• JUNTA 42  |  MONDAY, DECEMBER 5, 2016
    [Sales] Not Documenting Your Content Marketing Strategy?  Here’s What to Do About It
    Sure, maybe it’s more political than most because it touches so many groups — sales, demand generation, events, human resources, customer services, finance, etc. If you are a regular reader at Content Marketing Institute, you know how often we talk about the importance of documenting your content marketing strategy. It really is that simple.
  • ACT-ON  |  MONDAY, DECEMBER 5, 2016
    [Sales] B2B Marketing Automation Software for Fast Growing Companies
    Is your tool built for sales or marketers? Is it a sales productivity tool, or is it a demand generation/marketing automation tool? Ask the sales reps and referrals about the time it took from adopting the marketing automation platform to running programs and driving revenue. We want to help. The Future is Now. Tell me how?
  • CONTENT STANDARD  |  SATURDAY, DECEMBER 3, 2016
    [Sales] Did Fake News Reveal a Winning SEO Strategy and Content Marketing Formula?
    Content shouldn’t try to inform, lead into the overall website, drive a lead, and drive a sale at the same time. 2016 has been a crazy year for social media. But considering the other social media storms we’ve seen over the past year, the fake news story is perhaps the least understood. Understanding the Beast. Marketing SEO
  • AGGREGAGE B2B WHITE PAPERS  |  MONDAY, NOVEMBER 28, 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  |  MONDAY, NOVEMBER 28, 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  |  MONDAY, NOVEMBER 28, 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.
  • KAPOST  |  FRIDAY, DECEMBER 2, 2016
    [Sales] How a Content Operation Benefits Front-Line Marketers
    Creative services: I have to assume you’d like to see your amazing designs published on the website, blog, sales collateral, and event booths. As marketers, we’re contending with unprecedented complexity and pressure to deliver results in the digital era. Most marketing departments struggle with teams working in disconnected silos.
  • ACTIVEDEMAND  |  FRIDAY, DECEMBER 2, 2016
    [Sales] Automated Behavioral Segmentation: Personalized in Real Time
    By adding automation, marketers can adapt the visitor’s experience in real time, to help guide their sales journey and ultimately achieve the desired conversion or outcome. Make It Personal Updating your site with new content isn’t enough to successfully drive web sales. Personalizing the content makes this a reality.
  • AKOONU  |  FRIDAY, DECEMBER 2, 2016
    [Sales] Tried and Tested Messaging Validation
    It also affects your Sales team’s ability to bring in revenue. With messaging, there’s a lot at stake. Messaging impacts your Marketing team’s ability to produce the right content and run successful, targeted campaigns. Brand Identity, Positioning, and Messaging
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 2, 2016
    [Sales] How to Automate Your Account-Based Marketing Strategy
    In today’s digitally-empowered world, buyers are developing their own conclusions about your products and services long before they reach out to your sales team. Author: Patrick Groover Marketers are always looking for the next best thing. Audience Management for  Account-Based Marketing . Nimbleness in Building Aggregate Audiences. Acme Co.,
  • ACT-ON  |  FRIDAY, DECEMBER 2, 2016
    [Sales] 6 Things to Consider When Creating Your 2017 Marketing Plan
    Did your sales team make their sales goals? Take some time to have conversations with other teams, especially sales, about how the year went. Does your sales team feel like they were light on leads, or that the leads weren’t properly qualified? Evaluate last year’s successes and failures  . Did you make your lead goals?
  • VIEWPOINT  |  THURSDAY, DECEMBER 1, 2016
    [Sales] The Flavors That "Sales Ready" Leads Come In
    once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. For details on how sales should follow-up on a lead click here. B2B Sales Sales Leads
  • B2B MARKETING INSIDER  |  THURSDAY, DECEMBER 1, 2016
    [Sales] Weekend Reading: “More Sales, Less Time” by Jill Konrath
    So why are books about sales increasingly important to marketers? Due to the changing nature of how your customers buy, there’s a increasingly stronger gravitational pull between marketing and sales. The post Weekend Reading: “More Sales, Less Time” by Jill Konrath appeared first on Marketing Insider Group.
  • BIZIBLE  |  THURSDAY, DECEMBER 1, 2016
    [Sales] Account-Based Marketers Achieve Higher ROI + More Stats [2016 State of Pipeline Marketing Data]
    Below, review the results account-based marketers are seeing in sales and marketing alignment and ROI, as well as their top priorities and how predictive analytics fit into an ABM tech stack. Sales and Marketing Alignment. For the strategy to work well, sales and marketing teams must work together through the entire funnel.
  • LEAD LIAISON  |  THURSDAY, DECEMBER 1, 2016
    [Sales] The Qualities of a Good Salesperson
    If you work in sales, you want to be the best salesperson possible. Then, you’ll need to work on those qualities so you can boost your sales. That is necessary in the sales world. Revenue Generation Blog Sales Sales EfficiencyIn order for that to happen, you have to know the qualities of a good salesperson.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 1, 2016
    [Sales] Pause Your Holiday Playlist. It’s Time for Content Pros!
    By embracing the sales aspect of content and using it as a tool for conscious, immediate conversions, she has repurposed content and made it an active part of the funnel. What Content After the Funnel Really Looks Like Most content marketers’ journey begins and ends with the sales funnel. The holiday season is in full swing.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 1, 2016
    [Sales] 4 Ways to Humanize Marketing to Fit Your Buyer’s Journey
    You want to suck at marketing or sales? That means that both you and your sales team need to have actual conversations with your buyers. Why can’t we approach our marketing and sales the same way? Our sales people do things that don’t scale all the time. So how do you humanize marketing to fit your buyer’s journey?
  • CONTENT STANDARD  |  THURSDAY, DECEMBER 1, 2016
    [Sales] Will Shoppable Tags Be the Next Instagram Marketing Hit?
    Other brands might use hashtags to organize items for sale on their sites. It’s a dilemma the social media networks have yet to solve: how to transform users on Pinterest, Instagram, Twitter, and other platforms into shoppers. Now, with Instagram’s new shoppable tags, Instagram marketing is about to get interesting.
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 1, 2016
    [Sales] 3 Reasons Your B2B Marketing Reports Stink and How to Fix Them
    Many companies aren’t able to report on marketing and sales efforts due to data and process issues. These questions are important, but the answers require massive process consistency in both sales and marketing. Or, maybe a sales rep created a duplicate record for a new deal when the original record had all the marketing intelligence.
  • HALEY MARKETING  |  THURSDAY, DECEMBER 1, 2016
    [Sales] Journey Mapping: What Paths do Staffing Customers Take?
    A “customer journey map” is exactly what it sounds like. It’s a diagram that visually charts a customer’s experience with your staffing service – from developing initial awareness, to engaging with your company, and through building a long-term professional relationship. But it’s far from a straight line.
  • CHIEFMARTECH  |  THURSDAY, DECEMBER 1, 2016
    [Sales] 5 Disruptions to Marketing, Part 1: Digital Transformation
    Digital transformation is much bigger than marketing — it includes sales, service, products, internal operations, and so on. Sales, customer service, billing, and product teams will all have explicit marketing components of what they do — product most of all — which they will manage themselves. give us digital everything.
  • HUBSPOT  |  THURSDAY, DECEMBER 1, 2016
    [Sales] 5 Reasons Why HTTPS Should Be Enabled on Your Website
    If the number is as low as 3% now, before search engines start doing the legwork to label sites as “not secure” before anyone even visits them, you can see how traffic to those sites will suffer a huge blow -- as well as its digital sales revenue. What’s that extra “s” for? But in addition to what it actually means, why is it so important?
  • HUBSPOT  |  THURSDAY, DECEMBER 1, 2016
    [Sales] How to Fix Your Agency's Low Morale Problem
    If you're great at sales and big-picture thinking, but you struggle with operations, you'll probably never become great at operations. As an agency leader, do you have a plan for what you’d do if 30-50% of your employees quit? You might be at risk right now, according to the latest Campaign US survey on agency employee morale. What's working?
  • BRAINSHARK  |  THURSDAY, DECEMBER 1, 2016
    [Sales] The State of Sales Readiness – Top Areas to Watch in 2017 [Infographic]
    As sales organizations gear up for 2017, it’s a great time to reflect on the challenges of the past year and how to correct them moving forward. With that in mind, it’s good for sales and business leaders to understand where sales readiness and enablement trends are headed
  • HALEY MARKETING  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] How to Use Snapchat to Tell the Story Behind Your Next Job Fair
    Million in Annual Sales Class? If you need additional convincing on the benefits of Snapchat, these three resources can serve as supplemental reading: Snapchat reaches 41% of all 18 to 34 year-olds in the United States. Sprite Snapchat campaign reaches 2 million views in 1 day. That much is certain. That can come at a later time.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] The 7 Deadly Sins of Product Demos
    We have all seen how online demos for B2B SaaS products can become terrible hour-long sessions that don’t lead to any interesting conclusion and it might be time to re-evaluate how your own sales reps are handling their own demos. Product Marketing Sales Enablement Uncategorized b2b demos saas sales enablementyrgg4z958.
  • CONTENTLY  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] 36 Case Studies That’ll Help You Understand Content Marketing ROI
    Whether you create content to drive brand awareness, generate leads, or spark a sale, you have a responsibility to show the tangible impact of your investment. eBooks and Guides ROI brand awareness content marketing ROI data leads metrics salesContent marketers are obsessed with tying their work to ROI, and rightfully so.
  • HINGE MARKETING  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] Why Business Development Begins with Your B2B Website
    It can reach and persuade more people in more markets than even the most talented sales team. In the traditional sales and marketing model, people build relationships by interacting on a personal level, and prospects are qualified and nurtured through a series of meetings and presentations. What’s at Stake. What does this mean for you?
  • HINGE MARKETING  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] Why Business Development Begins with Your B2B Website
    It can reach and persuade more people in more markets than even the most talented sales team. In the traditional sales and marketing model, people build relationships by interacting on a personal level, and prospects are qualified and nurtured through a series of meetings and presentations. What’s at Stake. What does this mean for you?
  • CONTENT STANDARD  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] 5 Brands That Are Marketing Smarter with Machine Learning
    In the Financial Post , Fluid’s former CEO Kent Deverell said it best: “Essentially, digital commerce and digital shopping is great at things like price, shopping and convenience, but what it doesn’t have is what you get when you go into a really good retailer, and you talk to a sales associate, and you have a great conversation.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] Three drastic marketing changes ahead for 2017
    Simple means sales. By Mars Dorian, {grow} Contributing Columnist. Since 2017 is about to knock on your screen, it’s important to reflect on your online strategies. Goodbye website. For the longest time, I have believed that your personal website was the most important part of your online presence. The holy grail. Connecting beats creation.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] 10 Examples of Facebook Ads That Actually Work (And Why)
    The code and sale end date are also clear in the ad description. It eliminates one step in the buyer's journey, which ultimately increases sales. One average, Facebook is home to 1.18 billion daily active users -- from CEOs, to students, to companies. So, what does optimized Facebook advertising actually look like? Source: Facebook.
  • ACT-ON  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    This post is part of a series to help B2B organizations understand and implement sales and marketing alignment.  The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. It’s good to include information that shows clearly why the lead is ready for sales.
  • KAPOST  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] 3 Ways Interactive Content Converts New Visitors Into New Leads
    The real plus is learning more about these visitors during the process, allowing you to sort out good leads from great leads, and focusing content and sales efforts more sharply. We all want better lead conversion rates. Can marketers do this at scale as part of their core strategy? Irresistible Calls to Action. Image source: impactbnd.com.
  • BRAINSHARK  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] Want Better Sales Coaching Results? Focus on 3 Sales Fundamentals
  • DISCOVERORG  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Maslow’s Hierarchy for SDR Teams
    But by FAR, the single most important decision we make as sales leaders (or in any aspect of business), is HIRING. It gives me a wicked smart sales team. Team that can understand our product with relative ease and articulate the value of that product to the smart VPs of Sales and Marketing and CEOs that we’re calling on.
  • CONTENTLY  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Infographic: How Tech Has Changed Black Friday
    So while no one should be too surprised about tech driving online sales, it looks like it has the potential to drive in-store sales too. It’s true, tech is changing holiday shopping habits—not just because I skipped Black Friday this year to binge-watch the Gilmore Girls revival on Netflix. Just ask Lorelai from Gilmore Girls.
  • RADIUS  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] The Future of Pipeline Marketing: Trends Marketers Need To Watch For
    Bizible classifies this full-funnel approach as Pipeline marketing , the next evolution of lead generation that focuses on connecting marketing and sales data to enable decision-making and goals based on revenue. In lead generation, 20% of leads are responsible for 80% of sales. Marketing Budgets are Increasing.
  • BIZIBLE  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Bizible Introduces Marketing Measurement & Reporting Solution For Microsoft Dynamics
    Over 250 customers are already using Bizible to confidently make the best marketing decisions that drive sales, including industry leaders like Optimizely, ADP, and The University of Vermont. Today I’m excited to announce that Bizible’s marketing measurement and reporting solution is now available to Microsoft Dynamics customers.
  • INFER  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] ShoreTel Infuses Predictive for More Efficient Demand Gen
    Every Infer customer we talk with seems to share a new best practice that can benefit the entire sales and marketing community. All we can do to meet our number is drive efficiency, and we have been successful at that thanks in part to Infer’s predictive sales and marketing platform. Describe your company’s demand gen workflows.
  • VIDYARD  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Study: Video Marketing Most Effective When Measured with Advanced Analytics
    However, marketing remains the primary user at 86%, followed by internal communications (19%), sales teams (15%), executive teams (11%), support teams (11%), human resources (8%) and others (11%). Organizations embracing video as part of account-based marketing and personalization strategies. Video expanding beyond marketing departments.
  • HG DATA  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Technically Speaking: An Interview with Demand Generation Marketing Expert & Toltec Global Services CEO Jeff Elias
    In an effort to grow our contact rate, I developed a two-stage model comprised of an overseas team, whose sole responsibility was to validate prospect data before it hit sales to ensure we were targeting the right customers. Are there certain characteristics you seek out when building a sales team? Here’s what he had to say. You don’t.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Better Social Selling, an Interview with Jill Rowley
    Thanks for having me today, I’m excited about the discussion. I say I’m a sales professional trapped in a marketer’s body. The reason is, of the 13 years that I was in software sales, I sold into marketing for 10 of those years. The mandate for most sales organizations is, make more calls, send more emails.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] 3 Marketing Operations Mistakes That Will Break Your Sales and Marketing Alignment
    On the marketing operations team, we get asked these questions often by the demand generation and sales teams. Lead management is a critical piece to effective sales and marketing alignment , and without proper planning and execution, leads cannot move smoothly through the funnel. Align scoring with sales efficiency and incentives. 
  • VIEWPOINT  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Dear CEO: The Era of Accountability Starts in 2017
    While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota. Sales is mad. Lead Generation Sales Leads
  • HALEY MARKETING  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] Sales Challenges in the Staffing Industry: Appointments, Orders and Approval Status
    Staffing Industry Sales: How Do Sales Reps Spend Their Time? Let’s take a look at the next few questions from the sales portion of our survey. Q1: “Where do you most often start the sales process with a new prospect?”” ” Q2: “How would you rate the effectiveness of the following sales methods?”
  • ACT-ON  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] 13 Customer Loyalty Best Practices for B2B Companies
    But please, think post-sales, too. Marketers are often laser-focused on one thing: Get new customers. It ends up being such a focus that any other part of the customer lifecycle gets second-shrift. This can cause a bit of tension, as most of us know keeping customers is nearly as important as getting them in the first place. Build your brand.
  • WEBBIQUITY  |  TUESDAY, NOVEMBER 29, 2016
    [Sales] 7 Common Myths About Big Data
    In truth, it isn’t your IT people who are likely to benefit most from big data, but rather  your sales, marketing and logistics staff. Guest post by Michael Ryan. Unsurprisingly, more than a few myths have arisen as a result. Here are just seven of the many misconceptions to have sprung up around big data in the last few years. 1.
  • CONTENTLY  |  MONDAY, NOVEMBER 28, 2016
    [Sales] How to Become a Marketing Guru, in 8 Steps
    Sales enablement. Get a goofy hairstyle. When it comes to style, gurus are basically soccer stars. Side note: Thank you William Kulp for inspiring this idea. Your comment is the only good thing on LinkedIn I’ve ever read.). Note that it doesn’t have to be a particularly complex hairstyle. But holy hell does it work. ”).
  • COMPUTER MARKET RESEARCH  |  MONDAY, NOVEMBER 28, 2016
    [Sales] 6 Rules that need to be in your Sales and Marketing Channel Program
    6 Steps that Bring Clarity to Channel Sales and Marketing Programs. Obscurity: The number one reason why vendors’ channel sales and marketing programs fail. In order for sales and marketing programs to become successful, auditors must know the exact timeframe of when to associate partner sales and performance with a designed incentive.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Sales Compensation Planning for 2017
    Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals?
  • FEARLESS COMPETITOR  |  MONDAY, NOVEMBER 28, 2016
    [Sales] How to hire your next marketing leader
    Marketing trumps Sales today — your CMO is a more important hire than your new VP of Sales. The purpose of Marketing is this: To help Sales sell by filling sales funnels with quality sales leads. Empowerment of sales to give the right messages to the right executives at the right time. Why not? Tweet.
  • KAPOST  |  MONDAY, NOVEMBER 28, 2016
    [Sales] The Right Content, the Right Buyer, the Right Time
    Sales asset management technology  sends recommended content assets to a salesperson for a specific customer, based on that customer’s CRM data. The three examples above—web, email, and sales channels—are all operated by different teams using different tools. It’s articulated so often across the B2B landscape, and for good reason.
  • VIDYARD  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Big Bang, Small Budget: How Scrappy Startup Videos Changed the Game for #FlipMyFunnel
    Every person on your sales team probably has a camera on their smartphone sitting in their pocket or purse. Any department in your funnel – marketing or sales – can use these assets effectively. Oh, and as an added bonus, you have very little budget to make it happen. Sound familiar? Startup Videos Don’t Have to be Perfect.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Solving the Multi-channel Conundrum: How to Leverage Your Marketing Data for Success
    Dealing with data silos Another issue with big data is that it can end up in different departmental silos - the sales database, the customer service database, the marketing database… There is near universal consensus that this is holding us back. Who are you really marketing to? which can result in duplicate or inaccurate data inputs.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 28, 2016
    [Sales] 4 Life Lessons I Learned (So Far) From a Career in B2B Sales
    She is a classically trained concert pianist who insists that she’s not in sales (despite selling $3.5 It got me thinking about how what I’ve learned as a salesperson translates to my everyday life, and also served as a great reminder of how I’ve only begun to scratch the surface of sales and industry expertise. Sales b2b
  • CONTENT STANDARD  |  MONDAY, NOVEMBER 28, 2016
    [Sales] For Holiday Mobile Marketing Success, Think Year-Round
    If shoppers think you’re closed when you’re actually open, you’ve lost a potential sale. 3. Now here’s a Grinch-like statement: if you’re just now starting your holiday mobile marketing plans, it’s already too late. By now, marketers understand that digital marketing is important for holiday shopping.
  • FEARLESS COMPETITOR  |  MONDAY, NOVEMBER 28, 2016
    [Sales] The Best White Paper on B2B Demand Generation Ever Written!
    It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers. wrote this a long time ago, and my web site is no longer active.  Sorry.
  • KEO MARKETING  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Four Tactics for Better Lead Nurturing
    The ability to deliver content based on a customer’s interaction with your emails delivers more qualified prospects to your sales force and thereby increases your conversion rates. It is about moving the prospects incrementally through the sales funnel from one stage of qualification to the next. Collaborate with the Sales People.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Your marketing strategy is not a decision. It’s decided for you
    For example, Chevy has been running comparison ads against the market leader in truck sales, Ford. Are your competitors killing each other with discounts and aggressive sales strategies (like car dealers), or is there a country club-like atmosphere where each company has found a way to co-exist (like dentists)? First, indeed it works!
  • HUBSPOT  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Traveling Teddy Bears, Reckless Cats, and Lots of Butter: 10 of the Best Ads from November
    The days are getting shorter, the air is getting colder, and the airwaves are awash with holiday spirit (and sales!). This ad promoting Lexus' December sales event finds two mischievous parents cheating the system by forging a note to Santa in their young son's handwriting. When she spots a drowning sailor, her mind runs wild.
  • EARNEST ABOUT B2B  |  MONDAY, NOVEMBER 28, 2016
    [Sales] This is the week that was in B2B: trendwatching, awards and LifeAfter
    And two shiny Winner awards for our work with Vodafone – Best use of content marketing and Best integration of Sales and Marketing. From Black Friday to black-out London, the JAMs (Just About Managing) to giant sinkholes, last week had it all. Here are the highlights from the world of B2B and beyond…. Trendwatcher of the week. Worth a read.
  • BRAINSHARK  |  MONDAY, NOVEMBER 28, 2016
    [Sales] Looking Forward: 3 Sales Enablement Trends That Will Dominate in 2017
  • JUNTA 42  |  SATURDAY, NOVEMBER 26, 2016
    [Sales] This Week in Content Marketing: What Does Fake News Mean for Content Marketing?
    Robert was encouraged to see “content experiences” among the factors influencing loyalty, while I see a big question being raised by the results: How can marketers create a big experience after the sale?    . 2.    Sponsor (36:16). PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher.
  • HUBSPOT  |  FRIDAY, NOVEMBER 25, 2016
    [Sales] 7 Marketing Automation Mistakes You Can't Afford to Make
    In other words, marketers are creating and automating various types of content with the goal of actively attracting, qualifying, and moving prospects through the sales funnel towards a purchase. The Solution: Use a “ smarketing ” approach, and make your marketing automation work for sales reps as well. What Is Marketing Automation?
  • ACT-ON  |  FRIDAY, NOVEMBER 25, 2016
    [Sales] Resources for Marketing Agencies: How to Keep Current in Times of Constant Change
    They’re owned by  MECLABS , a research and training company that helps businesses optimize their sales and marketing technology and resources. What’s your wake-up routine? hear tell of some folks who still do this (back on the farm), but for me, it’s almost quaint to think about. Is there anyone out there still doing that? MarketingSherpa.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, NOVEMBER 24, 2016
    [Sales] Pega Customer Decision Hub Offers High-End Customer Journey Orchestration
    Pega positions Customer Decision Hub as part of its core platform, which supports applications for marketing, sales automation, customer service, and operations. My previous posts about Journey Orchestration Engines (JOEs) have all pointed to new products. But some older systems qualify as well. As I say, this isn’t a system for everyone.
  • HUBSPOT  |  THURSDAY, NOVEMBER 24, 2016
    [Sales] 5 Ways to Explain Inbound Marketing to Your Family This Thanksgiving
    Sending unnurtured leads to sales is like giving an unbaked pumpkin pie to your guests. Nurturing leads before sales contacts them works in the same way. When Thanksgiving rolls around, there are a few questions that we don't exactly look forward to hearing. When are you getting married?" When am I getting grandchildren?" In the U.S.,
  • KAPOST  |  WEDNESDAY, NOVEMBER 23, 2016
    [Sales] How to Build a Full-Funnel Content Distribution Strategy
    Without a clear understanding of the content needs at each stage in the sales funnel—top, middle, and bottom—it’s super challenging to pinpoint what exactly about your content does or doesn’t resonates with customers, or how your internal teams can get it to them in a timely way. How are you targeting sales enablement here?
  • OPENTOPIC  |  WEDNESDAY, NOVEMBER 23, 2016
    [Sales] How Predictive AI Will Change Shopping
    As you grab your keys, you hear a voice from the device on your coffee table: “It looks like you’ll use the last of your milk tomorrow, and yogurt is on sale for $1.19. Imagine you’re about to leave the house to pick up your kids. Would you like to pick up an order from Trader Joe’s, for a total. Marketing - eCommerc
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 23, 2016
    [Sales] Be Thankful for Account-based Marketing this Holiday Season
    In 2016, we saw more than 70% of B2B companies driving ABM programs to align their sales and marketing efforts, improve customer experiences, and accelerate their revenue gains." Marketing Sales Alignment. These are the ones that sales has indicated are more likely to buy. Revenue. Customer Experience.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, NOVEMBER 23, 2016
    [Sales] Adapting To The NEW Consumer With Better Analytics
    While your customer may not have seemingly changed, a NEW consumer has been shaped and molded by online channels, marketing, and sales. Big Data and Analytics customer acquisition Marketing Strategy Social Media and Sales analytics Brooke B. By Brooke B. Sellas, {grow} Contributing Columnist. The insights are not necessarily NEW.
  • 3D2B  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] How to Build Rapport on a B2B Sales Call
    For you, it’s the difference between a successful B2B sales call and a hang up. This seven-step blueprint will help you open your next B2B sales call on just the right note and build rapport rapidly: . Seven seconds. That’s how quickly busy executives can form an impression about you and the reason for your call. Is that right?
  • BIZIBLE  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Why Conversion Is More Important Than Traffic for Generating Sales
    More conversions almost always lead to more sales, while more traffic doesn’t necessarily increase sales. Profitworks provides SEO and conversion optimization services and they see time and time again with their clients that increases in conversion lead to an immediate increase in sales. Look Familiar?
  • BULLDOG SOLUTIONS  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] SDTechX Recap: Brick by Brick
    This was most evident in one of the last sessions of the event, The Fireside Chat: What’s Fueling the Marketing and Sales Technology Market? Project Management , Sales and Marketing OperationsLast week, SiriusDecisions held its second annual Tech Exchange (SDTechX) in downtown Austin. It was even compared to a giant game of Jenga.
  • THE POINT  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Which Comes First: Lead Nurturing or Inside Sales?
    For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales? Do you agree?”. appeared first on The Point.
  • FATHOM  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] What is Advanced Geo-Fencing Display and Why You Should Use It?
    You have a weekend sale going on and there are several other men’s clothing retailers also at the shopping mall. Advanced geo-fencing is not the same as geo-targeting…not even close. What is geo-targeting? Well then, what is advanced geo-fencing? So, what’s the big deal? Well yes, but that’s not all! Think about it…and give it a try!
  • SCRIBBLELIVE  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Are One-Off Requests from Sales Impacting Your Content Marketing Strategy?
    As a result, content marketing is heavily relied on by many different departments for a multitude of requests and projects – but especially by the sales team. Content marketers, how many times have you fielded these questions from the sales team? The post Are One-Off Requests from Sales Impacting Your Content Marketing Strategy?
  • HUBSPOT  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] 7 Blogging Bloopers Your Business Will Want to Avoid
    Your reader’s time is valuable, and they’ll appreciate it being treated as such. 5) Sales-speak overload. Even if you’re writing a bottom of funnel blog that describes your offering in detail, try to frame it as a solution instead of a direct sales pitch. Typos are one of the biggest – and most unforgivable – blogging mistakes.
  • CONTENTLY  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Webinar: How to Leverage Content Across the Enterprise
    Sales uses content to build relationships with prospects. Brands Webinar content-enabled enterprise culture of content HR PR sales squadsMarketing analyst Rebecca Lieb likes to say, “Content is the atomic particle of marketing.” Now, we’re seeing other departments following this lead.
  • INFER  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Inbound Marketing, AI and the Future of Stack Interaction [Podcast]
    We take an introspective look at Jon’s scientific approach to marketing, why ABM isn’t all that new, and how he uses predictive analytics to make the Hubspot sales team more productive and efficient. Episode Breakdown: How to manage high touch sales motion vs. low touch. Love what you hear?
  • SNAPAPP  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] 51 Essential Email Marketing Tips to Help Marketing Automation
    Treat them like VIPs and give them special benefits such as advanced access to new products or sales. Holding a sale? Reward your best customers with special discounts, first looks at new products, and early access to sales and promotions. 51 Tips for better email marketing using marketing automation tools. 1. Mix Up Your Style.
  • THE ROI GUY  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Webinar: The Value of “Move the Needle”
    Featuring: Thomas Pisello, Alinean CEO / The ROI Guy Thursday, January 19, 2017 11:00 am, EST Today’s buyer doesn’t want a sales pitch. But this is easier said than done: Are your sales reps empowered to engage earlier and have poignant financial discussions you’re your prospects? MTID=e03d1fa27e6f93c3bb7df6f464f780591
  • CONTENT STANDARD  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] What Does Your Amygdala Have to Do with SEO Strategy?
    People get very excited about social, because it’s ‘hip,’ but search drives the majority of traffic and sales.” By diving into the inner workings of your reader’s mind, you can optimize your content to be digested (and connected to) in a way that fits their natural mental processes—and ultimately drive sales.
  • HALEY MARKETING  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] Staffing Industry Sales: How Do Account Reps Spend their Time?
    Earlier this year,  we surveyed over 500 staffing professionals to answer one simple question: In recruiting, sales and marketing, what works best? In this post, we switch focus from recruiting to sales. The Data: How Sales Reps Spend Their Time. Tips for Working Smarter – Not Harder – in Staffing Sales.
  • ACT-ON  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] 7 Promotion Tactics to Get Your Content Seen
    How well aligned the content you’re promoting is with your strategy and sales funnel. There’s a terrible truth about content: Most of it will never be seen. And they don’t: Witness the single-digit average organic reach for Facebook posts. Or how the average click-through rate for emails is barely 2%. It’s a downer, to be sure. Their trick?
  • BRAINSHARK  |  TUESDAY, NOVEMBER 22, 2016
    [Sales] 28 Inspirational Sales Quotes from Anthony Iannarino’s “The Only Sales Guide You’ll Ever Need”
  • GREAT B2B MARKETING  |  MONDAY, NOVEMBER 21, 2016
    [Sales] In B2B Marketing, the CFO May Be Your Most Important Customer
    Many B2B marketing managers believe that their primary customer is the Sales VP, or perhaps the end-customer, or even the […]. B2B Marketing Marketing Budget
  • HG DATA  |  MONDAY, NOVEMBER 21, 2016
    [Sales] No Stones for Wells Fargo – Sales Professionals Heal Thyself
    But before we swing into our saddles and gallop off on our high horses, we should all consider our own sins and some of the pressure-cooker sales environments that have pushed us over the lines of propriety. In truth, the actual sins are the norm, not the exception in sales. That’s why I’m not gathering stones to toss at Wells Fargo.
  • OPENTOPIC  |  MONDAY, NOVEMBER 21, 2016
    [Sales] How Predictive AI Will Change Shopping
    As you grab your keys, you hear a voice from the device on your coffee table: “It looks like you’ll use the last of your milk tomorrow, and yogurt is on sale for $1.19. Imagine you’re about to leave the house to pick up your kids. Would you like to pick up an order from Trader Joe’s, for a total. Marketing - eCommerc
  • LEANDATA  |  MONDAY, NOVEMBER 21, 2016
    [Sales] DIY Account-Based Plays in Three Easy Steps
    But the same setups/flows/logic should be broadly applicable to most marketing automation platforms, or even your favorite sales acceleration/cadence tools. Our play for the sales operations buyer persona went like this: Standard marketing email featuring a datasheet. Account-Based Sales & Marketing LeanData Sales Operations
  • OPENTOPIC  |  MONDAY, NOVEMBER 21, 2016
    [Sales] How To Nurture Your Leads For Maximum Conversion Rate
    “79% of marketing leads never convert into sales. It’s not unusual to hear, “Content is king.” ” Well, that is true to some extent… Sitting comfortably on the content throne is however, almost pointless if you don’t convert your hard-earned website visitors into paying customers!
  • SNAPAPP  |  MONDAY, NOVEMBER 21, 2016
    [Sales] We All Have a Different Thanksgiving Persona – Which Is Yours?
    Who’s here with the consumer mind eyeing next-day sales? Whether you’re traveling far, hitting the scheduled stress and condensed bustle in airport lines, or staying local and arriving to your destination with glass food containers and pies stacking your arms, there’s a shared communal experience in the Thanksgiving tradition.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 21, 2016
    [Sales] Build Your 2017 Pipeline NOW!
    At this time of year it is not unusual for salespeople and sales managers to simply focused on closing business to achieve their yearly objectives, maximize their compensation plans and unfortunately drain their pipelines.  January can be a good month with leftover sales opportunities but many sales teams face a weak February/March.
  • LEAD LIAISON  |  MONDAY, NOVEMBER 21, 2016
    [Sales] Lead Liaison and Citrix’ GoToWebinar Join Forces
    would definitely recommend Lead Liaison to any business that has marketing and sales needs. It is so essential to have a single platform where you can manage all of your marketing communication, all of your content creation, get reports for your ROI, and align your marketing and sales team better. ”. About Citrix. About Lead Liaison.
  • CONTENT STANDARD  |  MONDAY, NOVEMBER 21, 2016
    [Sales] How to Measure the ROI of Account-Based Marketing
    You’ve got management on your side. You’ve got an infrastructure in place. But you’re also up against a ticking clock: when account-based marketing (ABM) gets the green light, it only has so long to prove its value. You can’t blame leadership for giving marketers a short leash. Making the Numbers Argument. Marketing ROI
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, NOVEMBER 21, 2016
    [Sales] What is the role of content marketing in an ad-free world?
    Our internal quarterly and annual goals are based on higher and higher sales objectives. By Mark Schaefer. Here’s the current state of my advertising consumption. subscribe to digital versions of The New York Times ,  The Wall Street Journal and my local paper. have not seen a newspaper ad in five years. Maybe longer. No more malware.
  • VIDYARD  |  MONDAY, NOVEMBER 21, 2016
    [Sales] Why the Video Platform Reigns as the Best of Internal Communications Tools
    You don’t have a direct line to bringing in sales and increasing profits or building product lines. If you’re on an internal communications team, you’ve probably felt at some point that you’re in a bit of a thankless job. But employees are too busy for you and your messages! But why? But are you using video? But how do you do it? Let us know!
  • VIDYARD  |  MONDAY, NOVEMBER 21, 2016
    [Sales] Why the Video Platform Reigns as the Best of Internal Communications Tools
    You don’t have a direct line to bringing in sales and increasing profits or building product lines. If you’re on an internal communications team, you’ve probably felt at some point that you’re in a bit of a thankless job. But employees are too busy for you and your messages! But why? But are you using video? But how do you do it? Let us know!
  • ACT-ON  |  MONDAY, NOVEMBER 21, 2016
    [Sales] Herding cats? The Hidden Costs of Multiple Marketing Tools
    How do you reconcile the data different tools produce, so that you can accurately visualize where a lead is in the sales cycle? How can you share that information with sales accurately, automatically? To do this, marketers must have a very clear idea of how sales recognizes and defines a qualified lead. That’s the good news.
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