Paris.
  • SALES ENGINE  |  MONDAY, AUGUST 22, 2016
    [Sales] From Branding to Demand Generation
    Once the rebrand of the website was complete, First Rate implemented their content strategy in conjunction with Sales Engine and experienced immediate positive results. Another big change First Rate made was to their sales follow up process. What can we do a year from now to keep our prospects engaged? Content Strategy
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