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  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, NOVEMBER 28, 2011
    [Sales] 15 ways to use Twitter to toast your competition
    Find new business contacts  and sales leads through directories such as Twellow and the advanced Twitter search. 9) Pre-populate the business relationship. Contact me for a discount on bulk sales over 20 copies. There are lots of success stories and case studies documenting business success through Twitter. Facebook, etc.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 27, 2010
    [Sales] I’m psyched to join InsideView
    InsideView is a hotshot company with a dazzling future.  As the leader in sales intelligence and social CRM, InsideView is revolutionizing the way business people communicate.  Having spent many years in Marketing, Sales, and Business Development [.].
  • MODERN B2B MARKETING  |  THURSDAY, MAY 29, 2014
    [Sales] 4 Reporting Features You NEED in Marketing Automation
    If this was your company’s sales funnel, you would know that you had 55,000 visitors to your site; out of which you earned 2,500 prospects; 1,800 were then qualified by marketing; 130 were qualified by sales; and, finally, 38 deals were won. Author: Frank Passantino Every marketing automation platform uses some type of reporting.
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 30, 2015
    [Sales] 22 reasons you know you work in B2B marketing
    When you learn to respect sales people. 8. When there’s a category in your industry awards entitled ‘Best integration of sales and marketing’ that you’d actually like to win. When your client's buying cycle is so long that their CMO will have moved jobs three times before any of the leads you’ve generated for them convert into sales.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 14, 2013
    [Sales] Slow and Steady Makes for a Successful Teleprospecting Pipeline
    Each day is a new opportunity to create relationships with the prospects, administrators, and sales reps with whom you work. If clients do not have a background in sales or teleprospecting, they might not understand the time it takes to maneuver through an organization and uncover a fully qualified lead.
  • LEANDATA  |  MONDAY, MAY 16, 2016
    [Sales] How LeanData Stacks Up
    Account-Based Sales & Marketing LeanDataAt some point, Scott Brinker began to notice a familiar pattern at business conferences. Each time a marketer was on stage giving a presentation, one slide would eventually appear on the screen. The speaker would say something like: And here are the tools that we use. Scott Brinker. Brinker said.
  • NUSPARK  |  MONDAY, OCTOBER 31, 2011
    [Sales] Video Blog 1: An Introduction to the B2b Buying Funnel
    The focus of this first video blog is a tour of the funnel, from marketing inquiry to sale, and everything that occurs in between. For those who follow our blog, you know we have a lot of great content, covering all aspects of digital media and lead generation topics. Well, I’ve decided to start shooting some occasional video blogs.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 14, 2015
    [Sales] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. Even if they are not far along in the sales funnel, you may become a trusted source of information in their minds. This is doubly important in a B2B context where word-of-mouth and referrals play a big part in sales.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, MAY 2, 2011
    [Sales] Manufacturer’s Marketing Video Becomes a YouTube Sensation
    Even though the original intent was to create a sales tool for its manufacturing customers, it went viral in a big way after the company posted it to YouTube. I’m not talking about several thousand views; the 5+ minutes long video has been viewed 12,379,640 times since it was first uploaded to YouTube about two months ago. Here’s proof.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 23, 2012
    [Sales] The Unexpected Value of Closed Loop Reporting [CHART]
    It appears these companies are engaging with their buyers at every opportunity and are likely testing creative regularly. (2) 3x the sales reps enabled with communication tools from marketing. Sign up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week!
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 12, 2011
    [Sales] B2B Marketing Tactics That Work Today
    The topic is B2B Tactics That Work (And Those That Don’t ). I am often asked “what is the best tactic in B2B Marketing for driving leads, pipeline or new sales?&# Realize that, especially in B2B, we need to help our sales people sell stuff. The Hottest Topics in B2B Marketing. What’s hot in B2B Marketing? QR codes?
  • SALES LEAD DYNAMICS  |  WEDNESDAY, OCTOBER 17, 2012
    [Sales] To Get More Referrals, Paint a Picture
    also needs to educate referral sources about what happens when management teams are in conflict: projects stall, sales slump, market share declines, costs skyrocket etc. There are three things every CEO wants: increased sales, reduced costs, and reduced risk. There is a reason you’re not getting more referrals.  They respect you.
  • SAVVY B2B MARKETING  |  MONDAY, FEBRUARY 13, 2012
    [Sales] Three Tips to Get Manufacturers Started with Social Media
    Use LinkedIn to Help Fill the Sales Funnel. Manufacturers can use LinkedIn to prime the sales funnel if they leverage their connections. Considering that after you have a few hundred connections your network extends into the millions, LinkedIn can be a great way to get in touch with potential sales contacts.
  • SAVVY B2B MARKETING  |  THURSDAY, APRIL 7, 2011
    [Sales] Analyzing the Competition Where It Counts
    According to Tony , “One of the clearest mandates being heard from buyers today is the desire for buying experiences that offer more than just a product or service sale. But to get a true sense of just how well they stack up, organizations should assess their competitors in three areas: Idea marketing. Content marketing.
  • B2B MARKETING INSIDER  |  TUESDAY, SEPTEMBER 15, 2015
    [Sales] The 15 Best Content Marketing Videos Of 2015
    They show how you can draw out maps for customers and get them hooked into your sales funnel with your content marketing strategy. Defining and Using the Sales Funnel in Content Marketing”. Want to learn all about the sales funnel, and how it relates to PR and content marketing? B2B Content Marketing Tutorials. 1. Fernandez.
  • B2B LEAD BLOG  |  TUESDAY, JANUARY 7, 2014
    [Sales] Revenue Marketing Gets its First Big Conference: REVTalks
    We’ll have 36 executive-level speakers in one day talking in the areas of: Change Management, Sales & Marketing Alignment, Strategy to Execution, Globalization, Organization Structure & Team and Data & Analytics. You can’t do Revenue Marketing without sales.  Why use the 15-minute talks format? . Period. 
  • READYPULSE  |  FRIDAY, JUNE 3, 2016
    [Sales] How to Drive Conversions with Instagram
    Executives want to know how and where their staff is spending money on social media and if participation is actually driving sales and adding to the bottom line. Use Photos that Drive Sales. In no particular order, below are the findings from their research regarding the type of photos that drive sales. Longer captions.
  • LEAD LIAISON  |  FRIDAY, NOVEMBER 4, 2016
    [Sales] Lead Liaison Debuts Integrations Marketplace
    Their fully extensible sales and marketing system can be tailored to the needs of businesses of all sizes. In today’s world, social media is an important piece of marketing and sales. This gives more insight for sales, and helps marketers better target and retarget their database. Marketing and Communication. Social.
  • TONY ZAMBITO  |  SUNDAY, JUNE 5, 2016
    [Sales] Use Buyer Persona Research To Improve B2B Customer Experience
    goes towards the 20% of decisions based on offerings and price.  In other words, approximately 80% of marketing and sales investments are going towards 20% of the buying decision. And, a large percentage indicating a hesitancy to renew based on dissatisfactory post-sale experiences.  by Creative Stall. Would you agree?
  • SYNECORE  |  THURSDAY, MAY 21, 2015
    [Sales] Google Buy Button: Retailer’s Boon or Devil’s Bargain?
    In essence, Google is agreeing to pass along the fruits of the sale as long as it (Google) controls the means of its reproduction. On the bright side for retailers (I guess) Google is happy to be paid merely through its existing advertising model rather than taking a piece of the sales price of items, which is how eBay and Amazon do things.
  • VERTICAL RESPONSE  |  TUESDAY, AUGUST 27, 2013
    [Sales] How to Email Often without Losing Readers
    And how often can you send a pitch alongside non-sales content? If you do that, the ratio of sales to non-sales emails recedes in importance. So feel free to send out those sales pitches. But if people don’t unsubscribe because they get a sales pitch, why, then, do they unsubscribe? Take Social Triggers.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 16, 2012
    [Sales] You cannot treat a patient who does not know he’s sick
    This is one truism of sales lead generation. Clearly they need lots of help with sales lead generation. The tie to human nature is undeniable. Let’s say you find a 50′s ish man who’s at least 80 pounds overweight. You have a low cost and proven effective way to lose weight and improve self image. Will he agree?
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 15, 2016
    [Sales] 3 Social Media Marketing Mistakes You Might Be Making and How to Avoid Them
    They want high quality, educational content, not a sales pitch. Understand who your target audience is and what they want, and then frame your thinking around your audience’s needs and interests, not your own sales pitch. In fact, the growth in global social media users is continuing to climb, with over 76% of internet-using U.S.
  • THE POINT  |  TUESDAY, MAY 3, 2016
    [Sales] Salesforce “State of Marketing” Report: Better Happy Than Good
    No surprise here – the leading sales and marketing technology company says that investing in sales and marketing technology is a good thing. Salesforce has released their “ 2016 State of Marketing Report ”, a massive 70-page tome and the result of surveying nearly 4,000 marketing executives worldwide.
  • DIGITAL B2B MARKETING  |  THURSDAY, AUGUST 22, 2013
    [Sales] 3 Common Problems with B2B Marketing Personas
    Talk to potential prospects that have not engaged with sales in order to understand prospects your marketing needs to reach. Developing personas is one of the first steps recommended by many B2B marketers. Understanding your audience is critical, and personas are one of the most effective solutions, right? The Funhouse Mirror Persona.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 10, 2016
    [Sales] Content Not Getting Enough Love? Try These 5 Easy Fixes
    sales sheet is definitely informative, but clicking through a short list of questions pertaining to needs and interests can actually show a new customer how your product can work for them without coming off as an impersonal sales pitch. 2. It’s no secret that marketers are attention seekers, at least when it comes to content.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 21, 2010
    [Sales] 10 Winning B2B Marketing Habits to Adopt in 2011
    Conversion ratio of inquires-to-leads, leads-to-opportunities, and opportunities-to-sales. Habit 5:  Do “one extra thing” every day.   I learned this one from a very successful sales colleague and it applies equally to marketers.  Perhaps you are equally committed to goal setting. Habit 2:  Embrace your challenges. Chris Ryan.
  • SYNECORE  |  THURSDAY, JUNE 20, 2013
    [Sales] Your 5 Step Approach to Business Blogging
    Avoid purely sales-focused blogs. But remember, your blog will not gain traction if a reader can hear the sales pitch in the first sentence. You’ve heard it before: in order to generate leads online, your business needs to blog. So, that''s got you convinced? Awesome. Next step: you need to start. Build buyer personas. state? score.
  • VIDYARD  |  FRIDAY, DECEMBER 18, 2015
    [Sales] If You’re Going to Reach Consumers with Video, Do So Quickly
    The verdict is in, and the analytics are clear: if you’re selling products and services to modern customers, no tool has a bigger impact on sales than video. The further down the sales funnel you go, the more whispering you should do. Another way to put it: the closer you get to the point of sale, the less a customer likes prodding.
  • THE POINT  |  FRIDAY, FEBRUARY 5, 2010
    [Sales] Lead Nurturing & the 80/20 Rule
    You can respond to every possible whim of a Web visitor with an email specifically crafted to nudge that person down a pre-determined sales path. That is, by most standards, a program of gordian complexity, and the effort and strategic thinking that went into its design should be lauded. But is all that necessary? Not really. doubt it.
  • B2B MARKETING INSIDER  |  THURSDAY, MAY 31, 2012
    [Sales] 28 Tweetable Moments from Sirius Decisions Summit #SDS12
    The event gathered together more than 1,000 sales and marketing professionals from companies of every shape, size and location. Sales and Marketing Alignment Still # 1 Issue:  Sirius Decision mentioned that sales and marketing alignment is still the # 1 issue for us, but the Twitter traffic replied: “just get it done.”
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 4, 2013
    [Sales] How are you Keeping your Team Motivated through Holiday Celebrations?
    Not only is fall a time for beautiful weather, apple picking, and pumpkin lattes, but it’s my favorite time when it comes to sales. Some people don’t always like the idea of summer ending and fall kicking in, but it is honestly my favorite time of year. As a result, they are all willing and open to talking when they receive cold calls.
  • VIDYARD  |  TUESDAY, JANUARY 19, 2016
    [Sales] 5 Fixes for Common Account-Based Marketing Faux-Pas
    Let your sales team handle account outreach however they see fit. As with many other aspects of outreach and engagement, sales needs your help with ABM. If you invest in a new campaign, you’ll have an inherent responsibility to demonstrate how it improves revenue, reduces overhead, or shortens the sales cycle. Don’t do that.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 9, 2015
    [Sales] Why Lead Nurturing is Now Marketing’s Domain
    Once upon a time, B2B lead nurturing was strictly the domain of the sales team. Using trade shows, print ads, and occasionally broadcast spots, B2B marketers generated leads, which were passed along to the sales department. Same goes with lead nurturing, you don’t ask for the sale immediately, either. 5.
  • WEBBIQUITY  |  MONDAY, APRIL 14, 2014
    [Sales] 83 Exceptional Social Media and Marketing Statistics for 2014
    Online sales currently account for about 35% of total revenue for B2B vendors, though that’s higher (41%) among US companies. Of the three major types of online advertising (search, display, and social), search is viewed as the best channel for driving direct sales, cited by 40% of marketers (vs. What do only 48% of searches result in?
  • SNAPAPP  |  FRIDAY, JUNE 12, 2015
    [Sales] How Ecova Expanded a Campaign and Pre-Qualified New Leads With Interactive Content
    The questions asked in the assessment enabled Ecova to dramatically shorten their lead qualification timeline and prioritize hot leads for the sales process. So far, they’ve converted 33% of new leads into opportunities, with a much-shortened sales cycle. The Challenge. The Solution. The Results. Contact us today
  • CONTENTLY  |  THURSDAY, JUNE 30, 2016
    [Sales] Contently Quarterly: The Summer 2016 Issue
    Our sales team uses content to build relationships with potential buyers further down the sales funnel. After all, they say every sale starts with a story. Content marketing is transforming. No, it’s not turning from a robot into a gun like Megatron. and Europe. Also, since this is Contently, expect a healthy dose of fun.
  • HUBSPOT  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Marketing Strategies That Rock the SaaS World
    In the case of Salesforce, they made it much easier to manage Sales by inventing the first cloud-based CRM. In many cases, these brand advocates are rewarded directly with sales commissions or become resellers or channel partners, and they can build their businesses based on those relationships. The SaaS Challenge. Everybody wins.
  • CHIEFMARTECH  |  TUESDAY, JUNE 28, 2016
    [Sales] Where unicorns come from — feeder roles for marketing technologists
    Sales and support. Marketing & Sales Information System Analyst. Manager, Global Sales Enablement. #3. Marketing & Sales Information System Analyst. Sales and Support: Senior Coordinator, Sales. Sales Support Specialist. Manager, Global Sales Enablement. Straight-up marketing. Media.
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 18, 2016
    [Sales] Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors
    Execute Interactions Deliver Messages This includes systems to deliver emails, personalized messages on the company Web site, display advertisements, and includes alerts and advice to sales reps. Flows may also trigger actions other messages, such as purchasing more contact names or alerting a sales person. Awesome!
  • NUSPARK  |  FRIDAY, OCTOBER 28, 2011
    [Sales] Is Blogging Right for my Business? The Benefits of a Business Blog
    People prefer to buy from businesses that seem active online and produce helpful, quality content—not just sales messages. Attracting traffic is all well and good, but when it comes to generating leads and sales, quality is more important than quantity. What are your goals? Thought leadership, SEO, lead generation? From Apryl Parcher.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 21, 2011
    [Sales] The Blog Tree: New Growth. Fruit for Your RSS Feed [Infographic]
    The results – nearly a thousand tweets, hundreds of inbound links and 49 sales/opportunities – suggest Stelzner is right: The way to the brain is, indeed, through the eyes. The Sales Lion. by Joe Chernov | Tweet this A couple weeks ago, I attended Content Marketing World , where I presented on the business value of infographics. link].
  • FATHOM  |  TUESDAY, SEPTEMBER 2, 2014
    [Sales] Laws of Marketing Power: Be Royal in Your Own Fashion
    Sales & Marketing Alignment 48 laws of power “For a king respects himself and inspires the same sentiment in others.” ” –Robert Greene,  The 48 Laws of Power. King Cardinal. find this law extremely inspiring because it conveys a message of self-confidence and belief in one’s abilities.
  • FATHOM  |  MONDAY, AUGUST 25, 2014
    [Sales] Laws of Marketing Power: Avoid the Unhappy and Unlucky
    Sales & Marketing Alignment “There is only power and good fortune to be obtained by associating with the fortunate.” ” –Robert Greene,  The 48 Laws of Power. Marketers know that happiness is powerful. By creating feelings of good fortune and happiness, your brand attracts people to believe in the ideals it represents.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 13, 2010
    [Sales] Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth
    Tags: Accountability Marketing Automation Modern B2B Marketing Modern B2B Sales Phil's Posts IBM and Unica Marketing Analytics revenue cycle analytics
  • 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
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 10, 2014
    [Sales] How Personalized Retargeting Can Optimize Your B2B Ads
    Current digital advertising methods make it difficult to generate qualified sales leads with anywhere close to a reasonable cost-per-lead. Using Account-Based Marketing , a sales team might focus on a group of accounts with similar attributes, rather than a specific organization or industry. Targeting and Personalization
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 16, 2011
    [Sales] Thought Leadership Interview #8 – Brian Kardon, CMO of Eloqua
    I’m pleased to bring back a series of interviews with thought leaders in B2B Sales and Marketing from earlier this year. Jim Dickey said it is like raising the high jump bar, when we could not clear the last height.  As a marketing expert, Brian, what are you observing in B2B sales? Partner up with your CFO and head of sales
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 29, 2012
    [Sales] Lead Generation: Phone calls turn first-time webinar into million-dollar leads
    There are several deals from this effort moving through Planisware’s sales cycle – which can be two years or longer – and these deals could be worth millions, Scully says. Webinar Replay: Teleprospecting that Drives Sales-Ready Leads. Leadership was reticent. The risk? Scully had never promoted or planned a webinar before.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Slideshare ditches Flash. Moves to HTML5. Now mobile and search ready.
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. B2B Demand Generation | Slideshare becoming a powerful mobile marketing tool. Do you use Slideshare for your marketing campaigns ? If you don’t, you should. Highly recommended.) But it is about to get a lot more powerful.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 11, 2015
    [Sales] You May Be Surprised At The Biggest B2B Marketing Responsibility Of 2016
    IDC has found that an average of 7 people influence each B2B technology purchase, and Aberdeen Group coined the “hidden sales cycle” where buyers identify challenges and do their own research while keeping vendors at arm’s length. You May Be Surprised at the # 1 B2B Marketing Responsibility of 2016. Why Customers? Why Now? Demand Generation
  • BIZNOLOGY  |  MONDAY, FEBRUARY 18, 2013
    [Sales] 16 case studies prove ROI of mobile marketing
    DUNKIN DONUTS : Used SMS (short message service) or text messaging to increase store traffic and drive sales. Their “click-to-call” button goes to a live sales person within seconds. Sales increased 250% on helmets; 16% on leather jackets and there were significant increases in holiday dealer traffic which was also an objective.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 11, 2013
    [Sales] Make Way For The Agency of the Future [Infographic]
    Now marketers can nurture leads until they are ready to buy, send only the hottest leads to sales, and deliver results to the executive team. by Dayna Rothman The digital revolution has transformed marketing. With the changing buyer, budget pressures, new social channels, and content, marketers have to do more with less.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 11, 2010
    [Sales] Thought Leader Interview with Debbie Qaqish
    Debbie Qaqish, is a recognized thought leader and innovator in the demand generation space with seven years experience in using marketing automation and over 30 years experience in sales and marketing. How do you envision the evolution of sales and marketing over the next 1 – 5 years? Debbie is all about revenue.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 6, 2010
    [Sales] Lessons Learned: Crowdsourcing the Best of Mastering Lead Management
    Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 Some of the tweets from his session include: ardath421 : How sales wants to sell has little impact on how buyers want to buy . buyers seek out sales people now, not the other way around. .
  • 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.
  • HUBSPOT  |  TUESDAY, JUNE 16, 2015
    [Sales] Are Publishers Measuring Success Correctly?
    failure at the outreach stage can result in low traffic (or high-volume, low-value traffic). 2) Sales Metrics. Qualified lead rates, number of SQLs, pipeline generated, sales-per-lead, advertiser ROI. Sales Qualified Lead (SQL) : Leads who your sales team or your advertisers consider worth direct follow-up. Media
  • BIZIBLE  |  WEDNESDAY, JANUARY 6, 2016
    [Sales] [Infographic] The Periodic Table of Elements for B2B Marketing Attribution
    Each one can serve as a conversion point within the marketing and sales funnel, and each one can be assigned revenue credit in order to gauge how well the respective initiative contributes to the bottom line. click to view larger). click to view larger). SECTION #1: ATTRIBUTION MODELING. Single-touch models only assign credit to one source.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, MARCH 26, 2015
    [Sales] URGENT!
    Please call 281.969.7514 and/or email us at sales(a)tiecas.com. Please note that our company website tiecas.com is temporarily down. Our technical department is working on the issue and we’ll be back online soon. Thanks for your patience. The post URGENT! by Achinta Mitra appeared first on Industrial Marketing Today.
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 9, 2011
    [Sales] Laugh and Learn with Find New Customers | Episode 43 – Tribute to Steve
    Contact Find New Customers by calling (516) 495-9350 or by sending an email to sales at findnewcustomers.com. Did you hear the President talk last night about spending hundreds of billions to address the depressed economy? Someone should tell him to tune into Laugh and Learn instead. It should put a smile on every face.
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 14, 2011
    [Sales] Twitter for B2B Marketing Case Studies: Four Ways How Tweets Lead to Business
    Many businesses have already taken the liberty of tweeting to their advantage to increase sales opportunities and have been succeeding at doing so.  The Bottom Line : 13 days later Avaya closed a $250,000 sale. B-Co Communications – The Answerer. The Bottom Line : Today there are 10 sales reps. And apparently he agreed!
  • VERTICAL RESPONSE  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] 3 Auto-Responders Every Retailer Should Consider
    It also creates a sense of urgency around a sale, special promotion, new product launch, or any type of event. Either way, the goal is to entice them to complete the sale. Delivering a relevant buyer experience is virtually impossible to manage without the right blend of touch points and messages. Surprise and Delight. Countdown.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 16, 2012
    [Sales] Mad Marketing TV – Actionable Marketing for a Mad World
    Mad Marketing TV is an online TV show about B2B marketing and sales that airs twice a week — on YouTube at [link] as well as via a blog at madmarketing.tv. Mad Marketing TV is intended to deliver great practical insights and usable advice to marketing and sales executives at small to medium sized companies. Jeff Ogden.
  • CMO ESSENTIALS  |  WEDNESDAY, JUNE 3, 2015
    [Sales] Personalization 3.0: Turning Your Website into Your Best Salesperson
    Individualized – Salespeople need to adjust their advice and recommendations based on the buyer’s persona, industry and sales cycle stage. Iterative – Good sales reps try different approaches with different prospects. What’s more, marketing is taking a page out of the sales playbook to make it happen. More personalized?
  • CONTENTLY  |  TUESDAY, MAY 3, 2016
    [Sales] Does Your Content Need a Permanent Home?
    You’ll want to guide viewers to to an e-book or case studies that demonstrate your product’s effectiveness, which will then lead readers to a sales person. If you’re pursuing ad sales, you’ll need a home where you can measure, control, and promote your work. Are you B2B or B2C? Is your content made for mobile?
  • SALES ENGINE  |  THURSDAY, JANUARY 28, 2016
    [Sales] Brawn vs. Brains: Shifting Your Content Strategy for a Noisy World
    Here’s what I know for sure: every time I put out the basic how-to articles and listicle articles, I generate some leads for our sales team. If you really want to be the market leader, you will need to find a way to engage all prospects before, during, and after the sales process. Engagement thins as volume grows. Very poor—like 0.05%.
  • 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.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 27, 2013
    [Sales] Think Creatively About Your Search Ads With These Top Questions
    by Dayna Rothman Today’s guest post is from Marlin Gilbert, Industry Head of Advertising and Sales at Google. Assess your needs by helping your company stakeholders in sales and marketing agree upon the definition of a lead. In the past, how many touch points on average did it take to close a sale? Lead Quality. Client Content.
  • B2B IDEAS @ WORK  |  WEDNESDAY, JUNE 3, 2015
    [Sales] Big-A List of B2B Marketing Buzzwords
    have made a list of b2b marketing and sales terms for beginners to learn and (hopefully) veterans to reference. B2B marketing is rife with buzzwords that are easily misunderstood and misapplied. metaphor: If the b2b marketing industry is a planet, then a b2b marketer can either be a field or a volcano. Here we go.
  • SAZBEAN  |  THURSDAY, AUGUST 4, 2011
    [Sales] 15 Sources of New Content for Your Social Media Strategy
    Sales & Marketing Training Materials – What sales and marketing materials have you prepared for your own employees? Producing content on a consistent basis seems to be one of the biggest holdups for many businesses attempting to use social media. Coming up with new ideas for content doesn’t have to be difficult, though.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] 3 Big Retailers That Also Rock Ecommerce
    If Walmart is going to compete with Amazon for online sales, they should be prepared with features Amazon shoppers love. While they’ve managed to maintain decent sales, it’s become obvious they’ll need to step up their online sales strategies. Fortunately we’re not in danger of losing some of our favorite big retailers. Walmart.
  • LATTICE  |  TUESDAY, MAY 31, 2016
    [Sales] Combining Storytelling and Science to Create Real Revenue
    Its about giving your sales and marketing teams the tools to target the right accounts and contacts, so they can create messaging that will resonate with these accounts, and help them engage. What is your company doing to make sure that storytellers and scientists are working together to improve your marketing and sales efforts?
  • E-QUIP  |  MONDAY, JUNE 1, 2015
    [Sales] Why Project Managers Should Be Selling
    Over 80% indicated they contribute to proposals, 60% make presentations, and 55% participate in sales activities. Many firms seem to concur, putting little if any pressure on PMs to actively support sales activities. This role alone makes PMs the logical choice to support the firm's sales efforts. That last number surprises me.
  • THE ROI GUY  |  MONDAY, SEPTEMBER 12, 2011
    [Sales] How Can I Justify The Budget for a Proposed Alinean Value-Based Tool Project / Proposal?
    You can create your own business case for Alinean solutions by visiting: Benefits & ROI Calculator – an on-line interactive calculator to estimate the benefits you can achieve by an investment in Alinean tools, with a more advanced mode you can run with a sales specialist, in a workshop setting, to create a full business case.
  • THE POINT  |  MONDAY, AUGUST 6, 2012
    [Sales] 9 Ideas (and 1 Big Lesson) from the Marketo Social Marketing Roadshow
    Only 15% of buyers trust “company to buyer” social messages; 92% trust opinions from their peers. • The contacts that comprise your sales database represent only the tip of the iceberg. Marketo bills the event as an opportunity to hear, learn, and share advice on B2B social media marketing strategy. Surprising? Infographics? So yesterday.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, NOVEMBER 7, 2014
    [Sales] You’ve hit marketing gold when the dog doesn’t bark
    They seemed to have a solid game plan yet sales were going DOWN month after month! Incongruity is the mother of insight Their statistically-robust survey showed that “personal sales connection” was dead last among the reasons why a purchasing professional would buy their product. Let me explain, through an example. This was a clue.
  • HUBSPOT  |  FRIDAY, DECEMBER 11, 2015
    [Sales] Magnify Your Millennial Exposure This Holiday Season
    Sales. Walmart 2014 sales were $343 million, Target’s totaled $72.6 What Can I Do to Maximize Exposure and Sales to Millennial Consumers? The holiday season. million and Amazon’s reached $49 million. Their combined marketing budgets are larger than the GDP of 23.5 percent of all countries in the world. The Twitter Hashtags Sing!
  • BIZNOLOGY  |  MONDAY, JUNE 20, 2016
    [Sales] The challenge of authenticity
    If someone is searching on your brand names and they understand your differentiators, chances are, they are ready to be contacted for a more one-on-one nurturing experience, either by sales or pre-sales. How to write content that is both outside-In and authentic to your brand. still want to do that, but not this time. Like this post?
  • WRITTENT  |  FRIDAY, NOVEMBER 1, 2013
    [Sales] Infographic: All The Awesome Things Blogging Can Do for Your Business
    Business blogging is an awesome opportunity to build your company, grow sales and raise brand awareness. Quickly get an idea of all the opportunities blogging has for your business. Want to triple traffic coming to your website? No problem! Blogging has it all. Copy and paste the code to embed infographic on your site. Blogging Infographics
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 27, 2014
    [Sales] What Kind Of Marketing Superhero Are You? [Quiz]
    Keenly focused on metrics and data analysis, you understand how to integrate your team’s efforts to drive sales and keep leads flowing. by Amanda Batista | Tweet this Are you moving marketing mountains for your organization? You You probably are, and then some! Marketing isn’t just about art and science, or technology and strategy on its own.
  • B2B LEAD BLOG   |  THURSDAY, APRIL 7, 2011
    [Sales] Web Clinic Replay: How Lead Nurturing Produced $4.9 Million Pipeline Growth in Eight Months
    Tweet As promised in my most recent blog post, below is the link to the MarketingExperiments Web clinic replay that looks at how one organization overcame stagnant sales, regardless of more marketing activity, through lead nurturing. million in additional sales pipeline growth in eight months. link].
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 24, 2011
    [Sales] Laugh and Learn featuring @fearlesscomp | Episode 31 : Thank an Engineer
    He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and discussed B2B lead generation on Sales Lead Management Radio. As companies struggle to create quality sales opportunities for their sales teams, they turn to lead generation companies like Find New Customers. Thanks ladies.
  • JUNTA 42  |  WEDNESDAY, FEBRUARY 15, 2012
    [Sales] The Future of Content Marketing – 6 Differences Between Good and Great [Part 2]
    Significantly shorter sales cycle. Direct leads and sales. That means a removal of sales pitches entirely from the content to engender trust and credibility. But don’t start the party just yet. Good to Great Content Marketing. So, what separates the good from the great when it comes to content marketing? Public Relations.
  • WRITTENT  |  MONDAY, OCTOBER 20, 2014
    [Sales] 8 Ways What You Write Will Affect Your Bottom Line
    Making sales and acquiring new revenue is the purpose of marketing, right? In fact, sloppy SEO practices may attract a bit more traffic to your website, but not the kind of traffic that can lead to sales! Pure site visits don’t always equal sales. Your blogs should never be an overt sales pitch. Be Relevant.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Key to digital marketing success? Be less digital.
    And then, sometime in the late 1990s, your company probably took all its order forms, sales brochures, and customer service policies to a strange person called a web developer and said, “turn this into a website.” And it was a one-way ticket. Sure, it was efficient. And yet, something was missing. Robert Cialdini.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 30, 2013
    [Sales] Marketing Attribution vs. Contribution – What’s Best? – @JimLenskold on Marketing Made Simple TV
    Marketing Made Simple TV is a production of the sales lead generation company Find New Customers and is hosted by Jeff Ogden. He joins host Jeff Ogden to discuss two key concepts for measuring the true value of marketing – marketing attribution vs. marketing contribution. The show director and producer is Craig Yaris of Social Ribbit.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 23, 2012
    [Sales] Why I’m Proud to be a Notre Dame Graduate
    And I’m now the President of the sales lead generation  marketing company, Find New Customers and the host of the Television on the Internet show, Marketing Made Simple TV too. Why I’m Proud to be a Graduate of the University of Notre Dame. If you ever get a chance to visit that campus, jump on it. It is Catholic.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 13, 2011
    [Sales] Find New Customers introduces a new service – Executive Communications
    Serial networker – especially with top marketing, sales and content experts. 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. Quick! Answer: Getting the message out. Those executives change strategy. So what?
  • HUBSPOT  |  MONDAY, AUGUST 3, 2015
    [Sales] The Marketing Stack for Publishers: What Tools Do You Need?
    Your goal is to drive sales qualified leads. BOFU tools can help you manage and measure which of those sales qualified leads actually becomes a customer. Having a system to hand off leads or sales teams reach out to leads directly can prove quite beneficial. Without the right tools and systems in place, this can be a tall task.
  • FATHOM  |  MONDAY, DECEMBER 7, 2015
    [Sales] Increase Conversions with Countdown Ads
    If people know your sale or deadline is only for a few days, they are more likely to click through and see what you have to offer right then. Don’t think these can only be used for retail and counting down a sale – they are helpful in all industries. So why not use a similar idea in your paid search ads? Blog Feed
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Which TV Show Matches Your Data Utilization Strategy?
    When done correctly, Lead Scoring can yield significantly shorter cycle times, higher conversions, and enhanced follow up by sales. You have first party data, third party data, and second party data (info shared with and from partners) plus enterprise data all trapped in sales, CRM, and commerce systems. Junk Contacts. Growing daily.
  • MI6 MARKETING AGENCY  |  SATURDAY, JULY 9, 2016
    [Sales] Head Scratcher and Belly Buster Post: Jul 2016
    They’ll be focused around stuff we’re interested in and that keeps us working of course in the areas of tech, B2B, sales and marketing. About These Posts. UPDATED: Jul 9/16. Here the Mi6 Team will post thoughts, quandaries and stuff that makes us scratch our heads, smile and laugh. GE's Datalandia Invasion of the Cattle Snatchers.
  • AVITAGE  |  THURSDAY, OCTOBER 31, 2013
    [Sales] How to execute content marketing
    Include your go-to-customer (sales) strategy, plans and metrics. Marketing Strategy, Goals and Specific Plans: It will be important to align your content marketing investments and priorities to your sales, channel and marketing plan. What would improving the way you execute your content marketing initiative look like? Want some help?
  • BUYER INSIGHTS  |  SUNDAY, JUNE 9, 2013
    [Sales] Living In The Shadow Of Procurement
    In one way or another what is happening in procurement will shape your future sales success. That applies even if you don’t have to interact with procurement today. The reality is that we are all selling in the shadow of procurement.  Have You Escaped Procurement Thus Far? Many salespeople are oblivious to the role and [.].
  • SAZBEAN  |  FRIDAY, JUNE 8, 2012
    [Sales] Salesforce Social Media Acquisition of Buddy Media – Buddy Media CEO’s Personal Response Video
    Even more interesting is that the conversation surrounding the sale is more about a personal response video created by Buddy Media’s CEO Michael Lazerow two hours after signing with Salesforce. The deal will go into effect later this summer. Highlights: Salesforce Acquisition. Buddy Media CEO Video Response. News & Notes
  • MARKETING TO BUSINESS EXECUTIVES BLOG  |  TUESDAY, MAY 10, 2011
    [Sales] Why Marketers Invest in Technology: Survey Results
    Hand better quality leads to sales. They are continuing to invest to improve efficiency, accountability, sales productivity, and customer understanding. In today’s B2B buying environment, marketing can not be effective in driving demand, building brand, or charting strategies for future growth without technology. 
  • FATHOM  |  THURSDAY, MARCH 5, 2015
    [Sales] Content Marketing Answers for B2B Manufacturers
    One measure of content’s effectiveness is sales leads. As Joe Pulizzi stated , 85% of manufacturing marketers cite sales as a goal for content marketing, yet fewer than half use sales to measure its success. Where’s the concern? General effectiveness (26% rate it effective). Tracking ROI (12% are successful).
  • BIZNOLOGY  |  THURSDAY, MARCH 28, 2013
    [Sales] Push versus Pull Marketing: In B2B, You Need Both
    But this is what we marketers do.  To fulfill our mission of market coverage, scalable lead generation, and profitable sales growth, the modern B2B marketer must pull—and push—every possible lever. Photo credit: Aimar (Nidde). Outbound is bad,” she said.  Well, I guess her feeling is understandable.  Inbound Hubspot promotes it. 
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