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  • WEBBIQUITY  |  MONDAY, AUGUST 9, 2010
    [Sales] Four Ways to Measure Social Media Marketing Results
    Measuring the ROI of social media is challenging for several reasons, the most significant of which is the problem of “last click attribution;&# just because a sale or lead “came from&# Twitter or Facebook as the last click doesn’t necessarily mean that site deserves all the credit. Influence: a.k.a. Share this on Bebo.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JULY 9, 2010
    [Sales] Don't Count on Marketing Automation to Solve All Your Lead.
    FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame. You need to rethink your business model first and fast. would take this a little further.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] 5 Ways Copywriters Can Kick Butt With Inbound Marketing
    Make a Goal-Line Handoff From Sales to Marketing. Copywriters are some of the most creative marketers you'll meet, but they're also the most tortured. Theirs is a life of one-off projects, grammar checking, and constant re-writes. They are doomed to try articulating the miming hand gestures and vague ideas of their clients.
  • SAZBEAN  |  SATURDAY, NOVEMBER 16, 2013
    [Sales] Top Internet Marketing Strategy Links for the Week of November 11, 2013
    'Here are the top Internet strategy, marketing and technology links for the week of November 11th, 2013… 5 Analytics Focal Points for Proactive SEO Tacticians (Search Engine Watch) The Bluebird is Flying High – How About Your Twitter Lead Gen? Marketing
  • INBOUND SALES NETWORK  |  WEDNESDAY, JULY 25, 2012
    [Sales] Are Your Prospects Bleeding?
    While that may sound gory, ask anyone who has ever done sales and they will tell you a prospect who is in so much pain that they are bleeding is the best type of prospect there is. Most companies’ demand generation and sales processes are so focused on the solution they forget to address the problem. And no one will.
  • INBOUND SALES NETWORK  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Your Marketing Ain’t Pretty…It Just Looks That Way
    Without the persuasion, prospects don’t take action, without action there is no sale. Recently, I was working with a client to generate leads for a very complex sale (100K+/year, with 4+ departments involved) to a cold database. With a 3X margin, “Test B” outperformed “Test A” for sales qualified leads.
  • EARNEST ABOUT B2B  |  MONDAY, JUNE 23, 2014
    [Sales] Building a case for lead nurturing
    Data shared recently by the National Sales Executive Association about the practices of outbound sales calling also makes for interesting reading. They state that only 10% of sales people make more than three contacts. Yet 80% of sales are made on the fifth to twelfth contact. 'Rome wasn’t built in a day.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  SUNDAY, DECEMBER 11, 2011
    [Sales] Q&A: Trouble Setting Up a Follow-Up Meeting
    Or should I push for a firm time commitment/due date for any follow-up action no matter how harassed they are so I can keep in control of the sales process? If you hate "controlling" the sales process (which I personally do), here's an option. TERRY ASKS: I help people with new product launches. Their input is critical. One more thing.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 24, 2013
    [Sales] When is Email Deliverability Like a Fine Wine? [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by Egan Cheung | Tweet this When is email deliverability like a fine wine? When When it gets better with age.  Previously, I have looked at deliverability rates by region , and conversion metrics by industry.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, AUGUST 5, 2010
    [Sales] Shamelessly Going After What You Want
    In debriefing why I "lost the sale" with my mom, I'll never forget her saying, "You did vote for yourself, didn't you?" I   Flash forward a few decades and once again in the position of needing votes — this time for best sales training organization/coach. " I hadn't.
  • HUBSPOT  |  FRIDAY, NOVEMBER 16, 2012
    [Sales] Understanding the New Roles in Marketing
    Marketing operations staff work closely with Sales, and sometimes also have a sales operations counterpart. Marketing operations staff make projections about the quality of the sales and marketing pipeline and find efficiencies that will make the company work better as a whole. "Ch-ch-ch-ch-changes." Lead Nurturing Specialist.
  • BIZNOLOGY  |  FRIDAY, JULY 26, 2013
    [Sales] Meeting The Special Challenges of a Service-Driven Business
    Without the clear and measurable product sales or limited, easy-to-track campaigns, service-driven companies, such as digital marketing companies, may have the most difficulties following the long tail back to ROI. 'Photo credit: Joe Shlabotnik. Today’s companies have shifted their focus to the customer experience and customer relationships.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 27, 2013
    [Sales] Small team? Think Big! 5 Strategies for Small Businesses
    Align Sales and Marketing KPIs. Don’t just talk about alignment between sales and marketing – make it happen! There’s only one way that the sales team will ever recognise marketing as true partners – marketing needs to have skin in the game and start speaking the same language. How do you compete? Invest in What You’ve Got.
  • 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?
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, APRIL 20, 2011
    [Sales] How to Bake a White Paper from Scratch: Part Four – The Consumption
    Sales meetings – White papers are great tools to leave behind after a sales demo or meeting. Sales training – You’d be surprised what your sales team can learn by reading your white papers. So there you have it—a nicely-written, neatly-formatted, white paper. Now, it’s sitting there, all shiny, just begging to be read.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, OCTOBER 10, 2012
    [Sales] SetLogik Offers B2B Marketers a Real Marketing Database
    originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. I’ve now done more detailed research into the SetLogik B2B data management system I mentioned in my Dreamforce post. If anything, I’m even more impressed.
  • AD YOUR COMMENT HERE  |  TUESDAY, DECEMBER 6, 2011
    [Sales] HubSpot Launches New Marketing Grader Tool
    Are my marketing efforts generating enough leads and sales? HubSpot added a new tool to its Grader suite, today. The Marketing Grader – a replacement for HubSpot’s Website Grader tool - analyzes 30+ measures of marketing effectiveness and grades the business on a 1-100 scale. Competitive Benchmarking). Lead Generation). Blogging).
  • B2B MEMES  |  TUESDAY, OCTOBER 9, 2012
    [Sales] Digital First, Not Foremost
    This, I take it, is what Digital First Media CEO John Paton, much criticized of late , is getting at when he said that his “digital first strategy is centered on the cost-effective creation of content and sales and not the legacy modes of production.”. John Paton: Misguided, or misunderstood? Print sucks!”. Try This Test.
  • PHOENIX RISING  |  TUESDAY, JANUARY 26, 2010
    [Sales] A Lesson From a Ski Hill
    My skis left the tracks in this super glue and the next thing I know - I'm face planted on the groomer with a yard sale all around me. I learned a lesson at Squaw Valley yesterday. It was a rough day. Over a foot of our famous Sierra Cement and more coming down.    Sierra Cement is heavy, heavy snow - think skiing slurpies.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] 5 Key SEO Action Items for B2B Marketers Optimizing For Mobile
    million dollars in lost sales every year. Test multiple levels of lead generation actions as they relate to the proximity of a lead opportunity to sales readiness. 'A recent article on MarketingSherpa highlighted responses from B2B marketers regarding the most effective tactics for engaging mobile users. Time on site / time on page.
  • SAZBEAN  |  THURSDAY, JULY 18, 2013
    [Sales] Content Marketing for Small Businesses
    Not to mention that a sales-only approach is a complete turnoff for potential customers. 'In today’s social world, creating good, informative content is extremely important to standing out among competitors. News & Notes
  • SAZBEAN  |  FRIDAY, JULY 12, 2013
    [Sales] Connecting Social Media Strategy to ROI
    Increase sales on your website? 'Social Media can be a very powerful marketing tool, and can be both measured and tied to business ROI. It all starts with setting the proper expectations and objectives at the beginning. Asking what you want to accomplish with social media will help you come up with tactics which execute those objectives.
  • SAZBEAN  |  WEDNESDAY, MAY 22, 2013
    [Sales] When Corporate “Policies” Get In The Way of Passionate Customers
    – Nutella Exemplifies How Not to Use Social Media by Cameron Scott Obviously companies are legally required to protect their brand, but you can’t pay for this level of brand enthusiasm, and a heavy hand can cost the brand in both reputation and sales. Or do they? What do you think? Or can they?
  • SAZBEAN  |  TUESDAY, APRIL 23, 2013
    [Sales] What everybody needs to know about Value and Trust
    'If you want to make more sales or attract more high quality clients, you need to understand the following marketing fact: If a prospective client sees enough value in your service and they trust you to deliver it, they will buy from you! Value or trust: Which is letting you down? Do they see enough value? News & Notes
  • SAZBEAN  |  FRIDAY, NOVEMBER 30, 2012
    [Sales] Launching a New Affiliate Marketing Program, Part 1: Tracking Platforms
    Both track the essentials: impressions, clicks, conversions, and sales amount.  There are four steps involved in launching an affiliate program.  I’ll review the first two steps in this article.  As a merchant launching a new affiliate program, you should be able to complete these two steps in a month or so. News & Notes
  • SAZBEAN  |  WEDNESDAY, JULY 11, 2012
    [Sales] 16 Ways to Simplify Your Prospects’ Decision-Making Process
    CEB is not the first organization to tout simplicity as a key driver in increasing conversions and sales. In an effort to break through the clutter and get the attention of more potential customers, are marketers going too far? – 16 Ways to Simplify Your Prospects’ Decision-Making Process by Ellie Mirman. News & Notes
  • SAZBEAN  |  MONDAY, JULY 9, 2012
    [Sales] Where Good Content Goes Wrong
    Maybe you stripped your content of the kinds of bias that qualifies as sales copy. Between Google Panda and Penguin most people are taking a good hard look at their content strategies. Or at least they should be. And if it does, there are some ways to re-vitalize it. It’s Too Commercial. News & Notes
  • SAZBEAN  |  SATURDAY, MARCH 17, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of March 17, 2012
    Steps for Increasing Sales with Pinterest  (Social Fresh). Here are the top Internet strategy, marketing and technology links for the week of March 17, 2012… Four Things Your Blog Must Do [Slide Show]  (Marketing Profs). Better Email Results…Instantly! ProBlogger). Your Master List of Low-Hanging Marketing Fruit  (HubSpot).
  • SAZBEAN  |  MONDAY, FEBRUARY 20, 2012
    [Sales] The Ins and Outs of Marketing Automation Software
    Designed to organize campaigns and automate repetitive tasks, marketing automation software has simplified the lives of marketing executives and employees, allowing them to efficiently handle tasks and move leads to sales. Today, software solutions offer a variety of features, ranging from lead generation, email marketing, and data analytics.
  • SAZBEAN  |  THURSDAY, DECEMBER 8, 2011
    [Sales] How to create marketing that people welcome, share and act on!
    We get bombarded with dull, uninspiring sales messages all day and see them as an intrusion, rather than something of value – How to create marketing that people welcome, share and act on! There’s a huge difference, between someone receiving your message and listening to your message.  What do most of us do?  by Jim Connolly.
  • ONPATH  |  WEDNESDAY, SEPTEMBER 12, 2012
    [Sales] How to Sell Big to Small Business
    Here's a way you probably haven't thought about to boost your sales, market and sell to people who own a small business. Get your free selling to SMB Reports, here. Small businesses are an excellent market. They're mostly middle class and with average household incomes of $91,000 (7% above the national average). Want to know more?
  • ONPATH  |  FRIDAY, JUNE 1, 2012
    [Sales] Algonquin College - Winner of Marketo Revvie Award
    They describe the ROI experienced in terms of an improvement in number of qualified leads, lead conversion, deal size, win rate, customer acquisition costs, and /or sales cycle length. Congratulations to the Revvie Award Winners! Most Dramatic Business Impact. Winners will be celebrated on May 24th, 2012 at the Marketo User Summit.
  • VOLACCI  |  FRIDAY, OCTOBER 25, 2013
    [Sales] BADcamp Must-See Session: Building Dynamic Visitor Experiences with Drupal Rules, Tokens, and Actions
    Easily build a profile for future engagement, send emails, show different content, connect them to the sales team, and more. 'If you''re out in Berkley, California this weekend, stop by BADcamp to see Volacci''s CEO Ben Finklea lead an amazing session titled, "Building Dynamic Visitor Experiences with Drupal Rules, Tokens, and Actions."
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 25, 2014
    [Sales] 4 Things Your Email Recipients Want to Tell You
    The words “discount”, “sale”, “free trial”, or “act fast” are go-to phrases. 'by Amanda Batista | Tweet this Today the United States marks Memorial Day, AKA the social summer kickoff. For marketers these past few days were prime time for email marketing escapades. Amp me up for something fun!
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 9, 2014
    [Sales] What is the ROI on Delight?
    Prospects have a glimpse into the thought leadership and collaboration of not just the sales person, but the community of users. 'by Mindy Barenblat | Tweet this Delighting customers gets a lot of lip service as a “good idea,” but it can be hard to get buy-in. Delight does not always reflect in short term ROI. Would you fly them again?
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 22, 2012
    [Sales] How to Build a Better Inbound Marketing Machine – A Blueprint for Success
    Marketing automation enhances and amplifies inbound marketing and leads to shorter sales cycles, increased revenue, and better overall marketing ROI. by Jason Miller Inbound marketing is a highly effective strategy, but in isolation it will fail for most companies. How to Build a Better Inbound Marketing Machine.
  • VOICE-BASED MARKETING  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Actual ROI: Tracking Revenue to Determine Success
    With e-commerce purchases, you can capture the Universal Analytics Client ID from each web visitor and pass that ID back to UA with the revenue amount of the sale made online. For sales that happen over the phone, Ifbyphone’s Universal Analytics integration can capture the UA ID and pass it to your business’ system of record.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 16, 2012
    [Sales] How to Go Beyond “Check the Box” RFPs
    Ask What Happens After the Sale. It’s easy enough to understand what happens during the sales cycle. by Kevin Mcardle | Tweet this Ah, the RFP. We encounter them constantly, either issuing them or filling them out. Fan or not, the RFP process is a reality of doing business, especially in the B2B world. Reverse the Roles.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 23, 2012
    [Sales] Do Those Holiday Emails Really Get Read? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Egan Cheung | Tweet this Today, we launched our holiday greeting -  the Flinch who Hated Modern Marketing. It made me wonder how all of you, our customers, are doing with your holiday greeting emails… Do you do them? 
  • TRADESMEN INSIGHTS  |  WEDNESDAY, MARCH 27, 2013
    [Sales] AmazonSupply – How Has it Affected Your Business in the Industrial, Construction Markets?
    recently read an article by Scott Benfield in Industrial Supply, Trials and Tribulations of Sales Growth in an AmazonSupply World that outlined the difference and suggested ways traditional distribution can effectively deal with them. With an 800 lb. Big online giants are not new to this market. Back then it might have been too early to tell.
  • TRADESMEN INSIGHTS  |  THURSDAY, APRIL 28, 2011
    [Sales] What’s Your Social Media Strategy? READY-FIRE-AIM?
    For Social Media to be Successful Sales and Marketing Must Work Together. There is no simple solution to social media. Yes, you might get a bright idea and put it out there and then what? If you can’t answer that question, then you’d better rethink what you’re doing. Unfortunately, some folks think social is different.
  • TRADESMEN INSIGHTS  |  THURSDAY, MARCH 3, 2011
    [Sales] Content-Marketing Guidelines to Ensure Success
    Product development, customer service and sales are 3 areas that could be good sources for content. We’ve all heard the expression “Content is King.&# Although we all know it sometimes, we may not practice it. Listen to customers and prospects - what are they talking about, what issues/pain points do they need addressed?
  • MARKETING ACTION  |  TUESDAY, AUGUST 27, 2013
    [Sales] 9 Steps to Lower Customer Acquisition Cost (And Higher Value)
    Well…you could do that, but the problem is, you probably won’t do much for sales. How to align everything (brand, content, sales process, etc.) so the machine produces a sales-ready lead. How to link all the moving parts so your process flow leads to sales. We’ll cover: 1. Identify key players and ideal customers.
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 24, 2014
    [Sales] Help Me Help You: 4 Solutions to Strengthen the Franchisor/Franchisee Relationship
    Furthermore, lead generation and other conversion metrics should be monitored per location to identify where marketing strategies need adjustments.Technologies that enable phone or other leads to locate a franchise location nearby accelerate a prospect’s journey through the sales cycle. Match made in heaven! Seems simple enough, right? Wrong.
  • NUSPARK  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] It Might Be Time to Make Age One of Your Segmentation Criteria
    Any demand generation expert worth her salt (and consulting fee) will advise you to segment your sales leads. Related Posts: New eBook: Pay-Per-Click for B2B Lead Generation; The Ultimate Guide to Paid Search Sales Best Practices include Marketing-Sales Alignment Permission Marketing Drives White Paper Relevance. What to do?
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JUNE 26, 2013
    [Sales] Manufacturers: Tips on Getting More of Your Distributors Time
    'We recently did a survey to marketing/sales folks in the manufacturing sector who sell through either industrial or construction distributors to see what their biggest challenges are. What you need to do is communicate to their marketing and sales force. Sound familiar? Here’s another interesting note.  New rules of Engagement.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  TUESDAY, MARCH 11, 2014
    [Sales] [Video] Dealing with Crazy-Busy Prospects
    But it can be done – if you focus on the four SNAP Rules throughout the sales process. 'How does being "crazy busy" impact selling? It affects your prospects in a huge way. First of all, your prospects put up barriers to access. They''re protecting their time at all costs so it''s much harder to set up an initial meetings. SNAP Rules.
  • FOLLOW THE LEAD  |  THURSDAY, DECEMBER 6, 2012
    [Sales] From 0 to 5,000 qualified prospects in a year
    Ryan Patenaude had to build a sales organization from the ground up. When The Focus Group put him in charge of sales for Focus EduVation, the new spin-off had no customers, no prospects and no business! Patenaude needed to get … Continue reading →
  • BIZNOLOGY  |  THURSDAY, JUNE 12, 2014
    [Sales] Content marketing doesn’t end with content creation
    So blithely handing the whole content marketing ball of yarn off to your marketing director, sales intern, or someone else with a bit of free time isn’t the best path to take.). Most people will tell you it’s because now there’s too much competition and too much noise for anything worthwhile to be found accidentally. Social media.
  • 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%
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 31, 2011
    [Sales] 4 Smart Ways to Repurpose Content
    OF COURSE, you are going to have to change the style of the original copy, but again, the marketing and branding messaging should be consistent with your more formal sales collateral. You guessed it – it’s in the B2B marketing world. But you have to be careful. You should really read that article before you start reusing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JUNE 22, 2011
    [Sales] The Seven Elements of Smart Content
    But it takes a lot to cut through the clutter these days and it’s probably going to be worth it for your sales effort.  . By Robert Dempsey, Contributing {grow} Columnist. Despite the huge growth of eCommerce, most business is done by people, with people and for people … and is therefore built on relationships. Do you agree?
  • VOICE-BASED MARKETING  |  WEDNESDAY, JUNE 26, 2013
    [Sales] Why Call Tracking Is Only Step One for Marketers
    What Good Is a Phone Lead If the Right Sales Agent Doesn’t Get It? How your business responds to incoming calls can be the difference between winning a sale and throwing it in the trash. Strategy doesn’t stop once a browser becomes a lead: it continues all the way through the sales cycle until they become an account.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 13, 2010
    [Sales] 4 Ways Social Media Helped Gap’s Logo Disaster
    With Christmas just around the corner, the buzz generated over their new logo could boost their holiday sales. Last week Gap used Facebook to announce their plans for a new logo and was hit with mass amounts of negative feedback. Here’s 4 reasons social media and their logo blunder may have helped Gap. Trust Within Their Network.
  • E-LIGN  |  MONDAY, FEBRUARY 10, 2014
    [Sales] Email Marketing is Not Dead, It Has Evolved
    If they are repeat clients, let them know when something they have purchased in the past is on sale, or better yet, send them a discount to buy their favorite items. Not every email needs to be a sale, a promotion or a discount. 'Think email marketing is dead? Well think again. Email as a marketing tactic has simply evolved. Texts.
  • DIGITAL B2B MARKETING  |  THURSDAY, JANUARY 9, 2014
    [Sales] Change Is Overdue
    I’m sick of crappy content, fluffy sales claims and advice that ignores the real issue. 'I’ve had it! And I hope you will help (more on that in a minute). I’m tired of issues without examples, of the content marketers that are afraid of naming names and creating conflict. In one sense, it is true. The Black Hole of Content.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 15, 2011
    [Sales] The All-Time Worst Experience of My Long Career
    Recently I had the pleasure of speaking to Rick Roberge, the recently retired sales expert, and I had a chance to relate this story. The EVP of Sales at the #1 competitor later said to his team “How did we lose there? Marc’s boss’ boss at the time was a guy named Jon Temple, SVP of Sales. One day my phone rang.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 27, 2012
    [Sales] Do “Green” Companies Grow Faster? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Stephen Streich | Tweet this We hear a lot from companies about being good corporate citizens and helping their communities. But what impact does a brand’s reputation have on growth? Do “Green” Companies Grow Faster?
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 2, 2012
    [Sales] Never, ever let them see you sweat
    Jeff Ogden is President and Founder of the small sales lead generation firm Find New Customers. I have a message for small business owners. Don’t EVER let them (prospective buyers) see you sweat. Even if cash flow is tight and you don’t know how to pay the bills, put a big smile on your face and go talk to prospective customers.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 28, 2012
    [Sales] New White Paper from Silverpop | CMOs Speak – Navigating the Crazy New World of Marketing
    This white paper was written by Jeff Ogden , President of the sales lead generation company, Find New Customers. CMOs Speak | Are Managers and Directors of Marketing Listening? from Jeffrey Ogden on Vimeo. It will help a lot. What do you think? We love comments (We respond to all of them too) and those who share on social media.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 16, 2012
    [Sales] New B2B Marketing Show to Premier on May 1
    We look forward to bringing you top experts in B2B marketing, sales and social media. New Online Marketing show to Premier on May 1st, hosted by Jeff Ogden of Find New Customers. Find New Customers is pleased to announce that our new online show, Marketing Made Simple will premier on May 1, 2012.
  • MARKETING LEADERSHIP COUNCIL   |  MONDAY, APRIL 9, 2012
    [Sales] The Search for Marketing Excellence
    In fact, I’d argue that the shift away from cyclical commodity sales to non-cyclical solutions sales is the bigger of the two changes – it not only required marketing organizations to acquire new skills and staff up, but it tasked them with essentially creating a new market. How did they do it? Individual improvement.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 30, 2012
    [Sales] Laugh and Learn with Find New Customers – Mac vs. PC updated
    He’s also the host of  Mad Marketing TV , where her interviews top marketing and sales experts. In this show, a software company uses the old Mac vs PC idea to contrast his company with the new “cloud computing” options cited by the competitor. What can B2B marketers learn from that? Watch the video and find out.
  • FEARLESS COMPETITOR  |  THURSDAY, NOVEMBER 3, 2011
    [Sales] Mad Marketing TV premier postponed
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. We had planned to launch this B2B marketing show today, but due to things not being ready – the launch is postponed to 11/17/2011 at 9am PT/12 noon ET. ” Dan McDade, Pointclear. Demand Generation MadMarketingTV
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 26, 2011
    [Sales] Big News coming this week from Find New Customers
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. B2B Lead Generation | Big News from Find New Customers. Big announcement coming from Find New Customers in a few days! Big news on a new strategic partnership  with our newest client poised for great things. Find New Customers
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 9, 2011
    [Sales] Lead Management Optimization 2011 – My interview of Jim Dickie of CSO Insights
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Demand Generation | The State of B2B Demand Generation. Recently, I had the opportunity to interview Jim Dickie of CSO Insights on findings from this. Jim Dickie, CSO Insights. Click the link below to listen. link].
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 3, 2011
    [Sales] Why Leaders Don’t Learn from Success (via )
    Sales Lead Generation: To Learn, You Need to Fail. Loved this great insight on Sun Zsu’s ancient proverb “Your strength will eventually become your weakness.&# Amen Sun! Let’s Celebrate Failure! Love this article from Harvard Business Review on how businesses do not learn from success. They learn much more from failure.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 18, 2011
    [Sales] New release by Silverpop: Gold Partner
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation : Silverpop New Release. Silverpop just released a major new release of Engage. Watch the video and click the link to our landing page for more. Watch a short video of Silverpop Engage.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 12, 2011
    [Sales] How Corporations Can Build Trust Today
    As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Lead Generation Companies: Trust is the critical ingredient. Richard Edelman shares high level insights for top executives on how to earn trust in business. He explains in some detail how the world has changed.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MAY 12, 2010
    [Sales] 5 Steps to achieve Lead Generation ROI
    Marketing needs to be the engine to identify qualified leads for sales. ROI” and “Sales” are the 4 th and 5 th most important metric according to Chief Marketer April 1, 2010 study. The metrics you chose should be quantifiable and aligned to your sales goals.  Think sales, leads, pipeline. Why is this important? Cheers!
  • MARKETING INTERACTIONS  |  SUNDAY, JUNE 6, 2010
    [Sales] Webinar Q&A: Content is Marketing Currency
    Whether your company is sales or marketing driven. How well marketing is aligned with sales. work with marketing and sales executives, company owners, and product marketing teams. Today, I'd like to address some of the other questions that were asked during the Content is Marketing Currency Webinar sponsored by GoToWebinar.
  • EB2BLEADS  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Blogging For Lead Generation Works
    There are lots of ways businesses can monetise (create income or profit) from their marketing activity in the form of leads, sales and loyalty either directly for themselves or indirectly for other partners. Its a mini sales proposition for moving to the offer itself. Now though, blogs have become much more than that. What Is A Blog.
  • INBOUND SALES NETWORK  |  TUESDAY, MARCH 27, 2012
    [Sales] Lead Generation - Stop Throwing Good Money at a Bad Solution
    If you are like most sales and marketing executives these are the circumstances that you face every day. 11% of sales people have a really good understanding of their customers’ buying process. That means by just taking the time to understand how your customers buy - instead of why they buy - you could see sales go up by 38%.
  • 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.
  • WINDMILL NETWORKING  |  TUESDAY, JULY 12, 2011
    [Sales] 6 Social Media Marketing Strategy Mistakes to Avoid
    Social media marketing (SMM), also sometimes called social network marketing (SNM), is a strategy that helps you build a network of customers and potential customers, stay in touch with those who are interested in your products and services, and ultimately build your bottom line in the form of additional sales. Too Little Content.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 6, 2011
    [Sales] @fearlesscomp and James Rogers of Hoovers to appear on SLMA radio
    Sales Lead Management Association (SLMA) Radio has all the top experts in B2B marketing and sales. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. B2B Lead Generation | The Fearless Competitor and James Rogers of Hoovers to appear on SLMA Radio.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 25, 2011
    [Sales] Speaking at the 140 Conference Long Island
    also appear on Sales Lead Management Association radio on June 9th. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing 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.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 12, 2011
    [Sales] @fearlesscomp to appear on SLMA radio
    Sales Lead Management Association (SLMA) Radio has all the top experts in B2B marketing and sales. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. B2B Lead Generation | Another Guest appearance for @fearlesscomp. Jeff Ogden. No sign-up needed.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 11, 2009
    [Sales] Marketo’s secret sauce for lead generation
    It’s not a sales pitch, but rather a detailed and fascination explanation of how Marketo does lead generation. Everyone in marketing or sales should see this. As you probably know, Marketo is the sponsor of How to Find New Customers. They are my business partner. And they are one of the fastest-growing companies in the USA.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 10, 2012
    [Sales] Gamification: How Siemens got 23,000 engineers to learn about its brand
    And it’s filling the sales pipeline in the process. Tweet Siemens Industry , Inc., is proving that engineers just wanna have fun. In March of 2011, the Siemens team launched Plantville. This online game simulates the experience of being a plant manager. That means at almost any time of the day someone somewhere is playing Plantville.
  • MARKETING INTERACTIONS  |  WEDNESDAY, JANUARY 16, 2013
    [Sales] The Power of Positioning in B2B Content Strategy
    What about Frank, in sales, who wants to get prospects into conversation faster and is participating in groups on LinkedIn? Brand positioning is becoming critical as more B2B marketers turn to content marketing across a range of channels to cultivate standoffish, self-service buyers. If not, they wouldn't be in business. Big difference
  • WORKFACE  |  MONDAY, JUNE 4, 2012
    [Sales] 5 Cool Social Media Tools to Help You Expand Your Small Business
    Online sales have become more about facts and figures than honest human relationships. Guest Post by Alicia Ranch-Traille. For a small business, the successful use of social media involves a bit more than simply “liking” a few things on Facebook. If that sounds like a lot of work, it’s because it is a lot of work. 5) Disqus.
  • HUBSPOT  |  FRIDAY, JANUARY 27, 2012
    [Sales] 12 Critical Elements Every Homepage Must Have [Infographic]
    While homepages generally get the most love, I find it surprising that so many do a poor job of generating leads or sales. If you’re considering a website redesign or are wondering how to generate more leads from your website, there are several critical elements you must never forget to include. Ah yes, “thee page of all pages.”
  • MARKETING INTERACTIONS  |  THURSDAY, MARCH 29, 2012
    [Sales] Content Marketing: Theory vs. Practice
    It's not generally "have sales contact me." Sometimes I think content marketing can be made so convoluted and complex that it's nearly impossible to execute. I've seen spreadsheets and diagrams and lists of things you must do that make my head hurt. And, yes, I know I do this for a living. How much of Y do I need?
  • PAUL GILLIN  |  THURSDAY, DECEMBER 16, 2010
    [Sales] The End of ‘Social Media’
    And what’s happening in auto sales will happen in every single industry. This is the time of year when a lot of people make predictions. ll resist that urge, though, and instead present a plea: Let’s make 2011 the year we stop talking about “social media.”. It’s not that social media is no longer important. Stunning. Barnum, BTW).
  • INBLURBS  |  TUESDAY, JANUARY 25, 2011
    [Sales] 6 Tricks how to increase backlinks and grow your pagerank the smart way
    How many sales leads does your website generate? Mostly, all the intrepreneurs who are in the internet will have their marketing strategy for getting found online with the search engines. This is almost imperative in order to grow your business. 2 Link only to relevant websites. 3 Inviting Guest Writers from similar niche. Related Links.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 17, 2013
    [Sales] 5 Steps to Creating Content That Converts to Revenue
    It’s typical that sales and marketing will have different messaging; it’s very valuable to discover what’s working for sales and bring that into the marketing content creation. The act of downloading the paper is scoreable, so it creates or adds to a lead score that helps indicate sales-readiness. Understand the buyer’s journey.
  • 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?
  • MARKETING INTERACTIONS  |  SATURDAY, FEBRUARY 9, 2013
    [Sales] B2B Buyer Personas Don't Belong in the Closet
    They were simply unusable in a B2B complex sale situation. Many of the projects I do for companies start with buyer personas. After all, it's a logical place to start as it's next to impossible to develop a content strategy without a keen understanding of the people involved in buying complex B2B product offerings. Yep, it's true.
  • MARKETING INTERACTIONS  |  WEDNESDAY, APRIL 27, 2011
    [Sales] The Job of a Lead Nurturing Email
    Make a sale. I was reviewing a few email messages I'd developed for a B2B lead nurturing program with a project team when they said the equivalent of - Gosh, these are short. We should include links to events, products, etc. We're missing a big opportunity to give our prospects more choices. Get any old click. Ask for a lot of time.
  • INSIGHTIQ BLOG  |  THURSDAY, FEBRUARY 16, 2012
    [Sales] 2012 Super Bowl Ads that Nailed Customer Engagement
    You may have noticed that the most engaging ads weren't the most "salesy"; these brands were more focused on crafting a residual customer experience than making an immediate sale. Viewers scanned the code and as a result, Go Daddy set an all-time sales record for our mobile site.". Original, consistent, and engaging-- we like it.  .
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 2, 2011
    [Sales] Best Buy’s Powerful Cloud API Marketing Strategy
    So naturally Best Buy—with retail customers who are very media and technology savvy—has pushed the boundaries of how to drive retail sales using powerful cloud API marketing strategies. Cloud API marketing is not optional anymore in many industries, especially retail, media and technology. Steve Bendt.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, OCTOBER 6, 2010
    [Sales] RoAne’s Law of Networking: Schmooze or Lose
    It does NOT mean “making business contacts” nor does it mean “sales success” says Susan RoAne , The Mingling Maven® and author of How To Work A Room®. You’re starting a relationship, not closing a sale, ” Susan says, “treat people like people, not prospects.”. In today’s high tech world we have many ways to communicate. We can text.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 30, 2011
    [Sales] A Secret No More: Eloqua on Salesforce’s Acquisition of Radian6
    By now everyone has read the three tactical pillars of this acquisition: Salesforce will integrate Radian6 into their Sales and Service Cloud, giving reps on both ends of the customer lifecycle much-needed insights into buyers and prospects. by Joe Payne | Tweet this. My iPhone blew up this morning.  Surprise? In fact, we manage over 1.7
  • E-QUIP  |  MONDAY, JANUARY 21, 2013
    [Sales] Understand Your Clients? New Study Casts Doubt
    My observation is that A/E firms generally give little emphasis to service in their sales process. Nor is this likely to be discussed in sales calls, other than perhaps throwing out a few empty marketing slogans (e.g., Referrals are the best way to start the sales process, but clients aren't being asked. Why the difference?
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 4, 2014
    [Sales] Why a Customer-Obsessed Culture is About More than Persona Marketing
    Not all sales operations teams have budget to invest in e-learning for their training initiatives. Lastly, the marketing team must cohesively work with sales, services, IT, and operations to identify joint business priorities, and deliver consistently and with the same tone. Good work! Not all marketers have marketing automation.
  • MARKETING INTERACTIONS  |  THURSDAY, JANUARY 12, 2012
    [Sales] B2B Content Marketing as Trojan Horse
    I sat in on the Content Marketing for Real Marketers webinar, with Joe Chernov and Rebecca Lieb , hosted by #CMI and Joe Pulizzi. Of course there were many great points made, but two of them stood out and prompted this blog post: Content draws 10X more media attention than product launches. get asked a lot how to increase engagement with content.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, SEPTEMBER 23, 2008
    [Sales] Total Business Strategy: From Planning to Execution
    Professor Michael Porter, Harvard Business School on the topic of Strategy at the World Business Forum. Times like these the need for strategy and planning could never be more important. But there is still a lot of confusion about Strategy and what it is. What are the core principles that are going to determine the success of an organization?
  • WORKFACE  |  THURSDAY, JUNE 14, 2012
    [Sales] Trust & Potential Customers on the Web
    Vice President of Sales & Marketing of CyberOptics, Inc, and Chief Operating Officer at NT International, Inc. To put it simple: Carl knows a thing or two about growing a successful sales organization. Yesterday I was afforded the incredible opportunity to sit down and talk with Carl Moe, author of the book Chief Revenue Officer.
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