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  • 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.
  • HUBSPOT  |  TUESDAY, JANUARY 15, 2013
    [Sales] When NOT to Use Lead-Gen CTAs in Your Marketing
    While we believe that leaving all content ungated makes growing your a Marketing and Sales machine more difficult when you're operating off a lead generation model, when you advance further down the marketing funnel, there are indeed some instances where you might want your content to be totally void of CTAs. PR and Social "Buzz" Campaigns.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, OCTOBER 26, 2009
    [Sales] Survey Suggests Marketers Are Moving from Paid to Social Media
    Marketing Measurement Practices The group reported using three broad types of marketing success measurements: - 91% measured new customers acquired or leads generated. - 63% measured customer retention or sales from current customers or lapsed customers. - 54% measured brand-marketing-style metrics such as awareness, perception or intent.
  • INBLURBS  |  TUESDAY, NOVEMBER 9, 2010
    [Sales] 5x Small Business advice on identifying Customer Needs
    Follow up with the first time site visitors can be very helpful to encourage on higher sales and repeated visits. Email marketing will result in credibility, reputation and increased sales of your products. Use small simple lines giving right messages and encourage good sales through inbound marketing. Listen to clients needs.
  • HUBSPOT  |  WEDNESDAY, JANUARY 16, 2013
    [Sales] The Marketer's Ultimate Glossary of Salesforce Terms
    If your organization uses Salesforce or another CRM system , you probably know that it's a powerful piece of software that is capable of transforming every aspect of how your sales team works. Perhaps you feel like you're neck deep in CRM terminology every time you have a conversation with your sales manager. err, complexity. Account.
  • VIDYARD  |  THURSDAY, JUNE 11, 2015
    [Sales] [Guide] How to Use Video and Marketing Automation to Better Engage, Qualify, and Convert Buyers
    From introducing a product to a new site visitor to explaining a complex feature in a one-on-one sales demo, video is up for the task. Video is here to stay. What’s more, this powerhouse doesn’t shy away from duties all over the funnel. Videos can be educational or entertaining,  live action or motion graphic, long or short, silent or not.
  • WEBBIQUITY  |  WEDNESDAY, MARCH 27, 2013
    [Sales] 26 Outstanding LinkedIn Tips and Tactics
    Writing that “If you’re in B2B marketing or sales, you can do so much more with your LinkedIn account than simply look up your B2B marketing contacts. Linkedin Leveraging: How to Tap Groups for Traffic, Leads & Sales by KISSmetrics. How can companies best use LinkedIn as a marketing platform? Marketing with LinkedIn.
  • FIFTH GEAR ANALYTICS  |  THURSDAY, JUNE 28, 2012
    [Sales] How Can I Do More with My Data?
    They have prospect data, customer data, campaign data, response data, sales data, web data, and more, — in different formats — and in different locations. Our clients come to us to help them do more with their data. What they need is a unified data management solution. ” Sounds great, doesn’t it? But what is it — really?
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 9, 2011
    [Sales] 20 Quotes To Inspire Your Marketing
    Right’ but Sales but wants ‘Mr. I intended to sit down this weekend and write a completely different blog post. But the weather was nice. There are lots of folks enjoying their vacations here in the lazy days of summer. And some people like to use this time for reflection. Which ones did I miss? Drucker. Photo Source. Strategy
  • BLOG MY CALLS  |  THURSDAY, MAY 22, 2014
    [Sales] New Study: Agents 'Ask for the Business' 3x More on Converted Calls
    We define as a converted call where one of four things happened: an Appointment Set , a Sale Made , a Reservation Made , or a Committment to Buy. Agencies and Marketers - Is your sales team asking for the business? And this is a big deal. The infographic used data extracted from millions of phone calls in the first 4 months of 2014.
  • CONTENT MARKETING TODAY  |  WEDNESDAY, SEPTEMBER 15, 2010
    [Sales] 90% of B2B Marketers Count on Content Marketing in 2010
    B2B Marketers Understand Need to Measure Success–Web Traffic and Direct Sales Lead the Way. The brand-new and very revealing study from Junta 42 and Marketing Profs reinforces the growing dominance of content marketing in the business-to-business arena. Content marketing is 26% of the total marketing budget.
  • LOOPFUSE  |  MONDAY, NOVEMBER 8, 2010
    [Sales] Taking Your Website to the Next Level: Setting a Website Strategy
    The company enables companies with mobile delivery, sales, or service people to know where the vehicles are, if they’re on schedule, if they’re safe, if they’re speeding, or if they’re following the most efficient routes, etc. Companies with fleets of delivery, sales or service vehicles. Contact us to set up a sales consultation.
  • SMASHMOUTH MARKETING  |  WEDNESDAY, SEPTEMBER 4, 2013
    [Sales] We Are All Our Own CEOs - Chris Brogan On #Owner Magazine
    Does that sound much different than a sales or marketing professional? As a business owner, I manage my tasks, take care of clients, look at my numbers, work hard, attend to quality, work with my team.you name it. Tasks, Clients, Quotas, Energy, Perfection, Peers. You all own your own businesses! Congrats.
  • MARKETING GENIUS BLOG  |  TUESDAY, JULY 26, 2011
    [Sales] MAI Creates New Resources for the Everyday Marketer
    Every day marketers have increasing demands put upon them…breakthrough the noise, increase the pipeline, deliver better leads to sales, increase revenue!  David Raab of Raab Associates; Craig Rosenberg of Focus.com. The MAI provides the training, resources and educational certification to help us all be marketing geniuses. Tweet This!
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Sales] 3 Big Retailers That Also Rock Ecommerce
    If Walmart is going to compete with Amazon for online sales, they should be prepared with features Amazon shoppers love. While they’ve managed to maintain decent sales, it’s become obvious they’ll need to step up their online sales strategies. Fortunately we’re not in danger of losing some of our favorite big retailers. Walmart.
  • HUBSPOT  |  FRIDAY, JUNE 28, 2013
    [Sales] 30-Day Challenge: 8 Little Changes to Your Marketing That'll Make a Big Impact
    Marketers are typically pretty closely aligned with their sales organization -- or at least they strive to be -- but its easy to forget about leads once they become customers. It''s an invaluable source of feedback that can help you make better Marketing and Sales decisions. 5) Sit on a Sales Call. So, I''m blogging about it.
  • B2B IDEAS @ WORK  |  THURSDAY, JUNE 10, 2010
    [Sales] Brogan to B2B Marketers: "I See You" at BMA Engage 2010
    Be there before the sale. Greg from Blue Sky Factory was there before the sale, hanging out and buying people beer. $1k worth of beer created an ROI of nearly seven figures. Metrics should be about sales. He was hilarious, creative and unpretentious, genuinely thrilled and honored to be presenting to more than 600 B2B marketers.
  • BLOG MY CALLS  |  THURSDAY, MAY 2, 2013
    [Sales] Ad Tracking: You Don't Know What You Don't Know
    With this information they were able to modify sales processes, their sales team, and even improve their marketing spend. They also made some substantial changes to their sales training programs internally and their CRM processes and procedures. Marketing is actually quite scary. You don''t know what you don''t know. Awesome.
  • ANNUITAS  |  MONDAY, JANUARY 14, 2013
    [Sales] Marketers Need to Adjust Their Focus
    Author: Carlos Hidalgo @cahidalgo  is CEO and Principal, ANNUITAS. A New Year is upon us and provides the opportunity to look at the past year and see how far we have come in B2B demand generation.  The market is maturing as marketing’s strategic role in the enterprise is growing as demand generation is top of mind for organizations. 
  • CLIENT BRIDGE  |  MONDAY, MARCH 7, 2011
    [Sales] More Free PR Opportunities
    Source Testimonial: "HARO is a primary tool in the arsenal of solutions offered in my sales and marketing services business. HARO (Help a Reporter Out) is a site that allows thought-leaders to share their expertise with reporters and potentially reap some PR rewards. Answering those queries can lead to national media exposure.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 23, 2012
    [Sales] Why I’m Proud to be a Notre Dame Graduate
    And I’m now the President of the sales lead generation  marketing company, Find New Customers and the host of the Television on the Internet show, Marketing Made Simple TV too. Why I’m Proud to be a Graduate of the University of Notre Dame. If you ever get a chance to visit that campus, jump on it. It is Catholic.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 23, 2015
    [Sales] The B2B Funnel is Leaky on the Marketing Side Too
    Ask any overzealous inside sales rep who followed up with a phone call. Maybe a high lead score precipitated this call, but the prospect may still not be product or sales ready. And why is this marketing funnel just as leaky as the sales funnel? That’s sales’ job. All B2B marketers are aware of the funnel.
  • B2B MARKETING UNPLUGGED  |  MONDAY, MAY 11, 2015
    [Sales] What Did Your Brand Ever Do To Deserve Bad Photos?
    “…and the striker has a great opportunity on this penalty kick…” The sales team just couldn’t get the hang of rock, paper,scissors.  .  . Fewer than half of companies ask their sales people to do role-playing sessions to practice their delivery. This is a perfect opener for your next sales update.
  • VIRALLY BLOG  |  TUESDAY, JULY 22, 2014
    [Sales] ROI for content marketing
    So as a modern marketer sometimes a lot of what we do does not directly lead to sales per action we take. Virally can also help bridge the gap between sales and marketing by giving you an insight into who your audience is. This is why lots of business owners struggle with social media and content marketing. Events
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 5, 2012
    [Sales] How Effective is Your Lead Generation? Key Insights from Lenskold Group’s 2012 Lead Generation Marketing Effectiveness Study
    51% yes, and our marketing automation is integrated with sales/CRM. 36% somewhat–we do cost per lead and cost per sale. Integrated users show much higher use of cost efficiency, sales, revenue, and forecasting metrics. It can have a great impact on revenue per sale by upselling customers and generating demand.
  • B2B MARKETING TRACTION  |  FRIDAY, MARCH 23, 2012
    [Sales] Don’t Waste B2B Marketing Dollars on PPC
    If you do have PPC campaigns running, make sure that someone is not only monitoring traffic but also measuring conversions (sales). Pay-per-click (PPC) advertising is a waste of marketing dollars. It’s expensive, and it’s so ten years ago. Go ahead – do a search – such as “Does PPC work?” PPC pro? Or con?
  • THE POINT  |  THURSDAY, AUGUST 20, 2015
    [Sales] Is B2B Lead Generation Really This Difficult?
    Marketers are judged (particularly by sales, and even more so in technology companies) on “what have you done for me lately.” Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. Why is that?
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 10, 2013
    [Sales] 5 Ways Your Email Platform is Holding You Back
    As a result, your sales teams do not have a full picture of the prospect. Having a single, unified view of the prospect is essential for deciding how to target – and when to hand them over to the sales team. 2) One-off campaigns. It’s your technology. But marketing has moved on – and email platforms simply haven’t.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 1, 2013
    [Sales] Should You Hire Your Demand Generation Leader from your Competitor?
    Awards, like Top 50 Influencer in Sales Lead Management. A West Coast marketing recruiter wrote this to me a few days ago: “ Typically my clients are looking for someone who has a successful recent track record as a full-time, permanent employee, preferably coming out of a direct competitor. ” I have to ask a simple question.
  • THE CONTENT FACTOR  |  TUESDAY, JANUARY 18, 2011
    [Sales] Case Study Winners: It’s About the Client
    The idea for this white paper was borne from my observation that case studies are remarkably difficult for most B2Bs to generate, yet they are usually the most valuable marketing content a B2B can provide for its sales force. read more. B2B Case Studies Business to Business (B2B) Content Marketing
  • WINDMILL NETWORKING  |  MONDAY, JANUARY 13, 2014
    [Sales] Tips for Social Media Writers: How to Get Inspired
    Related Stories 6 Social Media Trends for 2014 to Watch Evolve Along for the Ride: Social Conversations on the Customer Journey 10 Tips for Getting Started With Social Sales On [Insert Network Name]. Social Media Writing Business Facebook LinkedIn Marketing and Advertising Motivation Social Media Marketing Stephen King Twitter
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 3, 2013
    [Sales] Marketing Automation—Three Success Tips from John D. Rockefeller
    Rockefeller would have liked the fact that MQLs that are passed to the sales team and do not work out are not wasted, but can be recycled and pushed back to the prospect stage in the revenue cycle. Rockefeller was always looking to improve his return on investment in staffing, manufacturing, transportation, and sales. Though John D.
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 12, 2014
    [Sales] 4 Advanced PPC Metrics We Can Extract
    It can determine if an appointment was set on the call, if a sale was made, if the caller was a qualified lead, and even if the employee answering the call did a good job selling. They''re literallly able to show their clients how many appointments have been booked as a result of marketing spend. 3) Sale Made.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 26, 2014
    [Sales] Be Relevant or Die: The New Nature of Nurture
    For example, a lead who has only downloaded an introductory-level whitepaper will delete your hardcore sales email, but they might latch onto an offer to receive automatic updates about more articles on the topic, or even a demo/webinar that will speak to similar pain points. But the simple truth? Relevance is the New Game in Town.
  • WRITTENT  |  MONDAY, OCTOBER 20, 2014
    [Sales] 8 Ways What You Write Will Affect Your Bottom Line
    Making sales and acquiring new revenue is the purpose of marketing, right? In fact, sloppy SEO practices may attract a bit more traffic to your website, but not the kind of traffic that can lead to sales! Pure site visits don’t always equal sales. Your blogs should never be an overt sales pitch. Be Relevant.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 21, 2012
    [Sales] Raab Report: OfficeAutoPilot, Infusionsoft and HubSpot Rate Highest in Marketing Automation for Very Small Business
    Before marketing automation, they typically use an email system (which also provides landing pages and simple nurture campaigns) or sales automation product for their marketing. This matters because the systems all do roughly the same things, making it hard for inexperienced buyers to tell them apart. Our scoring reflects those priorities.
  • SAZBEAN  |  THURSDAY, MARCH 29, 2012
    [Sales] Beyond Likes: How Google and Adobe Aim to Measure Your True Social ROI
    Measuring marketing spending used to be pretty easy, at least in theory: You’d run a big ad campaign and then see if your sales rose. campaign may not do much for sales, but it might add a million Facebook fans or garner an impressive number of retweets. If they did, great. If not, then you wasted your money. News & Notes
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] CFOs are Large and in Charge of Buying Process in 2012
    Whether Performance was Achieved as Promised Best Practices for Connecting, Engaging and Selling to Finance Execs Vendor sales and marketing teams can achieve better effectiveness and competitive advantage if they are better able to connect, engage and sell to the finance executive. Speaking with and evaluating prospective vendors (85%).
  • SAVVY B2B MARKETING  |  FRIDAY, AUGUST 27, 2010
    [Sales] Savvy Week in Review - August 27
    Three Ways to Kick-Start a Sales Cycle by @corpv via @MarketingProfs MarketingProfs recycles an evergreen post by Tim Riesterer of Corporate Visions, spelling out how to create preference vs. parity in your value propositions. While summer may be slipping away, great reads on the blogoshere are holding steady. Enjoy!
  • MARKETING ACTION  |  THURSDAY, AUGUST 8, 2013
    [Sales] Challenge: Go from Tactical to Strategic Demand Generation – Webinar with Carlos Hidalgo
    Year in and year out, marketers are struggling with how they can generate quality demand and in so doing, have an impact on their organization’s sales pipeline and bottom line revenue. Buying-process-driven – much different than your sales process. Marketing + sales activities. Engage, nurture, convert.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 25, 2011
    [Sales] 7 Keys to Lead Scoring Success
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to a lead generation company like Find New Customers. Lead Generation Company | 7 Keys to Lead Scoring Success. Even we get behind schedule at times.).
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [Sales] How to Create a World-Class B2B Call Center
    As soon as she received them, she passed them over to the sales manager to distribute among the sales force, expecting to receive praise and thanks for her outstanding efforts. Eventually, she stormed into the sales manager’s office and asked, “What’s going on? Aren’t the sales people happy with the leads? Hire Right.
  • FUNNEL FOCUS  |  MONDAY, AUGUST 1, 2011
    [Sales] Content Marketing Strategy – Step 1: How to Perform a Content Audit
    Analyze their online activity, interests and interactions with your sales team throughout the process to determine how your existing content corresponds to each phase. With the increased attention on content strategy and how it drives the buying process, the content audit is becoming a routine exercise for many b2b marketers. The Preparation.
  • BLOG MY CALLS  |  WEDNESDAY, MAY 15, 2013
    [Sales] 4 Key Metrics Every Data-Driven Marketer Should Pay Attention To
    We''ve compiled 4 key metrics that truly data-driven marketers need to heed. 1) Sales Readiness Indicator. How ''sales ready'' are your leads? Specifically, how sales ready are your phone leads? One of the incredible data points that Conversation Analytics extracts from phone calls is a Sales Readiness indicator.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Email Deliverability Class is in Session
    If your email doesn’t reach your customers, you can’t convert any sales. If you don’t convert sales, you don’t have a job. If you are involved in Email Marketing at just about any level, you know that Deliverability is important. What is Deliverability really? The reality is so much more than that.
  • ANNUITAS  |  THURSDAY, OCTOBER 2, 2014
    [Sales] Content Marketing. It’s Not Getting Any Better
    However, when you look at the “Metrics for B2B Content Success” 63% measure web visits and only 49% measure Sales Lead Quality and only 48% measure Conversion Rates. What A Difference A Year Makes.  In its fifth year, the survey takes a close look at the content marketing discipline in B2B organizations and how organizations rank themselves.
  • WEBBIQUITY  |  TUESDAY, APRIL 19, 2011
    [Sales] The Dirty Dozen Top 12 Social Media Mistakes to Avoid
    product brochures and case studies) are not content; they still have their place, but that is later in the sales cycle after a sales dialog has been established, not at the exploration and initial interest stage where much social media interaction occurs. Failing to LISTEN. You can’t have a conversation without listening.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 28, 2014
    [Sales] The future of digital marketing will be built on fun
    Our business goal in this phase is to help and serve people at their point of need, whether they are looking for a movie review, the best price on a laptop, or product information at the point of sale at a retail store. It seems pretty clear to me … let’s see if you agree. The first three digital revolutions. The fourth revolution.
  • IT'S ALL ABOUT REVENUE  |  SATURDAY, JULY 20, 2013
    [Sales] How Beneficial is Your Time Spent Analyzing Marketing Data? [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by John Stetic | Tweet this “Look before you cross the street”; “Take in this view”; “Look at this!” The half who are ready are a “new breed” of data-driven CMOs.
  • SMALL MANUFACTURER BLOG  |  TUESDAY, JANUARY 3, 2012
    [Sales] B2B and Mobile Marketing — Strategies from the “Trenches”
    Ensuring your customers can access your site no matter which device they’re using or where they’re located improves the customer experience — and ultimately sales. Tweet I spend a lot of time on my iPad now, and while I’m searching, reading and buying, I pay close attention to what works and what doesn’t.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 22, 2011
    [Sales] The Fearless Competitor to review the new book by Mike Stelzner – “Launch”
    He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Win a free copy of this great book.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 11, 2011
    [Sales] Behind The Scenes At Procurex – The Buyer Thinktank
    Ray Collis, Author of the B2B Sales Revolution visits the event for Seller Insights to find out the implications for salespeople - sales strategy and sales skills. Buyers gather at Procurex in Birmingham's NEC - on the agenda is how to buy better. Video
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] Hard lessons agency customers need to learn about social media marketing
    When I can prove a cost per lead that crushers traditional media and rivals PPC or digital retargeting, their tune often changes. 4.  It doesn’t drive sales/conversions.  . It doesn’t drive sales/conversions. . By Leah Schultz, {grow} Community Member. So I did that. The experience was like getting a root canal every day. It’s free.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, FEBRUARY 4, 2009
    [Sales] Four Practices to Increase Webinar Effectiveness
    No one is going to want to attend your webinar if all they are going to get is a sales pitch, and your email copy will set the tone. Sending emails on behalf of the sales agent (who owns the lead), using Batch Signatures, has resulted in increased open rates of 10-15% and click-through rates of 2-4%. Leverage offline channels.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 22, 2012
    [Sales] Holiday Spending Delivers Q4 Gifts to E-commerce Sellers
    Recording increases from 14 percent on Free Shipping Day to 26 percent on Black Friday, online sellers generated sales from $500 million on Thanksgiving to almost $3 billion during the entire week of Christmas. Plus, Forester Research predicts that sales volume will increase to an amazing $279 billion by 2015. billion in online sales.
  • INBLURBS  |  TUESDAY, JULY 12, 2011
    [Sales] 5 Easy steps to get found on Google from your potential customers
    Before getting started with the whole stuff of sales and marketing ideas one has to find answers for the questions like, who would be the target audience? Just concentrate all your attention to the sales and marketing for the existing and prospect customers only. You should not underutilize your resources in any case.
  • E-LIGN  |  THURSDAY, AUGUST 22, 2013
    [Sales] Branding is an Essential Part of Marketing
    Every small business owner really wants one thing: more sales! Branding can be an effective tool, when combined with an inbound marketing strategy , to increase your sales by providing a consistent message every time your customers interact with you. What does it mean to create a brand? Put your brand everywhere. Inbound Marketing
  • ANNUITAS  |  THURSDAY, JANUARY 8, 2015
    [Sales] How to Have a Successful Marketing Automation Implementation
    Once the leads are passed over to sales, marketing will have a very limited view which will have a negative impact on reporting. Now that you’ve selected your marketing automation platform (MAP), it is time to implement. What is your Demand Generation Strategy? Knowing your Demand Generation Strategy will help you to plan for the road ahead.
  • CONNECT THE DOCS  |  MONDAY, APRIL 26, 2010
    [Sales] B2Bs should get Serious about Social
    Ardath Albee - eMarketing Strategies for the Complex Sale. "Social" is here to stay and marketers should design strategies and programs to take advantage of this tremendous opportunity. To survive marketers must participate in conversations. We asked " What are key marketing trends and predictions for 2010? Parker Trewin.
  • NNC SERVICES  |  TUESDAY, DECEMBER 18, 2012
    [Sales] B2B Social Marketing- Don’t Be Forgotten This Holiday Season!
    It’s feeling like your sales cycle will never progress, you’re. The space in between Thanksgiving and New Years can sometimes seem like “no man’s land” for a B2B marketer.  While the holiday season brings an avalanche of business and buzz to the B2C sector, many in the B2B sphere have an almost totally opposite experience.
  • ANNUITAS  |  TUESDAY, FEBRUARY 10, 2015
    [Sales] Misalignment of Marketing Priorities
    They perhaps believe true lead generation is simply the practice of capturing names via random tactics and sending to sales as leads.  In November 2014, ITSMA took a poll to gain insight into the top priorities of B2B marketers over the next two years. The foundation of any successful lead generation program is understanding the buyer.
  • LOOPFUSE  |  MONDAY, AUGUST 19, 2013
    [Sales] Five keys to successful marketing automation content
    Affirmation Content: As leads are nurtured into opportunities for sales follow up, they need information that helps lead them to a confident purchase decision. Advocacy Content: The sale has been won but now is not the time for complacency. The second part presents the importance of people. That’s a position of strength!
  • MARKETING INTERACTIONS  |  TUESDAY, DECEMBER 29, 2009
    [Sales] Do You Know Your Customers.Or Are You Guessing?
    In my book, eMarketing Strategies for the Complex Sale, I bestow relevance with the "King" moniker. I did this because the old adage that "Content is King" is meaningless unless relevance is involved. Strangely, this point is often overlooked. And, once prospects become customers, we need to retain them over the long term.
  • INBLURBS  |  MONDAY, JULY 16, 2012
    [Sales] Eloqua Announces Chatter Integration
    In short, the upgrade forges a stronger collaboration channel between Marketing and Sales, as well as extends socialized enterprise value further in an organization. Her professional experience spans journalism, sales, advertising and SEO marketing. Eloqua connected me with their product team who gave me a demo.
  • MARKETING ACTION  |  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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    The real issues are budgetary (budgets and content), organizational (skills, data quality, sales feedback, sales integration, and performance standards), and technical (data collection and compatibility). The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks.
  • SOCIAL MEDIA B2B  |  MONDAY, MARCH 17, 2014
    [Sales] I Went to a B2B Trade Show, Was Underwhelmed by Your Presence and Kept Walking
    So let’s assume that you have an awesome product that solves problems, a great team to provide services, and even a great sales staff to explain the value proposition and close deals. Gathering dust on the sales manager’s desk? Can we schedule a phone call with our junior level inside sales person to remind you how awesome we are?”
  • MODERN B2B MARKETING  |  FRIDAY, MAY 8, 2015
    [Sales] Love and Nurture Isn’t Just for Leads: 4 Ways to Show Your Data Some TLC
    And of course, every role on a successful marketing team is in some way geared toward demand generation, with the ultimate goal of producing sales-ready customers. This will make your CRM a much more efficient sales tool and will go a long way in building solid bridges between sales and marketing. Clean It. Consolidate It.
  • HUBSPOT  |  FRIDAY, MAY 8, 2015
    [Sales] Demand Generation Benchmarks & Trends: Software Marketer Edition
    While creating the survey for this report, we were interested in whether the different industries had radically different conversion funnels across visitors, leads, and sales opportunities. Paths to conversion are complex, and brands need to be present in their audiences’ sales journeys. Tweet This Stat ). Tweet This Stat ).
  • HUBSPOT  |  TUESDAY, DECEMBER 23, 2014
    [Sales] How and When to Follow up With All Types of Leads
    In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts. times. Where did the lead come from? times.
  • SAZBEAN  |  THURSDAY, JANUARY 27, 2011
    [Sales] Social Media is a Marketing Tool
    My favorite: CMOs are more clear than ever before that they want to measure sales conversion and revenue drivers. Lots of “social media gurus&# like to talk about how social media is all about “joining the conversation&# and “listening to your customers.&# Draw that line to the bottom line, or go home. News & Notes
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 9, 2013
    [Sales] Is Your Industry Hitting the Click Through Rate Mark? [CHART]
    There is no easy way to answer this question, but taking some facts about how marketing automation is used by this industry into account, my first assumption is the role the channel “plays” – specifically that modern marketers in this industry (as well and Insurance) are primarily marketing to a channel (sales, buyer, etc.)
  • 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.
  • B2B LEAD BLOG   |  MONDAY, MAY 23, 2011
    [Sales] Four Reasons Why Funnels Are a Marketer’s Best Friend
    Tweet Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way sales leaders do. There’s a reason sales executives absolutely run sales organizations based upon the funnel while their best sales people use it to manage their pipeline.
  • TECHNOLOGY MARKETING IN MIND BLOG  |  TUESDAY, NOVEMBER 6, 2012
    [Sales] Telephone Qualification Can Improve Marketing Lead Quality
    Marketing and Sales have long been at odds over whether it’s better to generate a large volume of leads or if it’s better to generate fewer, higher quality leads. Anyone involved in Sales or Marketing today, however, knows that the volume game is over. Compensate with a Sales-like Pay Structure. Here’s why.
  • HUBSPOT  |  FRIDAY, NOVEMBER 21, 2014
    [Sales] 29 Charts & Stats on What Matters Most to Marketers Right Now
    Below is a highlight of the main charts and stats from the 2014 State of Inbound Marketing , HubSpot''s most recent survey of 3,500 marketing and sales professionals across all company sizes and job titles. 16) Both sales and marketing professionals value inbound channels for lead generation. The best marketers I know are curious.
  • VIDYARD  |  WEDNESDAY, OCTOBER 1, 2014
    [Sales] Introducing Vidyard Studio: The Easiest Way to Create and Share Video
    Videos may be the best way to engage an online audience ( 70% of marketers recently reported that video converts better than other content types), but there’s no denying that this format is still intimidating or even inaccessible to many sales and marketing professionals. Your Data, Where it’s Useful. Blog Vidyard News
  • BIZNOLOGY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] The ole one two three four five six seven punch
    They’re your top sales people, they’re the lawyer you have on retainer, they’re the real estate agent who got you that house. ”  Well, that’s the X-factor, maybe: likeability, charm, tact, timing, and not just making everything about business, about the pitch, about the sale. People are so busy. Seriously.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 6, 2013
    [Sales] Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management
    by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year.  Gartner evaluates vendors in a Magic Quadrant on two main dimensions – completeness of vision and ability to execute on that vision. 
  • VIDYARD  |  THURSDAY, MAY 21, 2015
    [Sales] The Value-Add of Video in the Content Journey
    well-planned strategy includes different types of content, delivered via various programs, all helping to uniquely educate the buyer and possibly bring us one step closer to a sale. Videos further in the funnel like product demos, customer testimonials, or personalized sales videos can all help move buyers towards the close. Be Ready.
  • 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.
  • SMALL MANUFACTURER BLOG  |  FRIDAY, AUGUST 13, 2010
    [Sales] B2B Content Marketing: Think Like a Reporter
    find lots of interesting information this way, such as the fact that the hugely successful Old Spice social media campaign has lifted sales by 107%. Content that educates, content that entertains, content that drives purchasing decisions and sales. August, 2010. Published by Dianna Huff. Volume 10, Number 8. Welcome! We make widgets.
  • BIZNOLOGY  |  TUESDAY, MAY 27, 2014
    [Sales] So what is native advertising?
    In other words, native advertising wants to compel your superconsciousness to share, tweet, retween, like, and +1 rather than just infect your subconsciousness thereby branding you — or even the holy grail of converting you to a sale. Sales staff/. guess we can call it buzz advertising, if you will. The Native Matrix. ad agency.
  • FOLLOW THE LEAD  |  TUESDAY, OCTOBER 25, 2011
    [Sales] ZoomInfo Community Edition Success: An Integrated Approach
    Tell us a little bit about what you do. I’m the head of sales for a digital media, marketing, and … Continue reading → Jeff Travilla, Senior Account Manager at Compel Cart and ZoomInfo Community Edition user, shares his strategies for using Community Edition.
  • VIEWPOINT  |  WEDNESDAY, JULY 10, 2013
    [Sales] Power Opinions - Experts Select Top Three Social Media Tools
    Anthony Iannarino ( The Sales Blog ) said, “It allows you to engage in one-to-one and one-to-many conversations. We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. Still my favorite!”. Four listed blogs. Not surprisingly, S. You own the platform.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 16, 2012
    [Sales] The 10 Commandments of #pre-callresearch
    Find the decision makers through company executive profiles, sales intelligence, or a conversation with a sales representative or administrative assistant. The best way to win a sale is to offer a solution to the problems or challenges a prospect faces. Learn About the Prospect. Learn About the Decision Makers.
  • THE ROI GUY  |  SATURDAY, AUGUST 31, 2013
    [Sales] How to Unseat an Incumbent?
    I was recently asked by one of our technology services customers how best to help their sales teams unseat an incumbent solution provider, and if it could be done proactively and provocatively. If you are the challenger, in almost half the cases where a change occurred it was the business case that made the difference.
  • INBOUND MARKETING AUTOMATION BLOG  |  TUESDAY, APRIL 9, 2013
    [Sales] Internet Marketing Faux Pas
    A Gossamar Post by Megan - this post first appeared on Gossamar , a site dedicated to Gossamar - Inbound Marketing, Marketing and Sales Automation The benefits of online marketing are plentiful: everything from lower costs to long term results, easier targets to massive audiences. With that said, the future of marketing online is unclear.
  • CONTENT MARKETING FOR BI  |  TUESDAY, MARCH 22, 2011
    [Sales] How to Bake a White Paper from Scratch: Part One—the Recipe
    You might be a product manager who needs supporting collateral for sales, a marketing team member who’s been given the assignment, or perhaps you have a small or mid-size business, without the luxury of a marketing team, writing it yourself. Will you leave it behind after a sales call? Here you sit, ready to start your new white paper.
  • MARKETING INTERACTIONS  |  THURSDAY, MAY 5, 2011
    [Sales] Product vs. Solution vs. Perspective
    RT @cahidalgo: 57% of #sds11 attendees say their mktg/sales approach is Product-centric but want to move to solution centric. In reviewing the Tweets from yesterday [Thanks to @sgersh for compliling] I saw a Tweet posted by Carlos Hidalgo ( @cahidalgo ) that caught my interest. This is where perspective needs to play a bigger role.
  • B2B LEAD BLOG  |  MONDAY, AUGUST 6, 2012
    [Sales] Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion
    Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. The Eloqua Topliners forum is one of the best resources on line for anything related to marketing automation best practice. If you haven’t been there, we suggest you visit – it’s terrific. Share and Enjoy.
  • B2B LEAD BLOG  |  MONDAY, AUGUST 6, 2012
    [Sales] Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion
    Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. The Eloqua Topliners forum is one of the best resources on line for anything related to marketing automation best practice. If you haven’t been there, we suggest you visit – it’s terrific.
  • TRADESMEN INSIGHTS  |  THURSDAY, NOVEMBER 11, 2010
    [Sales] 2010 Industrial Marketing Trends: How Do You Stack Up?
    Of the 464 respondents, 70% hold management positions in sales or marketing. These Here are some highlights: • 70% of companies anticipate an increase in sales compared to 2009. GlobalSpec is an internationally known portal used by engineers, technical and manufacturing professionals.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 15, 2013
    [Sales] 5 Simple Remedies To Heal Your Ailing Email Subject Lines
    Sales Prospecting Perspectives is pleased to bring you a guest post from James Hutto , co-founder of Valeo Marketing. beautiful and finely-optimized website certainly help, but it isn’t quite enough to sustain or grow your sales. In an ideal world, we’d all have 100% email open rates. If only things were that simple. But don’t fret!
  • B2B MARKETING TRACTION  |  MONDAY, MAY 11, 2015
    [Sales] 3 New Promotional Product Campaign Ideas for Your B2B Marketing
    At a certain point in your sales cycle when it’s key to get prospects to listen to your message about why you’re different or to watch a video of your best customer testimonial. Are you wondering if promotional products or giveaways make a difference? Selfie stick video or photo social media campaign. Some Rights Reserved.
  • FEARLESS COMPETITOR  |  SUNDAY, SEPTEMBER 29, 2013
    [Sales] Jeff Ogden is honored to participate the SMAC Summit in NYC on October 17th
    Come join the award-winning marketing expert Jeff Ogden of the sales lead generation firm Find New Customers at this great event. Jeff is also the creator and host of the popular syndicated show, Marketing Made Simple TV. created Marketing Made Simple TV for one simple reason. To learn more and get tickets, please visit The SMAC Summit site.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 5, 2011
    [Sales] 4 Components of Successful Demand Generation Marketing
    Instead of defining the funnel in terms of sales, demand marketers think in terms of revenue. Sales qualified leads – sales picks up the ball, contacts the prospect and continues the conversation marketing started. Sales opportunity – the lead temperature has risen from lukewarm to hot. Names of potential prospects.
  • THE FORWARD OBSERVER  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] How To Talk to Management About New Approaches to B2B Marketing
    Many C-Suite executives may have come up through sales, accounting, operations or some other career path, and may be less familiar with marketing. One of the first questions I ask is if they’ve ever not answered a call because the Caller ID indicated that it was a sales call. One successful approach is to educate with questions.
  • LEADSLOTH  |  FRIDAY, OCTOBER 16, 2009
    [Sales] Why Are Marketing Automation Managers So Hard to Find?
    Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. thorough understanding of sales & marketing processes is required. The marketing automation manager should just as easily talk to a sales person as to a web developer.
  • SAZBEAN  |  SATURDAY, MAY 25, 2013
    [Sales] Top Internet strategy, marketing and technology links for the week of May 26, 2013
    News & Notes
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