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  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 24, 2015
    [Sales] What Does A Content Marketing Plan Look Like?
    How do you know if the content you’re producing will reach your target audience and generate more leads or sales for your business? Is it brand awareness, engagement, lead generation, sales, or customer retention/loyalty? Where do you start? What Does An Effective Content Marketing Plan Look Like? Step # 1 : Get Buy-in For Your Plan.
  • PUZZLE MARKETER  |  WEDNESDAY, MAY 29, 2013
    [Sales] The New Rules of Lead Generation Book Review
    However, at the heart of every marketing strategy should be a focus on generating sales-ready leads. There are many elements to marketing that can prove effective for growth of a business. After all, if the marketing isn’t generating leads and revenue, then it’s not working. The 7 Most Successful Lead-Generation Tactics.
  • SAZBEAN  |  THURSDAY, JANUARY 13, 2011
    [Sales] Using Social Media to Understand Your Customers
    Social media also allows you to provide information before the sale to establish your reputation as an expert. Improving Sales Sales are more effective when the process is about the customer and their needs. Improving Customer Service Customers will have problems or questions after the sale. image by Lali Masriera ).
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MAY 21, 2015
    [Sales] A Tale of Two Sittings: Best of Times with HubSpot and Teradata
    Their general intention is to continue serving their existing target market (companies from 10 to 2,000 employees) with marketing and sales tools. There is a bit of redefinition to being a “growth engine” that solves additional marketing and sales problems, but this is an incremental change at most. But I digress. Where was I?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 2, 2013
    [Sales] Life Enrichment: is yours?
    When I boil everything down, whether it’s on Gourmet Living or Sales Leadership the topics end up covering how one’s life can be made better. Ken “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Ken’s latest book is “Leading High Performance Sales Teams”.
  • FEARLESS COMPETITOR  |  SATURDAY, MAY 18, 2013
    [Sales] Weekend Summary of Highlights from the Fearless Competitor blog
    How to Get More Sales Leads. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. The weekend has arrived and this is a new thing we’re doing on Saturday’s (at least till college football starts). Check out this fun show!
  • MARKETING ACTION  |  THURSDAY, JUNE 5, 2014
    [Sales] David and Goliath: How Small Players Beat Out the Big Banks
    This means that companies need to take a more targeted, digital, marketing approach, focusing on identifying buyers who are in the discovery process, and leveraging marketing automation technology to deliver appropriate sales messages at a calculated cadence. Converting sales leads into sales (lead nurturing and lead scoring).
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] Why You Should Stop Using Google Rankings as Your Primary SEO KPI
    This is not ideal, though, as the search terms may not be driving leads and sales -- and with Google''s latest encryption update , you won''t be able to drill down into indivisual search terms. Leads and sales from organic search are also very good KPIs. How could this be, you ask? How to Evaluate the Performance on SEO in the Future.
  • E-QUIP  |  MONDAY, JANUARY 12, 2015
    [Sales] 10 Steps to Revolutionizing Your Rainmaking
    Never waste the client''s time, but always bring something of value to every sales call. 2. While you''re likely to agree with that statement, your sales approach is probably more transactional than relational. The usual marketing activities suffer the same fundamental flaw as the traditional sales approach—they''re self-centered.
  • WRITTENT  |  FRIDAY, JANUARY 23, 2015
    [Sales] The 11 Key Elements of Amazing Copywriting
    And, of course, fabulous copywriting generates leads so sales people can do what sales people do best: sell. Nurture your leads through great content, and then hand them over to the sales team to close the deal. Image source. I can always tell when I’m reading amazing copywriting by the drool pooling on my desk. ” 6. Is Error-Free.
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 20, 2013
    [Sales] The Remarkable Marketing Made Simple TV show
    Marketing Made Simple TV is a production of the sales lead generation company Find New Customers. This show, which premieres every Thursday at noon ET/9am PT is booming ! So let me share 3 things that make Marketing Made Simple TV a great show. Marketing Made Simple TV is a TV on the Web show, and not a web show. And we aim for many more.
  • THE FORWARD OBSERVER  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] HubSpot's 2014 State of Inbound Marketing Report: 21 Tweetable Pearls
    The study was a voluntary sample of 3,570 respondents comprised primarily of marketers and sales peope from a variety of vertical industries, company sizes and countries around the world. In fact, sales people are generally quicker to understand the benefits of inbound selling than their outbound marketing colleagues. Tweet this! 2.)
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 3, 2013
    [Sales] RedPoint Offers Broad, Deep B2C Marketing Automation
    This perspective has always been part of consumer marketing, where the classic description of Customer Relationship Management (CRM) was “marketing, sales and service”. That formula fell out of favor when the most prominent CRM system became B2B-oriented Salesforce.com , whose very name reflects its origins in B2B sales automation.
  • ACT-ON  |  FRIDAY, APRIL 29, 2016
    [Sales] An A to Z of Content Marketing Best Practices
    Audience is also a factor in persona marketing – the technique of breaking up your customers into different profiles, and then creating content and a sales funnel that’s tailored to each group. Sales metrics. It’s also about how easy it is to navigate your site, and how you craft your messaging through the sales funnel. Google.
  • HUBSPOT  |  FRIDAY, MARCH 18, 2016
    [Sales] Converse, Old Spice & More: 6 Famous Brands That Made Inspiring Comebacks
    Instead, when PBR sales hit rock bottom in 2001 -- and they couldn't have afforded traditional advertising even if they'd wanted to -- the company turned to Fizz, an Atlanta-based word-of-mouth marketing agency. And sales were reflecting that more and more. Consumer sentiment for a brand is like a fire. coli outbreak. Source: 9GAG.
  • LEADERSHIP  |  FRIDAY, MAY 23, 2014
    [Sales] Interesting Infographics: How Valuable Is Marketing Automation?
    Also, 83.7% of respondents claimed their sales efforts strengthened because of marketing automation. Credibility among sales teams. How effective is marketing automation on your company? Note: If you want to read my take on it, please see this post on why marketing automation fails.). Two-to-five years. Over five years.
  • CRIMSON MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Mark Thabit, CMO at Cision: Paid, Earned and Owned Media—How to Amplify Your PR Message Across Marketing Channels [Podcast]
    Media Measurement: Whereas it was always difficult to measure the impact of traditional public relations, Mark defines how product marketing can now be measured and automated from first touch through to converted sale. With a deluge of messages and media in the landscape today, however, the process is more complex. Digital Marketing Podcast
  • BIZIBLE  |  WEDNESDAY, DECEMBER 16, 2015
    [Sales] Non-Obvious Ways To Manage New Martech Investments In B2B
    It’s a way for marketing leaders to build or build on their technology infrastructure in a way that helps sales, marketing and product. Martech can help marketing teams speak the same language as the sales team by using sales metrics to measure marketing performance. All the while, they still have to manage the day-to-day.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, MAY 15, 2013
    [Sales] Why CMO’s Need To Be More Involved in Ecommerce
    IT tends to lean too heavily toward data for data’s sake, while Sales too often relies on revenue and relationships. It also needs to be a reliable gateway to actions that grow sales beyond the initial purchase, such as cross-selling and upselling. If the $42.3 But online is a big place. And who should lead the charge? One word: data.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, OCTOBER 14, 2011
    [Sales] What You Ought to Know About Inbound Marketing
    IMO, for effective “pull” marketing, you need both Inbound Marketing and MA to maximize the top and the middle of your sales funnel. There is a lot more to fixing your lead generation problems and nurturing those that are not yet “sales ready” before handing them off to sales. Confused about Inbound Marketing? Never heard of it?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 23, 2015
    [Sales] Design Your Best Marketing Technology Stack and Plan the Transition: Sneak Peek at FlipMyFunnel Conference
    In the example below, the flow highlights the isolation of sales and service from the rest of the stack – a critical weakness that isn’t apparent when you look at the systems only. Based on one cryptic Twitter picture, they’re up to something big. My own contribution will be a presentation on designing your marketing stack.
  • 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.
  • NUSPARK  |  THURSDAY, DECEMBER 16, 2010
    [Sales] What Is Lead Management?
    Lead Management is the process of generating, converting, qualifying, and closing sales leads. Lost in the shuffle of all of those marketing tactics you are trying to get a handle on for your business (Twitter, Facebook, Pay-per-click, SEO, email campaigns, website design) is the concept of Lead Management. What happens when you get a lead? 
  • VOLACCI  |  FRIDAY, JULY 26, 2013
    [Sales] Your Business Needs a Newsletter!
    One of the most effective marketing tools that''s out there, newsletters can consistently reinforce your branding, bring in more customers, and increase your sales tremendously. Newsletters have been used in marketing since the printing press was invented. Newsletters are easy. Newsletters are effective. Newsletters are eye-catching.
  • HUBSPOT  |  SATURDAY, OCTOBER 4, 2014
    [Sales] Competition vs. Collaboration: What to Do With Disengaged Employees
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. typical sales employee may respond better to a competitive program, while a typical customer service employee may engage more with a collaborative one. To read more content like it, subscribe to Sales
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 14, 2013
    [Sales] Are Machines the Future of Marketing?
    The idea that someday the CEO or Head of Sales will click a few buttons to set objectives, budget and timing and a machine will create and execute a marketing plan seems pretty far-fetched. When IBM’s Watson can tackle healthcare issues , marketing advice from machines doesn’t seem so unlikely anymore. Are you ready? Yikes!
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 26, 2015
    [Sales] Carlos Abler is Changing Culture with Content on the Content Pros Podcast
    Through workshops, visual storytelling and information design, he helps everyone from marketing to sales to customer care anchor themselves around strategically managing the customer experience. You may think you know what it’s like to be in charge of content for a large enterprise, but Carlos Abler will prove you wrong every time.
  • AMPLIFINITY  |  WEDNESDAY, SEPTEMBER 9, 2015
    [Sales] Top 5 must-dos for a successful referral program
    Their executives explained how the sales process worked: sales reps were currently using a home-grown referral database to enter leads and then managing those leads using their CRM.  Their sales leads decreased by half.  Organizations looking to develop a referral program  have a lot to consider.  This is a mistake. The result?
  • CLIENT BRIDGE  |  FRIDAY, NOVEMBER 23, 2012
    [Sales] INFOGRAPHIC: The Inbound Marketing Funnel
    From Slingshot SEO, here's an infographic that shows the anatomy of an inbound marketing campaign and what kinds of content fit into your sales funnel. View Original Article
  • SAZBEAN  |  THURSDAY, NOVEMBER 10, 2011
    [Sales] Five great examples of product page copywriting
    While product page design has improved in the past few years, an often neglected area is sales copy. common mistake is to simply place the manufacturer’s product descriptions on pages. News & Notes
  • MI6 MARKETING AGENCY  |  SUNDAY, APRIL 10, 2016
    [Sales] Mi6 Agency’s Top Charts for April 2016
    This blog series is updated every week with charts that focus on: B2B sales and marketing, industrial technologies (no consumer stuff) and areas that we play in! Two charts will be featured each week with some insights and thoughts from the author. Week of April 4th. What are Marketers Top Priorities in 2016? Time will tell! Sources. 14 Apr.
  • VERTICAL RESPONSE  |  MONDAY, APRIL 21, 2014
    [Sales] Improve Your Email Response Rates with List Segmentation
    Segmenting allows you to target non-buyers for a specific product or service, or let them know about a specific sale, but avoid overwhelming those who have already bought. Current clients Segmenting isn’t just about increasing sales or converting prospects into paying customers –though that is a part of it.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 22, 2015
    [Sales] What Social Media Can and Can’t Do by @davekerpen
    Social media won’t lead to overnight sales success. Success will take time and will come in increased buzz, referrals, traffic, and eventually sales. Dave Kerpen of Likeable Local. One of my favorite sections of this book is where Dave explains What Social Media Can and Can’t Do and I want to share that with you.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 12, 2011
    [Sales] Content – The Biggest Hurdle in Digital Marketing for Manufacturers
    Here are the ones that I have discovered: Most manufacturers have been predominantly sales oriented in the past. The traditional mindset at many of these companies is that marketing’s primary role is sales support. At first glance, that may sound like an oversimplification of a bigger problem. This is not a new problem.
  • B2B MARKETING INSIDER  |  MONDAY, JANUARY 5, 2015
    [Sales] 40 Must-Read Blogs For Entrepreneurs
    Additionally, they provide a nice mix of actionable marketing and sales content vs. most marketing blogs that are only focused on marketing. They do a nice job of closing the loop and bridging the gap between sales and marketing that you so often hear about.”. By NewsCred Contributor, Dawn Papandrea. Kissmetrics.com. ” 2. 
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 10, 2015
    [Sales] Growing Value: The Value Selling and Realization Summit
    Yet, only 7% of buyers say your content and sales reps as value-focused. Did you know …. Over 95% of B2B buyers demand proof that you’ll deliver value, demanding financial justification / ROI quantification prior to purchase approval. So how do you best evolve from empty product pitches to a more effective value selling approach?
  • TERMINUS  |  MONDAY, DECEMBER 21, 2015
    [Sales] Account-Based Marketing at Salesforce World Tour – Atlanta
    The first session I attended was the Sales Cloud 101. In this session, we learned about the lightning dashboard and how it helps sales teams with all of their daily tasks. The 3 Big Trends all resulted in bringing marketing and sales teams together to reach towards achieving a common goal. Ensuring brand relevance.
  • BIZNOLOGY  |  THURSDAY, JANUARY 3, 2013
    [Sales] Should CMO stand for Cheap Marketing Officer?
    And most of my clients hire me because they really need to cut the budget but they don’t want to cut sales. Now that it can be done cheaply, it is as important as everything else that leads to a sale. Photo credit: Images_of_Money. I’m cheap. There. said it. Some people don’t like the word  cheap. Not me.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 17, 2013
    [Sales] 5 Steps to Creating Content That Converts to Revenue
    It’s typical that sales and marketing will have different messaging; it’s very valuable to discover what’s working for sales and bring that into the marketing content creation. The act of downloading the paper is scoreable, so it creates or adds to a lead score that helps indicate sales-readiness. Understand the buyer’s journey.
  • 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. About two years into my blogging career, to my surprise and delight, my dream came true. One of my blog posts was tweeted by marketing superstar Guy Kawaski , who has a Twitter following roughly the size of France. The ultimate metric?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JUNE 22, 2016
    [Sales] OfferUp offers an addictive new app for eCommerce
    Once you input your Zipcode or allow it to take your location, OfferUp immediately displays the items that are currently for sale in your area. Looking through the items for sale can be surprising. Are your products more likely to come up for sale in a certain region? Where do your customers hang out online or on mobile?
  • VERTICAL RESPONSE  |  MONDAY, JANUARY 13, 2014
    [Sales] 5 Easy (and Affordable) Ways to Show Customer Appreciation
    It can be a thank you note, a birthday card or a postcard informing customers of an upcoming sale. If you’re online only, give them access to an exclusive online sale or surprise them with a gift card to a local coffee shop. In-store, online, review sites, and friend recommendations all factor into a customer’s buying decision.
  • SAZBEAN  |  SATURDAY, SEPTEMBER 15, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of September 15, 2012
    News & Notes
  • TOMORROW PEOPLE  |  WEDNESDAY, AUGUST 1, 2012
    [Sales] Why Size Matters
    If you’re spending a bomb on PPC, but you’re not sure where your clicks are coming from - or, indeed, if there’s any benefit from clicks if they’re not turning into sales - then we understand. Working hard in marketing is not the same as creating sales. “The trouble is, I don't know which half!"
  • SAZBEAN  |  MONDAY, SEPTEMBER 19, 2011
    [Sales] Social Media May Already Be Sending Traffic
    You may also discover sites which are unexpectedly sending you traffic that you can leverage to increase sales or lead generation. Once you have traffic coming to your website, the next step is to identify why and then leverage that to increase your sales. Think using social media may be a waste of time for your organization?
  • WRITTENT  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] 5 Writing Tips to Drive Your Readers to Action
    Those are just side benefits a blog post brings and channels through which the real purpose is achieved: more sales. If that conversion is not the actual purchase of a product, it should at least be something that brings them one step closer in the sales cycle, such as signing up to a mailing list or requesting a quote. Image source.
  • CRIMSON MARKETING  |  MONDAY, APRIL 29, 2013
    [Sales] What’s Your Appetite for Vertical Marketing? Five Strategic Steps to Going Vertical
    What’s more, this “solution” meal might be served to the customer by a waiter rather than Alex’s own sales staff. As companies branch out and explore vertical marketing strategies , one of the biggest misconceptions is that you just simply toss in an few vertical industry terms into your sales collateral and a couple web site landing pages.
  • INFER  |  WEDNESDAY, MAY 25, 2016
    [Sales] Guide to Getting Started With Profile Management
    Incorporate predictive into your existing sales and marketing workflows for maximum impact. To learn more about how Profile Management automates and increases Sales and Marketing effectiveness, request a free demo or start a free 14-day trial  now. Profile Management Uncategorized
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JUNE 5, 2014
    [Sales] Tips to Re-Engage and Get Those Cold Contacts Warm Again [New Guide]
    Offer a helping hand.  By presenting yourself as an advocate for their success first, rather than just another sales op, you will warm your audience to your messages. Like leftovers in your fridge, those cold prospects just need a little reheating and imagination to be enjoyed. from Eloqua. Focus first-encounter interactions (i.e. Don’t fret!
  • THE ROI GUY  |  WEDNESDAY, JULY 25, 2012
    [Sales] Role Models
    In order to get the buyers to “Yes”, sales and marketing must understand each stakeholders role in the buyer decision and deliver the relevant value proposition to each. For Finance it might be reducing days-sales-outstanding and days-to-close. IT decisions have become more complex, with more stakeholders than ever before.
  • FEARLESS COMPETITOR  |  SUNDAY, JUNE 16, 2013
    [Sales] Happy Father’s Day
    Happy Father’s Day from Jeff Ogden of the sales lead generation company Find New Customers ! Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. Kevin – soon to turn 17 and entering his senior year of high school.
  • THE POINT  |  THURSDAY, MARCH 11, 2010
    [Sales] 7 Mistakes To Avoid In Your Next Webinar Invitation
    Build Your Inside Cloud” may be a hot topic to some, but add “with Parallels” and in an instant the invitation becomes a sales pitch. 2. I’ve written a number of times in this space about how to maximize response from email Webinar invitations. For example: 1. Sell the offer, not the product. Lead with compelling benefits, not just facts.
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] CFOs are Large and in Charge of Buying Process in 2012
    Whether Performance was Achieved as Promised Best Practices for Connecting, Engaging and Selling to Finance Execs Vendor sales and marketing teams can achieve better effectiveness and competitive advantage if they are better able to connect, engage and sell to the finance executive. Speaking with and evaluating prospective vendors (85%).
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 15, 2014
    [Sales] Marketers Have Gained Their “Seat at the Table,” Now it’s Time to Prove Why They Deserve it
    And because of the changes in customer buying patterns, marketing programs, not sales efforts, now impact at least two-thirds of the buying process. by Kevin Akeroyd | Tweet this The onus is on us. The C-Suite expects marketers to be able to measurably contribute to the bottom line and deliver loyal customers who return time and time again.
  • BIZIBLE  |  FRIDAY, OCTOBER 23, 2015
    [Sales] Here’s An Industry Analysis Of The Most Effective B2B Marketing Channels
    No marketer should be lost when it comes to examining how marketing activities generate leads, sales opportunities and revenue. We recently published the 2015 State of Pipeline Marketing report and shared our findings on how pipeline marketers track and grow demand. It was a lot of data to share. Meet The Industries. Technology, SaaS.
  • THE ROI GUY  |  THURSDAY, JANUARY 12, 2012
    [Sales] Top Blog Posts of 2012
    Diametrically Opposed Forces: Selling Value in a Buyer Controlled World Provocation-Based Selling: Loosening the Status-Quo for Sales Success The Big-O: Outcome Selling Are you CIO Worthy? We wrote over 100 articles on Frugalnomics and B2B Selling and Marketing. So what was tops in 2012?
  • WRITING ON THE WEB  |  SATURDAY, SEPTEMBER 24, 2011
    [Sales] Writing Web Content that Gets Results: Questions
    It’s designed to produce an action, most often sales. For example, writing on the web can have several  objectives , besides making a sale. It’s okay if you’re a teacher and enjoy educating people without any sales objective in mind. Smart marketers know the rules and follow them. Good stuff.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 29, 2014
    [Sales] Case Study: Denny’s flips its audience with a sassy social media strategy
    By Kerry Gorgone, {grow} Contributing Columnist If your image of Denny’s restaurants as a place to take grandma for the dinner buffet, think again. The restaurant chain is re-inventing itself, led by a sassy social media strategy. The challenge: creating content and an experience worth sharing (and then showing a return on investment).
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 31, 2015
    [Sales] Make Events More Measurable with Event Marketing Technology
    For sales, an event management solution that’s integrated with the CRM can give reps on the floor at an event an up-to-date list of their prospects and contacts currently in attendance. Event marketing is no walk in the park. But wait… there’s hope! Event management technology exists that can make all this easier. Where’s the Value?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 15, 2014
    [Sales] 3 Questions You Should Ask About Your Content Marketing Strategy
    The content you create will support all of your sales and marketing efforts. by Kaila Garrison | Tweet this. With so much pressure to build a content marketing strategy, where does one begin? How will I measure success? How do I make the most of my efforts? What purpose does my content serve? Purpose. What problem are we trying to solve?
  • CMO ESSENTIALS  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Content Marketing Street Cred: 7 Marketers Share Their Secrets
    Do you have content marketing street cred? Have you taken risks, faced failures, or overcome obstacles in your content marketing efforts and still delivered results despite such challenges? Radical Honesty in the World of Content Marketing: This is a challenging time for content marketers. Is it through sponsored content? Native advertising? Mark W.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 6, 2012
    [Sales] Taking B2B Marketing Mobile: The Pitfalls and Payback
    She will be moderating a panel discussion, Integrating Mobile Campaigns for the Complex Sale , at the MarketingSherpa B2B Email Summit this Wednesday in Las Vegas.  I caught up with her to preview the discussion and reveal what she expects to be some key takeaways. Talyor, Director of Product Marketing, ExactTarget. Lockwood points out.
  • BIZNOLOGY  |  THURSDAY, JULY 23, 2015
    [Sales] Going Small: A Marketers Journey from Large Companies to the Startup World
    And at PGi, I built the lead gen and inbound sales team that grew revenue over 300% in 3 years. That was the position I was in at PGi. I had been there for 3 years and I had built out a 25 person sales and marketing team. I had a great bench of talent who I knew could keep the ship going without me. Like to Build Things.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 10, 2015
    [Sales] Everyone Loves A Present: 3 Ways to Integrate Gifting into Your Marketing Strategy
    We were inspired by marketers at companies like CVS, IBM, and Regal Entertainment that have achieved jaw-dropping increases in customer acquisition and sales by integrating gifting into campaigns. Author: Jignesh Shah What’s the most precious and scarce commodity for a marketer? The most valuable lesson we learned? The Power of Gifting.
  • SNAPAPP  |  TUESDAY, JANUARY 6, 2015
    [Sales] Best of 2014: Assessments
    DemandGen: Sales & Marketing Relationship Counselor. DemandGen created an assessment to get their audience thinking about how strong their sales and marketing relationships are. Well, it’s the end of the year, so that must mean it’s time to reflect on the last 12 months. Here’s our roundup of the best assessments from 2014.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 2, 2014
    [Sales] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
    Marketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness. When set up correctly, doesn’t lead scoring help us find the right audience to segment and target our marketing and sales efforts? Taste of Being A 10X Marketer. Lead Scoring
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 6, 2011
    [Sales] Facts about Fearless Competitor
    In addition, I’m speaking at the 140Conference on Long Island on May 26th and appearing on Sales Lead Management Association radio on June 9th. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. Every Friday at 11am). That’s a decent-sized city!).
  • B2B IDEAS @ WORK  |  TUESDAY, JULY 17, 2012
    [Sales] B2B Buyer Personas: Why?
    Your target audience has changed, and you must be able to speak to this new type of buyer in order to make a sale. Buyer personas must be an important part of your B2B marketing arsenal. Buyer. MLT Creative B2B Ideas @ Work Blog. Our ideas, musings, thoughts, reviews on b2b marketing topics
  • CRIMSON MARKETING  |  TUESDAY, NOVEMBER 26, 2013
    [Sales] Big Data Big Profits: Unlock Up To $200 Billion [Infographic]
    50% of companies surveyed reported struggling to measure the impact of digital marketing on sales and profits. Text from infographic: Successful marketers have figured out how to use data to squeeze billions more from marketing and help their companies grow. Better marketing analytics can improve the returns 10-20%: $100-$200 billion.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 26, 2014
    [Sales] HubSpot Files for IPO: Solid Financials for a Young Company
    This ratio is important because it hints at the profitability of on-going operations regardless of sales costs. In fact, Marketo today looks a lot like the HubSpot S-1.) - sales and marketing costs at 64% of revenue, well above Eloqua (which was growing much more slowly) and similar to Marketo (which was growing slightly faster).
  • VERTICAL RESPONSE  |  MONDAY, APRIL 27, 2015
    [Sales] The 4 Emails Retailers Should Send for Mother’s Day
    With sales on the line, it might be a great time to try out using Promoted Pins and see if they translate into revenue for you. 2. Use email to invite your customers to an event, class, sale or contest. Local retailers could also invite customers out to a mom-themed sale or event. Last minute sale email. Invitation email.
  • HUBSPOT  |  SUNDAY, OCTOBER 5, 2014
    [Sales] 5 Industry Changes Keeping CMOs Up at Night
    Technology, marketing, and sales are more intertwined than they''ve ever been before. That means that they are at least halfway through the buying cycle before they even contact a sales rep or walk into a store -- if they do at all. This post originally appeared on The Agency Post. Change. Should they zero in on customer experience?
  • DIGITAL B2B MARKETING  |  TUESDAY, AUGUST 30, 2011
    [Sales] The Importance of Woozles in B2B Marketing
    With complex buying processes, multiple stakeholders, and a high touch sales process, how important is a brand? It is important to remember the interaction with your sales team, one-to-one, will have a tremendous impact on your woozle, but it is not the only factor. And what does that have to do with a woozle? Your Turn.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 29, 2012
    [Sales] The social media listening market is maturing
    Sales has its CRM system. WI: Milwaukee phone bank and labor walk, September 11, 2008 (Photo credit: aflcio). Monday, I talked about the Convey API , a new offering from Converseon that earned DataWeek’s Innovator of the Year on Social Media. But that’s only half the story. And for good reason. Is the market waiting for this?
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 23, 2011
    [Sales] Happy Thanksgiving from Find New Customers
    Before you go, please vote for Jeff Ogden of Find New Customers for “ 50 Most Influential People in Sales Lead Management for 2011 “ Find New Customers MadMarketingTVFind New Customers wishes you and yours a happy and healthy Thanksgiving holiday. It returns on Thursday, December 1st. and every Thanksgiving).
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 20, 2013
    [Sales] Does Your Organization Need A Chief Content Officer? [Video]
    ” Todd and Jodi also brought in the nuance of content marketing as including the content that is not developed for sales. Traditional forms of B2B Marketing are no longer enough in today’s digital world. Our customers are looking for valuable and helpful information , not hype. Here is a very brief summary of the major points.
  • 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.
  • PAUL GILLIN  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Industrial Age Thinking Thwarts Potential of Internal Social Nets
    For example, a sales rep trying to close a deal with a German company can discover an accounting employee who speaks fluent German and leverage that person’s skill to help get the business. He asked my business unit to build a computer lab that employees could use at any time to play and experiment. There was even a NeXT machine.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 28, 2014
    [Sales] The future of digital marketing will be built on fun
    Our business goal in this phase is to help and serve people at their point of need, whether they are looking for a movie review, the best price on a laptop, or product information at the point of sale at a retail store. It seems pretty clear to me … let’s see if you agree. The first three digital revolutions. The fourth revolution.
  • CRIMSON MARKETING  |  MONDAY, AUGUST 12, 2013
    [Sales] Revenue and the CMO – Marketing’s Impact on Big Data and Social Selling
    The step-by-step blueprint teaches you how to:     Integrate sales and marketing for the joint effort.     Choose the reps for the pilot.     Choose the area of focus for the pilot.     Establish the program management office.     Train the reps.     Choose metrics. Click here to download your copy now ).
  • BIZIBLE  |  MONDAY, FEBRUARY 8, 2016
    [Sales] The Purchasing Path: A Step By Step Guide to B2B Lead Nurturing
    The B2B sales cycle is an extended process that’s much longer and more detailed than B2C buying. Follow these steps to help boost your success with B2B lead nurturing and sales. B2B salespeople who are seen as a trusted industry advisors, with an understanding of economic buyers’ needs, are 69 percent more likely to make a sale.
  • ION INTERACTIVE  |  TUESDAY, NOVEMBER 10, 2015
    [Sales] 7 Ways to Use ion Data in Marketing Automation
    Here’s how we do that… This is about focusing marketing and sales resources on buyers who are most likely to produce revenue. Best Bets — for sales WHY : Sales needs a helping hand to identify their best bets. Personalization — for marketing and sales WHY : Personalization is like a more intimate form of relevance.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 6, 2014
    [Sales] How to Maximize Your Marketing Automation Investment
    Her focus is on increasing revenue and optimizing performance through the use of strategic marketing models and processes that leverage marketing and sales automation solutions. Getting the marketing and sales organization committed to a successful adoption takes co-ownership, communication, and training. Training. Train everybody.
  • B2B MARKETING INSIDER  |  THURSDAY, JULY 14, 2011
    [Sales] The Myth of Business vs. Personal Profiles in Social Media
    As a young guy fresh out of college, my social habits were very different when I was hanging out with my friends vs. when I was having a drink with colleagues the night after one of our quarterly sales meetings. Like most people I started out using social tools for very distinct purposes. Facebook was for friends. But is this all a myth?
  • WRITTENT  |  WEDNESDAY, MAY 7, 2014
    [Sales] SEO Copywriting: 25 Best Practices for 2014
    They aren’t a foolproof way to skyrocket sales and conversions rates, either. They are trusted copywriting and search engine optimization techniques – tried and tested methods that over time have proven effective in boosting rankings, web traffic, click-through rates, and sales. They can also enhance credibility and authority. Engage.
  • HUBSPOT  |  MONDAY, DECEMBER 17, 2012
    [Sales] When You Should (and Shouldn't) Outsource Your Marketing
    Working with a consultant or agency that can help with your lead qualification might be worth it to improve sales efficiency. Booking Appointments: There are plenty of services out there than can handle appointment books for your sales team, whether they're in-house or field sales reps. And that's why we outsource. Sure can.
  • ACT-ON  |  TUESDAY, JUNE 14, 2016
    [Sales] 5 Ways B2B Marketers Can Learn to Love Facebook
    Being more accessible on Facebook can also help your sales team. B2B sales rock star Jack Kosakowski says he usually closes a sale a few days after making a connection with a prospect on Facebook. Are you holding back on Facebook marketing just because you’re in B2B? It’s really only for B2C people, right? Um … maybe not. Third?
  • HUBSPOT  |  SATURDAY, OCTOBER 25, 2014
    [Sales] How to Lead Your Team Through a Crisis
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. At that time, I was working as a regional sales manager. Looking back, a few lessons emerged which I would recommend to any sales manager dealing with a crisis. Morale was at an all-time low. In a month?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, OCTOBER 14, 2011
    [Sales] 1-Stop Shopping & Other Worthless Tripe
    These killer phrases are detrimental to their sales objective and actually create massive roadblocks for them. Despite the fact that I was capable of doing training on a wide range of sales skills, I chose to focus my "getting in" strategy on helping salespeople be successful in just this one area. But they don't want to believe me.
  • 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.
  • SAVVY B2B MARKETING  |  THURSDAY, MAY 3, 2012
    [Sales] What My Grandmother (Should Have) Taught the World about B2B Marketing
    That results in a rush job that stresses everyone out (from the sales person to the print shop) and all that effort frequently ends up getting scrapped after the event because the content was done in a rush and doesn’t quite hold up to scrutiny. Do not, I repeat, do NOT send your sales people out with content they have to qualify. 4.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 25, 2015
    [Sales] Blog More To Sell More
    You are in charge of your personal brand and your sales success. You Are In Charge Of Your Sales Destiny. This same advice and set of results applies to today’s sales organizations and your own efforts. This statistic alone should motivate sales teams to take control of their lead development strategy by introducing blogging.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 8, 2015
    [Sales] 5 Vital Strategies for a Successful Marketing Automation Implementation
    Important teams to have in alignment  with are sales management, sales operations, the CRM administrator, IT staff, and a webmaster or digital team. While all marketers have the ability to use these tools effectively over time, every project has a beginning. Get Alignment among Stakeholders. Don’t spring this on anyone last minute.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, MAY 11, 2010
    [Sales] 100 Tips for Trade Show Lead Generation
    Have your sales people invite their prospects to visit your booth and set up meetings in advance 29. Create event follow-up content pieces, talking points and email templates for your sales team to use to add value and continue the conversation in a relevant way rather than "pitching" everybody. Don't stop the dialog.
  • HUBSPOT  |  FRIDAY, MAY 23, 2014
    [Sales] The Anatomy of an Effective Marketing Brain [Infographic]
    Application -- Companies that put data at the center of marketing/sales decisions improve marketing ROI by 15%-20%. The traditional marketing model in which marketers were only responsible for creating a few promotional campaigns per quarter no longer makes sense in today’s fast-paced, digital world. Interesting Left Brain Data.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Life Enrichment: Friends
    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Life Enrichment: Friends.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 23, 2011
    [Sales] Are Content Curators the power behind social media influence?
    How often does a recommendation from this person generate sales? How often does a click through on a piece of content from this curator result in a sale? By Neicole Crepeau, Contributing {grow} Columnist. Are you overlooking some of the most powerful influencers on the social web?  Let’s find out. know, because I’m one of them. I
  • DIGITAL B2B MARKETING  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Buyers to Marketers: Don’t Call Me, I’ll Call You
    So your sales consultant can contact me? The marketing automation machine lives on a diet of email and your sales process is built on the telephone. “Why do you want my email and phone number again? No thanks, I’ll pass.” ” Most B2B marketers are still fixated on capturing registration data, and no wonder.
  • MARKETING ACTION  |  MONDAY, MARCH 9, 2015
    [Sales] The Future of CRM is Customer Engagement
    You had traditional CRM which everyone knew was sales force automation. Marketing is now becoming aligned with sales. Sales people are not necessarily altering the corporate marketing, and marketers are sensitive to what salespeople need. Paul Greenberg. Paige Musto. This discussion has been edited for brevity. They move on.
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