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  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 12, 2013
    [Sales] How Lead Scoring and Nurturing Work Together
    Leads that are steadily scoring but not crossing any thresholds are best kept in nurturing programs, so marketing isn’t handing over sales leads that don’t actually have short-term promise. Leads marked “A” can be sent directly to sales, while lower scoring leads can be steered into a nurturing program. Lead scoring can help.
  • 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.
  • NNC SERVICES  |  THURSDAY, MAY 9, 2013
    [Sales] Do your cold-calling efforts pay off?
    And cold calling is an effective sales tactic if. 'If you want good business, you need to go after it. While in the perfect world, your phone would be ringing off the hook all day with clients offering you business, the reality is that if you want to be successful you need to take initiative.
  • CRIMSON MARKETING  |  MONDAY, JUNE 17, 2013
    [Sales] 3 Lessons to Improve Customer Loyalty
    But why do sales and marketing still have trouble breaking down their barriers ? 'As a marketer, the first thing you understand is that you’re not always operating under measurable value and concrete data. So how do you make marketing a little more “operational”? It’s all about making and keeping promises.  ” 2.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 19, 2012
    [Sales] How Big Should Our Marketing Budget Be?
    What percentage of sales-qualified deals do you win? How many sales-qualified leads will you need to make the revenue goal? What percentage of marketing-qualified leads turn into sales-qualified leads? Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.
  • FOLLOW THE LEAD  |  TUESDAY, OCTOBER 25, 2011
    [Sales] ZoomInsights
    Today we launched what will be the first of many editorial features that will offer real, actionable insights into sales and marketing automation and database quality issues. Our first ZoomInsight feature is on the “10 Steps to Avoid Spam Filters…and … Continue reading →
  • MARKETING ACTION  |  WEDNESDAY, APRIL 17, 2013
    [Sales] 5 Steps to Creating Content That Converts to Revenue
    It’s typical that sales and marketing will have different messaging; it’s very valuable to discover what’s working for sales and bring that into the marketing content creation. The act of downloading the paper is scoreable, so it creates or adds to a lead score that helps indicate sales-readiness. Understand the buyer’s journey.
  • B2B IDEAS @ WORK  |  WEDNESDAY, JULY 6, 2011
    [Sales] 8 B2B Content Marketing Blunders & How to Avoid Them
    B2B content marketing helps build brand awareness, educates prospects about new ideas and nurtures them through your sales funnel. Sales pitches are out, information and insight are in. Unfortunately, potential mistakes and missteps abound, but content marketing best practices will put your program on the right track.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 22, 2012
    [Sales] How to Build a Better Inbound Marketing Machine – A Blueprint for Success
    Marketing automation enhances and amplifies inbound marketing and leads to shorter sales cycles, increased revenue, and better overall marketing ROI. by Jason Miller Inbound marketing is a highly effective strategy, but in isolation it will fail for most companies. How to Build a Better Inbound Marketing Machine.
  • PAUL GILLIN  |  FRIDAY, JULY 29, 2011
    [Sales] Awareness E-Book Raises the Bar on Social Measurement
    The most successful of those are reporting direct correlations between social media marketing and sales, and they have certain practices in common. The question of how to measure social media performance, particularly in a marketing context, continues to be one of the industry’s hottest topics. Monitor Social Conversations.
  • MARKETING INTERACTIONS  |  MONDAY, OCTOBER 12, 2009
    [Sales] Articles are Food for Lead Nurturing Programs
    " With sales cycles lengthening we all need to build more trust over the long haul, right? One of the things that's very cool about content marketing is that there are so many different kinds of content to create. What I fail to understand is why the article gets so few kudos. No mention of the article. Articles can help.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 17, 2012
    [Sales] The Marketing Skills Gap is Very Real
    According our just released 2012 Marketing Skills Gap, 75% of marketers say their lack of skills is impacting revenue in some way, and 74% say its contributing to misalignment between the marketing and sales teams. by Christina Pappas | Tweet this Marketing might be in my blood. There’s a lesson here: The marketing skills gap is very real.
  • HUBSPOT  |  FRIDAY, NOVEMBER 16, 2012
    [Sales] Understanding the New Roles in Marketing
    Marketing operations staff work closely with Sales, and sometimes also have a sales operations counterpart. Marketing operations staff make projections about the quality of the sales and marketing pipeline and find efficiencies that will make the company work better as a whole. "Ch-ch-ch-ch-changes." Lead Nurturing Specialist.
  • JUNTA 42  |  THURSDAY, NOVEMBER 18, 2010
    [Sales] Are Brands Ready to Be Media Companies? 4 Steps to Yes
    Most non-media brand content processes are filtered through some marketing or sales person that adds the sales speak and destroys the credibility and engagement factor inherent in the content. Read an interesting article from MediaPost this morning entitled " Are Media Brands Ready to Be Brands?  Why?
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] 5 Ways Copywriters Can Kick Butt With Inbound Marketing
    Make a Goal-Line Handoff From Sales to Marketing. Copywriters are some of the most creative marketers you'll meet, but they're also the most tortured. Theirs is a life of one-off projects, grammar checking, and constant re-writes. They are doomed to try articulating the miming hand gestures and vague ideas of their clients.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JULY 7, 2011
    [Sales] How an Industrial Distributor Uses Content Marketing Effectively
    In my experience that does not happen often enough and the end result is usually the industrial distributor blaming his Website for not producing enough leads and sales. At Tiecas, my industrial marketing company , we use inbound marketing tactics to help our industrial clients generate more leads and drive sales from their Websites.
  • 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.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 19, 2012
    [Sales] Reaching Contractors via Mobile. Still Not a Believer? See what Grainger is doing.
    emarketer.com interviewed Geoff Robertson from Grainger on how they are using mobile in their sales process. We’ve talked a lot about mobile and what it means to both manufacturers and distributors when trying to reach the professional tradesmen. Over 50% of their users feel comfortable ordering over mobile devices.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JUNE 20, 2012
    [Sales] Why Are You Afraid of Starting a Blog?
    Case studies and testimonials - Get your sales staff involved. Talk with sales, customer service and engineering. I bet for most of you it’s that you’re afraid you won’t be able to publish relevant content on a regular basis. You need to realize you don’t have to write everything. Make it a team effort.
  • MARKETING ACTION  |  MONDAY, JULY 14, 2014
    [Sales] An Act-On Conversation: Aaron Bolshaw Talks Automated Email Programs … and Why They’re Awesome
    What that says to me, then, is that you can use automated programs to identify where leads are in the sales funnel, yes? So you can take that list of 150 and hand it over to sales. Third , sales and marketing alignment. Most sales people live in their CRMs and use those tools as their database of record. 'Pure gold.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] The Power to Get In – @SOARSelling with David and Mahrnelle Hibbard on Marketing Made Simple TV
    Most sales programs teach you how to sell to a prospect, but how do you get in the door in the first place? 'SOAR Selling: How To Get Through to Almost Anyone;the Proven Method for Reaching Decision Makers. Marketing Made Simple TV exists for one reason only. To deliver ideas and insights to help YOU improve YOUR business results.
  • PAUL GILLIN  |  MONDAY, AUGUST 6, 2012
    [Sales] An Intelligent Approach to Influence Measurement
    This addresses the problem of lead quality, which is the biggest cause of sales waste. Awareness’ strategy is smart: It will focus on providing the core data mining and filtering technology and work with partners to deliver results to whatever marketing or sales automation tool they prefer. Victory will go to the swiftest.
  • KOMARKETING ASSOCIATES  |  THURSDAY, AUGUST 15, 2013
    [Sales] How To Extend B2B Marketing With Better Social Media Measurement Tools
    More importantly, as data points become more readily accessible via API and other connectivity points, you can be certain third party reporting tools will get much more advanced in the ability to connect traffic and activity data to goals, conversions, and sales transactions. But that is starting to change. Facebook. Twitter. LinkedIn.
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 10, 2011
    [Sales] Producing Revenue with Lead Management – Interview with Carlos Hidalgo
    For instance, if you’re going after new revenue, what percentage is marketing going to bring to the sales table? Figuring out (with sales) the definitions of each buying cycle. Figure out between marketing and sales definitions such as a marketing qualified lead. Read below for an overview and some quick tips. Is it live events?
  • VIDYARD  |  TUESDAY, MAY 27, 2014
    [Sales] 5 Key Marketing Takeaways from Sirius Decisions Summit 2014
    Sales and Marketing alignment has officially crossed the chasm from wishful idealism to a working reality. When Sales and Marketing come together, I like to call it Smarketing. 'Wow, what a show! Sirius Decisions Summit is coming of age and this year’s SD event in Orlando was a great testament to that. The results? Happy hunting!
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JULY 9, 2010
    [Sales] Don't Count on Marketing Automation to Solve All Your Lead.
    FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame. You need to rethink your business model first and fast. would take this a little further.
  • CONVERSIONATION  |  SATURDAY, JUNE 9, 2012
    [Sales] Defining Social Business: a Call for Clarity and Collaboration
    Yes, you are right: social business is a buzzword. It is omnipresent and it is trendy to proclaim “it’s not about social media anymore but about social business.” ” However, social business is not a hype, on the contrary. Last week I stumbled upon a blog post by Gerardo A. Business is business. Social is social. Why do that?
  • SAZBEAN  |  SATURDAY, NOVEMBER 16, 2013
    [Sales] Top Internet Marketing Strategy Links for the Week of November 11, 2013
    'Here are the top Internet strategy, marketing and technology links for the week of November 11th, 2013… 5 Analytics Focal Points for Proactive SEO Tacticians (Search Engine Watch) The Bluebird is Flying High – How About Your Twitter Lead Gen? Marketing
  • INBOUND SALES NETWORK  |  WEDNESDAY, JULY 25, 2012
    [Sales] Are Your Prospects Bleeding?
    While that may sound gory, ask anyone who has ever done sales and they will tell you a prospect who is in so much pain that they are bleeding is the best type of prospect there is. Most companies’ demand generation and sales processes are so focused on the solution they forget to address the problem. And no one will.
  • INBOUND SALES NETWORK  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Your Marketing Ain’t Pretty…It Just Looks That Way
    Without the persuasion, prospects don’t take action, without action there is no sale. Recently, I was working with a client to generate leads for a very complex sale (100K+/year, with 4+ departments involved) to a cold database. With a 3X margin, “Test B” outperformed “Test A” for sales qualified leads.
  • EARNEST ABOUT B2B  |  MONDAY, JUNE 23, 2014
    [Sales] Building a case for lead nurturing
    Data shared recently by the National Sales Executive Association about the practices of outbound sales calling also makes for interesting reading. They state that only 10% of sales people make more than three contacts. Yet 80% of sales are made on the fifth to twelfth contact. 'Rome wasn’t built in a day.
  • 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?
  • BIZNOLOGY  |  FRIDAY, JULY 26, 2013
    [Sales] Meeting The Special Challenges of a Service-Driven Business
    Without the clear and measurable product sales or limited, easy-to-track campaigns, service-driven companies, such as digital marketing companies, may have the most difficulties following the long tail back to ROI. 'Photo credit: Joe Shlabotnik. Today’s companies have shifted their focus to the customer experience and customer relationships.
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, APRIL 20, 2011
    [Sales] How to Bake a White Paper from Scratch: Part Four – The Consumption
    Sales meetings – White papers are great tools to leave behind after a sales demo or meeting. Sales training – You’d be surprised what your sales team can learn by reading your white papers. So there you have it—a nicely-written, neatly-formatted, white paper. Now, it’s sitting there, all shiny, just begging to be read.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, OCTOBER 10, 2012
    [Sales] SetLogik Offers B2B Marketers a Real Marketing Database
    originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. I’ve now done more detailed research into the SetLogik B2B data management system I mentioned in my Dreamforce post. If anything, I’m even more impressed.
  • AD YOUR COMMENT HERE  |  TUESDAY, DECEMBER 6, 2011
    [Sales] HubSpot Launches New Marketing Grader Tool
    Are my marketing efforts generating enough leads and sales? HubSpot added a new tool to its Grader suite, today. The Marketing Grader – a replacement for HubSpot’s Website Grader tool - analyzes 30+ measures of marketing effectiveness and grades the business on a 1-100 scale. Competitive Benchmarking). Lead Generation). Blogging).
  • B2B MEMES  |  TUESDAY, OCTOBER 9, 2012
    [Sales] Digital First, Not Foremost
    This, I take it, is what Digital First Media CEO John Paton, much criticized of late , is getting at when he said that his “digital first strategy is centered on the cost-effective creation of content and sales and not the legacy modes of production.”. John Paton: Misguided, or misunderstood? Print sucks!”. Try This Test.
  • PHOENIX RISING  |  TUESDAY, JANUARY 26, 2010
    [Sales] A Lesson From a Ski Hill
    My skis left the tracks in this super glue and the next thing I know - I'm face planted on the groomer with a yard sale all around me. I learned a lesson at Squaw Valley yesterday. It was a rough day. Over a foot of our famous Sierra Cement and more coming down.    Sierra Cement is heavy, heavy snow - think skiing slurpies.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] 5 Key SEO Action Items for B2B Marketers Optimizing For Mobile
    million dollars in lost sales every year. Test multiple levels of lead generation actions as they relate to the proximity of a lead opportunity to sales readiness. 'A recent article on MarketingSherpa highlighted responses from B2B marketers regarding the most effective tactics for engaging mobile users. Time on site / time on page.
  • SAZBEAN  |  THURSDAY, JULY 18, 2013
    [Sales] Content Marketing for Small Businesses
    Not to mention that a sales-only approach is a complete turnoff for potential customers. 'In today’s social world, creating good, informative content is extremely important to standing out among competitors. News & Notes
  • SAZBEAN  |  FRIDAY, JULY 12, 2013
    [Sales] Connecting Social Media Strategy to ROI
    Increase sales on your website? 'Social Media can be a very powerful marketing tool, and can be both measured and tied to business ROI. It all starts with setting the proper expectations and objectives at the beginning. Asking what you want to accomplish with social media will help you come up with tactics which execute those objectives.
  • SAZBEAN  |  WEDNESDAY, MAY 22, 2013
    [Sales] When Corporate “Policies” Get In The Way of Passionate Customers
    – Nutella Exemplifies How Not to Use Social Media by Cameron Scott Obviously companies are legally required to protect their brand, but you can’t pay for this level of brand enthusiasm, and a heavy hand can cost the brand in both reputation and sales. Or do they? What do you think? Or can they?
  • SAZBEAN  |  TUESDAY, APRIL 23, 2013
    [Sales] What everybody needs to know about Value and Trust
    'If you want to make more sales or attract more high quality clients, you need to understand the following marketing fact: If a prospective client sees enough value in your service and they trust you to deliver it, they will buy from you! Value or trust: Which is letting you down? Do they see enough value? News & Notes
  • SAZBEAN  |  FRIDAY, NOVEMBER 30, 2012
    [Sales] Launching a New Affiliate Marketing Program, Part 1: Tracking Platforms
    Both track the essentials: impressions, clicks, conversions, and sales amount.  There are four steps involved in launching an affiliate program.  I’ll review the first two steps in this article.  As a merchant launching a new affiliate program, you should be able to complete these two steps in a month or so. News & Notes
  • SAZBEAN  |  WEDNESDAY, JULY 11, 2012
    [Sales] 16 Ways to Simplify Your Prospects’ Decision-Making Process
    CEB is not the first organization to tout simplicity as a key driver in increasing conversions and sales. In an effort to break through the clutter and get the attention of more potential customers, are marketers going too far? – 16 Ways to Simplify Your Prospects’ Decision-Making Process by Ellie Mirman. News & Notes
  • SAZBEAN  |  MONDAY, JULY 9, 2012
    [Sales] Where Good Content Goes Wrong
    Maybe you stripped your content of the kinds of bias that qualifies as sales copy. Between Google Panda and Penguin most people are taking a good hard look at their content strategies. Or at least they should be. And if it does, there are some ways to re-vitalize it. It’s Too Commercial. News & Notes
  • SAZBEAN  |  SATURDAY, MARCH 17, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of March 17, 2012
    Steps for Increasing Sales with Pinterest  (Social Fresh). Here are the top Internet strategy, marketing and technology links for the week of March 17, 2012… Four Things Your Blog Must Do [Slide Show]  (Marketing Profs). Better Email Results…Instantly! ProBlogger). Your Master List of Low-Hanging Marketing Fruit  (HubSpot).
  • SAZBEAN  |  MONDAY, FEBRUARY 20, 2012
    [Sales] The Ins and Outs of Marketing Automation Software
    Designed to organize campaigns and automate repetitive tasks, marketing automation software has simplified the lives of marketing executives and employees, allowing them to efficiently handle tasks and move leads to sales. Today, software solutions offer a variety of features, ranging from lead generation, email marketing, and data analytics.
  • SAZBEAN  |  THURSDAY, DECEMBER 8, 2011
    [Sales] How to create marketing that people welcome, share and act on!
    We get bombarded with dull, uninspiring sales messages all day and see them as an intrusion, rather than something of value – How to create marketing that people welcome, share and act on! There’s a huge difference, between someone receiving your message and listening to your message.  What do most of us do?  by Jim Connolly.
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 17, 2013
    [Sales] Potential Customers Can Get Answers About Your Business Online – But That Makes Phone Calls Even More Important
    Routing directly to a specific sales agent (even if they are working from home) or subset of sales agents simultaneously with the first one to answer getting the lead is important to converting that lead to an opportunity or a sale. But if you think this makes the phone obsolete, you could be making a critical error.
  • ONPATH  |  WEDNESDAY, SEPTEMBER 12, 2012
    [Sales] How to Sell Big to Small Business
    Here's a way you probably haven't thought about to boost your sales, market and sell to people who own a small business. Get your free selling to SMB Reports, here. Small businesses are an excellent market. They're mostly middle class and with average household incomes of $91,000 (7% above the national average). Want to know more?
  • ONPATH  |  FRIDAY, JUNE 1, 2012
    [Sales] Algonquin College - Winner of Marketo Revvie Award
    They describe the ROI experienced in terms of an improvement in number of qualified leads, lead conversion, deal size, win rate, customer acquisition costs, and /or sales cycle length. Congratulations to the Revvie Award Winners! Most Dramatic Business Impact. Winners will be celebrated on May 24th, 2012 at the Marketo User Summit.
  • VOLACCI  |  FRIDAY, OCTOBER 25, 2013
    [Sales] BADcamp Must-See Session: Building Dynamic Visitor Experiences with Drupal Rules, Tokens, and Actions
    Easily build a profile for future engagement, send emails, show different content, connect them to the sales team, and more. 'If you''re out in Berkley, California this weekend, stop by BADcamp to see Volacci''s CEO Ben Finklea lead an amazing session titled, "Building Dynamic Visitor Experiences with Drupal Rules, Tokens, and Actions."
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 4, 2014
    [Sales] Why a Customer-Obsessed Culture is About More than Persona Marketing
    Not all sales operations teams have budget to invest in e-learning for their training initiatives. Lastly, the marketing team must cohesively work with sales, services, IT, and operations to identify joint business priorities, and deliver consistently and with the same tone. Good work! Not all marketers have marketing automation.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 24, 2013
    [Sales] Got 5 Minutes? Use It to Find a New Prospect on Social Media
    As a social media manager, it’s your job to figure out how to find who those prospects are and get them to your sales team -- and fast. As Vaynerchuk mentioned, social media prospecting is about creating context with people so that your social interactions might eventually lead to a sale. No, seriously. Let me explain. Twitter.
  • THE FORWARD OBSERVER  |  MONDAY, JULY 21, 2014
    [Sales] How To Link Inbound Marketing With Trade Show Success
    For many companies, trade shows have played an important role in reaching their marketing and sales objectives. The goals of a trade show can include: An increase in new leads and sales. 'Artillery B2B Marketing Blog > The Forward Observer Would you like to link inbound marketing with trade show success? They sure can.
  • VOICE-BASED MARKETING  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Actual ROI: Tracking Revenue to Determine Success
    With e-commerce purchases, you can capture the Universal Analytics Client ID from each web visitor and pass that ID back to UA with the revenue amount of the sale made online. For sales that happen over the phone, Ifbyphone’s Universal Analytics integration can capture the UA ID and pass it to your business’ system of record.
  • HUBSPOT  |  THURSDAY, APRIL 10, 2014
    [Sales] Your Customers Are Calling You. Are You Picking Up?
    4) You''ll Makes Lots of Friends in Sales. As an inbound call coordinator, you''ll often hear from people who want to buy from your company -- the people your sales reps are dying to talk to. For example, I sent a lead off to a sales rep one day. then low and behold, it became a huge sale. You get higher conversion rates.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MAY 12, 2010
    [Sales] 5 Steps to achieve Lead Generation ROI
    Marketing needs to be the engine to identify qualified leads for sales. ROI” and “Sales” are the 4 th and 5 th most important metric according to Chief Marketer April 1, 2010 study. The metrics you chose should be quantifiable and aligned to your sales goals.  Think sales, leads, pipeline. Why is this important? Cheers!
  • MODERN B2B MARKETING  |  THURSDAY, MAY 29, 2014
    [Sales] 4 Reporting Features You NEED in Marketing Automation
    If this was your company’s sales funnel, you would know that you had 55,000 visitors to your site; out of which you earned 2,500 prospects; 1,800 were then qualified by marketing; 130 were qualified by sales; and, finally, 38 deals were won. 'Author: Frank Passantino Every marketing automation platform uses some type of reporting.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 23, 2012
    [Sales] How Do You Explain Marketing to a Six-Year Old?
    Sales = when a specific buyer and seller start talking about exactly what they have in common. can only assume she was referring to B2C marketing… Ken Anderson  Or perhaps, “Helping people learn how to solve problems they don’t know they have” That could be sales too I suppose. And then we have parties.
  • DIGITAL B2B MARKETING  |  THURSDAY, JANUARY 9, 2014
    [Sales] Change Is Overdue
    I’m sick of crappy content, fluffy sales claims and advice that ignores the real issue. 'I’ve had it! And I hope you will help (more on that in a minute). I’m tired of issues without examples, of the content marketers that are afraid of naming names and creating conflict. In one sense, it is true. The Black Hole of Content.
  • WINDMILL NETWORKING  |  TUESDAY, JULY 12, 2011
    [Sales] 6 Social Media Marketing Strategy Mistakes to Avoid
    Social media marketing (SMM), also sometimes called social network marketing (SNM), is a strategy that helps you build a network of customers and potential customers, stay in touch with those who are interested in your products and services, and ultimately build your bottom line in the form of additional sales. Too Little Content.
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 24, 2014
    [Sales] Help Me Help You: 4 Solutions to Strengthen the Franchisor/Franchisee Relationship
    Furthermore, lead generation and other conversion metrics should be monitored per location to identify where marketing strategies need adjustments.Technologies that enable phone or other leads to locate a franchise location nearby accelerate a prospect’s journey through the sales cycle. Match made in heaven! Seems simple enough, right? Wrong.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 13, 2010
    [Sales] 4 Ways Social Media Helped Gap’s Logo Disaster
    With Christmas just around the corner, the buzz generated over their new logo could boost their holiday sales. Last week Gap used Facebook to announce their plans for a new logo and was hit with mass amounts of negative feedback. Here’s 4 reasons social media and their logo blunder may have helped Gap. Trust Within Their Network.
  • NUSPARK  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] It Might Be Time to Make Age One of Your Segmentation Criteria
    Any demand generation expert worth her salt (and consulting fee) will advise you to segment your sales leads. Related Posts: New eBook: Pay-Per-Click for B2B Lead Generation; The Ultimate Guide to Paid Search Sales Best Practices include Marketing-Sales Alignment Permission Marketing Drives White Paper Relevance. What to do?
  • FOLLOW THE LEAD  |  THURSDAY, DECEMBER 6, 2012
    [Sales] From 0 to 5,000 qualified prospects in a year
    Ryan Patenaude had to build a sales organization from the ground up. When The Focus Group put him in charge of sales for Focus EduVation, the new spin-off had no customers, no prospects and no business! Patenaude needed to get … Continue reading →
  • BIZNOLOGY  |  THURSDAY, JUNE 12, 2014
    [Sales] Content marketing doesn’t end with content creation
    So blithely handing the whole content marketing ball of yarn off to your marketing director, sales intern, or someone else with a bit of free time isn’t the best path to take.). Most people will tell you it’s because now there’s too much competition and too much noise for anything worthwhile to be found accidentally. Social media.
  • B2B LEAD BLOG  |  WEDNESDAY, APRIL 24, 2013
    [Sales] Post show emails: You’ve Were Tested, Here Are the Results
    We ourselves are working hard to avoid the cheesy sales emails. Copy embed mailto:sales AT reachforce.com. We can’t compare this in the bake-off, because we didn’t include a link to sales in the Tremendous email, but we will next time. And for the metrics hungry, it was a serious winner with a 42.8% open rate, 37.8%
  • HUBSPOT  |  FRIDAY, JANUARY 27, 2012
    [Sales] 12 Critical Elements Every Homepage Must Have [Infographic]
    While homepages generally get the most love, I find it surprising that so many do a poor job of generating leads or sales. If you’re considering a website redesign or are wondering how to generate more leads from your website, there are several critical elements you must never forget to include. Ah yes, “thee page of all pages.”
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 31, 2011
    [Sales] 4 Smart Ways to Repurpose Content
    OF COURSE, you are going to have to change the style of the original copy, but again, the marketing and branding messaging should be consistent with your more formal sales collateral. You guessed it – it’s in the B2B marketing world. But you have to be careful. You should really read that article before you start reusing.
  • HUBSPOT  |  THURSDAY, OCTOBER 7, 2010
    [Sales] Research: Content Beats Contact for Generating Leads
    analyzed over 40,000 customer landing pages and first looked at the conversion rate of landing pages that used words indicating some sort of "contact" or sales type process compared to the conversion of pages that did not include those words. Click here to register now. Free Webinar: Science of Lead Generation. Connect with HubSpot
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 11, 2013
    [Sales] What’s the Marketing Learning Curve For Social Relationship Management? [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! 'by David Johnson | Tweet this I’ve spent the last three weeks looking at how we at Eloqua view the world regarding Marketing Automation combined with Social Relationship Management.  4.What are the best social management tools?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 24, 2013
    [Sales] When is Email Deliverability Like a Fine Wine? [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 When is email deliverability like a fine wine? When When it gets better with age.  Previously, I have looked at deliverability rates by region , and conversion metrics by industry.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JUNE 26, 2013
    [Sales] Why Call Tracking Is Only Step One for Marketers
    What Good Is a Phone Lead If the Right Sales Agent Doesn’t Get It? How your business responds to incoming calls can be the difference between winning a sale and throwing it in the trash. Strategy doesn’t stop once a browser becomes a lead: it continues all the way through the sales cycle until they become an account.
  • E-LIGN  |  MONDAY, FEBRUARY 10, 2014
    [Sales] Email Marketing is Not Dead, It Has Evolved
    If they are repeat clients, let them know when something they have purchased in the past is on sale, or better yet, send them a discount to buy their favorite items. Not every email needs to be a sale, a promotion or a discount. 'Think email marketing is dead? Well think again. Email as a marketing tactic has simply evolved. Texts.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 15, 2011
    [Sales] The All-Time Worst Experience of My Long Career
    Recently I had the pleasure of speaking to Rick Roberge, the recently retired sales expert, and I had a chance to relate this story. The EVP of Sales at the #1 competitor later said to his team “How did we lose there? Marc’s boss’ boss at the time was a guy named Jon Temple, SVP of Sales. One day my phone rang.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 25, 2014
    [Sales] 4 Things Your Email Recipients Want to Tell You
    The words “discount”, “sale”, “free trial”, or “act fast” are go-to phrases. 'by Amanda Batista | Tweet this Today the United States marks Memorial Day, AKA the social summer kickoff. For marketers these past few days were prime time for email marketing escapades. Amp me up for something fun!
  • 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?
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 19, 2012
    [Sales] Improving Your Social Recruiting on LinkedIn: 5 Tips to Optimize Your Company Page [INFOGRAPHIC]
    And if you are in Europe and are interested in leveraging LinkedIn for your recruiting, marketing, or sales efforts, join me when I speak in London at the iStrategy conference on May 22. The problem is that your competitors are doing the exact same thing that you are, so in order to attract and land the best talent, you need to do more.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 2, 2012
    [Sales] Never, ever let them see you sweat
    Jeff Ogden is President and Founder of the small sales lead generation firm Find New Customers. I have a message for small business owners. Don’t EVER let them (prospective buyers) see you sweat. Even if cash flow is tight and you don’t know how to pay the bills, put a big smile on your face and go talk to prospective customers.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 28, 2012
    [Sales] New White Paper from Silverpop | CMOs Speak – Navigating the Crazy New World of Marketing
    This white paper was written by Jeff Ogden , President of the sales lead generation company, Find New Customers. CMOs Speak | Are Managers and Directors of Marketing Listening? from Jeffrey Ogden on Vimeo. It will help a lot. What do you think? We love comments (We respond to all of them too) and those who share on social media.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 16, 2012
    [Sales] New B2B Marketing Show to Premier on May 1
    We look forward to bringing you top experts in B2B marketing, sales and social media. New Online Marketing show to Premier on May 1st, hosted by Jeff Ogden of Find New Customers. Find New Customers is pleased to announce that our new online show, Marketing Made Simple will premier on May 1, 2012.
  • MARKETING LEADERSHIP COUNCIL   |  MONDAY, APRIL 9, 2012
    [Sales] The Search for Marketing Excellence
    In fact, I’d argue that the shift away from cyclical commodity sales to non-cyclical solutions sales is the bigger of the two changes – it not only required marketing organizations to acquire new skills and staff up, but it tasked them with essentially creating a new market. How did they do it? Individual improvement.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 30, 2012
    [Sales] Laugh and Learn with Find New Customers – Mac vs. PC updated
    He’s also the host of  Mad Marketing TV , where her interviews top marketing and sales experts. In this show, a software company uses the old Mac vs PC idea to contrast his company with the new “cloud computing” options cited by the competitor. What can B2B marketers learn from that? Watch the video and find out.
  • FEARLESS COMPETITOR  |  THURSDAY, NOVEMBER 3, 2011
    [Sales] Mad Marketing TV premier postponed
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. We had planned to launch this B2B marketing show today, but due to things not being ready – the launch is postponed to 11/17/2011 at 9am PT/12 noon ET. ” Dan McDade, Pointclear. Demand Generation MadMarketingTV
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 26, 2011
    [Sales] Big News coming this week from Find New Customers
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. B2B Lead Generation | Big News from Find New Customers. Big announcement coming from Find New Customers in a few days! Big news on a new strategic partnership  with our newest client poised for great things. Find New Customers
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 9, 2011
    [Sales] Lead Management Optimization 2011 – My interview of Jim Dickie of CSO Insights
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Demand Generation | The State of B2B Demand Generation. Recently, I had the opportunity to interview Jim Dickie of CSO Insights on findings from this. Jim Dickie, CSO Insights. Click the link below to listen. link].
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 3, 2011
    [Sales] Why Leaders Don’t Learn from Success (via )
    Sales Lead Generation: To Learn, You Need to Fail. Loved this great insight on Sun Zsu’s ancient proverb “Your strength will eventually become your weakness.&# Amen Sun! Let’s Celebrate Failure! Love this article from Harvard Business Review on how businesses do not learn from success. They learn much more from failure.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 18, 2011
    [Sales] New release by Silverpop: Gold Partner
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation : Silverpop New Release. Silverpop just released a major new release of Engage. Watch the video and click the link to our landing page for more. Watch a short video of Silverpop Engage.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 12, 2011
    [Sales] How Corporations Can Build Trust Today
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Lead Generation Companies: Trust is the critical ingredient. Richard Edelman shares high level insights for top executives on how to earn trust in business. He explains in some detail how the world has changed.
  • MARKETING INTERACTIONS  |  SUNDAY, JUNE 6, 2010
    [Sales] Webinar Q&A: Content is Marketing Currency
    Whether your company is sales or marketing driven. How well marketing is aligned with sales. work with marketing and sales executives, company owners, and product marketing teams. Today, I'd like to address some of the other questions that were asked during the Content is Marketing Currency Webinar sponsored by GoToWebinar.
  • EB2BLEADS  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Blogging For Lead Generation Works
    There are lots of ways businesses can monetise (create income or profit) from their marketing activity in the form of leads, sales and loyalty either directly for themselves or indirectly for other partners. Its a mini sales proposition for moving to the offer itself. Now though, blogs have become much more than that. What Is A Blog.
  • INBOUND SALES NETWORK  |  TUESDAY, MARCH 27, 2012
    [Sales] Lead Generation - Stop Throwing Good Money at a Bad Solution
    If you are like most sales and marketing executives these are the circumstances that you face every day. 11% of sales people have a really good understanding of their customers’ buying process. That means by just taking the time to understand how your customers buy - instead of why they buy - you could see sales go up by 38%.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, MARCH 11, 2014
    [Sales] [Video] Dealing with Crazy-Busy Prospects
    But it can be done – if you focus on the four SNAP Rules throughout the sales process. 'How does being "crazy busy" impact selling? It affects your prospects in a huge way. First of all, your prospects put up barriers to access. They''re protecting their time at all costs so it''s much harder to set up an initial meetings. SNAP Rules.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] If You Were to Give Your B-to-B Social Media Activities a Grade, What Would it Be?
    Your customers/contractors are looking at ways to solve their problem, not get a sales pitch. Leads turn into sales and isn’t that our end game? Come on now, let’s be honest here. No matter why you got into it, many B-to-B companies are getting a big F in social media and they can’t figure out why.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 6, 2011
    [Sales] @fearlesscomp and James Rogers of Hoovers to appear on SLMA radio
    Sales Lead Management Association (SLMA) Radio has all the top experts in B2B marketing and sales. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. B2B Lead Generation | The Fearless Competitor and James Rogers of Hoovers to appear on SLMA Radio.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 25, 2011
    [Sales] Speaking at the 140 Conference Long Island
    also appear on Sales Lead Management Association radio on June 9th. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 12, 2011
    [Sales] @fearlesscomp to appear on SLMA radio
    Sales Lead Management Association (SLMA) Radio has all the top experts in B2B marketing and sales. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. B2B Lead Generation | Another Guest appearance for @fearlesscomp. Jeff Ogden. No sign-up needed.
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