• KOMARKETING ASSOCIATES  |  TUESDAY, MARCH 31, 2015
    [Sales] Survey Says: Your Blogging and Social Media Efforts Are “Not a Factor” in B2B Vendor Selection
    Even though most B2B marketers advocate social media and blogging as part of their content marketing programs (they are ranked 1st and 4th respectively in tactics used via CMI / MarketingProfs’  2015 Content Marketing Trends Report ) there is a clear disconnect between production and sales effectiveness. Stay tuned. Related Posts.
  • TYPE A COMMUNICATIONS  |  TUESDAY, MARCH 31, 2015
    [Sales] Overt or Covert: What’s Your Content Culture?
    I tell these people what every great sales. 'March 31, 2015 One of the questions I’m asked most often is, “How do I convince my boss/CMO/executive to do content marketing?” read more. B2B Marketing Content Marketing Content Strategy Leadership
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 31, 2015
    [Sales] 6 Key Steps to Global (Marketing) Domination
    Localizing your company’s marketing, product, and sales content can have a hugely positive impact on demand generation , company growth, brand recognition, and revenue creation. Pre-sales content is delivered in the required languages and formats to best position your products in each target market. What is it? Step 6. Go for it!
  • CMO ESSENTIALS  |  TUESDAY, MARCH 31, 2015
    [Sales] Do Your CEM Activities Have All the ‘In’ Channels of 2015?
    This comes as no surprise as firms, especially business-to-consumer (B2C), see an increasing amount of consumers using mobile devices as part of their product / service purchase activities as well as for post-sale support. Voice (particularly phone) is not going away. Rather, they are planning to increase their adoption of these channels ?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, MARCH 31, 2015
    [Sales] True Story: 13 Agile Selling Strategies That Worked for Me
    'What''s the key to long-term sales success? Short-term sales success. Knowing how to ramp quickly totally changes the game - whether you''re in a new sales position, introducing new products, or targeting new buyers. You’ll discover how he used Agile Selling as sales training to significantly shorten his own ramp time.
  • HUBSPOT  |  TUESDAY, MARCH 31, 2015
    [Sales] Your Guide to Online Sales Tax
    While sales tax isn’t exactly a tiny detail, it may be something you haven’t yet considered. Some outlets will tell you sales tax isn’t required for online sales. Instead, this short guide will walk you through the scenarios when you’ll need to charge a sales tax. Many states don’t charge sales tax for food or clothing.
  • VIDYARD  |  MONDAY, MARCH 30, 2015
    [Sales] Cetera Financial Group, Lenovo and Prophix Software Boost Video Marketing Results with Vidyard for Eloqua
    By tracking who’s watched which videos, when and for how long, marketers can more quickly identify their hottest leads and give their sales team valuable insights for closing more deals faster. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales.  .
  • HUBSPOT  |  MONDAY, MARCH 30, 2015
    [Sales] How to Diagnose Your Funnel to Create Predictable Growth
    The bottom of the funnel, where the focus is on sales and revenue. The 8 Conditions of a Marketing & Sales Funnel. It’s not about just making a sale today, or even growing this year. If you don’t have clear targets for traffic, conversion and sales, you’ll need to develop them before you can make an assessment.
  • FATHOM  |  MONDAY, MARCH 30, 2015
    [Sales] What Makes Customers Happy?
    Examples of anti-human phenomena: Soulless content, user-hostile web design, telephone auto-prompters, ‘do-not-reply’ email addresses, unwelcome sales pitches, interruption marketing, lack of compassion. Sales & Marketing Alignment customer satisfaction Appreciation & signs of gratitude. Meeting expectations.
  • VERTICAL RESPONSE  |  MONDAY, MARCH 30, 2015
    [Sales] 4 Steps to Achieving Initial Email Marketing Success
    Invite subscribers to an open house, customer appreciation sale or other event. 'It’s time to rev up your marketing engine. To make sure your marketing efforts stay ahead of the competition, we’re going to give you the blueprints to a high performance engine. Make sure your website has an email sign up form. Welcome new contacts.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 30, 2015
    [Sales] Time for Salesperson Evaluations
    We recommend that this becomes a formal procedure between the Sales Manager and each salesperson, at least twice a year.    Weuse a Salesperson Development Tool from our Sales Managers Tool Kit. The Tool Kit is a library of 40+ robust sales management tools we have developed during our consulting practice.).
  • THE ROI GUY  |  MONDAY, MARCH 30, 2015
    [Sales] Pre-Order Today: The Frugalnomics Survival Guide
    Alinean Book ebook Frugalnomics Pisello ROI Sales Tools Value Marketing Value Selling 'Excited to announce that our new book is available for pre-order: The Frugalnomics Survival Guide How To Use Your Unique Value to Market Better, Stand Out and Sell More Preorder your copy today: Hardcover - [link] Kindle Edition - [link].
  • BIZNOLOGY  |  MONDAY, MARCH 30, 2015
    [Sales] 5 Brain hacks for more powerful copy
    For years, scientists have studied the best brain hacks that build trust, persuade consumers, and drive sales. The premise behind decoy marketing is you can add a third, less attractive option and drive more sales. 'Are you looking for a new way to supercharge your writing and increase conversion rates? Neuroscience conquered.”)
  • WINDMILL NETWORKING  |  MONDAY, MARCH 30, 2015
    [Sales] Retrain the “Lizard Brain.” Sales: Be Helpful. Be Closing.
    In a sales and marketing environment, we allow those who are helpful, in. Sales: Be Helpful. 'We want things. We crave stuff. Human beings are naturally needy. We’re wired to follow those who give — those who serve. Everything from the emotional to physical and whatever falls in between — we seek it out. Be Closing.
  • CMO ESSENTIALS  |  MONDAY, MARCH 30, 2015
    [Sales] What Life in Modern Marketing Looks Like: 13 Personal Stories
    works “turn-key” out of the box – despite what you see during the sales demo. Now, my routine includes not only those activities, but also getting very hands-on – writing and editing scripts and articles, developing and delivering sales tools and training, running reports and administering various systems. er, borrowed ?
  • MARKETING ACTION  |  MONDAY, MARCH 30, 2015
    [Sales] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    And if you think you’ve got a long path to conversion, consider this: marketing agency Starshot manages nurturing campaigns for sales cycles up to three years long! Lead scoring makes it possible to discern how sales-ready a lead is. But it also means sales can send leads back to marketing if they aren’t quite ready to make a purchase.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 30, 2015
    [Sales] 4 Perspectives That Should Shape Your View of Value Propositions
    Communicate it, such as through sales, advertising and packaging. 'Tweet If you think a value proposition is just a catchy phrase or the elevator speech your salesmen can spout off to customers, consider what Michael Lanning, the creator of the term, has to say. It should drive what you communicate, but more,”he explained. ”).
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 29, 2015
    [Sales] IBM Releases Social Business Leaders eBook – Moving From Verb to Noun #SocBiz #SocBiz25 #NewWayToWork
    Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. ' 25 Inspiring Global Social Business Leaders: Why they are shattering the traditional workplace as we know it. Exciting times! And most recently, as a way of putting all the pieces together, Maria Huntalas – Sr. How’s that for a silver lining?
  • VERTICAL RESPONSE  |  SATURDAY, MARCH 28, 2015
    [Sales] 5 Product-Selling Email Subject Line Tips for Retailers
    For example, create a sale that only lasts for 24 hours and use a subject line like, “For the next 24 hours only, take 25 percent off your purchase.” The subject line for an upcoming sale reads, “Only Hours Remain! 'Emails that are designed to sell need an attention-grabbing subject line. Show a sense of urgency.
  • HUBSPOT  |  SATURDAY, MARCH 28, 2015
    [Sales] How 16 of the Most Successful Social Sellers Schedule Their Days [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. According to research from Social Centered Selling and A Sales Guy , 72.6% of salespeople who incorporated social media into their sales processes outperformed their peers.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 2015
    [Sales] Closing the Loop on Social Leads
    step of the funnel and helping you close more sales. down the sales funnel towards being a lead ready to covert. was interesting and relevant to your audience and resulted in them moving further down the sales funnel. Indeed, building and. So, as social. how to use it, but how to derive value from it. business. Tips & Tactics.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. enough to increase sales leads: 1. corporations $100 million in sales and beyond— know their business. affect new sales lead demand, marketing. Legendary Ad Executive David. wealthy?
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 2015
    [Sales] Demand Generation: Building a predictable marketing pipeline for sales success
    Here’s the question that keeps most Demand Gen professionals up at night: how can I transform marketing from a cost center to a revenue driver? Read this ebook from idio to learn the answer
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Sales] Closing the Deal: The State of Sales Enablement
    New insight into sales managers' attitudes and beliefs about their company's sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 2015
    [Sales] Sales and Marketing Alignment in Lead Management
    Join us for the "Sales and Marketing Alignment in Lead Management" webcast on Tuesday, February 24th at 10:00am PST/1:00pm EST and learn the best tactics in lead nurturing for your organization Learn to use best practice lead nurturing, lead taxonomy, and service-level agreements to align functions.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 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  |  FRIDAY, MARCH 27, 2015
    [Sales] How to Use Pinterest for Business
    Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 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
  • LEADERSHIP  |  FRIDAY, MARCH 27, 2015
    [Sales] Interesting Infographics: Hats of to the Modern CMO
    'Chief Marketing Officer may be a well-known title, but not everyone means the same thing when they use the term. Part of the reason for these different approaches is due to the diversity of backgrounds shared by CMOs. 35% of surveyed CMOs indicated a marketing background, whereas 29% noted that they come from the operations side.
  • VIEWPOINT  |  FRIDAY, MARCH 27, 2015
    [Sales] 4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
    'Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management Let’s face it.
  • HUBSPOT  |  FRIDAY, MARCH 27, 2015
    [Sales] 10 LinkedIn Groups Every Entrepreneur Should Follow
    My Personal Recommendations: 5) Sales / Marketing Executives (CSO/CMO). This is a great group for Sales & Marketing Executives. 'There are at least three problems with this list. First, “entrepreneurship” is an extremely broad subject. Second, opinions are ubiquitous. Third, LinkedIn groups aren’t exactly scarce. 9) Finance Plus.
  • HINGE MARKETING  |  FRIDAY, MARCH 27, 2015
    [Sales] Expert Interview: Using Behavioral Psychology to Enhance Marketing Automation
    So it really changes the entire sales process and the notion of how you go about looking for professional services. 'Hinge’s Managing Partner, Lee Frederiksen, was a recent guest on the TechnologyAdvice Expert Interview Series to share his insight on strategies to improve marketing automation. TA: What are some of the "Aha!"
  • BIZNOLOGY  |  FRIDAY, MARCH 27, 2015
    [Sales] Are you doing webinars for lead gen? You should be.
    'As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. The title was “Evolve or Die: Surviving the Changing Sales Landscape.” We generated 23 marketing qualified leads for our sales team to start working right away. It’s not easy. That can be a pretty daunting task. Like this post?
  • HUBSPOT  |  FRIDAY, MARCH 27, 2015
    [Sales] How a Good Content Strategy Can Repair Your "SEO Problem"
    Start by looking at the questions and comments your customer service, sales and social media teams field online, via phone or in person. '“We’re in dire need of some SEO help,” said the owner of a small, successful business located in central Texas. I can’t put my finger on what’s wrong, but something’s clearly amiss. It’s content.
  • MARKETING ACTION  |  FRIDAY, MARCH 27, 2015
    [Sales] Landing Page Fundamentals, Part 3: Landing Page Optimization
    The perfect amount will help you reduce “friction” but still allow you to get enough data for your sales team. 'In Landing Page Fundamentals part 1, we covered the anatomy of a successful landing page and in part 2 we discussed how to boost conversions on your landing with great copy and compelling offers. Wrong. How to Test. B Testing.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, MARCH 26, 2015
    [Sales] URGENT!
    Please call 281.969.7514 and/or email us at sales(a)tiecas.com. 'Please note that our company website tiecas.com is temporarily down. Our technical department is working on the issue and we’ll be back online soon. Thanks for your patience. The post URGENT! by Achinta Mitra appeared first on Industrial Marketing Today.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 26, 2015
    [Sales] Terminus Offers Targeted Display Ads for B2B
    sales stages. 'Tuesday’s post on the Adobe Marketing Cloud illustrated the complexity of solutions that combine many marketing and advertising components. Despite my best efforts, and much cooperation from Adobe, I’m sure it still misses many nuances of how Adobe components do or don’t work together. Some vendors do this better than others.
  • THE FORWARD OBSERVER  |  THURSDAY, MARCH 26, 2015
    [Sales] 7 Ways To Thrill Customers And Get Them To Buy More From You
    Websites crash, customers tweet, fans like the Facebook page, and sales increase. No question about it, the ability to stimulate immediate sales is sexy. The customer experience is formed by every interaction with your company , not just during the sales process. You''re doing it the hard way. Here''s how to get both. Listen.
  • EMAGINE B2B BLOG  |  THURSDAY, MARCH 26, 2015
    [Sales] 5 Ways to Increase Your Bounce Rate
    When I get to your website give me a second to breathe, when I first get to your blog or content I do not want to subscribe to your blog or speak to a sales person. 'Lets face it, with diminishing attention spans you do not have much time to keep a user on your website once they get there. slow load time will do the trick. Ad Overdose. WRONG.
  • THE ROI GUY  |  THURSDAY, MARCH 26, 2015
    [Sales] Top Priority: Content Overhaulin?
    New survey results indicate that sales enablement teams would love to have Foose-like services too. Overhauling Sales Content was the top priority, this according to a poll of proposal managers and sales enablement professionals at the Qvidian Connect conference this week in San Antonio.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 26, 2015
    [Sales] Work Together, Not Apart: A Bird’s Eye View of Content Marketing Collaboration
    Last week, during a branding session, a client’s vice president of sales pitched the idea of developing a relationship with a well-known publication in his industry. 'One of the hardest things about being a parent to small children is the music you’re forced to endure. Bear with me here.). Third-Party Content Development. The end result?
  • VIEWPOINT  |  THURSDAY, MARCH 26, 2015
    [Sales] 4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
    'In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. compelling message is a sales rep’s most valuable weapon. Don’t be like every other sales call your prospect receives. Simplified.:
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 26, 2015
    [Sales] Case Study: Modern Marketing Meets Storytelling Comic Strips
    'Editor’s Note: Today’s post comes courtesy of Bill Schilling , B2B marketing director and marketing technologist at Imation , where he leads a revenue-focused digital marketing team responsible for integrating marketing automation with content, website, search, social media and CRM to grow new inquiries, leads and sales opportunities.
  • VERTICAL RESPONSE  |  THURSDAY, MARCH 26, 2015
    [Sales] 5 Cheap and Cheerful Ways to Promote Your Retail Business
    It gives you an opportunity to expand your business’ reach to a complementary group of customers and potentially increase sales. 'You’ve got a retail business, but do potential customers know it exists? Television spots, billboards, radio and magazine ads can add up quickly and are out of reach for most small businesses. 5) SEO.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 26, 2015
    [Sales] Explosive Growth in Marketing Tech: 7 Categories to Implement Now
    Predictive lead scoring applications like Fliptop , Infer , and Lattice , use data from your marketing automation or CRM platform to predict which leads are most likely to convert, so you can send the best leads to sales. 'Author: Dayna Rothman There is a ton of marketing technology out there! Take a look: Looks like a lot, right?
  • CMO ESSENTIALS  |  THURSDAY, MARCH 26, 2015
    [Sales] What Shazam Can Teach Marketers about Predictive Analytics
    That data proved to be an indicator of good things to come, having been followed by a secondary wave of sales, Spotify streaming, and finally, terrestrial radio play. Which kinds of marketing data points are good predictors of sales? Oh, never mind — I’ll just Shazam it.”) Image courtesy of Shazam via [link]. Now it’s your turn.
  • HUBSPOT  |  THURSDAY, MARCH 26, 2015
    [Sales] What the Top 4 Social Networks Can Do For Your Social Commerce Revenue
    Then, social commerce represented some $3 billion in retail sales. In doing so, social commerce is expected to pull in more than 5% of total retail sales for 2015. Brands that post content which is not sales-y in nature can also benefit from organic reach. in sales for retail brands. Twitter. Facebook. and 2 and 5 p.m.
  • VIEWPOINT  |  WEDNESDAY, MARCH 25, 2015
    [Sales] 4 Tips to Power up Prospecting in 2015: #2 Commit to It!
    'In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works.
  • SYNECORE  |  WEDNESDAY, MARCH 25, 2015
    [Sales] Don’t Let These 3 Myths Stop You from Personalizing Your Content
    'Executed correctly, content personalization accelerates the process of moving both anonymous and recognized visitors through the sales funnel to become qualified leads and conversions. The beauty of content personalization is that it doesn’t have to be complex. Getting started is simple. Getting started is easy. Personalizing is simple.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, MARCH 25, 2015
    [Sales] Do You Know How Tradesman Make Their Purchasing Decisions?
    The point is, the contractor has done lots of research long before they identify themselves to you as a potential sale. 'For a major new purchase, do you think a contractor or tradesman just walks into a distributor and asks what’s new, and then just buys it? Of course not. They research it online and download information to help them.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, MARCH 25, 2015
    [Sales] What's Obvious to Me that Most Sellers are Totally Blind To
    It''s a problem that''s pervasive in virtually every sales organization I work with. 'The other day, I was doing a podcast interview with Mukesh Gupta from India. He floored me with his closing question: "What''s one thing that''s obvious to me, but most people are totally blind to?". No one''s ever asked me that before. Winning Deals
  • EARNEST ABOUT B2B  |  WEDNESDAY, MARCH 25, 2015
    [Sales] Painting a vivid vision of the future is easier than you think
    Not just sales and marketing, but the entire business. While we all obsess about the need for greater marketing and sales alignment , perhaps it’s time to think bigger. 'Forget the banal vision statements – here’s a more useful way to align your business. For anyone who said there was no money in junk, they’re wrong. Sound familiar?
  • HUBSPOT  |  WEDNESDAY, MARCH 25, 2015
    [Sales] 8 Great Marketing Blogs You Probably Don't Follow (But Should)
    RooJoom’s approach to content marketing is refreshingly story-centric, even though it’s still all about optimizing lead generation and sales funnels. As Inbound.org''s @ElizavetaNV says, it’s a “nice mix of sales/data/marketing topics.”. Those people are missing out. 1) StoryNeedle. Is rich narrative possible in structured content?
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Sales] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Marketing Qualified/Sales Ready. Hot Leads for Sales. Taking the Leads. Lead Score. 30 – 39.
  • SYNECORE  |  TUESDAY, MARCH 24, 2015
    [Sales] 3 Ways to Boost Conversions with Personalization
    For both companies, offering relevant product recommendations led to more closed sales and a higher average order value, according to liftquest.com article Recommendations should be delivered through multiple channels—email, on-site, and off-site. The fact is, the majority of consumers now prefer a personalized content and web experience.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] Why We Acquired Rekindle
    Below I’ve taken the time to share some of my thoughts on why we made this specific acquisition and how we view acquisitions like these as part of our commitment to rapid growth and transforming the marketing and sales landscape. As we’ve grown, we’ve expanded that same thinking into the world of sales as well. But how?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MARCH 24, 2015
    [Sales] 10 Traits Buyers Seek in Salespeople
    'The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. One way to do that: Videotape and watch your own sales presentation to see from the buyer’s point of view. Listen. See No.
  • VIEWPOINT  |  TUESDAY, MARCH 24, 2015
    [Sales] 4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
    'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MARCH 24, 2015
    [Sales] Marketing to the B2B Millennial: 6 Things to Remember
    This doesn’t necessarily mean they want generic sales pitches thrown at them from every direction, rather, they want to have relevant, personalized experiences with the vendor during the research phase. After the sales cycle begins, don’t call them. Did you know? By 2018, Millennials will have the most spending power of any generation.
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Sales] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing. Rejoice!
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] How to Produce an Internet Radio Show
    Think of all the conversations you have over and over with potential clients that help them trust your company resulting in a sale. Like most organizations, we have a rich supply of content in the form of answers to questions we get during the sales process and also during projects. CEO and VP of Sales. Let''s get started.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] 3 Big Retailers That Also Rock Ecommerce
    If Walmart is going to compete with Amazon for online sales, they should be prepared with features Amazon shoppers love. While they’ve managed to maintain decent sales, it’s become obvious they’ll need to step up their online sales strategies. Fortunately we’re not in danger of losing some of our favorite big retailers. Walmart.
  • THE ROI GUY  |  TUESDAY, MARCH 24, 2015
    [Sales] Ponos and Chronos – Ancient Advice to Drive Modern Sales Success?
    'At a recent sales training, I had the pleasure of having Demetrios Miras in the class. Being of Greek heritage, Demetrios approached me after the session to tell me how much he liked the discussions about Aristotle, and how proud he was about how much the ancient Greeks could teach us about modern selling. by illuminating the “Pain”.
  • ANNUITAS  |  TUESDAY, MARCH 24, 2015
    [Sales] Why CMOs Should Align With Their CFOs
    While marketers are looking to improve the relationship and alignment with their sales and IT teams, one of the areas that should receive more attention is that of the CFO. 'There is an ever-increasing complexity in B2B marketing that shows no signs of slowing down. Lack of Knowledge & Expertise. Connecting With the CFO.
  • CMO ESSENTIALS  |  TUESDAY, MARCH 24, 2015
    [Sales] Twitter for Marketing: Google’s Back and There’s Gonna Be Trouble… If You’re Not Tweeting
    Amplifying Twitter as a Sales Tool: Sales effectiveness research shows that 100% of Best-in-Class firms ensure that their remote or on-the-go sellers have full access to social media tools, versus only 60% of Average firms, and 0% of Laggards. 'Fun fact about me, I actually met my fiancé on Twitter. Brand & Content Trending
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 24, 2015
    [Sales] Content Marketing ROI Starts With A Strong Business Case
    This means that ALL marketing spend should be tied to quantifiable results that the sales team and executives can understand. But sometimes, the CEO wants to “extend the brand” and sometimes sales folks want to work under the cover of a nice, massive awareness blitz. We know our customers are tuning out advertising. Utilization.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] The Inbound Marketing Kit You've Been Waiting For [Free Download]
    Topics cover every level of the marketing and sales funnel, from attracting (social media, blogging, and SEO) to converting (landing page optimization) to nurturing (email). 'As an ancient Greek philosopher once said, "So many inbound marketing resources on the web; so little time to read them.". social? Blog post templates.
  • MARKETING ACTION  |  TUESDAY, MARCH 24, 2015
    [Sales] Insights from Gleanster/Act-On Report: The Trouble with Marketing Technology
    likely cause is identified in the second two issues: “marketing alignment with sales,” which is a problem for 90% of teams, and “fragmented marketing systems,” a problem for 83% of marketers. In fact, 92% cited it as an issue, while only 56% indicated that they have a problem with marketing and sales technology that doesn’t integrate well.
  • VIDYARD  |  MONDAY, MARCH 23, 2015
    [Sales] Kick the Boring Right Out of Your Video Interview Questions with These 10 Tips
    Videos can make traditional interview testimonials actually enjoyable (and since customer testimonials are one of the most effective content types for converting prospects and generating sales leads, they really should be in video format rather than in downloadable…I mean unreadable…oops, I mean deletable…text format).
  • VERTICAL RESPONSE  |  MONDAY, MARCH 23, 2015
    [Sales] 12 Time-Saving Tools for Administrative Tasks
    You’re also able to generate professional balance sheets and sales tax reports, as well as create invoices. 'When you own or work for a small business, you know what it’s like to work hard. It’s not uncommon for you to wear many hats throughout the day. Time Management. RescueTime. Track your time with RescueTime. Timeful.
  • B2B MARKETING INSIDER  |  MONDAY, MARCH 23, 2015
    [Sales] Storytelling Lessons From Kevin Spacey And House Of Cards
    Having just finished season 3, I thought I would share this post from NewsCred’s own Director of Sales Chase Neinken. ” Chase Neinken is Director of Sales at NewsCred. 'One of my favorite shows is House Of Cards. Crucial Principles Of Storytelling You Can Learn From Kevin Spacey + House of Cards. Not exactly….
  • MARKETING ACTION  |  MONDAY, MARCH 23, 2015
    [Sales] Customer Lifecycle Metrics, Part 2: Capture Interest, Gather Insight
    If they convert in the future, you’ll have a record of their pre-conversion engagement, which is very useful for segmentation and sales follow-up. Number of sales accepted leads. Once you’ve managed to attract the attention of your prospects, it’s time to capture their information and convert them into leads. Capture Metrics.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 23, 2015
    [Sales] Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience
    Using three simple questions that you can use to structure your own campaigns,  see how Stephen Bruner, Marketing Manager of Vertical Markets, Precor, detailed  how the fitness equipment company successfully navigated an inbound strategy with a complex sale at Email Summit 2015.  . Who are we speaking to? What message are we trying to convey?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 22, 2015
    [Sales] The Revised Approach to Content Distribution
    and distributed to the sales team to accelerate the deal cycle. The original content pillar approach lacked a hard-hitting, product-focused asset, the content sales team needs to align an insight with a solution, to follow up quickly and strategically, and to approach each conversation with a "Challenger Sale" mentality.
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 22, 2015
    [Sales] Join @CKBurgess and @MNBurgess for @Conferenceboard Communication & Social Media Workshops #SocBiz #HR @SocialEmployee
    Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. 'What is a social employee—and why is investing in a social culture so important to organizational success in today’s business landscape? Register now for the Conference Board’s “Strategic Human Resources Communication and Social Media Workshops”.
  • HUBSPOT  |  SATURDAY, MARCH 21, 2015
    [Sales] The #1 Productivity Investment Sales Teams Are Making This Year [Research]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. There are several levers sales leaders can pull to boost their teams'' productivity. Providing content alone is not enabling the sales force.". Inbound Sales Productivity Daily Technology.
  • FATHOM  |  FRIDAY, MARCH 20, 2015
    [Sales] 5 Tips for Successful Marketing Automation Integration
    Work with the sales team to determine lead qualification. Marketing automation can help support both the marketing and sales department—acknowledging these challenges in the beginning will save you a huge headache in the long run. The ability to track leads to close and true ROI is every organization’s dream.
  • HUBSPOT  |  FRIDAY, MARCH 20, 2015
    [Sales] 5 Landing Page A/B Tests (And Their Surprising Results)
    While frequent web-users typically don’t make this association, not all of your visitors fall into that category; therefore sometimes it is better to save the security badges for later on in your sales funnel, or a different part of your landing page than the opt-in form. There’s no one size fits all when it comes to landing page design.
  • BIZNOLOGY  |  FRIDAY, MARCH 20, 2015
    [Sales] Content marketing metrics – process metrics and outcomes metrics
    Marketing automation tools, CRM systems, and well-disciplined sales teams can all help narrow the gap between reality and what your metrics measure. 'There are two kinds of metrics in content marketing: process metrics and outcomes metrics. While both are important, they differ greatly in how they are important. Process Metrics. Page views.
  • VERTICAL RESPONSE  |  FRIDAY, MARCH 20, 2015
    [Sales] Why a Sign up Form Is a No-Brainer for Email List Growth
    For example, “Be the first to know about limited-time sales, find out about special guests, etc.” 'A list of contacts is essential for any business that wants to stay in touch with prospects and customers. That list also shouldn’t be static. VerticalResponse provides sign up forms for free with every free or paid account.
  • HUBSPOT  |  FRIDAY, MARCH 20, 2015
    [Sales] 9 Smart Ways to Measure Your Sales Enablement Efforts
    When it comes sales enablement, there’s no one number that can measure the results of your efforts or tell you what projects to prioritize. So what''s a data-driven sales enablement marketer to do? How do you definitively prove you''re fostering a healthy relationship between Marketing and Sales? 6) Sit with your sales team.
  • MARKETING ACTION  |  FRIDAY, MARCH 20, 2015
    [Sales] Landing Page Fundamentals, Part 2: Creating Great Copy and Compelling Offers
    'A landing page is one of the most important tools a company can use for its sales and marketing efforts. This action (or conversion) could be submitting a form, purchasing a product, signing up for a trial, calling a sales person, etc. Pricing-related offers – discounts, sales, close-outs, coupons. Strong Headline Copy.
  • AVITAGE  |  THURSDAY, MARCH 19, 2015
    [Sales] How to improve content performance and operations output
    Content Operations Featured Marketing and Sales Strategy content operations content performance content supply chain At the recent Content Marketing World, content ROI was a prominent topic. This post will provide an overview vision of what you must do to tune your content operations for optimal performance.
  • E-QUIP  |  THURSDAY, MARCH 19, 2015
    [Sales] Should Clients Be Your Friends?
    But I still see sales and client retention strategies that are arguably based on a friendship model. With that backdrop, let me offer a few suggestions relative to client friendships and business relationships: Don''t make making friends the focus of your sales approach. Millions of dollars in fees were awarded on a sole-source basis.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MARCH 19, 2015
    [Sales] Sales Enablement Takeaways from Forrester’s Forum
    'At Forrester’s Forum For Sales Enablement Professionals […]. Events forrester sales research Marketing Strategy sales enablement sales marketing alignment
  • HINGE MARKETING  |  THURSDAY, MARCH 19, 2015
    [Sales] Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients
    Depending on your typical sales cycle, these workflows can span anywhere from a month to several months and include anywhere between three and ten emails. Depending on the length of your typical sales cycle, this first follow up should come between five and seven days after the initial content download. So where’s the disconnect?
  • VIEWPOINT  |  THURSDAY, MARCH 19, 2015
    [Sales] Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]
    A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 19, 2015
    [Sales] Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing
    Today, at least a dozen vendors are offering predictive models for B2B lead scoring, sales intelligence, and customer success management. account-based marketing b2b lead scoring crm customer success management marketing automation predictive models sales enablement sales intelligence Sounds pretty simple, eh?
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Sales] 8 Mistakes Brands Make With Instagram
    Buy this, sale on this, big savings, free shipping! 'Since coming into existence in 2010, Instagram has given brands the opportunity to engage with their audience and tell their story through the power of visuals. In addition to the network’s impressive growth, users are also highly engaged with the platform. Who’s doing it right? Fat: 10g.
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