• ANNUITAS  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Three 2015 Marketing Predictions I Hope Are Terribly Wrong
    However, many organizations still do not realize that the buyers are not just outpacing B2B marketers in terms of sophistication; they are also doing the same to B2B sales people. 'As 2014 comes to a close, we get to turn our sights to 2015 and prognosticate on what may be in store for those in B2B Marketing in the coming year. Only 2.8%
  • B2B MARKETING TRACTION  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Another Big Reason B2B Marketing Fails: Failure to Engage
    You can tell these stories on your website and in your sales presentations, and then you can also amplify them on social media platforms by sharing links on Twitter, Facebook, LinkedIn, YouTube and more. 'You have a business that sells to other businesses, so you plan to keep your marketing business-like. You have a great product or service.
  • BLOG MY CALLS  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Mending the Festering Relationship between Sales and Marketing
    'While the feud between the marketing and sales departments often provides a source of ongoing entertainment, it can also inhibit the growth of your company. The data that is extracted and employed by marketing teams is not only relevant to their campaigns but to the sales process as well. Why it Matters. Shared Story. Read More.
  • CRIMSON MARKETING  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Marie Hattar, CMO of Check Point: Connect, Combine and Simplify—3 Visions for Better Corporate Marketing [Podcast]
    Better Together: Check Point’s Sales and Marketing teams are unified under the same president, with three people deciding the group’s initiatives together. In this Moneyball for Marketing podcast, Marie Hattar, CMO of security technology leader Check Point Software Technologies, addresses this balance. Corporate Marketing Podcasts
  • THE ROI GUY  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Value Selling and the Buyer’s Journey: 3 Conversations to Get "Do Nothing" to "Yes"
    Fail to provide that guidance and the purchase decision likely stalls (where 58% of the deals end up according to Sales Benchmark Index) or the decision goes to your competitor who does a better job at facilitating the buying decision. At this stage, the question to answer is “ Why Change? ”. Why Now? Why You
  • HUBSPOT  |  TUESDAY, DECEMBER 16, 2014
    [Sales] How to Syndicate Content Without Getting Dinged in Search
    But we’re a sales strategy company , and all our target personas need to read some of the sales strategy we discuss, so what do we do? 'Blogs are like tattoos: you can’t stop at one. You think you can, but there’s an irresistible pull toward yet another one. So you hire someone whose primary job is to focus on content. Don’t you?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 16, 2014
    [Sales] 5 Reasons Not to Build Your Sales Development Team One Rep at a Time
    'Sales development reps, you''ve all heard it. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. Hey, we''re in B2B sales for a reason right? 2) Benchmarking.
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Jeff Ogden of Find New Customers is one of the Top 50 Marketing Thought Leaders over 50
    Jeff has won many marketing awards, including the SLMA Top 50 Sales Lead Management three years in a row, but not 2014, I congratulate the winners of this award in 2014, especially Matt Heinz and Steve Gershick, who are good friends of mine. Winning this award was a great honor and they gave me this cool symbol to share. Petersburg ( St.
  • WEBBIQUITY  |  TUESDAY, DECEMBER 16, 2014
    [Sales] 23 Outstanding Social Media Marketing Guides
    Writing that “Today B2B marketing departments are developing more visual content such as images, web video, infographics and Slideshare presentations,” Jonathan Pavoni demonstrates how to use Slideshare  to “repurpose content, capture prospects’ attention, and drive additional leads into the sales funnel.”
  • HUBSPOT  |  TUESDAY, DECEMBER 16, 2014
    [Sales] The Evolution of HubSpot's Email Marketing Strategy: An Insider's Story
    But we head grumblings from the sales team. We called them "mini CMOs" and those people would be responsible for supporting one of our persona-based sales teams, as we now had multiple. Some months, we all sent separate, more middle-of-the-funnel emails to support our sales teams. The main benefit: sales and marketing alignment.
  • MARKETING ACTION  |  TUESDAY, DECEMBER 16, 2014
    [Sales] Sales and Marketing Alignment vs. Integration, Part 3: Accountability
    'Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. know with alignment, the concept helps create clear roles within sales and marketing. What are your thoughts to that? Absolutely.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 15, 2014
    [Sales] Share Your Marketing Flair! Call for Nominations - 2015 Markie Awards
    'It’s about that time again, to strut your marketing stuff and vie for a Markie Award! We are honoring excellence in modern marketing across 20 categories. The Awards ceremony will take place at Modern Marketing Experience , April 1, 2015 in Las Vegas. We are accepting submissions for the 2015 Markie Awards NOW through January 15, 2015.
  • THE FORWARD OBSERVER  |  MONDAY, DECEMBER 15, 2014
    [Sales] Why Landing Pages are to Leads as Phone Numbers are to First Dates
    Landing pages are like your digital sales reps , gathering information for marketing and sales about your prospects that help move them through the process of purchasing a product or service. 'Do you want to generate more leads on your website? It’s true – it was like a thunderbolt struck me. We hit it off immediately. Want more leads?
  • B2B MARKETING INSIDER  |  MONDAY, DECEMBER 15, 2014
    [Sales] Guerilla Content: 30 Growth Hacks To Content Marketing Success On A Limited Budget
    And used it to continuously update our newly revamped website to drive inbound leads for our sales team. 'My journey into content marketing actually started in 2004 when I left The Nielsen Company after 9 years to work for a local firm. They hired me as their first VP of Marketing. My My team of 1 (me) had absolutely zero budget to start.
  • HUBSPOT  |  MONDAY, DECEMBER 15, 2014
    [Sales] 10 Inbound Marketing Myths It's Time to Leave Behind
    There is research, SEO strategy, creative thinking, careful analysis of writing and content, lead scoring, CRM integration, sales process engineering, workflow analysis, design and usability decisions, a variety of content formats, social media placement, testing and metrics, and a whole slew of other things. Let''s look at what they are.
  • FEARLESS COMPETITOR  |  MONDAY, DECEMBER 15, 2014
    [Sales] My goal for the balance of 2014 – Become an expert on Likeable Local!
    Our goal is to be ready to crank up Likeable Local sales in January 2015, and we will make next year the biggest ever for Find New Customers! Dave Kerpen of Likeable Local. We are excited about this great partnership with this great and fast growing  company in New York City, where I used to work for Business Objects in the early 1990s.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 15, 2014
    [Sales] How to Motivate Your Sales Development Team through December Holidays
    December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara. What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team. Below are a few sales motivation tips for your teams in the month of December.
  • VOICE-BASED MARKETING  |  MONDAY, DECEMBER 15, 2014
    [Sales] Infographic: The Key to World-Class Customer Service
    Related Stories Three Stats Marketers Need to Know When Thinking About Smartphones Feature Friday: Queue Callbacks The 5 E-Commerce Mistakes That Could Be Killing Your Sales. 'Recent studies show that customers across all industries are increasingly frustrated with the level of service they receive. Call Routing Virtual Call Center
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 15, 2014
    [Sales] AMP UP Your Sales
    'Amp Up Your Sales. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. By Andy Paul.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 15, 2014
    [Sales] The Life of a Content Asset: Tracking Real ROI
    Opportunities can be defined as leads who have been accepted by sales and are being actively worked by a sales rep. Is it moving the needle for your sales team? Multi-touch gives you a holistic picture of how your asset moved your leads down the sales funnel throughout their lead lifecycle. Downloads. Not too shabby!
  • CMO ESSENTIALS  |  MONDAY, DECEMBER 15, 2014
    [Sales] Up Close & Personal: The Continuous Evolution of B2B Marketing
    Even more is written about the need to maintain that emotional connection throughout the entire sales cycle. What’s more, while it’s critical that B2B marketers truly understand the sales cycle that they support (and it surprises me how many don’t), it’s equally essential to develop journey maps that transcend the sales cycle.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 15, 2014
    [Sales] Lead Generation via Influencers and Experts in 4 Steps
    Increasing your close rate and reducing sales cycle time by earning an influencer’s “seal of approval,” thus leveraging their credibility. Also be sure to interview your sales team and your potential buyers. You and your company could also be sales lead referral source for them as well. Remember, less is more. You may also like.
  • WRITTENT  |  SUNDAY, DECEMBER 14, 2014
    [Sales] 55 Fresh Ideas for Your Christmas Newsletter
    Last-minute sales perform  27% better than average the week before Christmas. Offer a Preview Sale. Why not give your email contacts a sneak-peek at an upcoming sale before anyone else gets a chance? Sugaree’s Bakery communicates their annual sample sale via Christmas newsletter. 'Image source. Gift Guides. Be Nice.
  • HUBSPOT  |  SUNDAY, DECEMBER 14, 2014
    [Sales] The Hidden Cost of Multitasking [Infographic]
    '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. Monday morning. You sit down with a large cup of coffee, open your inbox, and start tackling the first email. You''re almost ready to hit send when --.
  • THE POINT  |  FRIDAY, DECEMBER 12, 2014
    [Sales] 5 Simple PPC Landing Page Changes that May Improve Your Quality Score
    Testimonials of this type can detract from the primary offer and create the aura of a sales pitch for your company that runs counter to the information of value the reader is searching for.”. 'As most PPC advertisers already know, Google’s Quality Score measures what Google perceives to be the quality of your keyword ads.
  • BLOG MY CALLS  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Are you Missing out on these Google Marketing Tools?
    Mobile marketing has become a powerful driver of in-store sales and Full Value of Mobile provides marketers with a calculator to measure impact and performance. This tool measures in-store sales through mobile devices, customer interactions with mobile sites and app downloads from display and search ads. Google Trends. Google Alerts.
  • HUBSPOT  |  FRIDAY, DECEMBER 12, 2014
    [Sales] How To Build A Better Email Unsubscribe Page
    Download our ebook below to figure out what you can optimize to improve your sales! 'It happens to the best of us. Maybe it’s because of a shift in strategy. Maybe it’s due to a lack of relevant content. Maybe they never meant to subscribe to you in the first place…. Nah, that can’t be it. They’re actively trying to unsubscribe from you.
  • CRIMSON MARKETING  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Is Email Marketing Making a Comeback?
    With email marketing you can address buyers by name and use internal marketing intelligence to deliver more customized messages based on where your buyers are in the sales funnel or even where they are located. 'Email marketing was once the staple of online marketing solutions, and it’s easy to see why. The short answer is: no. Be human.
  • B2B MARKETING TRACTION  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Your Baby’s Ugly and Other Difficult Things Marketing Consultants Have to Tell Clients
    There are a lot of great sales people in the marketing and advertising industry. It all started because an assertive salesperson who needed to make their quota made a sales call to an inventor who wanted to believe his product would sell like hotcakes. 'A good marketing consultant delivers solutions, implementation and results.
  • LEADERSHIP  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Interesting Infographics: Who Do People Buy From?
    The following visual describes the underlying motivations behind today’s buyers, platforms that they prefer and specific content types that help move them down the sales funnel. Plus, with the wide variety of publishing platforms available, every member of your sales team can be seen as a thought leader. Becoming Thought Leaders.
  • VERTICAL RESPONSE  |  FRIDAY, DECEMBER 12, 2014
    [Sales] 30 Spot-on Holiday Subject Lines, Plus Tips!
    Instead trying to simply drive sales in your email subject lines, focus on the giving aspect of the holidays, rather than getting (or a little of both!). 'When you’re trying to reach consumers through email during the holiday season , your messages need to stand out, inspire and engage. Consumers are busy. SXSW) Give thanks!
  • BIZNOLOGY  |  FRIDAY, DECEMBER 12, 2014
    [Sales] The key to content marketing success: a well-crafted strategy
    Typically that’s going to be something along the lines of increased sales, more leads, or improved lead quality. But they do give us clues as to whether the work we’re doing is likely to pay off in terms of actual sales and marketing value. That’s the good news. The missing ingredient for most? strategy and plan for implementing it.
  • VIRALLY BLOG  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Why you should write an ebook
    Often people make the mistake of putting together an elaborate sales pitch as an ebook. So if you are not using ebooks as part of your sales process than maybe now is the time to start thinking about putting something together that will add value to your prospects and drive you leads to your business. Still struggling for content?
  • FEARLESS COMPETITOR  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Why does Jeff Ogden of Find New Customers blog so often?
    Filed under: 5 CEO tips , Accident , Action Items sales , Find New Customers , Florida. CEO tips Accident Action Items sales Find New Customers Florida 'The answers are simple as to why the blog of Find New Customers  publishes six days a week. Here are my 3 Reasons for you.: Search engine marketing. Here I am.” Readers.
  • EARNEST ABOUT B2B  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Internet video killed the TV star. The rise of YouTube for B2B advertising
    Margo Giordannis, President of the Americas, Sales, at Google, adds : “Because they’re choosing to learn about products on YouTube, they are much more open to [brand] messages. '“By the time you finish reading this sentence, users around the world will have uploaded another eight hours of video to YouTube.”. to his 2.4m).
  • MARKETING ACTION  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Hiring a Marketer: What Skill Set Should You Look For?
    Marketing is an important link between buyers and your product or service, and marketers have always been tasked with finding new customers for sales to close. Sales tools such as data sheets? 'If your company has grown to the point where you’re hiring a marketer for the first time, congratulations! Training and Background.
  • HUBSPOT  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Hackers Are Draining Your Ad Budget: What You Need to Know About Digital Ad Fraud
    Ad exchanges are particularly prone to fraud because they''re the ones most likely to buy the enormous quantities of "ad impression inventory" for re-sale, says Dr. Fou. 'How much money do you think you''re wasting on paid advertising? new study from ANA , in which online ad purchases by 36 major U.S. How exactly are they doing this?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Which TV Show Matches Your Data Utilization Strategy?
    When done correctly, Lead Scoring can yield significantly shorter cycle times, higher conversions, and enhanced follow up by sales. You have first party data, third party data, and second party data (info shared with and from partners) plus enterprise data all trapped in sales, CRM, and commerce systems. Junk Contacts. Growing daily.
  • BLOG MY CALLS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Tuning into Valuable Marketing Data with Conversation Analytics
    Sales Inquiry : Call content indicates an inquiry about a product or service. Repeat Sales Inquiry : Call content suggests that the caller has called more than once to inquire about a product or service. These words contain an abundance of information such as buyer sentiment, customer intelligence, and conversion data. Call Indicators.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Got CRM, Why You Need Marketing Automation, Too
    Marketing Automation is the Marketing Counterpart to your CRM Sales System
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 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  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 5 Techniques for Lead Management Success That You Probably Aren't Using
    Without clearly defined lead management practices and processes in place, you risk a leaky sales funnel, decreased program ROI, and not maximizing your relationships with your leads and customers Do you have clearly defined lead management practices in place for managing leads throughout their life-cycle?
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 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?
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] How Twitter Can Solve Challenges for Marketing, Support, and Sales
    A brief eBook on using your Twitter time effectively
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Best in Class Marketers Drive Enhanced Customer Loyalty
    As marketing and sales organizations endeavor to escape the constricted economy of 2009, one of the most significant barriers to sustainable business growth lies squarely in their source of revenue: creating and maintaining profitable, long-term relationships with key customers
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Social Selling in B2B Sales
    Over the past decade, B2B customers have become socially empowered, highly informed decision makers
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] The Top Inbound Marketing Metrics for B2B Marketers
    With dozens of metrics out there, it's critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] How to Use Pinterest for Business
    Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest
  • ANNUITAS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Four Keys Areas Where the CMO Must Lead
    There has been a lot written about the need for marketing and sales alignment and while many organizations are making strides in collaboration between the two groups, CMOs need to show better leadership in aligning with the rest of the organization.  Blog CMO leadership marketing investment sales and marketing alignment skills gap
  • BLOG MY CALLS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Keywords: The Foundation of Your PPC Campaign
    These types of linguistic differences can have a huge impact on the success of a campaign and need to be used efficiently in order to drive sales. 'Pay-per-click advertising is a powerful instrument for driving qualified traffic to your landing pages, generating leads and creating new customers. Thorough Keyword Research. Read More.
  • HINGE MARKETING  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 10 Email Marketing Tips for Tech Firms
    Words like “Cheap” or “Sale” in a subject line can be a one-way ticket to the recipient’s spam folder. 'Email marketing is one of the most effective online marketing tools in a modern tech firm’s arsenal. This small measure can convey that the message is personal and not an automated message.
  • HUBSPOT  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Marketing Strategies That Rock the SaaS World
    In the case of Salesforce, they made it much easier to manage Sales by inventing the first cloud-based CRM. In many cases, these brand advocates are rewarded directly with sales commissions or become resellers or channel partners, and they can build their businesses based on those relationships. The SaaS Challenge. Everybody wins.
  • HUBSPOT  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Running an Email A/B Test? How to Determine Your Sample Size & Testing Time Frame
    EST for a flash sale that ends at midnight EST, you wouldn''t want to determine an A/B test winner at 11 p.m. 'Do you remember your first A/B test on email? Nerdy, I know.) I felt simultaneously thrilled and terrified because I knew I had to actually use some of what I learned in college stats for my job. But that''s pretty much it. Ta-da!
  • VOICE-BASED MARKETING  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Ifbyphone’s Own Analysis of Search Marketing Leads Captured by Web Forms vs. Inbound Calls
    23% of inbound calls convert to sales compared to 6% of web forms. Phone leads are 4x more likely to convert into a sale, so taking credit for those leads is huge. 'Attribution is the heart and soul of marketing analytics. Being able to determine which leads, opportunities, and revenue come from your marketing efforts is crucial.
  • REVENUE JOURNAL  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Roadmap to Revenue makes Forbes 100 Coaching Book Recommendations List
    Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy  made the Sales and Marketing section, where I’m in some very good company, along with Get Clients Now, Made to Stick, Purple Cow, and Selling the Invisible. . ” Yep. Warms an author’s heart. Merry Christmas! How Customers Buy
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Avoid This Brain-Draining Distraction to Increase Sales Productivity
    So does coming up with a new strategy for a perplexing sales problem or figuring out how to enter a new market. 'Learning something fast requires concentration. To make sense of it all requires you to really wrap your brain around it. Distractions of any sort slow your absorption of new material. Agile Learning
  • MARKETING CRAFTMANSHIP  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Re-Thinking the “Best B2B Advertisement of the 20th Century”
    ” The 56 year-old McGraw-Hill ad concluded with this: “Moral: Sales start before your salesman calls – with business publication advertising.” Sales and marketing must be integrated. Quite an achievement. In fact, Gilbert Morris himself was depicted as the executive in the ad.) don’t know your company.
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
    As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
  • HUBSPOT  |  THURSDAY, DECEMBER 11, 2014
    [Sales] The 6 Building Blocks of Organizational Structure [Diagrams]
    marketing, sales, services), is said to have a functional organizational structure. 'The following is an excerpt from our free resource, An Illustrated Guide to Organizational Structures. If you''d like to download the full guide, click here. What are the different levers we can pull? The 6 Building Blocks of Organizational Structure.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Hard lessons agency customers need to learn about social media marketing
    It doesn’t drive sales/conversions.  . It doesn’t drive sales/conversions. . 'By Leah Schultz, {grow} Community Member. Four and a half years ago I was hired into an agency that needed help outlining social media solutions for its customers. So I did that. The experience was like getting a root canal every day. But no one bought them.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Tradeshows and Events Drive Highest Quality Leads
    According to the survey respondents, live demos with sales reps are top-notch when it comes to generating “excellent” (45%) or “good” (42%) quality leads. And since live demos usually occur near the end of the sales funnel, the prospects attending them are generally readier to buy. Quality, Quantity, and Cost.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Get it in Writing: The Benefits of a Sales and Marketing SLA
    'Service level agreements (SLAs) between sales and marketing are a critical part of ensuring the efficient creation, development, and flow of leads. Read on to learn about the risks and rewards of a sales and marketing SLA, and find out how to create an agreement of your own. The Gamification of Sales and Marketing Processes.
  • BLOG MY CALLS  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] 18 Unexpected Formulas to Increase Website Conversions
    So if you can get permission and act responsibly, text messages are a great way to charge a battery and discharge potential sales from it. 'Are you making the most out of the traffic that your website is receiving? Have you spent countless hours trying to determine the best way to turn visitors into subscribers and customers? know my website.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] 30 Smart Ways to Spend Your Extra 2014 Marketing Budget
    11) Treat your sales and business development people. The relationship between sales and marketing can be tenuous at times, so take some time for team building. 21) Do a sales analysis. Finding qualified contacts in your CRM that your company wasn''t able to connect with could salvage a few sales. 'Think fast!
  • MARKETING INTERACTIONS  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Extend Your Content's Reach within the B2B Buying Committee
    While marketers tend to focus on pre-sales content that builds awareness and informs short-list selection, they need to focus on an asset balance that addresses all stages of the continuum buying experience. 'B2B marketers know there are a number of people involved in a complex buying decision. 30% from the bottom up. 29% from the top down.
  • FATHOM  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] The 9 Biggest Misconceptions About Video Production
    Instead of making a sales pitch of how durable and long lasting the blender is, they show it by blending an iPhone. 'Today, everyone has a smartphone. The video quality on these devices is stunning, and it grows every day. The The ability to quickly shoot, edit, and post a video is all possible on most modern smartphones. It feels unnatural.
  • HINGE MARKETING  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Building Your Brand at All Stages of the Pipeline
    It’s important to have tools geared towards prospects at different stages of the sales cycle. 'You can think of your brand as the combination of your firm's reputation and visibility. The stronger your reputation and the greater your visibility, the stronger your brand will be. We call them Visible Experts. Branding
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] 5 Sales Prospecting Tips to Combat the End-of-Quarter Blues
    It’s a positive time to be a consumer, especially if you are planning to buy a car, as you can often use this end-of-quarter or end-of-year blues to secure larger than normal discounts from desperate and starving sales reps. They’re also a sales person’s best friend (next to my dog Conrad, of course!). Offer alternatives. Get scarce!
  • VERTICAL RESPONSE  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Boost Holiday Sales with These Six Tips
    To make sure you’re taking advantage of the season’s opportunities, we’ve created a list of six tips to boost your holiday sales. Rather than sending one email to promote a sale or a holiday service, send several. Rather than promoting the sale once via email, send four emails about it. Email #2: The sale.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] 8 Tips on Generating High Quality B-to-B Leads
    Here are some tips on how you can improve your process: Create a plan  - that will include message, method of delivery, when to hand lead to sales and measuring ROI. Capture and nurture leads  - Once you get a lead, there has to be some qualifications done before sending it to sales. Close the loop on the lead - Did they buy?
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Grab the Low-Hanging Fruit: How Best-in-Class Companies Leverage a 360-Degree Customer View
    New research provides both sales and technical leaders with a clear roadmap of the most effective tools and best practices that will enable their enterprises to maintain their customer relationships for longer, more profitable opportunity windows. Learning from the Best-in-Class: Getting Customer Data under Control and Fully Leveraged.
  • MARKETING ACTION  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Spam Filter Basics: How to Keep Your Emails from Getting Blocked
    B2C marketers often see a majority of the year’s sales now, and B2B marketers are concerned with making the year’s target goals. 'It’s the holiday season, which means marketers are really busy. There’s a lot of email flying around, which means a lot of competition for getting your messages read. How do Spam Filters Work? Reputation.
  • WRITTENT  |  TUESDAY, DECEMBER 9, 2014
    [Sales] 3 Conversion Psychology Principles to Use in Sales Copy
    Sales people are in the business of convincing others. Choosing to integrate behavioral psychology into your sales copy process could be the best  content marketing decision you make this year. The body sales copy communicates that depressed individuals can want to avoid feelings of isolation or being misunderstood. Absolutely!
  • 3D2B  |  TUESDAY, DECEMBER 9, 2014
    [Sales] How to Segment Your Market and Increase B2B Conversions by 355%
    For example, look for where you see differences in behavior based on company demographics—by sales revenues, geographic location or industry. 'Do you want to increase your conversion rates by 355%? Of course you do. What’s the secret? It makes sense. Getting Over the Initial Hurdle. But they’re not doing this! That’s simple. Start Small.
  • B2B MARKETING TRACTION  |  TUESDAY, DECEMBER 9, 2014
    [Sales] Get a Jump on Your Competition with Pre-Launch Marketing
    You may have been able to seed your target audience with some pre-product positioning and education as to why they need your product or service, thereby reducing your sales cycle and increasing the rate of customer acquisition in your first few months. '“But wait a minute,” you say, “what do you mean, pre-launch marketing ?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    'NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. That chapter alone will begin to reset your view of the sales process.
  • ANNUITAS  |  TUESDAY, DECEMBER 9, 2014
    [Sales] What Will It Take for Marketing Enablement?
    Focus on something for individuals based on their unique needs or organize it for the team as you would for sales training. For 2015 – look to increase the skills of your marketing team just as you would ring in the New Year with a focus on educating your sales team. However, these are often things I seek out on my own.
  • CRIMSON MARKETING  |  TUESDAY, DECEMBER 9, 2014
    [Sales] Manny Kostas, Symantec CMO: How to Build a More Holistic Marketing System [Podcast]
    'As Marketing has gained responsibility for what was traditionally the realm of Sales, corporate marketing solutions have become increasingly attentive to mid-funnel nurturing activities that occur close to the conversion point and can affect quarterly business results. Manny Kostas is the CMO of Symantec  Corporation.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, DECEMBER 9, 2014
    [Sales] Outcome-Driven Customer Interactions
    Customer Success prospect outreach Relationship Management Sales Management Sales Strategy b2b sales customer engagement customer focused sales Enterprise 2.0 Sales 2.0 Sales Intelligence sales models social selling socialprise 'Note: Today’s guest post is the second in a three-part […].
  • HUBSPOT  |  TUESDAY, DECEMBER 9, 2014
    [Sales] 9 Ways Interior Designers Can Reach New Clients Using Houzz
    That platform is truly a social network with huge sales potential, in that it allows users to collaborate with friends and family as well as other users – including the professionals who design, install, and sell the elements that go into their dream homes. Who Should Use Houzz for Marketing? Some of the options include: Home stagers.
  • MODERN B2B MARKETING  |  TUESDAY, DECEMBER 9, 2014
    [Sales] The Next Era of Marketing: Hear from Seth Godin
    Sales isn’t so different, but  marketing has been completely transformed. 'Author: Sanjay Dholakia Welcome back… and for those that are new — welcome! As I discussed last week, this series of posts aims to chart a course for us marketers as we move into this new era of marketing: the era of engagement marketing. He was hired by Yahoo!
  • LEADERSHIP  |  TUESDAY, DECEMBER 9, 2014
    [Sales] 3 Attributes of the Modern CMO
    refreshing change from the stereotypical obsession with numbers, Susan talks about measuring SunTrust’s success not merely in terms of increased sales, but instead, in terms of how effectively customer needs are being met. 'CMO Spotlight: Susan Johnson, CMO, SunTrust  . How Do You Achieve Your Brand Purpose? would say, a LOT!
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 9, 2014
    [Sales] What Kind of Sales Superhero Are You? [Quiz]
    'In a world… where sales stars are born… Four have risen above the rest and become… Superheroes! Are you Inside Sales Iron Man , confident and persistent, well-armored against objections and always researching new techniques? Sales Prospecting B2B Inside Sales B2B Sales Success
  • VOICE-BASED MARKETING  |  TUESDAY, DECEMBER 9, 2014
    [Sales] Phone Leads: A Source of Missing ROI Data for Marketing Event Planners
    Measuring the leads that turn into sales helps you not only defend how you spend your budget, but also determine which shows are worth attending again next year. Plus, by integrating call tracking data with your CRM system, you can follow each lead from your shows through the sales cycle to revenue. Call Tracking
  • VERTICAL RESPONSE  |  TUESDAY, DECEMBER 9, 2014
    [Sales] How Cookies & Website Tracking Tags Can Help Grow Your Biz
    In this post, we explain how to use pixels, tags, and cookies to help boost your own sales, without getting any crumbs in your keyboard. Some might find this a bit creepy, but in the online world, it provides advertisers with a unique ability to tailor relevant messages to visitors, which helps to drive more conversions and sales.
  • TRADESMEN INSIGHTS  |  TUESDAY, DECEMBER 9, 2014
    [Sales] What part of selling is the “Human Factor?”
    'I know everyone is so focused on social media and content creation, but that’s only the beginning of the sales cycle. When people identify themselves, who makes the sale – the internet or a person?  Marketing Tips Social Marketing Traditional Marketing daniel pink sales techniques selling tips to sell is human
  • HUBSPOT  |  TUESDAY, DECEMBER 9, 2014
    [Sales] 3 Strategies Your Ecommerce Company Should Borrow From Amazon
    Amazon is fantastic at this: each product for sale includes a "customers who bought this item also bought" section, a "customers who bought this also viewed" section, and a "frequently bought together" section. 'Is there any retailer that’s revolutionized the online shopping space as dramatically as Amazon? 1) Free shipping. The Take Away.
  • VIDYARD  |  TUESDAY, DECEMBER 9, 2014
    [Sales] Cetera Creates Award-Winning Nurture Program with a Combo of Marketing Tech
    We also incorporated this viewing data into our lead scoring program, allowing our sales team to identify and convert our more engaged leads.”. Overall, these results tangibly translate into a direct increase to the sales funnel and closed business. Cetera Financial Group had these types of nurturing goals in mind early in 2014.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 8, 2014
    [Sales] 5 Data-Fueled Selling Ideas That Work
    According to McKinsey Research , marketing-induced consumer-to-consumer word of mouth generates more than 2X the sales of paid advertising. Admittedly this isn’t a direct sales technique, but developing new products that have been crafted to specific customer needs is a powerful USP. Marketing Efficiency
  • E-QUIP  |  MONDAY, DECEMBER 8, 2014
    [Sales] 5 Contrarian Steps to Winning the Shortlist Interview
    Your credentials are not as strong, you haven''t worked previously with the client, you didn''t do the best job uncovering project insights during the sales process, etc. 'How to differentiate your firm has long been a hot topic of discussion, with many concluding that it is increasingly difficult to do so in the A/E industry. think not.
  • BLOG MY CALLS  |  MONDAY, DECEMBER 8, 2014
    [Sales] Do you know what People are saying about Your Business?
    The impact that your online reputation can have on your business and sales makes it necessary to pay attention to what is being said in relation to your business and professional image. 'A cringe-worthy online business reputation can haunt you for years, and in extreme cases can even turn you into a permanent industry pariah. Read More.
  • BLOG MY CALLS  |  MONDAY, DECEMBER 8, 2014
    [Sales] Using Laughter as a Marketing Tool
    Humor can be and has been used successfully by a variety of brands to boost engagement and sales. 'Have you ever attempted to inject humor into a marketing campaign? If so, would you recommend this strategy? However, it can be tricky to determine the right type of humor that will appeal to your customers. Start with the Customer. Normal.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 8, 2014
    [Sales] The Characteristics of a Marketing Automation Expert [Infographic]
    Traffic Cop- A marketing automation expert works at the intersection of sales, marketing and technology. 'Editor's Note: Today's post comes courtesy of Amanda Nelson , Director of Marketing at RingLead, where she leads the content marketing strategy and execution. Follow her on Twitter at @amandalnelson. Share the knowledge!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 8, 2014
    [Sales] How to Prepare For Client Calls in B2B Organizations
    'Preparing for a client call in B2B sales takes a minimal amount of time and can greatly impact the quality of your client relationship. Max- VP Sales & Cheryl-VP Marketing. have three calls coming up with sales prospects who have expressed significant interest. What time is the call scheduled? Who will be included?
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