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  • HUBSPOT  |  MONDAY, FEBRUARY 4, 2013
    [Sales] 39 Fantastic Inbound Marketing Blogs You Ought to Be Reading
    While covering a range of inbound marketing topics, this blog has some excellent sales-themed content for the marketer working closely with their sales organization. Posts You Might Like to Read: The Lifeline to Success: A Continuous Sales Candidate Pipeline. Why Sales People Shouldn't Prospect. 10) For Entrepreneurs.
  • THE POINT  |  MONDAY, NOVEMBER 15, 2010
    [Sales] 5 Ways to Segment Your Lead Nurturing Campaign
    It’s tempting to want your lead nurturing program to magically guide the prospect seamlessly through the sales cycle. That’s because it’s often difficult to identify a precise sales stage based simply on prospect behavior. Take advantage of it. Here are 5 ways to consider segmenting your campaign: 1. Lead source. Job function.
  • TOM PISELLO  |  TUESDAY, JANUARY 25, 2011
    [Sales] White Papers are Influence Kings, But Need Personalization to Maintain Crown
    Savvy buyers are using on-line content to set strategies, explore and select solutions, all before ever engaging a sales representative. Noise is removed and education streamlined, helping to reduce sales cycles and drive more sales. Content that Matters Most? More information on Interactive White Papers can be found at: [link].
  • SYNECORE  |  SATURDAY, SEPTEMBER 6, 2014
    [Sales] A Beginners Guide to Inbound Marketing
    With the internet at their fingertips and motivation to research before every decision, 60% of a buyer’s decision is made before they speak to a sales representative. If your audience considers you a trusted source of information, they are more likely be interested in more sales-actionable content such as a trial offer or demo. 4.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JULY 30, 2014
    [Sales] Ifbyphone’s New Summer 2014 Release Provides 360-Degree Call Analytics for Smarter Marketing
    They are the leads sales teams want most, and marketing teams and agencies most need to generate. You need insight into what marketing sources and web pages are generating inbound calls – and which aren’t – and whether those calls are leading to quality conversations with sales reps. Inbound phone calls drive business.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 25, 2013
    [Sales] I've Discovered a New Class of System: the Customer Data Platform. Causata Is An Example.
    The new systems can also feed sales, customer service, online advertising, point of sale, and any other customer-facing systems. It has taken me a while to connect the dots, but I’m now pretty sure I see a new type of software emerging. Those are something new. Others I haven’t yet written about include Mintigo and Gainsight.
  • 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.
  • HUBSPOT  |  THURSDAY, JULY 24, 2014
    [Sales] 25 Must-Tweet Inspirational Quotes From Inbound Experts
    19) "Start with the soul and end with the sale. Marcus Sheridan, Founder of The Sales Lion. Dan Tyre, Sales Director, HubSpot. When do you feel most inspired? Lots of people feel most inspired at events. It makes sense -- you''re surrounded by tons of interesting people and listening to fascinating speakers. Cut it into wedges.
  • BLOG MY CALLS  |  TUESDAY, JULY 2, 2013
    [Sales] Common Questions We Get About Call Recording
    Sales Training - Do your employees sale well on the phone? It also gives you a great baseline to use when you conduct sales training. Is it legal? Yes, in the United States, call recording is legal. 39 states are classified as ''one-party consent'' states. The caller DOES NOT need to know. What about my state? Connecticut.
  • VIDYARD  |  WEDNESDAY, NOVEMBER 27, 2013
    [Sales] How to Use Video to Prospect and Validate Your Leads
    Many sales reps often ask me, “how does a video marketing platform fit into the sales cycle?” As a sales guy, I use this feature when sending video in emails to prospective clients to make sure that I use the most appropriate image to entice folks to click. What This Means for Sales and Marketing. Calls to Action.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 21, 2012
    [Sales] An Introduction to the New Power of Social Media Lead Management
    You can use the app to see which contacts from your database are talking on social media, and then send them customized email communications after seeing that they're further down the marketing funnel. 3) Use Social Media Lead Intelligence in Sales Calls. But they’re still struggling to find a reliable way to use social to boost sales.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 7, 2014
    [Sales] B2B Social Media: To Connect or Not to Connect
    We don’t spend money on advertising and we don’t pursue prospects with a sales strategy. The point of social media networking is to support the rest of your marketing and sales by driving awareness, leads, and revenue. This usually leads to a lively discussion since most business people are faced with this issue on a regular basis.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 8, 2011
    [Sales] Interesting insights from Google Analytics
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Traffic Sources. Check out this image. Some interesting data here.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 1, 2011
    [Sales] Find New Customers Fan of the Month – Kenny Madden
    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. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. This month our fan of the.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MAY 20, 2011
    [Sales] Pirates, Train Wrecks, and Marketing Automation
    He also finds a set of puzzle pieces that, when assembled, present a flow chart of standard B2B marketing tasks: program setup, lead generation, nurturing, scoring, transfer to sales, and reporting. Expect to spend time on organizational changes and coordinating with sales, finance, and IT departments. Here's the screenplay.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  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.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MARCH 29, 2011
    [Sales] Most Industrial and Manufacturing Websites are Still Stuck in Web 1.0
    That statement may come as a shock to many site owners because they are convinced that sales leads will just roll in because their site includes a toll free number in a big bold font, there are links to the “Contact Us” page everywhere and/or there’s a RFQ form on the site. Really? Do they need help finding the right part number?
  • 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  |  TUESDAY, FEBRUARY 7, 2012
    [Sales] How to Create Marketing Offers That Don't Fall Flat
    They are also a critical tool for nurturing existing leads into a position that makes them more sales-ready. And if site visitors are looking at this type of content, they're likely already in your sales funnel and much closer to making a purchasing decision. Align offers with prospects' point in the sales process. Ebooks.
  • SAZBEAN  |  MONDAY, OCTOBER 3, 2011
    [Sales] Social Media or/and Website for Lead Generation: What’s the key to success?
    Marketers, sales(wo)men and many C-Level’s in the B2B space have asked the question many times in seminars. I am quite happy to have found a study that actually gives some insight in a quite complex business topic. How often did we hear this question in the last three years? However, it is only second to personal connections and referrals.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 5, 2014
    [Sales] Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages
    For more information on how to design webinars for the buying cycle, download the ON24 white paper – “ The Role of Webinars in the Buying Cycle ,” which discusses how ON24 webinars can help you to accelerate the buying cycle and produce sales-ready leads. This post is Part 2 of a 2-part series. You can read part 1 here.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 29, 2010
    [Sales] LinkedIn for lead generation - Are You the Missing Link?
    It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled " 10 Tips for Using LinkedIn to Generate Leads." Read Are You the Missing Link?
  • B2B LEAD GENERATION BLOG  |  THURSDAY, MARCH 13, 2008
    [Sales] Fear not! Think like a savvy investor with lead generation
    We have to remember that regardless of the economy, sales people are still expected to perform. seldom find sales quotas are lowered to fit the news headlines. If you want to flourish regardless of the economic conditions, you need to look for ways to help your sales team execute and improve performance. Can you blame him?
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 24, 2014
    [Sales] Why Single-Touch Doesn’t Make Sense in a Multi-Touch World
    Prior to the age of digital marketing, a company would advertise, a lead would respond, and a sales rep would follow up. Capturing the sole source campaign, or the “first touch” made sense, because immediately after that touch, the lead would be assigned to a sales rep for follow-up. The Single Lead Source Trap. So what’s the answer?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, SEPTEMBER 29, 2013
    [Sales] Where Are Marketers Allocating Budget? [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! What was particularly interesting were the two channels at either end of the spending spectrum. The increase in ad spend on social media advertising certainly seems justified. Enter AdFocus. Where Are Marketers Allocating Budget?
  • B2B IDEAS @ WORK  |  TUESDAY, NOVEMBER 11, 2014
    [Sales] B2B Marketing: Do You Need an Inbound Strategy?
    Inbound-sourced leads are consistently more knowledgeable about a company prior to speaking with a sales or business development representative than leads that originate through outbound means. We call this the "If it ain''t broke, don''t fix it" client. B2B Marketing B2B Inbound Marketing
  • CRIMSON MARKETING  |  THURSDAY, FEBRUARY 6, 2014
    [Sales] Why The Perfect Marketing Department Needs To Evolve [Infographic]
    Nearly half of buyers believe they are better informed than sales reps: 49.5% of buyers consult 3+ channels before purchasing big ticket items . Text from Infographic: The market has officially changed and marketing teams should too. The Internet has more than double the number of marketing channels. Lead Generation. Website Conversion.
  • CRIMSON MARKETING  |  TUESDAY, JULY 2, 2013
    [Sales] The Benefits of Social Media Marketing in 2013 [Infographic]
    Social media marketing goes hand in hand with lead generation and sales – and we finally have the proof to back it up! Social Media Examiner recently conducted an industry report surveying more than 3,000 marketers on the value of social media marketing. 64% saw lead generation increase by using social media 6 hours or less per day.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 28, 2013
    [Sales] Using What You’ve Got: Video Marketing on a Budget
    To learn more about how to use video in your marketing campaigns, join our webinar on Wednesday, October 30th with Marketo, Ceros, and Wistia: Video Marketing is the New Black: How to Drive Sales and Marketing Success. You’ll want to integrate any videos you make into the rest of your sales and marketing efforts. Modern Marketing
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 29, 2012
    [Sales] Guests on Marketing Made Simple TV
    We’re thrilled with the quality of guests we are booking on Marketing Made Simple TV.  If you’re a CEO, CMO, VP of Marketing, VP of Sales or otherwise responsible for revenue, you’ll want to tune into Marketing Made Simple TV  every Thursday at noon ET. Here are great guests past and future: Mitch Joel, TwistImage.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 30, 2011
    [Sales] Wanna win a free business book?
    “If your business is flying high by making cold calls to sales prospects and by spending boatloads of money on ads, then you don’t need the rocket fuel contained in this book. Launch: How to Quickly Propel Your Business Beyond the Competition. is the new book by Michael L. Stelzner and you can own it for free. Launch. Good luck!
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 10, 2010
    [Sales] Savvy Speaks: Our Favorite eBook Examples from Around the Web
    First launched in June 2008, the eBook was downloaded more than 1,600 times and pumped 50 solid business opportunities into the sales pipeline by 2009. Last week the Savvy Sisters sounded off about eBooks – what defines the medium and how to use them to your best advantage. Useful, easy-to digest info with a lot of samples.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 12, 2012
    [Sales] How to Talk About Pricing Without Scaring People Off
    Many marketers leave it to Sales to handle, preferring to be the "good cop" in the relationship. It's not a bad thing if they look at your pricing page and rule themselves out; in fact, it can end up saving your company -- particularly your sales team -- a tremendous amount of time and resources. Politics. Religion. Pricing.
  • MARKETING INTERACTIONS  |  THURSDAY, OCTOBER 21, 2010
    [Sales] What Does Your Funnel Look Like?
    Focus.com - thanks to Craig Rosenberg and Sarah Miller - invited 14 Focus Experts to share their picture and definition of the B2B sales and marketing pipeline funnel. I was very happy to be included in the fun! Yesterday, I wrote about static value. Download your copy here. See page 4] See my interview with @funnelholic.
  • VOICE-BASED MARKETING  |  MONDAY, MARCH 24, 2014
    [Sales] The Top 9 Components of the Perfect Landing Page
    But it plays a much more important role in the grand scheme of converting prospects to sales revenue. When a unique landing page is carefully designed to offer engaging, campaign-specific content, website visitors are more likely to turn into qualified leads, phone calls and sales. Starting at the top…. 1. Headline. and why? Benefits.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] 5 Ways to Deal with Change for Successful Marketing
    Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. Tweet As marketers, we deal with a lot of change. The B2B marketing world is exploding with touch points, channels and marketing technology, just to name a few blasts of change. Even our customer buying process has changed.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] Why We Acquired Rekindle
    Below I’ve taken the time to share some of my thoughts on why we made this specific acquisition and how we view acquisitions like these as part of our commitment to rapid growth and transforming the marketing and sales landscape. 1) Make the RIGHT connections. As we’ve grown, we’ve expanded that same thinking into the world of sales as well.
  • DIGITAL BODY LANGUAGE  |  MONDAY, DECEMBER 13, 2010
    [Sales] Four Interesting Trends from Dreamforce
    By leveraging attendance data as a key part of a buyer’s digital body language, marketers and sales people are much better armed. 3) Integration Must Be Seamless: Salesforce.com has long focused on the need to seamlessly tie together all interactions with customers, and this viewpoint is spreading throughout the entire buying process.
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 14, 2013
    [Sales] Are Machines the Future of Marketing?
    The idea that someday the CEO or Head of Sales will click a few buttons to set objectives, budget and timing and a machine will create and execute a marketing plan seems pretty far-fetched. When IBM’s Watson can tackle healthcare issues , marketing advice from machines doesn’t seem so unlikely anymore. Are you ready? Yikes!
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 23, 2010
    [Sales] Do Small Businesses Need Marketing Automation?
    The most common added function is sales force automation, but some also offer different combinations of e-commerce, order processing, customer support, blogging, Web site optimization and paid search. sales automation, search engine marketing, outbound email). These include Genoo , Hubspot , Infusionsoft and OfficeAutoPilot.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] 95% have bad marketing. What I’m finding at Companies in the Tampa/St. Petersburg areas
    With ConnectWise, you can watch a short demonstration, chat with Sales or chat with Support on their website. The Vast Majority of Companies in Tampa/St. Petersburg area are REALLY Bad at Marketing – but a couple of firms are really good at marketing. Who are these firms and what do these have in common? ” very focused on buyers.
  • BIZNOLOGY  |  THURSDAY, JULY 2, 2015
    [Sales] What can your B2B data do for you?
    Business marketers put the marketing database to an enormous variety of uses, among them: Capturing data about customer behavior from all sales and communications channels, including social media. Data is all the rage in marketing today. Data has been called the “new oil” that fuels marketing today. Modeling and predicting customer behavior.
  • 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
  • INBOUND SALES NETWORK  |  TUESDAY, APRIL 17, 2012
    [Sales] How Dynamic Is Your Lead Generation Program?
    However, when you look at most company’s sales and lead generation programs, everything is very linear and very forced. ” This article will help you develop a sales and lead generation process that is dynamically aligned to your prospect’s buying process. This is quite often the transition point to sales opportunity.
  • TOMORROW PEOPLE  |  FRIDAY, OCTOBER 14, 2011
    [Sales] How to Get the Best from Inbound Marketing?
    Your sales leads are just customers waiting to happen. The key to successful inbound marketing strategy is to apply a methodology consistently. Keep the following issues in mind to ensure that you apply inbound marketing effectively to your business: Every new lead starts with listening. Your potential customers have a great deal to tell you.
  • TOMORROW PEOPLE  |  WEDNESDAY, NOVEMBER 9, 2011
    [Sales] What’s The True Cost of Traditional Advertising?
    Now inbound marketing offers almost endless options for connecting marketing and advertising activities with a company’s overall business and sales strategy using resources such as LinkedIn advertising and other opportunities. The true cost of traditional advertising for business? In the past, options were limited. Follow @TP_James.
  • 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.
  • SAZBEAN  |  WEDNESDAY, DECEMBER 21, 2011
    [Sales] Using Social Media: How Not to Burn Bridges in Your Social Media Campaigns
    A social media campaign is a powerful way to promote your website or blog, reach out to an untapped user base, and ultimately make more money through direct sales and/or advertising dollars. – Using Social Media: How Not to Burn Bridges in Your Social Media Campaigns by Mitch O’Conner. News & Notes
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 7, 2013
    [Sales] It’s Time To Act Like A Publisher [Slides]
    ” But it’s up to us to stand up to our sales and executive colleagues. I’m mad. I’m really mad and I;m not gonna take it anymore. OK, maybe I’m being dramatic. But seriously, when are we gonna atop creating so much crappy content? When are we gonna realize that the world has changed. Content Marketing
  • DIGITAL B2B MARKETING  |  TUESDAY, JULY 3, 2012
    [Sales] The Path to Value from Content Curation
    Turning Attention into Marketing Success The top three content marketing objectives according a recent survey by Curata (notably, a company that offers a solution for content curation), are driving leads/sales, thought leadership and brand awareness. 1. That doesn’t mean curation is not valuable.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JANUARY 1, 2012
    [Sales] Chart: A Year of Marketing Excellence
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! 2011 was clearly a year where Marketers achieved amazing results for their organizations, and for themselves.  We cannot wait to achieve even more with you in 2012. Thinking of setting some New Year’s Resolutions? 
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 29, 2014
    [Sales] Case Study: Denny’s flips its audience with a sassy social media strategy
    By Kerry Gorgone, {grow} Contributing Columnist If your image of Denny’s restaurants as a place to take grandma for the dinner buffet, think again. The restaurant chain is re-inventing itself, led by a sassy social media strategy. The challenge: creating content and an experience worth sharing (and then showing a return on investment).
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 23, 2009
    [Sales] The Importance of Lead Nurturing SalesBuzz Radio appearance
    Clear, honest insights, with well articulated advice that is usable to everyone listening. I’d recommend this to anyone who wants to increase their sales, and needs to get something moving sooner than later. Jeff’s insight on the tactics of turning leads into sales was exactly what I needed. Comments about the show.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 4, 2015
    [Sales] 5 Little Lead Generation Experiments You Can Run Right Now
    Pretty much every B2B marketer has heard this phrase from their sales team at some point in their career. How to do it: To reduce the number of form fields on landing page while still collecting the information you need to rotate leads to Sales, you can use progressive profiling. "We need more leads.". Lead Generation Daily
  • SAVVY B2B MARKETING  |  FRIDAY, JULY 31, 2009
    [Sales] Savvy Week in Review - July 31
    How to Use Your Blog to Generate Sales and Leads with @AmyAfrica - by @MackCollier This Viral Garden post is a quick summary of the 7/26 blogchat around generating actual sales and leads with your blog. Stop Blaming Marketing - by @rebelbrown I couldn't agree more with this post: sales and marketing need to work together.
  • SAVVY B2B MARKETING  |  FRIDAY, JULY 31, 2009
    [Sales] Savvy Week in Review - July 31
    How to Use Your Blog to Generate Sales and Leads with @AmyAfrica - by @MackCollier This Viral Garden post is a quick summary of the 7/26 blogchat around generating actual sales and leads with your blog. Stop Blaming Marketing - by @rebelbrown I couldn't agree more with this post: sales and marketing need to work together.
  • SAVVY B2B MARKETING  |  TUESDAY, OCTOBER 20, 2009
    [Sales] How to Lay a Solid Foundation for Marketing Success
    Further along in the activity cycle, marketers can extract additional value from this exercise by developing buyer personas that keep everyone focused when developing sales tools and communicating with prospective buyers. The five phases are: examine, plan, execute, communicate and evaluate. Related posts: Do you know your enemy?
  • HUBSPOT  |  SATURDAY, OCTOBER 4, 2014
    [Sales] Competition vs. Collaboration: What to Do With Disengaged Employees
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. typical sales employee may respond better to a competitive program, while a typical customer service employee may engage more with a collaborative one. To read more content like it, subscribe to Sales
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JUNE 5, 2014
    [Sales] Tips to Re-Engage and Get Those Cold Contacts Warm Again [New Guide]
    Offer a helping hand.  By presenting yourself as an advocate for their success first, rather than just another sales op, you will warm your audience to your messages. Like leftovers in your fridge, those cold prospects just need a little reheating and imagination to be enjoyed. from Eloqua. Focus first-encounter interactions (i.e. Don’t fret!
  • MARKETING INTERACTIONS  |  MONDAY, DECEMBER 26, 2011
    [Sales] Why B2B Content Marketing Themes Fail
    hear a lot of reasons for using theme constructs: It's the only way to coordinate marketing and sales messaging. Themes for B2B marketing programs are not a new concept. They're used to "organize" marketing programs and create a rallying cry around a market trend that will (hopefully) drive business momentum. Q2: Green IT.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 26, 2015
    [Sales] Can the Onion Theory bring social media lurkers into the light?
    They aren’t scared to show how they feel about religion, even at the cost of criticism  (believe it or not, sales skyrocketed after the same-sex marriage controversy). They aren''t scared to show how they feel about religion, even at the cost of criticism (believe it or not, sales skyrocketed after the same-sex marriage controversy).
  • FOLLOW THE LEAD  |  THURSDAY, NOVEMBER 10, 2011
    [Sales] Oh! The places we’ll go!
    From the Golden State to the heart of New England, ZoomInfo has landed at multiple cities this year promoting both our award-winning data services and sales intelligence tool, ZoomInfo Pro. Sponsoring more than 20 shows this year, we began the … Continue reading →
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, OCTOBER 7, 2012
    [Sales] Does Gamification Work On a Customer Community? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Heather Foeh | Tweet this Gamification is a hot topic these days. Many popular apps (such as Foursquare) put you in head-to-head competition with your peers to earn badges or status levels based on your activity.
  • HUBSPOT  |  TUESDAY, FEBRUARY 3, 2015
    [Sales] How to Create an Ebook From Start to Finish [+ 18 Free Ebook Templates]
    Remember: The goal of your ebook is to generate leads for your sales team , so pick a topic that will make it easy for a prospect to go from downloading your ebook to having a conversation with your sales team. Below, you''ll see my customized cover with my sales-relevant ebook topic. my dad. Well, sort of. creating an ebook.
  • CLIENT BRIDGE  |  MONDAY, JANUARY 31, 2011
    [Sales] Brian Halligan Discusses the HubSpot Product Road Map
    Listed in to the HubSpot User Group, where CEO Brian Halligan discussed the HubSpot road map as they shift focus from sales and marketing to product development and innovation. He also highlights how across 4000 customers, HubSpot users average a 10% increase in leads month after month. Get a Free Trial of HubSpot Inbound Marketing Software
  • MARKETING INTERACTIONS  |  WEDNESDAY, NOVEMBER 2, 2011
    [Sales] The Secret to a Longer Life for Marketing Content
    What sales needs to close the new buyer. I work with a lot of companies that are limited in their ability to produce enough marketing content. I don't mean just any content, but content that resonates and serves as currency to buy prospect attention and actions. The secret is rather simple, actually. It's repetition. We know too much.
  • SAZBEAN  |  MONDAY, FEBRUARY 17, 2014
    [Sales] Should Your Company Blog?
    Social Media to Sales (Photo credit: sazbean) Blogging has been a topic for over 10 years. Now that we have social media and other digital marketing tactics, does it still make sense for your company to blog? What should consider to make the decision? – Does It Still Make Sense For Companies to Blog? appeared first on Sazbean.
  • SAZBEAN  |  MONDAY, FEBRUARY 10, 2014
    [Sales] Supercharge your Content for Higher Quality Links
    Quality content helps build awareness and reputation which create relationships that generate sales. The Secret Garden (Photo credit: @Doug88888) It’s no secret that content is vital to digital marketing efforts. Without quality content that your audience finds valuable, you’re just advertising (which is widely ignored).
  • ANNUITAS  |  TUESDAY, NOVEMBER 18, 2014
    [Sales] 3 Key Elements to an Effective Demand Generation Strategy Kick-Off
    Sales should be at the top of that list. The time has finally come. You’ve convinced your key stakeholders your company needs a Demand Generation Transformation. It’s time to kick it off. Now the fun part begins, but if you don’t have the right line-up, it could delay or derail all your hard work up to this point.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 4, 2013
    [Sales] Book Review: Marketing in the Round
    To generate topics, consider questions people ask during sales meetings, challenges your products or services have, pricing, and the ‘versus’ questions. The questions people ask during sales meetings are…the easiest to answer. Even if they don’t go to sales meetings, everyone talks to customers…. Four Marketing Round Approaches.
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [Sales] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    Chris is a serial entrepreneur and Internet marketing specialist with over 23 years of technology, marketing, and sales experience. He has started, sold, and partnered with digital agencies aimed at integrating sales and marketing platforms for a variety of businesses. Marketing automation before sales automation. LEO : I agree.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JANUARY 14, 2011
    [Sales] Content Marketing: Think Like a Publisher, Act Like an Investor
    For industrial marketers ROI is typically measured in terms of quantity of high-quality sales leads generated, increase in sales and revenues. This, theoretically, delivers customer contacts on targeted topics – leading to increased sales, as well as insight into future opportunities (technologies, developments, etc.).”.
  • MARKETING ACTION  |  TUESDAY, JANUARY 20, 2015
    [Sales] 8 Ways Marketing Automation Can Expand Your Search Marketing Agency
    Search marketing agencies are experts at generating leads, building brand awareness, and increasing sales. These days, the journey from first contact to final sale is getting longer and more complicated. But why stop there, especially when you’ve got the expertise to expand your reach and improve results for your clients?
  • B2B MEMES  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] Can You Have Entrepreneurial Journalism without Entrepreneurs?
    In the latest chapter of its ongoing critique of AOL’s hyperlocal news network, Patch , Business Insider last week took aim at the marketing and sales-prospecting efforts the corporation expects its editors to undertake. AOL, BI’s indignant headline says,”Requires Patch Editors To Drum Up Ad Sales Leads.”.
  • HUBSPOT  |  MONDAY, MARCH 3, 2014
    [Sales] Why Marketing Automation Fails: 3 Common Reasons
    As David Moth writes on the Econsultancy blog -- “It’s an important tool for bringing order to the warring worlds of marketing and sales by improving lead scoring and nurturing.” sales rep from a new company reaches out to you by email (or follows up with a phone call) to tell you to buy, buy, buy. But it’s not.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JUNE 30, 2009
    [Sales] Data Management Is as Sexy as a High Quality Mattress
    Do some digging into your telemarketing and inside sales processes to ensure that they include steps to check for the currency and accuracy of the key data points when they interact with leads directly. At the end of the day, you want your contact data to be as accurate as possible so you can drive more sales. What's important?
  • B2B MARKETING UNPLUGGED  |  SATURDAY, SEPTEMBER 29, 2012
    [Sales] Why You Need to Stop Publishing Your Newsletter
    Years ago I worked with a sales administrator who had a hoarding problem. How appalled these poor hoarders must be now that anything they might want someone to know can (and will) be tweeted by the nearest sales person to her entire contact list before it’s even out of their mouths. Which is what I want to talk about today. BOCTAOE*.
  • 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
  • SAZBEAN  |  SATURDAY, OCTOBER 29, 2011
    [Sales] Top Internet strategy, marketing and technology links for the week of October 30, 2011
    Reasons Marketing and Sales Should Get Married (HubSpot). Here are the top Internet strategy, marketing and technology links for the week of October 30, 2011… 3 Improved Ways to Reach the Modern Target Audience  (HubSpot). Extend Your Brand When You ‘Use Facebook As Page’  (All Facebook). New B2B lead generation calculus (WebInkNow).
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, DECEMBER 5, 2014
    [Sales] 5 Ways to Create More Content Today
    “They Ask, You Answer”- Ask your friends in Sales, Support, Account Management and Marketing how many questions they get asked per day. What was the Sales process like? The problem is, you will never have enough content. As our products and services change, so do our prospects and customers. We want what we want. Literally.
  • MI6 MARKETING AGENCY  |  WEDNESDAY, SEPTEMBER 21, 2011
    [Sales] Canadian Companies Use of Social Media
    Our readers are comprised of entrepreneurs, business owners, marketing, sales and business development professionals. We ARE in a new era of marketing and sales in my opinion. The Mi6 Chart of the Day is a new blog series where we feature a chart each weekday that we think is relevant and of interest to our readers.
  • HUBSPOT  |  SUNDAY, APRIL 5, 2015
    [Sales] The 10 Weirdest Job Interview Questions on Glassdoor
    This post originally appeared on HubSpot''s Sales Blog. To read more content like this, subscribe to Sales. Google is renowned for posing bizarre questions to job candidates lucky enough to be called in for an interview. But brain teasers turned interview questions are no longer exclusive to the search giant. Top-rated answer: "Zero.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 30, 2012
    [Sales] 4 Steps for Making Demand Generation More Social
    by Rob Bois | Tweet this Pick up any sales or marketing trade pub, and you’re likely to see that 2011 was the year of social.  While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. The beauty of social is that it can be a relatively low risk, low cost endeavor. 
  • VOICE-BASED MARKETING  |  MONDAY, JULY 22, 2013
    [Sales] Making Your Mobile Marketing Count with 6 Essential Strategies
    Using a sophisticated inbound IVR to provide information or prequalify a phone lead before sending it to sales, a Store Locator to route the mobile caller to your nearest store, and a virtual call center to route calls to sales are the best ways to ensure these phone leads have a smooth transition in their mobile experience. Want more?
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 9, 2015
    [Sales] The 9 Internet Trend Charts From Mary Meeker That You Need To See
    In a time when we study our customers based on their content journey, and then cater to their interests to woo them to a sale, it’s crazy to think that people just used to make cold calls out of a phone book or slap an ad on TV and hope the right person saw it. ” She is a serious boss. Big Data Will Drive Decisions. Think again.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 1, 2011
    [Sales] 11 Questions to Help Evaluate Your Demand Generation Plan
    What percentage of raw inquiries meet sales-ready criteria or become qualified leads? How quickly does the average lead get a response from sales? 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. Find out here.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 17, 2013
    [Sales] Why Some Industries Are Better at Turning Cookies to Contacts [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by Tom Hardy | Tweet this Last week we analyzed New Traffic Yield (NTY) on the web and found it to vary significantly across industries. One takes the quantity method; the other the quality method.
  • TOM PISELLO  |  MONDAY, SEPTEMBER 20, 2010
    [Sales] Frugalnomics: Business Productivity and Cost Reduction Remains Top.
    “It is essential to recognize how organizations are leveraging IT during this prolonged economic conundrum, as well as preparing for when the economy will improve.&# For sellers of technology solutions, the Frugalnomics focus means that marketing and sales must address IT executive concerns. The Forgotten Sales Profess.
  • CONVERSIONATION  |  FRIDAY, MAY 27, 2011
    [Sales] Where does Content Marketing Belong in the Social Business?
    It’s difficult to compare a large international B2B technology company with long sales cycles and a complex go-to-market model, to a local fast moving consumer goods e-commerce pure player or a non-profit organization, for instance. After all, he also has to cooperate closely with other services such as sales, R&D and product marketing.
  • HUBSPOT  |  FRIDAY, DECEMBER 13, 2013
    [Sales] 47 Stats to Supercharge Your Holiday Marketing [SlideShare]
    Online holiday sales alone are expected to reach $82 billion in 2013, according to the National Retail Foundation. With Cyber Monday sales increasing 20% over last year (and with mobile sales accounting for a record-high 17% of that total), it looks like that sentiment is holding true. Oh yeah -- and happy holidays!
  • THE FORWARD OBSERVER  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The 5 "Must Haves" To Ignite A Lead Generation Blog
    Artillery B2B Marketing Blog > The Forward Observer Do you want to turn your blog into a red-hot lead generation sales machine? More companies are beginning to understand that blogging can be the key to getting found online, converting visitors to leads, nurturing those leads to sales and delighting customers. Wendy Piersall.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 9, 2012
    [Sales] Why Facebook will become the most dangerous company on earth
    Within the next 60 days, an event will occur that may be the most devastating development in the young history of social media and for the businesses and individuals who love it so much. Facebook is going to become a publicly-traded company. If you have ever worked for a public company you can relate to what I am about to say. You and me.
  • HUBSPOT  |  FRIDAY, APRIL 26, 2013
    [Sales] 11 Clever Ways to Nurture Leads With Your Business Blog
    That, my friend, is in the ''Close'' stage -- the stage of the methodology in which marketers are actively trying to nurture leads to a point of sales-readiness. Your sales team is talking to your leads every single day. Hey -- maybe you already have a lot of great blog content that can be used in the sales process. right?
  • MARKETING INTERACTIONS  |  MONDAY, OCTOBER 14, 2013
    [Sales] B2B Content Marketing is About More Than Publishing
    But, I'd like to submit that content marketing takes a whole lot more than publishing — especially for B2B companies with complex sales. I've been getting a lot of calls lately from B2B marketers who are saying: "We bought into the idea of content marketing. Think like a publisher! We've created great content. Why not?
  • EARNEST ABOUT B2B  |  TUESDAY, MARCH 16, 2010
    [Sales] Vital statistics for every B2B marketer
    The relationship between Marketing and Sales in B2B organisations still remains fractious. Sales generate 53% of their own leads and marketing contributes just 24%. 90% of marketing deliverables are not used by sales. Source: The New Rules of Sales Enablement ( [link] ). 75% of B2Bers participate in microblogging (eg.
  • FOLLOW THE LEAD  |  WEDNESDAY, NOVEMBER 14, 2012
    [Sales] It’s not in the budget
    That’s probably one of the most common sales objections that people give you. As sales expert Jill Konrath explains in … Continue reading → How often have you been told, “It’s not in the budget”? But the fact is, the budge objection is irrelevant!
  • SALES LEAD INSIGHTS  |  WEDNESDAY, MAY 25, 2011
    [Sales] Email tips from one of our B2B lead generation and marketing automation experts
    We’ll start off with tips from some of the experts who provide our sales lead management consulting , marketing training , marketing automation and lead-generation services. This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. Altaf Shaikh. Learn more here.
  • LOOPFUSE  |  THURSDAY, AUGUST 12, 2010
    [Sales] Marketing Automation for the CEO « Loopfuse Marketing Automation.
    Candidly, our product was never designed specifically for the CEO but rather for the marketing and sales teams. While the sales and marketing teams are primarily concerned with companies that are prospective customers, the executive suite is often looking for companies who may be competitors, investors, partners, and suitors.
  • ANNUITAS  |  TUESDAY, MARCH 18, 2014
    [Sales] The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology
    All of the usual suspects were in the room – head of marketing, head of sales, marketing automation power users, demand generation leads, content marketer … but also present were the head of their CRM install and the lead project manager of their website and web analytics team — both IT roles in this particular company.
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Give Your Channel Partners the Right Incentives
    Apollo changed the way it rewarded its partners to influence behaviors in four key areas: Core Product Sales— Rewards partners that focus primarily on selling Apollo products but does not penalize partners for carrying noncompetitive third-party products. We’ve all heard the saying, “You get what you pay for.”  Cornerstones B2B Marketing
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