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  • MANHATTAN MARKETING MAVEN  |  FRIDAY, SEPTEMBER 21, 2012
    [Sales] The Coming Battle Over Social CRM
    Their sales guys are hawking end-to-end solutions that integrate social participants into a larger CRM universe.  They intend to help brands figure out who their fans are, what they really care about and develop personalized ways to engage them that lead to sales, advocacy and measurable ROI.  
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 23, 2013
    [Sales] 8 Steps To Build A Content Hub That Converts [Slides]
    Conversion: define the processes that will pull your visitors into an active relationship that converts down the sales funnel. 'Today’s B2B buyer is overwhelmed with more information than they could ever consume. The last thing they want is to read your product-centric content. Once the video is ready, I will post that too.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 10, 2014
    [Sales] It’s Not BBQ This Time – Food for Thought from Austin, Texas (Courtesy of Marketo Roadshow)
    'No matter what vertical you’re in, it seems like everyone in sales and marketing is talking about beating out the “noise.” Marketo is talking about it too. Find Marketo’s Roadshow in your city this summer to learn about marketing best practices.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 3, 2013
    [Sales] Marketing Automation—Three Success Tips from John D. Rockefeller
    We can control these stages and ensure that every MQL that is passed to the sales team meets a specific standard and level of expectation.  A higher level of sales and marketing alignment—as well as a higher level of trust—will be created. We need to watch the behavior of our prospects and get feedback from our sales teams. 
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, NOVEMBER 16, 2009
    [Sales] Surprising research shows high social media involvement from B2B
    recommend spending time with this survey, but here are some highlights that caught my attention: B2B (defined as companies with >2/3 sales to other companies) actually show as much, or more, involvement in social media as counterparts in B2C. In fact, it appears that by percentage,  B2B is ahead of B2C in some key categories.
  • LOOPFUSE  |  MONDAY, NOVEMBER 14, 2011
    [Sales] Turn your product into your marketing with LoopFuse Custom Events
    Now both marketing and sales have visibility into what their end-users are doing, or in some cases not doing, in real-time. Using scoring rules such as this can quickly identify a prospect that is actively using the service to the sales team. This last weekend marked the release of LoopFuse v3.34.  Custom Events Explained.
  • LOOPFUSE  |  MONDAY, FEBRUARY 22, 2010
    [Sales] Summary of 5 Ways Marketing Automation Provides Job Security for.
    Download a free copy of 5 Ways Marketing Automation Provides Job Security for Marketers Tweet this Blog Post Tags: Job Security , Marketing Automation This entry was posted on Monday, February 22nd, 2010 at 5:30 pm and is filed under Customer Acquisition , Marketing , Marketing Automation , Sales. Leave a Reply Click here to cancel reply.
  • SMASHMOUTH MARKETING  |  TUESDAY, JUNE 1, 2010
    [Sales] Can Your B2B Appointment Setting Team Stand the Heat?
    Chances are, there is someone on that lukewarm team who is ready to move on to the next part of their sales career, and they're begging you (sometimes without even knowing) to let them go. So, for a few days last week in Boston and her surrounding suburbs, it was extremely hot. I'm not talking "spring time" hot, like in the upper 70's.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 25, 2010
    [Sales] Oracle Buys Market2Lead Intellectual Assets
    If there's a single major distinction between the two types of systems, it's the heavy reliance of B2B marketing automation on sales automation data, which in practical terms means reliance on Salesforce.com. Oracle tersely announced today that it had purchased the intellectual assets of demand generation vendor Market2Lead.
  • SMASHMOUTH MARKETING  |  TUESDAY, MAY 25, 2010
    [Sales] B2B Appointment Setting Experts Getting LOST?
    Excitement - Nothing builds momentum in appointment setting and inside sales like "excitement." If you're like me, last night you spent over four hours consumed with watching the finale to the television series LOST. It got me thinking, though -- is there a way that this relates to appointment setting ? Naturally it does. My reps' No.
  • MARKETING EDGE  |  MONDAY, MARCH 22, 2010
    [Sales] Wichita Tweet Up Covers Consumers As Marketers Topic
    Tom Shaw writer of the Marketing Executive blog estimates that if 50% of the 500,000 fans bring one person who buys a meal and a drink, it will generate up to $5 million in sales. I attended a Tweet up last week in Wichita, KS on our way down to South by Southwest. Wichita Tweet Up Mobile Apps and SxSw. Give a listen to the video.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 3, 2012
    [Sales] B2B Lead Generation vs B2B Advertising: What You Need to Know
    These are contacts or inquiries, not sales leads, but in keeping with the terminology publishers use, we will refer to this as lead generation here. Among paid media and advertising tactics, lead generation programs like content syndication are a key source of leads for B2B marketers, especially in the enterprise technology space.
  • HINGE MARKETING  |  MONDAY, DECEMBER 30, 2013
    [Sales] Top 10 Professional Services Marketing Blog Posts For 2013
    Closing the Sale: 5 Things Every Professional Services Marketer Should Know. Sales and marketing are distinct entities, to be sure. However, the two go hand-in-hand and when they work in tandem, the sales process and actually closing the sale can become much simpler. As you can see, it has been an exciting year.
  • MARKETING ACTION  |  TUESDAY, AUGUST 19, 2014
    [Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
    For another example in a completely different vertical market, the Bradley Corporation case study shows how a manufacturer uses Act-On to shorten the sales cycle and improve email open rates. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore.
  • B2BMARKETINGSMARTS  |  WEDNESDAY, OCTOBER 27, 2010
    [Sales] Two more ways to keep the camels out of B2B marketing.
    To help keep the CEO, sales manager, or product manager happy, many of my clients compromise the practices they use their B2B marketing programs. It basically addresses the differences between a sales-oriented and market-oriented organization. The question was: “Your biggest marketing challenge is _?&#. Survey Customers.
  • INBOUND SALES NETWORK  |  FRIDAY, JULY 20, 2012
    [Sales] Do Your Lead Generation Programs Dictate Action Or Empower Change?
    Ten years ago, sales people, and even marketing messages, were all about dictating to prospects what they should do and think. However, when you look at most company’s sales and lead generation programs, everything is very linear and structured - so forced. This is quite often the transition point to sales opportunity.
  • HUBSPOT  |  FRIDAY, JUNE 28, 2013
    [Sales] 30-Day Challenge: 8 Little Changes to Your Marketing That'll Make a Big Impact
    Marketers are typically pretty closely aligned with their sales organization -- or at least they strive to be -- but its easy to forget about leads once they become customers. It''s an invaluable source of feedback that can help you make better Marketing and Sales decisions. 5) Sit on a Sales Call. So, I''m blogging about it.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 21, 2010
    [Sales] Augmented Reality For B2B Marketing in 2011? | B2B Marketing Insider
    Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy December 21, 2010 4 Subscribe Augmented Reality For B2B Marketing in 2011? Whoa – quite a mouthful! Virality. Content.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 28, 2010
    [Sales] How To Focus On Your Marketing Plan
    have used sales pipeline return on marketing spend. If you use your CRM system to track marketing activities from inquiry to close, then you know how many opportunities you have created and how much sales pipeline that has generated. Total And while we all try to avoid these topics, the best way to deal with them is straight on.
  • E-QUIP  |  MONDAY, AUGUST 20, 2012
    [Sales] E-Quip Blog: Cold Calling or Offering Value?
    Of course, theres a well-rehearsed sales pitch, and usually pressure to make a quick decision. In our business, obviously, were not trying to make a sale over the phone, only to make an appointment. Dont try to schedule a sales call without it! Sound better than the typical introductory sales call? How is this so? 12 PM.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 25, 2013
    [Sales] B2B Search Engine Marketing & Marketing Automation: An Interview with Marketo’s Jon Miller
    Generate more leads, generate better leads, and improve the rate to which lead opportunities turn into closed wins for the sales teams. Companies can expect three core benefits: more pipeline, more productive sales reps, and higher revenue. Furthermore, and increase sales productivity by an average of 4%. and 6.9% Awesome!
  • FATHOM  |  MONDAY, APRIL 29, 2013
    [Sales] The Efficiency of Marketing Automation
    Speaking of lead quality, another obvious sign of efficiency is the ratio of quality leads that marketing delivers to sales.… 'You may have heard about the power of marketing automation to increase efficiency, but how, exactly does this happen? Marketing Automation/Email Marketing marketing automation efficiency Marketo
  • SAZBEAN  |  MONDAY, AUGUST 16, 2010
    [Sales] Choosing the Right KPIs for Your Business
    Or help people who are selling their house get more value out of the sale. I’m often asked what KPIs (key performance indicators) are the most important for understanding how a business is doing online. My answer is always “It depends.&#  There’s not a set of KPIs that works for every business. Understand Your Business.
  • PHOENIX RISING  |  TUESDAY, APRIL 6, 2010
    [Sales] The Plan was a Success but the Business Died
      When I was first working as a sales rep for computing systems, I was over quota, always. Whether it's in our personal or business lives, we often just plain need to change our plans to be successful. The question is, do we alter our course, or do we just keep going according to plan? Once I dug in, I wouldn't let go. 
  • PHOENIX RISING  |  WEDNESDAY, JANUARY 20, 2010
    [Sales] Keepers of the Truth
      Ask yourself- when was the last time you made a decision based on real-world audience input, instead of the opinions of your executive team, or that engineering manager or sales leader? Reality comes from our markets, not ourselves. seek customer, prospect and partner feedback before I ever begin to brainstorm a strategy. 
  • BUSINESS GROWTH DEVELOPMENT  |  FRIDAY, AUGUST 24, 2012
    [Sales] Never Cold Call Again Review
    Hello fellow sales professional, You’ve probably been looking for a review of Frank Rumbauskas Never Cold Call Again System  and you’re either based in the UK and wondering if this American has anything useful to offer (of just hot air) or you’re a US resident looking for a professional opinion about the product before you buy.
  • BUSINESS GROWTH DEVELOPMENT  |  FRIDAY, DECEMBER 2, 2011
    [Sales] Property Market Predictions for 2012-2016
    The transaction surge is good news for the property market, as it has seen extremely low sales levels during the recent economic turmoil. Figures from HM Revenue & Customs revealed that sales for 2011 were down 5% compared with 2010. However, house prices are also predicted to rise by 4.5% in 2013-14. in 2013-2014. Business
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, JUNE 20, 2011
    [Sales] People Die But Stories Live On
    Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. Les may have gone, but his stories will live on. You see, Les for all his faults was a real character and lived life to the full and then some.
  • EB2BLEADS  |  MONDAY, APRIL 18, 2011
    [Sales] Low Friction Brand Awareness Strategy
    Historically there have only been a few ways that a business could gain traction in a market using either a sales or marketing led approach. The status quo in business, especially sales and marketing is breaking down because people are free to talk, share and develop their own ideas. Begged your way trough. Bought your way in.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 17, 2012
    [Sales] The Marketing Skills Gap is Very Real
    According our just released 2012 Marketing Skills Gap, 75% of marketers say their lack of skills is impacting revenue in some way, and 74% say its contributing to misalignment between the marketing and sales teams. by Christina Pappas | Tweet this Marketing might be in my blood. There’s a lesson here: The marketing skills gap is very real.
  • FOLLOW THE LEAD  |  THURSDAY, JANUARY 17, 2013
    [Sales] The power of direct-line prospecting
    Most sales representatives prefer to call prospects’ direct phone numbers, but sales expert Ted Martin says that relatively few reps have any idea how to get those digits. That’s the focus of a new article Martin wrote for ZoomInsights. To demonstrate … Continue reading →
  • HUBSPOT  |  TUESDAY, MAY 24, 2011
    [Sales] A Small Business Marketer's Guide to Group Deal Sites
    Although you don't pay them anything, group deal sites take a cut of the sales. That said, recognize that the trade-off is a portion of the sales, and it's exactly small. Yes, you'll experience a surge in sales, but will the buy-in be worth it? You have to be prepared for a surge in sales. What Are Group Deal Sites?
  • VOICE-BASED MARKETING  |  FRIDAY, NOVEMBER 15, 2013
    [Sales] Decreasing Shopping Cart Abandonment With Click-to-Calls
    increase in seven-day attributable sales. phone number with an IVR is great for day-to-day calls from other parts of the website, but when a customer is at the checkout stage, the possibility of the sale hangs in the balance. As it turned out, the emails were successful: in 2012 the abandoned cart emails saw a 43.0%
  • HINGE MARKETING  |  WEDNESDAY, MAY 14, 2014
    [Sales] 3 Things to Consider Before Gating Your B2B Content
    Of course, it would be useful for your sales team to know what specific problems that person encounters in their current position or to have their phone number and address on file. For more information on using content marketing for different stages of the sales cycle, check out our free Content Marketing Guide for Professional Services.
  • STORIES THAT SELL  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] Customer Case Studies: More Effective, Loss Costly
    In a 2011 survey by TechValidate , 126 B2B marketing and sales professionals weighed in on their challenges and strategies for content marketing. Case studies (written) came in next to last, with sales presentations as the only piece of collateral that was considered less costly. Conclusion.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 5, 2013
    [Sales] Are You Comfortable Telling Your Boss The Truth?
    The collective attitude of a sales company can be extremely contagious. If someone asked you a tough question that put you on the spot, would you tell the truth if your beliefs were contrary to your bosses beliefs? Tough one, right? wouldn't necessarily describe myself as the type that is a big fan of rattling cages.
  • SAVVY B2B MARKETING  |  FRIDAY, APRIL 15, 2011
    [Sales] Weekly Wrap Up - April 15
    You'll stop wondering after reading how these three blogs have driven site traffic, downloads, and sales opportunities. In the two years since we started Savvy B2B, we have always enjoyed compiling the weekly wrap up. So much bloggy goodness! This week is no exception. Have another favorite post from the week? Let us know in the comments.
  • SAVVY B2B MARKETING  |  FRIDAY, OCTOBER 15, 2010
    [Sales] Savvy Week in Review - Oct 15
    by @ardath421 Think your sales and marketing teams are in lockstep? How can the leaves already be turning?! If like us you feel as though the days are whipping by, sit back, relax, and soak in these great reads. We promise they're worth your time! Are You Defining Now or the Future? Should we stop marketing to the CIO? FUN ALERT! Tweet
  • SAVVY B2B MARKETING  |  FRIDAY, JUNE 4, 2010
    [Sales] Savvy Week in Review - June 4
    Using Content Marketing To Make Sales and Eliminate Puffery by @RussHenneberry Russ Henneberry challenges companies to stop beating their chests and instead prove their worth by delivering valuable content -- and offers a few examples of how it can be done. Happy Friday, everyone! Ever heard of "Absence Thinking?"
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 4, 2010
    [Sales] Stop Telling Me That Cold Calling is Dead
    We've had meetings devoted to this, we've surveyed clients, we've polled astrologists, and it all leads to one very consistent conclusion: Sales reps win more when working a cold call generated opportunity as opposed to an inbound generated one. What ever happened to just picking up the phone and dialing? Thanks, Pete
  • HUBSPOT  |  TUESDAY, JANUARY 15, 2013
    [Sales] When NOT to Use Lead-Gen CTAs in Your Marketing
    While we believe that leaving all content ungated makes growing your a Marketing and Sales machine more difficult when you're operating off a lead generation model, when you advance further down the marketing funnel, there are indeed some instances where you might want your content to be totally void of CTAs. PR and Social "Buzz" Campaigns.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 12, 2013
    [Sales] 9 Myths about B2B Marketing by @billblaneyb2b
    When a salesperson becomes tangible – a voice on the end of the phone or someone on TV or in a banner ad… the potential for making the sale is considerable.” Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. Bill Blaney.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 19, 2012
    [Sales] Purchases are fun, but…….they don’t move the business needle
    Too often we confuse business purchases with what is truly required to generate business results, especially quality sales leads for salespeople. Sales lead generation takes a lot more. We enjoy buying things, like cars, golf clubs, iPads, and vacations.  I do too. Problem is, just spending money does not move the business needle.
  • SYNECORE  |  MONDAY, MAY 20, 2013
    [Sales] Want to Increase Website Conversion? Fix These 5 Areas
    Enticing calls-to-action (CTAs) with descriptive landing pages shape the on-site user experience and make your web content more actionable; both also help clear the path to the sale. 'Ever been told your website is all flash and no cash? If so, you’re probably sitting on a high-octane brochure website that has little else to offer.
  • CONVERSIONATION  |  TUESDAY, FEBRUARY 12, 2013
    [Sales] The Digital Business Impact of Multifunction Device Consumer Adoption
    The use of CRM, for instance, grows as sales people and field reps get access to mobile CRM. Aberdeen Research conducted a survey that clearly showed sales reps and other workers would use the CRM system more and better if they could access it in a mobile way. Will 2013 be the year of smartphones and multifunction devices in general?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 30, 2013
    [Sales] The truth behind why my blog sucked for two years
    By the time I launched my blog I had worked in high level sales and marketing jobs for more than 20 years. By the time I launched my blog I had worked in high level sales and marketing jobs for more than 20 years. 'The other day I was digging deep into my blog to do some research. Sucked. Sucked. Sucked. 1) I was too self-important.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 5, 2014
    [Sales] Passion for Hire – the Biggest Mistake Companies do in Hiring
    After one year, they looked at the results – sales had increased by 242% in just 12 months. '“Brands don’t build themselves. It takes people.” ” from Brainfluence Branding by Roger Dooley, a book on engaging consumers of your products based on science. I’ll post a book review soon too.).
  • HUBSPOT  |  MONDAY, JULY 1, 2013
    [Sales] 10 Quick Tips for Getting More Business Value Out of Twitter
    1) Monitor and thank your current sales opportunities who are reacting to your content on Twitter. You can do this by having a sales or account management rep send a tweet as soon as a new customer signs up for or purchases your product/service. 7) Check out your leads'' most recent tweets prior to jumping on a sales call.
  • CONVERSIONATION  |  SATURDAY, JUNE 9, 2012
    [Sales] Defining Social Business: a Call for Clarity and Collaboration
    Yes, you are right: social business is a buzzword. It is omnipresent and it is trendy to proclaim “it’s not about social media anymore but about social business.” ” However, social business is not a hype, on the contrary. Last week I stumbled upon a blog post by Gerardo A. Business is business. Social is social. Why do that?
  • THE ROI GUY  |  TUESDAY, FEBRUARY 18, 2014
    [Sales] Your Prospect’s Preference: Concrete or Fluff?
    Pause to examine your value sales and marketing messages. 'By Mark Schlueter Do you fail to move your prospects from “Do Nothing” to “Yes” because your value messages are "fluff”? Fluff is telling your Buyer you can help them increase revenue, decrease costs or reduce risk, all using generalities. Fluff is not personal. It’s not complicated.
  • HUBSPOT  |  MONDAY, OCTOBER 24, 2011
    [Sales] How to Become a Top Story on the New Facebook
    Don’t oversell or undersell - No one likes a never-ending sales pitch. Use the 80-20 rule for content/connection posts (80%) vs. sales messages (20%). And when you do have a sales message, make sure there is a clear call-to-action. The new Facebook rewards the level of engagement between you and your fans.
  • HUBSPOT  |  THURSDAY, JANUARY 3, 2013
    [Sales] How to Pick the Perfect CTA for Every Blog Post
    1) Stage of the Sales Funnel. First and foremost, consider the stage of your sales and marketing funnel your visitors are in when they come to your blog. This will help you narrow down your list to only the types of offers that align with that particular stage in the sales cycle. Well, I don't blame you! 3) Offer Format. Voila!
  • NNC SERVICES  |  THURSDAY, MAY 9, 2013
    [Sales] Do your cold-calling efforts pay off?
    And cold calling is an effective sales tactic if. 'If you want good business, you need to go after it. While in the perfect world, your phone would be ringing off the hook all day with clients offering you business, the reality is that if you want to be successful you need to take initiative.
  • CRIMSON MARKETING  |  MONDAY, JUNE 17, 2013
    [Sales] 3 Lessons to Improve Customer Loyalty
    But why do sales and marketing still have trouble breaking down their barriers ? 'As a marketer, the first thing you understand is that you’re not always operating under measurable value and concrete data. So how do you make marketing a little more “operational”? It’s all about making and keeping promises.  ” 2.
  • STORIES THAT SELL  |  FRIDAY, OCTOBER 8, 2010
    [Sales] Customer Stories Actually RELIEVE Your Best Customers
    More importantly, create case studies that answer the questions that prospects typically ask current customers and sales reps. "I’m so glad we’re finally doing this interview because maybe I won’t have to take as many calls." " That’s an actual quote from a customer being interviewed for a case study.
  • STORIES THAT SELL  |  WEDNESDAY, AUGUST 18, 2010
    [Sales] Copywriters: Homework Makes You a Better Case Study Writer
    Your story may not deliver maximum sales potential. Copywriters: Today’s the first day back to school where I live. Neighborhood kids are donning their new backpacks, books and shoes. Homework isn’t just for school kids. Now’s the perfect time to talk about the studying you have to do as a case study copywriter. The risk?
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 4, 2014
    [Sales] Vendemore Moves B2B Display Ad Targeting Towards the Bottom of the Funnel
    In each case, the systems reaches people at target firms who can''t be identified by the sales force or marketing automation. Like the other firms, Vendemore uses IP address to identify the company of Web site visitors, spots visitors of interest to its clients, and sends targeted ads to those visitors. centric DemandBase and Bizo.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 19, 2012
    [Sales] How Big Should Our Marketing Budget Be?
    What percentage of sales-qualified deals do you win? How many sales-qualified leads will you need to make the revenue goal? What percentage of marketing-qualified leads turn into sales-qualified leads? Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.
  • HUBSPOT  |  MONDAY, MAY 26, 2014
    [Sales] How to Turn Customers Into Brand Promoters on Facebook [Infographic]
    Take a look at the infographic below and see how you can use Facebook to drive sales for your business. 'This post originally appeared on the Ecommerce section of Inbound Hub. To read more content like this, subscribe to Ecommerce. Facebook has been a gold mine of quality referral traffic for retailers. Social Media Ecommerce
  • FOLLOW THE LEAD  |  TUESDAY, OCTOBER 25, 2011
    [Sales] ZoomInsights
    Today we launched what will be the first of many editorial features that will offer real, actionable insights into sales and marketing automation and database quality issues. Our first ZoomInsight feature is on the “10 Steps to Avoid Spam Filters…and … Continue reading →
  • DIGITAL B2B MARKETING  |  WEDNESDAY, MARCH 28, 2012
    [Sales] Why You Should Stop Mapping Content Formats to the Buyer’s Journey
    Debet mnesarchum ex eam, sale detracto ut sed. I have had it with “research” about the content formats B2B buyers prefer at each stage of the buyers journey. Multiple B2B publishers are pedaling this misinformation and as B2B marketers struggle with content marketing, it is diverting their focus. Yeah, right. Disagree?
  • B2B IDEAS @ WORK  |  WEDNESDAY, JULY 6, 2011
    [Sales] 8 B2B Content Marketing Blunders & How to Avoid Them
    B2B content marketing helps build brand awareness, educates prospects about new ideas and nurtures them through your sales funnel. Sales pitches are out, information and insight are in. Unfortunately, potential mistakes and missteps abound, but content marketing best practices will put your program on the right track.
  • PAUL GILLIN  |  FRIDAY, JULY 29, 2011
    [Sales] Awareness E-Book Raises the Bar on Social Measurement
    The most successful of those are reporting direct correlations between social media marketing and sales, and they have certain practices in common. The question of how to measure social media performance, particularly in a marketing context, continues to be one of the industry’s hottest topics. Monitor Social Conversations.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Sales] 4 Inspiring Content Marketing Takeaways From Author Andrew Davis
    Davis also encouraged the audience to “think like TV executives,” noting the massive spike in sales for items like Lucky Strike cigarettes and Canadian Club whiskey, as a result of their incessant appearances on the AMC hit “Mad Men.” "Funnel that," Davis joked. How do you do so? Content Marketing
  • MARKETING INTERACTIONS  |  MONDAY, OCTOBER 12, 2009
    [Sales] Articles are Food for Lead Nurturing Programs
    " With sales cycles lengthening we all need to build more trust over the long haul, right? One of the things that's very cool about content marketing is that there are so many different kinds of content to create. What I fail to understand is why the article gets so few kudos. No mention of the article. Articles can help.
  • JUNTA 42  |  THURSDAY, NOVEMBER 18, 2010
    [Sales] Are Brands Ready to Be Media Companies? 4 Steps to Yes
    Most non-media brand content processes are filtered through some marketing or sales person that adds the sales speak and destroys the credibility and engagement factor inherent in the content. Read an interesting article from MediaPost this morning entitled " Are Media Brands Ready to Be Brands?  Why?
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JULY 7, 2011
    [Sales] How an Industrial Distributor Uses Content Marketing Effectively
    In my experience that does not happen often enough and the end result is usually the industrial distributor blaming his Website for not producing enough leads and sales. At Tiecas, my industrial marketing company , we use inbound marketing tactics to help our industrial clients generate more leads and drive sales from their Websites.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 19, 2012
    [Sales] Reaching Contractors via Mobile. Still Not a Believer? See what Grainger is doing.
    emarketer.com interviewed Geoff Robertson from Grainger on how they are using mobile in their sales process. We’ve talked a lot about mobile and what it means to both manufacturers and distributors when trying to reach the professional tradesmen. Over 50% of their users feel comfortable ordering over mobile devices.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JUNE 20, 2012
    [Sales] Why Are You Afraid of Starting a Blog?
    Case studies and testimonials - Get your sales staff involved. Talk with sales, customer service and engineering. I bet for most of you it’s that you’re afraid you won’t be able to publish relevant content on a regular basis. You need to realize you don’t have to write everything. Make it a team effort.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] The Power to Get In – @SOARSelling with David and Mahrnelle Hibbard on Marketing Made Simple TV
    Most sales programs teach you how to sell to a prospect, but how do you get in the door in the first place? 'SOAR Selling: How To Get Through to Almost Anyone;the Proven Method for Reaching Decision Makers. Marketing Made Simple TV exists for one reason only. To deliver ideas and insights to help YOU improve YOUR business results.
  • PAUL GILLIN  |  MONDAY, AUGUST 6, 2012
    [Sales] An Intelligent Approach to Influence Measurement
    This addresses the problem of lead quality, which is the biggest cause of sales waste. Awareness’ strategy is smart: It will focus on providing the core data mining and filtering technology and work with partners to deliver results to whatever marketing or sales automation tool they prefer. Victory will go to the swiftest.
  • KOMARKETING ASSOCIATES  |  THURSDAY, AUGUST 15, 2013
    [Sales] How To Extend B2B Marketing With Better Social Media Measurement Tools
    More importantly, as data points become more readily accessible via API and other connectivity points, you can be certain third party reporting tools will get much more advanced in the ability to connect traffic and activity data to goals, conversions, and sales transactions. But that is starting to change. Facebook. Twitter. LinkedIn.
  • WEBBIQUITY  |  MONDAY, AUGUST 9, 2010
    [Sales] Four Ways to Measure Social Media Marketing Results
    Measuring the ROI of social media is challenging for several reasons, the most significant of which is the problem of “last click attribution;&# just because a sale or lead “came from&# Twitter or Facebook as the last click doesn’t necessarily mean that site deserves all the credit. Influence: a.k.a. Share this on Bebo.
  • MARKETING ACTION  |  MONDAY, JANUARY 28, 2013
    [Sales] Building Content Marketing to Support the Buying Process
    A huge majority of prospective buyers (70–80%) make most of their critical decisions before they ever talk to your sales team. If you want a proven, battle-tested methodology for producing sales-ready leads using content, then this is the webinar for you. In it, I’ll lay out a six-point program and go into depth in each element.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] 5 Ways Copywriters Can Kick Butt With Inbound Marketing
    Make a Goal-Line Handoff From Sales to Marketing. Copywriters are some of the most creative marketers you'll meet, but they're also the most tortured. Theirs is a life of one-off projects, grammar checking, and constant re-writes. They are doomed to try articulating the miming hand gestures and vague ideas of their clients.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JULY 9, 2010
    [Sales] Don't Count on Marketing Automation to Solve All Your Lead.
    FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame. You need to rethink your business model first and fast. would take this a little further.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 27, 2013
    [Sales] Small team? Think Big! 5 Strategies for Small Businesses
    Align Sales and Marketing KPIs. Don’t just talk about alignment between sales and marketing – make it happen! There’s only one way that the sales team will ever recognise marketing as true partners – marketing needs to have skin in the game and start speaking the same language. How do you compete? Invest in What You’ve Got.
  • SAZBEAN  |  SATURDAY, NOVEMBER 16, 2013
    [Sales] Top Internet Marketing Strategy Links for the Week of November 11, 2013
    'Here are the top Internet strategy, marketing and technology links for the week of November 11th, 2013… 5 Analytics Focal Points for Proactive SEO Tacticians (Search Engine Watch) The Bluebird is Flying High – How About Your Twitter Lead Gen? Marketing
  • INBOUND SALES NETWORK  |  WEDNESDAY, JULY 25, 2012
    [Sales] Are Your Prospects Bleeding?
    While that may sound gory, ask anyone who has ever done sales and they will tell you a prospect who is in so much pain that they are bleeding is the best type of prospect there is. Most companies’ demand generation and sales processes are so focused on the solution they forget to address the problem. And no one will.
  • INBOUND SALES NETWORK  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Your Marketing Ain’t Pretty…It Just Looks That Way
    Without the persuasion, prospects don’t take action, without action there is no sale. Recently, I was working with a client to generate leads for a very complex sale (100K+/year, with 4+ departments involved) to a cold database. With a 3X margin, “Test B” outperformed “Test A” for sales qualified leads.
  • EARNEST ABOUT B2B  |  MONDAY, JUNE 23, 2014
    [Sales] Building a case for lead nurturing
    Data shared recently by the National Sales Executive Association about the practices of outbound sales calling also makes for interesting reading. They state that only 10% of sales people make more than three contacts. Yet 80% of sales are made on the fifth to twelfth contact. 'Rome wasn’t built in a day.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  SUNDAY, DECEMBER 11, 2011
    [Sales] Q&A: Trouble Setting Up a Follow-Up Meeting
    Or should I push for a firm time commitment/due date for any follow-up action no matter how harassed they are so I can keep in control of the sales process? If you hate "controlling" the sales process (which I personally do), here's an option. TERRY ASKS: I help people with new product launches. Their input is critical. One more thing.
  • HUBSPOT  |  FRIDAY, NOVEMBER 16, 2012
    [Sales] Understanding the New Roles in Marketing
    Marketing operations staff work closely with Sales, and sometimes also have a sales operations counterpart. Marketing operations staff make projections about the quality of the sales and marketing pipeline and find efficiencies that will make the company work better as a whole. "Ch-ch-ch-ch-changes." Lead Nurturing Specialist.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 24, 2013
    [Sales] When is Email Deliverability Like a Fine Wine? [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by Egan Cheung | Tweet this When is email deliverability like a fine wine? When When it gets better with age.  Previously, I have looked at deliverability rates by region , and conversion metrics by industry.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, AUGUST 5, 2010
    [Sales] Shamelessly Going After What You Want
    In debriefing why I "lost the sale" with my mom, I'll never forget her saying, "You did vote for yourself, didn't you?" I   Flash forward a few decades and once again in the position of needing votes — this time for best sales training organization/coach. " I hadn't.
  • BIZNOLOGY  |  FRIDAY, JULY 26, 2013
    [Sales] Meeting The Special Challenges of a Service-Driven Business
    Without the clear and measurable product sales or limited, easy-to-track campaigns, service-driven companies, such as digital marketing companies, may have the most difficulties following the long tail back to ROI. 'Photo credit: Joe Shlabotnik. Today’s companies have shifted their focus to the customer experience and customer relationships.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MARCH 11, 2010
    [Sales] How to sell stuff on your B2B blog without being annoying
    Involve sales in the blog chats and comments — Why not use the engagement in the comment section of the blog to let your sales folks build connections? An opt-in for newsletters creates a sales lead. Right? Earlier this week I wrote about a growing trend toward sponsored posts and outright selling on blogs.  Why not?
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, APRIL 20, 2011
    [Sales] How to Bake a White Paper from Scratch: Part Four – The Consumption
    Sales meetings – White papers are great tools to leave behind after a sales demo or meeting. Sales training – You’d be surprised what your sales team can learn by reading your white papers. So there you have it—a nicely-written, neatly-formatted, white paper. Now, it’s sitting there, all shiny, just begging to be read.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 22, 2012
    [Sales] How to Build a Better Inbound Marketing Machine – A Blueprint for Success
    Marketing automation enhances and amplifies inbound marketing and leads to shorter sales cycles, increased revenue, and better overall marketing ROI. by Jason Miller Inbound marketing is a highly effective strategy, but in isolation it will fail for most companies. How to Build a Better Inbound Marketing Machine.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, OCTOBER 10, 2012
    [Sales] SetLogik Offers B2B Marketers a Real Marketing Database
    originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. I’ve now done more detailed research into the SetLogik B2B data management system I mentioned in my Dreamforce post. If anything, I’m even more impressed.
  • AD YOUR COMMENT HERE  |  TUESDAY, DECEMBER 6, 2011
    [Sales] HubSpot Launches New Marketing Grader Tool
    Are my marketing efforts generating enough leads and sales? HubSpot added a new tool to its Grader suite, today. The Marketing Grader – a replacement for HubSpot’s Website Grader tool - analyzes 30+ measures of marketing effectiveness and grades the business on a 1-100 scale. Competitive Benchmarking). Lead Generation). Blogging).
  • B2B MEMES  |  TUESDAY, OCTOBER 9, 2012
    [Sales] Digital First, Not Foremost
    This, I take it, is what Digital First Media CEO John Paton, much criticized of late , is getting at when he said that his “digital first strategy is centered on the cost-effective creation of content and sales and not the legacy modes of production.”. John Paton: Misguided, or misunderstood? Print sucks!”. Try This Test.
  • PHOENIX RISING  |  TUESDAY, JANUARY 26, 2010
    [Sales] A Lesson From a Ski Hill
    My skis left the tracks in this super glue and the next thing I know - I'm face planted on the groomer with a yard sale all around me. I learned a lesson at Squaw Valley yesterday. It was a rough day. Over a foot of our famous Sierra Cement and more coming down.    Sierra Cement is heavy, heavy snow - think skiing slurpies.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] 5 Key SEO Action Items for B2B Marketers Optimizing For Mobile
    million dollars in lost sales every year. Test multiple levels of lead generation actions as they relate to the proximity of a lead opportunity to sales readiness. 'A recent article on MarketingSherpa highlighted responses from B2B marketers regarding the most effective tactics for engaging mobile users. Time on site / time on page.
  • SAZBEAN  |  THURSDAY, JULY 18, 2013
    [Sales] Content Marketing for Small Businesses
    Not to mention that a sales-only approach is a complete turnoff for potential customers. 'In today’s social world, creating good, informative content is extremely important to standing out among competitors. News & Notes
  • SAZBEAN  |  FRIDAY, JULY 12, 2013
    [Sales] Connecting Social Media Strategy to ROI
    Increase sales on your website? 'Social Media can be a very powerful marketing tool, and can be both measured and tied to business ROI. It all starts with setting the proper expectations and objectives at the beginning. Asking what you want to accomplish with social media will help you come up with tactics which execute those objectives.
  • SAZBEAN  |  WEDNESDAY, MAY 22, 2013
    [Sales] When Corporate “Policies” Get In The Way of Passionate Customers
    – Nutella Exemplifies How Not to Use Social Media by Cameron Scott Obviously companies are legally required to protect their brand, but you can’t pay for this level of brand enthusiasm, and a heavy hand can cost the brand in both reputation and sales. Or do they? What do you think? Or can they?
  • SAZBEAN  |  TUESDAY, APRIL 23, 2013
    [Sales] What everybody needs to know about Value and Trust
    'If you want to make more sales or attract more high quality clients, you need to understand the following marketing fact: If a prospective client sees enough value in your service and they trust you to deliver it, they will buy from you! Value or trust: Which is letting you down? Do they see enough value? News & Notes
  • SAZBEAN  |  FRIDAY, NOVEMBER 30, 2012
    [Sales] Launching a New Affiliate Marketing Program, Part 1: Tracking Platforms
    Both track the essentials: impressions, clicks, conversions, and sales amount.  There are four steps involved in launching an affiliate program.  I’ll review the first two steps in this article.  As a merchant launching a new affiliate program, you should be able to complete these two steps in a month or so. News & Notes
  • SAZBEAN  |  WEDNESDAY, JULY 11, 2012
    [Sales] 16 Ways to Simplify Your Prospects’ Decision-Making Process
    CEB is not the first organization to tout simplicity as a key driver in increasing conversions and sales. In an effort to break through the clutter and get the attention of more potential customers, are marketers going too far? – 16 Ways to Simplify Your Prospects’ Decision-Making Process by Ellie Mirman. News & Notes
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