• JUNTA 42  |  SATURDAY, FEBRUARY 6, 2016
    [Sales] This Week in Content Marketing: The Guardian Gets Aggressive with Native Advertising Terms
    Xerox now mails this glossy magazine to its top prospects and has become an incredibly effective business development tool: It has generated over 1,000 new sales appointments and more than $1 billion in pipeline revenue. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. This week’s show.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
    on marketing investment • Current lead-to-sales ratio. nuances of a B2B Sales Cycle? Complex Sale ˆ Information is Power ˆ Complex Offerings ˆ Personal Relationships ˆ Less Visibility on Pricing ˆ Fewer Buyers ˆ Multiple Decision Makers ˆ Third-Party Influencers Nuances of a B2B sales. In a B2B sales cycle, information.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [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  |  FRIDAY, JANUARY 29, 2016
    [Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. “As marketers, we tend to focus on the. industry leaders, customers, alliances, sales, marketing and product teams to establish. More Efficiency, Better Targeting, Higher Volume = Not Enough. Optimization in Action – A Simple Example. Optimization Workflow. About the Presenter. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [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  |  FRIDAY, JANUARY 29, 2016
    [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  |  FRIDAY, JANUARY 29, 2016
    [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.
  • SCRIPTED B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] The Ultimate Guide to Building a Content Marketing Team
    the Chief Revenue Officer at Scripted, where I lead the sales and marketing teams, I see firsthand how success boils down to the people and resources you have. PR, accelerates sales and even inspires. sales and. someone from Customer Success, we talk to Sales, and the marketing. solve for customers across the sales.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Creating Ideal Customers: Personalize Every Experience to Increase Engagement, Advocacy, and Revenue
    Closing the Gap: The Sales and Marketing. More Twitter Followers Golden State Warriors Increase Sales. Creating Ideal. Customers Personalize Every Experience to Increase. Engagement, Advocacy, and Revenue Oracle Marketing Cloud CMOs face a major dilemma: While 75% of CEOs want marketing to become more. As they embark on the journey to.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] Grande Guide to Social Advertising
    sales, it’s positioned to lead in terms of measurable. sales and roving recommendations from customers. when Gowalla runs one of its periodic sales) to tens. increase in sales. Grande Guide to. Social Advertising What Is a Grande Guide? You know what the typical day is like for marketers. series. investment in time.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] Marketing Automation Simplified
    17 The Role of Marketing in Sales Enablement Address the Independent Buying Cycle. More importantly, timing and relevance are critical factors for content delivery and sales engagement. technology and expertise, leading organizations are aligning marketing to sales, powering revenue. generation, marketing, sales, etc.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Digital Body Language: Reading and Responding to Your Prospects’ Digital Buying Behavior
    sales and rooted in face-to-face interactions. The best sales professionals were highly adept at reading buyer. crossed arms, could tell savvy sales professionals much about a prospect’s buying disposition. ment, fast-moving businesses are adapting their marketing and sales processes to the Digital Body Language. table.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] Grande Guide to Lead Scoring
    Lead scoring is an objective ranking of one sales lead. and sales professionals identify where each prospect. and collaboration between marketing and sales teams. quality lead, sales and marketing can exchange better. feedback on the quality of leads being passed to sales. sit back and expect sales to call them.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] Grande Guide to B2B Blogging
    your company’s sales and marketing efforts. Continual interaction is a key to shortening lengthy sales. The average B2B sales cycle can range from 117. solutions providers to “curb the sales messaging,”. is to drive the sale of products or brand awareness. They work in much shorter sales cycles where. chaos.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] The Demand Gen Pro's Cookbook
    SALES SANDWICH PAGE 8 DISPLAY AD. tasks, their end goal is to propel sales-qualified. for driving half of the sales funnel. Retweet this TIME TO PREPARE 12 months INGREDIENTS 1 slice sales enablement. SALES SANDWICH From the ADP Kitchen What’s better than sales and marketing sitting at the same lunch table?
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] Frictionless B2B - Creating a smoother customer journey in a world of marketing potholes
    Powered by the Oracle Marketing Cloud WHAT ABOUT SALES: Keeping them involved every step. That frictionless customer experience should be carried on once the sales opportunity is established. Simply keeping every inside and outside sales rep appraised of plans and activities can go a long way. marketing potholes. Effortless.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] The Ultimate Guide: Getting started with Social Selling
    the sales and marketing landscape. Then sales tells them why they want it and. Sales and marketing must align themselves to a new. prospect, sales professionals must go deeper into the. Traditional sales and marketing. Sales and marketing both can use social selling to influence. For the Buyer For the Sales.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] A How-To Guide for transforming your database to support effective segmentation and persona-driven communication and engagement
    with us to the sale.”. and sales processes. become a smarter marketer—one who also can facilitate more meaningful sales discussions. Digital Body Language), Sales (opportunities. to ensure alignment between sales and marketing and between. sales follow-up process along with. sales, not just delivering data.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. enough to increase sales leads: 1. corporations $100 million in sales and beyond— know their business. affect new sales lead demand, marketing. Legendary Ad Executive David. wealthy?
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [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.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Top 10 Reasons to Use Video in Your Sales & Marketing Efforts
    Register for this LIVE Webinar, Tuesday, November 10, 2015 at 2pm ET / 11am PT to learn effective ways to ramp up your sales and marketing programs with video to engage your prospects and customers
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] How to Build a Content Library for the B2B Buying Process
    Today, most executive purchase decisions are made online--before the prospect even interacts with a Sales rep
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Signed, Sealed, Delivered: Integrating Electronic Signatures into the B2B Sales Cycle
    Learn why integrating electronic signatures into the B2B sales cycle will save you both time and money
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Secrets to Successful B2B Sales and Marketing Metrics
    This collection of short essays and best practices span across the entire sales and marketing pipeline, offering measurable perspectives on attaining better metrics
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Demand Generation: Building a predictable marketing pipeline for sales success
    Here’s the question that keeps most Demand Gen professionals up at night: how can I transform marketing from a cost center to a revenue driver? Read this ebook from idio to learn the answer
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Closing the Deal: The State of Sales Enablement
    New insight into sales managers' attitudes and beliefs about their company's sales enablement strategy
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Sales and Marketing Alignment in Lead Management
    Join us for the "Sales and Marketing Alignment in Lead Management" webcast on Tuesday, February 24th at 10:00am PST/1:00pm EST and learn the best tactics in lead nurturing for your organization Learn to use best practice lead nurturing, lead taxonomy, and service-level agreements to align functions.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Got CRM, Why You Need Marketing Automation, Too
    Marketing Automation is the Marketing Counterpart to your CRM Sales System
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [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  |  FRIDAY, FEBRUARY 5, 2016
    [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  |  FRIDAY, FEBRUARY 5, 2016
    [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  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] How Twitter Can Solve Challenges for Marketing, Support, and Sales
    A brief eBook on using your Twitter time effectively
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [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  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Social Selling in B2B Sales
    Over the past decade, B2B customers have become socially empowered, highly informed decision makers
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, FEBRUARY 5, 2016
    [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  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] How to Use Pinterest for Business
    Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest
  • BIZIBLE  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] When Do Marketers Decide To Implement Marketing Attribution? What The Data Tells Us
    At a certain stage, marketers decide they need to observe the connection between marketing and sales. Is There A Connection Between Sales Cycle Length And Marketing Attribution Model? One of the biggest reasons marketing attribution models are so important for marketers in B2B, is the complex and lengthy sales cycle.
  • DISCOVERORG  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] 3 Tips for Embarking on an Account-Based Selling Program
    There are plenty of different avenues to find information on companies and contacts – the basics include LinkedIn, corporate websites, news publications, and the wider web – but if you’re looking to run a fairly sophisticated ABS program, a more advanced sales intelligence tool will pay dividends. Be The Expert. Stay Up To Date.
  • B2B LEAD BLOG  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Maximize Profits With Sales Management Software
    To successfully boost revenue, businesses need to continually analyze sales trends and customer data. Sales management software provides a complete data management platform to help you track, manage, and analyze sales data, so your business […]. Big Data Marketing
  • HUBSPOT  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Amazon to Open Physical Stores?
    And since Amazon is the king of online sales, why shouldn’t they try their hands at in-person sales and service? And in the world of sales—both online and in stores—that’s pure gold. Every news outlet in the world is telling Amazon that they’re doing this ecommerce thing all wrong. What’s the Story? Who’s Laughing? Ecommerce
  • LEADERSHIP  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Top Ways to Attract Prospects Through Social Media
    Not only does it look bad for the company, but it may even affect their reputation and sales. This time of year tends to be a time of reflection, when we make resolutions to build on our past successes and change our bad habits. Work on Your Personalization Efforts. Is it worth the investment to change your marketing strategy and tools?
  • HINGE MARKETING  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Differentiation Strategy: Standing Out Among The Competition
    Download a free copy of the book Inside the Buyer's Brain to learn how to build a well-differentiated brand to help your firm close more sales. Whether you are just starting your company, or reviving the brand, you should be considering how your brand can stand out from the crowd. In other words, how you are different (and better!)
  • CONTENT STANDARD  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] 3 Big Reasons Content Marketers Must Attend B2B Events in 2016
    They serve as a good opportunity for attendees (especially sales team members) to gauge the excitement level in areas of the industry. My alarm rings. It’s 6:30 a.m. Breakfast is the usual bowl of fruit. My walk to the subway is always the same route, and I see the same people. At the end of my walk, I dip into Starbucks. Be Inspired.
  • SALES ENGINE  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] How many leads do you actually need from marketing?
    Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. In fact, the strongest close rates occurred when marketing accompanied the sales pursuit process.
  • HUBSPOT  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] 8 Pieces of Marketing Wisdom for the Chinese New Year
    You will be more aligned with your sales team this year.". It's when sales and marketing are so aligned that even their names become one. Successful sales and marketing teams talk, and talk often -- and they set goals together. In celebration of the Year of the Monkey, we created the Marketing Fortune Generator. Cheesy? little.
  • ACT-ON  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Marketing Challenges in Regulated Industries, Part 2: Finance and Public Companies
    Make yourself trusted to give them personal, heartfelt information about stages they may be facing in their lives (but without a sales pitch), and they’ll give you an open channel for continued communication. Finance. Challenges in the world of finance come two-fold: government regulation and generational trends. Let’s take a closer look.
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] How to Prep Your Online Store for a Celebrity Endorsement with the Likes of Beyoncé
    It’s easy to recognize that a collaboration with Beyoncé will grow your brand awareness and sales. These costs are calculated not just based on sales lost, but on loss of customer trust and negative brand association. Starting up a business is hard work. Any successful entrepreneur will tell you that. Preparing for a Spike in Visitors.
  • CAPTORA  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Growth Marketers’ Top Priorities: Survey Recap
    Inefficiencies at the top will trickle down the funnel, jeopardizing marketing’s ability to meet sales and growth goals. In mid-December, we surveyed our readers about their top marketing priorities in 2016. Below are the top takeaways from their responses. Conversions Top Improvement Wish List. Improving Top of the Funnel Efficiency.
  • BIZIBLE  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] 9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution
    But pop over to the next department and see what the sales team thinks of B2B marketing attribution. How does attribution change how the sales team sells? What does “marketing and sales alignment” look like from the sales team’s point of view? And we’ll let the sales team tell their own story. No more guessing!”.
  • CMO ESSENTIALS  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Sales Analytics: The Path to Better, Faster Forecasting
    A new Aberdeen report  shows how sales analytics create more accurate and actionable sales forecasts. The bane of many sales professionals’ routine is often the dreaded sales forecast. What do these successful sales leaders know, that the rest of us should be considering? Making Better Decisions with Better Data.
  • 6SENSE  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] SiriusDecisions: Are You Data Driven or Data Deluded?
    For B2B marketing and sales executives, the question isn’t about whether they’ll invest in predictive analytics in 2016, but rather how to do so intelligently and in a way that fits with the needs of their organization. This is where the SiriusDecisions Analytics Proficiency Assessment Model comes in. Planning for Analytics Success. Latest
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Marketing Automation and Creativity: How to Have Your Cake and Eat It, Too
    Not only will you be able to identify where those people are and how to target them, but by encouraging them to download contact via filling in forms, you can capture essential details that will help you to create sales. This can be automated to help you with targeting and pushing prospects through from Marketing to Sales. Data mining.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] How Event Technology Helps B2B Marketers Increase Customer Engagement [Interview]
    Event technology should be able to accomplish both the operational side of event management as well as the sales side of events. It’s the sales side where there seems to be a real lack of technology currently. We think that’s because of the lack of sales-focused event technology. ANYTHING ELSE YOU WOULD LIKE TO ADD?
  • SALESPREDICT  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] How to Use Predictive Lead Scoring
    While many marketing and sales professionals are intrigued by the idea of predictive lead scoring, some aren’t quite sure how their teams would actually use the scores, nor how to effectively integrate them into their daily processes to truly make an impact. Align Sales and Marketing, a.k.a. Marketing activity is aligned with sales.
  • BIZNOLOGY  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Attention, hamsters! Get off the content treadwheel
    They brilliantly ran a study of IT buyers in the US and UK that directly connects irrelevant content with sales results. Content is king, to be sure.  But how did we end up on this crazy treadwheel, cranking out B2B content for content’s sake? Daily blog posts. Three tweets a day. Monthly white papers. Infinite infographics. Podcasts, ebooks.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Beyond Views and Downloads: Use More Advanced Content Analytics
    Content can have a direct impact on lead generation; for example, directly assisting them by providing a whitepaper when someone fills out their information or indirectly assisting them by educating them further and advancing them in the sales cycle. Author: Mike Telem Do you know what your top content assets were for the last quarter?
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] What Tracking 13 Billion Email Opens Can Teach Us About the Current State of Email Engagement
    It’s probably no coincidence that the iPad’s slump to 12% of opens has accompanied a downturn in tablet sales. million iPads, while Q4 2015 figures report sales of 9.8 While lower-priced tablets from Microsoft and Google may have impacted iPad sales and open figures, it’s possible that other Apple products may be cannibalizing sales.
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] How to Use Smart Content to Take Advertisements to the Next Level
    Bonus: use this information to make your ‘sales’ messaging more refined — drive leads and conversions for events, lead gen offers, webinars, and more. Every publisher wants to stand out from the crowd, but the days of one-size-fits-all content creation are over. The reason why? Content marketing is a double-edged sword. See a pattern? Media
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Snow for Sale? How One Couple Built a Booming Side Business From Boston's Biggest Blizzard [Podcast]
    It was snowing. A lot. Boston was in the midst of a blizzard -- the biggest one in recorded history. Kyle and Jessica Waring were cooped up in their apartment, and getting a little stir-crazy. They needed to do something productive. but what? Then, they landed on an idea. It'd be pretty funny -- and could actually be a good business opportunity.
  • ACT-ON  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Everything You Need to Know About User-Generated Content
    Like this: Image from Shopify’s blog post, 4 Tactics to Drive Traffic and Sales With User-Generated Content. Want more content? High-quality, on-strategy content that resonates with your audience? Who doesn’t? Most content marketers will be creating more content this year. That means more budget required, more staff, more promotion. One
  • EMEDIA  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] A Day in the Life of… An Agency Media Planner
    Sales Funnel Content Vendor Media Lead Generation Agencies Blog Blog Post Content Marketing Homepage B2B ResourcesBenefit from the advice of an agency media planner, who sees their fair share of proposals, to know what you should be looking for in a lead generation vendor.
  • DIRECT RESPONSE COACH  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] 9 Questions to ask about your Direct Mail Creative
    So you’ve been given the job of writing a new sales letter or direct mail postcard. You gather all the information, outline your message and then you write … and rewrite … and rewrite … and then you polish. Your mailer is ready. You’re happy with the way it reads and looks. You think [.].
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] Top 3 Disconnects Between Sales and Marketing – Infographic [#Smarketing]
    We recently surveyed 1,000 sales and marketing professionals, asking questions around their alignment with the other team. Our research found that there are three primary reasons for misalignment between sales and marketing teams, and we’ve created this […].
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] 23 Account-Based Marketing Leaders to Follow on Twitter
    Adam New-Waterson is the CMO at LeanData, a sales and marketing operations platform. Matt Heinz is the President at Heinz Marketing, an agency focused on sales acceleration. Marketing and Sales: Done Well (2015) Do Better (2016) https://t.co/MSphBiTyuD He is also the editor of the sales and marketing blog, Funnelholic.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] Our New Report Reveals The Secrets to Aligning Sales and Marketing
    Today we’re releasing our highly-anticipated report on sales and marketing alignment based on a survey of nearly 1,000 sales and marketing leaders from across industries. According to the survey, more […].
  • CONTENT STANDARD  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] What, How, and When to Measure 3 Key Areas of Your Snapchat Marketing
    Engagement, while not necessarily a direct conversion to sales, is crucial for brand awareness, a top goal of social programs. Impressive numbers stand behind Snapchat: 100 million users, more than 5 billion video views per day, up to 8x higher viewership of Live Stories than similar TV events—the list goes on. Social media ROI problem?
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] The Art of Being a Great Coworker: 13 Ways to Improve Your Work Relationships
    The place where Mark goes to complain to his sales buddy about Steve's work ethic, and Sarah and Emily gather to vent about the suspicious relationship between their two interns over a Dixie cup of the cold stuff. Here's a great post on active listening as it applies to sales, but the tips work just the same in almost any scenario.
  • HINGE MARKETING  |  WEDNESDAY, FEBRUARY 3, 2016
    [Sales] Latest Marketing Trends That Will Grow Your Tech Firm
    They contribute to the development of their firm’s overall brand, increase lead generation, and make it easier to close sales. But whatever the format, content should be educational, useful or entertaining rather than promotional or sales oriented. And so it is with marketing. The solution? Growth through visible expertise.
  • 3D2B  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Do Emotions Matter in B2B Sales?
    Based on this research, it’s probable that anything you can do to make the buying journey more personal and “human,” connecting with an individual’s emotions, will increase the chances of a sale. “ Humans are wired to connect with each other. And we connect with one another by feeling, not thinking. B2B buyers are a rational bunch.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Do You Have 30 Seconds to Help with my New Book?
    It's about making more sales in less time. I need your help! Right now I'm up to my ears writing my newest book. Sound interesting
  • FATHOM  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Why Lead Quotas (and Other Vanity Metrics) are Hindering Your Long Term Growth
    Then, sales or the C-suite asks, if that whitepaper got 100 leads (or 1,000 leads, or 10 leads, whatever they were shooting for), why are sales still flat lining? The answer is because a lead is typically still very much at the top (or top-middle) of the sales funnel. How does this make lead quotas a vanity metric? This is okay.
  • SALES ENGINE  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Using Facebook for B2B Lead Generation
    Specifically with Facebook, I know I’ve tried distributing content in the past, placing ads, and building audience with “Likes” to a page, but have been frustrated when it comes to measuring lead conversions and impact into the sales pipeline. The first rule in content marketing is to distribute content where your target audience is.
  • AVITAGE  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] The Missing Ingredient for Sales Coaching
    There is a generally high desire for sales coaching in B2B selling. To be successful sales people need: Knowledge and information (including sales strategy and process), Skills and techniques, Conversations and messages These inputs enable sale people to know What to do, What to say, How to say it. Why Coach?
  • FATHOM  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Skills for the New Marketer
    Indeed, the majority of marketers say in 3-5 years, they (or their department) will assume the lion’s share of responsibility for end-to-end customer service across the organization, meaning more responsibility than sales and customer service reps themselves , whose roles will proportionally diminish. This Marketer as data scientist.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Miss This One Thing & B2B Marketers Will Never Demonstrate ROI
    They were skeptical of the impact SEO and content marketing could have on actual lead generation, and ultimately sales performance. Sure, we [KoMarketing] have a bias in believing SEO, content marketing, or “inbound marketing” (as they called it), are critical aspects in B2B marketing programs and sales enablement.
  • CMO ESSENTIALS  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Is Account-Based Marketing Ready for Take-Off?
    Old ABM efforts would require lots of human effort in creating customized marketing campaigns for specific accounts, research on said accounts, reporting performance with said accounts, and high sales involvement to follow through with the defined accounts. Like powered flight, account-based marketing has never been a bad idea.
  • ANNUITAS  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Top 5 Mistakes Content Marketers Will Make in 2016
    Years ago when I was working a short stint in B2B sales, I took a course on SPIN Selling, and I still think about the fundamentals of that selling process today. One month into 2016 and I hate kick the year off on a negative note, but there are some mistakes we consistently see from B2Bs as they attempt to execute on their content strategy.
  • ION INTERACTIVE  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] 10 Best Content Marketing Articles to Kick Off 2016
    Content Ideas Every Marketer Should Steal From IBM. “ Your content is your sales opportunity. ” — Andrea Ames, IBM. 9. Now we want to give you some inspiration to take your interactive content strategy and execution to the next level. Visual content is TOTALLY the thing for content marketing. Today’s Forecast? Snap out of it!!
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Break Through on Email with Easy-to-Use KPIs
    Here are some great KPIs to measure the business goals of deeper engagement on my website, elevated content consumption, and an increase in Sales Qualified Leads : Bounce rate:  (# of clicks to the website with a single page view / # visits) – a great measure of the alignment between email and landing page. Be data-cated. Now let’s talk data.
  • LEAD LIAISON  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Mistakes with Marketing Automation – and How to Fix Them
    While marketing automation has become an increasingly popular approach for generating quality leads and driving them through the sales funnel efficiently, it’s not uncommon for marketers to make mistakes in implementing marketing automation tools. Failure to Develop a Documented Strategy. Focusing on Selling Instead of Nurturing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] How to get things done even when you can’t concentrate: Return on Attention
    Sales calls you would usually dread feel as easy as calling to catch up with old friends. Sales calls you would usually dread feel as easy as calling to catch up with old friends. by James Hahn II, {grow} Community Member. Put yourself in 1999. Brian Tracy, Jeffrey Gitomer, Dale Carnegie. For decades this question has haunted me.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] 20 Tremendous Digital Marketing Stats and Facts
    Less than 8% of total B2B product sales are closed directly through the Internet, versus 15% for B2C products. ( The CMO Survey ). 4. Digital marketing budgets continue to rise, often at the expense of offline advertising spend. Image credit: MarketingProfs. combined. Measurement remains problematic. Consumers hate online ads. combined.
  • ACT-ON  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read
    know you probably understand the basic outline of your audience – you know that your most frequent buyer is an HR manager or a sales professional. Another way to understand your buyer is to spend time talking with your sales team. Take a hint from your high unsubscribe rates/low conversion rates and rethink your strategy.
  • HINGE MARKETING  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] AEC Marketing: The Upcoming Elections Demand Change
    The content you produce will help your firm at all stages of the sales cycle, before, during and after the sale is completed. With the Iowa caucuses now behind us, we’re fully entrenched in the volatility between establishment candidates and the party disruptors. The one thing we know for sure, there will be a new president.
  • HALEY MARKETING  |  MONDAY, FEBRUARY 1, 2016
    [Sales] The Ultimate Content Marketer’s Social Sharing Checklist
    Include With Sales Drop-Off. I’ve heard it dozens of times. “I get it.Our company needs to be active on social media. But what should we be doing? Where should we be sharing our blog articles to get the most exposure to the material?”. By nature, your blog and website in general are static entities. Developing a Road Map. The same direction.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 1, 2016
    [Sales] What Slice of Pizza Do You Need?
    You can then leverage your clients during your prospecting and sales process. This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. This increases the need for a quality Discovery Stage within your sales process.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 1, 2016
    [Sales] Here’s a Story: Why Storytelling is Vital to Content Marketing
    This kind of connection will beat a 20% off sale every time. Outdoor retailer REI recently released a new online video, Trail Angel, as part of their ongoing Every Trail Connects series. Using video for storytelling is very different from showcasing your products in a video. It’s also different from customer testimonial videos.
  • B2B LEAD BLOG  |  MONDAY, FEBRUARY 1, 2016
    [Sales] Expert Interview Series: Matt Greener Of App Data Room About the Importance of Up-To-Date Information for Salespeople
    A mobile sales app is good for so much more than just being a virtual shopping cart or receipt. It can also help your sales team be more prepared during the sales pitch, be more organized and be in constant contact. Up-to-date information is important for salespeople for a wide variety of reasons, including the […].
  • ACT-ON  |  MONDAY, FEBRUARY 1, 2016
    [Sales] Use Marketing Automation to Keep Customers and Expand Retention
    This involves finding new prospects, assessing their suitability and fit as a prospective client, scoring their interest, and then handing the next stage of the client acquisition and retention process to the sales function.”. Editor’s note: Marketing automation has long been the crucial game-changer for acquisition marketing.
  • TONY ZAMBITO  |  SUNDAY, JANUARY 31, 2016
    [Sales] How To Lead With Customer-Focused Content
    The overriding concern from many content marketers is on lead and sales conversion.  What we really have here, then, is many organizations are creating content much in the same ways sales and messaging had been created even before the arrival of the Internet.  As a sales pitch.  Or, even worse, as a cold call. by Creative Stall.
  • HUBSPOT  |  SUNDAY, JANUARY 31, 2016
    [Sales] Working Late? Here Are 21 Tips to Make Your Nights More Productive
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Research has shown sleep might be the most important factor influencing our productivity. In fact, not getting enough sleep is similar to being drunk, according to studies. For example, starting a project at 7 p.m. 14) Stand up.
  • HUBSPOT  |  SATURDAY, JANUARY 30, 2016
    [Sales] 7 Powerful Ways to Make Your Emails More Persuasive
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Communication is the lifeblood of sales and marketing. How do you make your sales emails more persuasive? The outreach email is a special breed of writing. Okay, so this isn’t exactly a writing tip.
  • DISCOVERORG  |  FRIDAY, JANUARY 29, 2016
    [Sales] New Ideas for Motivating Your IT Staffing Salespeople
    This should engage both the high- and low-performers, maximizing overall sales for your business. Generational Differences in Sales Motivation. This includes even the most potentially lucrative of sales positions, where the base pay is typically lower and the majority of their financial security depends upon commission.
  • CAPTORA  |  FRIDAY, JANUARY 29, 2016
    [Sales] Funnel Economics: Adding Science to Forecasting
    Through scientific and quantitate analysis, marketing can now expose and control  critical metrics , including sales and revenue targets. By connecting the end goals (new customers and revenue) to what needs to happen in the funnel (leads), you can get the marketing and sales teams fired up about the objectives. No longer.
  • AMPLIFINITY  |  FRIDAY, JANUARY 29, 2016
    [Sales] Why you should break lead assignment rules for a referral program and certain laws for fun
    Don’t get me wrong, lead assignment rules are important for your sales team. Motivate sales to recruit advocates – When you opt to break lead assignment rules in your referral program you add increased motivations for salespeople to recruit advocates. Breaking the rules has never been so rewarding. for your referral program. Questions?
  • SALES INTELLIGENCE VIEW  |  FRIDAY, JANUARY 29, 2016
    [Sales] Account Based Sales Development and the Rise of Predictive Marketing [Guest Post]
    Note: Today’s post is from Matt Amundson, Director of Sales Development at EverString, which allows you to build pipeline and increase customer conversion rates with account-based, full-funnel predictive analytics. They’re also a happy InsideView customer! started from the bottom, and now I’m here. Actually, I started “here”!
  • HUBSPOT  |  FRIDAY, JANUARY 29, 2016
    [Sales] Mobile Payments: Awesome or Overhyped?
    You don’t want to lose a sale just because you only take credit cards and your buyer only uses PayPal. We know that 4.9% of Apple Pay eligible sales were actually paid with Apple Pay during the holiday shopping period of 2014. Instead of growing, only 2.7% of eligible sales were completed through Apple Pay. Ecommerce
  • HALEY MARKETING  |  FRIDAY, JANUARY 29, 2016
    [Sales] What Kind of Print Collateral Does My Staffing Firm Need?
    Collateral has historically been defined as a collection of printed pieces used to support the sales effort for your staffing services. sell sheet with a client focus offers a great way to market your company quickly to potential clients at conferences, as a leave-behind after a sales call, or even to mail alongside a proposal.
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