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  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MARCH 11, 2010
    [Sales] How to sell stuff on your B2B blog without being annoying
    Involve sales in the blog chats and comments — Why not use the engagement in the comment section of the blog to let your sales folks build connections? An opt-in for newsletters creates a sales lead. Right? Earlier this week I wrote about a growing trend toward sponsored posts and outright selling on blogs.  Why not?
  • SOCIAL MEDIA B2B  |  TUESDAY, MARCH 1, 2011
    [Sales] 5 Tips for Creating Share-Worthy B2B Email Content
    If you can create share-worthy B2B email content, you can generate additional brand awareness and boost your potential for lead acquisition and sales. Just because your B2B email recipients are business contacts doesn’t mean your email content can’t be interesting enough to start conversations and generate social shares.
  • B2B MARKETING TRACTION  |  THURSDAY, JANUARY 7, 2010
    [Sales] Create a 1-Page Marketing Plan
    use different colors for milestones, and sometimes I use different colors for activities that fall in different departments, such as marketing and sales. Tweet. like working from a one-page marketing plan for my clients and for my own business, whether or not we have a multi-page written plan as well. One Page Marketing Plan. Do you use it?
  • REPUTATION TO REVENUE  |  MONDAY, APRIL 26, 2010
    [Sales] The lure of cheap content in B2B marketing
    Or, perhaps most common of all, marketing content that is simply ignored by sales before it even has a chance to reach customers and prospects.  An article in MediaWeek on content mills like Demand Media and Seed.com got me thinking about the dangerous lure of cheap content in B2B marketing. Photo credit: FDR Presidential Library.
  • BLOG MY CALLS  |  WEDNESDAY, AUGUST 1, 2012
    [Sales] 5 Reasons LeadsCon Was Awesome
    There was clear delineation between sponsored sessions (sales pitches) and best practices sessions (learning) which is useful and necessary. Part of the struggle fun of having a totally new product that is vastly different than other competitors in the same category is knowing exactly where to market. Then we went to LeadsCon. 3) Speakers.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, OCTOBER 24, 2012
    [Sales] Content Marketing’s Deadly Trap
    It’s extremely difficult to tie to ROI, particularly in industries with long sales cycles or intensive sales processes. So, at this point, I think most B2B marketers are sold on the value of content marketing. So we say – if you can’t beat budget pressures and the information revolution, join them! Yes, seriously.
  • HUBSPOT  |  THURSDAY, OCTOBER 21, 2010
    [Sales] The 9 Worst Ways to Use Facebook for Business
    They don’t want to go to Facebook to get your sales pitch. Facebook fan pages are useful tools for connecting with your audience on a site they visit each and every day. But there are some common mistakes that companies make on Facebook. Duplicate your Twitter Strategy on Facebook. Take advantage of the extra space!
  • INBLURBS  |  THURSDAY, DECEMBER 30, 2010
    [Sales] Before you start your marketing you should think!
    When you have identify your buyer persona, than you can go to the next step: Article: Setup a corporate blog to get traffic and sales. Articles: How to get more Clients and Sales with Social Media Marketing. How many sales leads does your website generate? But wait, are you sure you know your buyer persona? Send article as PDF.
  • WONDERING OUT LOUD  |  FRIDAY, JANUARY 8, 2010
    [Sales] A social media question worth pondering
    If he can prove that a facebook fan will drive sales of butter he has a shot at getting the customer to take a look at it. However, in B2B the sales cycles are much different. Unlike consumer products, most B2B sales are more complex and carry more risk – professional and personal – for the buyer.
  • FUNNEL FOCUS  |  WEDNESDAY, FEBRUARY 13, 2013
    [Sales] Video Content for Asure Software
    SALES ENGINE STUDIOS – Last week, Asure Software , a leading provider of workplace management solutions, was onsite at Sales Engine Studios shooting video for their latest content strategy. Rather than a sales pitch, they dig down to the problems and how they are able to solve them.” The video shoot is great,” said Steven W.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 28, 2010
    [Sales] Teleprospecting Programs and the Value Hidden Within
    When an integrated marketing plan is in place there are obliviously a number of channels that are explored for promoting brand awareness, enhancing customer experience, generating and qualifying leads for sales to follow-up on etc. Budgeting can be a stressful endeavor no matter what your role is. I am by no means an expert on this subject).
  • 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%
  • WEBBIQUITY  |  THURSDAY, JANUARY 30, 2014
    [Sales] 12 (of the) Best Guides to Marketing on Pinterest of 2013
    Generate leads and sales? Writing that “Pinterest can…have a substantial effect on driving traffic to a website, raising brand awareness, and an eventual increase in sales,” Rebekah Radice (notice a pattern here?) 'Which social network was fastest to reach 10 million users, and now has 70 million members worldwide?
  • HUBSPOT  |  FRIDAY, OCTOBER 5, 2012
    [Sales] How to Use Customer Service to Spruce Up Your Buyer Personas
    This aggregated data should reveal technical savvy, which also dictates how marketing and sales communicate with that persona, as well as what kind of content they should create. from blog posts, to sales collateral, to email messages, to product page copy. And these insights are invaluable for maximizing your marketing team's spend.
  • HUBSPOT  |  THURSDAY, OCTOBER 28, 2010
    [Sales] New Data: Generating Quality Leads is a Top B2B Marketing Challenge
    But, every marketer - B2B, B2C or anything inbetween - should always be conscious of the quality aspect of lead flow to their sales team. Perhaps marketers in 2010 are just more cognizant of the demand gen issue within their organizations and understand that without quality leads, sales cannot be successful. So what did they do?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 5, 2013
    [Sales] Are You Comfortable Telling Your Boss The Truth?
    The collective attitude of a sales company can be extremely contagious. If someone asked you a tough question that put you on the spot, would you tell the truth if your beliefs were contrary to your bosses beliefs? Tough one, right? wouldn't necessarily describe myself as the type that is a big fan of rattling cages.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 4, 2010
    [Sales] Stop Telling Me That Cold Calling is Dead
    We've had meetings devoted to this, we've surveyed clients, we've polled astrologists, and it all leads to one very consistent conclusion: Sales reps win more when working a cold call generated opportunity as opposed to an inbound generated one. What ever happened to just picking up the phone and dialing? Thanks, Pete
  • SAZBEAN  |  SATURDAY, MARCH 16, 2013
    [Sales] Top Internet strategy, marketing and technology links for the week of March 16, 2013
    eConsultancy) Have We Found the Holy Grail of Marketing? Mashable!) News & Notes
  • SAZBEAN  |  SATURDAY, NOVEMBER 24, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of November 24, 2012
    News & Notes
  • SAZBEAN  |  SATURDAY, DECEMBER 24, 2011
    [Sales] Top Internet strategy, marketing and technology links for the week of December 24, 2011
    Hot or Not: Sales and Marketing Trends in 2012  (Small Biz Trends). Here are the top Internet strategy, marketing and technology links for the week of December 24, 2011… Remembering Email (Tech Crunch). Social Media: Spotting the fakes (Jim’s Marketing Blog). What’s the right social cocktail for you? GigaOM). Forrester Blogs).
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 29, 2011
    [Sales] Sunday Post: Why Hiring Managers Keep Blowing It
    He presented at the 140 Social Media Conference on Long Island on May 26th and will appear 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. New hires rarely work out (almost 1/2 fail within 18 months!). We fired him.
  • WEBBIQUITY  |  WEDNESDAY, APRIL 11, 2012
    [Sales] Riding the Social Media Struggle Bus? You’re Not Alone
    The ultimate measure of social media success is leads or sales, but there are dozens of intermediate measures that, while not success metrics in and of themselves, are crucial for letting you know how your current efforts are working. Image credit: The Far Side. And understand that if that’s the case, you’re not alone. Reach out.
  • INBLURBS  |  TUESDAY, OCTOBER 16, 2012
    [Sales] The Debate Results: Will Technology Kill the Call Center?
    Her professional experience spans journalism, sales, advertising and SEO marketing. Last month, I told you about an upcoming online debate called: “Will Technology Kill the Call Center?” and Etech Global Services. The group talked about trends in customer contact channel utilization, technology and the future call center.
  • GREAT B2B MARKETING  |  MONDAY, OCTOBER 18, 2010
    [Sales] The Perils of Perfectionism in B2B Marketing
    I liked the post because this is a pet peeve of mind and the subject mirrored a chapter in my book ( How to Create an Unstoppable Marketing and Sales Machine ) where I pointed out the dangers of perfectionism. . I just read an interesting blog post at BNET, titled, Perfectionism is a Disease, Here’s How to Beat It.  One caveat though.
  • 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.
  • 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  |  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?
  • HUBSPOT  |  FRIDAY, NOVEMBER 25, 2011
    [Sales] 26 Mind-Blowing Black Friday Statistics [Data]
    As retailers prep their brick and mortar presence with lights and glitter, smart inbound marketers are also taking to the internet in order to cash in on their online sales. Half of shoppers plan to keep track of holiday sales and promotions via advertising circulars throughout the holiday season. Black Friday. spending has reached $9.7
  • ENGAGE  |  WEDNESDAY, APRIL 10, 2013
    [Sales] 3 Damn Good Reasons for B2B Marketers to Drink the Content Kool-Aid
    Content leads to sales. If you start at the end of the sentence and work your way to the beginning you can see the value content has on getting the sales cycle started. 'This ain’t your grandfather’s media landscape. At least for marketers who want said life as marketers to continue. Content marketing works.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 19, 2014
    [Sales] How to Think Up a Year's Worth of Blog Post Topics in an Hour
    You could also try sitting in on a few sales calls to see what your company''s prospects are asking -- not only will you suddenly have way more to blog about, but you can also help your sales reps close more deals. That''s an aggressive target -- I know -- but we needed enough titles to support the Blog Topic Generator ''s algorithm.
  • LEADSLOTH  |  THURSDAY, SEPTEMBER 24, 2009
    [Sales] 8 Tips to Get Started with Marketing Automation
    Tom Hayden from SAGE Publications created a flowchart that guided discussions in the entire organization, from the sales teams to the CEO. Make Sales Happy Quickly. Improved marketing will drive better-quality leads to sales, but it takes time and trial-and-error to get there. “Where do I start?” Make Sure You Have Enough Leads.
  • BIZNOLOGY  |  MONDAY, APRIL 22, 2013
    [Sales] Enterprise Social Networking Platforms: Think Amazon, Not Facebook
    Within two months, sales topped $20,000 a week. 'amazon.com (Photo credit: soumit). “This is just Facebook for the Enterprise” is the most common way most people describe enterprise social networking platforms. kid you not: even though Amazon predated the whole Web 2.0 Read on to understand why. But Bezos did not back down.
  • HUBSPOT  |  TUESDAY, JUNE 18, 2013
    [Sales] How charity: water Has Reinvented the World of Charitable Giving
    Not only does charity: water partner with other organizations across the globe to provide thousands of people with clean water, they also partner with like brands who are willing to contribute a percent of their product sales to fund water projects. They designed two limited edition shoes and donated $5 from the sale of each one.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 28, 2014
    [Sales] Your Expo Hall Game Plan: Make the Most of Marketo’s Marketing Nation Summit 2014
    Visiting these competitors in the expo hall is a great way of evaluating a solution without launching into a full blown sales cycle. Remember, the goal here is to glean enough information to decide whether you want to go through a sales cycle. That’s why you need a game plan. Plan Ahead. New to Marketing Automation: A Broad Approach.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 10, 2013
    [Sales] Lead Generation: How well do you really know what your customers want?
    Using senior execs to personally do testing is still not cheap, but really talking to that many prospects is not only priceless but an incredible kickstart to building pipeline for the sales that follow the test. 'Tweet “It is absolutely necessary. Alex Corzo, Manager of Brand Integration, Orlando Health. How important is value prop testing?
  • B2B IDEAS @ WORK  |  WEDNESDAY, DECEMBER 7, 2011
    [Sales] Twitter for #B2B: How to Increase Exposure with Hashtags
    You want to use hashtags that have enough interest that you’ll significantly broaden your reach to legitimate sales prospects, but these “niche” hashtags must be specific enough to target those prospects. Twitter is a massive social network with over 105 million users, many who are propects for B2B companies. and twubs.com.
  • STORIES THAT SELL  |  WEDNESDAY, JUNE 20, 2012
    [Sales] Quiz: Is it a Case Study or a White Paper?
    You can repurpose and reuse case study content for numerous sales and marketing activities, such as blog posts, newsletters, sales letters, sales presentations and proposals. Every couple of weeks it seems, I see someone confuse customer case studies and white papers. But I can see where it's easy to confuse the two. Answers.
  • WWW.BRAINSHARK.COM  |  MONDAY, JANUARY 28, 2013
    [Sales] 10 Video Marketing Content Ideas that Anyone Can Use
    Demos like these can be shared with current customers and prospects during the sales cycle, or posted to YouTube to attract new audiences. Sales. Sales presentations. Sales enablement. Home Company Contact Us Login Help & Training RSS Feed Linkedin Facebook Twitter GooglePlus YouTube. Ideas Blog. Entire Site. Search.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 10, 2013
    [Sales] Woopra Grows from Web Analytics to Multi-Source Customer Data, Insights and Actions
    Fortunately, a diligent sales rep followed up by email and I remembered it was worth a closer look. 'I stumbled over Woopra in their tiny booth during last month’s Dreamforce conference, where I was intrigued enough to let them scan my badge and promptly forgot why. But Woopra offers the core CDP function of building a multi-source database.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 11, 2013
    [Sales] B2B Mobile Marketing: 3 ideas on where to spend your next mobile budget
    Lead Generation: Who knows the customer better – Marketing or Sales? 'Tweet It’s hard to believe that this December will mark 10 years since I received my first cell phone as a gift on Christmas morning. It was a black and white Nokia that I used for three things: Phone calls. The occasional text. Playing “Snake”. Spend #1. Spend #2.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 3, 2013
    [Sales] 5 Ways to Guarantee Customer Loyalty and Retention
    Without it, your sales team is in the dark. Nothing turns off customers more than the impression that you have no idea who they are and why they’re calling you, so make sure that processes are in place to guarantee that sales intelligence is as detailed as possible. 1) Pay Attention to Customer Feedback.
  • 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.
  • BIZNOLOGY  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Don’t Forget These Important SEO Elements When Launching a New Site
    Without this crucial information you are essentially flying blind, which is a huge mistake if you rely on your business website to generate leads and sales. Tweet Photo credit: Wikipedia. As an SEO provider , it’s always a bit nerve-wracking when a client mentions that they are planning to launch a new website. Copy over the analytics code.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 22, 2012
    [Sales] Is your digital marketing held hostage by specialist disease?
    Just because I use multivariate testing to optimize a web page for conversions doesn’t mean that I can ascribe the design of the page, the copy, or the product photo with the credit for each sale. If you never read it, go back and do it now. I’ll wait right here.) PR person: Why? Twitter person: It doesn’t matter.
  • 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.
  • BLUE FOCUS MARKETING  |  MONDAY, JULY 2, 2012
    [Sales] Brand Choreography Through Integrated Marketing Communications
    Marketers must explore new methods to leverage all elements of the communication mix—advertising, sales promotion, PR, direct marketing, search, Web, and social media—into a single, cohesive, holistic approach. The Problem. Today, the subject of Integrated Marketing Communications is hotter than ever. shift in buyer behavior.
  • 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.
  • CHRIS KOCH  |  FRIDAY, APRIL 10, 2009
    [Sales] Why bother with thought leadership? Five questions and answers.
    Especially in B2B, products and services are becoming more complex and sales cycles are getting longer. This post is from a real query I received from a client this week. The questions display a healthy distrust for accepted wisdom, which I like, and provide a good test of the thinking behind thought leadership marketing.
  • 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.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] Eight Ways to Rock at Your Job (or Get a Better One)
    However, being able to say that social media produces sales leads at x % lower cost than other sources and furthermore that these leads have a y % higher close rate will get C-level attention. You’re smart, hard-working, and loyal as a dog. So why hasn’t your career taken off the way you had hoped? Be Passionate. Have Ideas.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Sales] 3 Important Lessons for Lead Gen and Life
    Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. 'Tweet This year, more than ever, has been humbling for me. People look to me as an expert at lead generation because I wrote a book and speak about it. But it seems the more I learn, the less I think I know.
  • HUBSPOT  |  WEDNESDAY, JULY 17, 2013
    [Sales] I'm Not You, You're Not Me. So Why Do We Have the Same Internet?
    'Fab is a fast-growing ecommerce company that made its name running daily flash sales. But this week the New York-based e-tailer announced a pretty big change: from now on Fab will drop the flash sales and instead enable its members to “follow what you love,” and only get information about things they care about. The Age of Context.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 3, 2013
    [Sales] Social Media: How Motorola Solutions uses Facebook to generate more engagement
    While Hudmon can’t reveal exactly how many leads her team receives from Facebook, she said it generates more sales, support and general inquiries about Motorola Solutions’ offerings than any other social media channel. 'Tweet If you think Facebook is no place for B2B marketers, think again. And, consider the experience of Motorola Solutions.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, JANUARY 27, 2011
    [Sales] One Totally Game-Changing (and Easy) Strategy to Beat Your Competitors
    " To be most effective in sales today, it's imperative to drop your "sales" mentality and start working with your prospects as if they’ve already hired you. Jill Konrath, author of SNAP Selling and Selling to Big Companies , helps sellers crack into new accounts, speed up sales cycles and land big contracts.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 3, 2013
    [Sales] Marketing Automation—Three Success Tips from John D. Rockefeller
    We can control these stages and ensure that every MQL that is passed to the sales team meets a specific standard and level of expectation.  A higher level of sales and marketing alignment—as well as a higher level of trust—will be created. We need to watch the behavior of our prospects and get feedback from our sales teams. 
  • BLUE FOCUS MARKETING  |  TUESDAY, SEPTEMBER 17, 2013
    [Sales] @BlueFocus Founders @CKBurgess and @MNBurgess to Speak at @pivotcon 2013 Pivot Conference, Oct. 15-16 in NYC
    Edelman, Global Co-Leader, Digital Marketing and Sales Practice, McKinsey & Company, and Dana Williams, Lead Strategist, Integrated Marketing, Southwest Airlines. They will be joined on stage with David C. This year’s theme is “The Total Digital Experience.” Social isn’t a single thing, it is a force that changes everything.” 16 th.
  • 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.
  • 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.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2011
    [Sales] Over 25 FREE Must-Have Marketing Books, Magazines, Courses, Tools and Conferences
    Sales Lead Management Association. by Maria Pergolino So, if you know me you know I am pretty thrifty. like to call it strategically miserly- since I believe in putting dollars into big impact items, and trimming costs on unnecessary extras. As part of this I have built up a pretty big list of freebies that I thought I would share. Zoomerang.
  • 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.
  • TRADESMEN INSIGHTS  |  THURSDAY, MAY 19, 2011
    [Sales] 5 Tips on Improving Your Email Marketing to Professional Tradesmen
    Build a good list – Use your existing customer lists but also ask your sales force for a list of its prospects and don’t be afraid to rent  a reputable list. Email marketing is still a very good B-to-B business tactic. But like anything else, you’re always fighting for the attention of the professional tradesmen.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 4, 2012
    [Sales] Graphic Facilitation – Where Every Picture Tells a Message
    Sales Cycle Optimization with Content, SEO & Social Media. by Jason Miller We are all visual thinkers. 75 percent of the sensory neurons in our brains are processing visual information. One way is to use graphic facilitation which finds the right mixture of words, illustrations, and designs to capture a subject and make it memorable.
  • 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.
  • JUNTA 42  |  WEDNESDAY, FEBRUARY 1, 2012
    [Sales] 47 Essential Social Media Tools for Content Marketers
    Salesforce – Track sales opportunities, leads and contacts. It’s hard to believe the sheer number of social media tools we use everyday to help grow the Content Marketing Institute and SocialTract , as well as my own personal brand. Since there are so many, I decided to update this post from almost three years ago. The Basics.
  • HUBSPOT  |  FRIDAY, AUGUST 3, 2012
    [Sales] Why Marketers Can't Rely ONLY on Marketing Automation
    A tool that I can just set and forget, moving my contacts swiftly through the sales cycle with no additional work required? And truth is, if you're relying solely on an automated tool to nurture your contacts and leads to the point of a sale, you're going to have a really big problem on your hands. Fabulous! It's just a matter of time.
  • 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.
  • HUBSPOT  |  MONDAY, OCTOBER 29, 2012
    [Sales] How Automated Workflows 'Work': A Simple Setup Guide
    Even though marketers must be careful not to over-automate, marketing automation can be a great way to manage and nurture your leads so they're more sales-ready. You could set up a notification email to alert a sales representative when someone submits a key form, like a pricing information download or a bottom-of-the-funnel offer.
  • 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 ….
  • HUBSPOT  |  FRIDAY, JANUARY 14, 2011
    [Sales] Communicating With Your Customers: A Marketer’s Analysis
    HubSpot communicates actively with its leads as well as its customers post-sale. When you do this, you get a better picture of how intrusive or ' spammy ' your exchanges are, both pre and post-sale. Inbound marketing best practices should carry over throughout the customer experience, from first touch to post-sale.
  • 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.
  • ANNUITAS GROUP  |  THURSDAY, JULY 28, 2011
    [Sales] Missing the Mark
    77% of CEO’s are frustrated that their marketers keep on talking about brand, brand values, brand equity and other similar parameters that  management has difficulty linking back to results that really matter: revenue, sales, EBIT or even market valuation. Add opportunity and sales outcomes to your metrics mix. And the list goes on.
  • BLUE FOCUS MARKETING  |  TUESDAY, JULY 16, 2013
    [Sales] Nominate Now 2013 #Nifty50 Top Twitter Bloggers, Authors, PR, Journalists Award
    Edelman ( @DavidEdelman ) – Global Co-Leader, Digital Marketing and Sales Practice, McKinsey & Company. '2013 #Nifty50 Top Twitter Women and Men Bloggers, Authors, PR, Journalists Award. Know someone who deserves to be considered? To nominate them, just enter their name, company, Twitter handle and reason you’re nominating.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] You Get What You Pay For
    One I like to use a lot in sales is “You get what you pay for” In my experience most often this holds true. Before the sales guy had a chance to make it out of the showroom. Some of those old saying have been around for a long time for a reason. That might be another old saying. Not exactly. That was almost twice my budget.
  • E-QUIP  |  WEDNESDAY, JUNE 5, 2013
    [Sales] The Problem with Selling
    When I do sales training, I always start by asking participants what their immediate impressions are when I mention the word salesperson. Of course, you can argue that you''re making sales. Most technical professionals are a bit uncomfortable in a sales role because of the stigma attached to it. So are other salespeople.
  • 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.
  • B2B VOICES  |  FRIDAY, APRIL 29, 2011
    [Sales] Other Voices: A Discussion with Mark Ragan, CEO of Ragan Communications
    Flip’s competitors—like the far superior Kodak Zi8—will continue to rack up big sales in the corporate communications industry, as will other cam corders designed for higher quality videos. have been fortunate enough to get to know Mark Ragan more closely during the past few years. Here are the highlights of our discussion. Come to us. 
  • HUBSPOT  |  FRIDAY, JANUARY 20, 2012
    [Sales] How Customer-Centric Analytics Will Change the Future of Marketing
    It's easy to see why person-centric analytics are a huge advantage, especially for companies whose marketing and sales teams are very closely tied together. We have no qualms about beating the following concept into the ground, which is why you've likely heard us say it before: Analytics are critically important to inbound marketing success.
  • HUBSPOT  |  MONDAY, FEBRUARY 6, 2012
    [Sales] The Simple Template for a Thorough Content Style Guide
    Whichever way you choose, know that the personas in your editorial style guide don't need to go as in depth as the personas you hand to your sales and marketing team. Content creation is central to your inbound marketing success, but as your volume of written content increases, inconsistencies are also bound to arise. Section 1: Grammar.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, NOVEMBER 21, 2013
    [Sales] Collaborate for the Internet of Customers with 7 Ideas for 2014
    recent Google and Corporate Executive Board study shows that buyers are 60% through their decision process before engaging Sales. 'by Erick Mott | Tweet this First, congratulations to the entire Dreamforce community for a successful event with more than 100,000 attendees, exceptional conversations , and special guests.
  • HUBSPOT  |  MONDAY, SEPTEMBER 10, 2012
    [Sales] How Dynamic Content Makes Your Marketing a Helluva Lot More Personal
    And leads who are nurtured with targeted content produce a 20% increase in sales opportunities ( Annuitas Group ). Start by talking with your sales team about the different personas or industries with whom they have had the best success. mean, just what drives all this highly adaptive content? What is Smart Content? Just kidding.
  • B2B VOICES  |  THURSDAY, OCTOBER 24, 2013
    [Sales] A Manifesto for B2B Communicators
    Understand your customers’ needs.B2B customers have longer sales cycles and typically make large investments when they buy from companies. There’s a wealth of B2B information to read to keep you focused and thinking: From B2B magazine to a long list of B2B marketing blogs  and B2B sales blogs. What are their pain points?
  • 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
  • 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.
  • 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!
  • VOLACCI  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Be the First in Your Industry to Use Google Helpouts for Content Marketing Success
    'Anyone who has ever been to a garage sale or a flea market can tell you, get there early if you’re looking for the best bargain. Google Helpouts , launched earlier this week, is the latest garage sale on the block. In many ways, the online world works the same way. What is Google Helpouts? That is a win for any business.
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