[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. CEO, CFO, and VP of Sales/Marketing. Marketing isn't sales, and in most cases shouldn't be held directly responsible for.
    [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. CEO, CFO, and VP of Sales/Marketing. Marketing isn't sales, and in most cases shouldn't be held directly responsible for.
    [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. CEO, CFO, and VP of Sales/Marketing. Marketing isn't sales, and in most cases shouldn't be held directly responsible for.
    [Sales] The 23 Best Free Google Chrome Extensions for Digital Marketers
    A helpful tool for sales teams. To enhance and automate marketing functions, businesses need to invest in online tools, integration, and training. No question. That said, however, it’s amazing how much can be done without spending any money—or even leaving whatever web page is currently open in your browser.
    [Sales] 5 Bulletproof Tips and Tricks for Sales and Marketing
    Each marketer asks himself how to better work with sales and marketing. The post 5 Bulletproof Tips and Tricks for Sales and Marketing appeared first on Marketing Insider Group. Every time when you finally go into buying something, you want to end it up not with the value-priced product, you want to go with something wish-list product with all whistles and bells. Sometimes the best way to achieve good results is to […].
  • HUBSPOT  |  THURSDAY, MARCH 30, 2017
    [Sales] 6 Steps to Transform Your Agency Leaders Into Consistent Content Creators
    Prep your sales team on ways to leverage this content in sales conversations. If you’re fortunate enough to work at an agency full of brilliant individuals, you’ve probably experienced the following: You’re in a leadership meeting debating different approaches to solving a problem, and a lot of ideas are on the table.
    [Sales] Do CMOs Really Spend More on MarTech Than CIOs? A New Study Says No.
    But the IDC figures show that sales and customer service spend more on tech than marketing. Like many people in the marketing technology industry, I was tickled in 2011 when Gartner predicted that CMOs would soon have bigger tech budgets than CIOs , and even more tickled when Gartner said in 2016 that it had happened. But my recent pondering of the relationship of marketing and IT departments had me rethinking the question.
    [Sales] How 5 Global Brands Rely on Contently to Power Their Content Marketing
    and Mexico, the brand wanted to educate its target audiences on the benefits of avocados and increase demand and sales. In the six years since Contently was founded, we’ve seen some major transformations. Facebook took over the internet, our CCO changed hairstyles every few months, and—most importantly—our clients reached new levels of content marketing sophistication. As we’ve grown as a company, so has the ability of our clients to tell meaningful stories.
    [Sales] How to Respond to Negative Customer Feedback on Social Media
    No matter if you are selling beauty products or life insurance, your brand image can be positively or negatively impacted by the way your marketing department or local sales personnel engage with their followers on social media. In a distributed marketing situation, where you have sales reps or individual locations receiving negative feedback or reviews on social media, the corporate office must take the time to investigate whether these complaints hold water.
    [Sales] How to Re-Manufacture Your Marketing: An Inbound Marketing Guide for Manufacturers
    Manufacturers have the chance to reach a wide audience, improve their sales, and increase their revenue with the help of inbound marketing and automation. Different types of content can also help carry people through the sales cycle, giving them more incentives to share the messages you convey. This will help you attract and convert more leads, making some of the traditional marketing methods more effective as well as warm up prospects for a sales conversation.
    [Sales] 5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads
    Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets.
    [Sales] Simple steps to website marketing success
    Whether your website is a main channel for prospect acquisition and conversion or serves as a secondary sales tool, it’s vital that it’s conceived and organized to maximize its marketing effectiveness. Here are a few marks your site should absolutely be hitting. Keep navigation simple. If your site’s main navigation–or the sub-menus within sections–require even a moment’s thought for site visitors to understand, you’re going to lose their attention and, ultimately, their eyeballs.
    [Sales] 5 Steps to Hero: Using Story to Transform Social Media Reporting
    But despite some sales wins on LinkedIn and a rapidly growing following on Facebook and Twitter, he can’t seem to figure out why there doesn’t seem to be any interest—or even understanding—of his work coming from team leadership. Somewhere in the depths of a B2B corporation, there’s a bright social media marketing specialist fresh out of college who’s working to bring the company up to date with modern social media practice.
    [Sales] Account Based Everything: Engagio’s Jon Miller Responds
    Sometimes, you need a 1:1 human connection – and that’s the realm of Sales and Sales Development.”. The purpose of grouping these critical and related account-based disciplines – marketing, sales, sales development, and customer success – under a unified Account Based Everything banner is to help avoid the inevitable silos that jeopardize the effectiveness of any account-based initiative.
  • ACT-ON  |  WEDNESDAY, MARCH 29, 2017
    [Sales] 5 Powerful Lessons Content Marketers Can Learn from Journalism
    For example, let’s say you decide to generate a blog post series on sales and marketing alignment, a known pain point for your target audience and a problem your software offering resolves. Are you planning to create more content this year? If so, you aren’t alone. In fact, 66 percent of B2B marketers plan to produce more content in the coming months. They too understand that creating valuable content for their target audience is a surefire way to beef up results and revenue.
    [Sales] 5 Painful Truths Damaging Your Content Marketing Strategy
    If not, you risk slowing down your website traffic, losing the interest of your leads, and possibly earning less sales for your business. Facing the truth isn’t easy. But you have to do when it comes to your content marketing strategy. It’s time to own your reality and do something about it. Check out the infographic […]. The post 5 Painful Truths Damaging Your Content Marketing Strategy appeared first on Marketing Insider Group.
  • PUREB2B  |  TUESDAY, MARCH 28, 2017
    [Sales] Why Your Marketing Needs to be Data-Driven
    Blog Data Email-Marketing Lead-Generation SalesIn this day and age, there’s no excuse for not knowing what your customers want. There are now a wide variety of tools that enable marketers to capture a range of data at particular stages in their marketing campaigns. Gone are the days of mass, untargeted broadcasting. The digital age has brought about widened reach, but pinpoint targeting accuracy. Adweek created an infographic that clearly shows us how marketing evolved through time.
  • ETRIGUE  |  TUESDAY, MARCH 28, 2017
    [Sales] 5 Tips for Building Your First Drip Campaign
    drip campaigns) report 50 percent more sales at 33 percent lower cost. Test out different formats (plain text, video, HTML); authors (from your whole team, from an individual sales rep, from your CEO); and elements (CTA placement, color scheme, subject line style) to find out what captures your audience’s attention. By the name alone, a drip email campaign may sound like a marketing effort that would make only a tiny splash in your goals. But names can be deceiving.
    [Sales] How Marketing Automation Can Help Real Estate Agents Convert More Leads
    With marketing automation, you can send a text message to a list of people that might be interested in a new home you have for sale. When used correctly, marketing automation is a powerful tool for real estate agents. It allows agents to streamline their marketing efforts and push leads through the funnel much faster. Here are some specific ways that marketing automation helps real estate agents succeed. Better Buyer Profiles.
  • KAON  |  TUESDAY, MARCH 28, 2017
    [Sales] EXHIBITORLIVE! 2017 is Over, Now What?
    As a winner of the ExhibitorLive Buyers Choice Award for our Kaon AR™ (augmented reality) B2B sales and marketing solution, it was nice to see the growing number of companies recognizing that AR and VR are becoming really valuable in this space to further engage customers. How can we amplify customer engagement in a way that accelerates sales in our booth? How can we extend these engaging customer experiences into the hands of our sales teams?
    [Sales] Growing Revenue and Increasing New Accounts Labeled as Top Account-Based Marketing Goals
    Other important objectives of an account-based marketing (ABM) strategy include unifying marketing and sales teams (46 percent) and integrating marketing and sales technologies (41 percent). The challenges of ABM success align closely with the strategic objectives: 42 percent of respondents find it difficult to increase the number of new accounts and 40 percent find it challenging to unify marketing and sales teams.
  • HUBSPOT  |  TUESDAY, MARCH 28, 2017
    [Sales] My Campaign Sucks…Now What?
    A multi-touch digital ecosystem , aligned with the buyer’s journey , that helps marketers capture lead information , nurture and qualify leads , and finally empowers both the lead and the salesperson for a sales conversation. A good measure of how well you are doing with nurturing is the quality of your sales conversations. 6) Empowers both the lead and salesperson Primarily, your objective as a marketer is to prepare the lead for a sales conversation. We’ve all been there.
    [Sales] Content Marketing: Is it Something or Is it Nothing?
    Kotler and Gary Armstrong): “A company’s total promotion mix – also called its marketing communications mix –consists of the specific blend of advertising, public relations, personal selling, sales promotion, and direct-marketing tools that the company uses to persuasively communicate customer value and build customer relationships.” A couple weeks ago, I came across this post and it really stuck in my craw.
  • BIZIBLE  |  TUESDAY, MARCH 28, 2017
    [Sales] Best Practices for Revenue Ops: Data & Analytics
    As data plays an ever-increasing role in today’s B2B organizations, both marketing and sales operations professionals are in position to solidify their place as critical revenue drivers. The first action ops should take to ensure proper data governance is to assemble key stakeholders across the marketing and sales teams during key planning phases of building the marketing and sales technology stack and organizational process.
  • VIDYARD  |  TUESDAY, MARCH 28, 2017
    [Sales] Low Email Conversion? See How Influitive Increased Click-Through Rates by 800% with Video
    Our platform gives marketers the ability to discover, nurture and mobilize their customer base to reach a wider audience, accelerate the sales pipeline, and improve customer engagement. Video can be more costly and time consuming to produce than any other type of content, so it’s critical to tie those investments back to sales pipeline and revenue.
  • INFER  |  TUESDAY, MARCH 28, 2017
    [Sales] Getting past the AI hype: How predictive analytics fuels conversion optimisation
    And with the sales and marketing functions evolving so rapidly in recent years, marketers in particular must embrace an entrepreneurial spirit and constantly explore new technologies in order to give their team a competitive edge. Sales performance management. Forward-thinking enterprise sales teams are saving tons of time by simply using predictive solutions to improve the way they filter and prioritise inbound leads.
  • SNAPAPP  |  TUESDAY, MARCH 28, 2017
    [Sales] What Are the Modern Marketing Struggles? An Interview With Gabriel Marketing Group
    Is our web presence and owned media (website, blogs, social media, those types of channels), representative of our brand and aligned with achieving our sales and marketing goals? This presents a problem – unless we’re closely tracking KPIs and lead status along the sales funnel, how do we improve our tactics? The world of digital B2B marketing has gone through many changes over the past decade. New technologies have been developed, new strategies, new audiences, and new struggles.
    [Sales] Missouri Ford Dealership Bo Beuckman Ford Explains Why They Chose Lead Liaison for Website Visitor Tracking
    Allen, TX – Rory Foster, Communications Director for Bo Beuckman Ford Dealership , oversees the website and their business development center, as well as digital advertising and training for their sales team. Foster needed a way to make this information actionable for his sales team. If this person watched a vehicle for a few weeks, and then moved on, you might think the sale is lost.
    [Sales] When Social Media Piranhas Strike
    Clayton Carroll is in sales and marketing at the software company ERP 101 , which provides software for your very small business. By Clayton Carroll, {grow} Community Member. We’ve seen it before. Someone disagrees with an influencer and the social media piranhas have a feeding frenzy. They quickly rip apart the dissenter. The piranhas hurl jeers and “insights” all designed to devour an opinion and shame that person from showing their face in public again.
  • HUBSPOT  |  TUESDAY, MARCH 28, 2017
    [Sales] How to Get Better Marketing Talent
    It’s just that the school had fallen into the same problem that most universities do -- the coursework, while excellent, didn’t address what has turned into a pandemic marketing and sales skills gap. Granted, that was more years ago than I’d like to admit, before much of the technology essential to marketing and sales jobs was as prevalent as it is today. When I graduated from college, I had no idea what I wanted to do. Sure, I knew that I wanted, you know, to be employed.
  • ACT-ON  |  TUESDAY, MARCH 28, 2017
    [Sales] Market Your Own Marketing: Effective Ways to Share Your Work
    For example, if you sit on the marketing team, does the sales team have visibility into what you’re up to? As marketers, our job is outward-facing. We’re constantly thinking about our customers and how we can reach them with our product and message. But we may be forgetting the other side of the coin: to communicate with our internal team. To market our own work and ourselves. Today I want to talk about building your ta-da moments. Tooting your own horn. Why share your work with your team?
  • RADIUS  |  TUESDAY, MARCH 28, 2017
    [Sales] The Era of Paying for B2B Data is Over – Introducing Unlimited Data Access
    Most organizations are missing revenue targets, running across higher acquisition costs, and seeing lower return on marketing & sales investment because poor foundational data continues to be an ongoing problem. Focus your marketing and sales efforts on opportunities most likely to drive revenue and convert. Bad data is a commodity, but good data is priceless. To me, the statement above is more than just a soundbite. It’s the foundation that Radius was built on.
    [Sales] Sales email stats: what are the response rates in the UK?
    Normally sales people send multiple follow-up emails to obtain a meeting. To discover more than 40 other statistics on sending sales emails in the UK, join the 30 mins webinar on “800 000 Sales Email Conversations in Europe” The post Sales email stats: what are the response rates in the UK? appeared first on Sales automation. Sales Emails sales statistics email stats
    [Sales] Are You Doing Remarketing Wrong?
    Better ROI – Improved conversion rates translate to a faster Return-on-Investment and a lower cost-per-sale. Get the Benefits, Avoid the Traps of Remarketing. Remarketing remains a clever way to connect with your website visitors who did not make a purchase or fill out a lead form. Based on parameters you define, remarketing positions targeted ads to previous website visitors as they view other websites on the Internet.
  • KAPOST  |  MONDAY, MARCH 27, 2017
    [Sales] 10 Top B2B Marketing Metrics for 2017
    Align Sales and Marketing. Sales and marketing must work together to accurately forecast revenue and expenditures. Because buyers have access to more information than ever before, 70% of the buying process is now complete by the time a prospect is ready to engage with sales. This presents an incredible opportunity for marketing to “own” early stage prospects and re-invent itself as a key player in the sales funnel.
  • INFER  |  MONDAY, MARCH 27, 2017
    [Sales] Word on the Street: Predictive Advice from Infer Customers
    During the interview, he shared some helpful tidbits about how his sales team uses predictive to automatically qualify the best prospects from their high-volume lead flow, focus on the right accounts, and increase overall sales velocity and performance: For more helpful advice from Yesware, check out this recent webinar with their director of demand gen, and learn how she was able to build a revenue-centric funnel with Infer.
    [Sales] Adapting an ABM Approach for Account-Based EVERYTHING
    Account-Based Sales Development. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. Account-Based Marketing (ABM) is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts. Give everyone revenue responsibility, not just Sales!
    [Sales] How to Scale Your Marketing Strategy Without Sacrificing Engagement
    As an initial starting point, it is important for your campaign reporting to help you visualize the total contribution from touchpoints along the buyer’s journey towards a conversion or sale. Author: Patrick Groover Companies are always looking for a new edge to capture mindshare and differentiate their solution within the marketplace.
  • HUBSPOT  |  MONDAY, MARCH 27, 2017
    [Sales] How to Create a Twitter Moment: A Step-by-Step Guide
    Here’s a Twitter moment published by INBOUND at the kickoff of INBOUND 2016, when Gary Vaynerchuk kicked off the weeklong marketing and sales event with a keynote speech. Sometimes an event is so remarkably big that it completely takes over social media for a few hours, or even days. Think back to the last awards show, sporting event, or viral meme -- how many tweets about it popped onto your Twitter timeline?
    [Sales] Need More Customers? Get Happy Employees!
    Happy customers deliver referrals to your sales team. What if I told you that the best way to grow your business was to focus on the happiness of your existing employees? Happy employees create happy customers. And happy employees deliver candidate referrals to your HR team. Sounds so simple right? So why do so many […]. The post Need More Customers? Get Happy Employees! appeared first on Marketing Insider Group. Marketing Strategy
  • PFL  |  MONDAY, MARCH 27, 2017
    [Sales] 5 Reasons Why Outside Sales Needs to Practice Brand Compliance
    Now think of the visibility between your sales and marketing teams. Is your sales team external? Sales Enablement Brand Compliance customer experience Demand Generation lead generation Marketing Strategy outside sales personal marketing center Sales LeadsDo you run a tight ship? Now think of your ship. Do you see too many tacks in its course? Now, think of all the different way your brand communicates to the outside world. Do they tell the same […].
  • ACT-ON  |  MONDAY, MARCH 27, 2017
    [Sales] What Can You Do with Marketing Automation: Surprise! Its more than you think.
    Look at multi-touch attribution and how press releases contribute to the sale. Create approved templates, then distribute them in your media library for other marketing and sales departments to use. Demand Generation tasks and responsibilities can include marketing activities such as lead generation and nurturing, lead scoring, sales alignment, content marketing, and field marketing.
    [Sales] The 17 Best Social Media Management Tools
    In other words, it does all the heavy lifting so you can focus on what matters – building relationships, driving traffic and making sales. Sample review: “Underscoring their focus on B2B engagement, Oktopost integrates with Marketo, Salesforce, Act-On and others, directly linking social media actions to the impact on sales. Monitoring and managing even a moderately active business social media presence can be time-consuming.
  • PUREB2B  |  SUNDAY, MARCH 26, 2017
    [Sales] Referrals: Your Untapped Source for Generating Leads
    Blog B2B-Marketing Lead-Generation Referrals SalesEmail, SMS, content, paid ads, and social media are most likely among the first things you think about when it comes to lead generation. These are all great tools. However, you should be sure to remember one of the best tools out there: word of mouth or referral marketing. Referrals are potentially the most valuable sources of leads, yet it remains relatively untapped by most businesses.
  • ENGAGIO  |  SATURDAY, MARCH 25, 2017
    [Sales] Account Based Marketing – It’s All About the People
    A rapidly growing trend is account-based marketing, a B2B marketing strategy that focuses sales and marketing resources on a clearly defined set of target accounts. As you engage more regularly with these prospects, you can begin to introduce more product-specific offers as you guide them down the sales funnel to a buying decision. The world as we live in it today is not the same as it was even ten years ago.
  • BIZIBLE  |  FRIDAY, MARCH 24, 2017
    [Sales] B2B Marketing Experience: The Case For and Against Gated Content
    Using the contact information gained from the form, the sales team can follow up, marketers can send nurture emails, and the demand machine rolls on. Research suggests that the majority of the B2B buying process takes place online and before engaging with a sales rep. Gated content—ebooks, reports, and other downloads hidden behind a form—has long been a part of the B2B playbook.
  • PFL  |  FRIDAY, MARCH 24, 2017
    [Sales] Increase Sales Velocity in 60 Days
    Real sales velocity comes with true orchestration across every channel. Sales Enablement dimensional mail sales ideas sales velocityWhile we at PFL are champions of tactile marketing, we know that using it the wrong way could raze your budget. Tangible marketing isn’t a replacement for any other channel in your mix. It is a catalyst for your marketing. It’s ignitor fluid. It’s rocket fuel. […].
  • AKOONU  |  FRIDAY, MARCH 24, 2017
    [Sales] Want Better Results? Try Expecting and Inspecting
    Marketing and Sales are very different organizations, but regardless of whether you are a manager or an individual contributor in either organization, your goal is to produce results. Strategic Marketing B2B SalesThere is no such thing as failure. There are only results.” Tony Robbins. People are more likely to produce results when they are held accountable to them. However, accountability isn’t accidental. It’s planned.
    [Sales] 3 Can’t-Miss Learnings at Marketing Nation Summit 2017
    Next month attendees can expect news around our Engagement Platform , further innovation regarding sales and marketing alignment, a new vision for marketing analytics, and much more. Author: Chandar Pattabhiram The countdown is on! In just one month, I’ll be taking the stage for my fourth Marketing Nation Summit and I couldn’t be more excited. This year is going to be bigger and better than ever before.
    [Sales] Weekend Reading: “Sales EQ” by Jeb Blount
    For the 115th episode of The Marketing Book Podcast, I interviewed Jeb Blount, author of “Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal.” ” Jeb Blount explains that the sales profession is in the midst of a perfect storm. The post Weekend Reading: “Sales EQ” by Jeb Blount appeared first on Marketing Insider Group. Sales Alignment
  • IKO-SYSTEMS  |  FRIDAY, MARCH 24, 2017
    [Sales] Email opens: our first sentence has more impact than our subject line
    While we are still working on our next webinar “800 000 Sales Email Conversations in Europe” , some stats piqued our curiosity: impacts of variables in subject lines versus preview texts, onto the open rates of these text emails. Note: these stats come from text emails sent by sales reps to leads in the UK, Nordics, Benelux). Come join us for the 30 mins webinar to uncover other unexpected insights on sales emails.
  • ACT-ON  |  FRIDAY, MARCH 24, 2017
    [Sales] 7 Best Practices for Optimizing Sales Enablement
    Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters). Integrate sales enablement across the business.
    [Sales] The Secret Sauce: Determining When Your Sales Reps are Ready to Sell
    [Sales] Wondering How Customer Data Platforms Relate to Other Marketing Systems? Here's a Picture
    So we need to introduce a new split, of marketer-controlled vs. sales controlled. I was asked the other day about the distinction between Customer Data Platforms and Journey Orchestration Engines. My immediate answer was “Some CDPs are JOEs and some JOEs are CDPs. A CDP is a JOE if has journey orchestration. A JOE is a CDP if its data is accessible to other systems. Think Venn diagram with two intersecting circles.”
  • SNAPAPP  |  THURSDAY, MARCH 23, 2017
    [Sales] What Is Lead Scoring? How to Create a Beginner to Advanced Model
    Marketers use lead scoring to differentiate leads and prioritize them for sales. Unfortunately, not everyone is in need of a software that helps HR professionals or HVAC systems for industrial spaces, so lead scoring is leverage to find those people who are and prioritize them for sales. Your Relationship With Sales. In order to anchor yourself, pick a number that will be your threshold for sales. The Partnership with Sales.
    [Sales] The Legally Hazy World of Cannabis Marketing
    And although federal law grants advertising exceptions for “any person authorized by local, State, or Federal law to manufacture, possess, or distribute such items,” tech giants fear being held liable for aiding and abetting the sale of drugs. In the November 2016 elections, marijuana lit up the ballot. Voters in California, Massachusetts, and Nevada legalized recreational marijuana. In Florida, North Dakota, and Arkansas, constituents approved medical marijuana measures.
    [Sales] 7 Ways To Use Account-Based Marketing Throughout the Year
    In fact, account-based marketing (also known as ABM) can be integrated into the digital sales framework, including drawing a picture of various buyer personas and creating the appropriate sales content for these personas. A lot of existing content used for your marketing and sales efforts can apply to a wide audience, but now is the time to take that information and personalize it with statistics, findings, and language to illustrate your understanding of that group of accounts.
    [Sales] How social media is changing what brands stand for
    Sales of her brands actually increased by 346% from January to February (source: Refinery29 ). Our world has never been so divided by politics, with social media as a major catalyst for extreme opinions and reactions. Brands are being pulled into battles on what they stand for, willingly and unwillingly, on both social and traditional media.
    [Sales] What Good Data Means for B2B Marketing Strategies
    ” But if it isn’t helping you grow your audience, generate and score leads, and eventually make a sale, why are you spending time looking at it? It’s been a long day at the office for our heroic marketing manager. She’s found herself sandwiched between pressure from corporate leadership to meet performance quotas and constant production hiccups from her team when it comes to actually executing on their B2B marketing strategies.
  • HUBSPOT  |  THURSDAY, MARCH 23, 2017
    [Sales] How Customer-Driven Copy Helped HubSpot Increase Conversions by Nearly 100%
    We grilled HubSpot's product development, sales, and support staff to get their inside perspective. The HubSpot Growth Stack consists of HubSpot's marketing, sales, and CRM software. The sales team illuminated the questions, objections and pain points most frequently mentioned by leads on calls. a need for more sales, more flexibility, time savings, etc.). came from the way a customer explained what they could do thanks to HubSpot Sales!
  • ACT-ON  |  THURSDAY, MARCH 23, 2017
    [Sales] Mapping Your Content to the Buyer’s Journey in 15 minutes
    The goal is to create content that will answer the buyer’s question at that particular stage, and then point them in the right direction, further along on their journey, and, eventually, generate leads and sales. In addition to determining the bottom line goals (leads, sales), you will also want to find out what days and times of the week your audience consumes your content.
  • HUBSPOT  |  THURSDAY, MARCH 23, 2017
    [Sales] How Page Load Time Affects Conversion Rates: 12 Case Studies [Infographic]
    Optimizing page load time leads to noticable improvements in customer experience, conversion rates, and ultimately, your sales revenue. In fact, reducing your website's page load time can have a surprisingly positive impact on your entire marketing and sales pipelines. If your website takes longer than three seconds to load, you could be losing nearly half of your visitors, according to data from Akamai.
    [Sales] Playbook: Choosing the Right Sales Coaching Solution [eBook]
  • PUREB2B  |  WEDNESDAY, MARCH 22, 2017
    [Sales] How to Nurture Leads with Email Marketing
    People want to feel like more than just another sale to your company. With this information in hand, you can come up with different customer personas such as those interested in demand generation, data management, or sales leadership, to name a few. It enables you to track the digital footprints of your leads, turn those interactions into insights about the customers’ sales journey , and help you craft better content to drive prospects towards a purchase decision.
    [Sales] How to Incorporate Webinar Promotion into Your Multi-channel Marketing Mix
    Clients are disqualified the moment they enter your sales funnel, leaving marketing with a smaller number and the burden of finding new attendees. 25% of the MQLs end up as Sales Qualified Leads (SQL), ready for the sales team to follow-up. The sales team has a close rate of 25%. They also charge big money for the job, which adds more pressure to close on sales leads post-webinar as the cost of production increases.
    [Sales] 13 Diverse Ways B2B Marketers Do Marketing Measurement [DATA]
    Cost of sale : Percentage of revenue vs cost of acquiring customer. You’d think there were only a handful of metrics that serve as the primary indicator of success for marketing teams. There are dozens of leading indicators but only a few primary indicators such as revenue and pipeline generated, right? Not necessarily.
    [Sales] [VIDEO] How to Evaluate a Data Provider
    I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions. Want to Build a Sales Engine? Does this situation sound familiar?
    [Sales] Using Video in Sales to Identify and Prioritize Quality Leads
    Sales has never been an easy job to automate. For every tool that pops up promising automatic follow-ups or additional data points for tracking engagement, there still needs to be a human element to the sales process. But sales teams aren’t working stacks of lead cards anymore either. And how salespeople choose to spend their time is one of the biggest conundrums for sales leaders. Let’s take a look at some of the best ways to do this with video in sales!
    [Sales] How to Start Generating Leads for Your B2B Company
    The impact of this “how-to” post can go either way — you resolve to “suspend” ties with your lead generation partner, or you stick to buying your sales leads from outside sources. In such opportunities, you get more chances to introduce your product, generate instant feedback, and attract sales. *Editor’s Note: The views & opinions expressed in any guest post on our site are those of the guest author and do not necessarily reflect the opinions and views of Lead Liaison.
    [Sales] Introducing The Definitive Guide to Account-Based Marketing
    At its core, account-based marketing (ABM) is a targeted strategy that focuses on delivering personalized programs, messages, and content to select companies, and the leads within them, in an effort to engage them and move them towards a goal—whether that’s an initial sale, cross-sell or upsell, contract renewal, or even advocacy. Do your sales and marketing teams want to make a bigger impact with a more strategic focus?
    [Sales] 3 Important relationship lessons I’ve learned from offline businesses
    The owners do recognize me but there has been no personal interaction besides the standard sales process. In short, ‘jabs’ are engagements with the customer that elicit an emotional response while ‘hooks’ are self-promotions and sales actions. By Mars Dorian, {grow} Contributing Columnist. Sometimes the best online marketing advice comes from the offline world.
    [Sales] THE HACKIES: A customer-centric approach to building marketing and sales stacks
    What used to generally be a straightforward problem-solution-benefit sale has evolved into a complex, multi-phase, multi-channel engagement. For years the emphasis in the B2B market has been on sales acceleration — moving prospects ever faster through the sales and marketing funnel, and the funnel mistakenly being seen as the buying journey. Sales acceleration isn’t actually a problem, buying acceleration is. Sales Tech.
    [Sales] How Funnel Volatility Affects Your Account Based Strategy
    Here it looks like the Sales team is throwing price against the wall to see what sticks. An example of seasonality is EdTech where sales are driven by the school year budget cycle. Volatility will help you prioritize and focus your Sales and Marketing efforts by knowing where your opportunities for impact are, especially when taking an account based approach. Volatility is my favorite way of looking at funnel metrics over time.
    [Sales] How Funnel Volatility Effects your Account Based Strategy
    Here it looks like the Sales team is throwing price against the wall to see what sticks. An example of seasonality is EdTech where sales are driven by the school year budget cycle. Volatility will help you prioritize and focus your Sales and Marketing efforts by knowing where your opportunities for impact are, especially when taking an account based approach. Volatility is my favorite way of looking at funnel metrics over time.
    [Sales] 4 Ways to Use Audio in B2B Marketing
    After all, here at HubSpot, we create content for marketing and sales professionals in a variety of formats, and if you read our blog, it’s no secret that we’re constantly nagging you to do the same -- even with audio. Because HubSpot’s marketing, sales, and CRM software comprise a growth stack, we use our podcast to discuss related topics with business leaders who have accomplished notable growth, and who have good stories.
  • 3D2B  |  TUESDAY, MARCH 21, 2017
    [Sales] Why B2B Phone Calls Are Popular in 2017
    The sales organization is also on board. Companies are hiring fewer field sales representatives. In fact, according to an MIT Lead Management Study, there are 15 inside sales reps for each field rep. These inside sales people have conversations to help solve customer problems. It’s a strategic process that often requires multiple touches to several members of a buying team prior to closing a sale. So inside sales people gain the technology edge.
  • BUZZSUMO  |  TUESDAY, MARCH 21, 2017
    [Sales] 7 Effective Techniques for Better Email Marketing
    Unfortunately, half the battle isn’t enough to make sales or get responses. You’ll have a list of people you can tap at a moment’s notice for information, polling, and best of all, real sales and ROI. Have your email marketing efforts fallen flat? Do your email messages feel more like messages in a bottle? Is it possible your subscribers are only sticking around because they don’t want to hurt your feelings? If any of this sounds familiar, don’t be too hard on yourself.
    [Sales] Local Female Tech Leaders to Discuss Strategies for Success In Male-Dominated Industries
    KEO Marketing, an award-winning business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Panel Moderated by KEO Marketing CEO, Sheila Kloefkorn. PHOENIX, ARIZONA – On Wednesday, March 29, from 3 PM to 5 PM, THE Arizona Technology Council will present “ Women in the Workforce – Lady Leaders: How to Thrive in a Male-Dominated Industry ,” at The Newton, 300 West Camelback Road, Phoenix, AZ, 85013.
  • FATHOM  |  TUESDAY, MARCH 21, 2017
    [Sales] How Will Google’s Latest AdWords Changes Affect You?
    Potentially wasted money for areas that won’t lead to additional sales. Google is making a big change to exact match keyword targeting in AdWords. On Friday, Google announced an additional change in the way exact match keyword targeting will work for search ads. Matching for close variants—including plurals, typos, abbreviations, etc.—will will be broadened to include variations in function words and word order within the next few months.
  • KAON  |  TUESDAY, MARCH 21, 2017
    [Sales] Kaon Interactive Incorporates Augmented Reality Into 3D Marketing Platform
    As the first immersive sales and marketing platform available for B2B marketers, Kaon AR integrates interactive, fully scaled 3D product models into real-world business environments, allowing users to interact with virtual representations of physical products and solutions in a more visually engaging way. Think Pokémon Go, but for B2B product sales and marketing efforts. Kaon AR (Augmented Reality).
    [Sales] Four Myths of Website Design
    It must look professional, be optimized for best results from the search engines and will lead the visitors through the sales funnel to conversion. Designing a website, either from scratch or as an update, is a carefully-executed process that requires planning, developing, testing and modifying the website. Done well is will be 24-hour-a-day salesperson. Unfortunately, there have been a proliferation of businesses that offer free or inexpensive websites.
  • LEANDATA  |  TUESDAY, MARCH 21, 2017
    [Sales] Why The Best Story Wins in Business
    But Luhn, who helped make Buzz Lightyear a household name, said explaining what your company does through the framework of a compelling, authentic narrative is what people remember – not dry statistics and shrill sales pitches. Visit TOPO Summit for more information about the conference for sales and marketing leaders on April 12-13 at San Francisco’s Pier 27. Sales and Marketing Leadership
    [Sales] What Does a Content Marketer Do? Answered by a Content Marketer
    It’s a good idea to collaborate with departments outside of marketing (like sales and customer service) to learn more about what it truly is that the buyers are looking to consume from a content perspective. For example, if you’re looking to create a piece of content with a sales angle, schedule some time to sit down with a member of the sales team and hear what they have to say for yourself.
  • INFER  |  TUESDAY, MARCH 21, 2017
    [Sales] Interview with Infer on Predictive and ABM
    Here are a few key use cases for predictive that we’ve seen at early stages of the Martech Maturity Model: Stage 0 (Marketing Transformation): Most companies don’t start building their sales and marketing stack by selecting a MAP vendor — their first step is usually to purchase a CRM system like Microsoft Dynamics or Salesforce to store sales data. We see a broad range of sales and marketing challenges that our customers are looking to solve with ABM and predictive.
    [Sales] Use a Little Case Study Psychology to Improve Your Marketing Strategy
    When the next opportunity rolls around, your sales team trots out your manufacturing case study, hoping it’s enough to close the deal. Your sales team and executives are stunned. If a company has decided to sit down and listen to your sales pitch, they don’t really need to hear more about what a good partner you would be, right? Your company’s first manufacturing account has everyone in the office buzzing with excitement.
    [Sales] 32 questions you should ask when you interview a martech leader
    How do you envision working with sales, in an ideal environment? On a scale of 1 to 10, how is your relationship with sales now? When we call someone from sales operations to ask what you were like to work with, what will they say? This guest post by Erica Seidel is part of a regular column she writes, Ask the Martech Recruiter.
    [Sales] 4 Ways You Can Humanize Marketing and Build Relationships
    Creativity Marketing Brian Carroll Customer Experience Empathy marketing salesMarch 21, 2017 by Brian Carroll We need to stop treating our customers like objects with our marketing and treat them like people. Be human first by recognizing their humanity. So how. read more.
    [Sales] The Six Best Accounting and Finance Tools for Small Business
    Sales Tax Reporting. TaxJar makes sales tax filing easier for online merchants. Sample review: “(TaxJar) integrates with the platforms you use, such as Square, to generate automated sales tax reports that calculate your totals by city and state. The first accounting applications for small business back in the early 90s were mostly repackaged, repriced versions of highly complex suites first designed for large companies.
  • HUBSPOT  |  TUESDAY, MARCH 21, 2017
    [Sales] How Redesigning HubSpot.com Doubled Conversion Rates
    Over the course of a few days, Matthew Barby and I silently launched an MVP with HubSpot Sales. In particular, many were struggling to understand how HubSpot CRM and HubSpot Sales worked together. And given that we've found it can sometimes be difficult for visitors to understand what HubSpot actually sells, we also wanted to make it clear through our copy that HubSpot sells software – both marketing and sales, as well as a free CRM.
    [Sales] 4 Reasons Why Your Sales Organization Needs Peer-to-Peer Coaching
  • KAPOST  |  MONDAY, MARCH 20, 2017
    [Sales] 3 Content Marketing Mistakes Every B2B Company Should Avoid
    Think about it: When you’re at work, the last thing you want to read is another sales pitch for a product or service you don’t need. Over my last seven years as an entrepreneur in the business storytelling space, my co-founder and I have had the opportunity to work with different types of companies— ranging from software and media, to corporate innovation, financial services, and even data as a service. We stopped counting our number of customers at 100.
  • ENGAGIO  |  MONDAY, MARCH 20, 2017
    [Sales] Who Should Be Part of Your Account Based Marketing Team?
    The core Account Based Marketing team typically includes: Account executive and sales team member. Account Executive and sales team members. Sales Development Reps. It covers Sales and Marketing, pre-sales and post-sales. Teamwork is everything in sports. And it plays a big role in nature. Account Based Marketing is a team effort. A successful account-based effort is both resource-intensive, and cross-functional.
  • HG DATA  |  MONDAY, MARCH 20, 2017
    [Sales] See How Terminus and SalesLoft use HG Data to Find the Right Prospects
    HG Data, SalesLoft and Terminus recently shared the stage at RainMaker 2017 to discuss how technographics from HG Data help their sales teams be more confident in their customer engagements. Watch this short panel discussion to learn how your sales team can leverage HG Data to have more relevant conversations with prospects and close more deals. Morgan Ingram , Sales Development Manager at Terminus. Chuck Jones , Sales Development Manager at SalesLoft. Summary.
  • CONTENTLY  |  MONDAY, MARCH 20, 2017
    [Sales] ‘Today’s Marketer Needs to Be Data-Driven’: DiscoverOrg CEO Henry Schuck on Artificial Intelligence and the Future of Martech
    Henry Schuck, CEO of marketing and sales intelligence platform DiscoverOrg, thinks the AI arms race isn’t a new phenomenon. In B2B sales, especially in the mid-market and enterprise side, there is a true skill to what a salesperson is able to do. I think what it will do, and what it’s already doing, is taking away some of the most mundane tasks that sales reps have to do. Content Marketing artificial intelligence B2B data lead scoring MarTech salesEinstein.
    [Sales] Why Agencies Should be Doing More Webinars
    By offering webinars as an added service of your agency, you’ll have a highly effective marketing and sales tool for client utilization in every level of the sales process. Webinars Offer Agencies So Much More Than Just Lead Generation. Webinars are good for lead generation. In addition to being good for agencies, they are good for their clients.
  • RADIUS  |  MONDAY, MARCH 20, 2017
    [Sales] Marketing & Sales Leaders: How To Leverage Data To Gain An Unfair Advantage
    Thinking of marketing & sales strategies to reach aggressive revenue targets? B2B marketing and sales leaders are constantly being challenged to identify new ways to drive revenue. Learn how #marketing & #sales leaders can gain an unfair advantage to drive revenue in this @radius webinar [link] – Click to tweet. The post Marketing & Sales Leaders: How To Leverage Data To Gain An Unfair Advantage appeared first on Radius.
    [Sales] How to Take an Account Based Marketing Approach on LinkedIn When You Have a Complex Sale
    The post How to Take an Account Based Marketing Approach on LinkedIn When You Have a Complex Sale appeared first on Marketing Insider Group. Many social media and social selling experts say “volume” is the key to success on social media platforms like LinkedIn. In an article in Content Marketing Institute’s magazine, Jonathan Crossfield compares this scattershot “volume” method to a realtor’s flyer marketing efforts.
  • BIZNOLOGY  |  MONDAY, MARCH 20, 2017
    [Sales] 6 assumptions push marketing gets wrong
    Their mantra: keep telling the good stories and hopefully you can influence sales. I recently gave a keynote address to the Content Strategy Applied conference in London. My talk was well received , but when I went to post the slides, I realized that much of the talk was more TED-style: speaking largely without visuals. So I started working on some basic visuals to help people understand the deck without my voice.
    [Sales] This is the week that was in B2B: from purchase paralysis to creepy business attire
    Instead, it believes sales people need to act more like travel agents, guiding people through the difficult decisions and choices. In a week where former chancellor George Osborne bagged yet another job , JPEGs got a whole lot smaller and a BBC World Service interviewee started to doubt the benefits of working from home, there was much to talk about in the world of B2B marketing…. Purchase paralysis’ of the week. goes to B2B buyers according to a new article by HBR.
    [Sales] How to Properly Diagnose a Failed Email Campaign
    The company is doing okay, though you’ve been trying for a while to ramp up sales, but the cash registers are silent as the tomb. Buying a list is buying stale food: no sales nutrition there. Customers will appreciate that you seem to precisely anticipate what they are looking for next—and you can bask in your sales genius. As Mark Twain said after his latest marketing promotion, “The reports of the death of the email campaign are greatly exaggerated.”
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