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  • BUSINESS GROWTH DEVELOPMENT  |  THURSDAY, JANUARY 13, 2011
    [Sales] Business As Usual Is Over
    Few Dirty Secrets About Business As Usual A lot of what those sales trainers, marketing companies and ad reps have been telling you for years is a bunch of porky pies.  Eventually the sales operation will be questioning the value of the marketing department asking why they don’t get any useful leads.  Business as usual is over!
  • SMASHMOUTH MARKETING  |  WEDNESDAY, MARCH 4, 2009
    [Sales] The Flaw in Calculating Inbound Marketing vs. Outbound Marketing Cost Per Lead?
    The question we should ask ourselves is how many $84 leads does it take to get to pipeline, an active sales opportunity, and how many $220 leads does it take to get to pipeline. It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. Inbound: SEO, SEM, Blogs.
  • MARKETING EDGE  |  SATURDAY, MAY 23, 2009
    [Sales] Embarq –ing on Social Media at a Fortune 500 Company
    To implement social media the way Embarq as done is to accept that social media is horizontal across a company impacting customer service, sales, product development, legal, investor relations, among other functions within a company as large as Embarq. Time 8:38. This was not a pilot project, nor isolated to a single department.
  • HUBSPOT  |  FRIDAY, DECEMBER 13, 2013
    [Sales] 47 Stats to Supercharge Your Holiday Marketing [SlideShare]
    Online holiday sales alone are expected to reach $82 billion in 2013, according to the National Retail Foundation. With Cyber Monday sales increasing 20% over last year (and with mobile sales accounting for a record-high 17% of that total), it looks like that sentiment is holding true. Oh yeah -- and happy holidays!
  • HUBSPOT  |  WEDNESDAY, JULY 18, 2012
    [Sales] How to Separate the Good Marketing Leads From the Bad
    So by training your team or software platform to identify bad leads and remove them from your sales queue, you can save your company time and get a better sense of what truly classifies a lead as a promising one. In this simple form of lead scoring, you would prioritize leads for your sales team that convert on the high-scoring offer.
  • B2B IDEAS @ WORK  |  FRIDAY, OCTOBER 14, 2011
    [Sales] Take the guess work out of B2B guest blogging
    Are You Hungry For More B2B Sales? Known as the Idea Launch PadTM for B-to-B marketers, MLT Creative's services include strategic planning, positioning, brand development, advertising and sales promotions for business-to-business clients Your blog may start out with one individual responsible for all of its original content. Thanks!
  • DIGITAL B2B MARKETING  |  THURSDAY, OCTOBER 11, 2012
    [Sales] B2B Marketing’s Missing Objective: Creating a Home Field Advantage
    As you help potential buyers through the process, they will become more familiar with you and your solutions as well, leading to an opportunity to make a sale. What companies do you want to work with? Not just the ones that seem safe or are good for your resume, but the ones you just want? You don’t need them, you want them. Strategy
  • WINDMILL NETWORKING  |  MONDAY, JANUARY 27, 2014
    [Sales] Social Supremacy for Your Business: Facebook Groups vs Google Groups
    Related Stories 10 Tips for Getting Started With Social Sales On [Insert Network Name] If Marketers Can’t Figure Google Plus Out, Let Your IT Department Manage It 6 Social Media Trends for 2014 to Watch Evolve. Social Media Apps Facebook facebook features Facebook group Gmail Google Google Group Social network Twitter
  • SAVVY B2B MARKETING  |  FRIDAY, MARCH 11, 2011
    [Sales] Savvy Week in Review - March 11
    My Secret Methods for Turning Marketing Leads into Qualified Sales Leads - by Jon Miller @jonmiller2. deep dive into Sales Development from lead generation, through sales development rep nurturing and process FAQ's Is it really the middle of March?!? How the heck did that happen?!?). Tips every marketer can use!
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 10, 2010
    [Sales] Are You Afraid of Cold Calling?
    agree with Pete that inbound marketing is important and can help accelerate the sales process, but I also believe that nothing real happens until the first sales conversation. Unless you are selling a true commodity where price drives the sale, nothing can replace a skilled cold caller with best in class process & execution.
  • SAVVY B2B MARKETING  |  FRIDAY, SEPTEMBER 25, 2009
    [Sales] Savvy Week in Review - September 25th
    Mastering the Customer Success Cycle by @brittonmanasco Britton Manasco challenges us to consider just how far-reaching the marketing and sales misalignment might be. Time: An Overlooked Difference between Marketing and Sales - by @MikeFrichol Mike Frichol offers a new perspective on what's behind the marketing-sales disconnect
  • MARKETING ACTION  |  FRIDAY, APRIL 12, 2013
    [Sales] When is the right time to implement marketing automation?
    If marketing activities generate more leads than the sales force can deal with, marketing automation can step in and ensure that good leads aren’t left to rot. 'Timing, they say, is everything. Plus, it’s never too soon to avoid bad habits.). When the business is making a significant increase in marketing investment.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 7, 2011
    [Sales] 55 (of the) Best Social Media Tips, Tactics and Tools of 2010
    How to Use Your Blog to Drive Social Sales by Social Media Examiner. “The ultimate goal for many businesses is profit, not engagements, retweets or Facebook likes,&# as Nathan Hangen points out, so he offers a four-step plan to making a blog into an effective, non-pushy sales tool. Adoption soared. 85% of Inc. Mistakes were made.
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] Your Phone Leads Aren’t Converting: Steps You Can Take To Fix It
    Studies show that inbound calls often convert to revenue 10 to 15 times more frequently than web leads, making them the lead type sales managers want most. True ROI from a campaign isn’t measured in calls generated by your marketing, but rather in new accounts and revenue generated from those calls by your sales reps or clients.
  • SAVVY B2B MARKETING  |  MONDAY, JANUARY 24, 2011
    [Sales] Getting Personal with Customer References: Matchmaking that Works
    One-on-one phone calls and even in person meetings between perfectly matched customers and prospects are the most compelling sales tools in your arsenal. We're pleased to present this guest post by Joshua Horwitz, president and founder at Boulder Logic. What’s the best way to use what you’ve got and close the deal? Let the matchmaking begin!
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 18, 2009
    [Sales] Does Your B2B Website Content Create Competitive Advantage?
    Our business first, technology second methodology is a unique approach that helps our customers drive sales, propel business performance, and improve operational efficiency. Her book, E-Marketing Strategies for the Complex Sale , will be out this fall from McGraw-Hill Am I interested enough to make the effort to learn more?
  • SAVVY B2B MARKETING  |  THURSDAY, JUNE 18, 2009
    [Sales] Does Your B2B Website Content Create Competitive Advantage?
    Our business first, technology second methodology is a unique approach that helps our customers drive sales, propel business performance, and improve operational efficiency. Her book, E-Marketing Strategies for the Complex Sale , will be out this fall from McGraw-Hill Am I interested enough to make the effort to learn more?
  • SALES LEAD INSIGHTS  |  WEDNESDAY, MAY 25, 2011
    [Sales] Email tips from one of our B2B lead generation and marketing automation experts
    We’ll start off with tips from some of the experts who provide our sales lead management consulting , marketing training , marketing automation and lead-generation services. This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. Altaf Shaikh. Learn more here.
  • WEBBIQUITY  |  MONDAY, AUGUST 5, 2013
    [Sales] 101 Vital Social Media and Digital Marketing Statistics for (the Rest of) 2013
    But–contradicting the statistic above–66% of brand advertisers want to see a measurable sales bump from social media advertising. 24% say marketing’s influence on sales and 16% cite conversion rate as the key metrics. The role of sales has changed. sales close rate on average, compared to 1.7% TECHi ).
  • 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. __.
  • MARKETING INTERACTIONS  |  WEDNESDAY, MARCH 3, 2010
    [Sales] Does Your Content Marketing Make You Different?
    In case you think it's not that big a deal, IDG also found that the lack of relevant content perceived by buyers is responsible for reducing the vendor's chance of closing the sale by 45%! Being recognized as unique, different and desirable is what every company strives to achieve to stand out in their marketplace.
  • TRADESMEN INSIGHTS  |  TUESDAY, MARCH 6, 2012
    [Sales] Interesting Stats on B-to-B Marketers Thoughts on Social Media
    The study drives home some alarming points on how many of us are less than satisfied with the performance of our website, social, search marketing and sales conversion efforts. We all are getting into social media in some fashion. Some more active than others, but how are we doing and what do we think of this new media? So what do you think?
  • DIGITAL B2B MARKETING  |  TUESDAY, MAY 7, 2013
    [Sales] 5 B2B Marketing Mistakes That Are Hard To Avoid
    As marketers, we have all heard how more jam options actually decreased jam sales. 'The hardest mistakes to avoid are the ones that initially look like the right decision. We all make mistakes. Sometimes you can see them coming, other times you only see them in hindsight unless you already know what to look for. How do you provide choice?
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 25, 2013
    [Sales] Going from Good to Great Marketing: Leading and Managing Change
    Collaborate at new levels with sales. As marketers engage with prospects further along the funnel, they must nurture them until they’re ready to talk to sales. To reach today’s buyers, marketers need to launch new marketing programs and may need to engage differently with the product management and sales teams during the process.
  • 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.
  • WRITING ON THE WEB  |  WEDNESDAY, APRIL 10, 2013
    [Sales] Bloggers: Brush Up on Your Writing Skills
    This can translate into sales and interest in your business! 'Business bloggers: just how good are your writing skills? Most bloggers and those who run small businesses that publish blogs are not natural-born writers, or even trained writers. Most businesspeople studied things such as marketing, communication, or business.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 4, 2015
    [Sales] 8 tips for writing awesome headlines that people want to read
    For example, my blog posts Top five ways to optimize sales enablement efforts and Six tips for boosting your creative powers follow this model. 'Do you know what the most important piece of your content marketing is? It’s not the actual content—it’s the headline that makes people click on your content and read it. Write your headline first.
  • B2BMARKETINGSMARTS  |  THURSDAY, JANUARY 13, 2011
    [Sales] Two cool (and useful) services for B2B marketers
    Each fills gaps in the B2B marketing process that enhance both marketing and sales. Guided voice mail is a great option when B2B marketing or sales wants to. Generate leads and close sales. When the recipient hears the B2B marketing/sales message, it sounds like a real message to them personally.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 22, 2010
    [Sales] Did Email Marketing Offers Drive 2010 Holiday Buying Season?
    What is the outlook for online holiday sales this year compared with recent years? The outlook for holiday retail sales in general is pretty good compared to the last two years, with the National Retail Federation forecasting 2.3% So there’s been a bigger push to generate holiday sales in November this year. growth.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] REVTalks Smashes the Executive Knowledge Gap
    Live Talk: Join us at REVTalks’ for “ Look, Up in the Sky… It’s a… Sales Superhero! Description: Josiane Feigon , a pioneer of the Sales 2.0 movement, and author of the new book Smart Sales Manager, is one of 36 speakers who will present at REVTalks. Last year, that number had jumped to over 70%. Runs 15 minutes.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 25, 2013
    [Sales] Why Reddit Is Relevant To Marketers [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by Stephen Streich | Tweet this Canadian astronaut Colonel Chris Hadfield boarded the International Space Station in December, preparing to take over as commander of expedition 35.  This would appear to hold true for Reddit, as well.
  • HUBSPOT  |  FRIDAY, FEBRUARY 14, 2014
    [Sales] New Data Reveals the ROI of Inbound [Free Report]
    I''ll let the numbers speak for themselves: 69% of customers saw an increase in sales revenue, 74% of which experienced this increase within 7 months of using HubSpot. Over 30% of customers reduced their sales cycle since implementing HubSpot. In a word. Inbound helps them build a sustainable business model. Don''t believe me?
  • 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
  • DIGITAL B2B MARKETING  |  MONDAY, JUNE 11, 2012
    [Sales] Three Reasons Content Curation is Overrated
    Prospects want to know what you think In enterprise B2B sales and marketing, prospects want to understand how you view their marketplace, challenges and opportunities. B2B marketers are looking for a shortcut to thought leadership , but the shortcut many are taking lead somewhere else completely. Content curation can be a valuable activity.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 22, 2012
    [Sales] Don’t Believe ALL the Hype: Where Inbound Marketing Falls Short
    As Greg Head, CMO of InfusionSoft (a provider of sales and marketing software for small business) writes, “The reality is the best marketers are using both inbound marketing and marketing automation together, and they are getting great returns.”. Inbound marketing doesn’t drive people to action. We call this the Inbound Marketing Multiplier.
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 1, 2012
    [Sales] The Most Toxic Words In Marketing
    Our sales team wants leads. When done right, effective marketing will generate a quantifiable “multiplier effect.” ” I believe that the most important words in marketing are “thank you. ”  Because when you create great content, your readers will share it. So you should thank them! Test it. Strategy
  • INBLURBS  |  THURSDAY, MARCH 15, 2012
    [Sales] An Easy Way to Reach One Fifth of the World with your Brand Message
    study from Wildfire Interactive shows that social media helps grow brand awareness, increase sales and partnerships and helped to reduce marketing costs. Simply become active in Facebook! Facebook has about 830 million users worldwide which means it reaches one fifth of the global population. billion social network users in 2012, 63.2%
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, SEPTEMBER 12, 2013
    [Sales] Research: The 3 social media secrets of B2B buyers
    But talk too much in print or on your website about the fun and games you are delivering exclusively on Facebook, and you may be inviting an antipathy that will ultimately dent sales. It’s not all about short-term sales. 'By John Bottom, {grow} Community Member. B2B buyers: Social media curmudgeons? These are very different points.
  • SAVVY B2B MARKETING  |  FRIDAY, MAY 18, 2012
    [Sales] Weekly Wrap-up May 18th
    Carlos Hidalgo makes a convincing argument for why marketing and sales are continually butting heads over "quality leads." Here's how to establish a truly scalable, repeatable and reliable sales and marketing machine. Gooooood Friday, Everyone! Another week has flown by. Woosh! What’s holding your business back?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 11, 2012
    [Sales] Growing Revenue: Not Always As Simple As It Seems
    One of my areas of responsibility is revenue growth and while this is not new to me as I have been in sales my entire career, striving for double digit growth quarter over quarter in a services business can be a pretty tall order. Don’t get me wrong, I’m not whining. Another important factor, stating the obvious, is the economy.
  • SAVVY B2B MARKETING  |  FRIDAY, AUGUST 5, 2011
    [Sales] Savvy Week in Review - August 5
    Sometimes, it's the unarticulated things that make or break the sale. Lead Management Questions Sales Will Ask Marketing - via @eloqua. How can it be August already? as we kick off the last month of summer, the last thing on your mind may be work. But the blogosphere is always buzzing. Stay cool! by @SeanPlatt. Think again.
  • FUNNEL FOCUS  |  TUESDAY, MAY 18, 2010
    [Sales] Q&A: Finding & Implementing the Right Marketing Automation Platform
    Do you have more inbound leads than your sales team can contact in a timely manner?  Do you or someone on your team spend a significant amount of time manually sending leads over to sales? View the entire Webinar. Question: How does Manticore Technology differ from other Marketing Automation Platforms?
  • SAZBEAN  |  TUESDAY, MAY 28, 2013
    [Sales] Successful Marketing Always Has a Return
    Just like any financial investment, successful marketing should always give back more than it costs, whether that is in direct sales, improved branding or sentiment, or reduced customer service costs. Here are some possible returns: Increasing sales revenue — the obvious return when a marketing effort leads to direct sales.
  • MARKETING ACTION  |  WEDNESDAY, JULY 23, 2014
    [Sales] Customer Lifecycle Marketing: Reporting, Part 2
    In Part 2, we cover the stages of nurturing, converting to a sales-qualified lead, and post-sale retention and expansion, each of which contributes significantly to both costs and revenue. This could be a very valuable tool while communicating with sales reps (who tend to raise lead quality as an issue from time to time).
  • 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.
  • KOMARKETING ASSOCIATES  |  MONDAY, FEBRUARY 2, 2015
    [Sales] What B2B Marketers Need To Know About Social Media Advertising in 2015
    billion in projected mobile sales for Facebook, Twitter’s new algorithm, and even more social networks looking toward expanded advertising, 2015 promises to be a big shake up for social media. 'Over the past few years, advertising on social media has grown in sophistication. This new area comes in the form of mobile application advertising.
  • INBLURBS  |  THURSDAY, MARCH 1, 2012
    [Sales] How Private Air Charter can profit from Inbound Marketing
    Which does not mean that lead nurturing consist of sales pitches. increase customers and sales. Like market leading airlines, private air charter is in a very competitive business. Private air charter companies need to be in front of their audience when they are looking if they want to increase business and revenue. Content creation.
  • THE ROI GUY  |  FRIDAY, FEBRUARY 13, 2015
    [Sales] The Content Marketing – Buyer Disconnect
    Translation: a sales pitch. The reality is that it typically takes 9 touches just to connect with the prospect, and consumption of 12 pieces of content before a prospect is ready to speak to sales. In the new study from The Economist Group , 93% of B2B marketers are incorrectly connecting their content to a product or service.
  • DIANNA HUFF - B2B MARCOM  |  WEDNESDAY, OCTOBER 9, 2013
    [Sales] Using the Google Analytics Social Report (Part II)
    In other words, are your social media visitors moving along the sales funnel from awareness to consideration to purchase? In other words, the link looks and reads naturally, not like a sales pitch. 'In Part One of this series , I talked about how to set up the Google Analytics Social Report. Setting up Goals. Goal Setup Page.
  • WINDMILL NETWORKING  |  MONDAY, AUGUST 25, 2014
    [Sales] Psychological Triggers in Email Marketing for Social Media
    Related Stories The Emotions of the Sexes and How To Capture It In Social Media How to Make More Online Sales by Knowing Your Numbers Cognitive Recognition in Social Media. 'It has been said that email marketing is one of the best strategies, if not the only one, you should be using. Let’s look at … Continue Reading. Wade Harman.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JANUARY 28, 2014
    [Sales] 3 Strategic Content Measures Every Marketer Should Take
    Every organization possesses its own unique resource center of data, benchmark research, calculators, and sales sheets. 'by Amanda Batista | Tweet this Content is the most critical component that enables marketers to interact and engage with our audiences. Even more telling, 86% of respondents have an in-house content marketing overseer.
  • THE FORWARD OBSERVER  |  WEDNESDAY, MAY 28, 2014
    [Sales] Inbound Marketing vs. Outbound Marketing: Magnet vs. Megaphone
    In contrast, buying attention, cold-calling, direct paper mail, radio, TV advertisements, sales flyers, spam, telemarketing and traditional advertising are considered "outbound marketing.". At that point, the sales person could influence the sales process since they had the leverage of information. None of that happened.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 4, 2013
    [Sales] Building IVR Phone Surveys Is Easy With Ifbyphone. Maybe Too Easy.
    'We love marketers, and we love sales and support too. That’s why we built a revolutionary new interactive voice response (IVR) solution that enables these professionals to bypass IT and build their own applications in a matter of minutes. But “interactive voice response” sounds so serious. Don’t believe us? Enjoy. Maybe Too Easy.
  • ILLUMINATING THE FUTURE  |  MONDAY, MAY 3, 2010
    [Sales] 7 Keys to the Kingdom: How to Fully Capitalize on Your Content Investment
    Perhaps they merely shift responsibility for prospecting to the sales force.    My sense is that marketers fall short on the possibilities of content-rich marketing because they are not fully leveraging the assets they have developed. Support more sales conversations. Sales Enablement Tools. Some say content is king. Blog Posts.
  • VOICE-BASED MARKETING  |  FRIDAY, NOVEMBER 21, 2014
    [Sales] Top 8 Reasons You Need to Include Call Analytics in Your Reporting
    Without knowing what drives calls, you can’t attribute sales opportunities and revenue from those calls back to their source. With all of the different marketing technologies available today, it is now possible to capture each and every interaction your company has with each contact associated to a sales opportunity. Call Tracking
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Sales] CMO Warning: Don't Tie Marketing Incentive Compensation to a Metric
    And a lot of traditional marketing automation vendors and thought leaders will tell you this means a CMO should set a goal for number of leads generated, amount of marketing-influenced pipeline created, or number of sales accepted leads created, and then set maybe 1/3 of the compensation of your marketing team to be directly tied to this metric.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 13, 2012
    [Sales] Swag Marketing: Get Your Swagger in Check
    The below Twitter stream between myself ( @RickGrind ), sales intelligence and social selling tool, InsideView ( @insideview ), and their Director of Social Media Strategy, Koka Sexton ( @kokasexton ) will let you know what’s up. by Rick Siegfried I had an “apple falling on the head” sort of moment a week or so ago during my morning coffee.
  • B2B MARKETING BLOG  |  WEDNESDAY, NOVEMBER 25, 2009
    [Sales] Are your arms too long?
    Any sales professional will tell you that despite all the tools and tactic that have evolved over the years, most deals are closed because there is personal chemistry between the parties – the buyer simply likes the seller. Only one part of that lines up with Schubert’s company brand as a sales-centric marketing agency.
  • WRITING ON THE WEB  |  MONDAY, MARCH 3, 2014
    [Sales] Ebooks for Experts: 10 Questions to Ask Before You Write
    In the last two years alone, we’ve seen an explosion of ebook sales because of the proliferation of e-readers. 'I’ve been blogging recently about how experts need to publish their own ebooks as part of their strategy to get found, get known, and get clients through online content marketing. But it does have to be high quality. hope so.
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 19, 2014
    [Sales] I Want to Give You Money.Why Won't You Call Me Back?
    And yet, some sales reps at some of these outlets won''t return our phone calls. Why wouldn''t a sales rep call someone back? Sometimes sales reps just lose track of leads. hope sales professionals fail to pursue leads out of sheer laziness. But, if you''re a sales rep, get on the horn and call your leads back.
  • 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?
  • 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!
  • HUBSPOT  |  FRIDAY, SEPTEMBER 21, 2012
    [Sales] An Introduction to the New Power of Social Media Lead Management
    3) Use Social Media Lead Intelligence in Sales Calls. But they’re still struggling to find a reliable way to use social to boost sales. The first call sounds like an average lukewarm call: when the sales rep has some information about the prospect they are calling, but not enough to start a meaningful conversation. Everything.
  • 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.
  • 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
  • B2B MARKETING ONLINE  |  FRIDAY, SEPTEMBER 10, 2010
    [Sales] Stupid Marketing!
    It is a Sales Office. The people in there have business cards with "sales" in the job title. Some things make me crazy, and some make me wonder. There are many things in Marketing that are seem very stupid to me. Utterly stupid. It should be stopped immediately. And it's where the selling happens. This is also (becoming) very stupid.
  • THE EFFECTIVE MARKETER  |  MONDAY, MAY 21, 2012
    [Sales] How to Include Webinars in Your Content Plan
    Typical Audience: Current customers on previous release, sales team, business partners. The same result was voiced by Focus Research , pointing to webinars as one of the most valuable tools for B2B marketers. Supporting this sentiment, MarketingSherpa puts Webinars again at top three most effective lead generation tactics. What: Case Study.
  • TOMORROW PEOPLE  |  TUESDAY, SEPTEMBER 18, 2012
    [Sales] For a Great Online Marketing Strategy You Need Many Happy Returns from Your Website
    How can my website help me achieve my sales and revenue targets? You’ve invested a lot of money in your website. It looks great and you’re terribly proud of it. But that doesn’t necessarily mean it’s effective in creating new business. Assuming that it’s so jazzy that it must be working is too big a risk.
  • DIGITAL B2B MARKETING  |  TUESDAY, JULY 19, 2011
    [Sales] When Did Automated Dialogue Trump Real Conversation?
    Create a personalized dialogue with each prospect at every point in the sales process! It is designed to replace the conversation that once happened directly between sales and a potential new prospect. This sounds like a pitch for marketing automation. While the result is valuable, it is not a dialogue. Why Conversations are Valuable.
  • 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.
  • EARNEST ABOUT B2B  |  FRIDAY, MAY 4, 2012
    [Sales] Don’t count your followers before they have hatched
    All this means one thing – every piece of campaign activity has to be measured for its results, and ultimately the amount of leads these bring for the sales team. Finally, how many sales leads are coming directly from your social media activity and the conversations you have online. The answer was clear. Over 400 Facebook likes!
  • 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.
  • THE ROI GUY  |  SATURDAY, AUGUST 31, 2013
    [Sales] How to Unseat an Incumbent?
    'I was recently asked by one of our technology services customers how best to help their sales teams unseat an incumbent solution provider, and if it could be done proactively and provocatively. If you are the challenger, in almost half the cases where a change occurred it was the business case that made the difference.
  • WEBBIQUITY  |  SUNDAY, JANUARY 27, 2013
    [Sales] Five Reasons to “Dislike” Social Media
    If you have a sale or promotion going on at your business, one post about it just won’t cut it. If you are running a sale for the week, make sure your followers know. Guest post by Megan Totka. The benefits of social media are clear: huge outreach, easy to use, low cost and (assumed) high ROI, not to mention a wide variety of options.
  • 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.
  • 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.
  • 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.
  • 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.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 22, 2013
    [Sales] Ready, Aim, Fire: The 3 Steps For Powerful B2B Website Optimization
    'Artillery B2B Marketing Blog > The Forward Observer Successfully optimizing your B2B website to attract and convert visitors (and close sales) requires a deep understanding of your buyer personas, the website experience they need, and the right on-page SEO. More on the search engine part later.). Ready : Buyer Personas.
  • 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.
  • CK'S B2B BLOG  |  TUESDAY, MAY 7, 2013
    [Sales] Mobile Innovation (Part 6): Innovating Value Propositions
    'As introduced five weeks ago , I'm currently running a  6-Part Article Series on Mobile Innovation  that illuminates 5 mobile innovation strategies across brand engagement, sales channels, product offerings, customer experiences, and value propositions.  Get Part #6 here.
  • 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.
  • 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.
  • 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. 
  • 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.
  • 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.
  • 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. 
  • STORIES THAT SELL  |  THURSDAY, JUNE 3, 2010
    [Sales] How to Repackage Precious Case Study Content
    " You can easily repackage customer case studies and success stories into valuable, reusable content throughout your sales and marketing communications. Check out 25 Ways to Build Trust (and Sales!) Repackage existing content into different formats, such as blog posts, podcasts and webinars to drive more leads." Blogs.
  • 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.
  • 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.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JANUARY 24, 2012
    [Sales] Your Content Marketing Mandate: Just Do It!
    There are lead generation programs, the new email marketing system being implemented, and something the sales department asked you to do (don’t they always?) We don’t have enough time to create content. Our website sucks, we want to fix it first. We are still researching topics for our blog posts. sorry Nike!, You know why?
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 22, 2011
    [Sales] SAS Acquires AssetLink: Great for Enterprises, But What About the Rest of Us?
    The larger challenges are rooted in corporate culture and require changes in areas like pricing and sales compensation. This requires integrating the marketing system with sales, customer service and Web systems. The real question is whether mid-size firms will be able to afford those systems. Makes sense. But those can be solved.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 28, 2010
    [Sales] Manticore Technology Sees Expertise as Key to Success as a Demand Generation Vendor
    Changes include a drag-and-drop design tool (similar to Microsoft Powerpoint); integration of opportunities and custom objects from Salesforce.com; better reporting on Web site visitors; and, real time sales alerts on Web activity. Summary: Manticore Technology released some modest enhancements to its demand generation platform today.
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