• SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] Smart Sales Intelligence: A Powerful Tool for Marketing
    ' Interested in learning how sales and marketing can work together to close more deals? Join Joe Lucas and Jill Konrath on a webinar today at 10am pacific. The role of a B2B marketer is in the process of going through a fundamental shift.  No longer are we driven by just click-throughs, lead acquisition, and brand awareness.  […].
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] 95% have bad marketing. What I’m finding at Companies in the Tampa/St. Petersburg areas
    With ConnectWise, you can watch a short demonstration, chat with Sales or chat with Support on their website. 'The Vast Majority of Companies in Tampa/St. Petersburg area are REALLY Bad at Marketing – but a couple of firms are really good at marketing. Who are these firms and what do these have in common? ” very focused on buyers.
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] One Tool for Better Data: How Clickstream Reporting Improves Your Marketing
    Now marketers can not only see where that call came from to allow for optimization opportunities and ROI measurement, but they can view the lead’s behavior after the phone call, which can provide invaluable data about the progression of leads through the sales cycle. According to analyst firm BIA/Kelsey, 30 billion calls were made to U.S.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] [VIDEO] Are you a Social Executive? @SocialEmployee Cultures Depend on #SocBiz Leadership #SocBiz25
    Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. 'Blue Focus Marketing is pleased to announce the fourth video in support of our Amazon best-selling book, The Social Employee (McGraw-Hill, 2013). The video, titled “Are You a Social Executive?” But how does this work? The rest, as they say, is history.
  • TOM PISELLO  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] How can you CLOSE the Value Gap?
    While at the same time, sales and marketing hasn’t evolved quickly enough to keep pace with a changed buyer. Look at the typical PowerPoint deck or sit in on most sales calls and it’s all about the company, products, features and price and little about the prospect’s unique challenges and value potential.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] Your Guide to Google Plus B2B Marketing [INFOGRAPHIC]
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Russel Cooke , journalist and business consultant. The rollout of Google Plus in the summer of 2011 was nothing short of mighty. What started as an invitation-only “field test” spawned millions of users desperate for the next big thing in social media.
  • WRITTENT  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] 5 Writing Tips to Drive Your Readers to Action
    Those are just side benefits a blog post brings and channels through which the real purpose is achieved: more sales. If that conversion is not the actual purchase of a product, it should at least be something that brings them one step closer in the sales cycle, such as signing up to a mailing list or requesting a quote. 'Image source.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] If You Think Sales is a Numbers Game - You're Wrong
    'We''ve been told for an eternity that sales is a numbers game. What if we could generate more sales with fewer prospects? And it''s still a popular belief today. The theory is that all we need to do if we want to be successful in this business is to call, call, call. But what if it isn''t? I''m serious. Prospecting
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] Cohort Analysis: 2 Simple Steps to Better Understand Your Leads
    Which cohort showed the highest percentage of closed sales? We recommend breaking this down further to two components: Lead Creation to Sales- Qualified Lead (SQL) stage, and. The first component is in the realm of marketing, while the second is the realm of sales. In this post, we will talk about cohort analysis of leads.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 26, 2014
    [Sales] HubSpot Files for IPO: Solid Financials for a Young Company
    This ratio is important because it hints at the profitability of on-going operations regardless of sales costs. In fact, Marketo today looks a lot like the HubSpot S-1.) - sales and marketing costs at 64% of revenue, well above Eloqua (which was growing much more slowly) and similar to Marketo (which was growing slightly faster).
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 26, 2014
    [Sales] Being Active on Social Media does NOT make you a Marketing Company!
    Filed under: B2B demand generation , B2B lead generation , Florida , Management best practices , sales challenges , Sales Leads , sales-ready leads. B2B demand generation B2B lead generation Florida Management best practices sales challenges Sales Leads sales-ready leads suggest these firms in the Tampa/St.
  • KOMARKETING ASSOCIATES  |  TUESDAY, AUGUST 26, 2014
    [Sales] 20+ Metrics for Measuring B2B SEO Performance
    Event tracking is ideal for less sales-oriented lead generation efforts, like video views, and image or link clicks. 'Last spring, I had the opportunity to instruct a course for MarketingProfs University’s Search Marketing School 2014. Search Engine Optimization Fundamentals. Organic search engine traffic. Keyword rank monitoring.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 26, 2014
    [Sales] 5 Suggestions to Keep In Mind When Training a Teleprospecting Team
    Sometimes, all inside sales need is a place to start. Some of your average sales or marketing reps believe that periodically picking up the phone or sending an email is all you need to do when you prospect. Make a point to ask sales reps to come in with a clean slate and open their mind to alternative ways to prospect.
  • LEADERSHIP  |  TUESDAY, AUGUST 26, 2014
    [Sales] CMO Spotlight: Judith Sim, CMO, Oracle Corp.
    As a B2B marketer, the more positive, optimal customer experiences you can offer across many channels, the greater your potential sales and revenues. In-person meetings and events remain important for complex B2B sales. '“Social marketing has changed everything”. states Judith Sim, CMO of Oracle Corp. in no uncertain terms.
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? 'Is it necessary to pre-qualify inbound leads? Lead Qualification Inbound Marketing Lead Management
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 26, 2014
    [Sales] Where do you begin in Content Marketing? Answer: Know your Buyers
    Filed under: Buyer Personas , Chief Content Officer , CMO Challenges and Opportunities , Content marketing , Find New Customers , lead generation , sales funnel , sales-ready leads. Buyer Personas Chief Content Officer CMO Challenges and Opportunities Content marketing Find New Customers lead generation sales funnel sales-ready leads
  • TRADESMEN INSIGHTS  |  TUESDAY, AUGUST 26, 2014
    [Sales] Is Brand Advocacy Part of Your Marketing Strategy to Reach Tradesman?
    Don’t forget to ask your sales staff in the field who are calling on contractors, as well as your customer service department. 'Let’s face it, in an ideal world we’d all want our customers to love us! We all know that’s not going to happen, but I’ll bet you might have more advocates for your brand than you think.
  • WEBBIQUITY  |  TUESDAY, AUGUST 26, 2014
    [Sales] Why More Members, Money, and Ads Don’t Always Mean More Success: A B2B Marketer’s Survival Guide
    While Myspace probably thought it hit the jackpot with its 580 million dollar sale to News Corp, the sale might have actually been the seed of its downfall. 'Guest post by Ariel Applbaum. Historical Lessons. There is an old adage that says “those who do not learn from history are doomed to repeat it.” My answer is certainly–yes! Louis.
  • MARKETING ACTION  |  TUESDAY, AUGUST 26, 2014
    [Sales] Whitelisting Tips for Email Marketers: How to Get on the Safe Senders List
    Sales emails, which generally come directly from a real person, are a different story. 'Getting your message opened and read is foundational to the success of your email marketing programs, which is why whitelisting is an essential part of a strong email strategy. Here are whitelisting tips to help you make it happen. Become a Safe Sender.
  • HINGE MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] The New Reality for Architecture, Engineering and Construction Marketing
    Content marketing can be a vehicle for reaching and connecting with this diverse workforce because it demonstrates a firm’s expertise through valuable educational content (not sales materials), builds a firm’s reputation, demonstrates expertise and nurtures prospects outside of your geographic area. Diversity grows. Blogging 2.0:
  • FATHOM  |  MONDAY, AUGUST 25, 2014
    [Sales] Laws of Marketing Power: Avoid the Unhappy and Unlucky
    Sales & Marketing Alignment '“There is only power and good fortune to be obtained by associating with the fortunate.” ” –Robert Greene,  The 48 Laws of Power. Marketers know that happiness is powerful. By creating feelings of good fortune and happiness, your brand attracts people to believe in the ideals it represents.
  • HINGE MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] Visible Expert Profile: David Meerman Scott
    This idea was the genesis of Cashing in With Content , an analysis of 20 companies that were using content to drive sales, and one of the earliest books about content marketing in the online world. ” David has published six other books since then, and his latest, The New Rules of Sales and Service , releases on September 2.
  • THE FORWARD OBSERVER  |  MONDAY, AUGUST 25, 2014
    [Sales] Why Website Optimization Trumps Search Engine Optimization
    Answer their questions and then guide them to the next logical step in their research phase (and your sales process). 'Artillery B2B Marketing Blog > The Forward Observer While search engine optimization gets all the notoriety and attention, website optimization actually yields better results. Here’s how to do it. But they are different.
  • HUBSPOT  |  MONDAY, AUGUST 25, 2014
    [Sales] How to Meet an Event Speaker Without Making a Fool of Yourself
    Meeting new people at conferences in general is an intimidating thought for most people -- so how on earth do you meet one of the speakers without sounding like you''re about to make a sales pitch or ask for an autograph? 'At most conferences, the speaking lineup is the main attraction. DO: Let them know on Twitter you''d like to chat.
  • GREAT B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!
    Avoiding risk is a key factor in the purchase decision, and anything you can do to mitigate risk will be rewarded with more and faster sales. Your competitors are probably doing this, so don’t lose profitable sales due to your failure to address the risk issue. Create desire within these prospects to purchase your product or service.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 25, 2014
    [Sales] 7 Benefits of a Prescriptive Sales Process
    '7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. This was important because the sales team was generally inexperienced.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 25, 2014
    [Sales] 5 Benefits Every B2B Data Provider Should Have
    Laney''s responsibilities include managing daily client engagements, inside sales team oversight, reporting, training, and ongoing contact list development and refinement. Related B2B Data Articles: Quality Data is the Key to Success for Inside Sales. How to Use Three Types of Data to Drive B2B Sales. Account management.
  • BIZNOLOGY  |  MONDAY, AUGUST 25, 2014
    [Sales] 10 lessons on Walmart’s social media strategy
    It also involves a Facebook App that stores can use to communicate sales, specials, and other updates with fans in their local area. 'Walmart is the world’s largest public corporation, biggest private employer and largest retailer. It is still a family-owned business. Walmart also has a big social media presence.
  • WINDMILL NETWORKING  |  MONDAY, AUGUST 25, 2014
    [Sales] Psychological Triggers in Email Marketing for Social Media
    Related Stories The Emotions of the Sexes and How To Capture It In Social Media How to Make More Online Sales by Knowing Your Numbers Cognitive Recognition in Social Media. 'It has been said that email marketing is one of the best strategies, if not the only one, you should be using. Let’s look at … Continue Reading. Wade Harman.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 25, 2014
    [Sales] The Importance of Personalization in BtoB Marketing today
    2013  Monetate/eConsultancy Study  found that in-house marketers who are personalizing their web experiences (and able to quantify the improvement) see on average a 19% uplift in sales. B2B demand generation B2B lead generation b2b lead generation companies Fearless Competitor Find New Customers sales challenges sales funnel Sales Leads
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content
    As marketers absorb an increasingly larger portion of the sales cycle, marketers are naturally becoming better sales people.  And what makes a good sales person? 'Author: Seth Lieberman Many marketers feel like the engine is always running. Here’s how these three benefits break down: 1. Facilitating Dialogue. Exchanging Value.
  • HUBSPOT  |  MONDAY, AUGUST 25, 2014
    [Sales] New to Inbound Marketing? 7 Common Mistakes You Can Easily Avoid
    When you create content around topics your audience wants to learn about, you''ll have more success driving traffic to your website, subscriptions to your blog and emails, and leads to your sales funnel. 'First-time inbound marketers: We''re so glad to have you! Common Mistakes New Inbound Marketers Make. Now, you want to GO, GO, GO! Timely.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [Sales] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    'Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. 3.37% average conversion to sale across all Internet traffic sources. What were the results?
  • VIDYARD  |  MONDAY, AUGUST 25, 2014
    [Sales] Video Marketing Metrics: Get the Latest Research Report
    You can read the entire report to get more stats on hosting and producing video content, video content budgets, and how video fits into the sales process. As many companies past the experimentation phase are realizing, a well-made video with a ton of views or likes means absolutely nothing if you can’t tie its performance to ROI.
  • MARKETING INTERACTIONS  |  SUNDAY, AUGUST 24, 2014
    [Sales] B2B Marketing Content Must Address "Soft" Factors
    " Orientation is an attempt to identify commonalities across the personalities of people who tend to hold the roles that our marketing and sales programs pursue. And this goes for everyone involved - marketing, sales, customer service. 'For some reason, in B2B content marketing, we seem to forget about the "whole" buyer.
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 23, 2014
    [Sales] Go Back and Read Yesterday’s Great Post
    You can follow me on Twitter at @fearlesscomp Filed under: Advertising , B2B demand generation , B2B lead generation , b2b lead generation companies , Business Strategy , Chief Content Officer , Chief Marketing Officer , sales leadership , Sales Leads , sales-ready leads. I highly suggest you read it. Love comments here.
  • HUBSPOT  |  SATURDAY, AUGUST 23, 2014
    [Sales] How Marketing Can Help Sales Follow Up With Consideration-Stage Leads
    Once you''ve established your reputation as a marketer who delivers quality leads to Sales, you''ll be every salesperson''s best friend. What''s the right model for sales and marketing alignment when a lead is actively considering your product, but isn''t sure whether they are ready to commit? The same tactic works for Sales.
  • THE POINT  |  FRIDAY, AUGUST 22, 2014
    [Sales] Is Marketing Automation Right for Every Company?
    Earlier this month, I was interviewed by James Obermayer of the Sales Lead Management Association (SLMA) as we discussed how companies can decide when marketing automation is a fit for their organization, and how best to take the plunge. Industry data tells us something different. That interview is now available as a free podcast.
  • HUBSPOT  |  FRIDAY, AUGUST 22, 2014
    [Sales] 5 Questions With Former Yahoo! CMO Cammie Dunaway on Marketing and Management
    In the post below, Cammie Dunaway, former CMO at Yahoo and Executive Vice President of Sales and Marketing at Nintendo, shares her insights on the modern CMO and how digital marketing has transformed other aspects of leadership. 'The role of the CMO has evolved. So how does a modern CMO do all of that? The modern CMO is a hot topic right now.
  • HINGE MARKETING  |  FRIDAY, AUGUST 22, 2014
    [Sales] The Do’s and Don’ts of Lead Nurturing in Professional Services
    In addition, the steps your sales team uses to nurture leads through the funnel also plays an important role. 'When it comes to lead nurturing, firms often believe that more is better. However, sending vast amounts of emails and phone calls to prospects can actually hinder instead of help. fine line exists between nurturing and going too far.
  • HUBSPOT  |  FRIDAY, AUGUST 22, 2014
    [Sales] How to Make Your Marketing Message Pop With Neuro-Linguistic Programming (NLP)
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. The main difference in using NLP in sales vs. marketing is that salespeople are generally engaged in one-to-one interactions. To read more content like it, subscribe to Sales. Does NLP Work? An Anecdote.
  • PR MEETS MARKETING  |  FRIDAY, AUGUST 22, 2014
    [Sales] Top 3 Similarities and Differences Between Product Marketing and General Marketing
    The competitive intelligence work I do today definitely cascades to sales, marketing and beyond. 'Earlier this year, I shifted from general marketing into product marketing. Since the move, I’ve found myself explaining the differences between the two. Yet I’ve realized there are many similarities. Bonus Similarity. Conclusion.
  • VERTICAL RESPONSE  |  FRIDAY, AUGUST 22, 2014
    [Sales] Advice from a Social Pro: How to Engage with Your Audience [VIDEO]
    'In this episode of “The Magic @ Ball of Social Media,” we sit down with Tom Martin, Digital Marketing Strategist at Converse Digital and author of The Invisible Sale. Martin shares his perspective on how small businesses can engage with their community. Want more marketing tips and advice? Get the  VR Buzz delivered  daily.
  • BIZNOLOGY  |  FRIDAY, AUGUST 22, 2014
    [Sales] In content creation overload? Here’s what to do.
    For instance, “Five Consumer Psychology Posts Every Writer Should Read” or “7 Ways to Shorten Your Sales Cycle.” It’s 'Feeling like you’re in content creation overload? Stop Stop struggling and start thinking strategically. Here’s Here’s how repurposing old blog posts can simplify your life.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 22, 2014
    [Sales] 5 Marketing Lessons Learned from marketing Find New Customers
    You need sales but you must first earn trust. So you need to share thought leadership content with prospective buyers and not blatant sales pitches. ” I once got a sales pitch email and I immediately deleted it. By the way, I came up with this campaign as I was badly hurt and in the hospital. Stop Selling. Face it.
  • MARKETING ACTION  |  FRIDAY, AUGUST 22, 2014
    [Sales] A Brief History of Marketing Technology (and Social Media Marketing)
    The ability to generate leads from social media, and add those leads’ social interactions to your automation platform, can increase your reach and optimize your sales pipeline. While each click indicates a certain interest, identifying a lead’s last social interaction with your company is a crucial part of the sales process.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 21, 2014
    [Sales] Share Your Marketing Success Story! Deadline For The Markie Awards Extended
    Best IT – Marketing Collaboration – Have your IT, marketing, and sales teams overcome organizational silos and cultural hurdles to bring about new levels of customer insight, real-time decision making capabilities, improved marketing and sales efficiencies, or a better customer experience? Go for it! Marketing Efficiency
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 21, 2014
    [Sales] What Do Digital CMOs Do Better?
    Share authentic stories, not detached sales pitches. Digital CMOs “use first- and third-party data to target contextually relevant offers and experiences guided by predictive marketing analytics and algorithms that learn and adapt” as buyers move down the sales funnel. They don’t look for buyers, buyers look for them.
  • FATHOM  |  THURSDAY, AUGUST 21, 2014
    [Sales] In Healthcare, You Are Your Keywords
    We all would like the visitor to skip straight to that online conversion, but remember and honor the sales funnel. 'You’ve invested a lot of time, effort, and resources to ensure that your website looks beautiful, contains exciting content, and engages the visitor.  As they say, “you are what you eat.” Healthcare
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    'With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 21, 2014
    [Sales] My Nasty Fall and How Marketing Made Simple TV Disappeared
    At some point, a customer was looking for a specific item, like a computer monitor, and it was not on the sales floor. 'A Major Accident Nearly Killed Me and Killed my TV show, Marketing Made Simple TV, too. This is what happened to me and I thank all my relatives and friends, as well as Find New Customers clients, for the many kind words.
  • VIEWPOINT  |  THURSDAY, AUGUST 21, 2014
    [Sales] It’s All About the People: A Review of "Never Be Closing"
    Sales Process Sales & Marketing Management 'I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. Now, with that said, why should YOU read the book?
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [Sales] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    Support for helping you win business with sales tools, product demonstrations to prospective clients, and more. 'What does it take to find the right marketing automation solution for your agency? good platform helps marketing agencies be more effective. That’s why it’s important to take the time to research your options in advance. Better?
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] [Webinar] Smart Sales Intelligence: Turning Insights into Action
    With all the data out there, a big challenge for today''s sales and marketing teams is knowing what to pay attention to. 'Don''t miss this FREE, but invaluable session! Our customers and prospects are overwhelmed as well. Yet to be effective, we need to cut through all this "noise" to connect with them.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 7 Easy Fixes for Common Sales Follow Up Problems [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. And it''s probably risking us a sale. Check it out: 7 Things You Need to Know About Sales Follow Up. To read more content like it, subscribe to Sales. Inbound Sales Things to Remember.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 50 Ways to Prove Your Value!
    Value Sales / Consulting Tools - check ROI / TCO Calculators - you betcha! Diagnostic Assessment Tools - yes got em too You can get some great ideas by seeing what other B2B sales and marketing leaders are doing, and examining these great value storytelling / insight / justification tools in action.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] How We Buy vs. How We Date: They're More Similar Than You Think
    Shopping vs. Dating: How the Modern Sales Process Compares to the Four Stages of Dating. In the world of inbound marketing and sales, there’s a methodology that describes what tactics businesses can employ to help turn strangers into happy customers, and it’s analogous to how one might go about courting a special someone (P.S.
  • E-QUIP  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 3 Dimensions of the Client Relationship
    Yet the working relationship is seldom mentioned in sales conversations or in proposals. 'Firms survive when they find enough work to cover their expenses and generate a little profit. But firms thrive when they build enduring client relationships that continue to produce revenue and profit for the long haul. Working relationship.
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] Marketing Challenges Agencies Face and How to Solve Them with VBMA
    Tools like Google’sUniversal Analytics are great for tracking web leads, orSalesforce’s CRM platform that can track how these leads progress through the sales funnel, and lastly, optimization platforms like Optimizely that can help you drive more leads from your website. The Importance of Phone Leads. Call Tracking. Lead Scoring.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] B2B Sales Prospecting: Remember to Finish Listening!
    'AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] Does mobile search work for your business?
    While these only measure whether the customer called, not whether they converted, you can marry this data with your POS or CRM data (or, frankly, pencil and paper tracking by your sales staff), to determine what percentage of calls were sales-related vs. customer support, scheduling, directions, or some other activity. Read on and see.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 1+1=3 – How Partner Marketing Defies the Laws of Math
    Another way to brainstorm potential partners is to talk to your sales team. Which companies come up most often in sales deals? Personally, I was excited about the partnership for another reason – it’s a great example of partner marketing. In the technology landscape, partnerships rarely make headlines, but they’re everywhere.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] The Importance of Marketing Awards for a B2B Demand Generation Agency
    But if you own a company in the Southeast and you need help with sales and marketing, why do awards matter to you ? Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. think the importance is simple. Love comments here.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 9 Companies With Truly Inspiring Mission Statements
    In the name of this cause, the company donates time, services, and at least 1% of their sales to hundreds of grassroots environmental groups around the world. 'Where does customer loyalty come from? Think about those brands that you purchase from over and over, even when there are cheaper options out there. 1) Life is good. 2) sweetgreen.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 3 Steps to Building a Better B2B Target Account List
    You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. 'By Eric Wittlake, {grow} Contributing Columnist.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 6 Ingenious Microsites You Could Play With All Day
    They focused the campaign on the consumers, not the brand -- but the sales tie-in came at the end of the ElfYourself videos in the form of coupons and promos. 'When I was in college, I used to send the URL isitchristmas.com to my friends when we were counting down to the end of exams. But on Christmas, of course, it says “YES.”
  • WRITTENT  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] 27+ Resources to Learn SEO Copywriting
    10 Super Easy SEO Copywriting Tips for Improved Link Building – More links equals more traffic and sales, as well as more authority. 13 Detailed Points SEO Copywriting Guide – This simple infographic outlines the steps to be taken in order to create optimized content that drives search traffic, wins readers, and convert sales.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 19, 2014
    [Sales] How Data Can Be a Competitive Weapon in Your Content Marketing
    For our next study, we considered doing research on how marketers use content across the stages of the sales cycle. 'Editor’s Note : Today’s post comes courtesy of Dennis Shiao, Director of Content Marketing at DNN. Follow Dennis on Twitter @dshiao. We’re competing for YOUR attention. Which song do you play on your iPhone?
  • 3D2B  |  TUESDAY, AUGUST 19, 2014
    [Sales] Are You Reaching Executive-Level Decision Makers
    'When building your lead generation system, remember that the early bird gets the worm…and the first salesperson involved in the executive’s decision-making process likely gets the sale. Applying First-Mover Advantage to B2B Sales. The same first-mover advantage applies to sales of complex B2B products, services and solutions.
  • ENGAGE  |  TUESDAY, AUGUST 19, 2014
    [Sales] In a Data-Driven World, What Is Highly Effective in Social Media?
    At McMURRY/TMG, one of our clients seeks high transactional sales from Facebook posts rather than likes. When we pit that style of posts against a one sentence post with a great big image, we see more likes and comments, but less transactional sales. Facebook says to use engaging images with less than 20 percent copy on them.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [Sales] Marketing Engines as a Game-Changing Strategic Advantage
    Now imagine your content marketing engine educating prospects at a cost of virtually $0 while your competitors hire sales reps to educate prospects manually over the phone or on web conferences. Marketing Engine as Competitive Weapon. More on that later, but first let’s talk about short-term low-hanging fruit…. Phase 1:  Tools. Now what?
  • CRIMSON MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Sales] Brian Kardon, Lattice Engines CMO: Stop Guessing What Your Buyers Want— Use Predictive Marketing Technology! [Podcast]
    run information from 150 million websites and 35 data providers through complex algorithms to tell its clients where to prioritize sales efforts, how to combat attrition and where the greatest revenue opportunities lie. Lattice is pioneering the predictive applications for marketing and sales.  Podcast] appeared first on.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Sales] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    Around 30 billion inbound sales calls were made to businesses in the U.S. What’s more, studies show that inbound calls convert to revenue 10 times more than web leads, making them the lead type sales managers want most. And guess what? Ifbyphone is a finalist! Dawn of the Planet of the Smartphones. Everyone knows mobile is taking over.
  • THE ROI GUY  |  TUESDAY, AUGUST 19, 2014
    [Sales] How do you Develop and Communicate your Unique Business Benefits?
    'Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? The Value Gap – an inability for sales reps to effectively communicate value – is the top issue for B2B solution providers and indicated as such by a whopping 71% of execs in a recent SiriusDecisions survey.
  • ANNUITAS  |  TUESDAY, AUGUST 19, 2014
    [Sales] Lead Nurturing Isn’t a Stage in the Sales Funnel
    Take a look at an excerpt from a Leadspace Radio via  Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. never heard a Buyer say, ‘I’m in the sale acceptance stage of my buying process.’ We eat it up. Additionally, it really gets us thinking about the topic, which is a great thing. 
  • THE FORWARD OBSERVER  |  TUESDAY, AUGUST 19, 2014
    [Sales] How To Make Your B2B Marketing Content Work Harder (And Smarter)
    'Artillery B2B Marketing Blog > The Forward Observer You''ve got lots of B2B marketing content for your buyers, but is it "on time and on target" to close more sales? In other words, while you might have great content, if it doesn’t get to the right person at the right time , it’s not likely to be very helpful in closing sales.
  • HINGE MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Sales] Why You Should Integrate the ‘Content Funnel’ into Your Firm’s Technology Marketing Strategy
    But first, there are a few overarching guidelines that must be incorporated in any thinking around producing content: No promotional topics or sales pitches in the content. The more detailed, “sales-qualification” information you require, the fewer downloads you are likely to get. Consider the 2.25 See the graphic below.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, AUGUST 19, 2014
    [Sales] The Secret to Getting a New Sales Job Fast
    'Looking for a new sales job right now? Sales leaders are looking to hire self-starters. According to research by Glassdoor , 45% of salespeople plan to start their search in the next three months and 68% want to switch in the upcoming year. Wowza! That''s a whopping number of you who are open to new opportunities.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [Sales] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    'As an inside sales rep, your call plans most likely include effective email prospecting strategies. For many inside sales reps, email is one of the most powerful prospecting tools. Here are some email prospecting tools and apps every inside sales rep should use to streamline their email tasks and organize their inbox: 1.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline? 'Is it necessary to pre-qualify inbound leads? Lead Qualification Inbound Marketing Lead Management
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Sales] 3 Ways to Justify Your Event Spend
    This data can be used to improve the event experience, but more importantly, it can be used to qualify sales targets, improve lead generation, and optimize a company’s overall marketing strategy. Understandably, this makes it difficult for data-driven marketers to justify expensive events, and to get clear insight into what works best.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 19, 2014
    [Sales] In the Content Marketing Kingdom, Third-Party Experts Rule
    You can follow me on Twitter at @fearlesscomp Filed under: Buyer Personas , Content marketing , Demand Generation , Fearless Competitor , Find New Customers , Marketing Awards , marketing campaigns , sales challenges , sales funnel. agree, and the post by this title at MarketingProfs.com verified their approach. ” Amen, Phil.
  • LEADERSHIP  |  TUESDAY, AUGUST 19, 2014
    [Sales] B2B Lead Generation Served Las Vegas Style
    The top two criteria for content marketing measurement metrics are web traffic and quality of sales leads. 'Of Course It’s A Gamble! But Who Says You Can’t Win? What happens in Vegas, stays in Vegas. That’s what they say. say that’s easier said than done. lot more, actually. It’s a city with many nicknames and each one fits equally.
  • WEBBIQUITY  |  TUESDAY, AUGUST 19, 2014
    [Sales] 23 Terrific Email Marketing Guides
    However—as email inboxes get more crowded and both the sophistication and expectations of consumers and business buyers increase, marketers need to refine their tactics in order to build their opt-in email lists, retain subscribers,  and drive leads and sales through email marketing. What’s the best day of the week to send emails?
  • MARKETING ACTION  |  TUESDAY, AUGUST 19, 2014
    [Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
    For another example in a completely different vertical market, the Bradley Corporation case study shows how a manufacturer uses Act-On to shorten the sales cycle and improve email open rates. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore.
  • BLUE FOCUS MARKETING  |  MONDAY, AUGUST 18, 2014
    [Sales] The Rise of Social Leaders #SocBiz25 #SocBiz
    To move toward advocacy-based advertising, brands must understand that their interactions with online communities can’t always be geared toward a sale, and if they want to broaden their appeal, they must show a willingness to interact authentically regardless of outcome. Rather, it’s up to us to create it. FOR EWORD by David C.
  • VOICE-BASED MARKETING  |  MONDAY, AUGUST 18, 2014
    [Sales] Google Validates Need for Call Tracking with Website Call Conversions for AdWords Tool
    They are the leads sales teams want most, and the leads marketers most need to generate, because they are the leads most likely to convert to revenue. Tracking phone leads back to every marketing source has become an indispensable part of proving and improving marketing’s impact on leads, sales, and a business’s bottom line.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 18, 2014
    [Sales] Sales Mgmt: don’t over complicate it….
    'Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. When I said: you don’t show this to them during the sales process do you?
  • THE POINT  |  MONDAY, AUGUST 18, 2014
    [Sales] 10 Tips for a Successful Trade Show Follow-up Campaign
    Note: these strategies assume that hot leads – those prospects who specifically requested follow-up or were otherwise graded as “high priority” on the show floor, get prompt response directly from sales. Most trade show leads are routinely ignored by sales. Someone who’s attended a tradeshow may be ready to contact sales directly.
  • FATHOM  |  MONDAY, AUGUST 18, 2014
    [Sales] Laws of Marketing Power: Play to People’s Fantasies
    Content Marketing Sales & Marketing Alignment 48 laws of power '“There is great power in tapping into the fantasies of the masses.”. Robert Greene,  The 48 Laws of Power. Fantasies grip us. They transport us from the harsh realities of day-to-day life, and marketers know how products and services with compelling stories can fuel demand.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 18, 2014
    [Sales] Florida gets its own BtoB demand generation agency – Find New Customers
    As companies face consistent challenges in sales and marketing and profits fall, they find it harder and hard to tackle things like: Buyer Personas. Almost all of those companies know sales and marketing, but none of them say they are nice. Why does that matter? Content Marketing. Lead Nurturing. Lead Scoring. Social Media.
  • VIDYARD  |  MONDAY, AUGUST 18, 2014
    [Sales] How to Streamline Your Video Content Marketing Operation
    If someone’s watched 3 product videos all the way to the end, they might be qualified for a call from your sales team. 'Just as your blog needs regular updates to build an audience or subscriber base, great video marketing also depends on consistency and frequency. But how do you create great videos time and time again? Your homepage?
  • HINGE MARKETING  |  MONDAY, AUGUST 18, 2014
    [Sales] Why Partners Don’t Develop New Business and What to Do About It
    And by building their profile as a Visible Expert, they can contribute to your business development efforts in unexpected ways: our research has found that high visibility experts actually increase both a firm’s leads and its ability to close sales. Sound familiar? You’re not alone. This can be a cultural issue. Not always.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 18, 2014
    [Sales] 4 Communication Tips for Ramping Up a New Inside Sales Client
    'Ramping up on a new project can be stressful for business development and inside sales reps. One thing never changes though: in order for a successful ramp up, sales reps need to have a good relationship management strategy. To make the ramp-up process easier for both outside and inside sales reps, remember to be patient.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 18, 2014
    [Sales] The Essential 8: Marketing Reports You Need
    Actual opportunities (leads who have been accepted by the sales team, and are being actively worked) take a while to develop, but until then, you’ll want to measure program investment, percent of new names, total successes, total targets, investment per target, and average demographic score. 1) TOFU Lead Analysis. New names.
  • SYNECORE  |  MONDAY, AUGUST 18, 2014
    [Sales] The 4 Basic Elements of Inbound Marketing
    When you ask a website visitor to fill out a form in exchange for a free piece of your premium content, you turn that visitor into a lead and obtain valuable data that allows you to guide them down the sales funnel. Goal 3: Turn Leads into Customers Associated Services: Email Marketing, Sales Consulting. 'We’re going back to basics!
  • WRITTENT  |  MONDAY, AUGUST 18, 2014
    [Sales] 7 Lies About Freelance Writers You Believe
    Freelance writing is an exhausting labor of love, as is any business where you are your own marketing and advertising agency, IT department, PR & HR departments, sales and customer service teams, and accounting department. 'Image source. You’re not alone. 1 – Freelance writers must have deep tech/industry experience. We wish. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 18, 2014
    [Sales] Why Servant Marketing Matters
    'Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” believe this idea can also be applied to sales and marketing. The problem with today’s customers. It has an economic benefit.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 17, 2014
    [Sales] ClickZ Conference Coverage: 3 Examples of Big Data in Action
    He described how after looking at their sales data, they determined that chocolate sales were plummeting in the summer months. 'We marketers know that Big Data is a big deal. People today are more interested in documenting events than actually experiencing them, only adding to the ever-growing catalogue of online data.
  • HUBSPOT  |  SUNDAY, AUGUST 17, 2014
    [Sales] This Week in Popular Content: Funny LinkedIn Endorsements, Website Launch To-Do's & Perfect Facebook Posts
    Want to foster a better relationship with your counterpart in Sales? How Marketing and Sales Can Work Together to Close More Leads. Sales and marketing teams have historically butted heads when it comes to lead quality and converting leads into customers. 'This week''s most popular content covered a wide range of subjects.
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