STORIES THAT SELL | WEDNESDAY, AUGUST 18, 2010
[Sales] Copywriters: Homework Makes You a Better Case Study Writer
Your story may not deliver maximum sales potential. Copywriters: Today’s the first day back to school where I live. Neighborhood kids are donning their new backpacks, books and shoes. Homework isn’t just for school kids. Now’s the perfect time to talk about the studying you have to do as a case study copywriter. The risk?
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.
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!
INBOUND SALES NETWORK | THURSDAY, SEPTEMBER 8, 2011
[Sales] Does Your Company Depend On Luck for New Leads?
These leads typically behave beautifully, usually converting to sales with minimal cost and effort on your part. You begin by taking off your marketer or sales hat and getting inside the head of your customers and prospects—more precisely, you get inside their buying processes. Lead-to-sales conversion ratio.
HUBSPOT | SATURDAY, MAY 18, 2013
[Sales] Why P&G Can't Blame 6,250 Layoffs on Facebook
Even via your door-to-door sales (that''s right, they''re now going to be spending ad budget on door-to-door sales). Michael Steib from Credit Suisse, in a conversation with P&G''s McDonald, asked, "Does that mean that ad spend, for example, is up sequentially in absolute terms and as a percentage of sales?". Facepalm*.
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.
VIEWPOINT | TUESDAY, APRIL 15, 2014
[Sales] Finding That Entrepreneurial Spirit And Maintaining It Even When You’re Big
He is former East Coast Bureau Chief of Crain’s “BtoB” magazine, and former editor-in-chief of Nielsen’s “Sales & Marketing Management” magazine. 'By Christopher Hosford, editor-in-chief, HosfordGroup. Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. They’re nimble.
SOCIAL MEDIA B2B | THURSDAY, MAY 29, 2014
[Sales] B2B Social Media Lead Generation Advice from Experts
Just because someone fills out a lead form to download an ebook does make him or her sales-ready. And that relationship must be nurtured before you have the right to contact them in a sales context. 'Lead generation is a key element of many B2B social media efforts. What is the best way to use social media to generate leads? Marketin
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.
SALES INTELLIGENCE VIEW | TUESDAY, DECEMBER 18, 2012
[Sales] How to Train Your Customers to Master Your Software
For example, let them know that by the end of part one, you expect them to have memorized and understood your proprietary 3-pronged sales call. Create cheat sheets of the lingo used regularly, especially the lingo associated with specific sales processes and software. Create Realistic Expectations. Set Success-Measurement Metrics.
HUBSPOT | MONDAY, NOVEMBER 14, 2011
[Sales] 4 Types of Calls-to-Action You Need for Marketing Success
You should incorporate a mix of CTAs that spans across different stages of the sales cycle. Others, like product demonstrations and sales consultations, require higher commitment and are less compelling. You want to expose people to these types of offers in order to push them further down the sales funnel. Connect with HubSpot
HUBSPOT | WEDNESDAY, AUGUST 21, 2013
[Sales] How to Master the Connect Call
'The sales connect is the most transferrable skill to master. In sales, the connect is your opportunity to make that first impression on your prospect -- the first time that you''re catching someone live on the phone. If the prospect asks you for a high-level sale, give them a high-level overview instead. Few Clarifications.
SALES PROSPECTING PERSPECTIVES | TUESDAY, NOVEMBER 8, 2011
[Sales] Getting Feedback On Qualified Leads From The Horse’s Mouth
There is a real advantage to gaining a stronghold on this information and we get this feedback straight from the horse’s mouth – meaning, instead of relying on the sales reps to provide it, we have a brief follow up discussion directly with the prospects to find out several key facts: Did the call occur?
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.
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.
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?)
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 17, 2010
[Sales] Top Five Excuses Given For NOT Hitting Your Daily Activity Number
For your reading pleasure, The Top 5 Excuses Given by AG Insides Sales Reps for Not hitting their daily call number. I’ve got a great team of inside sales reps and like I said, they are killing it this month and quarter. 5: “I forgot” Seriously, this was given to me once. Now we don’t run a sweat shop here.
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.
MODERN B2B MARKETING | WEDNESDAY, DECEMBER 7, 2011
[Sales] Jon Miller Answers Your Questions: Reaching the Social Customer
Content plays a tremendous role in lead nurturing as it often acts as a sales rep’s stand-in when a person is not yet sales ready. recent survey from the Marketing Sherpa found that marketing to a lengthening sales cycle is a growing concern and the third-most-pressing challenge for B2B marketers today.
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.
MARKETING ACTION | THURSDAY, JANUARY 23, 2014
[Sales] 7 Call to Action Strategies: Tips and Advice
Here are some effective CTA strategies you can put to use right now to boost inquiries, customer data capture, and eventually, sales. Above the fold: Include a CTA above the fold on the first page of your site, sales letter, or other content. Having a great offer is not enough if your reader doesn’t know how to respond to it.
MI6 MARKETING AGENCY | WEDNESDAY, DECEMBER 15, 2010
[Sales] The Mi6 Chart Toppers, November 2010
Audience: Senior Executives, Marketing and Sales Professionals. Marketers and sales reps need to figure out ways to get involved in “communities and contribute. I’m perplexed with how sales and marketing have been divorced, especially in hitech, resulting in silos of dysfunction and confusion. Rank: #1, 436 views.
FEARLESS COMPETITOR | TUESDAY, APRIL 12, 2011
[Sales] 5 Lessons a BtoB Marketer can Learn from “Breaking Bad”
If you’re a business to business marketer looking to implement lead generation programs to engage buyers to drive more sales leads , you ought to check it out. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.
SOCIAL MEDIA B2B | MONDAY, MARCH 17, 2014
[Sales] I Went to a B2B Trade Show, Was Underwhelmed by Your Presence and Kept Walking
So let’s assume that you have an awesome product that solves problems, a great team to provide services, and even a great sales staff to explain the value proposition and close deals. Gathering dust on the sales manager’s desk? Can we schedule a phone call with our junior level inside sales person to remind you how awesome we are?”
FOLLOW THE LEAD | TUESDAY, JANUARY 15, 2013
[Sales] When buyers won’t admit they need your help
Sometimes it’s to gain a negotiating advantage, or to quickly end an unwanted sales call. Buyers withhold information from salespeople all the time. But just as often, buyers hold back because disclosure puts their self-images at risk. They’re hiding something … Continue reading →
PUZZLE MARKETER | WEDNESDAY, JANUARY 30, 2013
[Sales] The Difference Between SEO & SEM
Search engine marketing is the strategy to increase your traffic and sales through the search engine channel. Originally posted here on USSCO Speaks blog. It’s hard to keep track of all the digital marketing buzzwords that are flying around the internet today. First off, what do they stand for? That would certainly help. So then what is SEM?
TRADESMEN INSIGHTS | THURSDAY, DECEMBER 8, 2011
[Sales] Service Firms that Generate Online Leads Grow Faster
Leads no matter where they come from are an important part of starting the sales cycle. I’m used to dealing with Manufacturers who make stuff and are trying to sell it and I thought they would have better success identifying online leads than service companies. Evidently that’s not the case.
MODERN B2B MARKETING | TUESDAY, FEBRUARY 14, 2012
[Sales] Marketing Can Make You Crazy: Valentine’s Day Edition
by Jason Miller Being a good B2B marketer means driving sales and engaging customers all while building meaningful relationships. ” It’s a fun look at how Marketo helps marketers manage demand generation campaigns, generate quality sales leads, and keep their sanity in check. Hilarity ensues. We can help.”
BIZNOLOGY | TUESDAY, FEBRUARY 5, 2013
[Sales] Your corporate website needs to become a trap
This can be useful; however, it suggests to visitors that they’re soon to receive an aggressive sales call from a sociopathic salesman. So, no matter what your gift “costs” you, it’s a worthwhile investment in your sales channel and business development strategy. He’s a strategist’s strategist.
MARKETING CRAFTMANSHIP | WEDNESDAY, AUGUST 31, 2011
[Sales] Death by Content: How Press Release Abuse Killed Public Relations
Because press releases are now considered sales collateral by their target audiences, “media relations” for all companies will be managed by the marketing department. Self-serving Press Release Content Has Killed PR. For non-daily news sources such as magazines, news releases were often sent through the US Mail.
MODERN B2B MARKETING | TUESDAY, MAY 6, 2014
[Sales] Content Marketing Tactical Plan
How many assets will you create each month for each stage of your sales funnel? These can all be leveraged to promote your assets, drive lead generation, and nurture leads throughout your sales funnel. We suggest you map your content metrics to the stages in your sales funnel. But how do you put it all together? Content Metrics.
MODERN B2B MARKETING | WEDNESDAY, FEBRUARY 13, 2013
[Sales] Joseph Zuccaro Discusses What You Need To Ace Your Marketing Automation Implementation
Joe has over 25 years of experience in marketing and sales, and is a fantastic expert resource for everything marketing automation. Before you even touch a platform, make sure that Marketing and Sales agree upon the processes necessary to get a raw lead down the sales funnel. Ease of use and support.
HUBSPOT | WEDNESDAY, JANUARY 16, 2013
[Sales] The Marketer's Ultimate Glossary of Salesforce Terms
If your organization uses Salesforce or another CRM system , you probably know that it's a powerful piece of software that is capable of transforming every aspect of how your sales team works. Perhaps you feel like you're neck deep in CRM terminology every time you have a conversation with your sales manager. err, complexity. Account.
SAZBEAN | FRIDAY, APRIL 12, 2013
[Sales] Why Every Small Business Needs Great Content
Subtract the sales pitch Content marketing may require different tools and a different mindset than direct marketing, but that doesn’t mean the two can’t play together. Use some direct marketing materials you’ve already created and subtract the sales pitch to isolate the relevant, engaging messages for the casual consumer.
SAZBEAN | WEDNESDAY, APRIL 3, 2013
[Sales] The Golden Age of Social Lead Targeting Has Arrived Fully
In the beginning, you know about five years ago, some smart sales types discovered the awesome power of mining social networks for leads. As services such as LinkedIn, Facebook and Twitter grow in importance so too have the tools that mine the rich set of sales data left in every interaction. News & Notes
CONNECT THE DOCS | FRIDAY, APRIL 6, 2012
[Sales] Content Marketing Showcase Series # 3 The Eloqua Blog Tree
Eloqua helps clients accelerate revenue growth with powerful insight to inform marketing and sales decisions today that drive revenue tomorrow. Name: Eloqua. Normal. 2012-04-05T16:18:00Z. 2012-04-05T16:19:00Z. personal. 10.2625. Clean. Clean. MicrosoftInternetExplorer4. Name : Eloqua. Type of Content: Infographic. Normal. personal. 10.2625.
BIZNOLOGY | TUESDAY, JUNE 21, 2011
[Sales] When Good Behavioral Retargeting Goes Bad
It's become a staple of e-Commerce, where it rescues lost sales that would otherwise never be completed. Most retargeting is done by e-mail--if you know the address of someone who has come to your site, you can follow up with an offer to save the sale. Image via Wikipedia. What's not to like?
HUBSPOT | THURSDAY, OCTOBER 28, 2010
[Sales] New Data: Generating Quality Leads is a Top B2B Marketing Challenge
But, every marketer - B2B, B2C or anything inbetween - should always be conscious of the quality aspect of lead flow to their sales team. Perhaps marketers in 2010 are just more cognizant of the demand gen issue within their organizations and understand that without quality leads, sales cannot be successful. So what did they do?
VIEWPOINT | TUESDAY, MARCH 13, 2012
[Sales] Don't Worry About Biting Off More Than You Can Chew. Your Mouth is Probably a Whole Lot Bigger Than You Think.
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Undoubtedly, part of the hesitation comes from not having control over the entire process from lead generation to sales closure. How else can companies grow?
HUBSPOT | WEDNESDAY, AUGUST 6, 2014
[Sales] 25 Demand Gen Resources, Stats, and Visuals Worth Bookmarking
Demand generation programs are touch points throughout the conversion optimization and sales cycles.". 19) More than half of marketers who’ve been using social media for at least three years report it has helped them improve sales. of companies using inbound marketing increase sales within 7 months. 1) What Is Demand Gen?
SOCIAL MEDIA B2B | FRIDAY, MARCH 23, 2012
[Sales] Understand How B2B Social Media Connects to Your Audience
B2B social media is about connecting with prospects and customers, providing value to their business and tracking those interactions to leads and sales. For a simple transactional sale, this may be easier as sales cycles are shorter and less clicks are usually required. B2B Marketers Need Every-Click Attribution. Jeffrey L.
THE POINT | WEDNESDAY, APRIL 16, 2014
[Sales] New Marketing Automation Buyer’s Guide Offers Valuable Advice
It’s this type of content that will drive a higher level of engagement, build credibility, and ultimately drive a dialogue with sales. Conversely (and counter-intuitively), content that overtly “sells” a product or service, particularly early in the sales cycle, has a greater chance of alienating the reader.
VOICE-BASED MARKETING | TUESDAY, OCTOBER 1, 2013
[Sales] What Call Tracking Metrics to Watch in PPC Search Ad Campaigns
Track Phone Leads through the Sales Cycle with CRM Integration. You can use CRM reports to not only view how each marketing source is driving phone leads, but also how those leads are moving through the sales cycle. It’s important to follow every lead through the sales cycle to revenue. Is the number too high?
VOICE-BASED MARKETING | MONDAY, JULY 15, 2013
[Sales] Don’t Blame Your PPC Ads for Poor Lead Success Just Yet
Rather than blaming your PPC ads as the culprit for your lackluster leads, perhaps you should be looking at the way the leads are handled by your sales team. Patterns of mistakes that agents make when selling a particular product, for example, can indicate that your sales force needs more training in that specific area. Period.
THE POINT | MONDAY, AUGUST 8, 2011
[Sales] Lead Generation Losing Out to Social Media? Not So Much.
We advise clients to invest in social media by all means, but to do so with a specific goal in mind: generating sales leads, increasing awareness of your brand, nurturing customers and prospects, propagating your company’s views into the marketplace, or all of the above. I have two major issues with the analysis: 1. It’s an approach.
IT'S ALL ABOUT REVENUE | THURSDAY, APRIL 17, 2014
[Sales] 5 Tips For Improving Your Social Media ROI
From there you can score that lead and potentially pass it on to your sales team. 'by Lauren Harper | Tweet this According to Social Media Examiner , 89% of marketers want to know how to measure social media ROI, and yet calculating the social ROI still remains illusive to many companies. So just how do we measure what we’re doing on social?
TRADESMEN INSIGHTS | TUESDAY, JUNE 26, 2012
[Sales] Benefits of Using Landing Pages
No matter what kind of promotion you’re doing, when going after the professional tradesmen, the bottom line is you want them to ask for more info and ultimately a sale. 78% of sales that start with a web inquiry get won by the first company that responds. You can’t do that in an ad (print or digital) by itself.
DIGITAL B2B MARKETING | TUESDAY, MAY 1, 2012
[Sales] 10 Ways to Kickstart Your Inbound Marketing Program
Not only do you still need to create content to capture leads, nurture prospects and support sales, you need to create sharable and discoverable content also and then patiently wait before you see the return on this new investment. You are creating great content and your website delivers a great experience with a strong conversion rate.
SALES INTELLIGENCE VIEW | THURSDAY, JULY 10, 2014
[Sales] It’s Not BBQ This Time – Food for Thought from Austin, Texas (Courtesy of Marketo Roadshow)
'No matter what vertical you’re in, it seems like everyone in sales and marketing is talking about beating out the “noise.” Marketo is talking about it too. Find Marketo’s Roadshow in your city this summer to learn about marketing best practices.
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.
BUZZ MARKETING FOR TECHNOLOGY | WEDNESDAY, FEBRUARY 12, 2014
[Sales] 4 Lessons from Responsive Design for CMOs
This is where testing and learning play an integral role in pinpointing the optimal threshold for free shipping to boost online sales and grow the brand’s market share amid competitors. 'Posted in Advertising Content Marketing Conversion Optimization Customer Experience Design Innovation Interactive Marketing Internet Optimization Web Design.
MARKETING ACTION | FRIDAY, APRIL 26, 2013
[Sales] How to Fail With Marketing Automation
Work with your sales department to determine and agree on your specific business processes and goals before you evaluate and select a system. How does marketing hand leads off to sales? What does sales do with leads that don’t close? There, that was easy. But avoiding failure – that’s not so easy.
INBLURBS | MONDAY, FEBRUARY 14, 2011
[Sales] How to overcome the Social Media Cash Cow fairytale
It’s a widespread superstition that you only need to be there in social media and you will get a ton of customers and sales. Boosting B2B sales with social media. How many sales leads does your website generate? That’s 100% wrong! As any other communication channel social media has to be done the right way.
INBLURBS | WEDNESDAY, FEBRUARY 9, 2011
[Sales] 5 ToDos for your Social Media Success in 2011
Conversion rate, 4% = 10 sales. Revenue per sale, $300 x 10 = $3000 Revenue. How many sales leads does your website generate? You should focus on major trands to market your business. Here below are 5 todo's for you to be a step ahead of your competition! Shift your employee recruitment to social media. Measure your results.
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, SEPTEMBER 29, 2014
[Sales] Case Study: Denny’s flips its audience with a sassy social media strategy
We are working towards measuring the impact of our approach on sales, evaluating different methods of incorporating social into attribution modeling,” Purcer explains. We are working towards measuring the impact of our approach on sales, evaluating different methods of incorporating social into attribution modeling,” Purcer explains.
BIZNOLOGY | THURSDAY, AUGUST 23, 2012
[Sales] Are you turning your marketing into PR?
mean, I have a reputation as someone who is constantly advising people to measure everything they do in terms of sales–the direct marketing playbook–and it’s very hard to do that in public relations. Photo credit: Wikipedia. Some of you might be scandalized to here me urge you to turn marketing into PR.
MODERN B2B MARKETING | FRIDAY, JULY 5, 2013
[Sales] Your Company has Graduated to Marketing Automation– Now What?
But sales and marketing professionals alike need to remember that in order to get the most out of their investment in marketing automation , thoughtful implementation doesn’t end once the tool goes live. Are you looking to improve the alignment between marketing and sales? Strategize. Cost per Net New Lead Acquisition by channel.
VOICE-BASED MARKETING | MONDAY, OCTOBER 7, 2013
[Sales] Measure Your Content Marketing ROI with Call Tracking
If the lead did not make a purchase, they should be either passed to sales for follow up or entered into a nurturing program until they are sales-ready. The lead should be tracked through the sales process to see if it eventually turns into revenue. 'Businesses today continue to spend more on content marketing.
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?
LEAD VIEWS | SATURDAY, AUGUST 7, 2010
[Sales] Decode Your Online Leads
Understanding the phase of decision making a visitor is in, is important because it helps you plan for timely nurturing, engagement or sales pitching. in the purchase stage , it is more about interacting with the sales representative of the company and finding out about any discounts, offers and closure and delivery details.
DIGITAL B2B MARKETING | TUESDAY, JUNE 3, 2014
[Sales] Stop Being a Transactional Content Marketer
We will also give your information to our green sales team and tell them to go close the deal now Now NOW as part of our commitment to make it as easy as possible for you to buy. 'Free white paper! Free webinar! Free eBook! We’ve all seen the promotional emails, banner ads and Tweets. It’s Free! It’s Free! So are books.
CONNECT THE DOCS | THURSDAY, MAY 6, 2010
[Sales] The White Paper Question: To Gate or Not To Gate?
We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? This experience included a variety of sales, marketing, business development, and management positions.
IT'S ALL ABOUT REVENUE | MONDAY, AUGUST 8, 2011
[Sales] What Google+ Needs to Offer Businesses
Because of the industry’s longer, complex sales cycles, the ability to measure the interaction of social and search fills in the missing piece of the b2b social media strategy. by Jesse Noyes | Tweet this There’s no doubt Google made a huge splash when it unveiled Google+. The answer, says Social Media Strategist Ted Rubin , is simple: Scale.
DIGITAL BODY LANGUAGE | FRIDAY, APRIL 17, 2009
[Sales] Why the Contact Washing Machine must be In-House
List uploads, whether purchased, or from legacy data stores are often of dubious quality, and any integration with your sales team's desktop email environment means that they will be contributing data as they chose to type it. Every source of data that flows into your marketing data base has an opportunity to dirty the data that is within it.
MODERN B2B MARKETING | THURSDAY, JANUARY 9, 2014
[Sales] How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps
If your sales team decides that a lead isn’t “sales-ready”, they can pass that lead back to marketing through a lead recycling campaign. Once leads have been “recycled”, sales won’t contact them again until their lead score reaches a certain number. Map social engagement to your sales funnel.
SALES PROSPECTING PERSPECTIVES | THURSDAY, SEPTEMBER 5, 2013
[Sales] Sometimes Marketing with Technology Isn't Always the Answer
In efforts to keep on trend, my boss and I attended Inbound 2013, a marketing conference that is held in Boston every year, to learn new marketing methods, hear from the best marketing and sales professionals and figure out how to ramp up our marketing efforts and take our company to the next level. but then I gasped.
GREAT B2B MARKETING | TUESDAY, FEBRUARY 5, 2013
[Sales] Why Your Long-Forgotten Boilerplate May Hold the Key to Your Marketing Strategy
Perhaps some of you have participated in scenes like this: your B2B company needs some marketing boilerplate copy—you know, the stuff that appears at the bottom of press releases, in the “About” section of your home page or on some evergreen sales collateral. ” moment from leadership, or what have you. Congratulations.
DIGITAL VOICES | TUESDAY, MAY 22, 2012
[Sales] Big Data and the New Marketing Paradigm
In the age of online shopping, marketing automation, point-of-sale computing and other instant customer feedback, Big Data has become the recent buzz word, touted as the be-all and end-all answer to the marketer’s prayers -but what is Big Data really? which email message results in higher sales?), Tasks like A/B testing (e.g.
INSIGHTIQ BLOG | TUESDAY, APRIL 10, 2012
[Sales] Moving Toward Integrated Marketing: Considerations Beyond Campaigns
For example, one team may have product or sales goals, while another has acquisition or profit goals. So while one department was using sales to measure its success, another decided to use profitability. However, sales were increasing at a far lower rate than marketing spend--which made overall profitability decline significantly.
CLIENT BRIDGE | THURSDAY, MARCH 3, 2011
[Sales] Groupon and Online Marketing
Social commerce sites can help Web-based businesses increase sales and generate brand buzz by leveraging social networks and amplify word of mouth. Groupon has been a game changer for not only brick-and-mortar businesses, but also online retailers and marketers. Selling Up - Getting a customer to your site is more than half the battle.
CLIENT BRIDGE | MONDAY, FEBRUARY 21, 2011
[Sales] Finding Customers with Content
Don't try to close sales with this material, but do include a marketing message. From copyblogger.com's Content Marketing 101 series, strategic thinking on how to take good content and market it to find customers: Get Attention - Every bit of content you produce should reward the reader/viewer. Consider white papers, tutorials and videos.
MARKETING ACTION | THURSDAY, SEPTEMBER 18, 2014
[Sales] The 3 & 5 of Winning Drip Marketing Campaigns
It’s been around for generations, using the best relationship-building tactics of the era: door-to-door sales, direct marketing, telemarketing, email and social campaigns, location-based marketing, and whatever new methods pop up tomorrow. Optimizes the sales funnel. Similarly, there’s the Law of 29. An Atlas study says 9 times.
IT'S ALL ABOUT REVENUE | FRIDAY, MAY 9, 2014
[Sales] What is the ROI on Delight?
Prospects have a glimpse into the thought leadership and collaboration of not just the sales person, but the community of users. 'by Mindy Barenblat | Tweet this Delighting customers gets a lot of lip service as a “good idea,” but it can be hard to get buy-in. Delight does not always reflect in short term ROI. Would you fly them again?
B2B MARKETING CONFIDENTIAL | FRIDAY, JULY 24, 2009
[Sales] B2B Marketing Confidential: Three Ways to Track ROMI
Its always better to take a look at customer dynamics vs. simply total sales. Disaggregating gross sales performance into customer-specific data yields huge insights. Its high-level, but its been very helpful for me over the past couple of months in thinking about a very complex, multi-channel marketing measurement problem.
MARKETING GENIUS BLOG | FRIDAY, MAY 21, 2010
[Sales] New Focus Needed for B2B Marketers
Craig Rosenberg, their VP of Products and services, and I have known each other since the first Sales 2.0 He’s been a constant contributor to B2B Sales and Marketing community @funnelholic and on his blog. Last night I went to the official launch of Focus at the Hotel Vitale. The Focus launch via Twitter. Conference. And few ?about
B2B LEAD GENERATION BLOG | FRIDAY, JUNE 19, 2009
[Sales] 5 tips to build more relevant and engaging lead nurturing emails
If you have a complex sale, the best way to I know how to do this is to combine a human touch to build relationships with your lead nurturing message. First, they may indicate the status quo in an organization is changing, and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. Tip 2.
B2B LEAD GENERATION BLOG | MONDAY, FEBRUARY 17, 2014
[Sales] Email Copywriting: 3 tactics for delivering value over perceived cost
Or they can be filled with another sales pitch thrown at the list with the hopes that a few a stick and click. 'Tweet Optimizing your email copy is a big key to tipping the value exchange fulcrum with your prospects. Copywriting is fraught with claims, and the job of a marketer is not to craft claims, but craft a conclusion,” Flint said.
FEARLESS COMPETITOR | THURSDAY, FEBRUARY 2, 2012
[Sales] Find New Customers is primed and ready for a great 2012!
We were named one of the 50 Most Influential in Sales Lead Management recently, which really validates our expertise in demand generation and marketing strategy. With many new make-overs, the B2B demand generation consultancy and global marketing firm Find New Customer s is armed for a great 2012. New robust email. new TV show. see below).
FEARLESS COMPETITOR | THURSDAY, OCTOBER 20, 2011
[Sales] Apples to Apples: How to Stand Out from Your Competition by Dan Paulson – a book review
Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. 4 1/2 stars out of 5. I’m honored that Dan Paulson invited me, as President of the B2B lead generation company Find New Customers to review his new book. Prospective buyers are unable to spot meaningful differences.
FEARLESS COMPETITOR | SATURDAY, APRIL 16, 2011
[Sales] Fire Your Customer
As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation : Fire Your Customer. If your business is young and small, choose your customers carefully. Find New Customers had a customer we should have fired long ago. Perhaps you can learn from our mistake.
FEARLESS COMPETITOR | THURSDAY, JUNE 10, 2010
[Sales] Does your Silverpop Ferrari collect dust?
Find New Customers helps business increase sales leads through developing and implementing programs that improve the way they find and acquire new customers using best practices in lead generation. Are you a client of Silverpop ? You bought a great marketing automation platform from a great company. Silverpop is a great race car. One problem.
BLOG MY CALLS | FRIDAY, MAY 9, 2014
[Sales] The Friday Marketing Rant: A Debate, Which Content Should You Put Behind Forms?
Good luck explaining to the sales team why you took all of your forms down, gave all your content away, and only generated 14 leads last month. Because, if you take your forms down, who is your sales team supposed to call? 'This blog post is part of the Blog.LogMyCalls.com series called the Friday Marketing Rant. The Discussion.
KOMARKETING ASSOCIATES | WEDNESDAY, NOVEMBER 13, 2013
[Sales] B2B Call Tracking: Get Credit for All B2B Leads By Caring About Phone Calls
It can generate lead quality information, tell you how price sensitive a customer is, and even measure sales performance. 'What’s your biggest challenge as a B2B marketer? According to a study sponsored by Eloqua, the biggest challenge for B2B marketers is generating enough high quality leads. Converting leads into customers came in 2nd.
SOCIAL MARKETING FORUM | SUNDAY, NOVEMBER 21, 2010
[Sales] Prospecting the Social Customer
Leads are passed to sales when, after the necessary lead nurturing, they are “ready to become a “customer. Although the shift in control of the sale transaction to the buyer is clear, we must do more prospecting than before! And that was always the case in sales. Tags: CRM Sales Social media marketing
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, NOVEMBER 23, 2011
[Sales] 10 Things About Operating A Teleprospecting Firm To Be Thankful For
Sales People: You complain, you miss appointments, you ask us to only find leads where they have active projects with budgeted line items for your technology only. Your sales abilities are what allow us to consistently provide the greatest ROI in our space. My Sales Guys and CDR's: Paul, Lang, Ed, Norte, Nicole, and Swartz.
SAVVY B2B MARKETING | MONDAY, APRIL 25, 2011
[Sales] Demand Con Speakers Provide A Demand Generation Primer - Lesson 1
DemandCon , a marketing and sales conference focused on demand generation, specifically the entire sales funnel, from first contact to revenue recognition. Ardath Albee , author of eMarketing Strategies for the Complex Sale. The venue? The first of those answers are below and the second will be posted on Wednesday on the blog.
SALES PROSPECTING PERSPECTIVES | THURSDAY, JUNE 7, 2012
[Sales] Cancer Sucks So Let's Do Something About It
Sales Strategies www.bridgegroupinc.com Direct: 978.562.2623 [link]. The AG team impresses me every day with the amazing work they do for our customers, uncovering and delivering qualified opportunities. But yesterday they took my respect to a whole new level. We were thrilled to have the opportunity to help. Below is a note from Trish.
CK'S B2B BLOG | SUNDAY, NOVEMBER 6, 2011
[Sales] The Mobile Revolution Gets A Makeover.
The website which features my B2B Mobile Guide, all B2B mobile content, and videos has undergone a makeover! Readers will recall that earlier this year I launched The Mobile Revolution & B2B to shine a much-needed light (and connect many dots!) on how mobile is prime for B2B companies and audiences. B2B Mobile Marketing
BLOG MY CALLS | WEDNESDAY, MAY 15, 2013
[Sales] Ironman Exclusive: Did Tony Stark Create Advanced Call Tracking?
If anyone can figure out how to monetize the incredible marketing and sales data gathered by LogMyCalls Conversation Analytics, it is Tony Stark.not Bernard Beaver. 'Ironman 3 has made $994 million dollars. It is expected to eventually earn nearly $2 billion dollars in theaters alone. We realize that our claims are profound. think not.
HUBSPOT | SUNDAY, SEPTEMBER 1, 2013
[Sales] How to Create an Infographic in an Hour, the Sexiest CTAs on the Web, and More in HubSpot Content This Week
Get 9 Days of Expert Sales Tips in Your Inbox. In an ideal world, you set aside a large chunk of your day to read up on the latest and greatest expert marketing or sales advice. To help give you your daily dose of sales information and inspiration, we put together a series of 9 quick tips to send you via email. until now. FAQs].
HUBSPOT | WEDNESDAY, MAY 7, 2014
[Sales] Want to Shop on Twitter? Amazon Has a Hashtag for That
No sense missing out on a sale because they don’t acknowledge different dialects, right? It’s worth noting that the sale isn’t complete by simply tweeting Amazon with the hashtag. In Q4 of 2013, social sales equaled a paltry 1.14% of the total referrals to ecommerce sites. How It Works. Why Take a Chance?
MI6 MARKETING AGENCY | FRIDAY, JUNE 18, 2010
[Sales] The Mi6 Chart Toppers, May 2010
Audience: Senior Executives, Marketing and Sales Professionals. These charts have been sourced and shared with the intent of helping inform and educate senior executives, marketing and sales professionals with useful and actionable information. Author: Teresa Herbert. In May 2010, 49 charts were shared which were viewed 11,432 times.
FEARLESS COMPETITOR | TUESDAY, APRIL 23, 2013
[Sales] I’m Your Customer. You Think You Understand Me, but You Don’t!
” I cannot count the times I sat in a room with sales executives and salespeople and listened to them analyze their buyers. Jeff Ogden, President of the sales lead generation company Find New Customers is an award-winning BtoB marketing expert who is also trained in Buyer Personas. Real Buyer Personas are needed. Neither do apps.
FEARLESS COMPETITOR | WEDNESDAY, AUGUST 1, 2012
[Sales] Good-Bye Genoo. Hello and nice to meet you, Act-On Software
The sales lead generation firm Find New Customers is finally changing marketing automation vendors. However, time had come for the sales lead generation firm Find New Customers to move on. We are, in effect, changing horses. We used Genoo since FindNewCustomers.com was founded in 2009. But no more. Thank you all. So we moved.
FEARLESS COMPETITOR | MONDAY, JULY 25, 2011
[Sales] Get your free sample of Personal Branding Magazine!
As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. “ Find New Customers can certainly help your business dramatically improve the flow of sales-ready leads to salespeople. We’re happy to share this free edition with our readers.
JILL KONRATH'S SELLING TO BIG COMPANIES | SUNDAY, DECEMBER 12, 2010
[Sales] I Could Really Use Your Help TODAY!
SNAP Selling has been nominated for the Top Sales Book of 2010. And, I've been nominated for Top Sales Personality of the Year. I Click here to vote for Top Sales Personality. And, click here to vote for the Top Sales Book 2010. I need your help to win! Half the selection process is based on YOUR choice.
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.
B2B IDEAS @ WORK | TUESDAY, JANUARY 10, 2012
[Sales] Five Tips For Better B2B Marketing Content
All of your marketing (emails, mailers, display ads and auction point-of-sale) should lead back to your website or a dynamic landing page that responds to each visitor uniquely based on the actions they take on the page. Now think about how best to demonstrate that thanks in the way of service after the sale. Are you listening?