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  • B2B MARKETING TRACTION  |  THURSDAY, JUNE 14, 2012
    [Sales] B2B Marketers: The Devil IS In the Details!
    Marketing is about getting results , including generating quality leads, engaging prospects and converting leads to clients and sales revenue. Marketing is not about graphic design. This is one of the points that Mike Schultz & John E. They warn against focusing too much on design details and too little on results. Collaborate with Care.
  • BIZNOLOGY  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Don’t Forget These Important SEO Elements When Launching a New Site
    Without this crucial information you are essentially flying blind, which is a huge mistake if you rely on your business website to generate leads and sales. Tweet Photo credit: Wikipedia. As an SEO provider , it’s always a bit nerve-wracking when a client mentions that they are planning to launch a new website. Copy over the analytics code.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 22, 2012
    [Sales] Is your digital marketing held hostage by specialist disease?
    Just because I use multivariate testing to optimize a web page for conversions doesn’t mean that I can ascribe the design of the page, the copy, or the product photo with the credit for each sale. If you never read it, go back and do it now. I’ll wait right here.) PR person: Why? Twitter person: It doesn’t matter.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, SEPTEMBER 3, 2012
    [Sales] Ed Gandia Publishes 2012 Freelance Industry Report
    picked up a sales gig when some guy saw one of my articles. was his top sales person and used to get monthly bonuses. Freelancing has come a long way since I first started doing it. My first freelancing gigs were right out of college in the mid-80s. wrote articles for local sailing rags. Gas for my beat up VW was.80 cents a gallon.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, SEPTEMBER 3, 2012
    [Sales] Ed Gandia Publishes 2012 Freelance Industry Report
    picked up a sales gig when some guy saw one of my articles. was his top sales person and used to get monthly bonuses. Freelancing has come a long way since I first started doing it. My first freelancing gigs were right out of college in the mid-80s. wrote articles for local sailing rags. Gas for my beat up VW was.80 cents a gallon.
  • BLUE FOCUS MARKETING  |  TUESDAY, SEPTEMBER 17, 2013
    [Sales] @BlueFocus Founders @CKBurgess and @MNBurgess to Speak at @pivotcon 2013 Pivot Conference, Oct. 15-16 in NYC
    Edelman, Global Co-Leader, Digital Marketing and Sales Practice, McKinsey & Company, and Dana Williams, Lead Strategist, Integrated Marketing, Southwest Airlines. They will be joined on stage with David C. This year’s theme is “The Total Digital Experience.” Social isn’t a single thing, it is a force that changes everything.” 16 th.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, OCTOBER 1, 2010
    [Sales] Building Benchmarks - 3 Main Approaches
    If, for example, the immediate goal of the two marketing campaigns is driving marketing qualified leads for sales, then that metric allows a fair comparison. As the market, technologies, competitors, and your own capabilities change, you must continually adapt, learn, and optimize. Current State of Benchmarking?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, APRIL 21, 2010
    [Sales] Event Marketing and the Information Concierge Concept
    The best marketing content should find a way to be relevant to audiences at this stage of their buying process, and buy focusing on mini-cards, rather than sales pitches, BKV allowed their audience to passively discover the content that they would find interesting. They are looking for insights, ideas, and great content.
  • CHRIS KOCH  |  FRIDAY, APRIL 10, 2009
    [Sales] Why bother with thought leadership? Five questions and answers.
    Especially in B2B, products and services are becoming more complex and sales cycles are getting longer. This post is from a real query I received from a client this week. The questions display a healthy distrust for accepted wisdom, which I like, and provide a good test of the thinking behind thought leadership marketing.
  • EMARKETING STRATEGIST  |  WEDNESDAY, MARCH 23, 2011
    [Sales] Vegetables vs. Dessert: How to Write an Info Product that Sells
    The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory.
  • SMASHMOUTH MARKETING  |  THURSDAY, MAY 26, 2011
    [Sales] FAQ: What does the Green Leads acquisition of Target 250 mean to you?
    is more accustomed to making the first introductory sales call by phone. The results are typically: no change in the outcome of introductory appointments (they have the same effectiveness), and sales execs can spend less time travelling and more time selling. What does this mean to you? In a bad economy, that's a feat. or Europe.
  • EMARKETING STRATEGIST  |  WEDNESDAY, MARCH 23, 2011
    [Sales] Vegetables vs. Dessert: How to Write an Info Product that Sells
    The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory.
  • MARKETING GENIUS BLOG  |  THURSDAY, APRIL 8, 2010
    [Sales] 10 Webinar Tips
    You may have multiple personas that are important in your sales process: for example, the ultimate decision maker, a project leader, and end users. If you use the webinar for lead nurturing, try to estimate the influence of this webinar on the sales-readiness of the lead. So on with the 10 Webinar Tips: 1. Know Your Audience.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 18, 2013
    [Sales] My Tuesday Plans: A live Marketing Made Simple TV show with Scott Monty of Ford Motor Company
    I’ve attended a lot of conferences in my long sale and marketing career and I’ve never seen anything like this. 'Buffer My wife just attended the Rachael Ray show. Attendees at the tomorrow’s sold out  Social Media Action Camp  will also attend a popular TV show. No conference has ever featured a TV show.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 12, 2012
    [Sales] Mike Volpe, CMO of Hubspot interviewed by Lisa Nirell of EnergizeGrowth – guest on my show
    Jeff Ogden, host of Marketing Made Simple TV is also the President of the sales lead generation company Find New Customers. This interview with Mike is really good. Lisa is a terrific interviewer. Please note that I was once a guest on HubspotTV with Mike and Karen Rubin , and Lisa is an upcoming guest on Marketing Made Simple TV.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 22, 2011
    [Sales] Find New Customers Fan of the Month – Don F. Perkins
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Find New Customers Fan of the Month. Don’t forget our Laugh and Learn featuring @fearlesscomp show at 11am ET.). Each month we recognize a special fan of Find New Customers. Perkins. Don F.
  • FEARLESS COMPETITOR  |  SUNDAY, AUGUST 2, 2009
    [Sales] How employers save time and money with Get Back to Work Faster candidates
    Jeff Ogden, the Fearless Competitor, is a sales and marketing expert and the President of Find New Customers. Readers of this blog know that I’m doing Get Back to Work Faster with Jill Konrath.    Jill’s book will be out in soft cover in the Fall, but it’s been downloaded well over 4,000 times already. Lots of time.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] Eight Ways to Rock at Your Job (or Get a Better One)
    However, being able to say that social media produces sales leads at x % lower cost than other sources and furthermore that these leads have a y % higher close rate will get C-level attention. You’re smart, hard-working, and loyal as a dog. So why hasn’t your career taken off the way you had hoped? Be Passionate. Have Ideas.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Sales] 3 Important Lessons for Lead Gen and Life
    Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. 'Tweet This year, more than ever, has been humbling for me. People look to me as an expert at lead generation because I wrote a book and speak about it. But it seems the more I learn, the less I think I know.
  • HUBSPOT  |  WEDNESDAY, JULY 17, 2013
    [Sales] I'm Not You, You're Not Me. So Why Do We Have the Same Internet?
    'Fab is a fast-growing ecommerce company that made its name running daily flash sales. But this week the New York-based e-tailer announced a pretty big change: from now on Fab will drop the flash sales and instead enable its members to “follow what you love,” and only get information about things they care about. The Age of Context.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 3, 2013
    [Sales] Social Media: How Motorola Solutions uses Facebook to generate more engagement
    While Hudmon can’t reveal exactly how many leads her team receives from Facebook, she said it generates more sales, support and general inquiries about Motorola Solutions’ offerings than any other social media channel. 'Tweet If you think Facebook is no place for B2B marketers, think again. And, consider the experience of Motorola Solutions.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 3, 2013
    [Sales] Marketing Automation—Three Success Tips from John D. Rockefeller
    We can control these stages and ensure that every MQL that is passed to the sales team meets a specific standard and level of expectation.  A higher level of sales and marketing alignment—as well as a higher level of trust—will be created. We need to watch the behavior of our prospects and get feedback from our sales teams. 
  • CONNECT THE DOCS  |  THURSDAY, JULY 15, 2010
    [Sales] The Biggest Challenge in Creating and Marketing White Papers
    This experience included a variety of sales, marketing, business development, and management positions. Don't leave it up to readers to decide what they should do after reading the paper – point them in the right direction, whether that means signing up for a webinar, downloading a case study, or contacting a sales rep. Books.
  • MEASURABLE MARKETING  |  FRIDAY, OCTOBER 1, 2010
    [Sales] 6 Things I’d Tell Someone Who Wants to Start a Business Blog (that I wish someone would have told me)
    Other bloggers aren’t your competitors; they’re your partners, your readers, and your sales and marketing channel. Here’s a quick list of things I wish I had known when setting out to create a business blog: You should write everyday, but writing everyday doesn’t mean publishing everyday. know, I know, it sucks.
  • B2B LEAD BLOG  |  WEDNESDAY, OCTOBER 19, 2011
    [Sales] 5 Tips to Help Deliver the “Glengarry Leads “
    When people ask me what Reachforce does, I often tell them that we provide technology and services to help marketing deliver the “Glengarry Leads” to sales teams. Those who have seen the movie get it – interested decision makers, recommenders, or influencers who need and can afford their products and/or services
  • MARKETRI  |  FRIDAY, NOVEMBER 9, 2012
    [Sales] Marketri Managing Director Presents at Alliott Group's North American Region Annual Staff and Partner Training
    Andrews instructed the audience of accounting and law professionals on: the roles of marketing and sales within an organization, the new era of content marketing, the fundamentals of selling professional services, and how to manage a personal brand. Alliott Group is a worldwide alliance of independent accounting, law, and consulting firms.
  • E-QUIP  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Does Expertise Hinder Your Selling Effectiveness?
    But is it possible that expertise could be a liability in sales? His research finds that experts characteristically exhibit high levels of credibility and reliability, but come up short in the trust attribute that most contributes to sales success—intimacy. Start by planning your sales questions in advance. The lowest score?
  • VIDYARD  |  WEDNESDAY, MARCH 12, 2014
    [Sales] How ClearFit Combines Video and Marketo for More Clicks and Customers
    Moreover, the longer ClearFit videos can maintain the audiences’ attention, the more likely a purchase will occur; all the more reason to include video at every step of the sales funnel. If every lead was guaranteed to convert, Marketing and Sales teams would have much easier lives. Very valuable info for data-driven marketers.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2011
    [Sales] Over 25 FREE Must-Have Marketing Books, Magazines, Courses, Tools and Conferences
    Sales Lead Management Association. by Maria Pergolino So, if you know me you know I am pretty thrifty. like to call it strategically miserly- since I believe in putting dollars into big impact items, and trimming costs on unnecessary extras. As part of this I have built up a pretty big list of freebies that I thought I would share. Zoomerang.
  • LEDGER BENNETT  |  SUNDAY, NOVEMBER 18, 2012
    [Sales] Top five critical success factors of an Eloqua campaign
    We have so much data, so many products, this system, that system and  a complex sales process. Be specific – identify the target audience, the target sale, and a very specific message. Our job as marketers is to make sales, and be ruthless in the process.  So, in chronological order, here goes:  . Spot the opportunity.
  • TRADESMEN INSIGHTS  |  THURSDAY, MAY 19, 2011
    [Sales] 5 Tips on Improving Your Email Marketing to Professional Tradesmen
    Build a good list – Use your existing customer lists but also ask your sales force for a list of its prospects and don’t be afraid to rent  a reputable list. Email marketing is still a very good B-to-B business tactic. But like anything else, you’re always fighting for the attention of the professional tradesmen.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 4, 2012
    [Sales] Graphic Facilitation – Where Every Picture Tells a Message
    Sales Cycle Optimization with Content, SEO & Social Media. by Jason Miller We are all visual thinkers. 75 percent of the sensory neurons in our brains are processing visual information. One way is to use graphic facilitation which finds the right mixture of words, illustrations, and designs to capture a subject and make it memorable.
  • BLUE FOCUS MARKETING  |  TUESDAY, JULY 16, 2013
    [Sales] Nominate Now 2013 #Nifty50 Top Twitter Bloggers, Authors, PR, Journalists Award
    Edelman ( @DavidEdelman ) – Global Co-Leader, Digital Marketing and Sales Practice, McKinsey & Company. '2013 #Nifty50 Top Twitter Women and Men Bloggers, Authors, PR, Journalists Award. Know someone who deserves to be considered? To nominate them, just enter their name, company, Twitter handle and reason you’re nominating.
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 22, 2012
    [Sales] Getting to “Who” – Why the Person You’re Writing for is the Key to Copy that Converts
    Your prospect may have several less than ideal systems to deal with during the day, but if they don’t care about it and aren’t measured on it, that makes it a “small fire” that is unlikely to lead to a sale. ” Knowing who you are writing for is the secret to writing copy that converts lookers into buyers.
  • JUNTA 42  |  WEDNESDAY, FEBRUARY 1, 2012
    [Sales] 47 Essential Social Media Tools for Content Marketers
    Salesforce – Track sales opportunities, leads and contacts. It’s hard to believe the sheer number of social media tools we use everyday to help grow the Content Marketing Institute and SocialTract , as well as my own personal brand. Since there are so many, I decided to update this post from almost three years ago. The Basics.
  • HUBSPOT  |  FRIDAY, AUGUST 3, 2012
    [Sales] Why Marketers Can't Rely ONLY on Marketing Automation
    A tool that I can just set and forget, moving my contacts swiftly through the sales cycle with no additional work required? And truth is, if you're relying solely on an automated tool to nurture your contacts and leads to the point of a sale, you're going to have a really big problem on your hands. Fabulous! It's just a matter of time.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 11, 2014
    [Sales] Once Upon a Time: Storytelling Stimulates the Brain into Action
    'By Dan Sixsmith Storytelling is a term that has emerged in marketing and sales as a means of leading the buyer down a path toward the realization that your solution is something he/she needs. What does this mean for your B2B marketing and sales strategy? In order to be effective, value storytelling needs to occur in a certain way.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, AUGUST 8, 2012
    [Sales] 5 Data Plays You Can Run Today
    They analyzed sales data (from loyalty cards, e-commerce, and the point of sale) to identify small, but growable demographic segments. They found that top-selling clothes sizes varied by region, which enabled them to send the right mix of sizes to each store – increasing sales and reducing the need to discount.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 3, 2012
    [Sales] Your World-Class Demand Generation Program – Developed using the SCORE methodolgy
    You want a world class demand generation program, filling sales funnel with high quality sales leads and delivering a steady and growing stream of revenue. That’s the desired destination, but how do you get there? We believe every complex endeavor needs a good, well thought-out plan. You stop and reassess at the end of each phase.
  • MI6 MARKETING AGENCY  |  SUNDAY, AUGUST 14, 2011
    [Sales] What’s the ROI of [put tactic here]!
    What is the ROI on… the golf games and tournaments that your executives and sales reps play in, of a sales appointment or a joint sales call with an engineer, of expense accounts, cell bills, mileage and the time and people used to produce proposals? It’s the Wrong Question to Ask. know which half. What is the ROI on ….
  • INBOUND SALES NETWORK  |  TUESDAY, MAY 10, 2011
    [Sales] How to Position Your Company to Win More Business
    In fact, SiriusDecisions estimates that the buyer’s journey is 70% complete by the time they contact a sales person. Most websites share the same problem as most salespeople: they are focused on converting the sale and not focused on empowering buyers to buy. But it’s more than just targeting keywords.
  • HUBSPOT  |  MONDAY, OCTOBER 29, 2012
    [Sales] How Automated Workflows 'Work': A Simple Setup Guide
    Even though marketers must be careful not to over-automate, marketing automation can be a great way to manage and nurture your leads so they're more sales-ready. You could set up a notification email to alert a sales representative when someone submits a key form, like a pricing information download or a bottom-of-the-funnel offer.
  • ANNUITAS GROUP  |  THURSDAY, JULY 28, 2011
    [Sales] Missing the Mark
    77% of CEO’s are frustrated that their marketers keep on talking about brand, brand values, brand equity and other similar parameters that  management has difficulty linking back to results that really matter: revenue, sales, EBIT or even market valuation. Add opportunity and sales outcomes to your metrics mix. And the list goes on.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] You Get What You Pay For
    One I like to use a lot in sales is “You get what you pay for” In my experience most often this holds true. Before the sales guy had a chance to make it out of the showroom. Some of those old saying have been around for a long time for a reason. That might be another old saying. Not exactly. That was almost twice my budget.
  • E-QUIP  |  WEDNESDAY, JUNE 5, 2013
    [Sales] The Problem with Selling
    When I do sales training, I always start by asking participants what their immediate impressions are when I mention the word salesperson. Of course, you can argue that you''re making sales. Most technical professionals are a bit uncomfortable in a sales role because of the stigma attached to it. So are other salespeople.
  • CONTENT MARKETING TODAY  |  WEDNESDAY, MARCH 7, 2012
    [Sales] 6 Things Your Home Page Must Do (to Keep from Sucking) | A Better User Experience
    Needs to push user into the sales funnel. Home pages. If you have a website, you have one of these bad boys. And no matter whether you’re selling real estate or racoon prevention (that’s really the entire spectrum there, right?) there are certain things that your home page MUST do if you hope to sell your product or service.
  • B2B VOICES  |  FRIDAY, APRIL 29, 2011
    [Sales] Other Voices: A Discussion with Mark Ragan, CEO of Ragan Communications
    Flip’s competitors—like the far superior Kodak Zi8—will continue to rack up big sales in the corporate communications industry, as will other cam corders designed for higher quality videos. have been fortunate enough to get to know Mark Ragan more closely during the past few years. Here are the highlights of our discussion. Come to us. 
  • HUBSPOT  |  FRIDAY, JANUARY 20, 2012
    [Sales] How Customer-Centric Analytics Will Change the Future of Marketing
    It's easy to see why person-centric analytics are a huge advantage, especially for companies whose marketing and sales teams are very closely tied together. We have no qualms about beating the following concept into the ground, which is why you've likely heard us say it before: Analytics are critically important to inbound marketing success.
  • HUBSPOT  |  FRIDAY, JANUARY 14, 2011
    [Sales] Communicating With Your Customers: A Marketer’s Analysis
    HubSpot communicates actively with its leads as well as its customers post-sale. When you do this, you get a better picture of how intrusive or ' spammy ' your exchanges are, both pre and post-sale. Inbound marketing best practices should carry over throughout the customer experience, from first touch to post-sale.
  • 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.
  • HUBSPOT  |  MONDAY, FEBRUARY 6, 2012
    [Sales] The Simple Template for a Thorough Content Style Guide
    Whichever way you choose, know that the personas in your editorial style guide don't need to go as in depth as the personas you hand to your sales and marketing team. Content creation is central to your inbound marketing success, but as your volume of written content increases, inconsistencies are also bound to arise. Section 1: Grammar.
  • ILLUMINATING THE FUTURE  |  MONDAY, APRIL 15, 2013
    [Sales] Beyond BANT: Create Urgency and Close More Business
    Many marketers and sales managers are focused on “BANT-qualified leads.” These These prospects have met certain criteria (Budget, Authority, Need and Timing) and are mature enough to be sent to sales. The success of any marketing organization is ultimately tied to the success of sales. Generating Let''s start with the basics.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, NOVEMBER 21, 2013
    [Sales] Collaborate for the Internet of Customers with 7 Ideas for 2014
    recent Google and Corporate Executive Board study shows that buyers are 60% through their decision process before engaging Sales. 'by Erick Mott | Tweet this First, congratulations to the entire Dreamforce community for a successful event with more than 100,000 attendees, exceptional conversations , and special guests.
  • B2B VOICES  |  THURSDAY, OCTOBER 24, 2013
    [Sales] A Manifesto for B2B Communicators
    Understand your customers’ needs.B2B customers have longer sales cycles and typically make large investments when they buy from companies. There’s a wealth of B2B information to read to keep you focused and thinking: From B2B magazine to a long list of B2B marketing blogs  and B2B sales blogs. What are their pain points?
  • B2B LEAD BLOG  |  FRIDAY, JULY 22, 2011
    [Sales] Friday Wrap-Up: This Week in B2B Marketing Tips
    What do the sales cycle and Science Fiction have in common? Happy Friday, all! Sure, there about fifteen great jokes in there, but if you answered today's Wrap-Up you're spot-on. Here are this week's marketing tips and best practices from around the blogosphere. Enjoy, and have a great weekend! From Asimov
  • HUBSPOT  |  MONDAY, SEPTEMBER 10, 2012
    [Sales] How Dynamic Content Makes Your Marketing a Helluva Lot More Personal
    And leads who are nurtured with targeted content produce a 20% increase in sales opportunities ( Annuitas Group ). Start by talking with your sales team about the different personas or industries with whom they have had the best success. mean, just what drives all this highly adaptive content? What is Smart Content? Just kidding.
  • LOOPFUSE  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] Marketing automation services are the rocket, but content is the fuel
    question is being replaced with the “how do we do it efficiently and effectively to raise awareness, generate leads and convert more sales?” Remember that sales or donations are not your only measurements of success. This is a guest p ost by Russell Sparkman, CEO of  FusionSpark Media, Inc., question. Put another way…. It’s a mouthful!
  • VOLACCI  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Be the First in Your Industry to Use Google Helpouts for Content Marketing Success
    'Anyone who has ever been to a garage sale or a flea market can tell you, get there early if you’re looking for the best bargain. Google Helpouts , launched earlier this week, is the latest garage sale on the block. In many ways, the online world works the same way. What is Google Helpouts? That is a win for any business.
  • WRITTENT  |  THURSDAY, MAY 9, 2013
    [Sales] Current Inbound Marketing Trends: 10 Things You Didn’t Expect
    Without lines of communication between sales and management, marketers are unable to generate a sufficient volume of the right leads. Marketing and Sales Really Need to Talk. Logically, many companies know that sales-and-marketing alignment is crucial. 'Inbound is so hot right now. Inbound Is the New Norm. Organic Search Rules.
  • B2B LEAD BLOG  |  TUESDAY, MARCH 2, 2010
    [Sales] Don’t talk to the ghosts of businesses past…
    Circuit City, Bank One, Enron, Lehman Brothers…these are folks you might be shocked to find still sitting in your sales and marketing databases.  What’s the common theme among all of these companies? They aren’t doing business anymore. Some of them have made very splashy exits from the scene (ehhem Enron
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, MARCH 16, 2011
    [Sales] How to Bake a White Paper from Scratch Series
    One white paper can serve many purposes and plays a very important role in the sales cycle process. If you were to ask me which marketing content product I’ve been asked to create most often, it’s hands-down the white paper. However, there can be a bit of mystery about what exactly a white paper is.
  • MARKETING ACTION  |  WEDNESDAY, MAY 22, 2013
    [Sales] SugarCRM / Act-On Integration Prompts Prosperity for Propelics
    But when the company assessed how they might improve marketing and sales processes, they went for it, maximizing all their opportunities and chalking up enviable numbers as a result. It also closed the gap between the time a lead was generated and the time sales could follow up on it from days to just hours. Growth is expectable.
  • MODERN B2B MARKETING  |  TUESDAY, DECEMBER 13, 2011
    [Sales] 9 Reasons to Make a Software Purchase in December
    Grab their attention at Sales Kickoff. Have something to announce at Sales Kick Off that your sales people can get excited about! by Jason Miller Are you looking for a new software solution to meet your team’s needs, but you’ve had it on the back burner all year? Let’s make a deal! Unfortunately, this evaporates in January.
  • FIFTH GEAR ANALYTICS  |  MONDAY, AUGUST 2, 2010
    [Sales] Marketing Miracle No. 1: Walking on Water
    The sales revenue from the campaign was $496,540, from an initial marketing investment of $12,000! Barb Cote. It’s no longer good enough to provide our clients with innovative ideas and measurable results. In the current recessional climate, we need to be Marketing Miracle Workers. The above video is my latest example of a miracle. link].
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 12, 2013
    [Sales] How Lead Scoring and Nurturing Work Together
    Leads that are steadily scoring but not crossing any thresholds are best kept in nurturing programs, so marketing isn’t handing over sales leads that don’t actually have short-term promise. Leads marked “A” can be sent directly to sales, while lower scoring leads can be steered into a nurturing program. Lead scoring can help.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 18, 2011
    [Sales] Inbound Marketing the Way God Intended
    Image via Wikipedia. Last week I asked my management team if what we do at Abraham Harrison is inbound marketing. Or at least the deities who wrote the Cluetrain Manifesto , where markets are conversations. Earned media is hard.  How do you get loads and loads of unpaid citizen journalists to make a gift of their valuable time and platform?
  • HUBSPOT  |  FRIDAY, SEPTEMBER 13, 2013
    [Sales] 14 Essential Elements of a Flawless Product Launch
    You can’t just send sales a new PowerPoint deck when you launch. Buyers want to learn about your product before they talk to Sales. 8) Run a sales test on the new product. If you have a sales team, you need to train them before your launch. 'Getting ready to launch a new product? session. Who’s the buyer persona?
  • VIEWPOINT  |  THURSDAY, AUGUST 22, 2013
    [Sales] Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?
    'Online content in the sales and marketing industries is constantly changing. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right? The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 20, 2010
    [Sales] The Value of a Targeted Teleprospecting Campaign
    We are always focusing so much on the importance of bridging the gap between marketing and sales in a successful teleprospecting campaign. We are always focusing so much on the importance of bridging the gap between marketing and sales in a successful teleprospecting campaign.
  • B2B MARKETING TRACTION  |  FRIDAY, MARCH 12, 2010
    [Sales] What Product Lifecycle (PLC) Means for B2B Inbound Marketing
    The growth stage of the marketing product lifecycle offers great opportunity for sales, but it is a stage of increasing threat as more competitors come into the market. The marketing spend may increase during this stage, but the sales volume should increase as well. Tweet. Introduction Stage of Marketing Product Lifecycle.
  • LOOPFUSE  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] A Marketing Plan for Any Business
    Will you use a direct sales team, go to market through distribution partners, only focus on online marketing or include offline tactics as well? 'In order to know where you’re going you need to have a good map (or good map app these days). The same holds true for your marketing strategy. Also, what is the timeframe you are covering?
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 10, 2011
    [Sales] Producing Revenue with Lead Management – Interview with Carlos Hidalgo
    For instance, if you’re going after new revenue, what percentage is marketing going to bring to the sales table? Figuring out (with sales) the definitions of each buying cycle. Figure out between marketing and sales definitions such as a marketing qualified lead. Read below for an overview and some quick tips. Is it live events?
  • HUBSPOT  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] 25 Little Email Marketing Experiments That Deliver BIG Results
    20) Sales Contact as Sender: Many email marketers may choose themselves, a CEO, or some other authority figure as the name in the "From" field. mean, if a lead is already in the sales process, it makes sense that they'd hear from a sales contact instead of a marketer, right? Sup with that? Email Layout and Design Tests. Maybe.
  • THE ROI GUY  |  THURSDAY, JULY 19, 2012
    [Sales] Personalize, Challenge & Engage
    Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. You have two options 1. Receive a sure $800 that I am offering you 2. So why do most select the sure bet? You” wording works best.
  • 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.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 17, 2011
    [Sales] Identifying the Hottest Social Networks and Niche Sites for Your Target Audience
    Doing so will help you create a marketing strategy that catches more qualified leads for your sales funnel. by Maria Pergolino In the buyer driven atmosphere of 2011, B2B marketing can’t ignore social media.  Such online channels can’t be overlooked. The comScore 2010 U.S. Digital Year in Review tells us that 9 out of every 10 U.S.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 23, 2012
    [Sales] Why We Took the Shears to the Home Page of Find New Customers
    ” – that’s the lament of sales everywhere today. Need help with the alignment of sales and marketing? For instance, on the  Get New Customers  page, you’ll find superb white papers on optimizing lead generation, sales and email marketing. Ever look at your house and decide a Spring Cleaning is in order?
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 10, 2011
    [Sales] 5 Lessons a BtoB Marketer can Learn from “Breaking Bad”
    Here’s how they describe it: drive more sales leads , you ought to check it out. Contact Find New Customers by calling (516) 495-9350 or by sending an email to sales at findnewcustomers.com. “ Find New Customers can certainly help your business dramatically improve the flow of sales-ready leads to salespeople.”
  • BLOG MY CALLS  |  TUESDAY, MARCH 11, 2014
    [Sales] The 5 Immutable Rules of Call Tracking
    From this data we can extract metrics like lead score, sales readiness, buyer intent, appointment set, purchase made, reservation made, and a host of other things. 'Rule #1 - Use Call Tracking. Rule #2 - Use Dynamic Number Insertion (DNI). If someone visits your site via a specific organic search, they will see a certain call tracking number.
  • B2BMARKETINGSMARTS  |  WEDNESDAY, NOVEMBER 4, 2009
    [Sales] B2B Marketing Smarts now part of B2B Marketing Zone
    Marketers who are looking for B2B marketing and sales insight can skip Google and go right to B2B Marketing Zone for all the guidance they’ll ever need. Visitors can access specific info by keyword or by topic, so finding guidance on a specific B2B marketing subject is fast and easy.
  • WEBBIQUITY  |  TUESDAY, MAY 4, 2010
    [Sales] How to Launch a Successful Blog in 12 Weeks: Lessons from Webbiquity
    If you haven’t already done so, find and join LinkedIn groups relevant to your industry, groups that key influencers, potential business partners, and most importantly your sales prospects are likely to be members of. One of the primary reasons most blogs are abandoned is that it takes time to build an audience. It can be done.
  • BIZNOLOGY  |  TUESDAY, JANUARY 14, 2014
    [Sales] Remember to tend to your technology
    My mad ninja tech skills began to take a back seat to managing, writing, proposals, invoicing, billing, sales, schmoozing, hustling, and of course Tweeting, Facebooking, and training, coaching, and doing webinars. 'Photo credit: chooyutshing. Sort out a process for backing-up or cross-posting everything you do. OK, done. And here’s why.
  • VOICE-BASED MARKETING  |  MONDAY, MARCH 3, 2014
    [Sales] Inaccurate Marketing Data Beware! The Justice League of VBMA is HERE!
    Just as Batman devoted his life and wealth to serving up justice to the underbelly of Gotham City, our Caped IVR Crusader is focused on enabling marketing, sales, and support teams to build a solution from the ground up to improve all aspects of voice-based communications with customers. Have no fear! drum roll* …. The Justice League of VBMA!
  • HUBSPOT  |  TUESDAY, JANUARY 4, 2011
    [Sales] How to Generate Inbound Leads with No Editorial Department
    This is how HubSpot accumulates over 27K leads a month—by leveraging the skills of employees in different departments, from consulting and sales to marketing and support. That helps tremendously in the development of a healthy Sales 2.0 What is more, a holistic view of marketing makes the sales call well structured.
  • HUBSPOT  |  MONDAY, APRIL 23, 2012
    [Sales] 7 Lead Gen Opportunities PR Pros Should Seize
    And what's great about case studies and testimonials is that those reading them are often already leads -- and likely near the bottom of the buying funnel -- so a few more reconversions will help your sales team prioritize them as likely future customers in their sales funnel. Case Studies & Testimonials. SlideShare.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 18, 2012
    [Sales] 7 Reasons Branding & Design Play a Vital Role in Your Marketing
    And if you're a brand marketer who's tired of explaining why your job matters for the greater sales and marketer good, well, bookmark this bad boy and send it the way of the naysayers. Think about your sales people, for example. Oh, you work in branding and design? So you're an arts and crafts marketer. Got it. The problem? Tisk tisk.
  • WEBMARKETCENTRAL  |  MONDAY, APRIL 20, 2009
    [Sales] Best of 2008: SEM Landing Pages
    Once you've optimized the list of keywords in your search engine marketing campaign, tweaked the bids and crafted stellar ad text to bring visitors to your site, landing page design is critical to converting those visitors into sales or leads. Here are a few of the best posts about SEM landing page design from last year.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 8, 2013
    [Sales] 5 Keys Ways The Smartest CEOs Use Outside Contractors
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Helen Nesterenko, founder of Writtent.com. Having comprehensive data on your marketing leads is critical to set your sales team up for success. Gleanster Research has found that only 25% of leads are legitimate , and should progress to sales. Social Media.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 1, 2013
    [Sales] Lead Generation: How Lithium Technologies uses webinars to grow its customer database
    Sales professionals use these events to gauge the interests of their leads. 'Tweet If you’re looking for a consistent way to build a list of highly qualified leads – then you might want to pay closer attention to what Bonnie Thomas, Director of Content Strategy, Lithium Technologies, is doing. a social software company. Step #1. Step #2.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, FEBRUARY 6, 2014
    [Sales] [Video] You'll Never Close Deals Calling on Powerless People
    CEB, a sales research group, calls these people the Mobilizers. 'If you''re tired of calling on people who really want to work with you, but can''t seem to get anything approved, listen up! Spending one more day working with these really nice individuals is a total waste of your time - even though they love you and what you''re selling.
  • HUBSPOT  |  WEDNESDAY, MAY 30, 2012
    [Sales] Facebook Rolls Out 'Promoted Posts' to Extend the Reach of Your Page's Content #FB4Biz
    Posts about specials, discounts, or Facebook Offer coupons to drive in-store, brick-and-mortar sales or on-site ecommerce sales. Learn more about this new feature from Facebook itself by attending our Facebook webinar series today at 1 PM ET ( #FB4Biz ). Click here to register! Introducing 'Promoted Posts'. Why use Promoted Posts?
  • SOCIAL MEDIA B2B  |  MONDAY, NOVEMBER 28, 2011
    [Sales] 4 Ways To Boost The Value Of Your B2B Marketing Content
    With content marketing playing such a huge role in the B2B marketing sales cycle, providing useful, relevant content that addresses buyers issues and helps solve their challenges will demonstrate that you have the ability to lead them towards success. So how can marketers get more value out of their content marketing? Here are four ways: 1.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, FEBRUARY 7, 2010
    [Sales] Twitter’s Biggest Scams Part 1: MLM
    The distributors profit from the sale of real products and from commissions for recruiting new distributors — so the more “levels,&# the more profitable they are. However, Internet MLM schemes seldom rely on the sale of a physical product or legitmate service.  So, I figured if I was wondering, you might be wondering too.  
  • MI6 MARKETING AGENCY  |  SATURDAY, APRIL 2, 2011
    [Sales] B2B Marketing Framework
    In the past sales people were the providers of information to customers. They were the primary conduit that customers relied upon for industry updates, new product introductions and updates on how to benefit more from the sales persons company’s products. Foundation for B2B Marketing. What is a framework? To manage a project.
  • B2B MARKETING TRACTION  |  MONDAY, FEBRUARY 11, 2013
    [Sales] 4 Keys to Building Trust with Inbound Marketing
    Done right, inbound marketing can help increase the trust of prospective clients and customers have in you – something that is essential for conversion from prospect to customer or to additional sales. Inbound marketing is the art of attracting and engaging the right people to your website through traditional and social media marketing.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 29, 2011
    [Sales] B2B Marketing Automation Report Is Now Available Online. Thanks, OfficeAutoPilot
    Thanks to the heroic efforts of my friends at OfficeAutoPilot , the new B2B Marketing Automation Vendor Selection Tool (VEST) is finally available for online sales. You can click here to access the new landing page and order forms. don't have the energy to write that at the moment, however.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 8, 2009
    [Sales] Demand Generation Vendor Traffic Rankings
    Major advances are still needed in usability, particularly for complex marketing programs, and in coordination with sales systems. Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Pardot and (perhaps) Genius.com look particularly strong. You can see that post here. Ready yet?)
  • INBOUND SALES NETWORK  |  THURSDAY, NOVEMBER 24, 2011
    [Sales] Is Content Curation Stealing or a Shrewd B2B Marketing Practice?
    From sales to marketing to the CEO, many companies are not sure if content curation would work for their organization. Many companies are starting to realize that content marketing is the future of B2B marketing. Content marketing is changing the way B2B marketers work. Is it stealing or is it a great way to drive your marketing efforts?
  • ILLUMINATING THE FUTURE  |  MONDAY, OCTOBER 26, 2009
    [Sales] Why Unify B2B Marketing? Poe Knows
    For companies engaged in a complex sale that carries a heavy price tag, it's even more important to be superbly skilled at outbound marketing. If you are selling a $5,000 product to millions of different small or mid-sized enterprises, you probably can't afford a direct, field sales force focused on outbound efforts. Got it?
  • INBLURBS  |  MONDAY, JULY 16, 2012
    [Sales] Eloqua Announces Chatter Integration
    In short, the upgrade forges a stronger collaboration channel between Marketing and Sales, as well as extends socialized enterprise value further in an organization. Her professional experience spans journalism, sales, advertising and SEO marketing. Eloqua connected me with their product team who gave me a demo.
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