• JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, APRIL 17, 2014
    [Sales] Words Decision Makers Love to Hear
    Increased sales per customer. Faster sales cycles. 'Decision makers don''t care about your porduct''s speed, specifications, or efficiency. They don''t care about the wonderful methodology you use. Your offering is simply a tool. They care only about the results your offering delivers for them. Faster time to market. Decreased costs.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 17, 2014
    [Sales] Common Pitfalls in Demand Generation Strategy
    And most importantly, your strategy needs to define how you’ll Engage with new prospects, Nurture them to become qualified, and Convert them to sales opportunities. Delivering unqualified leads to sales. Sales screams at marketing for more leads.  Sales responds with a resounding “these leads are horrible.”
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Sales] Shock Stat: 46% of Sales Inquiries Are Missed Opportunities
    We can determine if there was a sale made on the call, if a reservation was booked, if a lead was good, if a lead was bad, and if there was a missed opportunity. In other words, it is a caller that didn''t convert to sale, reservation, or appointment, but should have. We released this information in an infographic earlier this week.
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 17, 2014
    [Sales] The True Secret to Generating Social Media Traffic
    Related Stories Facebook Ads Update: What it Means for Ecommerce and Why it’s Awesome 9 Ways To Grow Your Sales With Pinterest How to Find Relevant Subreddits for Your Business. Of course, this doesn’t mean you should forget about some of the other social media traffic tips … Continue Reading.
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Sales] New Study: Agents Only 'Ask for the Business' 13% of The Time
    'The marketing and sales analytics world is abuzz about our new infographic. It can determine if the caller made an appointment, bought something, got angry, felt confused, and if they were a sales ready lead. Sales Training - This data has incredible application to sales training companies and sales trainers.
  • VIEWPOINT  |  THURSDAY, APRIL 17, 2014
    [Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
    'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. The percent of sales accepted leads decreasing while lead quotas increase.”. It''s time to change how we talk about sales leads.
  • SOCIAL MEDIA B2B  |  THURSDAY, APRIL 17, 2014
    [Sales] Grow Your B2B Audience by Considering Size, Engagement and Value
    And job number one of marketing is to make the sale, but one of our jobs now is to get more out of what we do with paid, owned and earned media. 'Jeffrey K. What’s the premise of your book Audience ? Lots of people say every company is a publisher. Every company is a broadcaster. That’s simply no way to build traffic.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, APRIL 17, 2014
    [Sales] Being Banned Ain’t What It Used to Be
    The breaking news was that my novel, the one without any sex, atheism or politics, had been banned for sale in the country in which it was set because it was about the country and her citizens. “But was this helping your sales?” But was this helping your sales?” 'By Mohanalakshmi Rajakumar, {grow} Community Member.
  • 3D2B  |  WEDNESDAY, APRIL 16, 2014
    [Sales] How to Cut Your Marketing Cost-Per-Sale
    However, what’s more important is the cost per sale. The company shares these leads with its sales people based on their territories. The sales people follow up and walk away with five closed sales. When you divide five into $5,000, you come up with the cost of $1,000 per sale. How to Get More Sales Out of Leads.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Q1 Phone Lead Score Data: 29% of Calls are 'Great Leads'
    It was a sales skills failure. Your clients, you''ll find, will happily pay more money for great sales ready leads. 'Yesterday we published an infographic that is making its way across the web. So far it''s been shared over 400 times. The infographic is unique because it reveals data never before revealed.in This is revolutionary data.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Infographic Data: 29% of Inbound Calls Result in a Conversion
    There are several, but the most obvious are probably sales skills (which Conversation Analytics tracks) and lead quality (which Conversation Analytics tracks). 'Yesterday we published a truly groundbreaking infographic. It is intensive high level data from the millions of phone call segments we analyzed in Q1 across dozens of industries.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Better Processes & Improved Focus with Queue-Based Lead Management Platforms
    'AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” How are leads being reviewed and passed along to my sales reps? Productivity.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 16, 2014
    [Sales] 5 Steps to Use Marketing Automation for Improved Conversion Knowledge
    The longer your sales cycle, and the more complex your product or service, the more content you’ll need to serve up to prospects and clients. For 'by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Shannon Cadden , a Project Manager and System Administrator at  3D2B. She was raised in both America and Germany.
  • THE POINT  |  WEDNESDAY, APRIL 16, 2014
    [Sales] New Marketing Automation Buyer’s Guide Offers Valuable Advice
    It’s this type of content that will drive a higher level of engagement, build credibility, and ultimately drive a dialogue with sales. Conversely (and counter-intuitively), content that overtly “sells” a product or service, particularly early in the sales cycle, has a greater chance of alienating the reader.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Ask yourself questions such as: Is our company missing potential sales calls? The information can be applied to track performance of PPC ads, conduct A/B testing, identify lead-generating keywords, and even measure call length when compared to sales outcomes. How much revenue as generated through phone-based sales? In 2012, U.S.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    Ask yourself questions such as: Is our company missing potential sales calls? The information can be applied to track performance of PPC ads, conduct A/B testing, identify lead-generating keywords, and even measure call length when compared to sales outcomes. How much revenue as generated through phone-based sales? In 2012, U.S.
  • WRITTENT  |  WEDNESDAY, APRIL 16, 2014
    [Sales] How Often Should You Update Your Blog? A Data-Driven Answer
    Some of us are familiar with HubSpot’s state of inbound report , which has consistently found that the more blogs you publish, the more traffic, leads, and sales your business will generate. 'When it comes to blogging, is more always better? Deep down, we all know the general answer to this question. Image source : Hubspot. Can I Outsource?
  • VERTICAL RESPONSE  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Four Creative Options to Encourage Email Opt-ins
    The web is awash in these kinds of offers, but they may not be the most effective way to get potential customers in your sales funnel. Here are some new, creative options and savvy strategies for email opt-ins, courtesy of Jennifer Bourn, creative director and strategist at full service design agency Bourn Creative. Be specific.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Sales] Using a Trial/Freemium Model? Here’s How to Convert Those Users into Customers
    Ideally, your marketing automation platform will have website personalization capabilities , so that you can present your users with relevant, personalized website experiences based on their position in your sales funnel. Free trial offerings often offer full functionality, but only for a limited time. So how can you make that happen?
  • HUBSPOT  |  WEDNESDAY, APRIL 16, 2014
    [Sales] The Triggered Emails You Need to Make Your Marketing Automation Work
    Or what if they get into a sales conversation after just downloading an ebook, never become a customer, and then go cold until they start a trial months later? When a prospect becomes highly engaged, this is a great opportunity to notify that prospect''s sales representative that this is a good time to follow up with the prospect.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 16, 2014
    [Sales] An Act-On Conversation: Charles Besondy and Leo Merle on How Marketing Can Contribute to Revenue
    'Listen to the podcast: In a recent Act-On Conversation, Charles Besondy and Leo Merle chatted about the steps a company can take to make marketing more accountable and a more forceful contributor to the success of the sales team. In other words, sales and marketing need to be aligned. There is a culture in our sales departments.
  • B2B MARKETING MENTOR  |  TUESDAY, APRIL 15, 2014
    [Sales] Our 5 Favorite SFA Software User Interfaces (UIs)
    'Modern sales force automation (SFA) software offers a range of features and analytic capabilities to help you better evaluate your sales pipeline to prioritize and close leads. Pipedrive ’s home screen arranges deal information from left to right in columns that illustrate the natural flow of your sales pipeline. Pipedrive.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! What Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 15, 2014
    [Sales] Cut Through the Red Tape of Consensus for B2B Buying Decisions
    But what it made me think about is how many companies I work with where the sales team is convinced that losing deals is about price. Both marketing and sales are told to go prove the value. Or are they leaving it up to sales? Mathew Sweezey wrote the post based on his research into the State of Demand Generation. agree.
  • HUBSPOT  |  TUESDAY, APRIL 15, 2014
    [Sales] 8 Things That Trip You Up in Blogging (And How to Get Back on Your Feet)
    As it turns out, there are a few things to consider when it comes to blog CTA selection -- the stages of the marketing and sales funnel, the target persona of the content, the post''s subject matter, the skill level of the target reader, clickthrough and conversion rates of your offers. Am I right, or am I right? Damn hard. Don''t stretch it.
  • FATHOM  |  TUESDAY, APRIL 15, 2014
    [Sales] Marketing for Manufacturing in the Age of the Self-Directed Buyer [Lunch & Learn]
    Join us to talk about: Your sales goals. Lead nurturing and sales conversion. 'Retooling Your Marketing for Exponential Growth & Profitability. If you’re serious about understanding the new ways of marketing and selling,  attend the Fathom/NitroMojo “ Lunch & Learn” seminar on May 8th. 00 p.m.).
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 15, 2014
    [Sales] How to Find Elusive B2B Buyers
    Few people appreciate overly aggressive marketers and sales people, and because of this fact, B2B prospects are becoming quite good at hiding from persistent marketers. Picture the couple who sees the sales person walking up the driveway and hides to avoid answering the door. 'Okay, it’s time for a little honesty.
  • THE ROI GUY  |  TUESDAY, APRIL 15, 2014
    [Sales] Interview: Guided Selling with Storytelling, Insights and Financial Justification
    'An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? The best is that it’s in a really easy to use online and iPad App that sales reps and partners love to use.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 15, 2014
    [Sales] What is the International Association of Privacy Professionals? Why Should Marketers Care?
    A: Any professional who manages personal data these days, in HR, finance, IT, marketing or sales, must become acquainted with the privacy framework. Q: The IAPP is a mystery to most marketers. What should marketers know about your organization and the role it plays in marketing and specifically, Demand Generation Strategy? Want to learn more?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Sales] How to Increase Employee Retention in Inside Sales
    'Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. While I have my own thoughts as to why we''ve managed to retain our inside sales reps, I was curious to hear my team''s thoughts as well. No one should be OK with that.
  • SALES CHALLENGER  |  TUESDAY, APRIL 15, 2014
    [Sales] Get Your National Sales Meeting Messages to Stick
    'Now that the first quarter has come and gone, most of our members have wrapped up this year’s national sales meeting and are beginning to look ahead to next year’s events. Choosing a theme: Among the members we spoke with, the sales organization’s top strategic priorities are a popular source of inspiration when selecting a theme.
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 15, 2014
    [Sales] Google Universal Analytics Rolls Out to Primetime: Have You Made the Switch?
    Phone calls, in-store visits, and other offline conversions can be tracked alongside your online interactions, offering a broader scope of data and enabling you to attribute the correct source to every conversion and sale. 'Google announced last week that Universal Analytics is out of beta and is now being rolled into primetime. Analytics
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 15, 2014
    [Sales] Google Universal Analytics Rolls Out to Primetime: Have You Made the Switch?
    Phone calls, in-store visits, and other offline conversions can be tracked alongside your online interactions, offering a broader scope of data and enabling you to attribute the correct source to every conversion and sale. 'Google announced last week that Universal Analytics is out of beta and is now being rolled into primetime.
  • BIZNOLOGY  |  TUESDAY, APRIL 15, 2014
    [Sales] Remember LinkedIn for social media marketing
    And, even if your job is not in sales, business development, or business to business marketing, there’s a lot going on on LinkedIn you’ll surely want to spend some serious time exploring. started doing it when I did sales for Reputation.com. Completely Fill Out Your LinkedIn Profile. Download the LinkedIn App. Blogging?
  • MARKETING ACTION  |  TUESDAY, APRIL 15, 2014
    [Sales] Act-On Announces $42 Million in Venture Financing, Led by Technology Crossover Ventures
    Act-On will use the new capital to accelerate the business on all fronts, including new product development, sales expansion, and brand recognition. The prime directive – for me, and for Act-On’s talented, dedicated staff – remains, as always, to provide the technology and services that help marketing and sales teams to succeed.
  • VIEWPOINT  |  TUESDAY, APRIL 15, 2014
    [Sales] Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big
    He is former East Coast Bureau Chief of Crain’s “BtoB” magazine, and former editor-in-chief of Nielsen’s “Sales & Marketing Management” magazine. 'By Christopher Hosford, editor-in-chief, HosfordGroup. Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. They’re nimble.
  • 3D2B  |  MONDAY, APRIL 14, 2014
    [Sales] Quick Tips to Make Sure the Best B2B Leads Don’t Get Lost in the Marketing/Sales Void
    'To make sure you don’t lose your best B2B lead generation efforts when you hand them over to sales, you need to start by clearly defining what a good lead is. Both sales and marketing should agree on this definition. Sales people would, of course, like marketing to fuel their sales funnel with ready-to-buy leads.
  • BLUE FOCUS MARKETING  |  MONDAY, APRIL 14, 2014
    [Sales] Know a #SocBiz Leader You Admire? @TheEIU Wants to Hear From You ~ @TheEconomist
    Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. 'Do you know a Social Business Leader ? am pleased to announce that I have been selected to participate on a special advisory board for The Economist Intelligence Unit (@ TheEIU ), the research arm of The Economist Group (@ TheEconomist ).
  • HUBSPOT  |  MONDAY, APRIL 14, 2014
    [Sales] Duane Reade's Social Media Mistake Might Cost Them $6 Million
    According to a study by Harvard Business Review , celebrity endorsements can give brands short-term benefits, but ultimately sales decrease with time. Average joe" testimonials, on the other hand, helped one company increase sales by over 50%. 'Note to self: Never mention a celebrity on Twitter from a company account. Social Media
  • B2B MARKETING TRACTION  |  MONDAY, APRIL 14, 2014
    [Sales] LinkedIn Product and Services Pages Discontinued
    Do you want to learn how to get qualified leads and sales inquiries from LinkedIn? 'Photo by Simon Yeo, Some Rights Reserved. Today LinkedIn Products and Services pages will be discontinued. Here’s what you need to know about the change. They also allowed visitors to the page to “Recommend” a product or service.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 14, 2014
    [Sales] How to Unlock the Lead Generation Power of Your B2B Website
    If you read a lot about B2B marketing like I enjoy doing, you would think that every company is generating leads from their websites , filling their sales pipeline to the point of bursting, breaking sales records and growing fast. 'Artillery B2B Marketing Blog > The Forward Observer Not generating enough leads on your website?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 14, 2014
    [Sales] The End Game: How to Create Opportunities Early In Inside Sales
    'With a family background in sales, it’s no wonder I love competition, organization, and numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly. This is the beauty of sales. Be resourceful!
  • VOICE-BASED MARKETING  |  MONDAY, APRIL 14, 2014
    [Sales] 4 Qualities of Fast-Moving, Change-Making Companies
    If you want to see change, you’ve got to make change, says Ellett: whether it’s aiming high to close a sales goal or seeing a problem at your company and stepping up to offer a solution. 'When it comes to marketing, John Ellett has seen it all. We’ve summarized the ones that stood out most to us here. Being A Change Agent. Purposeful.
  • VERTICAL RESPONSE  |  MONDAY, APRIL 14, 2014
    [Sales] After an Event: How to Connect and Follow up on Email + Social
    To do so, though, you’ll need to keep track – not only of the number of email subscribers you’ve received but also how long they stay engaged, which lead to sales, and any other key indicators you’d like to track. Now what? The Welcome Message. Consider a show discount or offer. Segment your new list.
  • BIZNOLOGY  |  MONDAY, APRIL 14, 2014
    [Sales] How to build brand trust – 4 essential steps
    Execution and Communications – each digital media platform or channel will have its own style and expectations from its audience, so customizing the message to leverage these diverse social media nuances and retain the integrity of the new content ideas is a must, including coordinating with traditional media, PR and sales initiatives.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 14, 2014
    [Sales] Lead Generation for Dummies: 7 Lead Generation Strategies You Might Not Have Considered
    These are fantastic to use before events to ramp up attendance, and your inside sales reps won’t have to waste time on calls to promote your event. 'Author: Dayna Rothman Most marketers incorporate lead generation tactics like Facebook ads, events, ebook creation, email marketing, and more into their overall marketing mix. Newsjacking.
  • ENGAGE  |  MONDAY, APRIL 14, 2014
    [Sales] Facebook Reach: A Decline in Mass Communication, an Upgrade to Segmentation
    And remember: Asking a fan to like your post doesn’t boost your sales, attendance to events or necessarily enhance your business in the long run. That created a 6:1 ROI in sales against the dark post spend. And while it’s human nature to wish and hope things are easy, that’s often not the case. And sometimes, you have to pay to play.
  • FATHOM  |  MONDAY, APRIL 14, 2014
    [Sales] Purpose-Driven Marketing for a Purpose-Driven Economy
    Sales & Marketing Alignment Aaron Hurst Simon Sinek The Golden Circle The Purpose Economy 'Aaron Hurst speaking at Fathom, 4.8.2014. Does your organization have a purpose? Does it shine through in your marketing? Do your customers feel it in their guts and believe in it? Original, right?). OK, what does this have to do with marketing?
  • WEBBIQUITY  |  MONDAY, APRIL 14, 2014
    [Sales] 83 Exceptional Social Media and Marketing Statistics for 2014
    Online sales currently account for about 35% of total revenue for B2B vendors, though that’s higher (41%) among US companies. Of the three major types of online advertising (search, display, and social), search is viewed as the best channel for driving direct sales, cited by 40% of marketers (vs. What do only 48% of searches result in?
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 14, 2014
    [Sales] Lead Qualification: Webinar marketing strategy boosts conversion 500%
    After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. You might also like.
  • SALES CHALLENGER  |  SUNDAY, APRIL 13, 2014
    [Sales] The (Slowly) Changing Face of Procurement
    'It probably does not come as a surprise to readers of this blog that, as a profession, Sales has a slight image problem. As Dan Pink pointed out in To Sell is Human , when people think of “sales,” the first words that comes to mind are ones like “pushy,” “yuck,” “difficult,” or “annoying.”
  • NUSPARK  |  SATURDAY, APRIL 12, 2014
    [Sales] How Can Content Marketing Generate Leads?
    Native content is a concept that describes content so well integrated into a page, that is doesn’t stand out as specific sales copy and fits into the entire scheme. 'Content marketing is in essence, the creation of content to promote your brand. How Does Content Marketing Work? Some specific examples of these items might include: .
  • HINGE MARKETING  |  FRIDAY, APRIL 11, 2014
    [Sales] How to Grow Your Email Contacts Organically
    The leads that come in will be at various stages of the sales cycle. This will help to push them through the sales cycle and when they are ready to purchase, you’ve set yourself up well. 'The benefits of email marketing have been proven time and time again. Here are a couple notable statistics. in return. Commit to stopping now.
  • PAUL GILLIN  |  FRIDAY, APRIL 11, 2014
    [Sales] Marketo Tells How to Use Social Media for Lead Generation
    For example, 58% of marketers who have used social media for more than three years say it has helped boost sales. 'I often cite marketing automation vendor Marketo as a shining example of a company that gives away great information as a way to promote its business. They report encouraging results. B2B Content Marketing Social Media Marketo
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 11, 2014
    [Sales] Marketing Trend Watch: 2014 Planning Survey
    This helps us see how all of our marketing programs work together to impact sales – for example, if a prospect clicked on a PPC ad, downloaded an ebook sent within an email program, and then attended a webinar before becoming a customer, all three of those programs get credit. Running Multi-Channel Marketing Programs. Modern Marketing
  • HUBSPOT  |  FRIDAY, APRIL 11, 2014
    [Sales] Why Search Volume Doesn't Matter as Much as You Think
    In the first case, you may attract more people who are interested in all kinds of analytics: marketing analytics, sales analytics, etc. 'Search volume calculates the numbers of times a keyword is searched for in a particular search engine. Because these days, the emphasis should be more on quality and conversions than volume alone. It''s not.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 11, 2014
    [Sales] 6 Fundamental Value-Based Selling Tips
    Others claim sales is a science. If you’re going to win at sales, you have got to sell without actually selling. The same holds true for the sales experience. few tactics to keep in mind during a sales call include: 4. How does your marketing team empower your sales effectiveness? Follow Mike on Twitter @MikeKamo.
  • HUBSPOT  |  THURSDAY, APRIL 10, 2014
    [Sales] Your Customers Are Calling You. Are You Picking Up?
    4) You''ll Makes Lots of Friends in Sales. As an inbound call coordinator, you''ll often hear from people who want to buy from your company -- the people your sales reps are dying to talk to. For example, I sent a lead off to a sales rep one day. then low and behold, it became a huge sale. You get higher conversion rates.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 10, 2014
    [Sales] Marketo Conference: Small Changes, Big Picture
    In the case of customer management, the big question is whether the marketing system should be separate from sales and service systems. Your marketing platform is not an add-on to sales technology, or a component of an IT solution. I wasn’t at the conference but Marketo briefed me on their plans.) My main reaction was, what’s new?
  • CRIMSON MARKETING  |  THURSDAY, APRIL 10, 2014
    [Sales] Wynn White, Birst’s Marketing VP: Why Marketing Is Challenged With Understanding Data [Podcast]
    'The age old question is how does an organization cohesively align their marketing and sales departments? The issue that marketing has to face is accountability and signing up for a. The post Wynn White, Birst’s Marketing VP: Why Marketing Is Challenged With Understanding Data [Podcast] appeared first on. Corporate Marketing Podcasts
  • ANNUITAS GROUP  |  THURSDAY, APRIL 10, 2014
    [Sales] 5 Mistakes Companies Make When Automating Their Marketing
    Each of these often operates independently of each other or at the bequest of various sales teams eliminating the continuity in dialogue with their buyer. Carlos Hidalgo is CEO of  ANNUITAS  and has been named to the Top 50 Most Influential in sales lead management. '*This article first ran in VentureBeat on April 2, 2014. billion.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 10, 2014
    [Sales] 5 Insightful B2B Content Marketing Strategy Videos
    Today’s internet has become a competitive gauntlet for content marketers that have high hopes of having their content appear on the screen (or desk) of a decision-maker, hoping to increase brand awareness or even lead to a future sale. 'Content is king, and the king is everywhere we turn on the web. Enjoy! TL;DW Summary : Sharmila C.
  • B2B MARKETING MENTOR  |  THURSDAY, APRIL 10, 2014
    [Sales] How to Use Your Sales Team to Create Better Buyer Personas
    Your sales reps spend most of their time interacting one-on-one with customers and prospects, gathering important information and insight. When seeking buyer information, where better to turn than your own sales team? Your sales team spends every day on the front lines of buyer interaction. Here’s what I found. Goals. Featured
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 10, 2014
    [Sales] In a Mobile World, Marketers Shouldn’t Underestimate the Importance of Call Tracking
    However, despite the valube of phone leads, only 19% of inbound phone calls are considered high-quality by sales managers, BIA/Kelsey reports. Many calls come in looking for account information, business hours, or other non-sales-related reasons. This phone call data can identify a caller’s: Sales-readiness. in 2013 to 69.4%
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Sales] Direct Mail and Call Tracking: How Money Mailer Saves Clients With LogMyCalls
    Money Mailer has a large corporate sales staff that sells directly to large enterprises. Money Mailer corporate sales uses LogMyCalls for major clients. Corporate sales would use one call tracking tool, for example, and franchises would use others“My goal,” he says. Summary: Why Call Tracking. We need the best tools.”. It works.
  • VIEWPOINT  |  THURSDAY, APRIL 10, 2014
    [Sales] Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
    If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. Why Cold Calling Still Works. Cold Call Timing. and between 4:00 and 5:00 p.m. Peak Interest Timing.
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Sales] A Case Study: How a SaaS Integrates Call Tracking
    NES manages and optimizes the entire sales funnel for their clients. They provide in-depth analytics about lead quality, lead volume, and sales. Their job, quite simply, is to provide better and more data to their clients and automate the entire sales process. The National Efficiency Systems, Inc. Challenge. Implementation.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, APRIL 10, 2014
    [Sales] How to Achieve a Return on Conversation with Emotional Marketing
    If you’re trying to use social media to gain sales, brand awareness, or loyalty, you must think more deeply about the conversations you’re having. If you’re trying to use social media to gain sales, brand awareness, or loyalty, you must think more deeply about the conversations you’re having. Here it is: Excited about that? Facts.
  • MARKETING ACTION  |  THURSDAY, APRIL 10, 2014
    [Sales] 5 Ways of Ensuring Real ROI in Social Media
    Whether it’s the total number of sales, qualified leads, conversions, traffic, advocates and influencers, conversations had – make sure you’re consistent in your efforts so that you have benchmark for comparison that works across all your channels, over specific periods of time. 1.      Listen carefully to your buyers and their preferences.
  • 3D2B  |  THURSDAY, APRIL 10, 2014
    [Sales] How to Avoid the Black Hole of Sales Leads
    'Are Sales Driven by Numbers or Quality? If you follow the “sales is a numbers game” metaphor, you might think the salesperson who makes the most calls or follows up on 100 percent of the leads that cross his or her desk is the victor clutching all the spoils. Your salespeople’s primary objective is sales. Is it simply lost?”.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, APRIL 9, 2014
    [Sales] Life Enrichment: Satisfaction
    James (not his real name) a very successful entrepreneur and I discussed his business, the industry he is in and a variety of topics including his sales team. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Life Enrichment: Satisfaction. He got a huge hug.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 9, 2014
    [Sales] Needs-Based Marketing for Executive Buyers Today
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch , Marketing Manager at Avention , a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research. It’s no secret that the buyer’s journey has changed. 1) Focus on the right market.
  • FATHOM  |  WEDNESDAY, APRIL 9, 2014
    [Sales] Selling with IBS … It Isn’t What it Sounds Like
    'The life and times of a sales rep, in my experience, can be best described as a roller coaster marathon. “We did research on ‘Company ABC’ and have strategies to increase online sales by 22-45.%. Retail / E-commerce Sales & Marketing Alignment Sales Operations Why are you here?
  • VERTICAL RESPONSE  |  WEDNESDAY, APRIL 9, 2014
    [Sales] 7 Email Etiquette Rules to Send By
    Not only does that defeat the purpose of your email and potentially cost you sales, it also drops your credibility as a company. If your email is about an upcoming sale, say so in your subject line. 'Etiquette doesn’t just apply to your table manners; it applies to email marketing too. We didn’t think so. ” 4.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Sales] The top 10 tricks for sales lead generation
    'Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. And your sales counterparts will thank you for that!
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 9, 2014
    [Sales] 6 Ways to Use Call Tracking in Your Call Center
    Our technology literally analyzes call content for useful marketing and sales data. In other words, our analytics engine listens to the words and phrases on the call and spits out metrics like lead quality, conversion rates, missed opportunity and sales performance. These tools are robust and powerful. They are also expensive.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, APRIL 9, 2014
    [Sales] Are You Getting Your Sales Force Involved in Social Media?
    'No, I’m not trying to delegate the social media tactics and implementations to the sales force, they’re too busy selling. Let’s face it, your sales forces are in the trenches every day solving customer’s problems. Don’t Overlook One of Your Best Resources for Great Content – Your Sales Force.
  • HUBSPOT  |  TUESDAY, APRIL 8, 2014
    [Sales] Coin Canisters: The Low-Tech Fundraiser That Can Make You Rich
    While there is much talk -- particularly from me! -- about mobile donations , hashtag fundraisers , Facebook contests , and all sorts of new and interesting fundraisers, the vast majority of money raised from businesses occurs at the register with point-of-sale programs like coin canisters. What a waste!". Rule #1: The busier the better.
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 8, 2014
    [Sales] B2B Marketers Need a Fresh Perspective
    Generating "leads," instead of working with sales and service to help customers solve problems? The same is true for sales. Sale teams are told to sell more. 'In response to my last post, Product is Not the Hero of a B2B Company’s Story, Michael Webb asked a great question. Shiny New Tech: Content Not Included.
  • THE ROI GUY  |  TUESDAY, APRIL 8, 2014
    [Sales] Why the Increased IT Spending Growth Forecasts from Gartner are Wrong Again!
    Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. 'According to Gartner, worldwide IT spending is on pace to reach $3.8
  • WRITESPARK  |  TUESDAY, APRIL 8, 2014
    [Sales] White Papers: Refresh or Write Fresh?
    Use these criteria to determine whether a white paper is a good candidate for a refresh : Continues to attract a large number of sales leads or downloads. Content Marketing Sales Materials White Papers 'Your marketing department may produce dozens of new white papers each year, but how often do you refresh an existing one?
  • BUYER INSIGHTS  |  TUESDAY, APRIL 8, 2014
    [Sales] Selling To Teams: Lessons From Sport
    Buying Politics Buying Team Tips for Sellers Dysfunctional Buying Teams politics Relationship Selling Sales Success Sell Higher & Wider Selling To Teams 'Some organizations don’t do team work very well. The individuals involved may be nice to deal with, organized and professional. However when it comes to [.].
  • HUBSPOT  |  TUESDAY, APRIL 8, 2014
    [Sales] Content ROI Is a Myth
    For example, with PPC it could be: If I spend €100 on PPC, I’ll make €250 in sales. If I increase that spend to €1000, I’ll make €3000 in sales. Create opportunities, pipeline, and sales for the business. 'As a profession, marketing has evolved a lot over the past 5 years.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 8, 2014
    [Sales] 5 Tips For Inside Sales Managers Who Have Trouble With Conflict
    This changeover generally tends to be the biggest challenge for most new inside sales managers, whether they''re responsible for training the inside sales team or for managing the managers. We all have this problem at all levels within an organization. Problem is, in most of those situations, nobody wants to be the bad guy.
  • DIGITAL VOICES  |  TUESDAY, APRIL 8, 2014
    [Sales] Getting Started with Content Marketing Strategy in 5 Easy Steps
    Once you define your desired outcomes, you can plan content that will lead customers further down your sales funnel. 'It isn’t hard to find information these days about taking your content marketing to the next level. But what if you’re just getting started with content marketing and feeling like you’re late to the party?
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 8, 2014
    [Sales] 4 Tips to Modernize Your Call Center Customer Experience From Start to Finish
    Making call centers more efficient and effective in converting sales revenue can also have a positive impact on customer retention, customer satisfaction, and cross-selling or up-selling company offerings. 'While call center operations may seem pretty straightforward, there is always room for improvement. Well, it’s true! Keep It Mobile.
  • LEADERSHIP  |  TUESDAY, APRIL 8, 2014
    [Sales] Spring Clean B2B Lead Generation in 5 Easy Steps
    focus on priming hot leads to make them sales-ready. 'Refresh, Recycle, Repurpose, Refinish, Recreate. Finally some warm temperatures, April showers, baseball season opens again, food and wine festivals, and generally speaking, the joy of spring. In the world of business, Q1 is over. carefully prepare for lead progression to drive conversion.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 8, 2014
    [Sales] Marketers May Just Be Their Own Roadblock to Reinvention
    As I have stated before, no buyer ever said “I am in the sales-accepted stage of my buying process.”  What I think about is how to make my team more effective, how to drive pipeline contribution, how to manage up to the CMO and how to better enable sales.  Quite the disconnect! Their Content Consumption Patterns.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 8, 2014
    [Sales] Rise of the Marketing Platform
    The customer engagement platform is the core system of record for marketing, just like CRM is the system for sales and Human Capital Management is the system for HR. Your marketing platform is not an add-on to sales technology, or a component of an IT solution. 'Author: Jon Miller I’m about to make a staggering statement. Ready for it?
  • WEBBIQUITY  |  TUESDAY, APRIL 8, 2014
    [Sales] 21 Fantastic Facebook Marketing Guides
    The site has quietly removed the majority of its cover image restrictions, making it easier for brands and businesses to use this valuable visual real estate to promote things like sales, events and the Facebook page itself.” 'Many (most?) marketers have a love-hate relationship with Facebook. Best Facebook Marketing Guides. Hell Yes!
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. It’s from 2009.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Sales & Marketing Alignment. It’s from 2009.
  • 3D2B  |  TUESDAY, APRIL 8, 2014
    [Sales] How to Win Appointments With B2B Decision Makers
    If you push for an appointment too early, your sales team will end up being frustrated because there is no concrete interest. 'Business-to-business appointment setting is essential because you need to get in front of decision makers to grow your business. Define Your Offering. Start by defining the scope of your appointment-setting campaign.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 7, 2014
    [Sales] 5 Memorable Takeaways From the Modern Marketing Tour Amsterdam Stop
    In the Transformation Track Leadfabric shared how to feed your sales team more than just ToFu (top of funnel campaigns), and in our Marketing Execution Track CRM Technologies highlighted several interesting applications on the Eloqua AppCloud that can be used to improve campaigns.  It is one of the most beautiful cities in the world. love it.
  • HUBSPOT  |  MONDAY, APRIL 7, 2014
    [Sales] How to Get Hired as an Inbound Marketer: 15 Qualities Managers Look For
    Surprises are normal for most marketers -- a campaign could unexpectedly underperform or sales leads could suddenly plateau. 'Let''s face it: Getting a job in marketing isn''t easy these days. So how do you get a job in marketing? Core Behavioral Traits. Inquisitive. Decisive. Adaptable. Get Sh*t Done (GSD). While this competency is. Writing.
  • FATHOM  |  MONDAY, APRIL 7, 2014
    [Sales] Marketing Authenticity
    Sales & Marketing Alignment authenticity empathy 'We can look at this title 2 ways: What makes for authentic marketing (vs. the disingenuous kind) and what is the process by which you should market authenticity—in other words, how should you present your authentic brand/self? Let’s take the first question first. Obvious, right?
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 7, 2014
    [Sales] B2B Websites: How To Generate More Leads
    An effective lead generation program is important in that it allows sales people to spend more time closing business instead of generating opportunities from scratch. That means that buyers can delay talking to sales until they have thoroughly researched their purchase. Don''t be. Lots of companies are in the same boat.
  • ENGAGE  |  MONDAY, APRIL 7, 2014
    [Sales] Trust Me, I'm a Marketer
    Trust for sale, click now while supplies last. In sales, people buy from who they like. 'Think for a minute about who you might expect to meet in hell. have a pretty good idea of the type of person who might be on your short list. But who else? But they each have something truly unforgivable in common: They lie, cheat and steal.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 7, 2014
    [Sales] 4 Ways Inside Sales Reps Are Like Hunger Games Tributes
    'Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. ve seen inside sales described using many analogies. Both inside sales reps and Hunger Games tributes possess drive. The same concept applies for inside sales reps. 3) Teamwork.
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