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  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [Sales] 5 Key Trends that will Shape Asia Pacific Marketing in 2015
    In the age of the digital consumer, sales is no longer the only team on the frontlines of the buyer’s journey. Having the right metrics at the right time can reveal how campaigns are performing, which spend has the greatest impact, and how marketing efforts are impacting the sales pipeline. billion messages (!) sent each day.
  • LEADERSHIP  |  FRIDAY, JANUARY 24, 2014
    [Sales] The Shocking Truth About Gaps In Digital Marketing Skills
    In fact, these digital marketing gaps in skills may hinder sales results. Now that you have a solid B2B lead generation strategy, you need to implement and execute with excellence. Measuring The Gaps In Digital Marketing Skills. Analytics (37%). 2. Mobile marketing (29%). 3. Email marketing (27%). 4. Content marketing 27%). 5. Final Thoughts.
  • VOICE-BASED MARKETING  |  MONDAY, AUGUST 5, 2013
    [Sales] The 56 Second Hold Time Bogey—Average Customer Wait Times: An Ifbyphone Benchmarking Analysis (Part 2)
    Every second past that mark means you’re risking losing a possible sale. Are they sales calls? 33-minute sales call doesn’t have to be the worst thing in the world: it might indicate that the discussion has revealed a lot of potential talking points for the agent as they win over the prospect. Let’s get a little more specific.
  • HUBSPOT  |  THURSDAY, DECEMBER 19, 2013
    [Sales] The Email Marketer's Guide to Looking Like a Total Jerk
    Conversely, sending an email that starts with "Hi Jen" when your recipient''s name is Taylor or using a subject line that says "8 Tips to Increase Sales for Cathy''s Cookware" when their company is actually Startower Software Solutions is a surefire way to annoy them. Tuesday: FLASH SALE: Get Discounts on All Tea Cozies in Store.
  • ANNUITAS  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Top 5 Mistakes Content Marketers Will Make in 2016
    Years ago when I was working a short stint in B2B sales, I took a course on SPIN Selling, and I still think about the fundamentals of that selling process today. One month into 2016 and I hate kick the year off on a negative note, but there are some mistakes we consistently see from B2Bs as they attempt to execute on their content strategy.
  • 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.
  • ION INTERACTIVE  |  MONDAY, NOVEMBER 2, 2015
    [Sales] Here's How to Use an Interactive White Paper to Generate Lots of Leads
    Once you have captured the basic lead, you can even create hot inbound leads by placing a “contact sales” call to action on your Thank You page, getting the leads with the most interest to raise their hands. And don’t forget to surface prospect insights to your sales team: Show your sales team the percent of content that the visitor consumed.
  • BIZNOLOGY  |  TUESDAY, DECEMBER 3, 2013
    [Sales] Trying GroupHigh for Blogger Outreach Campaigns
    Like spycraft, like sales, like the best hotels and condominiums. I am hereby making the jump from humans to robots for all my blogger research. In In the last decade I have seen social media marketing and digital PR mature as a practice, I have seen social media metrics and analytics evolve by leaps-and-bounds. Tricky. Related articles.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, MARCH 27, 2013
    [Sales] 10 Trends for Financial Services Marketing
    Customer Engagement is not a passing fad.  Customer engagement occurs every day on an offline basis in the branch banking environment. The challenge for those branch-based institutions currently is replicating that level of engagement in the online world.  Data Integration becomes mission critical. Marketing Analytics is red hot.
  • HUBSPOT  |  TUESDAY, MAY 22, 2012
    [Sales] The 5-Step Guide to Executing an Outstanding Inbound Marketing Campaign
    The cardinal rule of inbound marketing is to provide value, not high-pressured sales pitches. Use a series of related emails to incrementally give your leads more and more information, and to nurture them through the sales funnel. If they aren’t interested, don’t push a sales call on them. Step 3: Drive Traffic.
  • HUBSPOT  |  THURSDAY, JULY 16, 2015
    [Sales] CMO Tip: How to Make Sure Your Team Is Getting the Most Out of a Conference or Event
    At INBOUND, you'll find not only content about marketing and sales, but also leadership, communication, management, and more. I have a lot of folks ask me if our INBOUND event (coming up Sept 8-11th) is valuable for them and their teams to attend. SPOILER ALERT: It's insanely valuable.). and it just might work for yours. No worries.
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 12, 2013
    [Sales] How to Multiply Your Webinar ROI: Repurpose Your Webinar Content
    Some attendee information might be sent off to the sales team, so they can follow up with “hot leads,” and the webinar recording is uploaded onto the company website. This creates new fuel for your content marketing machine, helping to move prospects through the sales funnel. Repurpose Your Webinar for High ROI. The recording.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 11, 2013
    [Sales] Target Like Modern Mark: Episode 1 of the Journey to Modern Marketing Now Live
    Where marketing data relies on input from other functions (sales, service, finance, web), the data steward can act as an ambassador, ensuring marketing needs are considered while gathering feedback. by Eloqua | Tweet this We recently introduced you to Modern Mark , our friend who’s putting Modern Marketing to work for his organization.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 23, 2015
    [Sales] 5 Ecommerce Companies Using Content Wisely this Holiday Season
    That countdown showing the potential buyer a deadline on amazing deals surely prompted quite a few sales. Content marketing is so much more than a business blog, but many forget that little fact when trying to boost their business. When the holidays roll around, there are only so many blogs you can write, right? Coach. Target. Burberry.
  • HUBSPOT  |  SATURDAY, JANUARY 4, 2014
    [Sales] 30-Day Blog Challenge Tip #3: Be Yourself
    love sales calls now -- they typically have already connected with me via the blog and aren''t as ''testy'' as leads that come from offline sources.". From January 2-31, we are challenging everyone to blog more to see firsthand the results that blogging can generate. Find your inner voice and run with it. Did you blog today? Blogging
  • MODERN B2B MARKETING  |  WEDNESDAY, DECEMBER 21, 2011
    [Sales] Opportunity Knocks! -Three Tips for Talking About More Than Just Leads
    Leads are of course very important, but if you want to improve your sales and marketing alignment and have your executive team see your marketing department as a revenue driver, instead of a cost center, try implementing these three tips: Speak the language of the executive team. Bring your marketing team more into alignment with sales.
  • TOMORROW PEOPLE  |  THURSDAY, FEBRUARY 23, 2012
    [Sales] What Business-Owner Needs to Know about Social Media Marketing
    So many companies still push their sales cycle rather than adapting their content to meet the interests of their potential customers. Three things every business-owner needs to know about social media marketing and why social marketing is still not working for every business. Social media marketing. Presence without focus is just presence.
  • MARKETING GENIUS BLOG  |  WEDNESDAY, DECEMBER 9, 2009
    [Sales] 5 Big Trends In Marketing Automation 2010: #1 Inbound Marketing
    In an eCommerce environment, the sale is fulfilled online, in a shopping cart, and it’s easy to see who completed the transactions or who abandoned. In a complex sale, however, the sale gets fulfilled through a person. connection needs to be made, but up to 70% of inbound leads aren’t “sales ready&#.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 25, 2012
    [Sales] 11 Tips For Your Voice Mails To Increase Response Rate
    When Michael asked the executive about returning sales calls, his comment was “Return their call? If you talk to a lot of experienced sales reps, they will tell you to leave your number twice, once at the beginning and once at the end. You must be joking! I’d be playing defense on their home field!” Guess what?
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 25, 2011
    [Sales] The State Of The Union In B2B Marketing
    Why can’t we align with sales? Ask most B2B Marketers what their biggest challenge is and they’ll say “ How To Align Marketing With Sales.&# But doesn’t this miss the point. And I also agree with Jennifer Dubow ( @jennifer_dubow ) that we need to take Social Media seriously as a marketing  AND  sales tool.
  • HUBSPOT  |  TUESDAY, JUNE 18, 2013
    [Sales] How charity: water Has Reinvented the World of Charitable Giving
    Not only does charity: water partner with other organizations across the globe to provide thousands of people with clean water, they also partner with like brands who are willing to contribute a percent of their product sales to fund water projects. They designed two limited edition shoes and donated $5 from the sale of each one.
  • VIEWPOINT  |  TUESDAY, DECEMBER 17, 2013
    [Sales] B2B Prospecting Data Just Keeps Getting Better
    Tech purchase likelihood scores from Harte-Hanks, built from internal models and appended to enhance the profile of each account. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource). Stevens.
  • WEBBIQUITY  |  TUESDAY, DECEMBER 16, 2014
    [Sales] 23 Outstanding Social Media Marketing Guides
    Writing that “Today B2B marketing departments are developing more visual content such as images, web video, infographics and Slideshare presentations,” Jonathan Pavoni demonstrates how to use Slideshare  to “repurpose content, capture prospects’ attention, and drive additional leads into the sales funnel.”
  • HUBSPOT  |  TUESDAY, JULY 21, 2015
    [Sales] Content Marketing Strategy: A Comprehensive Guide for Modern Marketers
    Convert" and "Close" refer to middle-of-the-funnel and bottom-of-the-funnel marketing activities, like email marketing, nurturing, sales enablement, marketing ops, conversion rate optimization, etc. That's how you build a successful sales and marketing machine, " explains Mike Volpe. I've also written a few ultimate guides in my time.
  • THE ROI GUY  |  FRIDAY, APRIL 6, 2012
    [Sales] Gartner cuts 2012 IT spending forecast by 1/3rd
    Although the Gartner analysts remain optimistic that the economy is recovering, as do we, and that IT spending growth will recover in kind, we think that a bigger challenge remains with individual buying decisions, and this can have serious implications to you, the IT sales and marketing professional. expansion for the year.
  • HUBSPOT  |  SUNDAY, MARCH 31, 2013
    [Sales] New Calculator Tracks Mobile Marketing ROI, and Other Marketing Stories of the Week
    To start calculating your own mobile marketing efforts, you can upload information like in-store sales, and sales coming through mobile sites manually, or import them from an existing Google AdWords account. This has been an amazing week for inbound marketers. Maybe a little brain exercise will help you burn off some of the sugar.
  • HUBSPOT  |  THURSDAY, DECEMBER 4, 2014
    [Sales] How to Write Ridiculously Persuasive Landing Page Content
    Famed psychologist and New York Times bestselling author Dr. Robert Cialdini lists scarcity as one of the six psychological triggers that win sales and influences people. Every infomercial in history leans heavily on the “call now” or “limited time only” tactic for increasing sales. I used to think persuasion was a dirty word. Ralph G.
  • ETRIGUE  |  WEDNESDAY, OCTOBER 14, 2015
    [Sales] Effective Webinars Leveraging Marketing Automation
    Publicize your events through every channel that’s available for promotion; through email, through social networks, through your presenter’s personal networks, and through your sales staff’s networks. Webinars are terrific vehicles for building new audiences and for communicating to prospects. Demand Gen Report article here. Schedule. Invite.
  • BLOG MY CALLS  |  MONDAY, MAY 20, 2013
    [Sales] Why Your Employees Shouldn't Be Scared of Call Recording
    They loved the sales performance benefits via call recording. They want to be able to hear employees on the phone, score employees on the phone, and determine where their sales training efforts should be focused. Call recording is a tool you can use to improve your sales skills. Why should sales be any different?
  • HUBSPOT  |  TUESDAY, FEBRUARY 22, 2011
    [Sales] 9 Benefits of Lead Nurturing
    An InsideSales.com study found that 35-50% of sales go to the vendor that responds first to an inquiry, and a HubSpot study found that response rates decline as the age of a lead increases. 2. Automate Nurturing Through the Sales Cycle - Market2Lead found that nurtured leads have a 23% shorter sales cycle. Not convinced yet?
  • E-STORM  |  TUESDAY, MAY 31, 2011
    [Sales] e-storm international Welcomes Olivier Allegret and Chris Kelly
    Olivier Allegret fills the role as e-storm’s new Sales Director. San Francisco, USA — e-storm international, a global online marketing strategy and services agency, announced it has hired Oliver Allegret and Chris Kelly. Allegret is responsible for providing strategy and tactics to unearth greenfield opportunities for the company. Allegret
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Who Should You Talk To? (in Buyer Personas)
    Buyer Personas help you create better marketing content, plain and simple, because the better you understand buyers, the better you select words which drive sales leads for you. Why do Buyer Personas matter? Congratulations to @hubspot who created a Buyer Persona Template in PowerPoint. Thanks for waving the flag, Hubspot. What do you think?
  • EMAGINE B2B BLOG  |  THURSDAY, APRIL 4, 2013
    [Sales] What Determines Success for B2B in the Online World?
    To put it plainly, success=sales. But in the B2B world, the sales cycles are longer, often the ticket price is much higher, and the solution much more complicated that could ever fit into a “shopping cart” Because of this, B2B marketers need to be more clever about how to measure success for their efforts in the online arena.
  • STORIES THAT SELL  |  TUESDAY, JANUARY 8, 2013
    [Sales] Customer Videos 101: How to Score a Killer Sound Bite
    ” How did the widget increase your sales growth? People seem SO articulate on television, right? News flash: We’re not including Honey Boo Boo here.) Flip on the Amazing Race, Real Housewives, or the Voice - and you rarely see any of the characters stumble, stutter, or slur. Not to mention patience. Excited? Positive? Innovative?
  • MARKETING ACTION  |  MONDAY, FEBRUARY 4, 2013
    [Sales] Content Marketing Plan Methodology
    According to a recent study, about 70-80 percent of buyer decisions are made before the prospect ever talks to your sales team. To help measure, you can get feedback from sales to see what is working, what isn’t, and how can it be improved. Content marketing is the new “buzz” of today, and for good reason – it works. 
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, SEPTEMBER 24, 2013
    [Sales] Can Millennials and social media solve complex world problems?
    For example, applying pressure to solve human rights issues in South America could be tied to oil sales in Western Europe, arms trade in the Middle East and the political priorities of the ruling party in the U.S. I came across a thought-provoking post last week:  Millennials and the Power of Social Media  by Chris Altchek. Steve Jobs.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 13, 2013
    [Sales] 13 Best Practices for Improving Organic Search Rankings on Google
    In order to optimize your SEO results, it’s important to measure the impact of your efforts on web site traffic and lead/sales generation. Marketing automation tools and call tracking tools can help you tie leads and sales back to SEO. Define a keyword list. Your goal should be to pull top rank on the most desired keywords. about.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 6, 2012
    [Sales] How to turn blog readers into brand advocates
    In the last year Marcus has really made a name for himself and his career is taking off.  If you go to  The Sales Lion ,  you’ll see that he responds to every single comment and he’s extremely down to earth.  By  Srinivas  Rao, Contributing {grow} Columnist. You just have to keep an eye out for them. Fortunately there some key indicators.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 29, 2013
    [Sales] Accelerate Demand using Rich Media
    80+% of your prospects in the typical B2B sales cycle will not even get to your website. You can then capture these insights inside your MAP with the prospect’s contact record and help your sales team intelligently engage prospects during the sales process. What if you could easily engage them, right where they are?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Managing Pros and Cons of Outsourcing Content
    Content soon devolves into sales talk instead of genuinely useful, smartly-packaged insights for buyers. In an ideal world, a marketing department would be able to provide all the content required to create a successful, lead-generating content marketing strategy. The net result? Pro : “It’s out of my hands!” Your role?
  • BIZNOLOGY  |  TUESDAY, DECEMBER 4, 2012
    [Sales] Upgrade your lame agency website into your social media brand HQ
    These places, while filled with amazing opportunities for connection and growth, they mean nothing if you can’t bring it all home, be it sales, self-promotion, networking, creativity, marketing, education, or brand-building. Image via CrunchBase. What we do own is our own properties. At the end of the day, none of this is yours.
  • SAZBEAN  |  SATURDAY, DECEMBER 8, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of December 8, 2012
    Here are the top Internet strategy, marketing and technology links for the week of December 8, 2012… 4 Ways to Use Social Data to Close Sales  (Mashable!) Why Email Marketing Still Matters [Infographic]  (Marketing Profs) SMBs Still Favor Face-to-Face Marketing Tactics  (Marketing Profs) How Valuable is a Social Media Audience, Really?
  • VOLACCI  |  WEDNESDAY, SEPTEMBER 4, 2013
    [Sales] Increase Engagement with Questions on Thank You Pages + a Drupal How-to
    Site owners who have access to advanced features, like marketing automation, can also use this technique to provide valuable data for sales and outreach. One of a digital marketer''s primary goals is to increase visitor engagement throughout a site. An often overlooked opportunity for increasing engagement is on a Thank You page.
  • HUBSPOT  |  THURSDAY, DECEMBER 15, 2011
    [Sales] Lead Nurturing Generates Nearly 3X More Clicks Than Email Blasts [Data]
    However, all industry research shows that nurturing your leads, keeping them engaged with your content on an ongoing basis, and gradually introducing them to more advanced stages of the sales cycle can only benefit your bottom line. Only 25% of leads are legitimate and should advance to sales. Consider the Facts. Gleanster Research].
  • B2B MARKETING INSIDER  |  THURSDAY, JULY 15, 2010
    [Sales] Lead Generation Programs That Work
    Some of the top ones included: What is the best way to align your efforts with sales ? My answer: use your customers and sales people to write about, videotape and blog about successes and tips on navigating through the buying process. concluded with a discussion of the tactics to consider in future demand generation efforts.
  • THE ROI GUY  |  MONDAY, NOVEMBER 29, 2010
    [Sales] Five Reasons You May Not Be Spending Enough on Content Marketing
    Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Sales teams are being engaged later and later in the sales cycle. Death of a Salesman? Death of a Salesman?
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Sales] Marketo’s Take on Salesforce.com’s ExactTarget Acquisition
    This was a winning recipe for Benioff – in the sales force automation market – as it is for Workday, NetSuite, Cornerstone On-Demand, Box.com, and numerous other best-of-breed cloud applications. Author: Phil Fernandez Today, Salesforce.com announced plans to buy ExactTarget. Where marketing is going. Best-of-breed marketing solution.
  • 3D2B  |  THURSDAY, JANUARY 9, 2014
    [Sales] New Year’s Resolutions That Help With B2B Appointment Setting
    But those of us who strive for business growth need to find more effective ways to put our sales people in front of buyers. Unlike telemarketers who sell to consumers, who launch into their breathless sales pitch as soon as you pick up the phone, your primary job is to listen. Will Be an Expert. Will Be Consultative. Will Persist.
  • BIZNOLOGY  |  WEDNESDAY, MAY 23, 2012
    [Sales] High Bounce Rate Doesn’t Always Mean a Site is Bad
    Bounce rate is more important to pay attention to if the site is more of a sales tool than an informational tool. Photo credit: Wikipedia. business website is an important promotional tool. Regardless of industry, target audience members are searching online before making purchase decisions. Well, not all of the time.
  • VERTICAL RESPONSE  |  THURSDAY, DECEMBER 3, 2015
    [Sales] The Ultimate Holiday Marketing Giveaway [All Entries Receive a Free Domain]
    Either way, you’re thinking about ways to generate sales in the new year. Looking to launch a new business in 2016? Or, maybe your brand is ready for a major boost? Wouldn’t it be nice to get $2,016 worth of professional marketing products and services? For free? The grand prize winner receives: BUILD YOUR BRAND IDENTITY.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 3, 2012
    [Sales] A Dozen B2B Marketing Mantras for 2012
    Work with your colleagues in marketing and sales organization to make this happen. The Fusion Marketing Partners team got together last week to do our year end recap and strategize plans for 2012. Here is a sampling that might give you some ideas for improvement in the coming year. Whenever possible, say yes to your customers/clients.
  • SYNECORE  |  SATURDAY, MARCH 15, 2014
    [Sales] Beer Brewing and Inbound Marketing: The Surprising Similarities
    Don’t get me wrong, marketing needs to be aggressive and consistent, but if you are sending out emails every single day to try and drive sales, your leads are going to unsubscribe rather than buy. Ah, beer. Cold, fizzy goodness that goes great with pizza and salty foods (and more beer). Don''t Expect Results Over Night. Have Your Own Flavor.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 16, 2012
    [Sales] 87 More Vital Social Media Marketing Facts and Stats for 2012
    52% of CEOs who are active in social media say that it helps their companies rise in search rankings, and 48% say that social media has generated qualified sales leads.  ( 41 Stories ). Though social media marketing is now used in about 90% of companies, techniques, platforms and best practices continue to evolve.  Marketing Pilgrim ). 2.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JULY 9, 2015
    [Sales] 10 Team Training Ideas to Keep Your SEO Team Rockin
    While we tend to vary our trainings to incorporate PPC, social media, and even sales, I thought I’d get you started with 10 team training ideas for the SEO team. 1. Every two weeks here at KoMarketing we hold team trainings. It’s also a nice way to get new people up to speed and let veterans share their knowledge. Conference Recaps.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 23, 2012
    [Sales] Do Those Holiday Emails Really Get Read? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Egan Cheung | Tweet this Today, we launched our holiday greeting -  the Flinch who Hated Modern Marketing. It made me wonder how all of you, our customers, are doing with your holiday greeting emails… Do you do them? 
  • HUBSPOT  |  TUESDAY, JUNE 5, 2012
    [Sales] 6 SEO Tools to Analyze Your Site Like Google Does
    In addition to looking at how you are using analytics to measure your marketing success , Marketing Grader gives you a grade based upon 2 key areas of the sales funnel: The Top of the Funnel (TOFU): The top of the sales funnel examines the efforts made to bring visitors to the website. and a Google bot! 1) Webmaster Tools. Yikes.
  • BIZNOLOGY  |  TUESDAY, DECEMBER 8, 2015
    [Sales] You never get a second chance to make a first impression
    No matter how automagical your marketing automation software is and no matter how responsive, mobile-ready, and activation-optimized your website is, it really comes down to your first real human connection. Conor Lynch of CrossFit South Arlington had me at hello. Both men are deep in their 40s and look like Greek Gods. Are you the box for me?
  • HUBSPOT  |  WEDNESDAY, APRIL 24, 2013
    [Sales] 10 Inbound Discoveries That Will Disrupt Marketing Forever [NEW REPORT]
    Tweet This ). 5) Establishing an agreement with Sales is as important -- possibly more so -- as simply measuring the effectiveness of inbound. Adopting a Marketing-Sales agreement saves companies (with more than 200 employees) an average of $195.84 per customer. Today, we’re excited to share the 2013 State of Inbound Marketing Report.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 26, 2012
    [Sales] Hello Europe! HubSpot's Heading to Dublin, Ireland
    Our Dublin office will hire aggressively in sales, marketing, account management, and support. We're fired up to hire the best sales and marketing talent that Ireland has to offer. Today is an exciting day. We're thrilled to announce that we will be opening our European headquarters in Dublin, Ireland. Click image to enlarge.).
  • HUBSPOT  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] Making Changes to Your Website? Draw Inspiration From These 13 Web Designs
    In addition, users see a variety of sale-related CTAs, including 40% off dorm room items and free shipping on orders over $50. What we would test: Testing an end date on the “40% off dorm sale” to drive urgency. 4) Linguistiko. We would consider testing a “specials” link for sales or special offerings that might be time-sensitive.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 26, 2015
    [Sales] Terminus Offers Targeted Display Ads for B2B
    sales stages. Tuesday’s post on the Adobe Marketing Cloud illustrated the complexity of solutions that combine many marketing and advertising components. Despite my best efforts, and much cooperation from Adobe, I’m sure it still misses many nuances of how Adobe components do or don’t work together. Some vendors do this better than others.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, DECEMBER 20, 2011
    [Sales] 12 Holiday Gift Ideas for Marketers
    Marketing Automation : This is more likely to be something a business buys for its sales and marketing team. by Andrew Moravick | Tweet this The holidays are practically here and to avoid accidentally “bah-humbugging” the marketers in your life here are a few hot items you might find on their holiday wish list. 1. Photo Credit: Leyla Kuhn. 3.
  • B2B LEAD BLOG  |  THURSDAY, AUGUST 23, 2012
    [Sales] You’ve Got Mail from Eloqua, Hubspot & Neil Patel
    Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. Email is a critical piece of the tactical mix. Capturing prospect attention is getting harder and harder as open rates and CTRs continue to decline. Share and Enjoy.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JULY 10, 2012
    [Sales] 7 Critical Tools of the Trade for B2B SEO Competitive Analysis
    Both traditional (the companies sales and marketing teams often come across) and keyword (those that rank for target keyword phrases in search engines) competition should be reviewed. Understanding the SEO strategy of a competitive website is a critical component of a B2B SEO campaign. Screaming Frog. Open Site Explorer. Majestic SEO. Spyfu.
  • HINGE MARKETING  |  FRIDAY, AUGUST 7, 2015
    [Sales] An Introduction to Retargeting: What Is It and How Does It Work?
    SEE ALSO: Developing a Data-Driven Marketing & Sales Strategy with Marketing Automation. It has the ability to target by where prospects is in the sales funnel, such as having an awareness campaign for new visitors, and conversion offers for those later in the funnel. Retargeting. But what is it? And how does it work?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 24, 2011
    [Sales] How do you make your content go viral — offline?
    For example, success in sales often depends on your ability to tell the story of your company and the benefits of your product. You’re probably stressed. It’s likely that you (and your customer contacts) are doing the job that used to be done by three people. The information density of our wold is overwhelming. is here.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 21, 2013
    [Sales] Igniting Word of Mouth: How WOM Reduced Teen Smoking in South Carolina
    Jeff is President of the sales lead generation company   Find New Customers. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. This wildly popular post ran on the Marketo blog – with over 731 shares on social media. Backdrop.
  • ANNUITAS  |  THURSDAY, NOVEMBER 20, 2014
    [Sales] Why Don’t We Market To Our Customers?
    Fundamentally, the same principles of Demand Generation apply in any sales instance –you need to Engage, Nurture and Convert your buyer.  In the case of selling to your current customers, you are simply looking to expand the relationship with them. * This post first ran in July 2014. Lack of Data Governance. Lack of Demand Generation Focus.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JUNE 22, 2011
    [Sales] The Seven Elements of Smart Content
    But it takes a lot to cut through the clutter these days and it’s probably going to be worth it for your sales effort.  . By Robert Dempsey, Contributing {grow} Columnist. Despite the huge growth of eCommerce, most business is done by people, with people and for people … and is therefore built on relationships. Do you agree?
  • B2B MARKETING TRACTION  |  MONDAY, JUNE 13, 2011
    [Sales] B2B Marketers – Has Your Online Content Been Copied?
    Tweet. Marketers need to understand their rights – and how to take action – when their online content gets copied. consulted with an IP attorney who told me that I had no legal recourse since I had not registered my articles with the U.S. The editor of said publication responded immediately, apologized profusely and took the page down.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 24, 2011
    [Sales] The 140 Conference on Long Island
    Find New Customers helps companies (with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs.) As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. 140 Social Media Conference | Long Island.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 26, 2012
    [Sales] How to Do Great Marketing with (Almost) No Money
    To contact Find New Customers, please call (516) 495-9350 or send 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 Demand Generation | Small Business Marketing. They were astounded. Our contact info is below.
  • B2B MARKETING TRACTION  |  FRIDAY, MARCH 11, 2011
    [Sales] B2B Marketers: People Don’t Buy From Computers
    In the workshop Tom mentioned that the number of inside sales people hires in recent years exceeded the number of external sales people. Tweet. Sometimes I hear several similar messages in a row and know I am meant to understand something at a new level. So here’s the message. Photo from Flickr Some rights reserved by PinkMoose.
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 2, 2011
    [Sales] Find New Customers Fan of the Month – Joe Large
    According to Linkedin, Joe is the Indiana Branch Manager at Atlas Sales and Rentals in Indianapolis, IN. 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. Each month we recognize a special fan of Find New Customers.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 31, 2012
    [Sales] The Signs of an Olympian Level Marketing Team
    Winning marketers need to work with sales as a team. by Jesse Noyes | Tweet this Are you one of the millions glued to your TV , watching match after match during the Olympics? There are obvious reasons to love the Olympics. The best athletes gather in some corner of the world to compete. Strength. Agility. Marketing isn’t so different.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 21, 2012
    [Sales] The Two Core Elements of B2B Social Media Marketing Success
    Compelling: to be shareworthy from your standpoint, the content should compel the reader to take some sort of next step—download a white paper, register for a webinar, subscribe to your newsletter, contact your sales team—some type of action that makes the effort of developing the content worthwhile. Content is like singing a song. Video.
  • BLUE FOCUS MARKETING  |  SUNDAY, JANUARY 9, 2011
    [Sales] Marketing Trends for 2011
    Advice:   Huge brand and sales opportunity. 5.     Building Longer Term Customer Relationships.   “It’s all about protecting and nurturing the brand&#. Writing this post made me think of R.E.M.’s hit song.  Feel free to add some of yours. 1.     Social Media Tool Explosion and ROI.  Advice:  ROI?  Advice:  Integrate or disintegrate. 3.  
  • BLOG MY CALLS  |  WEDNESDAY, OCTOBER 30, 2013
    [Sales] How Accurate is Conversation Analytics?
    Part of our job on Blog.LogMyCalls.com is educating the marketing and sales universe about Conversation Analytics. These indicators are everything from lead score and sales readiness of a caller, to conversion data and prospect follow-up action. Last week we wrote a blog post called Does Conversation Analytics Actually Work? Call Gist.
  • TRADESMEN INSIGHTS  |  TUESDAY, JULY 3, 2012
    [Sales] What’s Amazon Supply Going To Do For Your Business?
    have to believe most of you get more sales from them (and more profits) than you do from the big boys. It’s been a few months now since Amazon announced its serious entry into the MRO market with Amazon Supply. The new service directly goes head to head with Grainger, Fastenal, McMaster Carr and MSC Direct. What are your thoughts?
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] The 45 Inbound Marketing Terms You Should Know [Glossary]
    Typically, next steps for leads at this stage are a call from a sales rep, a demo, or a free consultation (depending on what type of business is attempting to close the lead). C. that seek to qualify a lead, keep it engaged, and gradually push it down the sales funnel. Yes, there will be debate on the imperative-ness of these terms.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 13, 2014
    [Sales] Here’s A Key Mistake That Many Marketing Automation Buyers Make
    Ultimately, the risk of not turning your $50 lead into a sale is way more costly than your marketing Software-as-a-Service subscription. For example, for a database of up to 100,000 contacts, most vendors charge somewhere between $2,900 to $3,995 a month. The difference between the lowest and highest-end options is $1,000.
  • HUBSPOT  |  TUESDAY, MAY 13, 2014
    [Sales] Content Mapping 101: The Template You Need to Personalize Your Marketing
    So while case studies and demo videos are fine, save your more sales-focused content (estimates, free trials, etc.) In addition to mapping content to the buyer profile and buying stage, we regularly pull topics from the sales process. Then we offer the content in later sales calls. It needs to resonate with them. Buyer Personas.
  • SAVVY B2B MARKETING  |  FRIDAY, MARCH 9, 2012
    [Sales] Savvy Week in Review - March 9
    proven ways to shorten your average sales cycle by @bobapollo. For at least some of the Savvy Sisters, it feels like spring is in full bloom. I don't know about you, but the burst of warm weather inspires productivuty and creativity. It makes me want to get out there and get organized! Are there any favorites we missed?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 23, 2011
    [Sales] Infusionsoft Helps Clients Map Their Marketing Strategy
    In fact, the company’s research has found that nearly half its clients do almost no email, using the system instead primarily for sales automation and service. Rather, Infusionsoft clients have valued labor savings they gain from having one integrated system for marketing, sales, e-commerce, and service. Okay, that was totally unfair.
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 19, 2013
    [Sales] How ITSMA is Leveraging Marketing Made Simple TV to promote their offerings
    Our custom research, consulting, and training cover topics such as Account Based Marketing, Brand Positioning, Thought Leadership Marketing, Loyalty and Net Promoter, Sales Enablement, Social Media, and Solutions Marketing. Research based membership firm uses innovative approach using Marketing Made Simple TV to promote their offerings.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 18, 2014
    [Sales] Your Prospect’s Preference: Concrete or Fluff?
    Pause to examine your value sales and marketing messages. By Mark Schlueter Do you fail to move your prospects from “Do Nothing” to “Yes” because your value messages are "fluff”? Fluff is telling your Buyer you can help them increase revenue, decrease costs or reduce risk, all using generalities. Fluff is not personal. It’s not complicated.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, DECEMBER 16, 2013
    [Sales] Case study: ROI of social influence
    If it does, it’s unlikely Dell will ever be able to connect the dots to determine the genesis of the sale was me. But sales aren’t everything. What is the ROI of me? We’re about to find out. Last week I participated in an “influencer outreach program” sponsored by Dell. Was there a payoff for Dell?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, FEBRUARY 6, 2013
    [Sales] Five Signs Your Online Customers May Be Cheating on You
    66% of Amazon.com’s sales are attributed to repeat buyers. Posted in Behavioral Targeting Conversion Optimization Customer Experience eCommerce. These days, consumers have more choices, more incentives and more reasons to comparison shop for the best deals out there. ” The question is, are they? Low Search Engagement.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 26, 2013
    [Sales] The Truth about Social Media Leads
    Social plays a key role throughout your entire sales pipeline, beginning before prospects are even identified (while they research and follow your thought leadership on social media sites), to after they become customers (as they remain loyal customers through retention and cross and up-sell opportunities). Inbound is not enough. It’s not.
  • TOMORROW PEOPLE  |  WEDNESDAY, OCTOBER 19, 2011
    [Sales] 30 Smart Quotes on the New Business Marketing
    “Marketers need to build digital relationships and reputation before closing a sale.” ” Marcus Sheridan, Author of The Sales Lion Blog, Marketing Speaker. ” Ardath Albee, Author of Emarketing Strategies for the Complex Sale. ” Chris Brogan and Julien Smith, Authors of Trust Agents.
  • B2B MARKETING UNPLUGGED  |  MONDAY, MARCH 16, 2015
    [Sales] Three Reasons Customer Experience Management Fails – Part II
    What is the productivity hit to your sales channels when they have the headwinds of discontent and declining reputation? Last week we looked at Customer Experience management (CEM) and the three reasons I think we’re doing it wrong. Reason #1 was forgetting that at the beginning, middle and end of all customer experiences is emotion. Uh oh.
  • THE ROI GUY  |  THURSDAY, DECEMBER 22, 2011
    [Sales] Product, Solution or Value - You Decide! (Sandhill.com Feature Article)
    A sales team has learned that three prospects are in immediate need of tools for a critical building project. It’s been some time since such an opportunity has been available, and the sales team springs into action with three different strategies. Read this story to find out which one succeeds and how all three learn a valuable lesson!
  • MARKETING ACTION  |  MONDAY, MAY 6, 2013
    [Sales] Mission Impossible? Measuring B2B Social Media ROI
    Can you measure sales and conversions? If it’s sales; you can focus on monitoring social channels for new opportunities and track their performance, but – be warned – that’s a very needle-in-the-haystack approach. You want to spend them wisely, and the C-suite wants to see the results. Social media is not easy to measure. Interaction.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 10, 2013
    [Sales] 6 Places to Put Call Tracking Numbers
    We decided to write this article, because generally this is among the first questions we are asked during the sales process: "Where do I put my call tracking numbers?". You''ll see incredible spikes in phone traffic as you monitor the data within LogMyCalls. 3) On your sales and marketing collateral. mean think about about it!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 19, 2012
    [Sales] 5 Marketing Tools I Am Thankful For
    Customer Relationship Management (CRM’s) - Now this tool can fall under sales or marketing, but the bottom line is most organizations couldn’t function without having a CRM in place. Without these tools, it would take more resources, time, and energy to accomplish routine daily tasks. What are some of the tools you couldn’t live without
  • VIEWPOINT  |  THURSDAY, MAY 10, 2012
    [Sales] PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence
    He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford. Stay Tuned
  • BLOG MY CALLS  |  FRIDAY, MAY 31, 2013
    [Sales] Why Are Hotels Still Doing Mystery Shopping?
    Conducting sales training based on mystery shopping is like trying to train a police force based on scenes in The Dark Knight. Hotels and sales trainers can actually hear real callers and they can hear how employees really handle those callers. Hotels are desperate to get data about what happens on the phone. Mystery shopping is fake.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 18, 2015
    [Sales] How to Create a Holiday Marketing Campaign: A Step-by-Step Guide
    Depending on what you want to get out of your campaign, your goals might look something like this: Generate 1,000 leads who are interested in our annual holiday sale by December 5, 2015. With marketing automation software, you can use email nurturing to keep leads engaged with your business and move them closer to a sale. Don't panic.
  • PAUL GILLIN  |  TUESDAY, JANUARY 26, 2016
    [Sales] Here’s What 25 B2B Marketers Think Are the Key Trends in 2016
    I was delighted when B2B Marketing Zone – a website and newsletter that I devour – asked me to be one of 25 contributors to its “ B2B Marketing Trends for 2016 ” e-book. love this content concept, and it’s an idea more B2B marketers could adopt. picked a few quotes from the e-book that I really like.
  • VERTICAL RESPONSE  |  FRIDAY, NOVEMBER 6, 2015
    [Sales] 5 Tips to Make the Most of Your Small Business Saturday Strategy
    These channels can also be used to highlight any sales or promotions you have tied to the day. Consider giving a portion of all your sales during the day to a charity of your choice and then display this for your customer’s knowledge. Smalls business owners should never doubt the importance of their work to the American economy.
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