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  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 28, 2010
    [Sales] Manticore Technology Sees Expertise as Key to Success as a Demand Generation Vendor
    Changes include a drag-and-drop design tool (similar to Microsoft Powerpoint); integration of opportunities and custom objects from Salesforce.com; better reporting on Web site visitors; and, real time sales alerts on Web activity. Summary: Manticore Technology released some modest enhancements to its demand generation platform today.
  • HUBSPOT  |  FRIDAY, JULY 20, 2012
    [Sales] HubSpot May Only Be 6, But Our Marketing Software Is Way More Mature
    Contacts enables you to tailor communications and create segments based on those experiences, which means your emails will get a lot more relevant and your sales team will have a greater understanding of who is ready to buy, and who needs more time. It’s not often that we write a post specifically about our software.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, JUNE 22, 2012
    [Sales] [Video] How Do You Sound From Your Customer's Perspective?
    It's a grossly undeveloped sales skill in most sellers because no one has ever told them it's important or how to do it. Question: What tactics do you use to evaluate how your sales message sounds from your customer's perspective? We all know how important it is to be a good listener. And you leave message after message after message.
  • FATHOM  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] Content Marketing World 2014: What We Learned
    Best of Sales Oriented Strategies. Sales emails should be “choose your own adventure.” Marketing content is “what and why,” while SALES content is “choice and change.” 'Image Credit: Content Marketing World. Who knew, Cleveland definitely rocks! That story is created through content. Ardath Albee (Click to Tweet).
  • SYNECORE  |  WEDNESDAY, APRIL 2, 2014
    [Sales] You’re Blogging It Wrong: 5 Common Content Mistakes
    So here they are, the five things you’re doing wrong with your blogs: 1) You’re Thinking of Your Blog as a Way to Drive Sales. Your blog is not a sales tool, and if you are constantly using that space to promote your own products you are not going to retain readers. That will enhance your leads, and thereby your sales. Takeaway.
  • BIZNOLOGY  |  THURSDAY, JULY 24, 2014
    [Sales] e-Commerce SEO: How to avoid eBay’s $200 million Panda mistake
    Using your analytics and your sales data, determine which product pages are most important to your business. Small e-commerce players can simply offer alternative products on the “out of stock” page, while larger sites should consider 404′s on products no longer for sale. The lesson: Don’t do that. Check it out.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 3, 2013
    [Sales] 5 Ways to Guarantee Customer Loyalty and Retention
    Without it, your sales team is in the dark. Nothing turns off customers more than the impression that you have no idea who they are and why they’re calling you, so make sure that processes are in place to guarantee that sales intelligence is as detailed as possible. 1) Pay Attention to Customer Feedback.
  • HUBSPOT  |  TUESDAY, NOVEMBER 1, 2011
    [Sales] 3 Tips for Better Internal Marketing Communication
    But when it comes to sharing our plans internally across the marketing department or aligning a master plan with sales, the act of communicating clearly and succinctly could stand a fair amount of improvement. ” On the distribution list are folks ranging from various marketing functions to sales leaders. Failure to Communicate.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 20, 2014
    [Sales] How Marketers Can Learn to Speak “IT”
    People in sales, people in marketing. Now that I’m on the other side, I realize that people in sales and marketing don’t do all those things to spite IT. Next, I had my second epiphany: Why the heck didn’t sales and marketing just tell me what they wanted? thought of myself as the technology sheriff. policed the policies.
  • THE B2B RESEARCH BLOG  |  SUNDAY, SEPTEMBER 25, 2011
    [Sales] B2B marketing sector bounces back: 57% report rising budgets
    Four out of every five client side marketers (79%) believes that their activities need to be better aligned with those of sales.  To say it’s been an eventful few years economically is an understatement.  First we had the credit crunch and a deep recession.  Now deficit reduction measures are biting and bond markets shaking.
  • SAZBEAN  |  SATURDAY, NOVEMBER 9, 2013
    [Sales] Top Internet Marketing Strategy Links for the Week of November 4, 2013
    Best Of News & Notes
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 3, 2014
    [Sales] Stop Being a Transactional Content Marketer
    We will also give your information to our green sales team and tell them to go close the deal now Now NOW as part of our commitment to make it as easy as possible for you to buy. 'Free white paper! Free webinar! Free eBook! We’ve all seen the promotional emails, banner ads and Tweets. It’s Free! It’s Free! So are books.
  • INBLURBS  |  MONDAY, NOVEMBER 15, 2010
    [Sales] 7 Top search engine strategies to get a Google Search Engine Listing
    How many sales leads does your website generate? Search engine optimization is one of most important aspects that should be researched while designing a website. Because many websites are designed daily but only few hits the top search engine rankings this is because they are very sure about the search engine optimization techniques.
  • TRADESMEN INSIGHTS  |  TUESDAY, JANUARY 10, 2012
    [Sales] Content Marketing: Key to Thought Leadership and Leads
    Content like white papers, fact sheets, case histories and webinars are just a few examples and might be used at different stages of the sales funnel. Co ntent is King for more than one reason. One of the reasons we want to put out good-quality content is to become the thought leader in our market segment. How B2B buyers use content.
  • HUBSPOT  |  FRIDAY, DECEMBER 28, 2012
    [Sales] How to Optimize Your Landing Pages for Long-Term Lead Generation
    For example, if we included an image of the sales and marketing funnel on a landing page for an offer about sales and marketing alignment, the file name might be sales-marketing-funnel.jpg, and the alt text might be "sales and marketing funnel.". That’s a pretty good spot to be in, eh? What about three years later?
  • BLOG MY CALLS  |  THURSDAY, MAY 9, 2013
    [Sales] Q&A with Content Marketing Expert Jeff Molander: Selling with Content
    define failure, or under-producing, as "not generating sales leads." How does a sales team us social media to sell? Translation: A sales team should use social media to sell the same way it would use any other communications device. If designed to, content can do the heavy lifting for a sales rep. Awesome. Read on.
  • 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  |  MONDAY, NOVEMBER 24, 2014
    [Sales] Retail Holiday Shopping Trends Highlighted in Two New Research Reports
    'Don’t tell anyone but in a few days it will be Thanksgiving and the day after that, Friday, has become to be known as Black Friday for apparently there’s a whole lot of sales that go on this day. In fact, one of the two papers is Part 1 of a two-part paper. Part 1 analyzes purchase intent. Marketing Efficiency
  • WEBBIQUITY  |  TUESDAY, OCTOBER 25, 2011
    [Sales] The 4 Critical Elements of an Effective Business Website
    The primary audience for most business websites is sales prospects. Most of these groups are likely to have some information needs in common with your sales prospects, as well as some unique needs. The first step in optimizing your online presence is making sure you have a website worth optimizing. Graphic Design. Content. Technology.
  • E-QUIP  |  WEDNESDAY, OCTOBER 19, 2011
    [Sales] E-Quip Blog: Getting to the Root of Problems, Part 1
    You define individual goals, organize weekly sales meetings, and step up the pressure on PMs to make their assigne d sales calls. Many firms tackle this common problem by doing sales training. But the best solution for the current productivity struggles, of course, is increasing sales. Ineffective sales skills.
  • TOMORROW PEOPLE  |  WEDNESDAY, FEBRUARY 20, 2013
    [Sales] Tomorrow People Leaves Salesforce.com in Favour of Workbooks CRM
    Workbooks Sales Director Ian Moyse said, “Having used Salesforce myself in the past I recognise it has a lot of functionality, but it also carries a lot of cost not only in the license, but in the 3rd party implementation and ongoing maintenance required. Tomorrow People will use Workbooks to manage its customer details and interactions.
  • VIDYARD  |  FRIDAY, SEPTEMBER 26, 2014
    [Sales] Account-Based Marketing: The Key to B2B Success
    However, no matter how well us marketers do, it seems like sales is never satisfied. The first step to fixing the problem here is to connect with the sales and align on the most valuable accounts for your company. 'Typically when we think about lead gen, it’s about generating as much quantity as possible. Lead Nurturing.
  • HUBSPOT  |  MONDAY, MARCH 5, 2012
    [Sales] The Metrics You Need to Measure Marketing Automation Effectiveness
    There are a lot of ways to fail at marketing automation -- an incomplete content arsenal, poor sales and marketing alignment (also known as SMarketing), clunky marketing automation software, and the list goes on. Sales-Accepted Leads - With more reconversions comes better lead intel that helps inform sales about the leads in their funnel.
  • 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 [.],
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 5, 2012
    [Sales] Are Marketers Becoming Digital Dinosaurs?
    The point is to lower the cost of sales and to increase the effectiveness of marketing. According to a CMO Council study of more than 200 marketing executives, covered by MediaWeek , marketers are being left behind by the digital age. The report stated that 90% of companies do not have an integrated digital marketing strategy.
  • E-QUIP  |  MONDAY, JANUARY 12, 2015
    [Sales] 10 Steps to Revolutionizing Your Rainmaking
    Never waste the client''s time, but always bring something of value to every sales call. While you''re likely to agree with that statement, your sales approach is probably more transactional than relational. The usual marketing activities suffer the same fundamental flaw as the traditional sales approach—they''re self-centered.
  • 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.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 24, 2013
    [Sales] Email Marketing Vs. Marketing Automation: Crossing the (Marketing) Chasm
    Is your sales team happy with the leads you send them? Do you have a process for your sales team to “recycle” leads that aren’t ready to buy? 'Email marketing is wonderful: It delivers the highest ROI of any marketing tactic, while being relatively inexpensive. Can you be alerted when a hot lead visits? Not so hard to implement.
  • WINDMILL NETWORKING  |  MONDAY, DECEMBER 17, 2012
    [Sales] Content Marketing: Clearing Up the Confusion, Trends to Watch in 2013
    The discussion can get heated; see this article, from the Sales Lion blog: Why the Inbound vs. Content Marketing Debate is Stupid. It is often tied to integrated marketing, and features sales lead generation as the main goal, or at least a component. What to look for in content marketing in 2013. Trash Talk over Marketing Buzzwords.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 17, 2014
    [Sales] Digital Marketing Glossary, Part 1
    Just as we talk about the importance of sales and marketing agreeing on the terms they use for the processes they share, it’s important for marketers to agree on the meaning of the basic terms we use to talk about everyday marketing activities. sales and marketing) interact. 'Guilty as charged. Here’s Part 1, A through D.
  • 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?
  • 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.
  • SOCIAL MEDIA B2B  |  THURSDAY, OCTOBER 6, 2011
    [Sales] 7 Awesome Email And B2B Social Media Integrations
    Social media can be a valuable way to move leads through the sales funnel. Great inbound marketing is integrated marketing. Social media can’t be an isolated tactic and succeed. One of the most powerful points of integration exists between email marketing and social media. Steps For Integrating Email With A B2B Social Media Strategy.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 14, 2014
    [Sales] Social Media and the Stock Market: A Lesson in Global Manipulation
    The hacker makes a fortune on stock short sales that day and slinks back to his anonymous world undetected. large, national retailer uses Big Data to identify emotionally-troubled teens and targets them as a leading demographic for alcohol and cigarette sales. 'By Kate Prince, {grow} Community Member. Read on. The Experiment. Read on.
  • 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?
  • 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.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JUNE 20, 2012
    [Sales] Why Are You Afraid of Starting a Blog?
    Case studies and testimonials - Get your sales staff involved. Talk with sales, customer service and engineering. I bet for most of you it’s that you’re afraid you won’t be able to publish relevant content on a regular basis. You need to realize you don’t have to write everything. Make it a team effort.
  • 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.
  • 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.
  • 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. 
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    The real issues are budgetary (budgets and content), organizational (skills, data quality, sales feedback, sales integration, and performance standards), and technical (data collection and compatibility). 'The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] Get Beyond Views: 3 Metrics That'll Help You Prove Video ROI
    If you''re trying to use video to push your sales and marketing teams forward, you need to spend your time measuring the right metrics. Using this metric, salespeople have the potential to be far more successful at making a sale. 'In the world of video marketing, there are lots of things you can measure. You can measure views.
  • 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.
  • VIRALLY BLOG  |  FRIDAY, DECEMBER 12, 2014
    [Sales] Why you should write an ebook
    Often people make the mistake of putting together an elaborate sales pitch as an ebook. So if you are not using ebooks as part of your sales process than maybe now is the time to start thinking about putting something together that will add value to your prospects and drive you leads to your business. Still struggling for content?
  • 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?
  • 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.
  • 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.
  • HUBSPOT  |  THURSDAY, MAY 23, 2013
    [Sales] Where Do Marketers Get Customers? [Data]
    Notable Findings: Taking a closer look at how primary sales channel affects where we get our customers, it looks like B2C companies dominate customer acquisition -- 70% said they acquired a customer from a Facebook lead, for example. Part 3: What is the average percentage of leads your company converts to sales? The U.S.
  • THE FORWARD OBSERVER  |  TUESDAY, JANUARY 6, 2015
    [Sales] 4 Tricks To Master The Magic Of Modern Lead Generation
    It’s no secret that the nature of lead generation and sales is changing. For a long time, salespeople could generate a lot of their own leads and then guide prospects through the buyer’s journey before closing the sale. The sales person could use that as leverage with the buyer to influence the whole sales process.
  • 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.
  • 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.
  • 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.
  • 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.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, JULY 23, 2012
    [Sales] [Video] How to Reduce the Decision Risk
    If a Mack truck hit me, their entire sales training program would fall apart. I'd also suggest you bring up issues that have stopped you from getting the sale in the past. How can you reduce the risk involved in making a change? don't think that we, as sellers, understand just how much a factor that is. Seriously.
  • 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?
  • 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.
  • 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.
  • 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.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] If You Were to Give Your B-to-B Social Media Activities a Grade, What Would it Be?
    Your customers/contractors are looking at ways to solve their problem, not get a sales pitch. Leads turn into sales and isn’t that our end game? Come on now, let’s be honest here. No matter why you got into it, many B-to-B companies are getting a big F in social media and they can’t figure out why.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Never Sell a Liberal the Same Way as a Conservative?
    Never, in all my years in sales, did I ever think I'd write an article on this topic. When I apply this data to the field of sales, it leads to some interesting conclusions: If I'm selling to conservatives, perhaps I'd be more successful if I focused on problems, risk-related issues or fears of competitive inroads.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 25, 2014
    [Sales] Snagajob Sees Returns By Ramping Up Marketing & Email Efficiency
    One campaign quickly generated $8,200 in software sales plus $3,000 in pipeline opportunities. 'In a competitive landscape, digital marketing tactics help organizations connect with the right audiences. Snagajob’s marketing team had no insight into who had opened messages or what actions they had taken in response. Marketing Efficienc
  • 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?
  • 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.
  • 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?
  • 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.
  • 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! 
  • 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.
  • 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.
  • 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?
  • 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?
  • 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.
  • 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.
  • 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.
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