BLOG MY CALLS | THURSDAY, FEBRUARY 20, 2014
[Sales] The 2 Most Important Things Your Agency Can Do To Retain Clients
They care about appointments they get, and sales that are made. You''re telling your clients which calls are producing appointments, or actual closed sales!!! 'It keeps you up at night. It''s the thing you fear. It''s the thing that gives you heartburn, ulcers, and drags you to an early grave (okay, I''m exaggerating now). What is it?
MEASURABLE MARKETING | FRIDAY, FEBRUARY 3, 2012
[Sales] Email Marketing: What to Watch Out For in 2012
• "The biggest challenge for all marketers, email marketers included, will be truly developing valuable, relevant and compelling content so those emails keep getting opened and, ultimately, driving sales." - Joe Pulizzi, Founder of Content Marketing Institute. marketing channel. • "I see integration as the issue [.],
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, JUNE 18, 2012
[Sales] The End of Tao as We Know It
It is with mixed feelings that I’m announcing that the Little Book that Could — The Tao of Twitter — has been pulled off the market and is replaced by an exciting brand new edition (shown above) which is already on sale through Amazon (for mid-July delivery). There are more stories, more Twitter friends, and more fun!
VOICE-BASED MARKETING | THURSDAY, DECEMBER 5, 2013
[Sales] Case Study: Online Marketing Firm BitCadet
'Online Marketing Firm BitCadet Uses Ifbyphone to Help VersaTube Increase Leads by 208% and Sales by 89%. First, BitCadet redesigned VersaTube’s website to make it more effective at generating leads by driving visitors to fill out a Request a Quote form or call a toll-free phone number to speak with a VersaTube sales rep.
SOCIAL MEDIA B2B | WEDNESDAY, SEPTEMBER 1, 2010
[Sales] The Best Free iPad Apps for B2B Marketers
If you are using an iPad for sales presentations and to share other product materials, this is best way to make sure those out in the field always have the latest versions. If you don’t currently use Google Reader, create an account just to add this list of 330 B2B Marketing and Sales Blogs and keep up with the latest ideas and trends.
WHAT WORKS - WHAT DOESN'T | TUESDAY, OCTOBER 12, 2010
[Sales] Can PR Firms Find Gold in Marketing Automation Services?
Some of the more forward-looking PR firms I work with are looking to supplement traditional PR offerings with demand generation services, using marketing automation software such as Marketo and HubSpot to track prospect’s actions to “nurture” them with additional content towards a sale. Except I just did.
WINDMILL NETWORKING | THURSDAY, APRIL 14, 2011
[Sales] Twitter for B2B Marketing Case Studies: Four Ways How Tweets Lead to Business
Many businesses have already taken the liberty of tweeting to their advantage to increase sales opportunities and have been succeeding at doing so. The Bottom Line : 13 days later Avaya closed a $250,000 sale. The Bottom Line : Today there are 10 sales reps. Twitter is now 5 years old – Long Live Twitter!
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | THURSDAY, SEPTEMBER 1, 2011
[Sales] Maximizing Lead Generation
RUTH: I thought B-to-B marketers could use an end-to-end, soup-to-nuts guide on how to generate a steady stream of qualified leads to support their sales forces and distributors. Or when a sales person takes a lead generated by marketing and changes the source code in the SFA system to deny marketing the credit.
LOOPFUSE | THURSDAY, APRIL 5, 2012
[Sales] Do you know where your leads are coming from?
Once you get this implemented you get exposure to a whole new world of data that gives a ton of insight into your lead and sales pipeline (if you’re using Salesforce the right way). For this you’ll need to adopt the scoring to your sales process and cycle. Do you know where your leads are actually coming from or are you just guessing?
LOOPFUSE | WEDNESDAY, SEPTEMBER 28, 2011
[Sales] Questions we want to be asked about marketing automation
We have found that taking the step to centralize, organize, and monitor sales pipeline performance is an important indicator about how successful a marketing automation deployment will be. Remember – technology is just an enabler, you need to design an integrated marketing to sales process first. How so?
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | THURSDAY, FEBRUARY 6, 2014
[Sales] [Video] You'll Never Close Deals Calling on Powerless People
CEB, a sales research group, calls these people the Mobilizers. 'If you''re tired of calling on people who really want to work with you, but can''t seem to get anything approved, listen up! Spending one more day working with these really nice individuals is a total waste of your time - even though they love you and what you''re selling.
MARKETING ACTION | TUESDAY, AUGUST 19, 2014
[Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
For another example in a completely different vertical market, the Bradley Corporation case study shows how a manufacturer uses Act-On to shorten the sales cycle and improve email open rates. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore.
LOOPFUSE | TUESDAY, JULY 6, 2010
[Sales] The Value in Free Marketing Automation
“Oh, marketing automation is much too complex for you mere mortal marketers… , the million-dollar-quota sales-rep claims. In many ways, our competitors are distorting the market by projecting their own enterprise-sales commission structure on to you. So allow me to rain on the price-gouging parade. Forever. Why Now?
SAZBEAN | MONDAY, MAY 9, 2011
[Sales] Caution! What value message are you sending with Groupon?
When the car companies tried to raise their rates, their sale went down. If you pride yourself on customer service, if your current customers come to you because of that level of service, how will future sales be impacted if you provide less than your best because there are too many people? are all the rage. Win win, right? Maybe.
PHOENIX RISING | MONDAY, JULY 27, 2009
[Sales] Stop with the 4 Letter Words!
Yes, a sale and revenue still is the ultimate goal here.). So stop with the argument that they want technical sales information. I brought the soapbox out to talk about both 3 and 4 letter words - those pesky acronyms that seem to permeate technical and complex B2B product marketing. Which is fine. HTTP, XML, MSP.
CUSTOMER EXPERIENCE MATRIX | FRIDAY, MARCH 16, 2012
[Sales] Salesforce.com Announces Site.com Web Site Management: Will Marketing Automation Features Follow?
Web site management vendor SDL purchased Alterian last November and sales enablement vendor CallidusCloud bought LeadFormix in January. Salesforce.com yesterday announced the launch of Site.com , an enterprise-class Web site management system. Here’s a piece from 2009.) Not that I'm bragging or anything.)
MARKETING GENIUS BLOG | FRIDAY, MAY 7, 2010
[Sales] 9 Social Listening & Tracking Tools
For those of you using SalesForce.com here is a great addition to support Sales and Marketing alignment. Here is a list of 9 social media tracking and monitoring tools. Some are paid-for and some are free. Many can be used together, and some integrate with others to maximize efficiency, tracking and response time. Radian6. Radian6 has a ?exible
CUSTOMER EXPERIENCE MATRIX | TUESDAY, SEPTEMBER 15, 2009
[Sales] Adobe Buys Omniture: Good for Marketers, Bad for Marketing Automation Vendors
The general argument seems to be that low adoption rates mean there's plenty of unmet need that will eventually lead to sales. Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems. That's a pretty unpleasant position. billion makes perfect sense.
MARKETING EDGE | THURSDAY, AUGUST 20, 2009
[Sales] 4 Ways A Company Trusts Social Media
Have too many companies and consultants jumped into the social pool because they want low cost sales or a chance to make a buck telling people how to set up a Twitter account? Time 16:22. Chris Brogan and Julien Smith have this thing about trust. Brogan and I also get into the current state of social media. What’s your take? Book Drawing.
FEARLESS COMPETITOR | TUESDAY, MARCH 5, 2013
[Sales] Social Media Marketing becoming Mainstream in BtoB, though most still can’t measure it
At the other end of the scale, 20% of respondents represented companies with more than $1 billion in annual sales. ” Read the original post at Social Media Marketing Reaches Maturity. Editor’s Note] Social media marketing is playing a larger and larger role in Digital Marketing programs today. Twitter is too low too.).
MARKETING LEADERSHIP COUNCIL | WEDNESDAY, SEPTEMBER 12, 2012
[Sales] Content Marketing’s Dirty Little Secret
We know from our work last year that the average B2B customer is nearly 60% of the way through the purchase decision before engaging supplier sales reps. Your customers live in a noisy environment. They are constantly bombarded with messages. You’re trying to break through and it’s tough. Enter: content marketing. Or does it?
B2B MARKETING INSIDER | THURSDAY, JULY 21, 2011
[Sales] Do Marketers Have Any Credibility?
First, I think we need to quantify every marketing effort and use our knowledge, courage and leadership to tie all of our efforts to business outcomes in the form of new demand, higher sales and more profitable customers in both the long and short-term. In a recent survey, almost three-quarters of CEOs think marketers lack credibility.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | MONDAY, MARCH 25, 2013
[Sales] [Video] 3 Reasons to Grow Your LinkedIn Network
Research shows you’re 3x more likely to get a sales call returned if you’re calling a mutual acquaintance. Are you connected to all your customers on LinkedIn? Why not? When I asked most sellers that questions, I often get a blank stare – like they never thought of it. First of all, you’ll keep up to date on what’s going on with them.
GREAT B2B MARKETING | MONDAY, AUGUST 25, 2014
[Sales] Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!
Avoiding risk is a key factor in the purchase decision, and anything you can do to mitigate risk will be rewarded with more and faster sales. Your competitors are probably doing this, so don’t lose profitable sales due to your failure to address the risk issue. Create desire within these prospects to purchase your product or service.
FEARLESS COMPETITOR | WEDNESDAY, JUNE 8, 2011
[Sales] The Marketo Revenue Rockstar event, NYC
Marketo spends 90 cents for every dollar spent in sales. What is the ratio between sales and marketing in your company? Is the spending between marketing and sales almost even in your company?). out of 10 sales opportunities originate in marketing. Does marketing even generate 1/2 of your sales opportunities?).
FEARLESS COMPETITOR | WEDNESDAY, MARCH 9, 2011
[Sales] “If we just do _, everything will be fine”
Follow Jeff on Twitter or download the high acclaimed white paper on sales lead generation. Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online lead generation.
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, JULY 24, 2008
[Sales] Change or Die | Fast Company
billion in sales. Rusty Weston , Owner/Partner Blog post , 7/23/08 Nicky Fried , Vice President Blog post , 7/23/08 Jim Haudan , CEO Blog post , 7/22/08 Marc Hausman , CEO Blog post , 7/22/08 Emily Jasper , Sales Representative / Account Executive Blog post , 7/22/08 Find People. Feedback. Find People. Find Groups. Find Blogs. Search.
MARKETING INTERACTIONS | MONDAY, JULY 8, 2013
[Sales] Why BANT is Bunk for Today's B2B Buyer
'In my work with B2B companies, I spend a lot of time on the phone with salespeople while doing research for the creation of buyer personas and the development of content strategies that dovetail with sales objectives. This one is probably the most valid of the BANT criteria for without it there's no possiblity of making a sale.
BLOG MY CALLS | TUESDAY, JULY 2, 2013
[Sales] Common Questions We Get About Call Recording
Sales Training - Do your employees sale well on the phone? It also gives you a great baseline to use when you conduct sales training. 'Is it legal? Yes, in the United States, call recording is legal. 39 states are classified as ''one-party consent'' states. The caller DOES NOT need to know. What about my state? Connecticut.
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.
WEBBIQUITY | TUESDAY, AUGUST 28, 2012
[Sales] 33 (of the) Best Social Media Guides, Tips and Resoures of 2012 So Far
Pinterest is doing a great job of driving traffic, leads, and sales,” Jesica Meher outlines six benefits of Pinterest, from generating inbound links to integration with existing Twitter and Facebook accounts. What’s the best process for developing a social media marketing plan? How do we demonstrate the ROI of social efforts?
HUBSPOT | THURSDAY, NOVEMBER 8, 2012
[Sales] What to Send Email Contacts in Different Stages of the Marketing Funnel
This post will break down the 6 types of subscribers you may already have in your contacts database, following the stages of a typical sales and marketing funnel. Your goal, then, is to move them further down the sales and marketing funnel to make them more qualified for your sales team. Subscriber. What do you send subscribers?
DIGITAL VOICES | THURSDAY, MAY 10, 2012
[Sales] White Elephants on the Web
We have all heard a variety of justifications for living with the website status quo; from cost, time, resources, expertise, competing priorities, the need to deal with those guys in IT (sorry IT guys, but I suspect this won’t be the first time you have heard this), we don’t use it for sales, etc.
INSIGHTIQ BLOG | FRIDAY, MAY 6, 2011
[Sales] Turning audience data into revenue: Part I
This is an iterative process so coming out of the initial data assessment and analyses, you must have a viable, financially justified roadmap for building on and automating capabilities, eventually to the benefit of not only marketing, but ad sales, editorial, product, and even customer care. . But how? You have to have a roadmap.
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. If you can’t connect your email system to the downstream sales processes and activities, you can’t determine true ROI.
HUBSPOT | MONDAY, FEBRUARY 24, 2014
[Sales] Are You Bogged Down in an 'ABC' Way of Thinking?
” This famous one-liner uttered by Alec Baldwin in Glengarry Glen Ross has become, and remained, a renowned mantra for sales professionals and business executives. Although making the sale is important, it''s not the be-all-end-all. And then, of course, extending that service to a customer''s post-sale experience. Inboun
WRITTENT | MONDAY, JULY 14, 2014
[Sales] 77+ Resources for Amazing Copywriting
The Copywriter’s Roundtable – Expert direct response copywriter John Forde talks web copywriting, sales science, selling psychology, and more. Ben Settle – Ben Settle is all about sales, and he knows how to make them. Sales/Persuasion Psychology. 'Copywriting. What’s the solution? Write your own amazing copy! Well can you?
FEARLESS COMPETITOR | TUESDAY, SEPTEMBER 30, 2014
[Sales] Clueless Hiring Managers – Check out this example
'For the role of Chief Sales and Marketing Officer. Dear Jeffrey, Thank you for the interest you have expressed in the Chief Sales and Marketing Officer position and in employment with Atrion Networking. But I am one of the top sales and marketing experts in the USA today. “Why depend on others? Control your own destiny.”
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. 'This is a guest post by Brian Hansford who is an account director with Heinz Marketing.
FEARLESS COMPETITOR | TUESDAY, MARCH 1, 2011
[Sales] 11 Questions to Help Evaluate Your Demand Generation Plan
What percentage of raw inquiries meet sales-ready criteria or become qualified leads? How quickly does the average lead get a response from sales? In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality. Find out here.
HUBSPOT | WEDNESDAY, APRIL 20, 2011
[Sales] How to Qualify New Leads Through Landing Pages
You want to generate as many leads as possible while hooking your sales team up with information that will help them establish connections, build relationships and close deals. Low quality leads can cost precious sales time that could have been better spent on other prospects. Find Out What Your Sales Team Wants To Know.
HUBSPOT | MONDAY, JANUARY 14, 2013
[Sales] 8 Ready-Made Job Descriptions to Recruit an All-Star Marketing Team
Job Description: We're seeking a product marketer to create marketing and sales collateral that demonstrates the benefits, features, and value of our products/services to our target audience. 2-3 years of experience in marketing or sales. Are you ready to build your dream team of inbound marketers? Definitely! Maybe not.
WINDMILL NETWORKING | TUESDAY, JANUARY 22, 2013
[Sales] Applying AIDA for B2B Branding in Social Media
Over the years, AIDA has served many marketers as an enduring process for constructing everything from sales letters to advertisements. The AIDA acronym outlines a process for moving a prospect from ignorance (lack of awareness) of your offerings to active participation in your sales funnel. The answer? Some Things are Timeless.
VIEWPOINT | THURSDAY, JULY 11, 2013
[Sales] BANT is Bunk, BS and Irrelevant - per Ardath Albee
Need: “This one is probably the most valid of the BANT criteria for without it there’s no possibility of making a sale. 'I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. The blog is painfully honest, insightful and substantiated by facts.
YOUR SALES MANAGEMENT GURU | MONDAY, DECEMBER 30, 2013
[Sales] 2014 New Year, New Goals? What are yours?
operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world. '2014 New Year, New Goals? What are Yours?
SALES PROSPECTING PERSPECTIVES | MONDAY, DECEMBER 3, 2012
[Sales] Five Key Rules of Teleprospecting
These are some key rules that your inside sales team should be following to achieve higher response and lead rates. As a business development representative, having a few rules to follow can help create better conversations, build a better pipeline, and eventually a higher lead/conversion rate for qualified leads. Ditch the script.
TRADESMEN INSIGHTS | THURSDAY, DECEMBER 8, 2011
[Sales] Service Firms that Generate Online Leads Grow Faster
Leads no matter where they come from are an important part of starting the sales cycle. I’m used to dealing with Manufacturers who make stuff and are trying to sell it and I thought they would have better success identifying online leads than service companies. Evidently that’s not the case.
IT'S ALL ABOUT REVENUE | TUESDAY, OCTOBER 15, 2013
[Sales] How Xerox is Supporting Editorial Advocacy with Healthbiz Decoded
Healthbiz Decoded is an owned microsite focused on the business of healthcare — an editorial site that, in Ericson’s words, is intentionally far from the sun ( of sales, that is). But it’s not a sales circus, by any means, because only about 30% of the stories that run on the site have a connection to or mention Xerox. Influencer gap.
B2B MARKETING UNPLUGGED | FRIDAY, NOVEMBER 11, 2011
[Sales] How to Be the Sally Field of B2B Email
First, don’t let sales write anything. Like this note from Ed: Next time: Sally Step Two: getting to the point and more about not letting sales write marketing emails. If you’ve been sitting smugly by while I berate your analogue brethren about their crappy printed direct pieces , time to wipe that smirk off. Yes, you.
DIGITAL BODY LANGUAGE | TUESDAY, JULY 14, 2009
[Sales] LA Fire Department has lessons for B2B marketers
Similarly in B2B marketing, when the deal is finalized, it is usually with a direct sales person in the field, not over Twitter or any form of social media. In the same way, as marketers, if we think of our mission as purely generating leads for sales, we are focusing far too narrowly. think there are many. With over 80 Web 2.0
GREAT B2B MARKETING | TUESDAY, JUNE 10, 2014
[Sales] Why You Need to Be Hooked on Your Customers
We look at several marketing and sales metrics to gauge the health of an organization, such as cost of customer acquisition, average sales price, and lead-to-opportunity conversion. 'I just read the brand new book by Bob Thompson: Hooked On Customers: The Five Habits of Legendary Customer-Centric Companies. Answer: most of them.
FEARLESS COMPETITOR | THURSDAY, AUGUST 4, 2011
[Sales] The 12 Beliefs of Good Bosses
As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. “ Find New Customers can certainly help your business dramatically improve the flow of sales-ready leads to salespeople. 12 Beliefs of Good Bosses – from the book Enchantment by Guy Kawasaki.
GROW - PRACTICAL MARKETING SOLUTIONS | THURSDAY, DECEMBER 18, 2014
[Sales] The key to social media success rests with HR?
Initiatives and compensation based on long-term customer development instead of quarterly sales goals. Initiatives and compensation based on long-term customer development instead of quarterly sales goals. Our viewpoints were remarkably similar. There must also be a commensurate investment in change management.” Organizational design.
HUBSPOT | TUESDAY, AUGUST 20, 2013
[Sales] What Is CRM? [FAQs]
And in that spirit, we’ve been using our blog to answer some of the questions that people ask most frequently when they call in to our sales and customer service representatives. If you run a small business or work in sales, you''ve probably heard of CRM. That way sales reps can be more effective and more productive. Well, no.
B2B LEAD GENERATION BLOG | SUNDAY, OCTOBER 28, 2012
[Sales] SEO Success Story: How an engineering firm moved from obscurity to the #1 ranking for critical local search terms
At first, Kelly didn’t believe it was possible because of GHT’s limited geographic market and the fact that its sales were relationship based. Kelly uses the feature as a sales tool. Tweet If you think that using websites for lead generation is for other businesses, but not yours, consider GHT Limited. Attain buy-in from leadership.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | THURSDAY, MARCH 7, 2013
[Sales] [Video] Don't Ask Your Prospects This Qualifying Question
You know, a lot of sales training programs tell you that it's very, very important to qualify your prospects. If she'd have done that, she'd have gotten a sale a whole lot faster Should you as a prospect, "What's in your budget?" Let me give you an example that I think refutes this entirely. Recently, I got a call from Lauren.
B2B MARKETING BLOG | WEDNESDAY, NOVEMBER 25, 2009
[Sales] Are your arms too long?
Any sales professional will tell you that despite all the tools and tactic that have evolved over the years, most deals are closed because there is personal chemistry between the parties – the buyer simply likes the seller. Only one part of that lines up with Schubert’s company brand as a sales-centric marketing agency.
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.
NUSPARK | SATURDAY, JUNE 9, 2012
[Sales] Retargeting; A Internet Marketing Tactic to Increase Conversions Rates & Leads
Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Let’s talk retargeting. For the most part, a typical landing pages averages between 2-5% conversion; the submission of an email address in exchange for purchase, quote, demo, trial, webinar, or content. Tracking Retargeting. Get it? Adroll.
INSIGHTIQ BLOG | MONDAY, DECEMBER 31, 2012
[Sales] 3 New Year’s Resolutions for Marketers
Marketing Automation tools such as Neolane , Marketo , Unica , and Eloqua (just to name a few), allow you to create complex nurturing streams that will push your leads through the sales process, and keep track of their progress. You can see what content is most converting into sales opportunities. Well, another year is in the books.
WEBBIQUITY | WEDNESDAY, OCTOBER 10, 2012
[Sales] The Ultimate List of The Best WordPress eCommerce Plugins
It also allows you to view basic statistics and download your sales data for your convenience. It allows to keep an eye at incoming sales and reviews, stock levels, general store performance and statistics from the WordPress dashboard. How about getting the opinions of 10 experts! Popular, (Mostly) Free WordPress eCommerce Plugins.
MODERN B2B MARKETING | FRIDAY, JUNE 7, 2013
[Sales] 6 Tips for Effective Marketing with Twitter Lead Generation Cards
Listen for keywords in tweets from users who are already interested, and alert your sales reps when there’s a hand raise in the Twittersphere. It’s a competitive playing field out there–so make sure you have a marketing automation system that can listen for social signals, score interest, and send these hot leads directly to Sales.
SAVVY B2B MARKETING | MONDAY, MARCH 7, 2011
[Sales] Discovery Process: The Do-Not Neglect First Step to Creating Fabulous Content
How long is your sales cycle? You have to consider the client’s business goals and objectives, their message (or story, as I call it), their positioning and brand, the sales process and even company culture. We're pleased to present this guest post by Dianna Huff, the president of DH Communications, Inc. Run some searches.
EMAGINE B2B BLOG | TUESDAY, JULY 9, 2013
[Sales] What eMagine Customers are Saying: Client Recommendations
” Ged Rice, VP Sales and Marketing at Advantec Computer Systems : “We partnered with eMagine to redesign the advanteconline.com website. ” Jorge Riveras, Former VP Sales Marketing at Spectro Inc : “…my experience working with eMagine was truly magnificent, hard work combined with learning.
DIGITAL B2B MARKETING | MONDAY, JULY 16, 2012
[Sales] 4 B2B Marketing Myths
Social media can benefit many businesses, but so can your sales team, advertising, product, customer service or supply chain management. The B2B marketing community has become so focused on the journey they have lost sight of the destination. The purpose of B2B marketing is not leads, relationships, content or branding. Maybe.
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 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.
HUBSPOT | WEDNESDAY, MARCH 26, 2014
[Sales] 6 Ways Social Data Can Inform Your Marketing Strategy
We want to impact the bottom line, enable our sales team to be successful, and be an integral part of achieving the overall company goals. Segment Based on Sales Cycle Stage. Segmenting your social contacts based on where they''re at in the sales cycle is something that few companies are aware they can do. Spot the Trends.
B2BBLOGGERS | THURSDAY, JUNE 10, 2010
[Sales] B2B Social Media Strategy: 5 Steps to Gaining Executive Buy-in.
Show this B2B example: How IBM Uncovers “Millions of Dollars” Worth of Sales Leads with Social Media. Engage – When ready, begin to orchestrate across all departments to incorporate social media into the fabric of all customer outreach in campaigns, events, sales, and support. The good news is that you are not alone! Or Does It?
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.
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.
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.
LEADERSHIP | FRIDAY, DECEMBER 5, 2014
[Sales] Interesting Infographics: The Science of Building Buyer Personas
targeted personas lifted sales leads 124%. this can include sales, calls and outcomes, returns and user profiles. metrics you can use to measure include page traffic, bounce rate, referring site, overall sales revenue, conversion rate, etc. Traditional Demographic Marketing. Targeting Very Specific Groups. Case Study: SkyTap.
TRADESMEN INSIGHTS | TUESDAY, JUNE 19, 2012
[Sales] Reaching Contractors via Mobile. Still Not a Believer? See what Grainger is doing.
emarketer.com interviewed Geoff Robertson from Grainger on how they are using mobile in their sales process. We’ve talked a lot about mobile and what it means to both manufacturers and distributors when trying to reach the professional tradesmen. Over 50% of their users feel comfortable ordering over mobile devices.
B2B MARKETING UNPLUGGED | THURSDAY, MARCH 8, 2012
[Sales] Seven Spring Break Diversions for Marketers
Call your main sales line. Fill out a sales enquiry form. Would a sales person consider your enquiry a qualified lead? Hooray! It’s Spring Break! Time to reconnect with your kids by imposing them on an airplane full of people or dragging them off to grandma’s or holding a Dora marathon in the comfort of your home. No kids?
B2B MARKETING UNPLUGGED | FRIDAY, DECEMBER 9, 2011
[Sales] The Final Sally: Step Five on Your Email Marketing Journey
But don’t let sales write it ! Another way to customize is to link the copy up with sales funnel location. Don’t Let Sales Write Email. Last rant on email, I promise (well, at least until someone sends me something stupid again). Here are the three rules: Be relevant. Don’t waste anyone’s time. Try not to be a scumbag.
ANNUITAS | TUESDAY, MAY 20, 2014
[Sales] How to Combat Channel Marketing Challenges
well-documented and agreed upon strategy helps mitigate any channel /sales conflict down the line. Is it your customers, joint customers or internal customers (partner sales team) you need to connect with? Three of the biggest challenges with channel marketing are defining the buyer’s journey, scale and relevancy. Why are these tough?
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.
MODERN B2B MARKETING | MONDAY, FEBRUARY 10, 2014
[Sales] How Personalized Retargeting Can Optimize Your B2B Ads
Current digital advertising methods make it difficult to generate qualified sales leads with anywhere close to a reasonable cost-per-lead. Using Account-Based Marketing , a sales team might focus on a group of accounts with similar attributes, rather than a specific organization or industry. 5) Target the Accounts that Matter.
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.
MARKETING INTERACTIONS | TUESDAY, NOVEMBER 24, 2009
[Sales] Take 3 Steps Before Creating a Nurturing Program
What's your best foot-in-the-door sale? I'm getting a lot of questions about how to get started with a nurturing program. Bravo to those marketers who are actively reaching out to get started! thought it might be useful to present 3 steps for evaluation that will help you create a baseline for building an effective nurturing program.
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).
CUSTOMER EXPERIENCE MATRIX | THURSDAY, APRIL 25, 2013
[Sales] I've Discovered a New Class of System: the Customer Data Platform. Causata Is An Example.
The new systems can also feed sales, customer service, online advertising, point of sale, and any other customer-facing systems. 'It has taken me a while to connect the dots, but I’m now pretty sure I see a new type of software emerging. ll step in myself, and hereby christen the concept as “Customer Data Platform”. And you’d be right.
MODERN B2B MARKETING | MONDAY, JUNE 2, 2014
[Sales] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
Marketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness. sales, partners, teleprospecting) will engage. When set up correctly, doesn’t lead scoring help us find the right audience to segment and target our marketing and sales efforts?
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.
IT'S ALL ABOUT REVENUE | SUNDAY, NOVEMBER 4, 2012
[Sales] Most Marketers Failing to Plan in Advance [CHART]
Centralizing the planning and collaboration of campaigns, regardless of complexity, can provide better visibility to marketing, sales as well as senior management teams and drive better decision making by connecting the right people to the right information at the right time. Were they truly planning them at all?
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 | TUESDAY, JULY 23, 2013
[Sales] B2B Retargeting – Benefits and Pitfalls
Shorten the sales cycle through relevant education. 'In my last blog post, I talked about how to use remarketing strategies to revitalize a stagnant B2B contact list. The gist of that article was targeting individuals who are already part of your database. Have either posted or read social media content related to accounting software. Chris.
SALES PROSPECTING PERSPECTIVES | THURSDAY, NOVEMBER 29, 2012
[Sales] Do You Know What Your Companies Key Results Are For 2013?
Operations, HR, Marketing, Sales, Finance now have a very specific roadmap as to what they need to do each and every day to effect our Results in a positive way. AG has been in business for over ten years. thought, until recently, I knew what our Key Results were. Growth, more revenue, higher margin. Well maybe, maybe not. ll keep you posted.
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.
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 | TUESDAY, FEBRUARY 7, 2012
[Sales] How to Create Marketing Offers That Don't Fall Flat
They are also a critical tool for nurturing existing leads into a position that makes them more sales-ready. And if site visitors are looking at this type of content, they're likely already in your sales funnel and much closer to making a purchasing decision. and map offers to the various points in your business' sales process.
GROW - PRACTICAL MARKETING SOLUTIONS | SATURDAY, APRIL 2, 2011
[Sales] Are you ready for the Social Boom?
When it comes to practical sales and marketing advice, nobody does it better than Jeffery Gitomer. Talk about sales power. He’s written more than 10 best-selling books and now I’m part of his latest one! Last year, Jeff approached me about contributing to a book he was authoring about Social Media and business.
MARKETING ACTION | FRIDAY, APRIL 26, 2013
[Sales] How to Fail With Marketing Automation
Work with your sales department to determine and agree on your specific business processes and goals before you evaluate and select a system. How does marketing hand leads off to sales? What does sales do with leads that don’t close? There, that was easy. But avoiding failure – that’s not so easy.
IT'S ALL ABOUT REVENUE | TUESDAY, DECEMBER 4, 2012
[Sales] The 4 Mary Meeker Slides Every Marketer Should See
Sales of the Encyclopedia Britannica – once the reference point for people – have been on a steady decline since peaking in 1990, to the point that the print edition has ceased. by Jesse Noyes | Tweet this Every year, entrepreneurs, investors and businesses wait for analysis from Mary Meeker. Who is Meeker? billion. Need further proof?