• TONY ZAMBITO  |  SUNDAY, JANUARY 22, 2017
    [Sales] Rethinking Buyer Personas In An Era Of Digital Transformation
    Buyer personas were an outgrowth of this founding principle of understanding goals and goal-directed behaviors.  In this case, the focus is on understanding the goals of buyers to inform overall marketing and sales strategies.  In the 1980’s, the idea of major and national accounts gained traction in sales. by Louis Prado. Why? .
  • CONTENT STANDARD  |  SATURDAY, JANUARY 21, 2017
    [Sales] Where Do Business Goals Fit in a Storified Content Strategy?
    That lost customer traffic will likely return, representing lost potential sales and disappointing website performance. This second strategist has created an excellent website as far as content quality is concerned, but it isn’t something a business can use as a sales and marketing tool. The only difference? Form Meets Function.
  • JUNTA 42  |  SATURDAY, JANUARY 21, 2017
    [Sales] This Week in Content Marketing: Go Home Facebook, Your Journalism Project Is Drunk
    Pressly: The Starter’s Guide to Sales Enablement: It’s no secret that sales and marketing departments have a complex relationship. Pressly’s Starter’s Guide to Sales Enablement dives into how you can align sales and marketing and start building conversion-focused content today. Image source.
  • AKOONU  |  FRIDAY, JANUARY 20, 2017
    [Sales] A New Product for the New Year
    Company Strategic Marketing B2B SalesWe’ve had a stealthy secret for about a year, but the time has come to share our expanding product line and Akoonu brand refresh. Meet the new Akoonu !
  • ETRIGUE  |  FRIDAY, JANUARY 20, 2017
    [Sales] The value in anonymous visitor tracking. Part two
    Let’s take a closer look at some of the ways you can leverage anonymous visitor data to help your sales team beat the competition and close deals. Sales and marketing folks can easily use the anonymous data to triangulate on a given organization’s buyers and work to establish personal communication with them. Account-based marketing.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 20, 2017
    [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, JANUARY 20, 2017
    [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, JANUARY 20, 2017
    [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.
  • CHIEFMARTECH  |  FRIDAY, JANUARY 20, 2017
    [Sales] Announcing The Stackies & Hackies Awards for MarTech San Francisco 2017
    And, most importantly, it must not be a thinly veiled (or outright naked) sales pitch for a particular vendor’s product or service. I’m excited to kick off the third year of The Stackies , which will culiminate in an opening awards ceremony at the MarTech conference in San Francisco, May 9-11, 2017. Reach out to let me know.).
  • LEANDATA  |  FRIDAY, JANUARY 20, 2017
    [Sales] What Sales Ops Needs in a Technology Stack
    There’s one thing that you’ll never hear a Sales Operations expert say: You know, there just aren’t enough technology solutions in the market these days. Instead, Sales Ops professionals are drowning in tech tools. That’s why we created the Sales Ops Hierarchy of Needs infographic. wish there were more. and fabulous ROI.
  • BIZNOLOGY  |  FRIDAY, JANUARY 20, 2017
    [Sales] Is your marketing focus internal or external?
    If your marketing focus is on your products, your sales prices, your funnel, and your outcomes, you’ve got a problem. We’ve all seen this too frequently with “The Great Sales/Marketing Divide,” but it can be just as damaging if the customer service and product development teams aren’t marketing focused. Like this post?
  • WEBBIQUITY  |  FRIDAY, JANUARY 20, 2017
    [Sales] Who Had the Greatest Professional Impact on Me in 2016? Shelly Kramer!
    Sales consultant and recruiter Jim Keenan wrote a blog post a few weeks ago about the individual who influenced him the most in 2016. Beyond that, he challenged his readers to write about “the person (who) had the greatest effect on your personal or professional life in 2016 and thank them publicly.” need to pay it forward.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 20, 2017
    [Sales] 5 Steps to Kickstart Your Account-Based Marketing Program
    Let’s start with the obvious: As with any successful B2B marketing strategy, close sales and marketing coordination  is essential. According to MarketingProfs, companies that have aligned sales and marketing teams generate 208% more revenue. Author: Hila Nir The value of account-based marketing (ABM) is undeniable.
  • KAPOST  |  FRIDAY, JANUARY 20, 2017
    [Sales] What’s the Future of Content Marketing and Paid Advertising
    When you target the right audience with the right messaging, your sales funnel becomes more efficient. This simple framework will help ensure that your marketing distribution channels are well-aligned with your content—and that your content serves as an educational anchor in your sales process. But Here’s the Challenge.
  • B2B MARKETING INSIDER  |  FRIDAY, JANUARY 20, 2017
    [Sales] Weekend Reading: “They Ask You Answer” by Marcus Sheridan
    For the 106th episode of The Marketing Book Podcast, I interviewed Marcus Sheridan author of “They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer.” How did […]. Content Marketing
  • DISCOVERORG  |  FRIDAY, JANUARY 20, 2017
    [Sales] Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things
    What do Sales and Marketing teams do differently that results in more leads, meetings, opportunities, wins and revenue? We conducted surveys with 200 sales and marketing leaders at companies of varying size and industry on many potential growth drivers to answer these questions. The Fastest Growing Companies Do Hard Things. But, 4.2
  • HUBSPOT  |  FRIDAY, JANUARY 20, 2017
    [Sales] The Year of Customer Experience: How Ecommerce Brands Can Prepare
    more than doubled its average conversion rate and boosted online sales by 6.5%. 3) BOXHILL. This year will be an important one for ecommerce brands, hinging largely on one specific element -- customer experience (CX). According to Gartner data, 42% of CEOs say that better CX was “ the key change that has driven more wins.” It worked.
  • ACT-ON  |  FRIDAY, JANUARY 20, 2017
    [Sales] Rethinking the Role of Marketing in B2B Customer Engagement
    Marketers indicated they were responsible for awareness, acquisition, and supporting sales. Convert : Closing the sale and beginning implementation – Owned by sales. Expand : Retaining profitable customers, repeat purchases, loyalty – Owned by customer success, up-selling, cross-selling, loyalty – Owned by sales.
  • HUBSPOT  |  FRIDAY, JANUARY 20, 2017
    [Sales] 4 Data-Driven Ways to Create More Targeted Ad Campaigns
    With so many touch points in today's sales funnels, attributing conversion to the "last click" is no longer an effective measure to base decisions on. Digital marketing is undergoing a revolution. Agencies have more granular insight than ever before into how their campaigns are performing. The old methods of buying media have been upended.
  • BRAINSHARK  |  FRIDAY, JANUARY 20, 2017
    [Sales] Developing the Sales Reps of the Future [Podcast]
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [Sales] Death of the Hard Sell: Stop Closing and Start Empowering
    The sales “closer” has an almost mythical reputation in the annals of business. B2B Sales SellingMovies like Tin Men, Boiler Room, Door […].
  • BIZIBLE  |  THURSDAY, JANUARY 19, 2017
    [Sales] The 4 Stages of B2B Marketing Performance Management Maturity
    Additionally, it aligns the mindset and performance metrics of the marketing team with the sales team and finance team, which adds credibility for marketers. Systematic improvements are the best way for a marketing organization to make consistent gains in performance. Click to open as PDF). Stage 1: Channel Performance. Here’s the difference.
  • HUBSPOT  |  THURSDAY, JANUARY 19, 2017
    [Sales] It’s Time You Knew What Your Brand and Usain Bolt Have in Common
    Marketing is the anchor that takes a company’s offering across the finish line ahead of all other competitors, but sales and product teams are the other relay members that bring the baton as far as they can. Sales Team. In many cases, sales and marketing acts in tandem rather than independently. Product Team. Winning the Relay.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 19, 2017
    [Sales] How To Maximize Your ABM Investment With Better Data
    In particular, SiriusDecisions published research last year showing that only 22% of ABM marketers consider themselves tightly aligned with Sales. Given that one of the top benefits ascribed to ABM is sales and marketing alignment, these survey results are troubling. What has account-based marketing done for me lately?
  • INFER  |  THURSDAY, JANUARY 19, 2017
    [Sales] Justin Norris of Perkuto on the State of B2B Advertising, How ABM is Making Outbound Cool Again, and Extending Marketo [Podcast]
    This week, we’re joined by Justin Norris, Solutions Architect at Perkuto to talk about how his experience with hundreds of Marketo-based sales and marketing stacks has given him a unique perspective on sales automation, lead routing, and architecting solutions that string together many technologies and systems to do awesome things.
  • BIZNOLOGY  |  THURSDAY, JANUARY 19, 2017
    [Sales] Mobile marketing must-haves in 2017
    Marketing automation has proved to be a productive approach to nurturing leads in email marketing campaigns (the #1 driver of conversions, online), and 2017 will continue to push sales forward. It goes without saying that mobile marketing has seen some huge boons over the past 2-3 years. At the start of 2017, 70% of U.S. Marketing automation.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [Sales] Tools and Tips for Outbound Sales Prospecting
    In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. We’re tasked with uncovering quality opportunities for our sales team and are 100% focused on outbound prospecting into these accounts. Sales b2b
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JANUARY 19, 2017
    [Sales] The new standards for strategy and social media success
    things companies can do to track behavior, link emails to sales, and even determine incredibly intimate details of a person’s life from their online behavior. It also drives sales and affects purchasing decisions. With permission, I’m providing this content to you today. . It begins with the organization itself. It’s not.
  • ACT-ON  |  THURSDAY, JANUARY 19, 2017
    [Sales] Your Role on the Customer Journey
    By knowing what customers may do – and guiding them to the place you want them to ultimately be – you could directly affect your sales and company outcome. “It is the definitive first step in the process of converting a current ‘as-is’ state to a future state that promises an enhanced customer experience,” says that same NTT Data article.
  • HG DATA  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] Technically Speaking: An Interview with Sean Kester, SalesLoft’s VP of Product Marketing
    SalesLoft converts targets into customers with multi-channel, multi-touch sales communications, and gives customers a single pane to help them be more effective. —   Market intelligence data is integral to the sales development process. Sales development has grown tremendously over the past decade.
  • VIEWPOINT  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity
    Just today I was copied on a note sent to one of the BDR’s that supports PointClear’s sales team. B2B SalesWe recently turned over a huge opportunity to one of our clients. Here are the facts: We worked the lead from August – December of 2016. It took thirty-two total touches from start to finish. You are my conscience.
  • BIZIBLE  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] What Is Algorithmic Attribution? And Why Should B2B Marketers Care?
    B2B marketers use attribution to understand how their marketing impacts down-funnel sales. If you have a straightforward marketing and sales process, it’s less likely that an algorithmic model will turn up something surprising. It enables them to see which marketing efforts successfully engaged and moved prospects through the funnel.
  • VIDYARD  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] 3 Reasons Video is a Phenomenal Sales Tool [Infographic]
    It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Using video in sales emails has boosted open-to-reply rates by 8x ( Click-to-tweet! ). Video!
  • ONALYTICA B2B  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] MarTech: Top 100 Influencers and Brands
    MarTech is created through alchemy…or at the very least born of a powerful amalgamation combining business sense, sales savvy, marketing know-how, technological prowess, and an understanding of the value of a customer’s journey and experience.” WHAT ARE THE INFLUENCERS SAYING? You have to keep it interesting and unique!” Company.
  • HUBSPOT  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] What Does it Take to Build a Successful Sales and Marketing Team?
    Building a successful sales team depends as much on the people you hire as it does on nurturing a cohesive and productive relationship between sales and marketing. Working side by side, the sales and marketing teams represent the growth engine that will propel your business forward. Smarketing sales and marketing alignment
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] The fake news lesson for marketers: You will be a victim
    and cost the company momentum and short-term sales. Following CPSC vindication, sales settled in at higher levels than they had previously. Fake news made headlines during the election, but the phenomenon is nothing new to marketers. Just ask Procter & Gamble (P&G). In retrospect, P&G admitted some mistakes. Then do that.
  • DISTRIBION  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] Killer Content Marketing
    The copywriting, research and concept for Reply All was used in various formats including video, multi-touch nurturing, short-form and buyer-focused sales enablement resources, interactive PDF development, agency partnerships, customer lifecycle initiatives and bundled content. The Masterminds.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] 12 Questions You Need to Ask Before Hiring an SEO Company
    In the best-case scenario, your partner grows organic traffic to your site, improves your search rankings, and helps you generate more leads and sales. Author: Nate Dame Search engine optimization (SEO) is a constantly evolving practice, as search engines continue to update their algorithms to provide a better user experience.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] Social Lead Validation – The Missing Ingredient From Most Inbound LinkedIn Marketing Programs
    All sales leads are not equal. know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing and lead generation programs. They don’t want to waste time and money like the companies that Straight North recently evaluated.
  • ACT-ON  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] 5 Content Marketing Predictions for 2017
    This content helped marketers harness more leads to ultimately fuel future sales. The new year is here, and as marketers look back and reflect on the previous year — what worked, and what didn’t ‒ we also look ahead. As a group, marketers are doing pretty well with content marketing. But even so, it helps to look at upcoming trends. But why?
  • HUBSPOT  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] 7 Ways Freelancers Can Start Earning More in 2017
    Concerns about coming off as too pushy or sales-y can cause you to miss out on potentially lucrative opportunities to provide additional value, extend existing contracts, and deepen client relationships. Upselling doesn't have to feel like a sleazy, aggressive sales process. That's a pretty significant 35% of the US workforce. MongoDB.
  • BRAINSHARK  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] Align Sales Managers and Training to Drive Real Results in 2017
  • 3D2B  |  TUESDAY, JANUARY 17, 2017
    [Sales] The Traits and Habits of Successful Business Development Pros
    The top sales people: Are Not Too Extraverted or Introverted Contrary to popular opinion, the extroverted, talkative business development rep does not always rise to the top. Are Judicious with Their Time While it’s evident in sales that the more you do, the more you achieve, being busy does not equate to being efficient.
  • CONTENTLY  |  TUESDAY, JANUARY 17, 2017
    [Sales] Salesforce’s Mike Kostow on Why Marketers Should Trust Data Over Intuition
    We believe that marketing and sales alignment are the most important things to that customer experience. If you have marketing and sales working off a single platform—if you have them operating in the same place—then that handoff between those two teams is critical to being able to actually close business, right? Exactly.
  • HUBSPOT  |  TUESDAY, JANUARY 17, 2017
    [Sales] 5 Insane Advantages of an Inbound Website Redesign
    Your website must now be an online sales platform for your business — an integral part of marketing to prospects. Your website is the hub for your marketing and sales strategy — a complete lead generation platform, with marketing strategy baked right in. Let me ask: What are some of the biggest problems you're having with your website?
  • SALES INTELLIGENCE VIEW  |  TUESDAY, JANUARY 17, 2017
    [Sales] InsideView Named G2 Crowd “Best Software for Sales Teams” in 2017
    InsideView News Market Intelligence Sales best prospecting tools best sales software best sales tools insideview awards insideview g2 crowd insideview g2crowd insideview reviewsAs the software vendor landscape gets increasingly complex at an alarming rate, we should all be thankful that a platform like G2 Crowd exists.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 17, 2017
    [Sales] Content Marketing and Sales Alignment: 5 Mutual Benefits
    When I think of the biggest rivalries, I think Red Sox vs. Yankees, Sega vs. Nintendo, Microsoft vs. Apple, and sales vs. marketing. Okay, so maybe the last item in the list is a bit of an exaggeration, but it’s a fact that many companies isolate their marketing and sales teams from one another. Give the Sales Team a Voice.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, JANUARY 17, 2017
    [Sales] How to Succeed in an Increasingly Complex Sale Environment
    At the recent CEB conference in Las Vegas for sales leaders, I participated in a Sales Roundtable with Brent Adamson and Nick Toman, the authors of The Challenger Sale and The Challenger Customer, and Lori Richardson, CEO of Score More Sales. Working Smarter
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JANUARY 17, 2017
    [Sales] Uncovering CMO Insights On Their Journey To Digital Agility
    Half of CMOs feel that their traditional and digital marketing is only “somewhat aligned” The top three drivers of digital marketing agility are: (1) enhancing the customer experience (CX), (2) improving competitive position and (3) increasing sales. However, CX comes in higher than Sales, which may surprise some.
  • ONALYTICA B2B  |  TUESDAY, JANUARY 17, 2017
    [Sales] 5 Most Common Reasons why Influencer Marketing Fails
    In B2B for example paid search/webinars can sometimes yield instant sales results and senior management understand the ROI. Let’s get straight to the point; brands recognize the huge opportunity within Influencer Marketing but not many brands feel that they are being successful at it. Especially To put this into context, there are 5.8
  • INFER  |  TUESDAY, JANUARY 17, 2017
    [Sales] Leveraging AI for Sales & Marketing – Beyond the Hype
    In sales and marketing, the potential for 10x conversion rates and accelerated growth from AI-driven predictive analytics is enticing. Sales and marketing are ranking in the top three markets most heavily affected by the boom in AI investment, according to sources like CB Insights and O’Reilly Media.
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [Sales] 11 Free Sales Tools to Pump Up Your Pipeline
    That’s why the world of online sales tools has exploded in the past few years – industrious entrepreneurs are finally realizing the inherent struggles of being a salesperson, and responding with a plethora of tools designed to make your job easier. Pattern is designed to help sales teams get more done, faster. We all do, really.
  • LEAD LIAISON  |  TUESDAY, JANUARY 17, 2017
    [Sales] Lead Liaison Opens It’s Doors to Partners
    Lead Liaison’s mission has always been to form partnerships with each of their clients to help them reach their marketing and sales goals. Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects.
  • ACT-ON  |  TUESDAY, JANUARY 17, 2017
    [Sales] What Tom Hanks Taught Me About Customer Intimacy and Keeping our Brand Promise
    In your case, the genie in the Zoltar machine may be the sales person on the phone pushing a marketing product or service that you may not need or are not yet ready to use. The executive responds by showing Hanks a sales chart and explaining that the company is the market leaders in active toys. Be careful of what you wish for.
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 17, 2017
    [Sales] Creating Interactive Content: From Ideation to Sales Alignment to Promotion
    An infographic , a survey , an assessment , a sales enablement tool (weirdly top and bottom funnel), and, hopefully, a pretty good time. Sales Alignment. Before going into full research and writing mode, we needed to make sure that our content angle and main points were synced with what our sales team’s needs. Please.”
  • KEO MARKETING  |  MONDAY, JANUARY 16, 2017
    [Sales] New Guide Delivers 2017 Digital Marketing Trends
    KEO Marketing Inc., a leading business to business (B2B) marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. Leading B2B Marketing Agency KEO Marketing Releases Marketer’s Guide for Creating an effective 2017 Marketing Strategy. About KEO Marketing. KEO News
  • HINGE MARKETING  |  MONDAY, JANUARY 16, 2017
    [Sales] Why Your Clients are Stressed and Why You Should Care
    Related Stories 3 Sales and Marketing Strategy Ideas for 2017 Brand Personality: An Approach for Professional Services Sales and Marketing Strategy for Professional Services: What Every Firm Needs to Know. Video Transcription. Why Your Clients are Stressed and Why You Should Care. And that is highly educated, white-collar workers.
  • KOMARKETING ASSOCIATES  |  MONDAY, JANUARY 16, 2017
    [Sales] 57% of US Marketers Say Predictive Analytics Will Be a Primary Martech Tool in 2017
    About two-thirds of B2B predictive marketers also strongly identify with “modern marketing” statements, such as “One of marketing’s primary responsibilities is to increase the volume, velocity, and value of leads from early stage through sales qualified.”. Approximately 57 percent of U.S. Don’t let the disparities between U.S.
  • VIDYARD  |  MONDAY, JANUARY 16, 2017
    [Sales] 3 Ways To Research Companies For Personalized Video Sales Outreach
    Co-founder of the award-winning sales training firm Vorsight, Steve Richard coined this phrase, which refers a highly focused three-tiered research strategy. In 3×3 research, find only 3 pieces of contextualized information about your prospect, the company or the industry that you plan on using in a sales conversation.
  • BIZNOLOGY  |  MONDAY, JANUARY 16, 2017
    [Sales] How to simultaneously attract new prospects and retain loyal customers
    Their marketing and sales strategy is to woo customers with low prices for a year, making them feel like they’re getting a deal, and then [almost unexpectedly] hike prices on them after one year. One of the challenges business owners face is attracting new customers while trying to retain current customers. Sealed the deal. Like this post?
  • CONTENT STANDARD  |  MONDAY, JANUARY 16, 2017
    [Sales] Marketing ROI: De-risking the Up-front Investment of Content Marketing and Technology Solutions
    Now, though, they want to know: did your marketing campaign generate sales? In all honesty, you can’t say for sure that sales were affected in any way at all. The bigger challenge is driving click-throughs and sales: An email follower is great, but it means little if they aren’t reading your content regularly.
  • HUBSPOT  |  MONDAY, JANUARY 16, 2017
    [Sales] Live Desktop Broadcasts, Mid-Roll Video Ads & More: 7 Facebook Changes You May Have Missed
    Facebook sources said the platform would sell the ads and share 55% of the sales with publishers -- the same share that YouTube offers. The announcement marks a shift from Zuckerberg's previous statements that Facebook would not become a media company, and the significance is meaningful. January 2017. Facebook Journalism Project. August 2016.
  • INFLUITIVE B2B  |  MONDAY, JANUARY 16, 2017
    [Sales] The Results Of 3 B2B Account-Based Marketing Campaigns: The Good, The Bad And The Ugly
    Account-based marketing (ABM) is one of the hottest marketing trends right now—and with good reason. Today’s customers don’t want to be treated like just another email address. They expect personalized, relevant experiences. measuring abm success referrals
  • ACT-ON  |  MONDAY, JANUARY 16, 2017
    [Sales] Customer Lifecycle Metrics, Part 1: The Rules of Attraction
    Clearly, the job of B2B marketers today is to not only understand every step in the buyer’s journey but also to gain visibility into how marketing, sales, and service teams are helping to move the prospect along, stage by stage, to purchase and beyond. You can focus your resources on what’s working and adjust or eliminate what’s not.
  • BRAINSHARK  |  MONDAY, JANUARY 16, 2017
    [Sales] Your Untrained Sales Force Could Literally Be Dangerous
  • MI6 MARKETING AGENCY  |  SATURDAY, JANUARY 14, 2017
    [Sales] B2B Content Marketing Trends for 2017
    They likely have in place best practices in content marketing including editorial planning, they develop content for various stages of the sales/buying cycle and are measuring ROI. If you’re wondering what the B2B content marketing trends for 2017 are this post is for you. What Does This Chart Tell Us? Back to the question at hand.
  • NUSPARK  |  SATURDAY, JANUARY 14, 2017
    [Sales] Account-Based Marketing Ad Targeting: Cookie or IP-Address?
    They are combined with other sales enablement tools that use predictive analytics to target the people with the power and authority to purchase the product or service. You can also send personalized messages thanking buyers for previous sales. The right system can help your sales team build a successful customer base.
  • JUNTA 42  |  SATURDAY, JANUARY 14, 2017
    [Sales] This Week in Content Marketing: This is the Year Agencies Buy Media Companies
    Yet, according to NiemanLab , the choose-your-own categories, print-on-demand cookbook sold over 100,000 copies in the last two months of 2016, earning BuzzFeed an estimated $2.4 to $4 million in sales. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. This week’s TOM example: AARP.
  • THE POINT  |  FRIDAY, JANUARY 13, 2017
    [Sales] Expand your Offer Strategy to Increase SEM Performance
    Smart technology marketers look to capture buyers early on in the sales cycle, then engage them in a consistent nurture campaign to build credibility, trust, and to position their solution favorably for when the buyers are ready to engage with sales. Actually, I know why it is. There’s also a smart way to do it.
  • BIZIBLE  |  FRIDAY, JANUARY 13, 2017
    [Sales] The Revenue Focused SEO Keyword Strategy For B2B Marketers
    Start with exploring the types of content your contacts are engaging with when they are in later stages of the sales cycle. Keyword performance is difficult to predict. With limited keyword data available it’s often a guess as to which keywords will generate revenue. Start with the end goal of revenue front and center. Now what? Conclusion.
  • VIEWPOINT  |  FRIDAY, JANUARY 13, 2017
    [Sales] 5 Steps to Account-based Marketing Success
    Most marketing and sales folks I talk to agree … in theory. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Segment and Stratify.
  • AKOONU  |  FRIDAY, JANUARY 13, 2017
    [Sales] How to Make Marketing’s Role in Guided Selling a Success
    As technology increasingly provides insight into our buyers’ journeys, Marketing gains an opportunity to build a strong partnership in helping Sales drive revenue. You must also support the sales process in a way that works for Sales. Strategic Marketing B2B Sales
  • MARKETING CRAFTMANSHIP  |  FRIDAY, JANUARY 13, 2017
    [Sales] The Power of Unsolicited Pitch Letters
    We review all of the target’ s public facing information to understand its value proposition, competitive landscape, leadership, reputation, marketing & sales sophistication and apparent resources. So the only way you can address the random nature of sales is to increase the number of doors that you knock on. Happy hunting.
  • BIZNOLOGY  |  FRIDAY, JANUARY 13, 2017
    [Sales] How brands use promotional clothing [infographic]
    Their research helps to show businesses how well-branded merchandise can help promote your brand and increase sales. The British Promotional Merchandise Association (BPMA) often surveys people who have received promotional products to gauge their effectiveness! The research was conducted in 2016 by the BPMA. Who uses branded clothing?
  • VIDYARD  |  FRIDAY, JANUARY 13, 2017
    [Sales] How to Create Powerful Customer Testimonials Using Video
    Customer testimonials can do a fair bit of the legwork of a marketing and a sales team, helping to convince leads and move them further through the funnel and closer to a closed deal. Distribute your video as necessary on all the right channels to get audiences through the marketing and sales funnel, and close lots of deals!
  • CONTENT STANDARD  |  FRIDAY, JANUARY 13, 2017
    [Sales] Do You Respect Your Customers? Cultivating Customer Loyalty in 2017
    When customers feel respect from a brand, it drives sales. percent boost in revenue and a 23 percent increase in digital sales at the end of 2015. One lesson for content marketers is that it’s easy to get consumed by things like driving website traffic, increasing sales leads, or improving search ranking.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 13, 2017
    [Sales] 3 Reasons to Adopt a Scalable Marketing Automation Platform
    The words “personal” and “automate” rarely go hand-in-hand, but with an engagement platform, we’re able to stay relevant, positioning us to strike at the right time, such as when they become sales-qualified. But measuring data reliably across marketing and sales teams is difficult—if not impossible—without a unified system.
  • ACTIVEDEMAND  |  FRIDAY, JANUARY 13, 2017
    [Sales] The Importance of Understanding the Difference Between Personalization, Segmentation and Individualization
    Being able to deliver on this generates higher conversions and ultimately sales. Learn the Difference Between Personalization, Segmentation and Individualization The word “personalization” is thrown around quite a bit by marketers, but in general terms has a few different meanings. Real personalization goes deeper.
  • HUBSPOT  |  FRIDAY, JANUARY 13, 2017
    [Sales] 7 Trends That Will Change Social Media in 2017
    In 2017 and beyond, marketers should anticipate less social networking and more messaging for instant, real-time connection with audiences. 3) Social media ecommerce will become a powerful avenue for sales. And if you’re a marketer, you may also be fine-tuning your strategic plan for success in 2017. Good question. Another idea? One example?
  • ACT-ON  |  FRIDAY, JANUARY 13, 2017
    [Sales] 8 Ways to Maximize the Value of Online and In-Person Events
    Such a system can then decide whether to route a lead directly to sales, place it into a nurturing campaign, or discard it as irrelevant. 6 ‒ Plan a nurturing strategy for the contacts you connect with during events. 47% say these events provide valuable opportunities to engage with multiple customers and prospects.
  • HINGE MARKETING  |  FRIDAY, JANUARY 13, 2017
    [Sales] Why Should Webinars Be a Part of Your B2B Content Marketing Strategy?
    Your B2B content marketing strategy needs diversity to keep prospects engaged through each stage of the sales funnel. Related Stories Brand Personality: An Approach for Professional Services 3 Sales and Marketing Strategy Ideas for 2017 Sales and Marketing Strategy for Professional Services: What Every Firm Needs to Know.
  • HINGE MARKETING  |  THURSDAY, JANUARY 12, 2017
    [Sales] Brand Personality: An Approach for Professional Services
    Download a free copy of the book  Inside the Buyer’s Brain to learn how to build a powerful brand to help your firm close more sales. Related Stories Sales and Marketing Strategy for Professional Services: What Every Firm Needs to Know 3 Sales and Marketing Strategy Ideas for 2017 AEC Marketing Trends: 2017 Edition.
  • HG DATA  |  THURSDAY, JANUARY 12, 2017
    [Sales] HG Data Featured in The Top Entrepreneurs Podcast
    Nathan : I’ve studied over 300 SaaS companies in the marketing technology and sales technology space and was curious how company churn compared across the market. Big Data Sales & Marketing Tech Startup Uncategorized ABM bdrs HG Data Mark Godley marketing teams Nathan Latka precision targeting sales teams The Top podcast
  • CONTENTLY  |  THURSDAY, JANUARY 12, 2017
    [Sales] 7 Companies That Should Buy Medium, Because Why Not?
    Last week, Medium CEO Ev Williams announced that the company was laying off 50 staffers, closing its offices in New York and Washington DC, and ceasing its ad-sales operation. It’s time to panic about another social network. So what happens now? We’re all staring into the great unknown. This sucks because I love Medium. Facebook.
  • SNAPAPP  |  THURSDAY, JANUARY 12, 2017
    [Sales] How to Plan Marketing Content Around Event Promotion
    They’ll be happy to share, especially if the first follow up content isn’t in-your-face-sales. All too often, marketers under-plan their marketing content for events. They promote what’s coming beforehand, but then they forget to continue the process during, and after the event. Or some combination of the above. Pre-event Marketing Content.
  • VIDYARD  |  THURSDAY, JANUARY 12, 2017
    [Sales] Adding Video to Your Sales Emails is No #SalesFail
    The post Adding Video to Your Sales Emails is No #SalesFail appeared first on Vidyard. Blog Field Sales Inside Sales Sales Sales LeadershipGetting attention from your prospects isn’t always easy. The average person receives a whopping 100+ emails a day, and opens less than 25 of them. And there is — video!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 12, 2017
    [Sales] A Look Back at Modern Marketing in 2016
    ABM was everywhere, as it provided positive ROI and the promise of marketing and sales alignment. Modern Marketing has come a long way in 2016. More leading brands are using marketing technology to better understand their customers and provide a better customer experience than ever before. Data is part of nearly every marketing conversation.
  • HUBSPOT  |  THURSDAY, JANUARY 12, 2017
    [Sales] 9 Handy Business Calculators That’ll Make Your Life Easier
    Has anyone at your company ever asked, “How many leads per month does our sales team ACTUALLY need to hit their pipeline goals?” If not, this Leads Calculator (also known as a Service Level Agreement, or SLA calculator) will be your handy monthly tool to answer that question. Did they give you that extra $10K for paid campaigns last month?
  • BRAINSHARK  |  THURSDAY, JANUARY 12, 2017
    [Sales] How to Make 2017 The Year of Sales Manager Enablement
  • THE ROI GUY  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] 2017 - “The Year of Value”
    As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Measure and improve –Tracking the adoption and use of tools and practices, and the impact that the approach has on sales success, measuring win rate improvements (vs.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] Study: 49% of Content Marketers Aim to Drive Brand Awareness
    When sharing metrics of success, 32 percent of respondents focus on sales metrics (the number of people who become a customer), 29 percent focus on lead generation metrics (the number of people who provide personal information), and 29 percent focus on consumption metrics (the number of people consuming your content).
  • LEANDATA  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] How Sales Ops Can Get What It Wants
    But “fun” isn’t a word that most Sales Operations professionals normally associate with purchasing technology solutions. Helping practitioners do a better job of winning over their colleagues is the idea behind a new eBook: “How to Get What You Want: A Sales Ops Guide to Selling the Value of a Technology Solution in Your Organization.”
  • SCRIBBLELIVE  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] How Content & SEO Marketers Can Help Each Other Be Successful
    We’ve discussed content’s relationship with product marketing , demand generation , as well as sales and customer success. Breaking down the silos that separate content marketers from other functions within an organization has been an ongoing theme on our blog recently. Next up? The dynamic between content marketing and SEO is interesting.
  • CONTENT STANDARD  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] Why Corporate Communications and PR Professionals Need to Own Their Brand Voice in 2017
    long-term strategy needs longer-term metrics, including brand perception and increased loyalty, versus short-term metrics like sales conversions. Your brand voice is more than just a press release. Sure, plenty of corporate communications and PR professionals understand that brand voice matters. Earned vs. Paid vs. Owned.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] How to Hire a Digital Marketing Agency: Red Flags and Key Questions
    Connect with your sales rep on LinkedIn and ask to see case studies that prove their abilities. Author: Mike Tomita Let’s face it, even the savviest marketing teams sometimes don’t have the bandwidth to take on digital marketing , which is a strategy in itself. There are many reasons to consider hiring a digital marketing agency.
  • DISCOVERORG  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] [VIDEO] The Value of Sales Intelligence vs Data
    There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. How We Get Sales Intelligence. Empower Your Sales Team Get a Free Sample of our Data. It is what it is. It just is.
  • ACT-ON  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] Why B2B Brands Are Stepping Up Influencer Marketing Campaigns in 2017
    As a result, this type of marketing generates up to twice the sales of paid advertising, according to a recent study by McKinsey & Co. People have always looked to peers to help them make decisions. Check out this old-school Fabergé shampoo commercial that shows a woman who “told two people” who “told two more people,” … and so on.
  • KEO MARKETING  |  TUESDAY, JANUARY 10, 2017
    [Sales] KEO Marketing Presented “Big Heart Award” from Big Brothers Big Sisters of Central Arizona
    KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Community Organization Honors Partner KEO Marketing for Exceptional Engagement. PHOENIX, Ariz., The event will be held on Thursday, January 12 from 5:30 p.m. to 7:30 p.m.
  • KAPOST  |  TUESDAY, JANUARY 10, 2017
    [Sales] 7 Tips on Sourcing Internal Content to Give Your B2B Organization a Boost
    The key for all B2B organizations is to use internal content creation tips that save time and make it easier to hit marketing content deadlines and sales goals—all the while simplifying how to engage in the internal content creation process. Meet quarterly to review consumer insights, data, company revenue goals, and sales needs.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 10, 2017
    [Sales] Hard Facts About B2B Marketing and Sales
    One of the most frustrating things about being a B2B marketing and/or sales professional is that there are circumstances and […]. B2B Marketing
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