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  • SAVVY B2B MARKETING  |  FRIDAY, JANUARY 8, 2010
    [Sales] Savvy Week in Review - January 8
    by @B2Bbloggers Why your marketing and sales approach needs to change -- and some helpful links to get you started Looking for ways to kick-start 2010? The posts below should get your brain humming. Happy New Year! -- The Savvy Sisters It's Not About the Money! Interesting and worthy of discussion. by @markwschaefer We like Mark W.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 23, 2014
    [Sales] What makes Find New Customer Different from Everyone Else?
    If you’re looking for someone to help you fill sales funnels with quality leads, you have plenty of companies to consider. 'We’re nice. That’s right. While other companies talk marketing concepts till you’re blue in the face, we. Jeff Ogden. believe in what Chris Malone wrote in The HUMAN Brand. Do they smile?
  • 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!
  • STORIES THAT SELL  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] Customer Case Studies: More Effective, Loss Costly
    In a 2011 survey by TechValidate , 126 B2B marketing and sales professionals weighed in on their challenges and strategies for content marketing. Case studies (written) came in next to last, with sales presentations as the only piece of collateral that was considered less costly. Conclusion.
  • INBOUND SALES NETWORK  |  FRIDAY, DECEMBER 14, 2012
    [Sales] The B2B Lead Generation War Chest: Are your guns loaded?
    However, no business-to-business marketing tactics are more important than those designed to generate sales qualified leads. While many companies are currently working on getting the marketing teams and the sales teams in line with each other, all that is pointless unless that also maps to how your customer buys. Email Marketing.
  • 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. But how do we do it? You might also like.
  • MARKETING INTERACTIONS  |  FRIDAY, OCTOBER 24, 2014
    [Sales] The B2B Funnel is More Like a Pinball Machine
    Sales enablement. 'I was watching the video for the second roundtable video that I participated in at Content Marketing World and Nick Panayi from CSC said, "the funnel is more like a pinball machine, with leads bouncing everywhere" - I'm not sure that's verbatim, so go watch it. Why do we ever want to do that? And more.
  • B2B MARKETING TRACTION  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Your Baby’s Ugly and Other Difficult Things Marketing Consultants Have to Tell Clients
    There are a lot of great sales people in the marketing and advertising industry. It all started because an assertive salesperson who needed to make their quota made a sales call to an inventor who wanted to believe his product would sell like hotcakes. 'A good marketing consultant delivers solutions, implementation and results.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 3, 2014
    [Sales] Product is Not the Hero of a B2B Company's Story
    Now try this: A CTO and founder of a startup SaaS company that's the subsidiary of a global enterprise is building a new application with a business model dependent upon low price, high volume sales. Well, I'll just rip the bandaid off and say it straight up - You Are Wrong. Does this description of the hero represent your product?
  • SOCIAL MEDIA B2B  |  TUESDAY, SEPTEMBER 10, 2013
    [Sales] Customer Retention: The Imperative for Creating a B2B Marketing Advantage
    Sales and Marketing Alignment. Solicit sales feedback on the use of content to make sure you are creating content that supports customer retention. Goal for Call (for Inside Sales). 74% Cross and Upsell. 72% Engage Customers in Dialogue. And what about creating different content for acquisition versus retention? Lifecycle.
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 22, 2013
    [Sales] B2B and B2C Marketing are Dead. Long Live B2H!
    Some of the most successful sales, marketing and business people fostered great relationships with customers and colleagues. 'Today more thank ever, buyers want a human experience from the brands and businesses they buy from. This is true of both the business-to-business (B2B) and business-to-consumer (B2C) environments. agree.
  • B2B MARKETING TRACTION  |  THURSDAY, JUNE 14, 2012
    [Sales] B2B Marketers: The Devil IS In the Details!
    Marketing is about getting results , including generating quality leads, engaging prospects and converting leads to clients and sales revenue. Marketing is not about graphic design. This is one of the points that Mike Schultz & John E. They warn against focusing too much on design details and too little on results. Collaborate with Care.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, SEPTEMBER 3, 2012
    [Sales] Ed Gandia Publishes 2012 Freelance Industry Report
    picked up a sales gig when some guy saw one of my articles. was his top sales person and used to get monthly bonuses. Freelancing has come a long way since I first started doing it. My first freelancing gigs were right out of college in the mid-80s. wrote articles for local sailing rags. Gas for my beat up VW was.80 cents a gallon.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, SEPTEMBER 3, 2012
    [Sales] Ed Gandia Publishes 2012 Freelance Industry Report
    picked up a sales gig when some guy saw one of my articles. was his top sales person and used to get monthly bonuses. Freelancing has come a long way since I first started doing it. My first freelancing gigs were right out of college in the mid-80s. wrote articles for local sailing rags. Gas for my beat up VW was.80 cents a gallon.
  • 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.
  • WEBBIQUITY  |  MONDAY, MAY 23, 2011
    [Sales] What Does B2B Social Media Success Look Like?
    First, social media activities more often influence a sale (by helping with awareness and branding objectives, for example) than lead directly to one in the B2B world. Until recently, most social media case studies have focused on consumer brands. Digging into the results publicized in these case studies, what does B2B success look like?
  • B2B MARKETING UNPLUGGED  |  FRIDAY, MARCH 16, 2012
    [Sales] Social Media is the Lighter Fluid, Not the Barbeque
    The Hand-Wringers retreated to their Safe Room with a good book and some tequila months ago when sales started Tweeting, and somewhere in the back of your mind is the horrifying thought that it all needs to be measured. For those of us on the spending side of things, that means a lot more strange voice mail messages and LinkedIn Stalkers. 
  • B2B MARKETING UNPLUGGED  |  SATURDAY, MAY 8, 2010
    [Sales] Trade Shows Part 3: Do You Give Good Booth?
    This was one of the poorest collections of sales people ever assembled on one show floor. That way they won’t have to listen to your sales pitch. Remember, we want good sales people at these things. I’m writing this on the plane home from a very good event. really shouldn’t have worried. This is a great way to ignore people too.
  • DIGITAL BODY LANGUAGE  |  FRIDAY, OCTOBER 1, 2010
    [Sales] Building Benchmarks - 3 Main Approaches
    If, for example, the immediate goal of the two marketing campaigns is driving marketing qualified leads for sales, then that metric allows a fair comparison. As the market, technologies, competitors, and your own capabilities change, you must continually adapt, learn, and optimize. Current State of Benchmarking?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, APRIL 21, 2010
    [Sales] Event Marketing and the Information Concierge Concept
    The best marketing content should find a way to be relevant to audiences at this stage of their buying process, and buy focusing on mini-cards, rather than sales pitches, BKV allowed their audience to passively discover the content that they would find interesting. They are looking for insights, ideas, and great content.
  • EMARKETING STRATEGIST  |  WEDNESDAY, MARCH 23, 2011
    [Sales] Vegetables vs. Dessert: How to Write an Info Product that Sells
    The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory.
  • SMASHMOUTH MARKETING  |  THURSDAY, MAY 26, 2011
    [Sales] FAQ: What does the Green Leads acquisition of Target 250 mean to you?
    is more accustomed to making the first introductory sales call by phone. The results are typically: no change in the outcome of introductory appointments (they have the same effectiveness), and sales execs can spend less time travelling and more time selling. What does this mean to you? In a bad economy, that's a feat. or Europe.
  • EMARKETING STRATEGIST  |  WEDNESDAY, MARCH 23, 2011
    [Sales] Vegetables vs. Dessert: How to Write an Info Product that Sells
    The answers will also come in handy when it’s time to write the sales copy which is easily the hardest part of the whole process. Considering that key phrase research is literally the “key” to making sales online, you’d think people would rush to buy an info product that showed them how to do key phrase research. Go Light on Theory.
  • MARKETING GENIUS BLOG  |  THURSDAY, APRIL 8, 2010
    [Sales] 10 Webinar Tips
    You may have multiple personas that are important in your sales process: for example, the ultimate decision maker, a project leader, and end users. If you use the webinar for lead nurturing, try to estimate the influence of this webinar on the sales-readiness of the lead. So on with the 10 Webinar Tips: 1. Know Your Audience.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 18, 2013
    [Sales] My Tuesday Plans: A live Marketing Made Simple TV show with Scott Monty of Ford Motor Company
    I’ve attended a lot of conferences in my long sale and marketing career and I’ve never seen anything like this. 'Buffer My wife just attended the Rachael Ray show. Attendees at the tomorrow’s sold out  Social Media Action Camp  will also attend a popular TV show. No conference has ever featured a TV show.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 12, 2012
    [Sales] Mike Volpe, CMO of Hubspot interviewed by Lisa Nirell of EnergizeGrowth – guest on my show
    Jeff Ogden, host of Marketing Made Simple TV is also the President of the sales lead generation company Find New Customers. This interview with Mike is really good. Lisa is a terrific interviewer. Please note that I was once a guest on HubspotTV with Mike and Karen Rubin , and Lisa is an upcoming guest on Marketing Made Simple TV.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 22, 2011
    [Sales] Find New Customers Fan of the Month – Don F. Perkins
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Find New Customers Fan of the Month. Don’t forget our Laugh and Learn featuring @fearlesscomp show at 11am ET.). Each month we recognize a special fan of Find New Customers. Perkins. Don F.
  • FEARLESS COMPETITOR  |  SUNDAY, AUGUST 2, 2009
    [Sales] How employers save time and money with Get Back to Work Faster candidates
    Jeff Ogden, the Fearless Competitor, is a sales and marketing expert and the President of Find New Customers. Readers of this blog know that I’m doing Get Back to Work Faster with Jill Konrath.    Jill’s book will be out in soft cover in the Fall, but it’s been downloaded well over 4,000 times already. Lots of time.
  • YOUR SALES MANAGEMENT GURU  |  FRIDAY, DECEMBER 28, 2012
    [Sales] Rural Wisconsin and the Passion of Impact
    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. What do I mean by rural? link].
  • BIZNOLOGY  |  TUESDAY, JANUARY 29, 2013
    [Sales] If you perform only to an empty house your show will close
    To become a channel of primary, secondary, and tertiary influence that result in your members sharing your content on their walls, resulting on an organic growth, ultimately snowballing into massive conversions and stellar online sales. I am so impressed by how well brands are messaging these days. People Think of it as Twitter-development.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 26, 2012
    [Sales] Benefits of Using Landing Pages
    No matter what kind of promotion you’re doing, when going after the professional tradesmen, the bottom line is you want them to ask for more info and ultimately a sale. 78% of sales that start with a web inquiry get won by the first company that responds. You can’t do that in an ad (print or digital) by itself.
  • INBOUND SALES NETWORK  |  TUESDAY, OCTOBER 18, 2011
    [Sales] The Truth About Online Lead Generation
    Are you looking to create awareness or an instant sale? Business buyers use the Internet to replace sales representatives as their primary research tool to solve their problems. Read blogs in your field and start joining the conversation by adding non-sales-y comments to the posts you find interesting. Time to Lead.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 18, 2014
    [Sales] The 3 & 5 of Winning Drip Marketing Campaigns
    It’s been around for generations, using the best relationship-building tactics of the era: door-to-door sales, direct marketing, telemarketing, email and social campaigns, location-based marketing, and whatever new methods pop up tomorrow. Optimizes the sales funnel. Similarly, there’s the Law of 29. An Atlas study says 9 times.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 12, 2013
    [Sales] 4 Exercises To Improve Internal Collaborative Planning
    Teams including sales and product development (among others) also can benefit from an improved collaboration strategy. 'by Amanda Batista | Tweet this Collaboration is a ‘special sauce’ of Modern Marketing. Below are some tips to apply across your organization’s collaborative meetings and planning sessions.
  • CONNECT THE DOCS  |  THURSDAY, JULY 15, 2010
    [Sales] The Biggest Challenge in Creating and Marketing White Papers
    This experience included a variety of sales, marketing, business development, and management positions. Don't leave it up to readers to decide what they should do after reading the paper – point them in the right direction, whether that means signing up for a webinar, downloading a case study, or contacting a sales rep. Books.
  • MEASURABLE MARKETING  |  FRIDAY, OCTOBER 1, 2010
    [Sales] 6 Things I’d Tell Someone Who Wants to Start a Business Blog (that I wish someone would have told me)
    Other bloggers aren’t your competitors; they’re your partners, your readers, and your sales and marketing channel. Here’s a quick list of things I wish I had known when setting out to create a business blog: You should write everyday, but writing everyday doesn’t mean publishing everyday. know, I know, it sucks.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 14, 2010
    [Sales] Poll: Marketers Uncertain About Lead Value
    In a June survey, EXHIBITOR magazine found out that “ only 47% of companies track leads generated at trade shows and events throughout the sales cycle.” This, in turn, can result in lower marketing performance and slow down the sales cycle. Free Webinar: How to Improve Your Sales & Marketing Alignment.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content
    As marketers absorb an increasingly larger portion of the sales cycle, marketers are naturally becoming better sales people.  And what makes a good sales person? 'Author: Seth Lieberman Many marketers feel like the engine is always running. Here’s how these three benefits break down: 1. Facilitating Dialogue. Exchanging Value.
  • B2B LEAD BLOG  |  WEDNESDAY, OCTOBER 19, 2011
    [Sales] 5 Tips to Help Deliver the “Glengarry Leads “
    When people ask me what Reachforce does, I often tell them that we provide technology and services to help marketing deliver the “Glengarry Leads” to sales teams. Those who have seen the movie get it – interested decision makers, recommenders, or influencers who need and can afford their products and/or services
  • E-QUIP  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Does Expertise Hinder Your Selling Effectiveness?
    But is it possible that expertise could be a liability in sales? His research finds that experts characteristically exhibit high levels of credibility and reliability, but come up short in the trust attribute that most contributes to sales success—intimacy. Start by planning your sales questions in advance. The lowest score?
  • MARKETRI  |  FRIDAY, NOVEMBER 9, 2012
    [Sales] Marketri Managing Director Presents at Alliott Group's North American Region Annual Staff and Partner Training
    Andrews instructed the audience of accounting and law professionals on: the roles of marketing and sales within an organization, the new era of content marketing, the fundamentals of selling professional services, and how to manage a personal brand. Alliott Group is a worldwide alliance of independent accounting, law, and consulting firms.
  • LEDGER BENNETT  |  SUNDAY, NOVEMBER 18, 2012
    [Sales] Top five critical success factors of an Eloqua campaign
    We have so much data, so many products, this system, that system and  a complex sales process. Be specific – identify the target audience, the target sale, and a very specific message. Our job as marketers is to make sales, and be ruthless in the process.  So, in chronological order, here goes:  . Spot the opportunity.
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 19, 2012
    [Sales] You talking to me? 6 Tips for Channeling Voice of Customer to Boost Content and Social Media Marketing Efforts
    2.       Find the Right Words, Tune Static Content Using Customer-Friendly Language Content marketing often involves bringing sales leads back to company hubs like websites and microsites (see my discussion of inbound marketing and this great Content Marketing Institute article ).  But how does one do this in practice?  Listen everywhere.
  • BIZNOLOGY  |  THURSDAY, OCTOBER 23, 2014
    [Sales] Are you tired of playing Google’s game?
    mean paying attention to other things that will truly drive targeted traffic (and sales, too.). And yes, it’s entirely appropriate to include sales messages (as long as it’s done with style.) After Direct mail is still a viable way to reach leads and eventually make sales. One minute, everything is cool. Newsletters.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JUNE 26, 2013
    [Sales] Why content marketing is a “do-over” for social media
    Both are about connecting to relevant online customers, serving them with helpful content, and encouraging engagement in a way that ultimately leads to some interaction and business benefit (like a sale). think the buzz on “content marketing” is an opportunity for redemption from years of social media silliness. Intimidating.
  • FIFTH GEAR ANALYTICS  |  MONDAY, AUGUST 2, 2010
    [Sales] Marketing Miracle No. 1: Walking on Water
    The sales revenue from the campaign was $496,540, from an initial marketing investment of $12,000! Barb Cote. It’s no longer good enough to provide our clients with innovative ideas and measurable results. In the current recessional climate, we need to be Marketing Miracle Workers. The above video is my latest example of a miracle. link].
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 22, 2012
    [Sales] Getting to “Who” – Why the Person You’re Writing for is the Key to Copy that Converts
    Your prospect may have several less than ideal systems to deal with during the day, but if they don’t care about it and aren’t measured on it, that makes it a “small fire” that is unlikely to lead to a sale. ” Knowing who you are writing for is the secret to writing copy that converts lookers into buyers.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 25, 2011
    [Sales] How To Avoid FrankenMarketing!
    Hiring an outsourced lead generation firm is a waste if there is no process to pass the leads to sales and track their rate of forecast. My wife is constantly planning. By Sunday night at 6pm she has our whole week planned out from meals to gym schedules to dog walk duties right down to weekend plans. call this Franken-marketing.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 31, 2011
    [Sales] Bad Attitudes Equal Bad Results
    Arrogant Reps: Have you ever heard a sales or telemarketing rep talk about how stupid a prospect is because they weren’t able to pass them? It’s not the prospects job to be wowed by what the rep says and ask for a sales meeting. In sales you have to be an eternal optimist. I am a numbers guy.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 20, 2010
    [Sales] Effective Time Management for Teleprospectors
    I've worked with some unique sales reps in my day, some were good at their job and some should have thought about an alternate career path. Take into account meetings or trainings you have that day and plan your calls throughout the day around that: How many sales conversations do I want to have today? Pre-call planning is key.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 15, 2011
    [Sales] 3 Essential Benchmarks for Lead Nurturing Campaigns
    Instead, take a look at your existing sales funnel. Does the sales cycle vary for different types of purchases? Watch your analytics, and talk to your sales team. Don't pummel them with sales pitch after sales pitch. Again, take a look at your typical sales cycle. Time to Conversion. Photo Credit: lovstromp.
  • 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.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 21, 2014
    [Sales] 5 Reasons SMBs Should Be Tracking Marketing Spend
    You can turn anyone who answers the phone into a knowledgeable sales professional. For many SMBs, your receptionist, office manager, or whoever is nearest the phone is responsible for converting incoming calls into sales—whether they have sales expertise or not. 'SMBs have a lot on their plates. You can reach target audiences.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 11, 2014
    [Sales] Once Upon a Time: Storytelling Stimulates the Brain into Action
    'By Dan Sixsmith Storytelling is a term that has emerged in marketing and sales as a means of leading the buyer down a path toward the realization that your solution is something he/she needs. What does this mean for your B2B marketing and sales strategy? In order to be effective, value storytelling needs to occur in a certain way.
  • NUSPARK  |  SUNDAY, MAY 11, 2014
    [Sales] How to Do a Landing Page A/B Test and Measure Results
    The performance of each page is measured according to the pages’ overall usability, including bounce rates, conversion rates, sales, time on page, etc. Optimization should be a continual practice of testing and fine tuning your messaging to achieve the optimal results in sales and conversions. B Testing Basics. Landing Page Components.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 23, 2013
    [Sales] Keep Doing Good Stuff and You Never Know What Will Happen
    Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers , and he’s a two-time winner of the prestigious award  Top 50 Influencer in Sales Lead Management  by the Sales Lead Management Association. They hired a film crew.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, AUGUST 8, 2012
    [Sales] 5 Data Plays You Can Run Today
    They analyzed sales data (from loyalty cards, e-commerce, and the point of sale) to identify small, but growable demographic segments. They found that top-selling clothes sizes varied by region, which enabled them to send the right mix of sizes to each store – increasing sales and reducing the need to discount.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 3, 2012
    [Sales] Your World-Class Demand Generation Program – Developed using the SCORE methodolgy
    You want a world class demand generation program, filling sales funnel with high quality sales leads and delivering a steady and growing stream of revenue. That’s the desired destination, but how do you get there? We believe every complex endeavor needs a good, well thought-out plan. You stop and reassess at the end of each phase.
  • MI6 MARKETING AGENCY  |  SUNDAY, AUGUST 14, 2011
    [Sales] What’s the ROI of [put tactic here]!
    What is the ROI on… the golf games and tournaments that your executives and sales reps play in, of a sales appointment or a joint sales call with an engineer, of expense accounts, cell bills, mileage and the time and people used to produce proposals? It’s the Wrong Question to Ask. know which half. What is the ROI on ….
  • THE FORWARD OBSERVER  |  TUESDAY, FEBRUARY 5, 2013
    [Sales] Is Your B2B Marketing Lost or Found?
    Consequently, the seller could exert a lot of influence over the buyer and the ultimate sale. Artillery B2B Marketing Blog > The Forward Observer Question : What does traditional, outbound marketing have in common with fax machines and audio cassettes? Answer : All still exist, but because of the Internet, their heyday has passed.
  • EMAGINE B2B BLOG  |  TUESDAY, AUGUST 13, 2013
    [Sales] What eMagine Customer are Saying: Client Recommendations
    ” Tom Visotsky, EVP, Sales and Marketing at HCS. 'eMagine is proud to have worked with some of the best and brightest clients on Website Design, Hosting, and Online Marketing in the technology, health care, medical device and other B2B industries. The website is intuitive to use and the design is truly unique. B2B Web Strategy
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Three Tips to Effectively Scrub Your Teleprospecting Lists
    I spend a lot of time writing blogs that include the idea of scrubbing lists before putting them in front of inside sales teams. This is such a crucial piece of the process when it comes to launching a sales and marketing campaign or list, and it’s something that is sometimes unfortunately overlooked. Exclude competitors.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 23, 2010
    [Sales] The Santa Selling System
    Sales people often judge their peers based on possessions. think we could all take a page out of Kringle’s book to become better sales people in 2011. For a sales rep, your marketing results all depend on what you put into them. Santa must do awesome in his yearly reviews. That must cost a fortune! So how does he do it?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, NOVEMBER 19, 2010
    [Sales] A Great Process Is Much Better Than A Great Player
    Your inside sales team should be run the same way. While it won’t mitigate your risk to the point that a trained monkey can do the job, it will consistently pump out reliable inside sales reps and reliable numbers. am amazed at how many teams don’t use the science behind inside sales. Work out a call plan.
  • CK'S B2B BLOG  |  TUESDAY, MAY 7, 2013
    [Sales] Mobile Innovation (Part 6): Innovating Value Propositions
    'As introduced five weeks ago , I'm currently running a  6-Part Article Series on Mobile Innovation  that illuminates 5 mobile innovation strategies across brand engagement, sales channels, product offerings, customer experiences, and value propositions.  Get Part #6 here.
  • CONTENT MARKETING TODAY  |  WEDNESDAY, MARCH 7, 2012
    [Sales] 6 Things Your Home Page Must Do (to Keep from Sucking) | A Better User Experience
    Needs to push user into the sales funnel. Home pages. If you have a website, you have one of these bad boys. And no matter whether you’re selling real estate or racoon prevention (that’s really the entire spectrum there, right?) there are certain things that your home page MUST do if you hope to sell your product or service.
  • HUBSPOT  |  TUESDAY, MAY 29, 2012
    [Sales] 10 Pinterest Infographics: Visual Explanations for a Visual Social Network
    How Pinterest Drives Online Sales. At the end of the day, all your marketing efforts should be driving sales. As of Q1 of 2012, Pinterest had generated 11.7 million unique visitors. And here at HubSpot, our main website receives 1,000+ monthly visits through referral traffic from Pinterest -- and all we do is pin some content !
  • ANNUITAS  |  TUESDAY, AUGUST 30, 2011
    [Sales] Four Things to Consider Before You Buy Marketing Automation
    First, you’ll become more efficient in your marketing and sales efforts. This process should be jointly conducted with marketing, sales and other appropriate stakeholders. This is the implementation of a new process for how you obtain, manage and close sales leads. The Well, we’re in the dog days of August.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 16, 2012
    [Sales] Mad Marketing TV – Actionable Marketing for a Mad World
    Mad Marketing TV is an online TV show about B2B marketing and sales that airs twice a week — on YouTube at [link] as well as via a blog at madmarketing.tv. Mad Marketing TV is intended to deliver great practical insights and usable advice to marketing and sales executives at small to medium sized companies. Jeff Ogden.
  • HUBSPOT  |  THURSDAY, AUGUST 15, 2013
    [Sales] How to Get a Marketing Promotion: Top Execs Share Their Secrets
    3) Work closely with Sales to help generate new business. One way to get promoted is to show how you can help bring in new business -- yes, even though you''re not in Sales. Tap into your friends and connections to make introductions for the sales team. This is our job, and we want to do it well. There I said it. Experiment.
  • ANNUITAS  |  THURSDAY, MARCH 20, 2014
    [Sales] Notes from the Marketing Operations Executive Summit 2014
    RT @RHsays   What does sales need from marketing? “Marketing is now the strategy arm that is leading, sales is following.” Lots of small, digestible thoughts from the show, sometimes retweeted from my colleagues at the event (marked RT at the beginning of the line). Enjoy! Marketing needs to own their tech strategy.
  • B2B LEAD BLOG  |  FRIDAY, JULY 22, 2011
    [Sales] Friday Wrap-Up: This Week in B2B Marketing Tips
    What do the sales cycle and Science Fiction have in common? Happy Friday, all! Sure, there about fifteen great jokes in there, but if you answered today's Wrap-Up you're spot-on. Here are this week's marketing tips and best practices from around the blogosphere. Enjoy, and have a great weekend! From Asimov
  • THE POINT  |  THURSDAY, MARCH 11, 2010
    [Sales] 7 Mistakes To Avoid In Your Next Webinar Invitation
    Build Your Inside Cloud” may be a hot topic to some, but add “with Parallels” and in an instant the invitation becomes a sales pitch. I’ve written a number of times in this space about how to maximize response from email Webinar invitations. For example: 1. Sell the offer, not the product. Lead with compelling benefits, not just facts.
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 4, 2013
    [Sales] How To Make a B2B Company “Sexy” with Social Media [Infographic]
    57% of B2B companies generate sales through LinkedIn. 'If you work for a B2B company, you’ve most likely noticed that it’s not as fast or easy to grow your social media presence as it is for a B2C company. Here’s how to improve social media growth in the B2B community! Why should B2B companies invest in social media?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Why the Future of Find New Customers is brighter than ever!
    Sales Looks for Mr. Right Now. We have an awesome script and we are going to shoot the first of monthly videos on the 16th of October – just two days from now The first will go on the homepage of Find New Customers and blow away all marketing and sales leaders. Why don’t you contact Find New Customers today.
  • 3D2B  |  TUESDAY, OCTOBER 28, 2014
    [Sales] What’s the ROI of Outsourcing B2B Telemarketing Services?
    In general, there are two breeds of in-house telemarketing, ad-hoc and delegating the job to the inside sales department. Inside Sales and Telemarketing. If the company already has an inside sales department, it may add telemarketing to their responsibilities. Recruitment and training (for inside sales). Read more.
  • HUBSPOT  |  WEDNESDAY, JULY 30, 2014
    [Sales] Introduction to Eye Tracking: Optimizing Your Content for How People Read [Infographic]
    You''ve sold your client on the idea that a new website -- one that provides a more user-friendly experience and increase sales and opportunities. 'This post originally appeared on The Agency Post. To read more content like this, subscribe to The Agency Post. Congrats! Actually making this vision a reality is a whole other story, though.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 23, 2012
    [Sales] 2 Underused B2B Social Selling Strategies
    Encourage your sales team to join Quora, and to ask and answer questions that relate to your area of expertise. Using Memes to Generate Leads. Internet memes have become a huge phenomenon. The Oxford American Dictionary named Gif the 2012 word of the year. Using Quora to Connect with Prospects.
  • HUBSPOT  |  TUESDAY, NOVEMBER 11, 2014
    [Sales] Why People Buy Things Online [Data]
    said no sales tax. Fanboys” -- those who will purchase any product offered by the companies they follow -- are an interesting phenomenon that most businesses should strive to understand, given their implications for brand awareness and future sales. So let''s dive right in. 1) “ The New Normal of Consumer Behavior and How to Respond ”.
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 7, 2013
    [Sales] Banners Don’t Drive Leads in B2B Marketing
    Share this post with every B2B marketer or media sales rep that needs to see it. If your goal is to deliver leads that you can tie back directly to your marketing investment, do not make banners the core of your enterprise B2B marketing program. Period. Banners don’t drive leads. Remember that. B2B Banner Lead Generation Results.
  • LOOPFUSE  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] Marketing automation services are the rocket, but content is the fuel
    question is being replaced with the “how do we do it efficiently and effectively to raise awareness, generate leads and convert more sales?” Remember that sales or donations are not your only measurements of success. This is a guest p ost by Russell Sparkman, CEO of  FusionSpark Media, Inc., question. Put another way…. It’s a mouthful!
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 10, 2014
    [Sales] It’s Not BBQ This Time – Food for Thought from Austin, Texas (Courtesy of Marketo Roadshow)
    'No matter what vertical you’re in, it seems like everyone in sales and marketing is talking about beating out the “noise.” Marketo is talking about it too. Find Marketo’s Roadshow in your city this summer to learn about marketing best practices.
  • B2B LEAD BLOG  |  TUESDAY, MARCH 2, 2010
    [Sales] Don’t talk to the ghosts of businesses past…
    Circuit City, Bank One, Enron, Lehman Brothers…these are folks you might be shocked to find still sitting in your sales and marketing databases.  What’s the common theme among all of these companies? They aren’t doing business anymore. Some of them have made very splashy exits from the scene (ehhem Enron
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, MARCH 16, 2011
    [Sales] How to Bake a White Paper from Scratch Series
    One white paper can serve many purposes and plays a very important role in the sales cycle process. If you were to ask me which marketing content product I’ve been asked to create most often, it’s hands-down the white paper. However, there can be a bit of mystery about what exactly a white paper is.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  SUNDAY, DECEMBER 12, 2010
    [Sales] I Could Really Use Your Help TODAY!
    SNAP Selling has been nominated for the Top Sales Book of 2010. And, I've been nominated for Top Sales Personality of the Year. I Click here to vote for Top Sales Personality. And, click here to vote for the Top Sales Book 2010.  I need your help to win! Half the selection process is based on YOUR choice.
  • BLOG MY CALLS  |  TUESDAY, MAY 28, 2013
    [Sales] The Average B2C CPA is $149
    If you''re WAY over that number, take a good hard look at your marketing tactics and your sales force and determine what changes need to be made. How else will they know where to spend their marketing dollars or expend their sales resources? 'According to INCREDIBLE research from Hubspot , the average B2C CPA is $149. That''s it.
  • 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. 
  • HUBSPOT  |  FRIDAY, DECEMBER 17, 2010
    [Sales] 5 Must-Measure eCommerce Blogging Strategies
    For eCommerce sites that thrive through online sales, goals of each post should be different than for a B2B blog’s goals. Generate Immediate, Same-Day Sales. Same-day sales are difficult to generate from content-rich (i.e. non-promotional/sale) blog posts – let’s be honest! Attract Inbound Links.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 21, 2014
    [Sales] Bizo and DemandBase Lead B2B Marketing Automation to Web Advertising and Beyond
    This started by providing visitor lists and real-time alerts to sales people who were interested in specific accounts. The client data, which of course is available only to the client who provided it, could be anything but is usually attributes such as account type, buying stage, and sales territory. Let’s start with DemandBase.
  • MARKETING INTERACTIONS  |  TUESDAY, MARCH 10, 2009
    [Sales] Marketing Metrics: The Hard and The Soft
    The Hard Marketing Camp wants to tie everything to sales metrics saying anything that doesn't result in a revenue measurement doesn't count. In a B2B complex sale, [actually any sale] you can't get to revenue without Soft Camp initiatives. And there seem to be two camps—Hard and Soft. In my opinion, you need both.
  • VIDYARD  |  FRIDAY, APRIL 25, 2014
    [Sales] Is Marketing Automation Meeting High Expectations? [Infographic]
    Here are some of the notable responses: “Without our Marketing Automation efforts, we cannot support our company’s goals and help drive leads to build sales results!”. Our survey finds that measuring pipeline results and improving sales effectiveness are the biggest challenges marketers face with marketing automation.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, DECEMBER 18, 2012
    [Sales] How to Train Your Customers to Master Your Software
    For example, let them know that by the end of part one, you expect them to have memorized and understood your proprietary 3-pronged sales call. Create cheat sheets of the lingo used regularly, especially the lingo associated with specific sales processes and software. Create Realistic Expectations. Set Success-Measurement Metrics.
  • INBOUND SALES NETWORK  |  TUESDAY, MAY 10, 2011
    [Sales] How to Position Your Company to Win More Business
    In fact, SiriusDecisions estimates that the buyer’s journey is 70% complete by the time they contact a sales person. Most websites share the same problem as most salespeople: they are focused on converting the sale and not focused on empowering buyers to buy. But it’s more than just targeting keywords.
  • B2B MARKETING TRACTION  |  FRIDAY, MARCH 12, 2010
    [Sales] What Product Lifecycle (PLC) Means for B2B Inbound Marketing
    The growth stage of the marketing product lifecycle offers great opportunity for sales, but it is a stage of increasing threat as more competitors come into the market. The marketing spend may increase during this stage, but the sales volume should increase as well. Tweet. Introduction Stage of Marketing Product Lifecycle.
  • DIGITAL B2B MARKETING  |  THURSDAY, FEBRUARY 16, 2012
    [Sales] Lead Generation is Crippling Demand Generation
    The direct outcome of lead generation is new contacts available for sales or marketing. Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads.
  • HUBSPOT  |  THURSDAY, JULY 21, 2011
    [Sales] The 3 Biggest Challenges Facing Marketing Agencies
    These activities and services should also enable the monitoring of a lead from its earliest conversion to the final sale. In doing so, agencies can determine how to repeat the marketing activities that produce sales and increase clients’ ROI. This problem is often the result of poor sales practices.
  • VERTICAL RESPONSE  |  TUESDAY, MAY 27, 2014
    [Sales] 5 Ways to Leverage a Media Placement
    Arm your sales staff. If you have a sales team, have them bring color copies of the media placement as part of their leave-behind packets in meetings with prospects, at trade shows, etc. They’ll appreciate having their sales pitch endorsed and validated by a credible media source. But you’re not done. Get social.
  • THE ROI GUY  |  THURSDAY, JULY 19, 2012
    [Sales] Personalize, Challenge & Engage
    Understanding how the mind uses both, and the inherent biases involved, can help you create better marketing content and sales presentations, drive better engagement and win more favorable decisions, faster. You have two options 1. Receive a sure $800 that I am offering you 2. So why do most select the sure bet? You” wording works best.
  • MARKETING ACTION  |  MONDAY, JANUARY 28, 2013
    [Sales] Building Content Marketing to Support the Buying Process
    A huge majority of prospective buyers (70–80%) make most of their critical decisions before they ever talk to your sales team. If you want a proven, battle-tested methodology for producing sales-ready leads using content, then this is the webinar for you. In it, I’ll lay out a six-point program and go into depth in each element.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 23, 2012
    [Sales] Why We Took the Shears to the Home Page of Find New Customers
    ” – that’s the lament of sales everywhere today. Need help with the alignment of sales and marketing? For instance, on the  Get New Customers  page, you’ll find superb white papers on optimizing lead generation, sales and email marketing. Ever look at your house and decide a Spring Cleaning is in order?
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