• THE ROI GUY  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Are you Ready to Sell to the Business Instead of Just to IT?
    When business buyers engage with your sales reps and channel partners, these conversations are perceived no better. Are your sales reps and channel partners equipped to go beyond pitching solutions to IT, to instead, connect and engage with business leaders on challenges and value? So the big question: 1.
  • DISCOVERORG  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] [VIDEO] How to Structure a Successful Sales Team
    We’ve built required fields and automation of data transfer in SFDC (ie surveys that auto populate the key data, call sheets that tie data to opportunity & account, sales handoff that ties data to account for CSM, etc). Want to Build a Sales Engine? Does this problem sound familiar? Watch the Video Below: How to Avoid the Problem.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] What Is Adaptive Analytics? And Why Does It Matter For B2B Marketers?
    Adaptive analytics are useful for both the marketing and sales teams because it can help inform each team when it’s optimal to engage and with what content. Should the sales team reach out? Adaptive analytics is a new term for most B2B marketers. What is adaptive analytics? How is it different from predictive analytics?
  • DISTRIBION  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] What Does Employee Engagement Have to Do With Marketing?
    Employee engagement and advocacy inspires consumer trust, which consequently, drives sales. Have you ever encountered service at a store or restaurant so horrible that you never went back? If so, you’ve witnessed a perfect example of the impact employee engagement can have on both the customer experience and the bottom line. Communication.
  • VIDYARD  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Go Where Your Customers Are – Wise Words from Sweta Patel
    Sales is something I’m also closely aligned with so I follow SalesHacker , HubSpot , and the Marketo blog when I’m creating campaigns. Many brands start using social media to build awareness for their brand, but few realize that social is just the beginning. It’s a bit nebulous. What types of programs resonate best with B2B audiences?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Improve Customer Experience and Email Deliverability With a Preference Center
    Instead of an all or nothing scenario, allow them to update subscription preferences and tell you they still love receiving those weekly sales promotions. Most people like to be given a choice. Sure you can fit them all into one bucket and no one will know better, but for how long can you get away with that? Let’s not wait for that day.
  • B2B LEAD BLOG  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Understanding Buyer Personas: The Engineering Manager, Designer, and Project Manager
    Buyer personas are the decision makers on which your sales and marketing team focus when looking to generate leads. These are the individuals who determine the criteria for vendor acquisition. They consume your content, click on your pay-per-click (PPC) advertising campaigns, and visit your landing pages. Lead Nurturing
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] The crisis of message credibility and impact on brands
    Are Trump’s recent assertions about the illegal immigrants, the dishonest media, the Mexican wall, environmental hoax, often communicated on Twitter with less than 140 characters, baseless or just nuanced descriptions in sales-pitch hyperbole? Our world is more passionately polarized than ever. Words do matter. Facts alone may not be enough.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Make the Shift from Automation to Engagement Marketing
    Raising engagement levels sets the stage for internal and external advocacy, and delivers critical support for your sales teams within the complex buying committees that decide today’s business purchases. Author: Patrick Groover The shift towards ubiquitous marketing is a living reality. Master Engagement Marketing .
  • CONTENT STANDARD  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Where Retailers Fall Down: Mobile Marketing and Newsletters
    In fact, when it comes to email—one of the most saturated spaces in the retail world—a recent Business Insider study found that marketers weren’t just failing to drive sales, but they were failing to meet all their email-marketing goals. Digital marketing for retail brands is about as close to the Wild West as it gets. Right?
  • KAPOST  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] 3 Ways Agile Helps Scale Content Marketing
    The worst-case scenario,” they report, “is that low-quality content is actually hurting the perception of the brand and, ultimately, sales.” . To an outsider looking in, a bigger content marketing program seems to be better. . When it comes to the ROI of content, increasing the size of our “I” isn’t automatically going to bump up our “R.” .
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Why Is Everything at HubSpot Wrapped in Tin? It’s Our Year in Review 2016
    We responded to marketing and sales needs by delivering our customers the growth stack. HubSpot reached its 10-year milestone in 2016. And as tradition holds, the tenth anniversary calls for a gift of tin. Yes, just like the thing you carry your breath mints in. And that got us thinking. Flexibility is really about a whole lot more. Again.
  • ONALYTICA B2B  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] 5 Ways to Drive the Success of Influencer Relations
    For example, hold a networking event where a well known influencer gives a talk or presentation; this can attract prospects, facilitate sales opportunities and yield instant results- something that will get senior managements’ attention. Lack of program management or measurement. Lack of quality content/brand messaging. TIP #1. TIP #2.
  • ACT-ON  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] How to Get More Leads From Social Media
    You may get lower engagement and conversion rates on niche content, but keep your eye on the prize: the final, sales qualified leads. Every step along the way – from when someone first follows you to when they become a sales qualified lead (SQL) – is a little micro-conversion. Effectiveness vs. Difficulty for Lead Generation. Really?
  • B2B MARKETING INSIDER  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] The Marketing 80/20 Rule and How to Take Advantage of it
    The post Sales: The 80/20 Rule and How to Take Advantage of it appeared first on PureB2B. The 80/20 rule, also known as the Pareto Principle, is attributed to the Italian economist, Vilfredo Pareto. In one of his papers, Pareto noted that about 80% of the land in Italy belonged to approximately 20% of the country’s total population.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] 6 Seemingly Harmless Ways You're Sabotaging Your Proposals
    Good for the upper-end of the sales pipeline, but you'll increase your chances of converting a prospect to a client if you treat your RFP responses like the strategic sales tools they're meant to be -- and that means avoiding these six hazardous pitfalls. So what does that mean for agencies? The Fix: Ask the right questions. Why now?
  • BRAINSHARK  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Brainshark and Highspot: A Unified Solution for Sales Readiness and Enablement
  • BULLDOG SOLUTIONS  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] Integrated: Modern Marketing’s Latest Buzzword
    If you are responsible for driving leads to a sales team, your take on integrated marketing might be more internally focused. Specifically, it might be more about how you move a prospect through your internal marketing and sales machine. great example— integrated. Depending on who you ask, integrated could mean a number of things.
  • BIZIBLE  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] A Complete Guide To The Buyer Journey
    Buyer Journey Stage 4 Is Vendor Evaluation: Support Sales By Creating Relationships And Transferring Competitive Knowledge. In order for marketers to best nurture prospects who are at the end of the buyer journey they must work closely with sales. Support Sales By Building Relationships And Training Sales Teams.
  • AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • KEO MARKETING  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] KEO Marketing’s Sheila Kloefkorn Re-Appointed President of Business Marketing Association’s Phoenix Chapter
    KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Local Marketing Expert to Help Guide Phoenix’s Only Association Devoted Exclusively to B2B Marketing Professionals. PHOENIX, Ariz., About KEO Marketing. KEO News
  • KEO MARKETING  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] KEO Marketing Sponsors Annual Gala for the Human Rights Campaign Arizona
    KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Event Recognizes Local Heroes Who Move Equality Forward. PHOENIX, Ariz., with the general reception following at 6:00 p.m. The event will culminate with an awards ceremony.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] Webinar Highlights: 4 Steps to Operationalize A Stellar ABM Program
    If you didn’t have a chance to attend our new webinar, Beyond The Basics of ABM: 4 Steps to Operationalize a Stellar ABM Program, you can view the replay here. The live webinar was packed with great questions, many of which we answered at the bottom of this blog. ABM continues to be a noisy topic […].
  • LEANDATA  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] “You Can’t Build a Walled Garden”
    Sales and marketing professionals are increasingly frustrated that much of the software technology flooding the marketplace is not designed to integrate with other solutions and workflows. That approach is especially relevant as the sales and marketing technology sector has become more complicated. In fact, it shouldn’t be. Pass it on.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] Why You Should Always Have an Active Branded Campaign
    With that in mind, the leads acquired by these searchers will be more qualified and are more apt to turn into actual sales. Branded campaigns and keywords should be considered the bread and butter of your PPC accounts. At first glance, using your branded campaign’s KPI data to prove your point would be the best course of action.
  • VIDYARD  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] Forrester Research Predicts Account-Based Everything in 2017
    While many companies claim to be experts in ABM, Forrester has found that a lack of connectivity between marketing and sales, combined with a deluge of tools with similar feature sets are holding back real ABM success. According to Forrester Research, a revolution is coming for account-based marketing. Blog Marketing Marketing Leadership
  • INFER  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] The Front Lines of Predictive Intelligence
    Here’s what we’ve learned by using predictive intelligence to inform more advanced sales and marketing tactics. The post The Front Lines of Predictive Intelligence appeared first on Infer: Predictive Sales and Marketing Platform. That is, until we added Infer Predictive Scoring to the mix. Lead Flow Prioritization.
  • CONTENT STANDARD  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] Retail Marketing Execs: Don’t Flip Out Over the Amazon Prime Rewards Card
    IBM is already working with Visa as a partner to ensure that in the future, a point of sale can be anywhere. First, it was Amazon Prime and two-day free shipping. Then, it was Amazon Go, a frictionless retail store experience. For those in retail marketing, that was already scary. Remember: Branding and Customer Service Still Count.
  • DISCOVERORG  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] 2016’s Most Prospected Companies By State
    With almost 50,000 sales and marketing professionals across the globe using our platform, we have access to deep insights around which companies and contacts are being prospected to the most often, and we thought the insights were pretty revealing. Want to implement an Account-Based Sales model supported by actionable sales intelligence?
  • ACT-ON  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] 5 Smart Ways to Automate Your Marketing
    explains: Among organizations that use both marketing automation and a CRM as part of an integrated technology stack, 74% reported aligned sales and marketing teams​  and 77% met or beat their revenue goals. . 3. They know where the weak parts of the sales funnel are. You’ve heard of this “marketing after the sale” stuff before.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 21, 2017
    [Sales] The 21 Best Content Curation Tools
    Curata features powerful analytics that measures performance and sales pipeline impact.” — SnapApp. Although content marking is now a nearly universal practice—with 93% of B2B marketers using content marketing— half of all marketers still rank “producing enough content” as one of their top five challenges. Pricing:  free. GetApp.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 20, 2017
    [Sales] Six Ways Marketing Can Shrink the Sales Cycle
    I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle
  • BIZIBLE  |  MONDAY, FEBRUARY 20, 2017
    [Sales] 82% of CMOs Have Goals that Align with Revenue Targets — A Discussion on Marketing Performance Management with a Forrester Analyst [Video]
    They can get into the trenches with Sales by sharing their goals and working toward metrics that demonstrate marketing’s impact on revenue and business objectives. What does the marketing performance management space look like in 2017? Where does multi-touch marketing measurement fit and what are the benefits? Marketers can’t see anything.
  • KOMARKETING ASSOCIATES  |  MONDAY, FEBRUARY 20, 2017
    [Sales] Delivering Quality Leads Is Top Priority for Half of B2B Marketers
    It revealed providing the sales team with high-quality leads is by far the number one priority for marketers. Delivering quality leads is far and away the number one priority for B2B marketers in 2017, according to a new study , “The 2017 State of B2B Digital Marketing,” by DemandWave. B2B Marketing News Industry News
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 20, 2017
    [Sales] 10 Epic Shifts that are Re-Writing the Rules of Marketing
    Any point of differentiation seemed like a wafer-thin veneer of sales babble. By Mark Schaefer. I’m often asked: “What is the next big thing in marketing?” ” This seems like a simple question, but I’m not sure I know any more. first posted this list on Facebook and it provoked some interesting comments.
  • KAPOST  |  MONDAY, FEBRUARY 20, 2017
    [Sales] 5 Marketing Challenges from Top B2B Marketing Leaders [Infographic]
    However, we have faith in the power of content to drive sales—and it’s more than just a gut feeling. Remember “back in the day” when a solid content marketing strategy involved little more than a solid blog post, a Twitter account, and some SEO keyword research? Ahh, the good ol’ days. Marketing Strategy
  • B2B MARKETING INSIDER  |  MONDAY, FEBRUARY 20, 2017
    [Sales] B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects
    This report will be the foundation for the coming quarter’s Content Marketing strategy and more importantly demonstrate Marketing’s commitment to the Sales organization to drive net-new leads via thought leadership. All is well in […].
  • ACT-ON  |  MONDAY, FEBRUARY 20, 2017
    [Sales] What Makes Act-On Different?
    From stoking brand awareness to attract the right prospects, to nurturing those leads into closed sales, to ensuring customer satisfaction and retention – Act-On is there making things better for you each step of the way. Act-On gives you the right data so you can build better campaigns, shorten the sales cycle, and rescue at-risk accounts.
  • B2B MARKETING INSIDER  |  MONDAY, FEBRUARY 20, 2017
    [Sales] You Need to Define an Effective Criteria for Lead Scoring
    Knowing which of your sales leads have the highest potential to buy is key to effectively allocating your resources and optimizing your sales & marketing spend. The post You Need to Define an Effective Criteria for Lead Scoring appeared first on PureB2B. Content Marketing
  • BRAINSHARK  |  MONDAY, FEBRUARY 20, 2017
    [Sales] Why Salespeople Can’t Sell Beyond Their Training [Insights from Sales Expert David Hoffeld]
  • PUREB2B  |  SUNDAY, FEBRUARY 19, 2017
    [Sales] How Personalization Affects Lead Nurturing
    The lead nurturing process walks a prospect through the stages of the sales funnel and continues through the sale. According to a study by Demand Gen Report , a 20% increase in sales opportunities are produced through leads who are nurtured with tailored content. Blog Email-Marketing Lead-Nurturing Personalization Sales
  • B2B LEAD BLOG  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] Top-Down and Bottom-Up Sales: Which One Works Best Now?
    For years, salespeople were told to pursue a top-down sales approach. Companies used their marketing data to identify the highest level decision maker at each customer account. It made sense. After all, why wouldn’t you go directly to the top? Why not find the person who makes the most important decisions and get their buy-in […].
  • SNAPAPP  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] Why Interactive Content Matters for Agencies
    This is for two main reasons: (1) Buyers are skeptical of what happens when they fill out a form; is the content worth the inevitable sales follow-up? (2) There's a ton of noise out there, so while an ebook featuring tips and tricks may have been valuable in the past, now there’s so much content available that audiences are more selective.
  • AKOONU  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] Survival Guide For People with Revenue Goals
    Sales reps actually drink more coffee than all but two other professions. Some say life begins after coffee. Marketers, you rank 4th. We’re a caffeinated bunch. Are we fueling up for creativity? For a boost of conversational energy? Or to get through long meetings
  • VIDYARD  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] How to Get Your Sales Team Using — And Loving — Video
    But this post isn’t about convincing you that video is the best tool for your sales team to close more deals. So with that in mind, how do you get the video ball rolling for your sales team? At Vidyard our executives send out company updates via video using the same technology our sales team uses to reach out to prospects.
  • CONTENT STANDARD  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] Not Your Dad’s Content Marketing Trends—But Maybe Your Great (x5000) Granddad’s
    Influencer marketing is a tried-and-true strategy with considerable sales charge, as TapInfluence and Nielsen can attest. Nailing down marketing trends is targeting something that’s ever-moving. You’re not alone. This Isn’t Your Dad’s Email. Email—it will not die! Ooh, Look—Pretty Pictures! Peddling Influence. Maybe.
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] How to Run a Successful Webinar from Beginning to End
    You’ll also need to report on the results to your sales team so they can leverage the webinar content in conversations with prospective or existing customers who attended the webinar. Author: Mary Kate Francis Webinar programs are important in any marketing mix for several reasons. Plan Your Content. Promote Across Channels. Eek! 4.
  • CONTENT STANDARD  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] 5 Retail Marketing Trends to Watch in 2017
    As consumers will eventually reach Amazon Go-levels of integration within retail stores, video is a key tool that can help consumers understand how a product is used or how it works in the absence of an available sales person. If your retail marketing efforts aren’t fueling sales, it’s not working. Big time. Free Shipping.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] 8 Facts You Need to Know About B2B Content Marketing [Infographic]
    Lead generation and sales are the two most important goals. Lead generation is actually rated as more important to B2B marketers than sales, at 85% v 84%. Finding qualified leads is a great long-term goal which can lead to sales in the future as well as support and investments for upcoming projects.
  • ACT-ON  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] Seven Best Practices for Building and Growing a Subscriber List
    Eventually the 10 percent off, or final sale, or something else that everyone else is doing is going to wear off. Building subscriber lists is an essential part of email marketing, but it can be a daunting undertaking. Additionally, there are strict rules and regulations about how subscriber lists are built. Yes, a party. Kordek). 3. Ready!’
  • HUBSPOT  |  FRIDAY, FEBRUARY 17, 2017
    [Sales] 7 Core Services Your Agency Needs to Offer in 2017 [Free Guide]
    Inbound marketing and sales continue to have a massive impact on the way busineses market themselves and sell their products. Get prepared for a profitable year with our free guide: The 7 Core Services of Inbound Marketing and Sales. The ROI businesses get from inbound marketing and sales is extremely compelling for clients.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] The Importance of Post-Holiday Email Relief
    Even with sales revenue on the line, the more unwanted mail recipients receive, the more likely they are to flag it as spam, ignore it, or delete it outright. Most importantly, succumbing to poor mailing practices in the hopes of a short-term sales boost will not outweigh the long-term effects of reputation damage in the eyes of major ISPs.
  • INFLUITIVE B2B  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] Infographic: The State of Customer Marketing in 2017
    However, many B2B companies remain focused on aggressive sales tactics rather than creating a more.
  • VIEWPOINT  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] Why Measuring Success on Cost Per Lead is a Huge Mistake
    It adds cost and creates inaction when sales execs discover the leads don’t meet criteria. The lead-to-pipeline conversion ratio demonstrates solid marketing and sales alignment: acceptance demonstrates sales’ confirmation that these are the qualified leads they need and expect. It incorrectly emphasizes cost over ROI value.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] Promoted Content: 5 Steps to Take Before Launch
    Getting new contacts into the sales funnel. Thanks to the digital age we live in today, it’s very easy for brands to get their messages out via free marketing channels like blogs or social media. Years ago, early adopters of these platforms reaped the benefits of what were relatively untapped markets. Oh, how the times have changed.
  • TYPE A COMMUNICATIONS  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] 2017 State of B2B Digital Marketing
    Marketing Sales 2017 B2B Carla Johnson DemandWave digital marketing Trends Type A CommunicationsFebruary 16, 2017 by Carla Johnson B2B marketers are finally getting a handle on some big digital challenges. That’s the message from DemandWave’s recently released 2017 State of B2B Digital. read more.
  • BIZNOLOGY  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] Better built than bought – how to build your email marketing list
    Make this a company-wide policy for all customer-facing personnel–sales, marketing, customer service. Examples of lead magnets include informational articles, informational videos, how-to guides, worksheets, and any information that is clearly and obviously not sales material. Here’s why. But purchased lists typically lead to problems.
  • VIDYARD  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] Choosing a Video Platform: What to Evaluate for Marketing and Sales
    Since teams have different goals and needs, what should marketing and sales teams (who are both focused on pipeline and closing deals) look for when choosing the right video platform for them? As well, can your sales team take advantage of your marketing video content? Outline Your Needs First. 12 Key Evaluation Criteria. Conclusion.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] 11 Tips for Starting a New Sales Role
    Author: Chris Gillespie So you have a new sales job. Having been through this many times myself, I’ll share my top 11 tips for ramping quickly in a new sales role: 1. If you aren’t assigned one, approach someone who’s at the top of the sales leader board. How many conversations lead to a sale? Sales b2b
  • ACT-ON  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] How to Motivate Customers Across the Entire Buyer’s Journey
    And if we know what makes customers tick and take action, well, this knowledge may be the difference between making a sale or not. It’s like pre-qualifying sales leads. Motivation. It’s a word that comes up in various facets of life, from locker rooms to courtrooms to pop culture. The word can evoke negativity, too. What motivates you?
  • HUBSPOT  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] The State of Video Marketing 2017 [New Data]
    81% linked it to a direct increase in sales. It seems like every year is labeled 'the year of video' by one expert or another -- but 2017 could well have the best claim yet. Of course, it's no secret that video content has become staggeringly popular. Some of the highlights include. 76% felt that video had increased traffic to their website.
  • PUREB2B  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] Lead Nurturing’s Biggest Challenges
    These are effective instruments for delivering the right message at the right time to qualified leads, making it easier to drive leads through your sales funnel. Find out how long it takes for your leads to become customers by monitoring their movement from the top of the sales funnel down to the time they convert into customers.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] 25 B2B Engagement Tactics For All Marketing Funnel Stages
    Create persona-based sales enablement content for email outreach. When prospects are deeper in the funnel, they’re most likely conferring with a sales representative. At that point, they’re likely to consume content that is sent directly to them, which is where deep-dive sales enablement content can be uniquely helpful.
  • KAON  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] Augmented Reality: What Is It and Why Do B2B Marketers Need It?
    contact-form] Filed under: Sales Tools , Trade Show Trends , Uncategorized Tagged: 3D Product Models , AR , augmented reality , B2B marketing , Digital marketing , Immersive experience , Interactive engagement , kaoninteractive , marketing strategy. And now we are about to be driven by immersive experiences.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] How A CMO Uses Storytelling To Engage Audiences
    Duerksen : Demand Generation is anticipating and responding to the needs of a target market with tactics aligned with product, sales and support to enlist customer advocacy and enable inbound discovery. Jeremy Duerksen is CMO at Peaksware. Well not about horses and sport motos, maybe next time. We ourselves usually aren't the experts.
  • SNAPAPP  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] 10 Amazing Interactive Videos
    As a powerful online video platform, Brightcove is no stranger to using video for marketing and sales purposes. Marketers continue to rank video as one of the most effective content types. Over 8 billion Facebook videos are played each day. Cisco predicts that 80% of all internet traffic will be streaming video content by 2019. Oracle. Usher.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] What promotional products are on your desk? [survey results]
    Even in today’s highly competitive digital marketing and advertising field, promotional products are still relevant and an effective means of promoting your brand and increasing sales. When it comes to promotional products, there is one thing for sure, this marketing method and advertising tool has stood the test of time. 89% pen. 65% mug.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] 5 Steps to Market to a New Vertical
    It’s also critical to look at your own database and leverage the sales and customer success teams for insights as well. At Marketo, for example, we found that the ideal personas in certain industries may be sales or IT leaders as opposed to marketing leaders, as they drive most of the purchasing decisions. Build Sales Support.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] Stop. Look. Listen. It’s time for an influencer marketing campaign
    They can effectively drive sales because of the loyalty of their community and their authentic, passionate advocacy. By Brooke B. Sellas, {grow} Contributing Columnist. When I was a teenager, I was preoccupied with figuring out ways to sneak out of the house or get my parents to let me borrow the car for the night (neither went well). Listen.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] Apply Yourself: 28 Marketing Awards Worth Going For
    The Valley Forge Tourism & Convention Board is a private, nonprofit membership sales and marketing organization that actively supports the the Valley Forge area and Montgomery County, Pa., as a convention site and leisure visitor destination," reads AVA's website. That’s the Merriam-Webster definition of the word “award.” This U.K.-based
  • ACT-ON  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] 4 Ways That Automation Is Transforming Marketing
    When companies show customers more relevant content and offers based on past shopping history, they can increase average sales by 20 percent. Speed up the sales cycle. When you gain the ability to automate tasks, you can greatly speed up the sales cycle. Marketing automation: The nuts and bolts. More effective social engagement.
  • BRAINSHARK  |  WEDNESDAY, FEBRUARY 15, 2017
    [Sales] Why Sales Readiness is Critical to Growth in 2017 [eBook]
  • 3D2B  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] Scaling Inside Sales for New Product Introductions or Market Expansion
    Given that leaders are juggling multiple priorities, it’s not surprising that they sometimes fall flat when attempting to scale inside sales to meet expansion goals. Outline Your Sales Process Because your sales process has implications on who you hire and the technology you select, start by defining it. Tele-Services
  • BIZIBLE  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] How to Evaluate Demand Opportunities in 5 Steps
    When you look at the buyer funnel, the next step is converting the qualified leads into sales opportunities. Will this demand opportunity put your sales development team over their capacity? The longer it takes for the sales team to reach out to net new leads, the less likely they will convert into opportunities. 4. CPC-to-CPL.
  • KEO MARKETING  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] How to evaluate a B2B Inbound Marketing Agency
    Before a B2B inbound marketing agency is hired, they should provide a long-term marketing plan to develop a steady and ongoing stream of qualified prospects coming to your website to request more information or contact a sales person. Lead scoring will determine how many of those leads are sent to the sales team for follow up.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] The Good, the Bad, and the Ugly of Seasonal SEO
    Like I mentioned in the ‘goods’, you’re more than likely attracting new visitors who are entering your site at the top of the sales funnel. In the B2B space, sale cycles can last months and your seasonal SEO may not persuade consumers to move down the funnel at that moment. Oh Valentine’s day. know what you’re thinking. The Good.
  • SNAPAPP  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] Interactive Content, Marketing Automation, and the Engagement Economy
    The other downside of this approach is that it doesn’t allow marketing and sales teams to collect much user data. There’s an average of a 20% increase in sales and conversions when personalized experiences are delivered. What does a static content experience look like in comparison to an interactive, automated experience? Image source.
  • TYPE A COMMUNICATIONS  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] How Empathy Will Grow Your Sales & Marketing Pipeline
    Customer Experience Marketing Sales Carla Johnson storytelling Type A CommunicationsFebruary 14, 2017 by Brian Carroll We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. Here’s what I mean. read more.
  • INFER  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] In the next 5 years, we are going to see a reimagining of automation through AI: An Interview with Sean Zinsmeister
    While Artificial Intelligence was one topic that was covered ad nauseam in 2016, Infer, a predictive sales and marketing platform predicts that technology is going to evolve even faster from here on out. For example, sales and marketing professionals are overwhelmed with the amount of data they are faced with everyday.
  • CHIEFMARTECH  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] THE HACKIES: How to hack your CRM for ABM, switching from leads to contacts and accounts
    Consider how the sales team will need to organize data, create call lists, and conduct outreach. This information can come from a variety of sources, including inbound forms, data enrichment technologies, and information gleaned during sales calls or email exchanges. This article is a guest post by Lauren Frye of Bizible. Like it?
  • HG DATA  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] Marketing’s Evolving Accountability and The Future of Content Analytics
    We sat down with Apparao Kari , Cintell’s founder and chief executive officer, to discuss the sales and marketing landscape, how it has changed, and how modern marketers are adapting to the climate. And with this has come an increase in the volume of sales and marketing outreach. Read on for the rest of our conversation.
  • HUBSPOT  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] Be Mine: A Brief History of Valentine's Day Marketing
    In Massachusetts, Howland produces a dozen sample Valentine’s Day cards and sends them off with her brother to distribute during a sales trip for their father’s company -- S.A. When I was in grade school, Valentine’s Day was one of my favorite holidays. There were cards. There was the possibility that your crush actually liked you back.
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] 10 Brands Show Us How Email Marketing is Done
    An essential aspect of nurturing new sales leads is email marketing. It’s a strategy that allows you to reach out to your prospects on a more personal level with relevant content. According to a report by Salesforce, 49% of marketers claim that email is directly linked to the success of their business efforts. Direct. Content Marketin
  • PUREB2B  |  MONDAY, FEBRUARY 13, 2017
    [Sales] The Secret to Crafting an Awesome Sales Pitch
    The glory days of blind pitching are over—paving the way for a new way of doing things in sales and marketing departments everywhere. The 2015 State of Sales report , put together by Salesforce, offers useful insights in identifying key areas of concentration among global leaders when trying to close sales. Things to Takeaway.
  • KEO MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Sales] Sheila Kloefkorn of KEO Marketing Delivers “Top Technology Trends for 2017”
    This Lunch & Learn event is targeted to B2B marketers and technology company leaders responsible for business strategy, sales, marketing and revenue generation. KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales.
  • DISCOVERORG  |  MONDAY, FEBRUARY 13, 2017
    [Sales] 8 Lessons From Online Dating For Email Marketers
    My colleague, Steve Waters, penned an article last year on, “ How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople. ” As a sales guy, Steve talks about getting on the phone, listening, and sharing. Earlier this year I tried my hand at email marketing here at DiscoverOrg. figured it’d be pretty easy. Wrong.
  • HINGE MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Sales] The Branding Process for Professional Services Firms
    good way to approach your messaging architecture is to break out each audience and develop a list of messages each may need to hear during the sales process. The branding process is a systematic approach to creating and promoting a firm’s brand. It is essential to the success of any marketing and business development program. Brand Identity.
  • KAPOST  |  MONDAY, FEBRUARY 13, 2017
    [Sales] Tips for Using Video to Increase Social Media ROI
    To understand which kind of video formats are suited for lead nurturing, sit down with your sales team and let them tell you what the most common concerns and questions are among customers. Videos are the most engaging content used in modern campaigns. Construct a Variety of Videos Around Social Marketing Goals. Customer case study.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 13, 2017
    [Sales] You Can Run But You Can't Hide from the Importance of Data in Modern Marketing
    Unifying the ridiculously fragmented marketing stack is the biggest challenge facing almost every sales and marketing team today. Maybe… but, if your goal is to drive qualified sales leads, then you better drive qualified sales leads in 2017. Marketing equals data and data equals marketing. Data-Driven Marketing
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Sales] 4 Value Selling Tools to Move Leads Down the Funnel
    Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. They’re potential  sales leads, but may need a little nudge. What does this mean for marketing? Bringing It All Together.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 13, 2017
    [Sales] Social media proficiency: A life skill?
    Which sales team has eminence? By Mark Schaefer. Why is it important for senior executives to master something like social media and personal branding? Don’t they have enough on their plates? “I believe social media proficiency is a life skill,” Robert told me. ” That statement blew me away. Isn’t that cool?
  • ACT-ON  |  MONDAY, FEBRUARY 13, 2017
    [Sales] Customer Lifecycle Metrics, Part 5: Retention and Expansion
    Examples include lead-to-sales conversion rates and total revenue. When you run a customer upselling campaign, for example, the sales results may not happen for months. The research shows that the top performing teams spend more time and resources on building engagement with their existing customers than marketers at average companies.
  • EARNEST ABOUT B2B  |  MONDAY, FEBRUARY 13, 2017
    [Sales] This is the week that was in B2B: from surrogate meeting attendees to AI tools
    Today it’s all about ‘narrow’ AI tools – predictive search programs such as Google and Virtual Digital Sales Assistants like Tact. Tongue in cheek B2B campaign' of the week. comes courtesy of Scandinavian airline Widerøe – and its spoof company Norwegian Meeting Services. Innovation' of the week. Check it out here. Check it out here.
  • PUREB2B  |  MONDAY, FEBRUARY 13, 2017
    [Sales] How to reach the exact audience that you want to target
    Blog B2B-Marketing Business Blogging Buyer's Journey Data Data Quality data services Database-Management Marketing Sales FunnelData is the driving force behind any lead generation activity. It should tell a clear story of your customers, how they behave and what motivates them. Power up your data profile! Watch now!
  • BRAINSHARK  |  MONDAY, FEBRUARY 13, 2017
    [Sales] 7 Ways Technology Can Support Sales Onboarding Success [Brief]
  • AVITAGE  |  SUNDAY, FEBRUARY 12, 2017
    [Sales] Use Knowledge Delivered Strategy to Show Content Value
    Too many executives, and especially the sales organization, still don’t see it. Content Marketing Marketing and Sales Strategy Knowledge deliveredA Different Approach to Content Marketing Justification B2B content marketers must continually defend budgets and tactics, especially content investments, by proving performance.
  • CHIEFMARTECH  |  SUNDAY, FEBRUARY 12, 2017
    [Sales] THE HACKIES: How to use your unique dataset to create valuable content
    ” our report answers, “Are you driving sales opportunities, pipeline, and revenue as well as your peers?” This article is a guest post by Jordan Con of Bizible. It was entered into The Hackies essay contest for the upcoming MarTech conference. Like it? We can provide valuable data and research by sharing our unique dataset.
  • JUNTA 42  |  SATURDAY, FEBRUARY 11, 2017
    [Sales] This Week in Content Marketing: Could Snapchat Be the Next Myspace?
    Pressly: The Starter’s Guide to Sales Enablement: It’s no secret that sales and marketing departments have a complex relationship. Pressly’s “Starter’s Guide to Sales Enablement” dives into how you can align sales and marketing and start building conversion-focused content today.
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