• SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 23, 2014
    [Sales] What We Learned at CRMUG 2014
    Conferences CRM Intelligence Marketing Intelligence Sales 2.0 Sales Data Sales Intelligence Social CRM dynamics add ons Dynamics CRM dynamics crm data dynamics data cleansing dynamics data enrichment insideview dynamics crm insideview microsoft Microsoft Dynamics microsoft dynamics crm microsoft dynamics marketplace
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Geo-Location Is the Answer to Connecting Mobile Callers With Your Nearest Store, Office, or Agent
    Or maybe you run a sales team where you assign leads to agents based on geographic territory.  Similarly, your sales agents are going to have a more relevant experience with callers if the calls they are receiving are actually meant for them. How does it work, and why does it matter for your business? Read on and learn. Call Routing
  • ANNUITAS  |  THURSDAY, OCTOBER 23, 2014
    [Sales] B2B’s Problem with Pay-Per-Click: Three Things You Need to Know
    PPC is always challenging in B2B, and is clearly a different animal than the more transactional sale that PPC was clearly designed for. Not to mention how difficult it can be to trace any of those conversions to actual sales, and how the “brand” value is tenuous at best. The PPC rewards can seem sweet (page one, anyone?),
  • BIZNOLOGY  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Are you tired of playing Google’s game?
    mean paying attention to other things that will truly drive targeted traffic (and sales, too.). And yes, it’s entirely appropriate to include sales messages (as long as it’s done with style.) After Direct mail is still a viable way to reach leads and eventually make sales. One minute, everything is cool. Newsletters.
  • HUBSPOT  |  THURSDAY, OCTOBER 23, 2014
    [Sales] 43 Bright Ideas for Promoting Your Lead Gen Content
    For example, if you are an inbound marketer or sales person, you might join inbound.org  and start a discussion around your piece of content there. 'So you just created a piece of content for lead generation  -- congrats! . While it''s tempting to go and celebrate, you''re not done just yet. But that''s where lots of us get stuck. What 
  • VIDYARD  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Humor in B2B Marketing: 8 Surefire Ways to Generate a Chuckle
    'It’s not uncommon for B2B marketers to be tasked with marketing complex products with hundreds of features, in-depth integrations, and long sales cycles. And so we have this subconscious belief that because our products, timelines, and decision-making processes of our customers are complex, that our marketing should be, too. His remedy?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] What Sales & Marketing Can Learn From "Tommy Boy"
    Such was the case today as I listened to Scott McNabb , Vice President, Sales, Oracle Marketing Cloud deliver a talk on the topic of sales and marketing alignment at the CEB Sales & Marketing Summit in Las Vegas. Scott touched on a lot of different “things” when it comes to sales & marketing.
  • 3D2B  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] The Secret of Lead Generation For the Complex Sale — Part 2
    In my last post, The Secret of Lead Generation for the Complex Sale — Part 1 , I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. 'The Early Bird Gets the Lead. Strategy Meetings: A Door Opener. Sell With Finesse. Zig while others zag.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Data, Information and Knowledge: When Information is Good, But Not Enough
    CRM Intelligence Data Marketing Intelligence Sales 2.0 Sales Data Sales Intelligence Sales-Marketing Alignment marketing Sales Sales And Marketing social intelligence 'Note: Today’s guest post is one in a series provided by […].
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Matching Webinar Content to the Buying Cycle
    And the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and lead nurturing and cross-selling and upselling. 'Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. Benchmarks.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Why My LinkedIn Profile Isn't Good Enough
    It doesn''t read like a boring resume or make me look like a hungry, job-hunting sales vulture. 'I have a confession to make. haven''t updated my LinkedIn profile * for 18 months. Shame on me. I''m supposed be a leader on things like that, but I''m human too. If you looked at my profile, you''d probably think it''s fine.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    'Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. Be Intriguing.
  • VERTICAL RESPONSE  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 3 Ways to Break Through the Noise at a Trade Show
    Often this is delegated to entry-level sales folks or junior members of the team. ” I was dying as I watched it happen, because he was breaking the cardinal rule of sales. 'We recently attended and exhibited at a retail trade show in Las Vegas. Personality Counts. The very nature of trade shows demands that you have personality.
  • FATHOM  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Thought Leadership, Why’s That Important?
    Becoming a thought leader in B2B I think is a tad more crucial because as we all know our products/service can be a bit complex, which means more education, which then leads to longer sales cycles. Sales reps, managers, executives, and the creative team all have a story to tell. Here are a few ideas to get the job started!
  • WRITTENT  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Essentials of a High Converting Copy
    Sure, you might get a few sales here and there from people who haven’t yet heard of your product’s discrepancies from their friends or from the online community. But you’ll never be able to bring in a steady stream of sales and rise to the top of your industry. 'Image source. Perfect Grammar & Spelling. Audience Targeting.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Learn, Succeed, Lead: How to Go From SDR to Sales Leader
    'Author: Ben Daters The goal for all first-time salespeople is to take the initial steps from the sales development world toward becoming a closer. For most sales professionals, developing yourself into a closer is a journey, but for a select group, that have the natural ability to close, what comes next? Sales b2b B2C
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Smartphones Erase the Line Between Online and Offline Purchasing for Omnichannel Retail
    Since shoppers are making decisions about in-store purchases on their smartphones, it’s easy for shoppers to change their minds about where they will complete their purchase, causing retailers to lose sales to the competition. It plays a major role in omnichannel retailing. What does omnichannel retailing mean for marketers? General
  • HUBSPOT  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 13 Email Marketing Hacks That Can Help Double Your Response Rates
    6) Think in terms of integrated sales and marketing. But the whole point of email marketing is to generate leads to hand off to sales to become customers. If that means providing sales with some talking points or other enablement content, so be it. 'INBOUND 2014 was not short on good content. But, Only joking!). Email Marketin
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] Can Marketers Predict and Measure Influence, Down to the Dollar?
    ” Businesses have long tried to use social influence to drive sales, and they’ve never had more data at their disposal. “The And how can companies channel influence into sales? But what if you could know which people were truly influential in terms of driving revenue for your brand? How does it work? How does it work?
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Email Metrics that Matter to Marketers
    Is it all hard sales, all the time? Set expectations up front about how often people will receive emails from you (daily, a weekly round-up, as items become available or go on sale). 'The great thing about email marketing (well, one of the many great things) is the instant insight you get after sending a message. Did they hate it?
  • ANNUITAS  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Building Relationships & Trust for B2Bs – Q&A with Steve Woods
    You’ll have more success as a sales or marketing professional if you can deliver the facts and figures your buyers need to make their decision while building and demonstrating trust. 'Next week in Boston, LeadLove kicks off with our first east coast city! Take a look at our Q&A and don’t forget to register for LeadLove Boston next week!
  • THE FORWARD OBSERVER  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success
    'Would you like more website traffic, leads, sales and happy customers? From attracting visitors, to converting leads, to closing sales, and delighting customers. One of the biggest unforced errors of marketing is ignoring your customers after a sale. Social media can grease the wheels of your inbound marketing. Here''s how.
  • THE ROI GUY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Your Sales and Marketing "CFO-Ready"?
    'A tectonic shift is occurring in IT decision-making, which if ignored will certainly shake up your sales and marketing strategy, and may even cost you your job. IT execs and managers your marketing campaigns have been targeting, and who your sales reps are comfortable talking to. The bottom-line, is your sales and marketing CFO ready?
  • CRIMSON MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Why Is No One Paying Attention to My Content on Social Media?
    Is it links, sales, brand awareness, leads or engagement? Whether you want to increase your traffic or drive sales, you should focus on how you can amplify your content to reach these goals. 'Once upon a time producing a lot of amazing content was all brands needed to get noticed on the internet. What is social amplification?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Sales] A Must Visit Site for Companies in the Tampa/St. Peterburg areas
    It simply blows away all sales and marketing leaders, and we are really proud of it. Filed under: Customer personas , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , sales challenges. 'For companies in Western Florida, especially the Tampa/St.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 5 Crucial Things CMOs Need to Know from the IBM CMO Study
    The Traditionalist are struggling with data, new channels/devices, have yet to integrate physical and digital sales and service channels, seldom engages on social media, etc. Let us know in the comments if you’re a CMO—or another C-suite exec—who has some thoughts about what it means to be a CMO in this changing world of marketing. It’s true.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    'Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. has extensive experience in the sales and teleprospecting process.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] The ole one two three four five six seven punch
    They’re your top sales people, they’re the lawyer you have on retainer, they’re the real estate agent who got you that house. ”  Well, that’s the X-factor, maybe: likeability, charm, tact, timing, and not just making everything about business, about the pitch, about the sale. People are so busy. Seriously.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    'Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. Even if they are not far along in the sales funnel, you may become a trusted source of information in their minds. This is doubly important in a B2B context where word-of-mouth and referrals play a big part in sales.
  • TRADESMEN INSIGHTS  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Manufacturers: Do You Have a Loyalty Program?
    Do you incentivize for total sales or for incremental sales once they’ve met last year’s numbers? How do you get their sales force excited? But even these brands have to fight for incremental sales outside their core “loyalists.” You’re between a rock and a hard place. What’s the offer?
  • HUBSPOT  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 23 Types of Lead Gen Content to Put Behind Your Landing Pages
    But they can take time to become a reality, so be sure to choose a topic that will help a prospect go from downloading your ebook to having a productive conversation with a member of your sales team. 'What does being in a "content rut" mean to you? We''ve all been there.) So don''t shy away from new formats. 1) Cheat Sheets. 2) Checklists.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 11 Remarkable Guides to Marketing, Search, and Life
    What’s the best time to reach b2b sales prospects? In the process of curating noteworthy content from the industry’s best minds, some posts and articles are discovered which clearly merit recognition, but don’t fit neatly into any online marketing category. Image credit: salesforce blog. And what really matters in life?
  • LEADERSHIP  |  TUESDAY, OCTOBER 21, 2014
    [Sales] 3 Essentials of Learning for B2B Marketers — Explore, Discover, Experience
    This is even more pronounced when it comes to sales and marketing where the C-Suite expects results to show right away when an investment is made in new systems and automation. 'In a recent survey of 500 B2B and B2C decision makers in the US and UK, Forrester found that only 11% qualified as “modern marketers”. Leave me a comment.
  • B2B LEAD BLOG  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Message Personas: 40 Questions for your Buyer Personas
    Name 3 annoying things vendors/Sales people do. To wrap, here’s an example of one way to take the answers above and create a single page profile to share with the rest of your team and Sales partners. 'People don’t remember what you say, they remember how you made them feel.  Describe yourself. What’s your career background?
  • VOLACCI  |  MONDAY, OCTOBER 20, 2014
    [Sales] How to Leverage New Media & User Experience in Your Digital Marketing
    User experience is about the customer’s entire episode with our business, that process as a whole and not necessarily a simple sales transaction. 'Since the launch of the Kindle back in 2007, the publishing industry has changed forever. This is our mobile online audience for marketing today. PICTURE THIS - User Experience = UX.
  • VOLACCI  |  MONDAY, OCTOBER 20, 2014
    [Sales] How to Leverage New Media & User Experience in Your Digital Marketing
    User experience is about the customer’s entire episode with our business, that process as a whole and not necessarily a simple sales transaction. 'Since the launch of the Kindle back in 2007, the publishing industry has changed forever. This is our mobile online audience for marketing today. PICTURE THIS - User Experience = UX.
  • FATHOM  |  MONDAY, OCTOBER 20, 2014
    [Sales] Delivering Buyers a World-Class Education
    think Wittlake encapsulated a long-held belief of mine (as apparently illustrated in this conference) that teaching is the true differentiator in B2B sales. Herrmann, likes to talk about the new role of the sales professional as educator and resource. Content Marketing Sales & Marketing Alignment education resourcefulness
  • SYNECORE  |  MONDAY, OCTOBER 20, 2014
    [Sales] Align Your Brand Messaging, Start From the Ground Up
    Branding is often over-looked given the widespread digital marketing orthodoxy that delivering an abundance of online content will produce sales. 'As your brand continues to further understand and embrace the multitude of effective online channels, it is crucial to be consistent with your messaging and align your marketing efforts. Essence.
  • EARNEST ABOUT B2B  |  MONDAY, OCTOBER 20, 2014
    [Sales] This is the week that was: Pitches, Emails and Jelly
    This week Ginny Soskey from Hubspot explained why marketers should be using SlideShare to bring in real sales leads. The points in their post are simple and clear, but the importance of thinking about prospects, not product and making the whole purchasing experience intuitive are elements B2B marketing and sales often forget. Enjoy.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 20, 2014
    [Sales] Understanding How to Engage a Growing Anti-Advertising Audience
    Sales: to validate. People are becoming smarter at the cart,” McCadney states, and with nearly 60% of the buyer’s journey complete before they even reach out to sales, we can see they are spending that time educating themselves before they even contact a company for validation or make a purchase. Community (web). Search (web).
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 20, 2014
    [Sales] Do You Know Your A, B, C’s?
    This exercise can be valuable for many reasons that impact sales, marketing and operations.  15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C. Sales Management Systems 'Do You Know Your A, B, C’s? First, let’s explore the ABC Analysis.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 20, 2014
    [Sales] 4 Lessons Learned After One Year as an Inside Sales Manager
    This October I will have completed my first year as an inside sales manager. few years ago I wrote a blog outlining lessons I had learned after one year as an inside sales rep , and I am glad to reprise that entry to now include lessons from a management perspective. Lesson 3: Sales training should be fluid. How to do this?
  • WRITTENT  |  MONDAY, OCTOBER 20, 2014
    [Sales] 8 Ways What You Write Will Affect Your Bottom Line
    Making sales and acquiring new revenue is the purpose of marketing, right? In fact, sloppy SEO practices may attract a bit more traffic to your website, but not the kind of traffic that can lead to sales! Pure site visits don’t always equal sales. Your blogs should never be an overt sales pitch. Be Relevant.
  • VERTICAL RESPONSE  |  MONDAY, OCTOBER 20, 2014
    [Sales] 7 Reasons Your Business Needs an Automated Welcome Email
    Take advantage of a potential sales opportunity. The customer sees it as a nice gesture, and it opens up a sale opportunity for your business. 'When someone signs up for your email list , it’s important to roll out the email red carpet and welcome them. Save time. We know you’re busy. It’s that simple.
  • VIDYARD  |  MONDAY, OCTOBER 20, 2014
    [Sales] Track Exactly Who’s Watching Your Videos in Emails
    You’d be deafened by the thunderous roar of applause from your sales team, that’s what! 'As online video becomes increasingly popular, the methods you can use to distribute videos are increasing too. From social media channels, blog posts, NFC tags, QR codes; there’s any number of ways to get people to watch your video. Merge tag. vyemail={!Contact.Email}.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 20, 2014
    [Sales] Social selling, social business, social employees and other hype
    In fact, their sales were declining. Sales professionals told me they never bought into the program, citing the fact that their customers were passive social media consumers, if they were on there at all. 'It’s always interesting to see the parade of buzzwords march through the old blog reader. No more wine and cheese.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    'Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% Qualify Leads for the Sales Team.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 20, 2014
    [Sales] Where’s the Passion in B2B Marketing?
    It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. Sales and Marketing must work together as one team. Buy-in from Sales, Marketing and executive leadership is critical to the success of any lead generation program.
  • SALES INTELLIGENCE VIEW  |  SUNDAY, OCTOBER 19, 2014
    [Sales] See Us at CEB Sales & Marketing Summit in Vegas
    'The CEB Sales and Marketing Summit is always a great pl […]. Conferences Marketing Sales 2.0 Sales Intelligence Ceb CEB 2014 CEB Vegas marketing conference marketing summit sales conference sales summit
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. sport. Since.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. and which offer to present to which customer and channel • Business objectives to be achieved, such as maximizing sales, profit or response; or minimizing cost, returns or non-responding customers • Constraints that limit how you can pursue your objectives, such as channel. Market. devices.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Start engaging from the first click in the Customer Journey
    The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Advertising/Trade Shows/Direct Mail, Customer Call Centers, Retail Outlets still play significant roles, even as marketing and sales evolve toward. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    From marketing to sales to training to investor relations, business presentations structure and organize. engaging experience to the viewer, and are quite appropriate for lead-nurturing, sales enablement, and corporate. Every time an executive keynotes a conference, a techie gives a chalk talk, a product manager briefs a sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Closing the Loop on Social Leads
    step of the funnel and helping you close more sales. down the sales funnel towards being a lead ready to covert. was interesting and relevant to your audience and resulted in them moving further down the sales funnel. Indeed, building and. So, as social. how to use it, but how to derive value from it. business. Tips & Tactics.
  • ASSOCIATION OF MARKETING B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Advanced Keyword Research Strategies
    This means that newer or smaller businesses without the capitol to pay for a higher listing or dominate the anchor text of any particular word will likely never be associated with it highly enough to be seen in sufficient manner to affect sales. The solution for these companies is to develop a deep keyword and key phrase research strategy.
  • REVRESPONSE B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] The CMO Toolkit
    Explores the issues that you find most important, like how marketing automation can be used to increase ROI, drive sales, and accelerate the funnel
  • REVRESPONSE B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Jeff Ogden of Find New Customers is a Notre Dame grad on this big day
    Sales looks for Mr. Right Nows. Monday to Friday, I’m all business – helping companies improve marketing and sales, as the President of Find New Customers., 'Today, the #5 ranking Fighting Irish take on #2 Florida State in Tallahassee. College Gameday, the ESPN show, is there too. Follow me on Twitter now. Our new video.
  • HUBSPOT  |  SATURDAY, OCTOBER 18, 2014
    [Sales] Top Personality Traits All Managers Should Hire For
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Bad news: There is no magic formula for hiring a top sales rep, a top marketer, a top anything. As an added bonus, the curious rep will also help you optimize your sales efforts. 1) Coachable. 3) Driven.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 17, 2014
    [Sales] Dreamforce 2014: Process Is More Important Than Analytics
    The most impressive demonstrations were operational processes such as remote order-taking and customer support, which are far removed from traditional sales automation. 'photo by Dion Hinchcliffe Salesforce.com ’s Dreamforce conference this year was the usual mix of spectacle, congestion, and heart-felt philanthropy. It’s that simple. a.k.a.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Sales] 10 Stats That Underscore the Growing Value of Integrated Data Analytics
    Signal) And Don’t Forget to Close the Loop on Your Reporting Marketers looking for the full picture of their marketing efforts, and want close the loop on their reporting, understand the need to analyze data from all lead sources, including the ones sales professionals deem most valuable: phone calls. Why yes, I did. Accenture) 2. Forbes) 4.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, OCTOBER 17, 2014
    [Sales] Got 60 seconds? See how InsideView helps inform Sales and Marketing!
    'At InsideView, we’re all about saving you time. T […
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 17, 2014
    [Sales] Have You Visited Find New Customers recently?
    Sales Looks for Mr. Right Nows. That video will blow the door off every sales and marketing leader in America ! 'Marketing looks for Mr. Right. That’s the theme of the awesome video on Find New Customers that you will find right away when you visit. It is really that good. Check it out now by visiting Find New Customers.
  • GREAT B2B MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Sales] 11 Rules You Must Follow to Be a LinkedIn Marketing Master
    'At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. While we don’t incur direct marketing or sales expenses, there is definitely a cost in time and effort, and this is the tradeoff you will also have to make if you decide to adopt the pull marketing approach. Offer value. Be visible.
  • B2B LEAD BLOG  |  FRIDAY, OCTOBER 17, 2014
    [Sales] 3 Points, 5 Questions – Personas Driving Marketing Insight
    Don’t worry, this isn’t going to be our Sales pitch but instead tips and best practices we’re employing as we continue to refine our offerings to our evolving marketing buyers. Are we building programs and sales enablement that focus on their wants, needs, values and sought benefits? Not to mention our offerings have changed.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 17, 2014
    [Sales] Why the Best in Business Keep Looking for a Job = Even Though They Have One
    Sales looks for Mr. Right Nows. Sales looks for Mr. Right Nows. 'Some of the smartest people in business keep looking for a job – even though they have one. Marketing looks for Mr. Right. An awesome new video from Find New Customers is right here. Check it out! Paul Dunay. If you read the Wall Street Journal every day, like I do.,
  • MARKETING ACTION  |  FRIDAY, OCTOBER 17, 2014
    [Sales] The High-Payoff Referral Question No One Ever Asks — But Should
    But there’s new research indicating that you can take your referral quest to the next level, creating even greater sales opportunities. study in the realm of pharmaceutical sales found something that can apply to nearly any B2B or B2C sales situation. Sales Enablement And there’s plenty of hard research to support that.
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [Sales] The Secret of Lead Generation For the Complex Sale — Part 1
    Tale of Two Sales People. Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. After all, he has a quarterly sales quota to reach. Who Gets the Sale? Become their GPS.
  • THE FORWARD OBSERVER  |  THURSDAY, OCTOBER 16, 2014
    [Sales] 5 Ways To Know If Your B2B Blog Is Picking Up Steam
    Those leads can then be nurtured toward a sale and become raving fans of your company. Even better, your company’s management and sales teams are on board , having bought in to the importance of blogging and how the sales team can use blog content during the sales process. Focus on these five areas to know.
  • CRIMSON MARKETING  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Meagen Eisenberg, VP of Customer Marketing at DocuSign: Why “Buyer DNA” Effects Content for Demand Generation Programs [Podcast]
    She names some of the tools and methods her team uses to manage content so that sales reps can quickly and accurately deliver buyers what they need. 'Delivering “the right content to the right persona at the right time” could well be the mantra of the demand generation function of business today. That is, of course, easier said than done.
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Sales] 20 Tools for Creating and Delivering Amazing Presentations
    We’ve compiled our list of the top presentation tools for sales and marketing professionals. PowerPoint is full of features to make sales and marketing presentations dynamic and engaging. PowerPoint add-in, Oomfo helps sales and marketing pros create those oh-so-important interactive charts for presentations. 1) Canva.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, OCTOBER 16, 2014
    [Sales] The Very Simple System For Picking Your Trade Shows
    In the first place, ignore your Sales Squirrels. Use a black marker to block off sales training dates, sales kick off events, trips, boondoggles, golf tournaments and all that stuff that Squirrels do when they aren’t selling. Why do we bother? Brand is why we bother. So how do we pick which shows to go to? 
  • VIEWPOINT  |  THURSDAY, OCTOBER 16, 2014
    [Sales] 4 Great Reasons to Take the Sales Performance Optimization Survey Today
    'I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales Easy—and interesting.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Why Prospects AND Reps Will Love These 2 Sales Voicemail Templates
    'If you’re in sales, a lot of your time is spent on the phone -- outbound prospecting, inbound qualifying, cold calling, you name it. Personalized inside sales messaging is the key to effective voicemails. Here are a few sales voicemail templates you can use today to pique your prospects’ interests: The Social Selling Template.
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Are You an Ambivert? What It Means for You at Work
    Adam Grant , a tenured professor at the Wharton School of Business of the University of Pennsylvania, challenged the assumption that extroverts make the best salespeople in his study , where he surveyed and collected three months of sales records for over 300 salespeople. You''re not alone. Some of you may have heard of ambiversion before.
  • EARNEST ABOUT B2B  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Email marketing: Is emailing purchased data a waste of time?
    This type of nurture programme needs to be planned as effectively as any other sales or marketing campaign. 'Does e-mailing cold data really cut the mustard? So what’s the first step in unlocking the value of your new data? You need to accepting that with bought in data what you’ve got is only part of the picture. B2B Marketing
  • MARKETING ACTION  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Skip Miller and Janelle Johnson Discuss the New Normal of Lead Qualification
    'Editor’s Note: William “Skip” Miller is President of M3 Learning , a company whose sales training tools are changing the way sales professionals get work done. Skip has spent more than 25 years in various sales, marketing, and operational management roles, including with McDonnell Douglas and Dataquest. What did we do wrong?
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Sales] 9 Revealing Inbound Marketing Insights From the U.K. [SlideShare]
    For example, sales and marketing are developing closer and closer relationships, and the data strongly indicates that businesses that align these two departments outperform those that don’t by a significant margin. 9) Better alignment is required between sales and marketing in the U.K. Check out the SlideShare below. 79% of U.K.
  • VIDYARD  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Research to Revenue: How to Master Social Selling
    Less sales pitch, more conversation. In her talk, Jill named two other metrics that matter when building relationships and ‘making the sale’: customer lifetime value – the revenue from a customer over their entire journey with your company. Blog Sales Enablement 'People don’t like to be interrupted. What is Social Selling?
  • VIDYARD  |  THURSDAY, OCTOBER 16, 2014
    [Sales] Good Idea? Tailoring Video to the Buying Journey
    without help from your sales team). Convinced that tailoring videos to different stages of the sales funnel is a good idea? 'Your animated explainer video may be flabbergastingly good. mean mint … spot on … even perfection. But it’s only as amazing as your top of funnel leads. Craving more good ideas? The post Good Idea?
  • HUBSPOT  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Top Holiday Social Media Trends for 2014 [Infographic]
    Website traffic and sales have a huge potential to grow during this time of year -- and social media will be a key player as people get more excited about the holidays. 'All right, so most of us haven''t even picked out our Halloween costumes yet. But where to start with your holiday marketing strategy on social media? Social Media
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Getting Your Customers Out of Line With a Virtual Call Center
    For new sales leads, every call will get logged into your CRM with information on who they are, where they are calling from, and what marketing source led to the call. 'Airports always provide numerous sources of frustration. Something always goes wrong and there is always something that gets on your nerves. Virtual Call Center
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Return on Sales Enablement: The Adoption Challenge
    'This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? The goal: the bionic sales rep ready for the 21 st century customer.
  • LEADERSHIP  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] If You Really Want to GIVE More…
    How can you make more sales? Empower your channel partners to drive more sales. General Lead Nurturing B2B marketers B2B relationship marketing channel partners customer engagement customer experience management customer experience optimization customer loyalty CXO home make more sales return on investment social marketing innovation
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Life Enrichment: Friends
    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. 'Life Enrichment: Friends.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] The Evolution of the Sales Role
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Steps to Building Value So The Sale Closes Itself
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Yesterday’s webinar: How to Build Your Influencers in Social Media
    Social media is made up of the people you’re doing business with now, your current sales channel, your past successes, and your future prospects.  If you can personally become more useful than the BD/sales people and even help land business and push the bottom line through your influence with influencers, it’ll all be worth it.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] To Protect Your Sales Margins, Nothing is Free
    Jeff Ogden of Find New Customers , the nicest company in BtoB marketing today, has lots of sales experience, particularly in the software industry. This is also why companies who reject me for jobs –  like Chief Sales and Marketing Officer – are just plain stupid. sales challenges sales leadership Sales Leads
  • TRADESMEN INSIGHTS  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Customer Loyalty: Does it Exist Anymore?
    guess the answer to that question will be different for all of us, but I think we all agree we need to spend the time building loyalty where it will make the biggest impact on sales. Not everything you’ll do results in a sale  - Help them out whether it’s tech support or customer visits. guess we need to wake up. Years
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] The Chasm of Expectations Between B2B Marketers and Buyers
    Many buyers turn to Google, not sales, to find the information they are looking for. The growing chasm between buyers and marketers has nothing to do with sales losing its position of power as the conduit for buyers to a library of mediocre white papers and solution overviews. 'By Eric Wittlake, {grow} Contributing Columnist.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, OCTOBER 14, 2014
    [Sales] F1 Racing and Data: The Developments, Challenges & Rewards
    Just by removing data silos, a top retailer increased sales by 400%! 'Modern Marketing Experience Europe kicked off Tuesday in London with a rousing round of opening keynotes. My quandary: How do I give an overview without leaning on racing puns? Pole position. Turbocharged. Green flag. C’mon! Pretty cool. But what about us marketers?
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Marketing Automation Tips for Manufacturers
    Today, manufacturers have an opportunity to improve their sales and marketing performance by implementing automation strategies as they have throughout history.  Determine how will you engage with these leads and nurture them through the sales cycle. Discuss the lead scoring criteria and what constitutes a Sales Qualified Lead.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Marketing Automation Tips for Manufacturers
    Today, manufacturers have an opportunity to improve their sales and marketing performance by implementing automation strategies as they have throughout history.  Determine how will you engage with these leads and nurture them through the sales cycle. Discuss the lead scoring criteria and what constitutes a Sales Qualified Lead.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Nine Practical Guides to Public Speaking and Presentations
    And something most of us could improve at. How can you get and keep a roomful of people engaged with your presentation? Visually optimize the content you deliver? Effectively use humor? Tell a story that keeps listeners focused on you—instead of checking email on their phones? Some date back nearly two years, but all are still relevant and useful.
  • EMAGAZINE B2B BLOG  |  TUESDAY, OCTOBER 14, 2014
    [Sales] How Should B2B’s Spend PPC Dollars?
    Generating leads is challenging enough, but when you add long sales cycles, intense competition and niche audiences into the mix it becomes even more difficult. 'All too often we hear from B2B companies who are either unsatisfied with PPC campaigns or have decided that PPC just doesn’t work for them. Remarketing. LinkedIn.
  • ANNUITAS  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Why Change Management Comes into Play in B2B Marketing
    'There’s no better time to be a B2B marketer – we know that. The opportunities for impact on an organization by marketers are tremendous. Technologies allow us to track performance, revenue and contribution to pipeline seamlessly and there seems to be no shortage of ways we can connect with our buyer. Dreamforce offers something for everyone.
  • HUBSPOT  |  TUESDAY, OCTOBER 14, 2014
    [Sales] The DiSC Assessment: How to Bring Out the Best in Your Management Style
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. To read more content like it, subscribe to Sales If you’re a manager, you should be very aware of your management style and how it can affect others. i – Direct and open. Try not to be bossy.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Mad Men vs. Math Men: 6 CMO Imperatives in the Age of Anti-Advertising
    Equip Sales to Effectively Compete in the Evolving Digital Landscape This means tapping into all the technology available that gets your sales force in contact with the people you want as customers. 'In this digital era, the buyer’s journey has changed. Mad Men Must Become Math Men This is not to say ditch creativity. Engaging.
  • VIDYARD  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Vidyard Adds Video Analytics to New Salesforce Wave Analytics Cloud
    'KITCHENER, Ontario – October 14, 2014 – Vidyard, a global leader in video marketing and sales enablement solutions, is bringing video analytics and video ROI reporting to the new Salesforce Wave Analytics Cloud. Video has quickly emerged as a critical content medium for engaging, educating and converting online audiences. About Vidyard.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Does Your Sales and Marketing Management Contribute to the Company?
    When it comes to sales and marketing, your management should be socialites, good listeners, engaging people, and supportive coaches! You will probably uncover more valuable information in that 15-minute coffee conversation than you would have within a formal hour-long sales meeting. But that''s not always the case.
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