• MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 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, JANUARY 26, 2015
    [Sales] The Top Inbound Marketing Metrics for B2B Marketers
    With dozens of metrics out there, it's critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, JANUARY 26, 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
  • CMO ESSENTIALS  |  MONDAY, JANUARY 26, 2015
    [Sales] Two Marketing Success Stories from the History of the Super Bowl
    According to marketing professor, Charles Tomkovick, Apple’s famous 1984 ad resulted in 90% higher product sales than what had been initially projected over the 90 days following the ad. 'Marketing and advertising professionals can often talk for hours about the Super Bowl without once mentioning football. What’s in a Name?
  • FATHOM  |  MONDAY, JANUARY 26, 2015
    [Sales] 3 Steps to Digital Marketing Success in 2015
    Can you tie conversions to sales? Segmenting can help you send messages about upcoming sales on items your customers currently buy as opposed to advertising a sale to people who still aren’t aware of what your product does. Follow these 3 digital marketing steps to ensure you start off 2015 right: Set a good foundation.
  • VOICE-BASED MARKETING  |  MONDAY, JANUARY 26, 2015
    [Sales] How to Create Stellar Video Content for Marketing in 2015
    66% of sales managers rate phone leads as excellent (BIA/Kelsey) – better than any other lead type – so encouraging your audience to call you is smart. 'In 2017 video will account for 69% of all consumer Internet traffic ( Cisco ). Content marketing via video is growing rapidly and having a video content marketing strategy is necessary.
  • THE ROI GUY  |  MONDAY, JANUARY 26, 2015
    [Sales] Three Key Metrics for Your 2015 Selling Effectiveness
    Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Advice: Training by itself is not enough to achieve effectiveness.
  • BIZNOLOGY  |  MONDAY, JANUARY 26, 2015
    [Sales] What the BlackBerry Twitter debacle taught us about social media
    The phone was once popular among high-powered executives, and now it’s sales lag behind iPhones , Androids, and the Windows phone in terms of market share. 'If you’ve been online in the last few weeks, you probably heard that BlackBerry made a pretty silly mistake on Twitter. As in, an Apple product instead of a BlackBerry smartphone.
  • VIDYARD  |  MONDAY, JANUARY 26, 2015
    [Sales] Using Video to Turn Website Traffic into Leads
    To understand the importance of video in the sales process, we have to think about how customers behave today. In the past, a sales rep would simply pick up the phone and cold call to introduce a new product or service to a prospect. Customers today don’t want to talk to a sales rep unless they are ready. Can videos drive leads?
  • B2B MARKETING UNPLUGGED  |  MONDAY, JANUARY 26, 2015
    [Sales] Why Content is Social Media Dietary Fibre
    Last week we looked at the mechanics of getting a social media strategy off the ground by engaging our HR and sales people. It’s an all-you-can eat buffet of white papers, webinars and ebooks guaranteed to feed your busy professional brain that really delivers only the chronic reflux of relentless sales people. It’s New(ish).
  • SYNECORE  |  MONDAY, JANUARY 26, 2015
    [Sales] 5 Facts Every Business Needs to Know about the Mobile Revolution
    Mobile commerce sales are expected to increase by 32 percent in 2015, according to eMarketer. 'Guess what? The world is in the middle of a mobile revolution. Now, more than ever before, consumers are using their tablets and mobile devices to shop online. Those who fail to do this risk missing out on an increasingly important business channel.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [Sales] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Our goal is to build the relationship through one person to the point to where the lead is sales-ready, then hand that relationship off to the next person. Have a clear hand-off process between Marketing and Sales. Confirmation that the lead wants to speak to a sales representative. Also, it should be the same person.
  • HUBSPOT  |  SUNDAY, JANUARY 25, 2015
    [Sales] 13 Stereotypes of Salespeople: Debunked [SlideShare]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. When asked to identify the first word that came to mind to describe "sales" or "selling," the most prevalent answers included “pushy,” “sleazy,” “ugh,” “yuck,” “dishonest,” and “manipulative.”. InsightSquared.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 24, 2015
    [Sales] New Marketing Automation Options for Small Business in the VEST Report
    The system also extends beyond sales and marketing functions to include customer forums, Wikis, support tickets, project schedules with tasks assigned to individuals, and coupons. all in one sales and marketing software b2b marketing automation Raab VEST report small business marketing software Here are thumbnails of the others.
  • HUBSPOT  |  SATURDAY, JANUARY 24, 2015
    [Sales] 17 Demand Generation Stats Every CMO Needs to See
    Companies meeting or exceeding their revenue goals attract significantly more website traffic and generate more leads, Marketing Qualified Leads (MQLs), sales opportunities, and customers than those that aren’t. 74% of companies that weren’t exceeding revenue goals did not know their visitor, lead, MQL, or sales opportunities.
  • E-QUIP  |  FRIDAY, JANUARY 23, 2015
    [Sales] Does Sharing Financial Information Improve Performance?
    The most important data is that which employees can act on—helping meet sales targets, reduce expenses, increase efficiency, for example. 'I''m working with a family-owned engineering firm that has tentatively decided to take a bold step: to start sharing financial information with all their employees. Is there a trend here? Provide context.
  • CRIMSON MARKETING  |  FRIDAY, JANUARY 23, 2015
    [Sales] Forget Vanity Metrics: How To Get Serious About Marketing Analytics
    Instead, make it a point to meet with your prospects at the event and require your sales team to report on their meeting metrics. 'With the steadily increasing importance of marketing analytics and metrics, it’s very easy for B2B marketers to hone in on “vanity metrics.” Social Media. page views or more)?” ” 2.
  • LEADERSHIP  |  FRIDAY, JANUARY 23, 2015
    [Sales] Interesting Infographics: What Content Has the Most Clout?
    Content Marketing Infographics B2B lead generation B2B sales c-suite content content marketing home infographic technology buyers 'Which type of content drives the strongest ROI in your B2B lead generation playbook? Quality Not Quantity. 25% said they consumed 6 to 8 collateral assets. So focus on creating quality, relevant content!
  • BIZNOLOGY  |  FRIDAY, JANUARY 23, 2015
    [Sales] Mobile will disrupt your industry: 3 ways to protect your business
    Do you want to learn more about how to improve sales, increase conversions, and reduce the costs from your search marketing? 'How important is mobile for marketing your business in 2015? If you’ve read any of my past posts, you should know the answer is “extremely important.” That means some 4 to 4.5 Cool, right?
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 23, 2015
    [Sales] 5 Tips for Developing Strong Buyer Personas
    great book, Launch by Mike Stelzner of Social Media Examiner, which we were hand-selected to review , he calls these “ Person Personas ” – the emphasis must be on people and not on the sale. Talk to people who deal with customers, like support and sales. In fact, in his. Amen, Mike.). ” Those are NOT personas.
  • WRITTENT  |  FRIDAY, JANUARY 23, 2015
    [Sales] The 11 Key Elements of Amazing Copywriting
    And, of course, fabulous copywriting generates leads so sales people can do what sales people do best: sell. Nurture your leads through great content, and then hand them over to the sales team to close the deal. 'Image source. can always tell when I’m reading amazing copywriting by the drool pooling on my desk. Empathizes.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Sales] 5 Tips For Marketing Leaders To Bridge Organizational Silos
    If your typical B2B customer starts at an advert, then goes to your website, books a webinar, and subscribes to your RSS feed for three months before agreeing a sales appointment, share that journey with your teams. 'Marketing used to be easier, wasn't it? That was about it. No more. Dump separate P&Ls and adopt combined financials.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 22, 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. Dave Kerpen of Likeable Local. One of my favorite sections of this book is where Dave explains What Social Media Can and Can’t Do and I want to share that with you.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Sales] The State of Marketing Technology in Asia
    David is a strong advocate for the business value that marketing and communications add at every level of the sales funnel, from building brand awareness, to engaging customers, to driving sales, to CRM. There must be a robust process between marketing and sales within your organization. Follow David on Twitter @ketchum.
  • HUBSPOT  |  THURSDAY, JANUARY 22, 2015
    [Sales] 8 Ads With Subliminal Messages You've Probably Missed
    billion in box office sales alone. 'Advertising is supposed to be impactful and clever without overpowering. David Ogilvy, the modern Father of Advertising, once shared this great quote : “A good advertisement is one which sells the product without drawing attention to itself.”. In short, be subtle. Win-win for advertisers! 4) Amazon.
  • VOICE-BASED MARKETING  |  THURSDAY, JANUARY 22, 2015
    [Sales] The Biggest Thing Jake from State Farm Taught Me: Phone Calls Drive Revenue
    Related Stories 12 Ways to Get Your Sales Team’s Phones Ringing 3 Stats You Need to Know to Provide Stellar Customer Service 5 Tips for Creating a Killer Call-to-Action. 'Every now and then there’s a commercial that captures the public’s attention and inserts itself into mainstream thought and humor. Even at 3am. Call Routing
  • VERTICAL RESPONSE  |  THURSDAY, JANUARY 22, 2015
    [Sales] Your Guide to Email Design
    In this guide, we cover the dos and don’ts of email design for commonly sent emails including email newsletters, sales emails, welcome emails and event/invitation emails. Sale email. Every business hosts a sale or a promotion at some point, and email is a great way to spread the word. How many colors should you use? Fonts.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 22, 2015
    [Sales] Traditional vs. Digital: The Super Bowl Ad Grey Space
    But now, because we know we can target the right people, spend less, and convert more sales—we recognize that without incorporating digital campaigns, a Super Bowl commercial is an outdated and inefficient spend. 'Author: Shanna Cook Who wants to, or better yet who can afford to, spend $4.5 The dividing line has been drawn—where do you stand?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, JANUARY 22, 2015
    [Sales] Performance-Based Goals vs. Getting Better Goals
    In sales we‘re usually dealing with performance-based goals like, achieving 120% of quota or earning $200,000. 'It‘s time for more straight talk today on goal setting. So let me ask you this: What IS your quota this year? How about your revenue goal? ll bet it hasn‘t gone down. Performance-Based Goals. Success Mindset
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [Sales] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    Chris is a serial entrepreneur and Internet marketing specialist with over 23 years of technology, marketing, and sales experience. He has started, sold, and partnered with digital agencies aimed at integrating sales and marketing platforms for a variety of businesses. Marketing automation before sales automation. LEO : I agree.
  • BLOG MY CALLS  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Location Based Marketing Association Launches New Chapter
    The launch introduced the new Chapter President, Scott McNulty, who also works in enterprise sales with LogMyCalls. 'The Location Based Marketing Association (LBMA) launched its newest chapter January 21, 2015 in Los Angeles. In addition to demonstrating “how LBM can be applied across all media – not just mobile.” Read More.
  • GREAT B2B MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] The Economic Value of Your Company Brand
    It can be a sales and profit accelerator by helping you sell more products and services at a greater profit margin. By contrast, a differentiated brand can deliver a shorter sales cycle, and much less, if any, competition, where you are able to drive premium price points. Following is a summary of what I said on the podcast.
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 5 Lead Generating B2B Website Trends
    Many professional services firms are educating and persuading prospects up front, prior to the point of sale. 'At the top of every marketing director’s mind is having a website that converts web visitors into leads and leads into new business opportunities. How can your firm get there? 1) Calls-to-Action (CTA). 2) High Quality Content.
  • FATHOM  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Marketing Confessions: Numbers Sometimes Lie (Shh, Don’t Tell Anybody!)
    On a related note, organizations that optimize the emotional connection with their customers outperform competitors by 26% in gross margin and 85% in sales growth (via The Gallup Organization). 'Let’s talk investing. Warning: The following is in no way intended to be construed as financial advice. We’re all in agreement, right?
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 10 Quick Competitive Advantages for Modern Marketing
    What’s more, in the deeper stages of the sales cycle, between Sales-Accepted Leads (SALs) and Sales-Qualified Leas (SQLs), lead scoring practitioners have nearly twice the average conversion rate from stage-to-stage as non-practitioners (43% vs. 27%). 'Modern marketing is a fast-paced, ever-evolving whirlwind of activity.
  • CRIMSON MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Shafqat Islam, NewsCred CEO: Build a Content Marketing Machine like the World’s Most Profitable Brands
    Gilded Links: In a B2B corporate marketing environment where 60-70% of the buyer’s journey takes place before he/she speaks to Sales, Shafqat sees LinkedIn as a golden demand generation opportunity. He shows how sponsored posts are driving exceptional conversion rates and suggests the psychology behind this phenomenon.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales
    'Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media. To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). Read on for 10 essential principles to build belief, sweep aside distrust, and close sales.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Right Time, Real Time Selling
    ” The article goes on to say that internal R&D is the #8 source of new ideas — more and more CEO’s are turning to Sales and Marketing, Customers, and Business Partners for new sales opportunities. Filed under: Find New Customers , Oracle Marketing Cloud , Sales 2.0. Thanks, Marketo! Right Nows.”
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Why transparency is essential for building corporate brand trust
    Compelling – make content more interesting, original, relevant, personal, but not hard “sales/marketing” pitches. 'The growing demand for greater corporate transparency, especially among Millennials, should not be news to anyone. Trust in business has reached new lows, as reported by the latest 2014 Edelman Trust Barometer (e.g. Not anymore.
  • THE ROI GUY  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] The Buyer's Journey or Hide and Seek?
    We were in control of the supply and the sales cycle. This new game is a tough one, with: A whopping 58% of B2B deals stalling as the buyer goes dark leaving sales scratching their heads as to what happened (SBI). Only 59% of sales reps achieving their quota in 2014, down sharply from 67% last year (Accenture). It was Showtime.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Beware Of Shiny Objects: Why Email Marketing Trumps Social Media
    That will make them more open to speaking with your sales team at some point in the future. Unfortunately, many companies ignore their customers once the sale is closed. 'To acquire customers, does your marketing focus more on social media than email? Consider this: Email is 40 times more effective than social media. And popular.
  • EARNEST ABOUT B2B  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] Event Marketing: Time to bridge the content chasm?
    The last thing they want is the sales push from slick rick in the suit – and thats why ‘content marketing’ is so important, especially in the physical events space. 'Surely there is a better way to share your marketing materials at events and exhibitions? But are these events really working? So what''s the solution? Events
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 3 Lessons Marketers Can Learn From Social Apps
    The size of the potential sale should not be proportional to the number of fields on a newsletter signup. And gives your sales executives some free icebreaking facts to use in that first meeting.). 'Vine. WhatsApp. Tinder. Very different apps, doing very different things - most of them social. Surprisingly, there is. Take Tinder.
  • WRITTENT  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 5 SEO Writing Techniques to Consider in 2015
    Have these SEO writing techniques had an impact on your rankings and sales? 'SEO writing techniques? It might be 2015, but content and search engine optimization still go hand in hand. What’s the point of high quality writing that ends up on page 40 of Google’s search results? Nobody will see it. Use a calendar. Planning is essential.
  • 3D2B  |  TUESDAY, JANUARY 20, 2015
    [Sales] Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
    'How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. That’s what a sales lead management team does via the phone, email, and more.
  • BLOG MY CALLS  |  TUESDAY, JANUARY 20, 2015
    [Sales] 5 Key Advantages of Data-Driven Marketing
    Information regarding customer search patterns, social media activity, and interactions with advertising and sales processes is readily accessible to develop focused campaigns based on consumer behavior. 3.Enhanced Sales Funnel Visibility. Data-driven strategies have enhanced the effectiveness and measurability of marketing campaigns.
  • HUBSPOT  |  TUESDAY, JANUARY 20, 2015
    [Sales] How to Write a Great Value Proposition [Infographic]
    great value proposition could be the difference between losing a sale -- and closing it. So how do you actually write a value proposition that''s strong enough to lift conversion rates and sales? 'Your value proposition is the core of your competitive advantage. It''s also one of the most important conversion factors.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 20, 2015
    [Sales] Flaunt your humanity: P&G’s former CMO Jim Stengel on the Next Era of Marketing
    Companies are growing earnings faster than they’re growing sales, and that can’t go on forever. When you get into a more personal sale, like Zappos or an automobile, this idea of the consumer experience can be rich. Would you care about what they had to say? Do you both share the same values? couldn’t agree more. sure do.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JANUARY 20, 2015
    [Sales] 3 Tips For Creating Killer Event Agendas for 2015 (and Beyond)
    It also helps support the discussions that prospective customers are having with your sales and marketing teams by demonstrating continuity. 'The start of a New Year, for many marketers, is an opportunity to revisit some of your annual strategic measures. Here are some tips to help you maximize your event agendas for 2015 and beyond.
  • VIEWPOINT  |  TUESDAY, JANUARY 20, 2015
    [Sales] Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind
    'You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air.
  • ANNUITAS  |  TUESDAY, JANUARY 20, 2015
    [Sales] Essentials of Perpetual Revenue
    'Several days ago I had dinner with a long-time friend who is a self-employed B2B entrepreneur. After years of building a strong customer base, she admitted that her goal this year is to drive more “passive income” from clients who aren’t actively engaged. The elements required to develop a Demand Process are not revolutionary. Learn to Love Layers.
  • VOICE-BASED MARKETING  |  TUESDAY, JANUARY 20, 2015
    [Sales] A Few Reasons Why Voice is Vital to Your Call Analytics
    The more inbound calls you get, the more opportunity you have to drive sales and revenue, and the more valuable these calls become. Imagine your CMO or client comes to you and requests information on sales calls from the past month. But what happens when they don’t convert, and you have no insight into why? Why should you care?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 20, 2015
    [Sales] How to Influence B2B Sales Prospects (Without Annoying Them)
    Use the 6 Principles of Influence in Sales Development. In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects.
  • VERTICAL RESPONSE  |  TUESDAY, JANUARY 20, 2015
    [Sales] How to Garner Sweet Success on Instagram
    The Brazilian owner uses Instagram on a regular basis to communicate with her followers, promote her brand, showcase her work and encourage sales. This exposure helps elevate her business and her sales. 'Facebook and Twitter are no longer the bread and butter of the social media world. Get a good picture. Use photo apps for touch ups.
  • SOCIAL MEDIA B2B  |  TUESDAY, JANUARY 20, 2015
    [Sales] 5 B2B Social Media Lessons Cisco Learned in 2014
    With 67% of consumers (and 94% of B2B buyers ) conducting their own research on goods and services online before making a purchase decision, how brands show up on social media can have a great influence on sales. 'With 2014 officially behind us, it’s a perfect opportunity to reflect on the past and speculate on the future. Marketing
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JANUARY 20, 2015
    [Sales] The state of the nation on SEO, content strategy and earned media
    You could really tune in and focus on individuals who were high probability customers or sales leads. Today, We’re nurturing them along a sales cycle. Companies are going to have to work harder at being able to earn the attraction of buyers early on in that sales cycle by producing more remarkable and meaningful content.
  • HUBSPOT  |  TUESDAY, JANUARY 20, 2015
    [Sales] 5 Fresh Ways to Improve Your Company Culture
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. To read more content like it, subscribe to Sales. Company culture is something that is very close to me. refer to myself as an HR-driven CEO, and I mean it. Period. Seriously. Cut meetings in half. Everyone.
  • MARKETING ACTION  |  TUESDAY, JANUARY 20, 2015
    [Sales] 8 Ways Marketing Automation Can Expand Your Search Marketing Agency
    'Search marketing agencies are experts at generating leads, building brand awareness, and increasing sales. These days, the journey from first contact to final sale is getting longer and more complicated. But why stop there, especially when you’ve got the expertise to expand your reach and improve results for your clients?
  • EMAGINE B2B BLOG  |  MONDAY, JANUARY 19, 2015
    [Sales] 10 (More) Marketing Terms You Need To Know
    This refers to increasing your online sales by converting your current website visitors into leads or clients. 'Anyone working in Digital Marketing can tell you that the acronyms for marketing terms often leave you thinking, “WTF?” CRM – Customer Relationship Management. WPO – Web Presence Optimization. UX – User Experience.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [Sales] The B2B Sales Development Rep's Guide to Data Management
    One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Happy sales prospecting! CRM Sales Tools Data Management List Development Create a process and stick with it.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 19, 2015
    [Sales] The Soft Edge; where great companies find success
    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. 'The Soft Edge. Trust. Smarts.
  • THE ROI GUY  |  MONDAY, JANUARY 19, 2015
    [Sales] Book Launch: The Frugalnomics Survival Guide
    In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value in order to effectively communicate and quantify the buyer’s challenges and the value of proposed solutions. Based on our popular blog articles, the book provides a definitive view of value marketing and selling.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 19, 2015
    [Sales] How I Grew GE by 242% in just 12 months and why my replacement failed
    Sales was run by an incompetent boob whose name I will not say. It’s hard to sell when GE Card Services says they’re sorry they bought your software and your customer pulls the plug on all purchases and a top salesperson has a bad quarter because his sales funnel dried up. ” Amen, Dr. King. We are all human beings.”
  • B2B MARKETING UNPLUGGED  |  MONDAY, JANUARY 19, 2015
    [Sales] Six Ideas for Getting Your Social Media Off the Ground
    “Even the sales guys are only tweeting about basketball.” think Klout is mostly a measure of free time and acuity with Hootsuite, but it nicely gamifies social and that is where your Sales Squirrels come in. Let the senseless competitiveness of sales take it from there. Stop assuming this is actually new. Yes, them.
  • MARKETING ACTION  |  MONDAY, JANUARY 19, 2015
    [Sales] 4 Killer Tips to Boost Social Content Sharing
    'Sales and marketing alignment: For some this topic causes panic and angst, for others it stirs up no emotion at all … and for a select minority it presents a vast ocean of opportunities. After training thousands of sales and marketing professionals. ve seen first-hand what aligned sales and marketing teams can achieve.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 19, 2015
    [Sales] 15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)
    Begin by asking your sales team: What questions do your customers ask most often? In addition, ask your sales team about the prospects involved in the buying process and what challenges they all have in common. Try to get Sales to articulate the problem they are trying to solve. Executives get too much undifferentiated content.
  • B2B LEAD BLOG  |  SUNDAY, JANUARY 18, 2015
    [Sales] Data Driven Marketing via Data Unification
    The impact of all this is a severe slow down in decision making and an inability to optimize critical processes in customer facing functions, most poignantly in marketing and sales. 'The more marketers we talk to the more they confirm the role of marketing has shifted from look and feel marketing to data driven marketing. Please share!
  • HUBSPOT  |  SUNDAY, JANUARY 18, 2015
    [Sales] The Science of Persuasion [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. To read more content like it, subscribe to Sales. Inbound Sales Leadership Professional Development Daily To be clear, I''m not talking about fooling them into buying a piece of junk. Enjoy this post?
  • BLOG MY CALLS  |  FRIDAY, JANUARY 16, 2015
    [Sales] Why Conversation Analytics Trumps Human Call Scoring
    These scorecards can be pretty lengthy and measure a variety of factors to evaluate sales performance. 5.Objectives – With call scoring, very specific elements regarding sales performance are being evaluated on phone calls. 'When it comes down to it -- human call scoring cannot compete with Conversation Analytics. Human Call Scoring.
  • AVITAGE  |  FRIDAY, JANUARY 16, 2015
    [Sales] Improve Sales Proficiency With Relevant Sales Conversations
    Traditionally, buyers were dependent on vendors through their sales representatives for information. They don’t believe — often because they haven’t experienced — sales reps can provide any other useful information. 'Why relevant? What does relevant really mean? Relevant — adjective; 1.
  • AVITAGE  |  FRIDAY, JANUARY 16, 2015
    [Sales] Improve Sales Proficiency By Being Relevant to Buyers
    Traditionally, buyers were dependent on vendors through their sales representatives for information. They don’t believe — often because they haven’t experienced — sales reps can provide any other useful information. 'Why relevant? What does relevant really mean? Relevant — adjective; 1.
  • LEADERSHIP  |  FRIDAY, JANUARY 16, 2015
    [Sales] Interesting Infographics: Nurturing the Sales Funnel Using Social Media
    'How do you nurture your prospects and keep them moving forward in your sales funnel? This interesting infographic provides social media tactics to move prospects and leads through the sales funnel. think this can extend to sales teams as well. What does a sales funnel look like in today’s world? Build a community.
  • HUBSPOT  |  FRIDAY, JANUARY 16, 2015
    [Sales] The Rise of Innocuous Holiday Shopping: End-of-Year Ecommerce Data Shows New Trend in Mobile Commerce
    Between Black Friday, Cyber Monday, Super Saturday, Hanukkah, and Christmas -- just to name the bigger shopping events -- there are a ton of potential customer touch points on which your brand can capitalize to increase sales and revenue for year end. 'Q4 is typically a strong quarter for retail. None of this information should be surprising.
  • VIDYARD  |  FRIDAY, JANUARY 16, 2015
    [Sales] Free Forrester Report: Personalized Video can Help Increase CTRs by 985%
    When Jack, a 60-year old marketing executive shows up to your website on Monday morning and sees a video of Jill, a 30-year-old sales rep, he immediately assumes (likely subconsciously) that this isn’t a product or service that’s relevant to him. 'People are inherently selfish. Sorry, err no offense! It’s crazy really.
  • VOICE-BASED MARKETING  |  FRIDAY, JANUARY 16, 2015
    [Sales] Don’t Be Fooled by These 3 Content Marketing Myths
    This will allow you better control of your message and branding, and will do a better job driving the right leads to your sales team. Alongside your strategy, you should also consider implementing marketing analytics solutions so you can track which platforms and content get the most attention and generates the most web leads and sales calls.
  • CMO ESSENTIALS  |  FRIDAY, JANUARY 16, 2015
    [Sales] Lead Scoring’s Worst Enemy: “Stuff Marketing”
    The Lead Scoring Consequence for Sales: In an ideal lead scoring situation, your sales team would see a given lead score for a prospect, trust the credibility of that score, and follow up with that prospect accordingly. In aggregate, all of this can even threaten the overall relationship between marketing and sales.
  • FATHOM  |  THURSDAY, JANUARY 15, 2015
    [Sales] Consumer Brand Manufacturing Spotlight: Mobile Christmas Failure
    More numbers that will make e-commerce marketing managers shudder: Average sales to desktop users were $107.72 'M-commerce fared poorly on Christmas Day last month, at least according to IBM data. How bad? commerce sites had  288% higher conversion rates on desktop than on smartphones. Bad general usability.
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Lower the Cost and Boost the Productivity of B2B Sales
    'Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
  • CRIMSON MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Atri Chatterjee, Act-On Software CMO: The Top Challenges Facing Integrated Demand Generation Marketers and How to Overcome Them [Podcast]
    Atri provides tips that will help you learn about your customers using your existing marketing, sales, customer support and finance systems. 'The buyer’s journey today involves a constellation of information sources buyers can use to get smart about competing products before they ever engage in the actual buying process.
  • THE ROI GUY  |  THURSDAY, JANUARY 15, 2015
    [Sales] Best Way to Reduce Discounting: Better Negotiating or Value Selling?
    Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes. Many are a whopping 50-70%!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 15, 2015
    [Sales] Recapping 2014 in Content Marketing
    quick example I like to use is that marketers should talk to Sales and product content answering each question they frequently encounter. Turn it into an internal Sales tool that can be customized. 'We all had to come out of the holiday haze just a few short weeks ago, so what better way than to start with a look back at 2014? Every.
  • VOICE-BASED MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] 12 Ways to Get Your Sales Team’s Phones Ringing
    How can you get your sales team’s phones ringing? If the data shows that your customers are more likely to call, you can leverage that information to use phone numbers more often on landing pages and get your sales team’s phone ringing. Download this free webinar, 7 Ways Inside Sales teams Optimize Performance in a BYOD World.
  • VERTICAL RESPONSE  |  THURSDAY, JANUARY 15, 2015
    [Sales] Why You Should be Using Product Listing Ads Right Now
    Listing your products on comparison and shopping engines are a great way to gain visibility and increase traffic to your site which will hopefully translate into sales. We These sites are massive e-commerce aggregates, allowing customers to have access to all types of products from virtually anywhere. How do they work work?  .
  • BIZNOLOGY  |  THURSDAY, JANUARY 15, 2015
    [Sales] Why transparency is essential for building corporate brand trust
    Compelling – make content more interesting, original, relevant, personal, but not hard “sales/marketing” pitches. 'The growing demand for greater corporate transparency, especially among Millennials, should not be news to anyone. Trust in business has reached new lows, as reported by the latest 2014 Edelman Trust Barometer (e.g. Not anymore.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Marketing and Finance: A Match Made in Heaven!
    And of course we work closely with the Sales Team—who relies on us day in and day out for those super hot leads—you know, the ones that are waiting by the phone to sign an order form with little to no convincing. To WHOM?”). We work with IT on the selection and implementation of mission-critical software platforms (think “Marketo”).
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 15, 2015
    [Sales] The Simple Rule: The Person Who Fails the Most, Wins
    There’s a lot of free content on BtoB marketing at Find New Customers , so check it out and download our great content, like How to Find New Customers , a great white paper once sponsored by Marketo and edited by a top sales author, so it is very good and it is highly recommended. Petersburg on January 27th. No chance, no results.
  • ANNUITAS  |  THURSDAY, JANUARY 15, 2015
    [Sales] Analytics That Matter
    Number of days it takes to move prospects from initial engagement to a sales opportunity. And finally, your conversion metrics should reflect your Return on  Investment (ROI) as well as the health of your sales pipeline. Value of all current sales opportunities. Today, all of us are tracking results in some form or fashion.
  • MARKETING ACTION  |  THURSDAY, JANUARY 15, 2015
    [Sales] 3 Sure-Fire Tactics to Attract More Leads (and Be Better Looking)
    More traffic from your target audience means more chances for a sale. 'When it comes right down to it, marketing is simply about attraction – delivering your best come-hither stare and, fingers crossed, being taken up on the offer. But attraction has to start somewhere. In most cases, “somewhere” is the top of the funnel with lead generation.
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