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  • LEADSLOTH  |  THURSDAY, SEPTEMBER 24, 2009
    [Sales] 8 Tips to Get Started with Marketing Automation
    Tom Hayden from SAGE Publications created a flowchart that guided discussions in the entire organization, from the sales teams to the CEO. Make Sales Happy Quickly. Improved marketing will drive better-quality leads to sales, but it takes time and trial-and-error to get there. “Where do I start?” Make Sure You Have Enough Leads.
  • ONPATH  |  WEDNESDAY, MARCH 30, 2011
    [Sales] You’ve Got Marketing Automation. Now What?
    Much of this discussion wraps around the need for good process and alignment between sales and marketing in order to make the most of the investment. Bring sales and marketing together to identify the target market and key buying signals. By Mac McConnell Managing Partner and Founder, BlueBird Strategies 3/2/2011. Read more here.
  • ANNUITAS  |  TUESDAY, NOVEMBER 18, 2014
    [Sales] 3 Key Elements to an Effective Demand Generation Strategy Kick-Off
    Sales should be at the top of that list. 'The time has finally come. You’ve convinced your key stakeholders your company needs a Demand Generation Transformation. It’s time to kick it off. Now the fun part begins, but if you don’t have the right line-up, it could delay or derail all your hard work up to this point.
  • HUBSPOT  |  MONDAY, APRIL 18, 2011
    [Sales] How to Quickly Crunch Tons of Marketing Data [Excel Tricks]
    Suppose you wanted to know the average sales cycle for your customers according to the type of marketing campaign they participated in and their location. Ellie Mirman noted in an earlier post that one of the 5 biggest misconceptions about marketers is that we don’t know how to do math. She couldn’t be more correct!
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Geo-Location Is the Answer to Connecting Mobile Callers With Your Nearest Store, Office, or Agent
    Or maybe you run a sales team where you assign leads to agents based on geographic territory.  Similarly, your sales agents are going to have a more relevant experience with callers if the calls they are receiving are actually meant for them. How does it work, and why does it matter for your business? Read on and learn. Call Routing
  • MARKETING ACTION  |  THURSDAY, JULY 18, 2013
    [Sales] Right-Sized Marketing Automation
    Right away, our sales staff was gaining traction and closing deals,” said Doucette. With its focused sales team using the Act-On platform for the past year, fast-growing Flycast has equaled or exceeded the sales of larger resellers – and exceeded its sales goals ten fold. Case in point: Flycast Partners. Big results.
  • B2B MARKETING INSIDER  |  MONDAY, MARCH 23, 2015
    [Sales] Storytelling Lessons From Kevin Spacey And House Of Cards
    Having just finished season 3, I thought I would share this post from NewsCred’s own Director of Sales Chase Neinken. ” Chase Neinken is Director of Sales at NewsCred. 'One of my favorite shows is House Of Cards. Crucial Principles Of Storytelling You Can Learn From Kevin Spacey + House of Cards. Not exactly….
  • WRITING ON THE WEB  |  WEDNESDAY, JULY 18, 2012
    [Sales] Social Media: 3 Keys to Business Success
    Also, make sure you only share relevant information, which usually pertains to tips, special sales, new merchandise, renovations, changes in location, contact information or hours of operation or special events for clients. Are you thinking about creating a social media page for your business? Image: Freedigitalphotos.net ). Purposeful Plan.
  • TOMORROW PEOPLE  |  THURSDAY, DECEMBER 1, 2011
    [Sales] Can Inbound Marketing Increase Marketing ROI & Market Share?
    More importantly, what is it about inbound marketing that allows companies to increase their marketing ROI , lower their costs of securing qualified leads and ultimately lower their costs of converting leads to sales ? Why have so many companies moved away from conventional outbound marketing approaches towards inbound marketing?
  • WEBBIQUITY  |  TUESDAY, MAY 8, 2012
    [Sales] Numbers Game: Putting Analytics into Perspective
    Experienced marketers understand added benefits are what make a sale and features are what provide value. Each accent added to a brand’s “wow” factor and more updates meant more sales would soon follow. Guest post by Hernán Gonzalez. That meant that campaigns with lots of bells and whistles were assumed to be more productive.
  • FIFTH GEAR ANALYTICS  |  MONDAY, AUGUST 23, 2010
    [Sales] Using Analytics to Drive Your Tweet Strategy
    Don’t be tweeting just for the purpose of increasing the cash register sales at the end of the day.  Wendy Boyce. Microblogging is understood to be short snippets of information shared across social networks.  The most known example of this would be Twitter, with their 140 character “tweets.”  What is being said about your brand? Be concise. 
  • B2B IDEAS @ WORK  |  FRIDAY, JANUARY 20, 2012
    [Sales] B2B Aware: This Week in B2B Marketing-Leadership, Mastership & Relationships
    Don't ignore lead nurturing in the complex sale. mail enhanced by marketing automation and behavioral targeting is crucial to lead nurturing, given that 73% of leads are not yet ready for sales, according to a MarketingSherpa report. It's time to start listening to your sales team. Stay aware. It's 10 pm. DanZarrella.com.
  • VOICE-BASED MARKETING  |  MONDAY, FEBRUARY 2, 2015
    [Sales] Measuring the Impact of Your Email Nurture Campaigns
    'B2B marketers are responsible for pushing as many qualified leads to sales as possible. In fact, a DemandGen report found that nurtured leads produce, on average, a 20% increase in sales opportunities. Knowing what converts leads into contacts and opportunities into sales can have a huge impact on your pipeline. Call Analytics.
  • LOOPFUSE  |  MONDAY, SEPTEMBER 27, 2010
    [Sales] Webinar: CRM Integration - Exploring the flexibility of options.
    By integrating your sales and marketing tools together you have taken the first step in closing the loop between marketing and sales. You can give your sales team visibility into the hottest leads by providing lead activity and scoring right in your CRM. How will this help grow my business? Get Fused! LoopFuse ,Inc.
  • FUNNEL FOCUS  |  FRIDAY, APRIL 16, 2010
    [Sales] A Tactical Approach to Targeted Lead Nurturing Webinar Q & A
    Recycled Lead Nurturing is for prospects that have been actively or passively disqualified by sales.  A prospect may not have fit the “BANT” (Budget, Authority, Need,Timeline) criteria at the time it was originally passed over to sales and therefore, deemed a “No Fit” or immediately disqualified. 
  • SALES LEAD INSIGHTS  |  MONDAY, MARCH 1, 2010
    [Sales] B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto
    The impetus for B2B marketers to generate leads, drive sales and support customer lifetime value has never been stronger. Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level. Your attendance is free, compliments of B2B Marketing University’s sponsor, Silverpop.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 7, 2011
    [Sales] Advanced Lead Scoring Secrets — Moving from ‘Good’ to ‘Great’ as a B2B Marketer
    The goal is simple — nurturing a lead until it is sales ready — but to do this marketers have to operate like a tenured sales professional, carefully managing the nurturing process in response to the buyer’s signals. B2B Lead Generation | Uncovering quality prospects using lead scoring. Enjoy and thank you, Adam. __.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 5, 2013
    [Sales] SAP Buys hybris e-commerce Software to Build Its Version of Real Time Customer Management
    SAP does have some unique assets to support this vision, including back-office systems with sales, inventory, costs, and other data needed to fully inform customer treatments, and the in-memory HANA database to make this data immediately available for real-time interactions. People integrate CRM with back-office systems all the time.
  • BUNGALO  |  MONDAY, MAY 28, 2012
    [Sales] Your Piece of the Pie
    Without this, you will not be able to make the investments your firm needs to build process, grow your marketing system, and build out your sales force for the long-term. For anyone who reads Inc. Simply the article states, “that by 2017 industry-wide revenue is expected to top $303 billion, a 63% increase.” Filed under: strategy.
  • SMASHMOUTH MARKETING  |  THURSDAY, JANUARY 21, 2010
    [Sales] 5 Outbound Calling Best Practices
    I'll be presenting these 5 Outbound Calling Best Practices later today (4:00-6:30) at Papa Razzi in Burlington at the AA-ISP meeting ( American Association of Inside Sales Professionals ). Dialing the phone all day is a task. have one guy who calls it panning for gold. Then an hour later he'll yell "Eureka!" Validate lists prior to dialing.
  • THE EFFECTIVE MARKETER  |  THURSDAY, JULY 7, 2011
    [Sales] Reinventing Marketing at GE
    Sales force effectiveness. They have to speak product language with R&D and customer language to the sales force. During crisis (like the recent economic downturn), marketing can help bridge the gap between businesses and help them have an integrated view of distribution, pricing, sales, and more. Marketing as a Function.
  • B2B MARKETING UNPLUGGED  |  SATURDAY, APRIL 21, 2012
    [Sales] How to Use Your Subject Matter Experts for World Domination
    Sales people like them because they help sell stuff. Internal Helpfulness: Reviewing white papers, product literature, web pages and sales presentations for accuracy; helping to design user group or customer training programs. Make sales do that for you. Hermit Crabs. For them, a trade show in Tuscon is a good thing.
  • MEASURABLE MARKETING  |  THURSDAY, SEPTEMBER 30, 2010
    [Sales] B2B Lead Generation Metrics: Which is More Important Lead Quality or Lead Quantity?
    Lead quality based on sales conversion rates – 53%. Lead quality based on customer revenue generated from initial sale – 38%. Lead quality based on sales acceptance – 33%. However, almost 44% of marketers feel that they lack insight into the potential profit of lead generation. Testing.
  • FUNNEL FOCUS  |  THURSDAY, JULY 1, 2010
    [Sales] Marketing Automation Challenges
    McKittrick digs a bit deeper: Lack of sales and marketing alignment. I recently read a great piece in marketing automation challenges by industry analyst, Susan McKittrick with the Patricia Seybold Group.  read an excerpt here – download with quick registration). In other words, marketing automation becomes an expensive email engine.
  • HUBSPOT  |  TUESDAY, NOVEMBER 1, 2011
    [Sales] 3 Tips for Better Internal Marketing Communication
    But when it comes to sharing our plans internally across the marketing department or aligning a master plan with sales, the act of communicating clearly and succinctly could stand a fair amount of improvement. ” On the distribution list are folks ranging from various marketing functions to sales leaders. Failure to Communicate.
  • FATHOM  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] Content Marketing World 2014: What We Learned
    Best of Sales Oriented Strategies. Sales emails should be “choose your own adventure.” Marketing content is “what and why,” while SALES content is “choice and change.” 'Image Credit: Content Marketing World. Who knew, Cleveland definitely rocks! That story is created through content. Ardath Albee (Click to Tweet).
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 26, 2014
    [Sales] Be Relevant or Die: The New Nature of Nurture
    For example, a lead who has only downloaded an introductory-level whitepaper will delete your hardcore sales email, but they might latch onto an offer to receive automatic updates about more articles on the topic, or even a demo/webinar that will speak to similar pain points. But the simple truth? Relevance is the New Game in Town.
  • HUBSPOT  |  FRIDAY, JULY 20, 2012
    [Sales] HubSpot May Only Be 6, But Our Marketing Software Is Way More Mature
    Contacts enables you to tailor communications and create segments based on those experiences, which means your emails will get a lot more relevant and your sales team will have a greater understanding of who is ready to buy, and who needs more time. It’s not often that we write a post specifically about our software.
  • SYNECORE  |  WEDNESDAY, APRIL 2, 2014
    [Sales] You’re Blogging It Wrong: 5 Common Content Mistakes
    So here they are, the five things you’re doing wrong with your blogs: 1) You’re Thinking of Your Blog as a Way to Drive Sales. Your blog is not a sales tool, and if you are constantly using that space to promote your own products you are not going to retain readers. That will enhance your leads, and thereby your sales. Takeaway.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 3, 2013
    [Sales] 5 Ways to Guarantee Customer Loyalty and Retention
    Without it, your sales team is in the dark. Nothing turns off customers more than the impression that you have no idea who they are and why they’re calling you, so make sure that processes are in place to guarantee that sales intelligence is as detailed as possible. 1) Pay Attention to Customer Feedback.
  • BIZNOLOGY  |  WEDNESDAY, DECEMBER 11, 2013
    [Sales] How to reach content marketing’s Holy Grail: revenue
    That gets done “retail” – every business card you and your sales team pick up at networking events and trade shows matters – and “wholesale,” where you use PR and cross-promotion to get yourself in front of a whole new audience. '(Photo credit: Wikipedia). That’s true even for us at times. Production.
  • VOICE-BASED MARKETING  |  MONDAY, MARCH 24, 2014
    [Sales] The Top 9 Components of the Perfect Landing Page
    But it plays a much more important role in the grand scheme of converting prospects to sales revenue. When a unique landing page is carefully designed to offer engaging, campaign-specific content, website visitors are more likely to turn into qualified leads, phone calls and sales. Starting at the top…. Headline. and why? Benefits.
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 3, 2014
    [Sales] Stop Being a Transactional Content Marketer
    We will also give your information to our green sales team and tell them to go close the deal now Now NOW as part of our commitment to make it as easy as possible for you to buy. 'Free white paper! Free webinar! Free eBook! We’ve all seen the promotional emails, banner ads and Tweets. It’s Free! It’s Free! So are books.
  • INBLURBS  |  MONDAY, NOVEMBER 15, 2010
    [Sales] 7 Top search engine strategies to get a Google Search Engine Listing
    How many sales leads does your website generate? Search engine optimization is one of most important aspects that should be researched while designing a website. Because many websites are designed daily but only few hits the top search engine rankings this is because they are very sure about the search engine optimization techniques.
  • STORIES THAT SELL  |  WEDNESDAY, JANUARY 15, 2014
    [Sales] Do Buyers Still Read Case Studies?
    In questions about the influence of case studies in the sales process, case studies were the second most influential type of content, behind white papers. When are they used in the sales cycle? 48% first reviewed case studies during the pre-sales phase when they were not aware of their problems. 12% during mid sales.
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 19, 2013
    [Sales] Encore: Insights from @TheCMOClub Innovation Summit – @MargaretMolloy on Marketing Made Simple TV
    Marketing Made Simple TV is a production of the sales lead generation company Find New Customers  and it is hosted by show creator Jeff Ogden. Director '(For those who unfortunately missed the show premiere on Thursday, we share an encore show on Sunday too.). Want to supercharge your WordPress blog? Who cares anymore? About Margaret Molloy.
  • FEARLESS COMPETITOR  |  SUNDAY, JULY 29, 2012
    [Sales] Marketing Made Simple TV “Television on the Internet”
    As a result, this show, created and hosted by Jeff Ogden of the sales lead generation company   Find New Customers , is better than ever. The popular B2B marketing show, Marketing Made Simple TV , is better than ever. Have you seen it? Let me also explain why we standardized on Vimeo rather than YouTube for the show. Kelly Olexa. Check out.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 13, 2012
    [Sales] Why B2B Companies Ought to Bring in Pros BEFORE Hiring In-House
    See our free Sales Lead Calculator  for a free calculation tool.) More and more, I’ve grown convinced that it is in a company’s best interest to bring in top professionals before hiring in-house for key demand generation roles. For a related article, check out Find New Customers introduces Demand Generation using the SCORE Method.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 25, 2011
    [Sales] Gunman updates Facebook status During Standoff
    He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. (We’re introducing a new weekly blog feature today – highlighting some wild and wacky story from the week just past. This will be our regular Saturday feature.
  • BLOG MY CALLS  |  THURSDAY, MAY 9, 2013
    [Sales] Q&A with Content Marketing Expert Jeff Molander: Selling with Content
    define failure, or under-producing, as "not generating sales leads." How does a sales team us social media to sell? Translation: A sales team should use social media to sell the same way it would use any other communications device. If designed to, content can do the heavy lifting for a sales rep. Awesome. Read on.
  • HUBSPOT  |  FRIDAY, DECEMBER 28, 2012
    [Sales] How to Optimize Your Landing Pages for Long-Term Lead Generation
    For example, if we included an image of the sales and marketing funnel on a landing page for an offer about sales and marketing alignment, the file name might be sales-marketing-funnel.jpg, and the alt text might be "sales and marketing funnel.". That’s a pretty good spot to be in, eh? What about three years later?
  • WEBBIQUITY  |  TUESDAY, OCTOBER 25, 2011
    [Sales] The 4 Critical Elements of an Effective Business Website
    The primary audience for most business websites is sales prospects. Most of these groups are likely to have some information needs in common with your sales prospects, as well as some unique needs. The first step in optimizing your online presence is making sure you have a website worth optimizing. Graphic Design. Content. Technology.
  • TOMORROW PEOPLE  |  WEDNESDAY, FEBRUARY 20, 2013
    [Sales] Tomorrow People Leaves Salesforce.com in Favour of Workbooks CRM
    Workbooks Sales Director Ian Moyse said, “Having used Salesforce myself in the past I recognise it has a lot of functionality, but it also carries a lot of cost not only in the license, but in the 3rd party implementation and ongoing maintenance required. Tomorrow People will use Workbooks to manage its customer details and interactions.
  • THE EFFECTIVE MARKETER  |  THURSDAY, FEBRUARY 9, 2012
    [Sales] When Inbound Marketing Goes Wrong
    Shorten sales cycle. Lets sale show when their prospects are engaging online. The fact that Inbound Marketing is taking over traditional marketing methods is not news. It seems that every eBook, blog post, and webinar is now touting content marketing and inbound marketing as the go-to strategies for the new marketers.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 15, 2010
    [Sales] What the World Needs Now: A Revenue Revolution
    Take this shocking stat: 80% of sales leads are wasted, and 80% of sales’ time is spent cold-calling and prospecting. Because functions like sales and marketing are still the least optimized and the least understood. Marketo’s CEO, Phil Fernandez was invited, once again, to share his thoughts on the weekly SLMA Radio show.
  • MARKETING TO BUSINESS EXECUTIVES BLOG  |  FRIDAY, MAY 27, 2011
    [Sales] Who cares about marketing data?
    Sales Accepted Lead Data. Sales leader. None (2nd choice for Sales, Service, CTO). None (4th choice for Sales). Then consider what is needed to forecast short term success (sales accepted leads, contacts nurtured by marketing).  Type of Data. Top Choice For: Customer Data. CEO, COO, BU leader, Service leader.
  • AVITAGE  |  MONDAY, MARCH 17, 2014
    [Sales] Content Is A Strategic Imperative for B2B Selling Organizations
    'Most business enterprises engaged in B2B selling have adopted content marketing as “the only marketing there is.” ” (Seth Godin) It is reported to be the top B2B marketing priority for 2014. This is why we say: Content is a strategic imperative. But most executive teams don’t realize this — yet. Click
  • DIGITAL VOICES  |  FRIDAY, JANUARY 17, 2014
    [Sales] SMACdown 2013: The Digital Dynamos Sweep Up the Competition with their SMAC Solution
    Last week we showed you how the Marketing Mavericks provided a solution that leveraged the SMAC Stack to drive sales and enhance the customer experience for BJ’s Wholesale Club. 'This week we continue with the recap of our SMACdown event that took place at this year’s FutureM conference in October. Digital Strategy SMAC Stack
  • SALES LEAD DYNAMICS  |  FRIDAY, JULY 16, 2010
    [Sales] New Member of B2B Marketing Zone
    I am pleased to announce that the Sales Lead Dynamics Blog is now part of the B2B Marketing Zone.  The “Zone” is a site that aggregates b2b blogs and also publishes a daily email digest of blogs. I find the site and the digest very useful. In fact, I get many of my blog ideas from the “Zone.” ve wanted to be a rock star since I was a kid.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 24, 2013
    [Sales] Email Marketing Vs. Marketing Automation: Crossing the (Marketing) Chasm
    Is your sales team happy with the leads you send them? Do you have a process for your sales team to “recycle” leads that aren’t ready to buy? 'Email marketing is wonderful: It delivers the highest ROI of any marketing tactic, while being relatively inexpensive. Can you be alerted when a hot lead visits? Not so hard to implement.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 20, 2014
    [Sales] How Marketers Can Learn to Speak “IT”
    People in sales, people in marketing. Now that I’m on the other side, I realize that people in sales and marketing don’t do all those things to spite IT. Next, I had my second epiphany: Why the heck didn’t sales and marketing just tell me what they wanted? thought of myself as the technology sheriff. policed the policies.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 25, 2014
    [Sales] 4 Things Your Email Recipients Want to Tell You
    The words “discount”, “sale”, “free trial”, or “act fast” are go-to phrases. 'by Amanda Batista | Tweet this Today the United States marks Memorial Day, AKA the social summer kickoff. For marketers these past few days were prime time for email marketing escapades. Amp me up for something fun!
  • MARKETING ACTION  |  MONDAY, FEBRUARY 17, 2014
    [Sales] Digital Marketing Glossary, Part 1
    Just as we talk about the importance of sales and marketing agreeing on the terms they use for the processes they share, it’s important for marketers to agree on the meaning of the basic terms we use to talk about everyday marketing activities. sales and marketing) interact. 'Guilty as charged. Here’s Part 1, A through D.
  • BIZNOLOGY  |  WEDNESDAY, MARCH 27, 2013
    [Sales] It’s a Small (Online) World After All
    He responded with his contact information, asking if someone could contact him; so I passed his information on to our sales department who will be contacting him shortly. This potential sales lead may not work out, but it’s still a lead that we didn’t have to generate. Image via CrunchBase.
  • SOCIAL MEDIA B2B  |  THURSDAY, OCTOBER 6, 2011
    [Sales] 7 Awesome Email And B2B Social Media Integrations
    Social media can be a valuable way to move leads through the sales funnel. Great inbound marketing is integrated marketing. Social media can’t be an isolated tactic and succeed. One of the most powerful points of integration exists between email marketing and social media. Steps For Integrating Email With A B2B Social Media Strategy.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 16, 2009
    [Sales] B2B Social Media Marketing: Branding or Lead Generation?
    key tenant of Modern B2B Marketing is that buyers will use search and the ready access to information to take control of the buying process – and as a result do not want to engage with Sales until they are much further along in the cycle. But is it a tool for demand generation? The Changing Buyer and Evolving Marketing Trends.
  • SAZBEAN  |  SATURDAY, NOVEMBER 9, 2013
    [Sales] Top Internet Marketing Strategy Links for the Week of November 4, 2013
    Best Of News & Notes
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 24, 2014
    [Sales] Retail Holiday Shopping Trends Highlighted in Two New Research Reports
    'Don’t tell anyone but in a few days it will be Thanksgiving and the day after that, Friday, has become to be known as Black Friday for apparently there’s a whole lot of sales that go on this day. In fact, one of the two papers is Part 1 of a two-part paper. Part 1 analyzes purchase intent. Marketing Efficiency
  • LOOPFUSE  |  THURSDAY, APRIL 5, 2012
    [Sales] Do you know where your leads are coming from?
    Once you get this implemented you get exposure to a whole new world of data that gives a ton of insight into your lead and sales pipeline (if you’re using Salesforce the right way). For this you’ll need to adopt the scoring to your sales process and cycle. Do you know where your leads are actually coming from or are you just guessing?
  • LOOPFUSE  |  WEDNESDAY, SEPTEMBER 28, 2011
    [Sales] Questions we want to be asked about marketing automation
    We have found that taking the step to centralize, organize, and monitor sales pipeline performance is an important indicator about how successful a marketing automation deployment will be. Remember – technology is just an enabler, you need to design an integrated marketing to sales process first. How so?
  • LOOPFUSE  |  TUESDAY, JULY 6, 2010
    [Sales] The Value in Free Marketing Automation
    “Oh, marketing automation is much too complex for you mere mortal marketers…&# , the million-dollar-quota sales-rep claims. In many ways, our competitors are distorting the market by projecting their own enterprise-sales commission structure on to you. So allow me to rain on the price-gouging parade. Forever. Why Now?
  • SOCIAL MEDIA B2B  |  WEDNESDAY, SEPTEMBER 1, 2010
    [Sales] The Best Free iPad Apps for B2B Marketers
    If you are using an iPad for sales presentations and to share other product materials, this is best way to make sure those out in the field always have the latest versions. If you don’t currently use Google Reader, create an account just to add this list of 330 B2B Marketing and Sales Blogs and keep up with the latest ideas and trends.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] If You Were to Give Your B-to-B Social Media Activities a Grade, What Would it Be?
    Your customers/contractors are looking at ways to solve their problem, not get a sales pitch. Leads turn into sales and isn’t that our end game? Come on now, let’s be honest here. No matter why you got into it, many B-to-B companies are getting a big F in social media and they can’t figure out why.
  • WINDMILL NETWORKING  |  MONDAY, DECEMBER 17, 2012
    [Sales] Content Marketing: Clearing Up the Confusion, Trends to Watch in 2013
    The discussion can get heated; see this article, from the Sales Lion blog: Why the Inbound vs. Content Marketing Debate is Stupid. It is often tied to integrated marketing, and features sales lead generation as the main goal, or at least a component. What to look for in content marketing in 2013. Trash Talk over Marketing Buzzwords.
  • TRADESMEN INSIGHTS  |  THURSDAY, DECEMBER 8, 2011
    [Sales] Service Firms that Generate Online Leads Grow Faster
    Leads no matter where they come from are an important part of starting the sales cycle. I’m used to dealing with Manufacturers who make stuff and are trying to sell it and I thought they would have better success identifying online leads than service companies. Evidently that’s not the case.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 12, 2014
    [Sales] Is what you don’t know about ad fraud costing you big money?
    If you are spending money on digital advertising, you could be unknowingly wasting a large portion of your dollars, because if no humans saw your ad, there will never be conversions to sales. '(Photo credit: IsaacMao). In this free 30-minute Biznology® webinar, you’ll find out about the many forms of digital ad fraud.
  • HUBSPOT  |  MONDAY, MARCH 5, 2012
    [Sales] The Metrics You Need to Measure Marketing Automation Effectiveness
    There are a lot of ways to fail at marketing automation -- an incomplete content arsenal, poor sales and marketing alignment (also known as SMarketing), clunky marketing automation software, and the list goes on. Sales-Accepted Leads - With more reconversions comes better lead intel that helps inform sales about the leads in their funnel.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, JULY 24, 2008
    [Sales] Change or Die | Fast Company
    billion in sales. Rusty Weston , Owner/Partner Blog post , 7/23/08 Nicky Fried , Vice President Blog post , 7/23/08 Jim Haudan , CEO Blog post , 7/22/08 Marc Hausman , CEO Blog post , 7/22/08 Emily Jasper , Sales Representative / Account Executive Blog post , 7/22/08 Find People. Feedback. Find People. Find Groups. Find Blogs. Search.
  • MARKETING INTERACTIONS  |  MONDAY, JULY 8, 2013
    [Sales] Why BANT is Bunk for Today's B2B Buyer
    'In my work with B2B companies, I spend a lot of time on the phone with salespeople while doing research for the creation of buyer personas and the development of content strategies that dovetail with sales objectives. This one is probably the most valid of the BANT criteria for without it there's no possiblity of making a sale.
  • BLOG MY CALLS  |  TUESDAY, JULY 2, 2013
    [Sales] Common Questions We Get About Call Recording
    Sales Training - Do your employees sale well on the phone? It also gives you a great baseline to use when you conduct sales training. 'Is it legal? Yes, in the United States, call recording is legal. 39 states are classified as ''one-party consent'' states. The caller DOES NOT need to know. What about my state? Connecticut.
  • BLOG MY CALLS  |  THURSDAY, MAY 2, 2013
    [Sales] Ad Tracking: You Don't Know What You Don't Know
    With this information they were able to modify sales processes, their sales team, and even improve their marketing spend. They also made some substantial changes to their sales training programs internally and their CRM processes and procedures. 'Marketing is actually quite scary. You don''t know what you don''t know. Awesome.
  • GREAT B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!
    Avoiding risk is a key factor in the purchase decision, and anything you can do to mitigate risk will be rewarded with more and faster sales. Your competitors are probably doing this, so don’t lose profitable sales due to your failure to address the risk issue. Create desire within these prospects to purchase your product or service.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 5, 2012
    [Sales] Are Marketers Becoming Digital Dinosaurs?
    The point is to lower the cost of sales and to increase the effectiveness of marketing. According to a CMO Council study of more than 200 marketing executives, covered by MediaWeek , marketers are being left behind by the digital age. The report stated that 90% of companies do not have an integrated digital marketing strategy.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    The real issues are budgetary (budgets and content), organizational (skills, data quality, sales feedback, sales integration, and performance standards), and technical (data collection and compatibility). 'The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks.
  • LOOPFUSE  |  MONDAY, AUGUST 19, 2013
    [Sales] Five keys to successful marketing automation content
    Affirmation Content: As leads are nurtured into opportunities for sales follow up, they need information that helps lead them to a confident purchase decision. Advocacy Content: The sale has been won but now is not the time for complacency. 'This is a guest post by Brian Hansford who is an account director with Heinz Marketing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 14, 2014
    [Sales] Social Media and the Stock Market: A Lesson in Global Manipulation
    The hacker makes a fortune on stock short sales that day and slinks back to his anonymous world undetected. large, national retailer uses Big Data to identify emotionally-troubled teens and targets them as a leading demographic for alcohol and cigarette sales. 'By Kate Prince, {grow} Community Member. Read on. The Experiment. Read on.
  • WEBBIQUITY  |  TUESDAY, AUGUST 28, 2012
    [Sales] 33 (of the) Best Social Media Guides, Tips and Resoures of 2012 So Far
    Pinterest is doing a great job of driving traffic, leads, and sales,” Jesica Meher outlines six benefits of Pinterest, from generating inbound links to integration with existing Twitter and Facebook accounts. What’s the best process for developing a social media marketing plan? How do we demonstrate the ROI of social efforts?
  • VIEWPOINT  |  THURSDAY, JULY 11, 2013
    [Sales] BANT is Bunk, BS and Irrelevant - per Ardath Albee
    Need: “This one is probably the most valid of the BANT criteria for without it there’s no possibility of making a sale. 'I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. The blog is painfully honest, insightful and substantiated by facts.
  • THE POINT  |  FRIDAY, JULY 13, 2012
    [Sales] Do Lead Nurturing Campaigns Always Need an Offer?
    Is lead nurturing always about generating measurable response, increasing lead scores, progressive profiling, and moving leads to sales? In my last post , I talked about creative campaign ideas for when you have no content to offer. Which leads to another question: do certain types of campaigns even need an offer in the first place?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 3, 2012
    [Sales] Five Key Rules of Teleprospecting
    These are some key rules that your inside sales team should be following to achieve higher response and lead rates. As a business development representative, having a few rules to follow can help create better conversations, build a better pipeline, and eventually a higher lead/conversion rate for qualified leads. Ditch the script.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 5, 2013
    [Sales] Social Media Marketing becoming Mainstream in BtoB, though most still can’t measure it
    At the other end of the scale, 20% of respondents represented companies with more than $1 billion in annual sales. ” Read the original post at Social Media Marketing Reaches Maturity. Editor’s Note] Social media marketing is playing a larger and larger role in Digital Marketing programs today. Twitter is too low too.).
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, SEPTEMBER 12, 2012
    [Sales] Content Marketing’s Dirty Little Secret
    We know from our work last year that the average B2B customer is nearly 60% of the way through the purchase decision before engaging supplier sales reps.  Your customers live in a noisy environment.  They are constantly bombarded with messages.  You’re trying to break through and it’s tough. Enter: content marketing.  Or does it?
  • SAZBEAN  |  THURSDAY, MARCH 13, 2014
    [Sales] Five Ways Mobile Apps Can Be Used To Market Your Business
    Using Twitter , Facebook , and other apps, you can alert your base of fans and followers to flash sales, special giveaways, and more. 'With as much noise as there is in the world today, marketing is difficult – but many marketers overlook one simple thing that can revolutionize how marketing is performed. That’s right; their cell phone.
  • SAZBEAN  |  MONDAY, MAY 9, 2011
    [Sales] Caution! What value message are you sending with Groupon?
    When the car companies tried to raise their rates, their sale went down. If you pride yourself on customer service, if your current customers come to you because of that level of service, how will future sales be impacted if you provide less than your best because there are too many people? are all the rage. Win win, right? Maybe.
  • PHOENIX RISING  |  MONDAY, JULY 27, 2009
    [Sales] Stop with the 4 Letter Words!
    Yes, a sale and revenue still is the ultimate goal here.). So stop with the argument that they want technical sales information. I brought the soapbox out to talk about both 3 and 4 letter words - those pesky acronyms that seem to permeate technical and complex B2B product marketing.    Which is fine.  HTTP, XML, MSP.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, OCTOBER 15, 2013
    [Sales] How Xerox is Supporting Editorial Advocacy with Healthbiz Decoded
    Healthbiz Decoded is an owned microsite focused on the business of healthcare — an editorial site that, in Ericson’s words, is intentionally far from the sun ( of sales, that is). But it’s not a sales circus, by any means, because only about 30% of the stories that run on the site have a connection to or mention Xerox. Influencer gap.
  • THE ROI GUY  |  TUESDAY, MAY 15, 2012
    [Sales] A Better Way to Go Mobile – Interactive White Paper (powered by Alinean)
    The Interactive White Paper was also leveraged as a priority engagement resource to help fuel other online campaigns, and enable sales and marketing to better engage with economic-focused customers. And as a guaranteed Alinean leads program, success of the campaign is ensured.
  • THE ROI GUY  |  WEDNESDAY, MARCH 14, 2012
    [Sales] Plantronics UC Toolkit, Wireless Voice Office Assessment Tool
    Plantronics sales representatives are also using the tool interactively with customers, to obtain the best rules-based solution recommendation. Over 100 assessments are performed by customers and sales each month, assuring that the right UC audio solution is being recommended every time. Configurator Pisello Alinean Plantronics
  • THE ROI GUY  |  WEDNESDAY, SEPTEMBER 14, 2011
    [Sales] What is a Diagnostic Assessment Tool?
    ? With budgets tight and risk aversion high, it’s easier for buyers to “do-nothing” than to change. Buyers often need proactive help determining what issues they might have, and which of these issues is a priority that is worthy of addressing. Value Marketing Executive Assessment Tools Diagnostic Selling Pisello Alinean Value Selling
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, OCTOBER 10, 2011
    [Sales] Beanstalk Data Adds Service to the Marketing Automation Recipe
    It then modifies them and changes the thresholds that trigger actions such as sending a lead to sales. This uses the same core technologies but integrates with retail Point of Sale systems to capture purchase information about individual customers. Thinking in those terms, Beanstalk Data is a tasty morsel. Anyway, back to BeanStalk.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, NOVEMBER 17, 2010
    [Sales] Specialize. You’ll Grow Faster.
    High growth firms spend about 5% of their revenue on sales and marketing. The book quotes a buyer   “ Offer me a personalized understanding of my situation with no high pressure sales calls.”  . Do you want to you want to grow nine times faster and be 50% more profitable than your competitors, and still spend less on marketing?
  • GREAT B2B MARKETING  |  TUESDAY, JUNE 10, 2014
    [Sales] Why You Need to Be Hooked on Your Customers
    We look at several marketing and sales metrics to gauge the health of an organization, such as cost of customer acquisition, average sales price, and lead-to-opportunity conversion. 'I just read the brand new book by Bob Thompson: Hooked On Customers: The Five Habits of Legendary Customer-Centric Companies. Answer: most of them.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 5, 2015
    [Sales] Four online marketing metrics to obsess about
    The sales cycle for my B2B business is very long. The sales cycle for my B2B business is very long. 'Like every new blogger, my dream of success meant getting a business superstar to share my content online. About two years into my blogging career, to my surprise and delight, my dream came true. Look at me—I went viral! Time on site.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] Get Beyond Views: 3 Metrics That'll Help You Prove Video ROI
    If you''re trying to use video to push your sales and marketing teams forward, you need to spend your time measuring the right metrics. Using this metric, salespeople have the potential to be far more successful at making a sale. 'In the world of video marketing, there are lots of things you can measure. You can measure views.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 9, 2015
    [Sales] Four ways customer connections will change by 2020
    While Google  halted sales of Google Glass in January , don’t rule out the probability that wearable technology will be mainstream by 2020. While Google halted sales of Google Glass in January, don’t rule out the probability that wearable technology will be mainstream by 2020. 'Technology is changing the way we buy, fly and try.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 28, 2012
    [Sales] SEO Success Story: How an engineering firm moved from obscurity to the #1 ranking for critical local search terms
    At first, Kelly didn’t believe it was possible because of GHT’s limited geographic market and the fact that its sales were relationship based. Kelly uses the feature as a sales tool. Tweet If you think that using websites for lead generation is for other businesses, but not yours, consider GHT Limited. Attain buy-in from leadership.
  • ANNUITAS  |  TUESDAY, MARCH 18, 2014
    [Sales] The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology
    All of the usual suspects were in the room – head of marketing, head of sales, marketing automation power users, demand generation leads, content marketer … but also present were the head of their CRM install and the lead project manager of their website and web analytics team — both IT roles in this particular company.
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Sales] Retargeting; A Internet Marketing Tactic to Increase Conversions Rates & Leads
    Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Let’s talk retargeting.  For the most part, a typical landing pages averages between 2-5% conversion;  the submission of an email address in exchange for purchase, quote, demo, trial, webinar, or content.  Tracking Retargeting. Get it? Adroll.
  • THE ROI GUY  |  WEDNESDAY, JULY 18, 2012
    [Sales] Case Study: Avaya IP Office TCO Calculator
    The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities. Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 31, 2014
    [Sales] Why I use BrandYourself for Personal Branding
    Sales looks for Mr. Right Nows at Find New Customers. sales manager in Boston raved about it and I bet you will too. 'Everyone needs to rank their name highly on Google, but how to do you it? Happy Halloween, everyone! use a product called BrandYourself which is an easy to use site to ensure you rank highly for a name like Jeff Ogden.
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