• JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, JULY 22, 2014
    [Sales] How to Leverage Trigger Events for Faster Sales
    Here are some examples of events that can potentially create sales opportunities for you: Trigger Events 'Have you ever heard of trigger events? If not, you''re in for a wonderful wakeup call. trigger event is a sudden change in a company''s priorities.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 22, 2014
    [Sales] 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting
    'The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. Many generalists only see a 20-30% conversion rate to next steps in the sales process. Interested in reading more about outsourcing inside sales functions?
  • VERTICAL RESPONSE  |  TUESDAY, JULY 22, 2014
    [Sales] 5 Pinterest Tactics + Back-to-School = A+ Sales
    With that, here are 5 Pinterest tactics, ideas and inspiration for anyone wanting a slice of those back-to-school sales: 1. The post 5 Pinterest Tactics + Back-to-School = A+ Sales appeared first on VR Marketing Blog. 'Think it’s too early to utter the words, “back-to-school”? I’m with you, but guess what?
  • MODERN B2B MARKETING  |  TUESDAY, JULY 22, 2014
    [Sales] 4 Ways a Longer Consumer Buying Cycle Can Work FOR You
    It’s difficult to tell which of your past marketing efforts affected the sale, or to prove that your current efforts are worth the investment. 'Author: Maggie Jones Marketing consumer products with a long buying cycle can be a blessing and curse. Intrigued? For example, let’s say Rita is interested a home security system from your company.
  • SALES CHALLENGER  |  TUESDAY, JULY 22, 2014
    [Sales] Want to Hire Challengers? Redesign Your Job Postings First!
    'In previous posts, we have written about how sales organizations are increasingly implementing Insight Selling to equip their sales force to sell in today’s complex selling environment. When you couple this with the issue of an aging sales force, hiring quality sales talent has become a pressing issue for most organizations.
  • HUBSPOT  |  TUESDAY, JULY 22, 2014
    [Sales] Hiring Experts Tell All: What They REALLY Want to See on Your Resume
    Same with sales – salespeople have to write emails all day long, so have you mastered the crisp, business style of writing? If you''re applying for a sales position at a software company like HubSpot, we''re looking for experience selling software," Leslie told me. Humans! What Hiring Managers Definitely Care About. Length.
  • BLUE FOCUS MARKETING  |  MONDAY, JULY 21, 2014
    [Sales] #TEDx: The @SocialEmployee: How Authenticity & Trust Generate #SocialSelling #SocBiz #Salesforce
    The sales pitch is even less effective on social media than it is through traditional channels (and it’s not very successful there, either). This raises the inevitable question: If you can’t hard-sell your prospects, how do you generate sales? But trust is built on authenticity—and this is something that cannot be faked.
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Sales] Vidyard Adds Salesforce Pardot Support to Industry-Leading Video Marketing Platform
    With this release, Vidyard now offers native integrations across Salesforce, enabling brands to leverage online video as a strategic component of marketing and sales activities. ” With Vidyard for Pardot, brands can generate more sales leads and improve lead qualification by identifying video viewers and tracking their viewing behavior.
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Sales] Video Marketing Pioneer Vidyard Appoints New Chief Marketing Officer
    'Vidyard, the world’s leading video marketing platform, today announced the hire of Tyler Lessard as their new Chief Marketing Officer to help the company extend its market leadership and sales momentum. Since the company’s founding in 2010, it has raised more than $8.5 The company reported 1800% revenue growth in 2013.
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Sales] Vidyard Launches Video App on Salesforce.com’s AppExchange, the World’s Leading Business Apps Marketplace
    Individual viewing history can be tracked right within Salesforce, making targeted sales conversations easier than ever. “At Vidyard, we believe that video assets are the most powerful sales tool, but never before has it been possible to integrate video into the sales process through the cloud. Press Releases
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [Sales] Vidyard Integrates With Marketo to Fill Huge Demand for Video Marketing ROI
    The Vidyard integration completely breaks open the black box of video by giving Marketo customers the ability to evaluate each piece of video content, its impact on the customer experience and ultimately its direct influence on sales. The offering is now available through Marketo LaunchPoint. Press Releases
  • HUBSPOT  |  MONDAY, JULY 21, 2014
    [Sales] A 3-Step Framework for Leading a World-Class Marketing Team
    These metrics must be cross-functional to support product launches, sales pushes, and core revenue initiatives. Alicianne Rand , VP of Marketing at NewsCred , explains how these teams can work better together: “The only way for marketing and sales to build better alignment is for the two teams to work towards one goal: revenue.
  • HUBSPOT  |  MONDAY, JULY 21, 2014
    [Sales] 10 Things Every Email Marketer Can Relate To
    Sales notifications , so you can alert a sales rep when their leads complete an action such as submitting a decision-stage form. 'Sometimes, it can be rough to be an email marketer. Designing email templates, segmenting lists, drafting copy, planning your campaigns -- a lot goes into executing a successful email marketing program.
  • B2B INTERNET MARKETING STRATEGIES  |  MONDAY, JULY 21, 2014
    [Sales] Total Marketing Automation: The North Star of All Marketing Engines
    Total Marketing Automation is a simple goal:  Put yourself, the Marketing department, and the Sales department out of business by automating every aspect of the customer experience touched by Marketing or Sales. 'If you’re a modern digital marketer, you know that marketing engines, not marketing campaigns , are the future of marketing.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 21, 2014
    [Sales] 3 Tips for Inside Sales Reps to Stay Motivated During Summer Months
    July is the ideal time for inside sales reps to regain their focus so they can follow up the quarter with great results. But with beautiful summer weather and vacations planned for the not-so-distant future, it can be difficult for an inside sales rep to remain fully focused and motivated. 'It''s halfway through July! Know Your Goals.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 21, 2014
    [Sales] 5 Reasons SMBs Should Be Tracking Marketing Spend
    You can turn anyone who answers the phone into a knowledgeable sales professional. For many SMBs, your receptionist, office manager, or whoever is nearest the phone is responsible for converting incoming calls into sales—whether they have sales expertise or not. 'SMBs have a lot on their plates. You can reach target audiences.
  • BIZNOLOGY  |  MONDAY, JULY 21, 2014
    [Sales] 12 experts define Key Performance Indicators (KPIs)
    Will you: Shorten the sales cycle by half. For example, if you wanted to shorten the sales cycle by half, you could measure:  Keyword search for the term(s) that describe the need your brand meets. Sales (if products are sold on your site). They are too often taken to mean any metric or data used to measure business performance.
  • VERTICAL RESPONSE  |  MONDAY, JULY 21, 2014
    [Sales] Listen Up: 9 Amusing, Info-Packed Business Podcasts You Should Hear
    Some are available free of charge, but a premium (paid) membership includes access to all 1,028 interviews as well as 138 courses designed to help you in various aspects of marketing, sales, copywriting and more. Here are nine podcasts we think can help. Accidental Creative: Creativity, Innovation, and Doing Brilliant Work. Back to Work.
  • WINDMILL NETWORKING  |  MONDAY, JULY 21, 2014
    [Sales] The Emotions of the Sexes and How To Capture It In Social Media
    Related Stories How to Make More Online Sales by Knowing Your Numbers Cognitive Recognition in Social Media The Needy Social Media User and How To Approach Them. 'You have been using social media psychology in your marketing. You may have not been aware of it, but you have. Social Media Psychology
  • MODERN B2B MARKETING  |  MONDAY, JULY 21, 2014
    [Sales] 5 Reasons to Invest in Interactive Content
    Reason #5: Accelerated Sales Cycle. When you can’t measure and quantify the consumption of your content, it’s challenging for both Marketing and Sales to decipher clues on the sales readiness of prospects. And with that, you’re already further along in the sales cycle. The Fourth Wave of Content Marketing. have no idea.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 21, 2014
    [Sales] Partner Hiring and Training
    At the Summit, as you walk the Exhibit Hall looking for new business opportunities and when talking to existing or new potential vendors, look beyond the sales stories and investigate new partner onboarding programs. The various tracks cover technology, but also leadership, sales and marketing topics. for the first time sales manager.
  • SALES CHALLENGER  |  MONDAY, JULY 21, 2014
    [Sales] 5 Statistics Every Sales Executive Must Know
    'There has been much disruption in the sales world in recent years. And, as we studied these disruptions and associated challenges, our research has thrown some pretty cool (and scary) statistics that debunk conventional wisdom and will forever change the way sales organizations operate. An average of 5.4
  • THE FORWARD OBSERVER  |  MONDAY, JULY 21, 2014
    [Sales] How To Link Inbound Marketing With Trade Show Success
    For many companies, trade shows have played an important role in reaching their marketing and sales objectives. The goals of a trade show can include: An increase in new leads and sales. 'Artillery B2B Marketing Blog > The Forward Observer Would you like to link inbound marketing with trade show success? They sure can.
  • FATHOM  |  MONDAY, JULY 21, 2014
    [Sales] Laws of Marketing Power: Master the Art of Timing
    By timing communication well with your buyer, you speed along a sale. product after-sales service) or contract (e.g., However, the wrong approach can derail a near-sure sale. The marketer crowds the buyer’s space (pressure) or offends sensibilities, and suddenly a sale evaporates. payment schedule for services).
  • MARKETING ACTION  |  MONDAY, JULY 21, 2014
    [Sales] 5 Habits of Superstar Marketers
    Considering the availability of analytics tools and marketing automation software, tracking digital campaigns is relatively simple; however, you should also ensure that all sales and leads generated from offline initiatives are tagged in your marketing automation platform or your CRM. They’re put on important multifunctional teams.
  • THE POINT  |  FRIDAY, JULY 18, 2014
    [Sales] Forrester thinks Content Marketing Isn’t Working – They’re Half Right
    And more still, I would guess, probably feel that their content campaigns are “working” (generating response, engagement, sales leads) but perhaps aren’t yet convinced of bottom line value. This type of “let us convince you how great our product is” content is a legacy of old-school, sales-driven marketing. In her interview, Ms.
  • HUBSPOT  |  FRIDAY, JULY 18, 2014
    [Sales] The Fallacy of the Lazy Millennial
    'This post originally appeared on the Sales blog. To read more content like this, subscribe to Sales. In fact, we might argue that when hiring for your next role, especially in a sales or marketing capacity, you put the rumors to rest and hire a millennial to get sh*t done. They also might drink craft beer. Positive attitude.
  • VERTICAL RESPONSE  |  FRIDAY, JULY 18, 2014
    [Sales] 25 Effective B2B, B2C and Non-Profit Email Sign up Forms
    In many of the examples below, you’ll note they share the benefit of subscribing, ex: Receive special fares, be the first to know about special sales, find out about events first, etc. We recently shared everything you’d want to know about sign up forms and how to grow your list using them. Make it Obvious. B2C Examples. Dasheroo.
  • BIZNOLOGY  |  FRIDAY, JULY 18, 2014
    [Sales] How do I track the source of phone calls?
    'I recently was working with a B2B company that does no tracking of how its digital marketing leads to offline sales. Because the great majority of its orders are phoned in, it would seem to be obvious that they want to employ some form of call tracking. But they don’t. When I asked about it, they turned on their thinking caps.
  • WINDMILL NETWORKING  |  FRIDAY, JULY 18, 2014
    [Sales] Is it Time for a Blogger Outreach Tool?
    Whether it’s GroupHigh’s software or another company in our space, I asked my sales team to put together a thought out list of reasons why digital marketers and PR professionals decide to stop doing blogger outreach the manual … Continue Reading. Is it Time for a Blogger Outreach Tool? by Kristen Matthews - Maximize Social Business.
  • HUBSPOT  |  FRIDAY, JULY 18, 2014
    [Sales] Is Author Rank Really Relevant?
    Does getting a crowd into your store assure you more sales? 'Here ye, here ye. Worshipers of the penguin, panda, and hummingbird, gather ‘round. We have a new one to dissect, only this one’s not an animal; it’s a ship. Authorship. By now, you’ve read about the latest Google-induced confusion-fest. It hasn’t.
  • VIDYARD  |  FRIDAY, JULY 18, 2014
    [Sales] How to Transform Email Subscribers Into Qualified Leads With Video
    For instance, if Charlie, CMO watches all five of the weekly videos you send out as part of a nurturing campaign, he might eventually collect a lead score pushing him over a certain threshold, and your sales team can be notified through your MAP follow up. What the numbers say about video in email. Four tips for putting video in your email.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 17, 2014
    [Sales] 4 Tips For Data-Driven Glory: Insights From Interact 2014
    These values meant little to the insurance giant’s senior leadership, who wanted to understand email’s impact on sales. His team tracks a new set of metrics: attributed sales, incremental revenue lift, lead rate and sales conversion rate. 'by Courtney Buchanan | Tweet this Marketers today swim in a sea of data.
  • HUBSPOT  |  THURSDAY, JULY 17, 2014
    [Sales] How to Decrease Your Website's Bounce Rate [Infographic]
    And to inbound marketers whose primary goal is to attract and convert website visitors into highly qualified leads for their sales teams, a high bounce rate is obviously some pretty scary stuff. 'How sticky is your website? Are your visitors hanging around, or are they bouncing right off the page? Lucky for you, there''s a metric for that.
  • B2B MARKETING MENTOR  |  THURSDAY, JULY 17, 2014
    [Sales] Survey: How to Get the Most Out of Brand Advocates
    These programs are usually run out of the sales department, he explains, and building their numbers often “comes down to an end-of-quarter scramble.”. According to Research Director Hank Barnes at Gartner, advocacy marketing should be a top priority when it comes to marketing investments. His insights are integrated into the findings below.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JULY 17, 2014
    [Sales] 3 OTHER Things Your SEO Team Should Be Doing
    Remember, the purpose of a good SEO program isn’t to drive traffic; it’s to drive sales. . 'With more businesses integrating SEO into their marketing teams (and with it increasingly becoming mainstream), SEO has moved beyond just keywords and links and it’s now, in fact, influencing all facets of marketing. Brand Monitoring.
  • HUBSPOT  |  THURSDAY, JULY 17, 2014
    [Sales] 6 Smart Strategies for Segmenting Your Dynamic CTAs
    Try thinking about the different stages in your sales cycle. 'Are you using calls-to-action in your marketing? What about dynamic calls-to-action? As far as I''m concerned, dynamic calls-to-action are the only calls-to-action. Not hip to the difference? Because of that, dynamic CTAs are much more personalized to the viewer. Wrong.
  • ANNUITAS  |  THURSDAY, JULY 17, 2014
    [Sales] Why Companies Don’t Market to Their Customers
    Fundamentally, the same principles of Demand Generation apply in any sales instance –you need to Engage, Nurture and Convert your buyer.  The analysis of data to inform decisions and provide insights into marketing and sales is still a huge gap in many organizations. Lack of Data Governance. Lack of Demand Generation Focus.
  • VIDYARD  |  THURSDAY, JULY 17, 2014
    [Sales] How to Maximize Your Webinar Effectiveness With Proven Best Practices
    Once your webinar is over, you can email everyone a quick thank-you note, and send them off to your sales team for follow up, right? ” emails afterwards, and needless to say I didn’t become a qualified lead, let alone a potential sale. 'Who doesn’t love a good webinar? According to ON24, 5.8 Our result? Win-win!
  • VERTICAL RESPONSE  |  THURSDAY, JULY 17, 2014
    [Sales] How to Build Your Email List [GUIDE]
    Readers can easily feel bombarded if too many sales pitches are sent their way. Leverage online sales. 'Building a quality, responsive email list is one of the most crucial steps for effective email marketing. So, VerticalResponse is here with some ideas to help you create an effective and engaged email list. Voila! . It’s free!
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 17, 2014
    [Sales] Join Us for Our First Twitter Chat, #ProspectingChat, Today!
    We share insights and posts from many sales and marketing thought leaders and tweet sales prospecting best practices every day. ProspectingChat will focus on issues that sales, marketing, IT and tech leaders want to discuss. How can sales contribute to lead nurturing and collaborate with marketing? What’s important now?
  • MODERN B2B MARKETING  |  THURSDAY, JULY 17, 2014
    [Sales] How to Double Your Marketing Team…WITHOUT New Hires
    To give you a little background,  I’d previously been working in sales, where I’d learned the importance of developing a relationship with your audience through educational, entertaining materials, rather than immediately delivering a hard sale. Seamless integration with sales data. Sales funnel reports.
  • HUBSPOT  |  THURSDAY, JULY 17, 2014
    [Sales] Are These the Smartest Marketing Campaigns of the Past Year?
    It “beat sales targets and generated a 359% ROI” reported Warc. 'This post originally appeared on The Agency Post. To read more content like this, subscribe to The Agency Post. How often do you use the word “smart” to describe advertising? ” The ads were submitted to the awards circuit during 2013 and 2014.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 17, 2014
    [Sales] B2B Sales Teams Can Use Content Marketing to Generate Leads
    'My friend Tom Skotidas and I talked about what can finally bridge the gap between sales and marketing. We have been talking about the intersection of sales and content marketing for B2B companies. What happens when B2B sales teams start to understand what content converts. And the sharing of this content is trackable.
  • MARKETING ACTION  |  THURSDAY, JULY 17, 2014
    [Sales] Customer Lifecycle Marketing: Reporting, Part 1
    traditional sales funnel sketches the progressive relationship between buyer and seller from the sales rep’s point of view. Sales doesn’t get involved in this journey until fairly late in the process, but marketing can, and should be there for every step of the way. In Part 1, we cover the first two stages: Attract and Capture.
  • FATHOM  |  WEDNESDAY, JULY 16, 2014
    [Sales] Back to Basics: Managing AdWords Ads
    Try adding the Countdown Script for sales/holidays to text ads for a sense of urgency. 'With all of changes in AdWords emphasizing the importance of ad extensions and quality score, it is easy to get caught up in those features and overlook your ads themselves. At the end of the day, they are just as important as everything else. Using Tools.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JULY 16, 2014
    [Sales] Inbound Marketing Takes Time: How Should You Be Using Yours?
    Your time and effort should include: Aligning Sales and Marketing. In B2B sales, one authoritative study has found that buyers are now at least 57% through their purchase before they first contact the seller. With the changing way that customers now buy, sales and marketing are being forced to work more closely together.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JULY 16, 2014
    [Sales] How Your Employees Can Make or Break Your Business
    Sales and Marketing: Passion, Knowledge, and Dedication. The way your sales team handles leads and prospects contributes to the image of your business as well. An all-star sales rep can drag an entire team down when he has a bad attitude. Customer Service: From First Impression to Long-Term Trust. Are they sincere? Hire SWANs.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • VIDYARD  |  WEDNESDAY, JULY 16, 2014
    [Sales] Vidyard Launches Integration With Pardot: Feed Your Video Viewing Data Directly Into Contact Records!
    As you can see, this new integration provides complete visibility into who is watching your video assets and this data then fuels efficient marketing and sales initiatives. In a typical scenario, Prospect #1 is going to shoot up the lead scoring ladder and become a Marketing Qualified Lead (MQL) passed over to sales. Take a look!
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 15, 2014
    [Sales] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
    And because of the changes in customer buying patterns, marketing programs, not sales efforts, now impact at least two-thirds of the buying process. 'by Kevin Akeroyd | Tweet this The onus is on us. The C-Suite expects marketers to be able to measurably contribute to the bottom line and deliver loyal customers who return time and time again.
  • BLUE FOCUS MARKETING  |  TUESDAY, JULY 15, 2014
    [Sales] The Rise of the @SocialEmployee: How to Generate Word of Mouth #TEDx #SocBiz #SHRM
    While this may seem like a frightening prospect to some, I argue that it’s a win/win for both employee and employer: For companies, empowering social employees enables them to (a) become more authentic in their branding efforts, (b) retain high-value employees, and (c) increase leads and sales by meeting prospects at their preferred touch points.
  • 3D2B  |  TUESDAY, JULY 15, 2014
    [Sales] How to Create a Good First Impression on a B2B Phone Call
    And if you’re trying to create B2B sales opportunities, you want the first impression you make on a phone sales call to be pleasant, professional and engaging so that your contact is happy to converse with you and you’re able to accomplish your goals. First impressions are powerful. Research. Craft Your Opening Statement. It’s simple.
  • HUBSPOT  |  TUESDAY, JULY 15, 2014
    [Sales] 9 Awful Ways We Push Customers Away
    Your customer Patty checks her email inbox and finds an email from AtoZJeans.com that tells her about a sale on patterned skinny jeans that she’s had her eye on for the longest time. In fact, according to Amazon , 35% of their sales in 2006, came from cross-selling items. The sales assistant. 'Picture this. steps long.
  • WRITTENT  |  TUESDAY, JULY 15, 2014
    [Sales] 6 Principles of Persuasion for an Amazing Copy
    Sales masters know how to get customers to commit early in the process. Maybe not to a sale, but to a test drive or a free demo. What’s even better, the principle of scarcity can be applied to all areas of your marketing campaign, not just your sales offers. 'What’s the best marketing you’ve ever encountered? campaign. Scarcity.
  • ANNUITAS  |  TUESDAY, JULY 15, 2014
    [Sales] Marketing & Sales Misalignment…the Impact
    'It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. First, start with a conversation between marketing and sales.
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 15, 2014
    [Sales] 5 Awkward Phone Conversations That Could Have Been Avoided With VBMA
    This is important for any department, really, but especially sales, when a potential sale rests on the rapport you’ve built with a prospect. Some conversations are just plain awkward and cannot be avoided, but here are a few ways you can use voice-based marketing automation (VBMA) to make them less painful. Minus the awkwardness.
  • VIEWPOINT  |  TUESDAY, JULY 15, 2014
    [Sales] 5 Keys to Becoming a Sales First Company
    We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 15, 2014
    [Sales] Does a True Inside Sales Team Player Care About Getting Credit?
    Most of us will have to if we have any intention of working in a management capacity or in inside sales. 'I''m a big teamwork guy. like when everyone can share credit. That may seem like an overly obvious statement for most of you out there, but if you asked yourself if you''re a team player, what would your answer be? img source
  • MODERN B2B MARKETING  |  TUESDAY, JULY 15, 2014
    [Sales] [Report] What Does Demand Generation Mean to You?
    But regardless of what else your marketing strategy needs to accomplish, demand generation (the process of generating promising buyers for the sales team) probably tops the list. Nearly 80% of respondents answered “Yes” when asked whether they wanted to build closer alignment with sales. In short, we take it pretty seriously!
  • SALES CHALLENGER  |  TUESDAY, JULY 15, 2014
    [Sales] What Sales Can Learn from the World Cup
    Sales, too, relies heavily on the offense. In the same way, for Sales, a determined opposition—a Blocker in the customer stakeholder group—significantly lowers the chance of you winning the deal. CEB Sales Blog Customers Sales & Service Sales and Marketing Solutions Selling AER2014 To read more,  click here.
  • TRADESMEN INSIGHTS  |  TUESDAY, JULY 15, 2014
    [Sales] Tips on Making your Landing Pages Better
    This is not an ad  - They’re not looking for a sales pitch, but answers to specific questions. 'Hopefully, as part of your strategy to move prospects along the selling cycle, you are using  landing pages in order to deliver on what you promised. It’s also a great way to track responses. Powerful content  - Keep it relevant.
  • LEADERSHIP  |  TUESDAY, JULY 15, 2014
    [Sales] 10 Ways to Empower Channel Partners and Drive Sales Growth
    And ultimately, boost sales through their channel to drive revenue growth for their own organization as well as yours. 10 Essential Steps to Boost Sales Through Channel Partners. If you have a direct sales force in addition to channel partners, you need to ensure they are not competing with each other. Objection handling tools.
  • THE B2B RESEARCH BLOG  |  MONDAY, JULY 14, 2014
    [Sales] Insights from the B2B Barometer
    Second, direct sales and telemarketing are ‘all-or-nothing’ channels.  Only one third (34%) use direct sales, but if they do it receives 21% of budget.  'The B2B Barometer explores economic confidence and spending patterns amongst B2B marketers.  I’d like to share a few of the study’s key findings here. Yup, 39%. 
  • KOMARKETING ASSOCIATES  |  MONDAY, JULY 14, 2014
    [Sales] Exploring 5 Essential Baidu Tools For B2B Online Marketers
    Goal setting in Baidu Analytics allows marketers to submit and track their confirmation page URL (which page you plan to track, such as the confirmation page after a form submission or a sales process). 'In our last Baidu blog post , we introduced the basics for setting up a Baidu PPC account. Baidu Keyword Tool result with keyword “????(Coaxial
  • MODERN B2B MARKETING  |  MONDAY, JULY 14, 2014
    [Sales] The 3-Step Guide to Better Blogging
    It also affects your company’s bottom line – according to InsideView, companies with an active blog generate 67% more sales leads per month. And using our own multi-touch attribution capabilities , we can also see where our blog contributed to sales revenue – when it comes to measuring your blog’s ROI, it doesn’t get much better than that.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 14, 2014
    [Sales] How Realtors Are Using Call Routing and Drip Call Campaigns to Close More Sales
    The latest voice-based marketing automation technologies work with the phone to not only help create opportunities to communicate with indecisive or potentially long-term clients, but also keep them abreast of pertinent information throughout the sales process. This ensures the relationship starts off on the right foot. Voice Broadcasting.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 14, 2014
    [Sales] 3 Key Metrics to Track When Managing Your Inside Sales Team
    recently wrote in my blog post 5 Most Frequently Asked Questions About Outsourcing Inside Sales that gone are the days of closely tracking the number of activities when managing your inside sales team. So what metrics should you track to ensure your inside sales reps are focusing on quality, not quantity? Lead Rate.
  • VERTICAL RESPONSE  |  MONDAY, JULY 14, 2014
    [Sales] Smokin’ Hot Emails & Subject Lines for Summer
    Promote a summer sale One of the easiest ways to tie your email to the season is to promote a summer sale. Take a look at the email: You can also promote summer holiday sales like a Labor Day sale. Here are a few other summer sale examples: Summer sale! Must-have summer prints on sale now (Coach).
  • WRITTENT  |  MONDAY, JULY 14, 2014
    [Sales] 77+ Resources for Amazing Copywriting
    The Copywriter’s Roundtable – Expert direct response copywriter John Forde talks web copywriting, sales science, selling psychology, and more. Ben Settle – Ben Settle is all about sales, and he knows how to make them. Sales/Persuasion Psychology. 'Copywriting. What’s the solution? Write your own amazing copy! Well can you?
  • SALES CHALLENGER  |  MONDAY, JULY 14, 2014
    [Sales] 5 Principles to Managing CRM Data Quality
    'In response to increasing sales complexity, many organizations are “doubling down” on CRM to drive rep productivity, generate better insight, and improve customer experience. Data custodians also ensured that the CRM data for lead generation and sales activities was complete and fully updated as per established data quality standards.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 14, 2014
    [Sales] 2014-15: Thought Leadership
    Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Ken’s latest book is “Leading High Performance Sales Teams”. What is Thought Leadership?
  • MARKETING ACTION  |  MONDAY, JULY 14, 2014
    [Sales] An Act-On Conversation: Aaron Bolshaw Talks Automated Email Programs … and Why They’re Awesome
    What that says to me, then, is that you can use automated programs to identify where leads are in the sales funnel, yes? So you can take that list of 150 and hand it over to sales. Third , sales and marketing alignment. Most sales people live in their CRMs and use those tools as their database of record. 'Pure gold.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 14, 2014
    [Sales] The Global State of the Mobile App and Push Notification Markets
    Direct sales. You may be offering an app for sale whereby the push notifications become part of the selling point of the app itself. 'by Kaila Garrison | Tweet this On May 28, the webinar entitled Push Your Mobile Marketing Strategy Forward was held. Here are some key highlights: Apps continue to dominate vs. mobile web. Ecommerce.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 14, 2014
    [Sales] Lead Nurturing: Why good call scripts are built on storytelling
    As a consequence, how you arrange the story your marketing efforts will make the difference between delivering information of true value, or just another frustrating sales pitch prospects don’t want to hear. 'Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them. The company identifier.
  • WRITTENT  |  FRIDAY, JULY 11, 2014
    [Sales] 9 Content Metrics to Keep an Eye On
    Sales. Furthermore, once your business has enough customers to figure out an average order value, you can even find out how much money you are generating from each piece of content by multiplying the number of sales by the average order value. Making 5 sales of $75 each for a total of $375 in revenue is great. Time on Page.
  • HUBSPOT  |  FRIDAY, JULY 11, 2014
    [Sales] Your Ultimate To-Do List for Your First 100 Days as an Inbound Marketer
    While it''s great you have more product, if no one is going to take them for sale, why bother? 'So, you''ve decided to become an inbound marketer. Woohoo! Okay, so where do you start? We''re here to make that transition easier for you. You see, inbound marketing is a marketing strategy, but it''s also a philosophy. Let''s do it. Day 1-33.
  • HUBSPOT  |  FRIDAY, JULY 11, 2014
    [Sales] 20 Conversation Starters to Help Break the Ice at Networking Events
    'I''m going to the Sales 2.0 conference on Monday with my colleague Emma. I''ve never been to a conference with her before, so we were talking about whether we each like networking (or whether we dread it). But if I''m not in that frame of mind? fall back on conversation starters. Bookmark them for your next networking event. What is it?
  • ANNUITAS  |  THURSDAY, JULY 10, 2014
    [Sales] BANT for Lead Qualification Just Won’t Work
    I am in the sales accepted stage of my buying process” said no B2B buyer ever!  Truth is, the B2B buying process is hardly linear and trying to use BANT at a defined stage of an internal sales process runs contrary to the buyers approach.  There is no room for BANT as that becomes the job of sales, not marketing. It doesn’t.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, JULY 10, 2014
    [Sales] How to Know if Your Prospecting Email Message is Effective
    Here are 3 ways to evaluate the effectiveness of your prospecting email: Video Sales Tips Email Prospecting 'Salespeople spend an inordinate amount of time developing cold call emails , hoping they''ll create the perfect message that will get prospects to say, "Yes! want to meet with you immediately.".
  • VIRALLY BLOG  |  THURSDAY, JULY 10, 2014
    [Sales] What is a lead really?
    Sales peoples job as a result is far harder than ever before as prospects are researching and educating themselves without needing to speak to a sales person. Start to understand who your leads are why they are engaging in your brand and content before you let the sales team try and close them. 'I struggle with the term lead.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 10, 2014
    [Sales] It’s Not BBQ This Time – Food for Thought from Austin, Texas (Courtesy of Marketo Roadshow)
    'No matter what vertical you’re in, it seems like everyone in sales and marketing is talking about beating out the “noise.” Marketo is talking about it too. Find Marketo’s Roadshow in your city this summer to learn about marketing best practices.
  • VERTICAL RESPONSE  |  THURSDAY, JULY 10, 2014
    [Sales] 3 Easy (and Cheap) Storefront Marketing Tactics
    sandwich board set up on the sidewalk is a tried-and-true storefront marketing tactic to promote sales or specials. 'Here in San Francisco, the Haight-Ashbury district is probably most famous for being the birthplace of the hippie counterculture movement in the ’60s. But the creative spirit hasn’t completely left Haight-Ashbury.
  • MARKETING ACTION  |  THURSDAY, JULY 10, 2014
    [Sales] Marketing Agency Leaders Discuss: The New Agency Model for Success
    The biggest change in the role of today’s marketing agency is to provide a wide, connected scope of services with the goal of driving more qualified leads to the client’s sales department. We need to follow the breadcrumbs, or in this case, the links, from the first touch to the final sale.”. Read how marketing agency.
  • HUBSPOT  |  THURSDAY, JULY 10, 2014
    [Sales] How to Please Google in a Post-Hummingbird World
    Define the various buying stages your customers have and when and how they move through the sales process. 'Everyone seems to know that q uality content is the foundation of a strong organic online presence, but everyone can''t always agree on is what “quality content” actually means. But that is no longer the case.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 10, 2014
    [Sales] 9 B2B Marketing Lessons from Judging Online Campaigns
    Sure, but how does it relate to growing sales or improving the customer experience? Maybe you achieved a big bump in sales that you weren’t counting on. Your boss might be happy with the extra sales, but if you don’t know how to make them happen again, they are not one of the success points of the campaign. Relevant.
  • B2B MARKETING TRACTION  |  WEDNESDAY, JULY 9, 2014
    [Sales] B2B Marketers: Why It’s Time to Commit…
    '…to digital marketing, that is. Your audiences want it, your competitors are probably not doing it, and, there’s proof that digital marketing works for B2B companies. The digital marketing success stories keep getting told as more and more B2B companies are getting on board. The evidence exists. So, what are you waiting for?
  • CRIMSON MARKETING  |  WEDNESDAY, JULY 9, 2014
    [Sales] Katy Keim, Lithium’s CMO: How to Create Brand Advocates from Your Social Media Strategy [Podcast]
    The SaaS based Lithium social customer experience platform enables brands to build and engage vibrant customer communities to drive sales, reduce service costs, accelerate innovation and grow brand advocacy. At Advocate Appeal: There are three distinct psychological factors that motivate customer community members to contribute.
  • HUBSPOT  |  WEDNESDAY, JULY 9, 2014
    [Sales] Stop With the "Just Checking In" Emails: Here's What to Do Instead [SlideShare]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. According to the data from Referral Squirrel , on average, 80% of sales are made on the fifth to twelfth contact with a prospect. Sales reps are maintaining healthy relationships with prospects before closing.
  • PWB MARKETING BLOG  |  WEDNESDAY, JULY 9, 2014
    [Sales] How Do You Sell?
    been in field sales), it’s easy to dismiss the importance of a connected, effective sales channel. ve said this before and I’ll repeat it – sales and marketing are interrelated, interdependent disciplines. Last night, at a local workshop for entrepreneurs, I did it again. The answer was both revealing and frustrating. Sean-.
  • WRITTENT  |  WEDNESDAY, JULY 9, 2014
    [Sales] 7 Steps to Writing a Copy That Sells
    Writing effective sales copy is like holding the reader’s hand and leading them gently and firmly to the solution to their problem. Whether speaking to your established readers or luring a new audience of potential customers, you can’t write persuasive sales copy without knowing who your target audience is. 'Image source. There.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 9, 2014
    [Sales] 8 Tips for Improving Open Rates for B2B Sales and Marketing Emails
    In B2B marketing, sales and marketing emails play different but equally important roles in a successful communication strategy. Marketing emails lure the leads, and sales reels them in. Sales Emails vs. Marketing Emails. Sales emails are direct communications between the sales team and prospects. marketing?”)
  • VERTICAL RESPONSE  |  WEDNESDAY, JULY 9, 2014
    [Sales] Use These Email Newsletter Topics, You Must
    The candy maker used this little-known event to promote sales in its newsletter. Upcoming sales. 'Your newsletter is like the light saber of marketing tools. It’s powerful, potent and just plain cool. No, that’s not a Jedi mind trick, it’s the truth. why not promote it in your newsletter? We do. You can do it, too.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JULY 9, 2014
    [Sales] Are Your Sales and Marketing Departments on the Same Page?
    'Sales and marketing must work together to define the ideal client and determine how and what to get in front of them. This is an issue that continues to frustrate marketers and sales across the board. Here are some highlights of shared responsibilities: Planning  - When marketing is creating a plan, involve sales.
  • MARKETING ACTION  |  WEDNESDAY, JULY 9, 2014
    [Sales] How to Use Forms for Lead Generation
    Proper form creation can have a huge impact on conversion rates, and will ultimately help you get more qualified leads in the hands of your sales team. In 'When used correctly, forms can be one of the most important tools in your lead generation strategy; for many organizations, forms are the #1 way to capture leads on websites. Placement.
  • SYNECORE  |  TUESDAY, JULY 8, 2014
    [Sales] 6 Principles of Influence Within Your Inbound Marketing
    More or less, the principles are six impactful areas to leverage during a brand’s marketing and sales processes. In this blog, I’d like to share how inbound marketing methodology can allow you to use these six principles to increase sales and assist towards developing the growth of your company. Weekend Sale! Cialdini (2009).
  • HUBSPOT  |  TUESDAY, JULY 8, 2014
    [Sales] No Photoshop? No Problem: 10 Visual Content Tools for Beginners
    Whether it''s a website, some sales collateral, or an ebook, there will be some design expertise required to finish the project. 'Design isn''t something that every marketer feels comfortable doing, but the reality is every one of us will need to design something at some point in our careers. 1) Canva. Your images come to life. 2) PlaceIt.
  • THE ROI GUY  |  TUESDAY, JULY 8, 2014
    [Sales] Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast
    For IT solution providers who may be using these forecasts and were expecting a turnaround in 2014 spending levels, another slower than expected year has significant implications for your organizations'' sales and marketing strategy. Empower Sales with Value Storytelling and Quantification 3. trillion in 2014, a 3.2% for the year.
  • THE POINT  |  TUESDAY, JULY 8, 2014
    [Sales] Case Study: How One Tech Company Used Humor to Launch a New Brand
    This was a critically important initiative because Sungard AS employs an extensive lead nurturing program (that Spear helps design and manage) to maintain brand awareness within that database and convert prospects to sales opportunities. This presented a challenge. Sungard AS was simply announcing a brand. The results were startling.
  • LEADERSHIP  |  TUESDAY, JULY 8, 2014
    [Sales] B2B Demand Generation Experts—A Call to Arms
    Sales teams that demand continuous generation of new content. 'Time to Declare Independence and Take Control!  . When we review our B2B demand generation campaigns, it is common to have a ready list of factors to blame for non-performance or under-performance. Frequent changes in Google’s algorithms. And so on…. The social networks? Google?
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