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  • BUSINESS GROWTH DEVELOPMENT  |  WEDNESDAY, APRIL 6, 2011
    [Sales] How To Establish Trust In Business And Build Authority
    How To Establish Trust In Business By Offering Expertise Instead Of Just Finding Excuses To Interrupt Prospects For A Sale. Sales establishing authority establishing trust re establishing trustSellers are the last person a typical buyer will turn to for advice unless they already know you or you’ve already served them before.
  • BUSINESS GROWTH DEVELOPMENT  |  THURSDAY, APRIL 21, 2011
    [Sales] What is a CRM system really used for ?
    Your CRM System Should Help You Understand Your Sales Engagement. As well as understanding your prospects and customers and allowing you to tune your communications so that they’re better aligned, eventually your going to end up in a sales engagement. Relationships form when there’s an affinity between a group of people. 
  • BUSINESS GROWTH DEVELOPMENT  |  WEDNESDAY, APRIL 6, 2011
    [Sales] How To Establish Authority And Trust In Business
    Improve Your Status By Offering Expertise Instead Of Just Finding Excuses To Interrupt Prospects For A Sale. Marketing Sales establishing authority establishing trust re establishing trustSellers are the last person a typical buyer will turn to for advice unless they already know you or you’ve already served them before.
  • BUSINESS GROWTH DEVELOPMENT  |  SUNDAY, OCTOBER 31, 2010
    [Sales] Developing Your Business Overseas
    Image attribution: flickr.com/photos/14035760@N03/5045083188/ Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. In fact in my early years I spent time in Asia, mainly Japan and Singapore. 
  • MODERN B2B MARKETING  |  MONDAY, JUNE 7, 2010
    [Sales] BMA 2010 Engage Conference – Making Ideas into a Reality
    While this may sound like a lot to take on as an event follow-up, I think we can start small with things such as satisfaction surveys, helping customers even if we’re in the marketing team, working with our enablement, sales and support teams, and creating campaigns to help drive customer success. .
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 27, 2012
    [Sales] A New Way To Connect Twitter To Lead Generation
    In the last couple weeks, two companies have emailed or called me because I follow influential sales and marketing accounts on Twitter. B2B marketers are so anxious to generate leads from social media they are turning Twitter into a list for cold calls and mass email blasts. There is nothing social about this! Social advertisers.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 3, 2012
    [Sales] CRM Expert David Taber Discusses How Marketing Automation Enhances CRM and Putting Your Leads on a Diet
    recently caught up with David to get his thoughts on the evolution of the Marketing Cloud and the importance of quality first in regards to generating sales leads. The SFA system gives sales management visibility and ability to control through information.  Marketo: What are some best practices for Sales Development Reps?
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 6, 2010
    [Sales] Do you need a Chief Revenue Officer?
    The reason frequently lies within their sales and marketing operations, which tend to be disconnected and sub-optimized in today’s web-driven marketplace where the buyer is increasingly in control. The most productive CROs are transforming the way their sales and marketing departments work – and work together.
  • LEANDATA  |  THURSDAY, JUNE 30, 2016
    [Sales] How to Optimize Your Opportunity Amounts
    The answer to that can lead to a ripple effect of other questions that can have an impact on things like the commission paid to the sales rep, maybe a referral bonus to a partner, when you need to think about the renewal as well as cross-sell and upsell possibilities. LeanData Sales OperationsA deal closes. The gong sounds.
  • SYNECORE  |  WEDNESDAY, JUNE 12, 2013
    [Sales] Social Commerce: I Know You’re Selling Me Something
    That includes consumer engagement and brand loyalty as well as lead generation and sales. However, as we saw in the second scenario, there is (or better be) more to a brand than the blatant pursuit of product sales. Pinning away: Pinterest is Sales-Actionable. It creates a user experience that, by itself, is sales-actionable.
  • 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?
  • BIZIBLE  |  WEDNESDAY, APRIL 20, 2016
    [Sales] Optimize Account Based Marketing for Revenue with Latest Bizible Release
    ABM represents a new era of sales and marketing collaboration towards common goals, and your metrics need to represent what is important to both stakeholders: the bottom line. No matter where you look, account-based marketing (ABM) is the hottest topic for B2B marketers in 2016. account based marketing account based reporting
  • BIZIBLE  |  WEDNESDAY, JANUARY 18, 2017
    [Sales] What Is Algorithmic Attribution? And Why Should B2B Marketers Care?
    B2B marketers use attribution to understand how their marketing impacts down-funnel sales. If you have a straightforward marketing and sales process, it’s less likely that an algorithmic model will turn up something surprising. It enables them to see which marketing efforts successfully engaged and moved prospects through the funnel.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 25, 2013
    [Sales] When Hiring Teleprospecting Reps, What Are The “Must Haves” On Your Checklist?
    Trish Bertuzzi shared some interesting thoughts in her blog post, Top 10 Competencies for Inside Sales Reps where she talks about the ten competencies she feels top performers possess. My husband and I have been considering purchasing a new home. Every Sunday we go to open houses and review our “must haves” before entering each house.
  • BIZIBLE  |  MONDAY, JANUARY 30, 2017
    [Sales] Bizible Introduces Custom Attribution Modeling With Machine Learning Recommendation
    It's important that we create a model that matches a long sales cycle, a large number of touchpoints to close, and multiple contacts within an account. I’m excited to announce that Bizible now has full-funnel custom attribution modeling, which is the first and only B2B custom modeling backed by machine learning.
  • MODERN B2B MARKETING  |  TUESDAY, MAY 6, 2014
    [Sales] Content Marketing Tactical Plan
    How many assets will you create each month for each stage of your sales funnel? These can all be leveraged to promote your assets, drive lead generation, and nurture leads throughout your sales funnel. We suggest you map your content metrics to the stages in your sales funnel. But how do you put it all together? Content Metrics.
  • EMAGINE B2B BLOG  |  TUESDAY, OCTOBER 29, 2013
    [Sales] What’s Happening in the World of B2B Online Marketing?
    Integrating B2B Sales and Marketing Teams. This article suggests that sales and marketing teams traditionally work as separate silos working toward a company’s objectives. By using inbound marketing and marketing automation, you can integrate your sales and marketing teams effectively. B2B Web Strategy
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 23, 2016
    [Sales] Target Your Best Prospects by Segmenting Your Best Customers
    You might separate your enterprise sales teams from SMB sales teams, and you may have different cost per new customer targets for enterprise and SMB. Your best customers are going stay with you for a long time, refer you, and extend your marketing and sales efforts. Identify Your Best Customers to Find Your Best Prospects.
  • VIDYARD  |  MONDAY, APRIL 18, 2016
    [Sales] Turning the Funnel on its Head
    According to Terminus, you can think of ABM as a different way to see the traditional sales and marketing funnel. It’s also interesting to note that 17% of marketers see ABM as a sales and marketing alignment opportunity. Getting the most leads is the main goal of the B2B world, right? The ABM funnel. New Kid on the Block.
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 8, 2012
    [Sales] Developing an Integrated Content Marketing Strategy that Works – a Guest Post by Joe Pulizzi
    Good, but not good enough for most organizations, especially when there is a longer sales cycle. For all the talk about email being less effective, email still works when it’s relevant and useful, and it can be a great way of providing a “non-sales” touch to your readers and customers on a consistent basis. Full bio follows the post.).
  • CMO ESSENTIALS  |  FRIDAY, MAY 15, 2015
    [Sales] 4 Marketing Roadblocks to Customer Obsession
    However, most marketers aren’t given the power to alter (or even be informed of, often times) the product roadmap , nor do we have the time to immerse ourselves in the sales process in order to truly understand the scope of what prospects want to know, and what kinds of challenges they face. Limited access to our “characters”.
  • THE ROI GUY  |  FRIDAY, SEPTEMBER 14, 2012
    [Sales] Infographic: Inside the B2B Buyer’s Mind
    The study of decision-making has dramatically advanced over the past two decades, giving us important insight into which areas of the brain are responsible for processing sales and marketing messages, and how we make complex B2B purchase decisions. B2b marketing B2B Pisello b2b selling Alinean Brain Decision Science
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 13, 2013
    [Sales] Common Content Marketing Mistakes To Avoid
    But as important as lead generation and resulting sales are to any marketing effort, content marketing is unique in that engagement over the long term can yield much deeper and steadier results. The goal isn’t necessarily to ask for the sale at every opportunity. It’s not about your sales cycle. . Forget it.
  • MODERN B2B MARKETING  |  WEDNESDAY, DECEMBER 21, 2016
    [Sales] 5 Ways to Respond to Twitter Killing Off Lead Generation Ads
    alert sales, add the new user to a nurture email stream, and so on). In addition to trying to acquire new contacts and customers from the social network, try promoting offers specifically designed for those who have visited your website before, but haven’t yet shown they’re sales-ready or haven’t purchased in awhile. Panic! Shrug.
  • THE POINT  |  TUESDAY, DECEMBER 15, 2015
    [Sales] B2B Copywriting: 5 Common Terms & Phrases to Avoid
    What if “for more information” actually means requesting a sales rep to call? Copywriting success may depend on finding the precise mix of language that resonates with your audience, but success or failure can just as easily rest on which words you don’t use. Why should I click on your ad? What happens when I do? For More Information. Submit.
  • THE FORWARD OBSERVER  |  THURSDAY, MARCH 26, 2015
    [Sales] 7 Ways To Thrill Customers And Get Them To Buy More From You
    Websites crash, customers tweet, fans like the Facebook page, and sales increase. No question about it, the ability to stimulate immediate sales is sexy. The customer experience is formed by every interaction with your company , not just during the sales process. You''re doing it the hard way. Here''s how to get both. Listen.
  • NUSPARK  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Targeting Audiences Not Looking for You; Advertising Options for B2B
    The two firms have similarities: They only wish to target regional markets due to competition and limited sales staff size. They need more education and evidence before contacting sales and beginning the closing process.  Marketing Strategy:  You Still Need to Persuade with Content ; Before Search and Social. Lead Generation Overview.
  • KAPOST  |  TUESDAY, APRIL 12, 2016
    [Sales] 5 Tips for Creating Customer-Centric Content
    Observe how people follow a path to purchase online or through sales calls. How did they wander through the website, connect with a sales rep, or research offerings? Organized content that’s well crafted, easy to locate, and relevant to a specific sales stage. If you answered yes to these questions, congrats! The added bonus?
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 14, 2014
    [Sales] B2B Marketers Are Hungry For More Optimized Marketing Technology
    Marketers are using marketing technology, such as marketing automation, more and more to nurture leads and move them down the sales funnel. Bizo recently conducted a survey on the state of B2B lead nurturing and found that 3 out of 4 marketers are interested in taking their optimization marketing solutions further.
  • VIDYARD  |  THURSDAY, SEPTEMBER 1, 2016
    [Sales] 30 Examples of Personalized Videos That’ll Really Get Your Attention
    Personalization is a hot topic in the worlds of marketing and sales. How do we help our sales team personalize their outreach to better connect with prospects as individuals? And as sales reps began using social media to create messages that were more personally relevant to each individual or business, conversions went up.
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 22, 2013
    [Sales] B2B and B2C Marketing are Dead. Long Live B2H!
    Some of the most successful sales, marketing and business people fostered great relationships with customers and colleagues. Today more thank ever, buyers want a human experience from the brands and businesses they buy from. This is true of both the business-to-business (B2B) and business-to-consumer (B2C) environments. agree.
  • WEBBIQUITY  |  MONDAY, AUGUST 5, 2013
    [Sales] 101 Vital Social Media and Digital Marketing Statistics for (the Rest of) 2013
    But–contradicting the statistic above–66% of brand advertisers want to see a measurable sales bump from social media advertising. 24% say marketing’s influence on sales and 16% cite conversion rate as the key metrics. The role of sales has changed. For example, 93% of marketers use social media for business.
  • LEAD LIAISON  |  THURSDAY, OCTOBER 8, 2015
    [Sales] Why Marketing Automation Isn’t Going Away and Will Continue Expanding Well Into the Future
    Comprehensive recommendations will provide the ability to leverage full visibility across the marketing and sales funnels to determine and recommend the best content to share or actions to take. According to recent reports, marketing automation is not going away anytime soon. Changes Looming on the Horizon for Marketing Automation Industry.
  • ION INTERACTIVE  |  FRIDAY, JANUARY 22, 2016
    [Sales] ion’s Marketing Technology Stack
    Marketing Technology is Sales Technology Too Ultimately, it came back to focusing on our buyer and how our business engages with them over the course of their journey. One of the interesting things that happened early in the process was the inclusion of sales in our marketing stack. This means marketing tech is sales tech.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 25, 2013
    [Sales] Research: Why Behavior Matters in Lead Scoring
    But companies that use Fit and Interest see 12% points higher revenue growth and a whopping 17% more sales time spent selling [TWEET THIS]. At the simplest level, this means letting the sales team have insight into who is opening emails, visiting the website, and responding to campaigns. The ROI of Behavioral Lead Scoring.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 2, 2014
    [Sales] 4 Steps for Better Lead Generation
    full 29% report incorporating lead generation into both sales and marketing initiatives. The average length of the sales cycle has dropped from eight months to six months. Sales-marketing cooperation. Read the paper : “Lead Generation and Management for SMB Sales and Marketing,”. Online Marketing’s Major Challenges.
  • SAVVY B2B MARKETING  |  FRIDAY, JUNE 15, 2012
    [Sales] Savvy Week in Review: June 15
    Psychological Master Keys That Will Open The Doors to More Sales by @derekhalpern. How can it be that mid-June is already here?! Before it all slips away, make sure you take the time to digest some good reads from around the blogosphere. Since we've rounded up our faves for the week, you have no excuse not to. Enjoy! Great move!
  • HUBSPOT  |  MONDAY, MARCH 3, 2014
    [Sales] Why Marketing Automation Fails: 3 Common Reasons
    As David Moth writes on the Econsultancy blog -- “It’s an important tool for bringing order to the warring worlds of marketing and sales by improving lead scoring and nurturing.” sales rep from a new company reaches out to you by email (or follows up with a phone call) to tell you to buy, buy, buy. But it’s not.
  • BIZIBLE  |  TUESDAY, JANUARY 19, 2016
    [Sales] 6 Marketing Reports Used To Develop Competitive Advantage
    Luckily we have the ability to understand our prospects and our sales cycle. metric is a standard of measure, for example conversions rates, sales qualified opportunities generated, or click-through rates. Our customers have sales teams and this velocity report enables marketers to plan ahead with their sales teams.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Is YouTube Replacing the Printed Manual? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Andrew Stivelman | Tweet this In June of 2010, the  nielsenwire published statistics  on how much time people spend using social networks and blogs on a monthly basis.  So, how does this relate to documentation?
  • HUBSPOT  |  WEDNESDAY, AUGUST 21, 2013
    [Sales] How to Master the Connect Call
    The sales connect is the most transferrable skill to master. In sales, the connect is your opportunity to make that first impression on your prospect -- the first time that you''re catching someone live on the phone. If the prospect asks you for a high-level sale, give them a high-level overview instead. So, what should you say?
  • CAPTORA  |  MONDAY, MARCH 7, 2016
    [Sales] The Convergence of MarTech and AdTech Platforms
    To ensure we have the same understanding of these concepts, it is useful to look at more traditional definitions of these terms: Marketing Technology – Platforms and tools used by marketing and sales organizations to manage and nurture leads, manage opportunities and customer contacts and funnel analytics and attribution.
  • SAZBEAN  |  TUESDAY, NOVEMBER 15, 2011
    [Sales] 25 Must-Haves for a Remarkable Website
    This is why having an effective website that contains key elements for driving more traffic, leads, and sales is so crucial. The internet has fundamentally changed the way people learn and shop. business website is the central component of reaching potential customers, educating them, and convincing them to buy. News & Notes
  • HUBSPOT  |  SATURDAY, MAY 18, 2013
    [Sales] Why P&G Can't Blame 6,250 Layoffs on Facebook
    Even via your door-to-door sales (that''s right, they''re now going to be spending ad budget on door-to-door sales). Michael Steib from Credit Suisse, in a conversation with P&G''s McDonald, asked, "Does that mean that ad spend, for example, is up sequentially in absolute terms and as a percentage of sales?". Facepalm*.
  • HUBSPOT  |  FRIDAY, APRIL 26, 2013
    [Sales] 11 Clever Ways to Nurture Leads With Your Business Blog
    That, my friend, is in the ''Close'' stage -- the stage of the methodology in which marketers are actively trying to nurture leads to a point of sales-readiness. Your sales team is talking to your leads every single day. Hey -- maybe you already have a lot of great blog content that can be used in the sales process. right?
  • MARKETING ACTION  |  WEDNESDAY, MARCH 19, 2014
    [Sales] An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 2
    In a recent Act-On Conversation, Jay Hidalgo and Atri Chatterjee defined demand generation and talked about how personas, sales and marketing alignment, and content marketing are a trifecta for successful demand generation. Sales and marketing alignment. We hear a lot about sales and marketing alignment. And it was amazing.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, DECEMBER 18, 2013
    [Sales] A 6-step plan to respond to negative social media comments
    And some research shows that a few negative reviews can enhance credibility and actually increase sales. And some research shows that a few negative reviews can enhance credibility and actually increase sales. I have had several requests to write about handling negative comments on the web. And yet, you will get complainers. Follow up.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 6, 2010
    [Sales] Translate Features into Benefits if You Want Your Marketing.
    The second tool for helping you convert features to benefits is the FTB Sales Technique , which stands for Features, Transition and Benefits. It is only when you tie them together or translate features into benefits can you engage with your target audience and increase your success rate of closing the sale. All Rights Reserved.
  • BIZIBLE  |  THURSDAY, FEBRUARY 11, 2016
    [Sales] How Pricing Affects Marketing Strategy for B2B SaaS Companies
    The Importance of Marketing & Sales Cycle Velocity. The Importance of Marketing & Sales Cycle Velocity. Generally, bottom-of-the-funnel (BOFU) tactics are more important for higher priced products with a longer marketing and sales cycle. BOFU marketing includes activities like nurturing and sales enablement marketing.
  • DOCALYTICS  |  TUESDAY, APRIL 28, 2015
    [Sales] Product Update: Timeline + Notifications
    Our updates to the leads summary page let you see what content was sent to a lead from sales teams, regardless of if it was opened:  . This can be very useful to sales to understand the decision making structure of an organization. These new features aren’t just a benefit for sales. Marketing Product Sales
  • FATHOM  |  WEDNESDAY, MARCH 12, 2014
    [Sales] Determining Client Lead Value
    If this isn’t accomplished in the sales process, it means 2 things: The salesperson is good. During this same timeframe, calculate the average sales dollars that came in. What is the average profit per sale in that timeframe? Retail / E-commerce Sales & Marketing Alignment lead generation lead values
  • CLIFF ALLEN ON MARKETING  |  THURSDAY, APRIL 12, 2007
    [Sales] Cash Flow is Profit
    Some people who talk about increasing marketing ROI are referring to increasing sales revenue. So, theyre happy when they generate $2 in sales for every $1 in marketing expense. In other words, an increase in net cash flow means an increase in profit - not sales revenue.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 4, 2016
    [Sales] Marketing Automation and Creativity: How to Have Your Cake and Eat It, Too
    Not only will you be able to identify where those people are and how to target them, but by encouraging them to download contact via filling in forms, you can capture essential details that will help you to create sales. This can be automated to help you with targeting and pushing prospects through from Marketing to Sales. Data mining.
  • THE ROI GUY  |  MONDAY, SEPTEMBER 12, 2011
    [Sales] A Content Optimization Program?
    We often get comments from customers that they don't want to just implement a value-based sales & marketing tool, but want more extensive advice on how our entire content for marketing and sales can be better optimized. More information about the assessment and sign-up can be found at: [link].
  • SYNECORE  |  FRIDAY, SEPTEMBER 11, 2015
    [Sales] Why Buyer Personas are Crucial to Inbound Marketing Success
    Lastly, don’t forget to talk to your sales team when constructing buyer personas. If anyone if going to be able to tell you about your prospects’ and customers’ concerns, questions, and pain points, it’s your sales team. Good morning/afternoon/evening/middle of the night. What is a buyer persona? Headshot (recommended). Problems Faced.
  • 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.
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 13, 2011
    [Sales] Laugh and Learn featuring @fearlesscomp | Episode 26 – Google Wave
    As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. B2B Lead Generation | Laugh and Learn Episode 26 – Google Wave. Welcome to another Laugh and Learn show – a b2b marketing lesson delivered quickly – using wit and humor. Twitter. Facebook. Linkedin.
  • FATHOM  |  TUESDAY, FEBRUARY 16, 2016
    [Sales] Mirror, Mirror on the Wall: Identifying Flaws in Your Messaging
    It affects every aspect of your marketing from design to SEO to sales. In fact,  SiriusDecisions  found that most influential reason B2B sales teams did not hit their sales quotas was their “inability to communicate value messages”. This applies across marketing platforms and between sales and marketing teams. Blog Feed
  • WINDMILL NETWORKING  |  THURSDAY, JANUARY 16, 2014
    [Sales] Using Twitter Influencers to Drive Traffic to your Ecommerce Store
    Related Stories Yes, Social Media Can Drive E commerce Sales (and quite easily) 10 Tips for Getting Started With Social Sales On [Insert Network Name] 3 Reasons ANY Company Can Benefit From Social Customer Service. If you have a small following on Twitter, it’s tough to get your Tweets heard.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, APRIL 19, 2011
    [Sales] InsideView on SlideShare
    SlideShare is a great resource for people in technology and other industries. I can spend hours searching through sales methodologies and social media presentations to get an education and reference information to be better at my job. Filed under: Social Selling Tagged: b2b sales , customer 2.0 , social selling. social selling
  • B2B MARKETING ZONE POSTS  |  TUESDAY, JANUARY 4, 2011
    [Sales] Top 111 B2B Marketing Posts and 34 Hottest Topics for 2010
    Sales Leadership: Time Management Tips - Your Sales Management Guru , November 29, 2010. Nurture The Leads In Your Sales Funnel – On Social Media - Lead Views , August 27, 2010. 40 Social Media B2B Infographics - Sales Intelligence View , December 10, 2010. Sales Prospecting Perspectives , February 8, 2010.
  • LEAD LIAISON  |  TUESDAY, OCTOBER 13, 2015
    [Sales] Benefits of Website Visitor Tracking
    Sales and marketers will benefit from visitor tracking. For sales, don’t think visitor tracking is going to be the savior for your sales team and automatically identify easy-to-close deals. Sales people can use it in three primary ways: As a tip. For sales insight. Yeah, what next? To time follow up.
  • LEADERSHIP  |  TUESDAY, DECEMBER 2, 2014
    [Sales] 10 Tips to Plan B2B Content Marketing and Maximize Lead Generation
    Content must be valuable and relevant for all parts of the sales cycle. Instead of simply recognizing the trend that buyers traverse 70% of the sales cycle researching on their own, the marketing team at IntelliResponse chose to stay ahead of the trend. Sales and Marketing must hold hands. Let’s look at one example of this.
  • KOMARKETING ASSOCIATES  |  MONDAY, OCTOBER 7, 2013
    [Sales] A Guide to Retargeting (Remarketing) for B2B Marketers
    Cost per lead, cost per acquisition, or cost per sale can easily be defined with PPC. Lastly, B2B marketers engage in long sale cycles. They differ greatly from the typical sales cycle. The sales cycle is over. However, for B2B marketers, sale cycles are much longer. These sale cycles require additional nurturing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 30, 2012
    [Sales] Five of the All-Time Biggest Blogging Questions Answered
    Get guest posts from sales, PR, customers, suppliers, community members. have no plans to monetize my blog directly, but I’m hoping that people who love the free content will support me by buying adjacent products on my website such as my Social Media From Scratch video tutorials , books, or instant coaching services. 6) Indirect sales.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MAY 26, 2014
    [Sales] Facebook Tag Bombing is the new telemarketing
    You know, those annoying sales people who interrupt you with a call you to sell you insurance or something? You know, those annoying sales people who interrupt you with a call you to sell you insurance or something? Now, when I get an alert that I have been tagged in a post (or photo), I always take a look to see what’s going on.
  • VIEWPOINT  |  MONDAY, AUGUST 8, 2011
    [Sales] Metrics to Drive Lead Generation Performance
    Marketing organizations that choose to report on financial contribution metrics such as Percent of Total Sales Contributed by Marketing, Percent of Total Revenue Contributed by Marketing and Marketing-Generated Closed Revenue benefit from insight into lead quality and how those leads convert to sales, revenue, and profits.
  • HUBSPOT  |  THURSDAY, AUGUST 23, 2012
    [Sales] Everything Marketers Need to Research & Create Detailed Buyer Personas [Template]
    Personas help us all -- Marketing, Sales, Product -- internalize the ideal customer we're trying to attract, and relate to our customers as real humans. Understanding your buyer persona is critical to driving content creation, product development, sales follow up, and really anything that relates to customer acquisition and retention.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, APRIL 29, 2011
    [Sales] 8 Big Ideas to Drive B2B Buzz
    Why not group referring? 2.    Point of service is the new point of sale.  In his aptly titled book, Word of Mouth Marketing , author Andy Sernovitz talks about the importance of point-of-sale as a WOM trigger.  It’s the moment when the brand/consumer relationship is consummated.  B2B is a unique beast.  What do you think?
  • NUSPARK  |  MONDAY, JUNE 29, 2015
    [Sales] How to Convince Your CEO of the Power of B2B Content Marketing
    It takes time, but delivers, in the long term, a higher number of leads and sales opportunities. It can move buyers through the buying cycle, attracting web traffic, converting visitors into leads, and transforming leads into sales opportunities. Such campaigns are familiar. Why would you give away information? Set expectations.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 2, 2013
    [Sales] B2B Marketing: 6 essentials for testing your teleprospecting
    Tweet For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. Last summer, we began applying what we learned from online testing to that channel and recently, Brian Carroll wrote about how using science increased teleprospecting sales handoffs 304%.
  • THE POINT  |  TUESDAY, APRIL 23, 2013
    [Sales] 2 Email Campaigns Show How (and How Not) to “Sell” Content
    One, a white paper offer from sales tax automation company Avalara , is a plodding recitation of facts that does little to grab the reader. Two email campaigns that arrived in my inbox recently serve as useful illustrations of how best to promote informational content. Unfortunately, the main body copy lets down the side completely.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 27, 2013
    [Sales] My most important lesson in business almost killed my blog
    But a few years later, after a stint at a newspaper and a couple PR jobs,  I found myself in a sales position in Los Angeles for a Fortune 100 company. But a few years later, after a stint at a newspaper and a couple PR jobs,  I found myself in a sales position in Los Angeles for a Fortune 100 company. Long curly hair. Crickets.
  • KOMARKETING ASSOCIATES  |  TUESDAY, APRIL 23, 2013
    [Sales] You’re Not eBay. Why Paid Search Still Makes Sense for B2B Marketers
    Non-Branded keywords had a negligible impact on sales and revenue. People searching for a competitor is potentially a ‘warmer’ lead and may be further along the sales process than other potential customers. Finally, I question eBay’s definition of how revenue and sales were created from the paid channel. Study Takeaways.
  • ANNUITAS  |  THURSDAY, JANUARY 21, 2016
    [Sales] How to Spot a Tactical Marketer
    Likewise, the primary goal of many marketing teams is to deliver a certain number of top-of-funnel leads, and then sales’ job is to turn those leads into customers.The problem with these measurements is that none of them add value to the business.They aren’t metrics that matter. What is your conversion rate at each lead management stage?
  • TOMORROW PEOPLE  |  TUESDAY, SEPTEMBER 18, 2012
    [Sales] For a Great Online Marketing Strategy You Need Many Happy Returns from Your Website
    How can my website help me achieve my sales and revenue targets? You’ve invested a lot of money in your website. It looks great and you’re terribly proud of it. But that doesn’t necessarily mean it’s effective in creating new business. Assuming that it’s so jazzy that it must be working is too big a risk.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 19, 2013
    [Sales] Mobile Marketing Today – Christine “CK” Kerley on Marketing Made Simple TV
    It’s confirmed in a study by Delloite: “Sales of tablets and smartphones will outnumber personal computers this year as consumers begin using a wider variety of devices to access the Internet, according to a study by the Deloitte consulting firm. Tablets are expected to rack up 50 million sales and smartphones 375 million.
  • FATHOM  |  MONDAY, JUNE 9, 2014
    [Sales] Why All Marketing Is Digital Marketing
    Increase sales transactions. (35%). The point being that if a marketer in the Wanamaker period said she wanted to increase lead generation, traffic volume, visitor engagement and sales transactions, you would nod up and down and think, “I get that.” What, are you crazy, Paul? Maybe I am, but hear me out. All the time.
  • THE ROI GUY  |  TUESDAY, JANUARY 3, 2017
    [Sales] Getting you Ready for the New Year: The Best of 2016
    As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements. Read more [link].
  • LEANDATA  |  MONDAY, AUGUST 18, 2014
    [Sales] The Unanswered Questions for Account Based Selling
    “Named accounts” is becoming a staple for B2B sales organizations. It’s a method for assigning accounts to a specific sales representative based on ideal account characteristics, which could include a combination of geography, industry, size and demographic criteria. Lead traction reporting – alignment between sales & marketing.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 10, 2011
    [Sales] Laugh and Learn featuring @fearlesscomp: Episode 12 – Simplicity
    They shout it on their website, in their marketing materials and their sales emails. He presented “How to Build a Great Personal Brand&# at the 140 Social Media Conference on Long Island and discuss best practices in lead nurturing on Sales Lead Management Radio yesterday. This is one of our favorites!). They shout the message.
  • THE FORWARD OBSERVER  |  MONDAY, JULY 21, 2014
    [Sales] How To Link Inbound Marketing With Trade Show Success
    For many companies, trade shows have played an important role in reaching their marketing and sales objectives. The goals of a trade show can include: An increase in new leads and sales. Artillery B2B Marketing Blog > The Forward Observer Would you like to link inbound marketing with trade show success? They sure can.
  • VERTICAL RESPONSE  |  MONDAY, NOVEMBER 10, 2014
    [Sales] 25 Holiday Email Subject Lines That Shine
    Chasing Fireflies: Our magical Holiday Gift Shop is open + Save up to 80% in our Halloween Blowout Sale! 5. JetBlue Airways: A sale to escape the winter weather! The day after Halloween marked the official start of the holiday shopping season and since then, holiday-related emails have been arriving in our inboxes on a daily basis.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, APRIL 29, 2010
    [Sales] 8 Critical Success Factors for Lead Generation 2.0
    The single biggest issue for B2B marketers is effective lead generation. wrote an eight part series on building an effective lead generation program a while back. To help readers who missed the series, I pulled all the posts together in order. Ebook: Start With a Lead: Eight CRITICAL Success Factors for Lead Generation.
  • FATHOM  |  WEDNESDAY, JUNE 1, 2016
    [Sales] New Publication: 7 Essential Vendor Strategies for Crushing Amazon Revenue
    With a strong strategy, though, you could increase your Amazon sales by 650%. On top of this, you’ll find out how each one of these tactics will drive traffic, enhance customer experience, and, ultimately, increase sales. On top of a potential 650% increase in sales, a 2015 BloomReach survey found that 44% of U.S. We’d say so.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 25, 2012
    [Sales] The World’s Simplest Guide to Lead Nurturing and Scoring
    FindNewCustomers.com is a sales lead generation company in New York that helps midsized firms improve the ways they attract, engage and win new customers. Lead Nurturing and Scoring – the world’s simplest guide. Enjoy! Personally, I think the world needs simplicity today. What do you think?
  • BIZIBLE  |  THURSDAY, APRIL 7, 2016
    [Sales] Why The Next Generation of B2B CMOs Will Be From Marketing Operations
    pipeline” to sales. This isn’t a very long post, but it’s an important one. truly think the next generation of B2B Chief Marketing Officers will come from the Marketing Operations function. To illustrate my point, let’s look at where past and present CMOs have been sourced from. Past: Brand (1960 - 2000). Present: Demand (2000 - 2020).
  • ANNUITAS  |  THURSDAY, SEPTEMBER 25, 2014
    [Sales] Three Things to Think About Before You Develop a Vertical Marketing Strategy
    have worked in companies in the past and with other organizations that have taken a vertically aligned approach to their sales and marketing, and rarely have I seen it work very effectively.  That is a good start, but what about Lead Qualification teams, Inside Sales, and Customer Support? Such is the case with many other roles. 
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 14, 2012
    [Sales] The B2B Revolution in Mobile with Christina CK Kerley
    Jeff Ogden is President of the sales lead generation company, Find New Customers. Let my friend Christina “CK” Kerley of CKB2B  ( a guest on Marketing Made Simple TV) introduce you to the wild and woolly world of mobile today. The implications in B2B are profound. Mobile is the “first screen” of today and tomorrow.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 7, 2012
    [Sales] What Really Creates Marketing Automation Success: Data from Gleanster
    Value Drivers: Both groups agreed that the two most important predictors of marketing automation success are cooperation with sales and ability to measure return on investment. Although I’m obviously biased, I do think it’s an excellent product and highly recommend it. Here are some highlights – please look in the report itself for details.
  • SAVVY B2B MARKETING  |  MONDAY, DECEMBER 12, 2011
    [Sales] Getting found on LinkedIn: how keywords can improve your visibility
    It is a strong resource for making connections with people and businesses, leading to increased sales for you. · You can create more leads and make more sales. Today's Post is provided by journalist and e-copy writer; Lisa Jackson. **. Are you in the top 10? Are you on the first page of search results? Headline.
  • SYNECORE  |  WEDNESDAY, FEBRUARY 27, 2013
    [Sales] Walmart Evolves with SoLoMo
    In October of 2012, Walmart said the company expects to meet its $9 billion online sales projection for the fiscal year ending January 2014; while not close to Amazon’s 62 billion in net sales, it is nearly double Walmart's 2011 online sales of $4.9 By its very definition, the phrase “paradigm shift” implies disruption.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 22, 2013
    [Sales] Be Where Your Prospects Are: Your Business Needs Complete Marketing
    When I am looking at our business plan for a year, I spend a lot of time considering where our leads for sales will come from. In addition, I would plan regular and frequent events (offline & online), third party email, partner programs along with some very traditional sales outbound lead generation. Diversify Your Efforts.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 7, 2012
    [Sales] How to Conduct a B2B Marketing Content Audit
    In the book, eMarketing for the Complex Sale , it talks of Catch Factors like Urgency, Impact, Effort, Reputation and Intent. 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. To earn their trust. Is it simple and engaging?
  • LEAD LIAISON  |  TUESDAY, JANUARY 26, 2016
    [Sales] Taking the Next Step after Implementing Marketing Automation
    Most often, these areas include starting small, sourcing quality content, and implementing steps for passing leads on to sales management as quickly as possible. The ultimate goal is to deliver fresh content that will help target leads to move to the next stage of the sales funnel without delay. Begin with Micro-Campaigns. Pass It On.
  • ACSELLERANT  |  SATURDAY, JULY 6, 2013
    [Sales] Story + Video = Powerful B2B Marketing
    They then translate those stories into watchable videos that are effective sales tools. B2B products and services are complex. It’s nearly impossible to communicate effective B2B marketing messages in a brief enough time frame for today’s short attention span prospects. Well-produced video is a way to get peoples’ attention and hold it.
  • KEO MARKETING  |  WEDNESDAY, JANUARY 20, 2016
    [Sales] KEO Marketing Publishes Ultimate B2B Lead Generation Guide
    New Resource Reveals Proven Digital Strategies and Tactics That Help Companies Achieve Sales Goals. This white paper offers marketers and business leaders valuable insights on connecting with their dream customers and increasing sales,” said Sheila Kloefkorn, President and CEO of KEO Marketing. About KEO Marketing. KEO News
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 7, 2014
    [Sales] Paul Alfieri, Turn’s SVP Marketing: How to Build an “Audience First” Product Marketing Strategy Around Big Data [Podcast]
    Frank views: Kraft Foods needed to know which marketing channels had the biggest impact on sales of its Oscar Meyer hotdogs. Paul shares a case study wherein Kraft combined online data with offline data to determine the real impact that video has on hotdog sales. Podcasts Product Marketing
  • SYNECORE  |  WEDNESDAY, JUNE 3, 2015
    [Sales] Expert Interview: How to Get Started with Marketing Automation
    TA: When you look at marketing automation, the conversation does come up around CRM, about how you’re able to use content at the very top of the funnel, then use a drip campaign to convert that person into an actual sales lead or a sales-ready lead. Chris joined Buckner to discuss marketing automation and social media engagement.
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