• ACT-ON  |  MONDAY, JULY 25, 2016
    [Sales] How Your SMB Company Can Adopt ABM Tactics
    But, before you go skipping off, take the time to create tangible metrics – such as how many opportunities you need to create for sales so they can advance the sales process. Besides the beautiful promise of engagement, ABM brings another gem … sales and marketing alignment. How is the length of the sales cycle being affected?
  • PUREB2B  |  MONDAY, JULY 25, 2016
    [Sales] The Importance of Offline Lead Generation
    On the surface, that seems to be that main sentiment among marketing and sales practitioners, but survey results reveal another layer: Marketing Sherpa released a study that says more than half of the marketers surveyed believed that there is an “…increase or no change in the importance of offline tactics.”.
  • MI6 MARKETING AGENCY  |  SATURDAY, JULY 23, 2016
    [Sales] Mi6 Agency’s Top Charts for July 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! Two charts will be featured each week with some insights and thoughts from the author. Week of July 4th. What’s the Best Chart to Use for my Strategy Presentation? Week of July 11th.
  • CONTENT STANDARD  |  SATURDAY, JULY 23, 2016
    [Sales] Is Word-of-Mouth Marketing Still Worth Your Time?
    ” Whether it’s your friend, your mother, a trusted digital connection, or a stranger via online reviews, word of mouth provides similar types of benefits that bring audiences closer to a possible sale or conversion. The adage goes that word of mouth is the best form of advertising. Word of Mouth’s Digital Evolution.
  • JUNTA 42  |  SATURDAY, JULY 23, 2016
    [Sales] This Week in Content Marketing: Compared to Advertising, Content Marketing Still Petite
    At the same time, you’re tasked with managing content that increases lead count, boosts sales or raises customer loyalty. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. Next, we analyze one blogger’s ranking of hot digital media topics based upon the number of pitches he receives.
  • OPENTOPIC  |  FRIDAY, JULY 22, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – O
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • CONTENTLY  |  FRIDAY, JULY 22, 2016
    [Sales] Cleveland’s Weird Tech Culture, and 5 Other Stories You Should Read
    Selected by Amanda Weatherhead, sales strategist. Here’s what you missed while you definitely weren’t following the latest T Swift/Kim K drama … Stratechery: Dollar Shave Club and The Disruption of Everything. Since the 1950s, P&G has essentially doubled revenue decade over decade. The New Inquiry: Not For You.
  • LEADERSHIP  |  FRIDAY, JULY 22, 2016
    [Sales] How to Use Visual Collaboration at Each Stage of the Buying Cycle
    How do you build a relationship with your customer online, and what should you do to make sure that you address each phase of the buying cycle in a way that provides value and encourages sales? You can do this through on-demand solution videos, viral videos that spread the word of your organization, and through initial discovery sales calls.
  • OVERGROUND B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] 5 New B2B Sales and Marketing Strategies
    5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. Strategies. Overground. 2. Pretty.
  • DIVVYHQ B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] Definitive Guide to Planning a New Content Initiative
    just seeding a piece of fluff to appease our sales team? Engage your sales and/or support teams to get a pulse on. The overall marketing goal is clearly to drive online video sales. increased leads and sales in the long run. sales/support discussions, and regular conversations with customers, your content focus.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] Content Marketing 2016: Staffing, Measurement, and Effectiveness
    percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. Marketing. But brands.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] Study: How Much of Your Content Marketing Is Effective?
    for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? content. in it.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] Content Methodology: A Best Practices Report
    Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. In the.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] Staffing and Launching Your Content Marketing Program
    before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. All rights reserved. Introduction 3 II. robbery.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 22, 2016
    [Sales] Evangelizing a Content Marketing Program
    50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. effort between marketing and sales allows. of content to a given sale.
  • BIZIBLE  |  FRIDAY, JULY 22, 2016
    [Sales] How We Revamped Our LinkedIn Ad Strategy For Full-Funnel Marketing
    For us, this means nurturing prospects with content about how attribution solves problems like misalignment between marketing and sales, marketing reporting on engagement and activity rather than revenue, etc. At the same time, we also know who our sales team has engaged with either over the phone or through email. The Results.
  • ION INTERACTIVE  |  FRIDAY, JULY 22, 2016
    [Sales] Interactive Content Marketing Weekly Roundup: July 18-22
    Because they provide such valuable recommendations and insights to prospects, sales, and marketing. Did you miss what went on this week in interactive content? Don’t worry! It’s a win-win! ion’s Director of Customer Success, Audrey Ross, is an interactive content master. And she’s answering your questions in our new “Ask Audrey” video series.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JULY 22, 2016
    [Sales] Why a Single View of Your Customer is Vital for Success
    This intelligence essentially helps sales and marketing teams produce more effective strategies and campaigns as well as craft relevant content , resulting in a greater return for the effort made. That provides more data to identify patterns in behavior that can be leveraged to create better messages and interactions with them.
  • KAPOST  |  FRIDAY, JULY 22, 2016
    [Sales] Content Marketing Strategy Tips: Build Your Competitive Positioning
    Here are a few ideas to guide you: Enlist your sales and account management teams to share your content with their customer bases. If you’re in the process of building or optimizing your content marketing strategy , you’re likely encountering a few challenges. Here are 3 simple tips to help you reclaim your focus: 1.
  • SNAPAPP  |  FRIDAY, JULY 22, 2016
    [Sales] SnapWrap: Pokémon, Remote Workers, Social Media, and More!
    Then come buzzwords like “content marketing” and “SEO”, aiming to improve sales through informative blog posts and quick loading websites. Welcome to SnapWrap , our weekly marketing roundup on the SnapApp blog! Keeping up with all of the latest news on your own is tough, so let us do all the research for you. Dillon Baker, Contently.
  • ACT-ON  |  FRIDAY, JULY 22, 2016
    [Sales] Rethink Marketing Automation – for the CASL-Compliant Marketer
    You’ll be able to look at multi-touch attribution and how press releases contribute to a sale. Additionally, you can create approved templates and distribute them in your media library for other marketing and sales departments to use. Support your sales team. An example would be an advertising message, or an email with a coupon.
  • BRAINSHARK  |  FRIDAY, JULY 22, 2016
    [Sales] Salesforce AppMavericks Interview: 3 Takeaways from Brainshark CEO Greg Flynn
    No matter the size or industry, all companies struggle with the best ways to get employees trained while continuing to grow sales each quarter
  • BULLDOG SOLUTIONS  |  THURSDAY, JULY 21, 2016
    [Sales] Celebrating Christmas in July with Personalized Content
    Demand Creation , Marketing Agency , Marketing Campaigns , Marketing Planning , Marketing Technology , Reporting and Analytics , Sales and Marketing OperationsThis past winter, we helped Oracle deliver a number of helpful assets in an innovative way. The click-through rate (CTR) from the video to the assets was 25%. And we agree! Job titles.
  • BIZIBLE  |  THURSDAY, JULY 21, 2016
    [Sales] Why a B2B Marketing Budget should be "Prove It to Use It" not "Use It or Lose It"
    To connect marketing touchpoints to revenue, the data needs to be associated with lower-funnel activities -- which are conducted by the sales team, who uses a CRM. It’s easy for marketers to look at their budget as an end in itself. "We have [this] much money to market with, so let’s use it." Test first, spend second. But don’t stop there.
  • THE POINT  |  THURSDAY, JULY 21, 2016
    [Sales] Top 10 Marketing Automation Mistakes
    Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Launching lead scoring too soon. irrelevant.
  • 6SENSE  |  THURSDAY, JULY 21, 2016
    [Sales] The Day of the Fish: B2B ESP 2016 Recap
    Continuing the trend, Forrester principal analyst Laura Ramos discussed the six ways predictive gives sales and marketing teams an unfair advantage and displayed a photo of a goldfish jumping from one bowl to another. In the words of B2B ESP keynote speaker Andrew Davis , “Marketers are addicts – always chasing a high.” Latest
  • AKOONU  |  THURSDAY, JULY 21, 2016
    [Sales] How Cooking Bacon can Lead to Marketing Zen
    There’s always another campaign to run, more content to create, more needs of the sales team, more data to process, more channels to leverage, more, more, more. The daily pace of marketing has accelerated to a break-neck, frenetic state. But there is hope! You can practice yoga. You can meditate. Strategic Marketing
  • SALES ENGINE  |  THURSDAY, JULY 21, 2016
    [Sales] What are the building blocks of a lead generation strategy?
    There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you. And even worse, they choose an architect that specializes in bridge building.
  • ANNUITAS  |  THURSDAY, JULY 21, 2016
    [Sales] Lessons Learned From a Startup
    You have mere seconds to capture someone’s attention (vs. a six-month sales cycle for a large enterprise purchase). Three years ago my stepson received his MBA along with a terrific job offer and moved to Washington DC. Working extremely long hours, he had no time to grocery shop and cook for himself. Blogging is critically important.
  • WEBBIQUITY  |  THURSDAY, JULY 21, 2016
    [Sales] How to Be Creative in B2B PR
    Yet, rather than go the tried and tested press release route, they opted instead to create a worldwide gravity experiment and increased their sales by 22%, ‘nuff said. Guest post by Heather Baker. Creativity isn’t the sole domain of consumer PR; if anything, it requires more creativity to craft the perfect angle for a complex B2B subject.
  • VERTICAL RESPONSE  |  THURSDAY, JULY 21, 2016
    [Sales] Email Reactivation
    Are you looking at your sales figures this time of year and wondering where everyone went? It’s no secret the middle of the summer can be a slow, syrupy season for sales revenue. Think about where your customer is in the sales funnel. ” Prognosticators point to a burgeoning 143.8 Segmenting audiences. spent 2.8
  • LEAD LIAISON  |  THURSDAY, JULY 21, 2016
    [Sales] Buzzwords in Marketing Automation: Lead Scoring – The Fast Way to Convert Leads
    Lead scoring is an effective way to identify hot leads, so that you can send them over to your sales team. You will need to set a target score that indicates a lead is ready to go to your sales team. Have sales and marketing work together to always fine tune the lead scoring threshold. Lead Scoring 101 – How It Works.
  • BIZNOLOGY  |  THURSDAY, JULY 21, 2016
    [Sales] How most Social Media experts are wrong about LinkedIn
    Social media experts who are going for reach on LinkedIn and other social media platforms are taking the “social” out of “social media,” and those sales and marketing executives that follow his approach are just seeing social media as another advertising medium to gain more brand awareness. You see, it’s a wrong message to the wrong audience.
  • SNAPAPP  |  THURSDAY, JULY 21, 2016
    [Sales] Why You Don’t Need a Pokémon GO Strategy
    B2B marketers always need to have one eye on creating awareness and brand identity, and the other eye on creating high-quality leads for their Sales teams. I’m throwing this out there to the B2B marketing world: You don’t need a Pokémon GO strategy. There, I said it. Because we didn’t need a Pokémon GO strategy. Too easy. LookUp.  .  . Throw.
  • HUBSPOT  |  THURSDAY, JULY 21, 2016
    [Sales] How to Say 'No' To Your Boss
    Unless your boss uses the HubSpot Sales Chrome extension , that is. Technically, your boss owns your professional time. That means it's perfectly within her rights to reprioritize what you're working on if she thinks doing so is the best thing for the team. In the end, that reflects poorly on you -- and that's not fair. Ask questions.
  • B2B MARKETING INSIDER  |  THURSDAY, JULY 21, 2016
    [Sales] How Inbound Marketing Killed Cold Calling
    thing sales people need in order to sell effectively is someone to sell to. The No. Cold calling used to be a great way to get prospects and set up appointments, but with the vast amount of information at consumers finger-tips today, inbound marketing has become a much more efficient way to sell. Inbound […]. Content Marketing
  • OPENTOPIC  |  WEDNESDAY, JULY 20, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • SALES ENGINE  |  WEDNESDAY, JULY 20, 2016
    [Sales] Is Content The Solution for Your Shrinking Sales Pipeline?
    economy and an ever-expanding arsenal of technologies to help both salespeople and marketers reach more prospects, many companies continue to struggle to grow sales. Control Over the Sales Process Has Shifted The sales game has changed, and many companies have failed to adapt. Despite a vibrant U.S. And what can you do about it?
  • BIZIBLE  |  WEDNESDAY, JULY 20, 2016
    [Sales] The 9 Circles of B2B Marketing Hell
    B2B marketing and sales is a drawn out process that takes months, or longer, to convert leads to customers. As we mentioned earlier, the process of B2B marketing and sales is long. Violence: Blaming Sales for Low Close Rates. Sales and Marketing alignment provides a solid foundation for company success. Think about it.
  • HUBSPOT  |  WEDNESDAY, JULY 20, 2016
    [Sales] The Marketing Power of Pokemon Go and Other New, Unsaturated Marketing Channels
    According to TechCrunch , a pizza place in Queens, New York saw a 75% increase in sales by paying $10 to lure a Pokemon Character to their location. 6 months ago, I didn't care a hoot about augmented reality games. But as marketers, they are about to become real darn important to all of us. So what? Who cares about some mobile game? Over 4.9
  • B2B MARKETING TRACTION  |  WEDNESDAY, JULY 20, 2016
    [Sales] Does Your B2B Marketer Plagiarize like Melania Trump?
    have a thirty-plus-year career in B2B marketing and sales, and I’ve consulted with hundreds of companies in the last twenty years. I’ve observed a lot of marketing and business situations and provided solutions that help my clients grow. It is not OK to copy other marketer’s stuff. think re-purposing is brilliant.
  • VIEWPOINT  |  WEDNESDAY, JULY 20, 2016
    [Sales] A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results
    These dispositions will drive 1,547 leads, 1,252 pipeline accounts (scheduled next step that consistently results in a very high lead rate) and 6,158 nurture accounts (qualified companies where the timing is not right for a sales follow-up – but this filtered list yields a high lead rate on future touches). touches to engage with a prospect.
  • RADIUS  |  WEDNESDAY, JULY 20, 2016
    [Sales] How To Evaluate Software Integrations: 3 Important Considerations
    For example, imagine implementing a new analytics tool that is meant to help your sales team access data about their key accounts. We’ve all been there. This makes sense. No one wants to deal with the consequences of implementing a product that is disconnected from other critical systems — duplicate data, manual work, and incomplete insights.
  • CONTENTLY  |  WEDNESDAY, JULY 20, 2016
    [Sales] Introducing Analytics for PDFs (and More!)
    Much of it goes on this blog, but as any marketer worth their lead funnel knows, there’s a whole universe of downloadable content (like sales decks, PDFs, and case studies) that lives elsewhere. Brands produce a lot of content, and Contently is no exception. What is it? ” (Thanks, guys! We think so too.).
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 20, 2016
    [Sales] Retailers, Do You Know Consumer Holiday Shopping Habits Are Changing?
    Yes, visions of record-breaking sales dance in their collective heads. It is worth noting here that the percentage of holiday shoppers who told us that they learn about sales from social media grew from 20% in 2014 to 23% in 2015. The last thing on my mind from a consumer perspective is holiday shopping. Sorry, had to get that in.
  • ION INTERACTIVE  |  WEDNESDAY, JULY 20, 2016
    [Sales] Account-Based And Content Marketing Programs Are Not Campaigns
    So start with upsell and cross-sell opportunities for the accounts representing your top 20% of sales. Measure Account-Based Marketing ROI While page views and social shares can measure the effectiveness of your content with each targeted account, the real measure of success is how well it drives conversions, pipeline and sales.
  • LEAD LIAISON  |  WEDNESDAY, JULY 20, 2016
    [Sales] Buzzwords in Marketing Automation: Landing Page
    Buzzwords in Marketing Automation Revenue Generation Blog Sales and Marketing Tools buzzwords Conversion Rates Landing Pages Lead ConversionLanding Pages: its meaning and how to apply it. part of the series Buzzwords in Marketing Automation. What is a landing page? So we should start there. – Search Engine Land. Downloadable content.
  • KAPOST  |  WEDNESDAY, JULY 20, 2016
    [Sales] 4 Simple Secrets to Optimal Content Scheduling
    Good online marketing can turn the tides (and sales) for the better and even help you stand up to the big dogs , but only if done properly. ” In the world of content delivery, blogging, and social media, scheduling your content to get the maximum effect works along the same lines as advertising. Try posting in the morning first.
  • OPENTOPIC  |  WEDNESDAY, JULY 20, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic – Opentopic – Opentopic – Opentopic – Opentopic
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • SNAPAPP  |  WEDNESDAY, JULY 20, 2016
    [Sales] Key Takeaways from DGR’s Sales Enablement Tech Report
    Demand Gen Report has released a new report with findings on the effectiveness of sales enablement technology, and this is must-know information for marketers. Key Takeaways from the 2016 Sales Enablement Tech Report. Here are three major findings from the report: Sales Enablement Tools Make a Big Impact. Why does this happen?
  • ACT-ON  |  WEDNESDAY, JULY 20, 2016
    [Sales] 6 Success Factors for Adopting Marketing Automation
    The definition of “large” varies by business size, industry, and sales cycle. For a small business with a long sales cycle, this might mean 3,000 to 10,000 names. similarly sized small business with a short sales cycle might define a large list as 25,000. Position in the sales funnel (new to your list?
  • HUBSPOT  |  WEDNESDAY, JULY 20, 2016
    [Sales] The Role of Emotions in Shareable Content: An Analysis of 100 Viral Reddit Images
    It was truly viral content at its best, and the site that sold the dress reaped the benefits: Their organic traffic increased by 420 %, and sales of the dress saw a whopping 560 % increase. These days, we’re inundated with digital noise from the moment we wake up. How can something that seems so pointless influences our behavior? Intrigued?
  • OPENTOPIC  |  WEDNESDAY, JULY 20, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic – Opentopic – Opentopic – Opentopic
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • 3D2B  |  TUESDAY, JULY 19, 2016
    [Sales] The Secrets to Engaging Business Buyers on the Phone
    When you’re on the phone with a business prospect, you likely have a goal of creating a sales opportunity or making a sale. You probably get plenty of calls that deliver recorded sales spiels. Most people enjoy conversations, but as soon as the sales pitch winds up they shut down. 2. Introduce "Stop selling. Stop selling.
  • LATTICE  |  TUESDAY, JULY 19, 2016
    [Sales] Fix your Funnel with Predictive Marketing and Sales
    And since Q4 is historically the biggest quarter for most sales teams, now is the time for companies to identify any issues with their revenue funnel, and determine ways to fix those problems so Q4 is a runaway success, not a flop. The post Fix your Funnel with Predictive Marketing and Sales appeared first on Lattice Engines.
  • OPENTOPIC  |  TUESDAY, JULY 19, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic – Opentopic – Opentopic
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • BULLDOG SOLUTIONS  |  TUESDAY, JULY 19, 2016
    [Sales] The Newbie’s Guide to Predictive Marketing
    This insight is very valuable to your sales team to keep the conversation going and close deals. . Marketing Planning , Marketing Technology , Sales and Marketing OperationsPredictive marketing—it often sounds like a confusing combination of statistics, Harry Potter magic and crystal ball readings. But, the problem is, I have to care.
  • HINGE MARKETING  |  TUESDAY, JULY 19, 2016
    [Sales] 6 Brand Value Strategies to Promote Your Firm
    Sales training. Well, everyone is also in sales. Most professional services firms experience a natural ebb and flow in their business cycle. During slow times, firms focus on marketing efforts designed to attract new clients and grow the business. What if you adopted an approach that continually brought in new business? Networking.
  • LEANDATA  |  TUESDAY, JULY 19, 2016
    [Sales] Ensuring Data Quality with Validation Rules
    And that philosophy has carried over to my job as a sales operations specialist. I’m always looking for ways to keep our Salesforce instance organized. When a sales rep adds a new account to Salesforce, he or she enters “California” is the state field. That even applied to chores. Yeah, that’s a mouthful. So two quick notes. That’s it.
  • BIZIBLE  |  TUESDAY, JULY 19, 2016
    [Sales] Ebook Analytics and What We Didn't Expect to Find Out
    The X-axis of this chart is the number of down-funnel sales opportunities the eBook generated within the same time frame. It’s the attribution solution’s fault, honestly. We never would have discovered these analytics otherwise. And this test case was no exception. and form fills (equivalent to eBook downloads). eBook landing page).
  • RADIUS  |  TUESDAY, JULY 19, 2016
    [Sales] How To Improve your Content Marketing With Predictive Scoring
    Nowadays content marketers are generating too many inbound leads for sales. The high number of leads results in sales not knowing which leads to prioritize and a lot of wasted effort as sales reaches out to many leads that are not a good fit, and miss some great leads hidden among the high inbound volume. Well, not necessarily.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JULY 19, 2016
    [Sales] 5 Essential Elements to Include in Every Sales Pitch
    July 19, 2016 by Ken Sterling Effectively closing sales is the bread and butter of your business. Marketing Sales Alignment Sales Sales Enablement B2B BigSpeak Ken Sterling sales sales enablement storytelling WebbiquityHere’s how to hit a home run every time. According to researchers at. read more.
  • INFER  |  TUESDAY, JULY 19, 2016
    [Sales] The Moneyball CEO: Navigating Your Whitespace to Grow Revenue
    There are three main layers where most businesses can identify whitespace: marketing, sales development, and account executive opportunities. You should challenge your marketing and sales folks on their follow ups, ask why these prospects are being ignored, monitor trends in their conversion rates, and build goals on these metrics.
  • ANNUITAS  |  TUESDAY, JULY 19, 2016
    [Sales] The (Almost) Lost Art of Listening in Demand Generation
    Whether that manifests as marketers listening for the sound bites that prove their messaging is on point or “happy ears” when sales is sure that the prospect is ready to buy despite signals to the contrary, improving our ability to listen is key to content strategy for a successful demand generation program. Marketers talk. A lot. Formats-.
  • VIDYARD  |  TUESDAY, JULY 19, 2016
    [Sales] Getting to the Heart of Customer Value and Sharing the Right Stories
    It’s something we often overlook in our ravenous hunt for case studies and ROI results, but these personal stories can be even more compelling — not only for your marketing and sales teams, but for your entire business. When was the last time you thought about the difference you’re making in the lives of your customers? But don’t stop there!
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 19, 2016
    [Sales] B2B Lead Blog Starts a New chapter
    Over the next few months, I’ll launch my new company and while I work on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find resources and practical ideas related to lead generation for complex sale. You may have noticed the B2B Lead Blog has a new look.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 19, 2016
    [Sales] New Chapter for the B2B Lead Blog
    Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. You may have noticed the B2B Lead Blog has a new look.
  • VIDYARD  |  TUESDAY, JULY 19, 2016
    [Sales] Frost & Sullivan Honors Vidyard with Customer Value Leadership Award
    With Vidyard, companies can combine sales and marketing power into their videos for better customer engagement and ROI,” said the report. Vidyard connects viewership back to the identity in the central marketing and sales systems to ensure clients can leverage video engagement data while adhering to existing corporate security standards.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, JULY 19, 2016
    [Sales] Are Seasonal cAllergies Impacting Your Sales?
    Are you one of the 5.4 million sellers* worldwide who suffer from seasonal callergies? Wild Card
  • ACT-ON  |  TUESDAY, JULY 19, 2016
    [Sales] Don’t Bore People: 10 Ideas for B2B Newsletter Content
    These are especially good if you include customer-facing staff, like customer service or sales. Sales or customer service are usually the best sources for the most common questions. What’s the first thing you think when you hear “B2B newsletter”? If you’re like most people, it’s boredom. Neither does most B2B marketing. So change that.
  • HUBSPOT  |  TUESDAY, JULY 19, 2016
    [Sales] Are Ads Worth the Investment? [Free ROI Calculator]
    Some products have too low of an average sales price for the economics to work. Marketers considering ads always ask me the same thing: “How much should I spend?”. It’s a good question -- an important question -- but it’s the wrong question. The right question is: “For every dollar I spend on ads, how much will I get back?”. Bingo.
  • HUBSPOT  |  TUESDAY, JULY 19, 2016
    [Sales] 5 Costly Mistakes New Agency Owners Make
    The key is making the contract a seamless part of the sales process. You started your own agency because you wanted a different type of lifestyle -- you wanted to build something of your own. But running your own agency -- whether it's just you or you've hired a few or more people -- is a completely different challenge. This is your future.
  • BRAINSHARK  |  TUESDAY, JULY 19, 2016
    [Sales] 4 Reasons Why Sales Coaching Should Incorporate Video
  • OPENTOPIC  |  MONDAY, JULY 18, 2016
    [Sales] The 3 C’s of Sales and Marketing Alignment (Smarketing)
    Everyone understands that Sales and Marketing alignment (or smarketing) is a good thing. But the reality is that most organizations are a ways off from the VPs of Marketing and Sales being besties. The post The 3 C’s of Sales and Marketing Alignment (Smarketing) appeared first on Opentopic. Cognitive Technology
  • MARKETRI  |  MONDAY, JULY 18, 2016
    [Sales] Don’t Start a B2B Inbound Marketing Journey with marketing automation software
    You’ve probably heard about Inbound Marketing, a promising, digitally driven modern methodology that “pulls” leads into the sales funnel by attracting them with interesting and useful information. No more interrupting prospects with cold calls. No more once-and-done, overpriced ads. You’re ready to take a sip! Inbound Marketing B2B Marketin
  • THE ROI GUY  |  MONDAY, JULY 18, 2016
    [Sales] Get a $120M revenue boost from partnering with customers on Value Selling & ROI / TCO? Splunk tells you how.
    The program has resulted in sales reps engaging more often and partnering with customers and prospects on value analysis and delivery, with: Over 1,500 business cases to prospects last year 730 business cases in this last quarter alone Influence on over $120M in annual new business wins each year. It was a no brainer to use these guys."
  • OPENTOPIC  |  MONDAY, JULY 18, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic – Opentopic
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • THE ROI GUY  |  MONDAY, JULY 18, 2016
    [Sales] SiriusDecisions Reveals Sales Content Research and Secrets to Success
    The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. Three key sales content challenges The discussion turned to getting sales content “right,” which is easier said than done.
  • VOLACCI  |  MONDAY, JULY 18, 2016
    [Sales] 8 Ways Drupal 8 Can Improve Your Website and Generate More Leads
    You can develop relevant content that improves SEO, drives users to your website, creates leads, and results in more sales. Drupal 8 integrates with email, analytics, marketing automation, CRM and other business software to create a seamless transition from content to lead generation to sale. Drupal 8 is a marketer’s dream.
  • CONTENTLY  |  MONDAY, JULY 18, 2016
    [Sales] 5 Content Marketing Trends Sweeping Europe
    ” Adidas has said that it achieved record soccer-related sales amounting to 2 billion euros as a result of the campaign. Making products and services more accessible to widespread and valuable audiences is the ultimate goal for brands all over the world. While output levels are high, so, too, is quality. Mobile video. Ready to rumble.
  • HALEY MARKETING  |  MONDAY, JULY 18, 2016
    [Sales] Does Your Content Marketing Strategy Lack Action?
    Print articles that your sales team can use as leave-behinds at meetings with prospects. You hear it more and more, and you see all of your competitors blogging. Content is king, and content is everywhere. You publish your blogs regularly. And then you wait. And continue waiting. Yes, your content is adding value. There absolutely is.
  • BIZNOLOGY  |  MONDAY, JULY 18, 2016
    [Sales] Personalized content for more effective content marketing
    In today’s B2B world, your prospects don’t want to hear from you until much later in the buying process, so attracting, engaging and nurturing them until they’re ready to talk to a sales person is no longer a nice way to supplement the top of your funnel. Don’t call them, they’ll call you. It’s an absolute must for long-term survival.
  • MODERN B2B MARKETING  |  MONDAY, JULY 18, 2016
    [Sales] Breaking Down the Fundamentals of Account-Based Marketing
    It’s about getting all your resources— your program dollars AND your people (including your sales and marketing teams)—working together in a coordinated way to pursue and convert very specific accounts. To get this right, you need to work in close conjunction with sales. But what does this mean for you as a marketer? Develop Personas.
  • SNAPAPP  |  MONDAY, JULY 18, 2016
    [Sales] Using Interactive Content to Build a Scalable Account Based Marketing Program
    It’s the new hotness, and it’s easy to see why: ABM promises better results , closer sales-marketing alignment , and treasure troves of revenue (plus a system to attribute that revenue back to marketing – yessss!).  .  . ABM represents an effort on the part of marketing to accelerate pipeline and drive sales. Source: Bizible.
  • HUBSPOT  |  MONDAY, JULY 18, 2016
    [Sales] 12 of the Best 'Contact Us' Page Examples You'll Want to Copy
    Below that nice hero image and a few words explaining what visitors will get when they contact them, you'll find three options: You can request a demo, you can reach out to a sales rep, or you can get in touch with customer support. If visitors choose to talk to sales, they'll see one form show up below the fold. Ready to get inspired?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JULY 18, 2016
    [Sales] How to turn social media connections into an actionable audience
    The case of the missing book sales. book recommendation from a heavily-followed Twitter account should lead to a huge spike in sales, right? In fact, in the days and weeks following Milano’s tweet, the book’s sales actually declined. By Mark Schaefer. It doesn’t. ” It’s like a handshake. Don’t believe me?
  • ACT-ON  |  MONDAY, JULY 18, 2016
    [Sales] From Scratch: Four (Free) List Building Strategies
    Influencers, whether they’re journalists, analysts or bloggers, can drive sales. Ensuring your visitors have a seamless and positive “omni-channel” experience consistently across all touch points – web, mobile, social and in-person – will build confidence, credibility, trust and ultimately, sales for your clients and their clients.
  • HUBSPOT  |  MONDAY, JULY 18, 2016
    [Sales] 7 Steps to Creating an Operating System for Your Agency
    There are expectations to maintain between prospects and sales, clients and account managers, and between core team members and the rest of the agency. In 1955, a middle-aged milkshake machine salesmen came upon something odd. At a time when his industry was taking a dive, one restaurant ordered enough machines to make 40 milkshakes at once.
  • PUREB2B  |  SUNDAY, JULY 17, 2016
    [Sales] Understanding the Stages of Your Sales Funnel
    Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Simply put, a sales funnel conceptualizes the process of turning prospective leads into loyal customers. Stages of a Sales Funnel.
  • SCRIBBLELIVE  |  SUNDAY, JULY 17, 2016
    [Sales] How to Become a Better Content Team Leader
    Document your findings and work with other members of your team (product, support, sales, and senior leaders) to construct a content marketing plan that works. We’re all fully aware of how content marketing is shifting the way brands prioritize their creative resources. And it’s all built around great content. Define Your Market.
  • OPENTOPIC  |  SUNDAY, JULY 17, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday – Opentopic
    Opentopic blog >> opentopic.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • TONY ZAMBITO  |  SUNDAY, JULY 17, 2016
    [Sales] How Understanding The Goals And Intent Of Buyers Can Transform Marketing
    Leading to more effective online engagement, content design, and sales conversations. Doing so provides the deeper level of understanding required to create resonance with customers in all aspects of marketing and sales. With transformation meaning how to reorganize, as well as, realign marketing and sales efforts around the customer.
  • OPENTOPIC  |  SATURDAY, JULY 16, 2016
    [Sales] Sales Glossary: What Is An SSI Score?
    Opentopic blog >> salesforlife.com If you’re in sales, you’ve heard the term tossed around: SSI. The post Sales Glossary: What Is An SSI Score? Maybe you’ve heard your colleagues get upset when their SSI score drops. Maybe you’ve heard them compete over who has a higher SSI score. Just kidding. That’s never happened. Has it?
  • OPENTOPIC  |  SATURDAY, JULY 16, 2016
    [Sales] Come work with us: Digiday Media is hiring – Digiday
    Opentopic blog >> digiday.com Digiday Media is hiring for a variety of positions across editorial, sales, its creative content agency, finance and events. We’re fast-growing and fast-moving, and we’re looking for people with experience to share in making our ambitions a reality. Marketing ROI Cmo marketing roi
  • JUNTA 42  |  SATURDAY, JULY 16, 2016
    [Sales] This Week in Content Marketing: Most Brands Failing at Customer Experience
    At the same time, you’re tasked with managing content that increases lead count, boosts sales, or raises customer loyalty. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. We wrap up the show with a This Old Marketing example from Maui Electric. This week’s show. Sponsor (38:21).
  • OPENTOPIC  |  FRIDAY, JULY 15, 2016
    [Sales] How to increase B2B lead quality from your social media traffic
    If that sounds like you, I bet that you’ve been asked plenty of times whether you can deliver more leads to help meet sales. The post How to increase B2B lead quality from your social media traffic appeared first on Opentopic. Marketing ROI Cmo marketing roi
  • CONTENTLY  |  FRIDAY, JULY 15, 2016
    [Sales] ‘Facebook Live’s Identity Crisis,’ and 5 Other Stories You Should Read
    Selected by Amanda Weatherhead, sales strategist. Here’s what you missed while you were being the very best, like no one ever was … n+1: The Library of Last Resort. Selected by Dillon Baker, associate editor. Since the beginning of the internet, we’ve been trying to digitize our collective knowledge. Trump Has Twitter.
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