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  • 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.
  • 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.
  • 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.
  • 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.
  • 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.  .
  • 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.
  • 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?
  • 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.
  • 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.
  • 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?
  • MARKETING ACTION  |  MONDAY, JUNE 16, 2014
    [Sales] Report From New York: How Agencies are Using Marketing Automation
    New technologies let them generate more leads and nurture them more effectively over a longer period of time; marketing automation also helps with identifying, prioritizing, and routing sales-ready leads to their clients’ Microsoft Dynamics CRM accounts. 'Judy Logan of Act-On, seated; Julie Persofsky of Influitive, standing. Agency Corporat
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 20, 2013
    [Sales] How to Produce 269 (or more) Content Assets From a Single eBook
    It can be overwhelming to keep up with the quantity of content required to fuel the ever-growing number of distribution channels used to reach target buyers, from blogs to social media to marketing automation and beyond, not to mention content for sales enablement and account management… But it doesn’t have to be so much of a struggle.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 12, 2013
    [Sales] How a Strong Company Culture Will Boost Customer Service Levels
    Whether you are making coffee drinkers happy or whether you’re part of your sales organization responsible for attracting and retaining your customers, maintaining customer service is key. 'Ever have a poor customer experience at Starbucks? haven’t. am always extremely satisfied when I leave there. So let''s at another example.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JANUARY 16, 2013
    [Sales] 10 Ecommerce Predictions for 2013
    Social Media Grows Up -  For far too long, marketers have treated social media as an island from the rest of their strategy—and, in turn, have not reaped any benefits of it being a useful sales tool. Posted in Behavioral Targeting Customer Experience eCommerce Mobile Social Media. Every year, Cyber Monday will beat out the last.
  • 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? 
  • 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.
  • MARKETING INTERACTIONS  |  TUESDAY, JANUARY 18, 2011
    [Sales] The Power of Monotony in Content Marketing
    With complex sales, the amount of education, expertise and evidence information necessary to sway priorities and preferences to the extent needed to reach choice is staggering. I bet you're thinking, no way does the idea of monotony in B2B content marketing make sense, right? Monotony is boring. Monotony is the enemy.
  • BIZNOLOGY  |  TUESDAY, JANUARY 17, 2012
    [Sales] Being Pretty Isn’t Enough for Social Media Marketing
    To become a channel of primary, secondary, and tertiary influence that result in your members sharing your content on their walls, resulting on an organic growth, ultimately snowballing into massive conversions and stellar online sales. Image via Wikipedia. Online, you’re never the lone beauty in the hotel lounge.
  • VIEWPOINT  |  THURSDAY, AUGUST 22, 2013
    [Sales] Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?
    'Online content in the sales and marketing industries is constantly changing. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right? The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.
  • HUBSPOT  |  WEDNESDAY, MARCH 12, 2014
    [Sales] Is "Nurture" Code for "Neglect"?
    Maybe on the surface it didn’t appear to be a good lead, maybe the timing was off because they weren’t quite ready to buy, or maybe your inside sales team was just spread too thin at the time the lead came in. Let’s face it, there’s a sales recency bias. 2) Overcome Sales’ biases.
  • VIEWPOINT  |  TUESDAY, FEBRUARY 11, 2014
    [Sales] PowerViews with Ruth Stevens: The Science (not the art) of Marketing
    Social media and inbound sales are like the icing on the cake, she said. 'The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. Here is the full video of our entire chat and below that, some highlights. Inbound marketing is tough to scale.
  • BLOG MY CALLS  |  TUESDAY, JULY 30, 2013
    [Sales] Why Agencies NEED Call Tracking
    They are the #1 customer of LogMyCalls and are the focus of our entire sales team and business development staff. 'Hundreds--maybe thousands--of agencies across North America use call tracking. These agencies run the gambit from conversion optimization consultants and SEO firms to PPC agencies and traditional ad agencies. Genius.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, MARCH 20, 2013
    [Sales] [Video] Examples of a High Impact LinkedIn Headline
    Eric Luhrs calls himself “The Bruce Lee of Sales” and then mentions he cuts sales cycles in half and doubles conversion rates. Are you using your LinkedIn headline to your best advantage? When your prospects check you out, that’s the first thing they see besides your name. That is sooo boring. Let me give you some examples.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 3, 2013
    [Sales] Social Media: How Motorola Solutions uses Facebook to generate more engagement
    While Hudmon can’t reveal exactly how many leads her team receives from Facebook, she said it generates more sales, support and general inquiries about Motorola Solutions’ offerings than any other social media channel. 'Tweet If you think Facebook is no place for B2B marketers, think again. And, consider the experience of Motorola Solutions.
  • E-STORM  |  FRIDAY, MAY 13, 2011
    [Sales] e-storm international ranks #24 on Fortune's & ICIC Inner City 100.
    e-storm International Home Careers Careers in Kuala Lumpur e-storm Bloggers Antony Ho Archi Rajwat Daniel Riveong Ivana Petraskova Jonathan Reyes Kevin Ritchie Lisa McGuire Mehrshad Mansouri Nicole Reber Robert Yang William Gaultier Privacy Policy Thank You for Contacting e-storm! billion in annual revenues and creating nearly 70,000 new jobs.
  • MARKETING INTERACTIONS  |  MONDAY, NOVEMBER 12, 2012
    [Sales] B2B Content for Customer Retention Tells a Different Story
    Keep the sales pitch subtle. I'm starting to see customer retention, up sell and cross sell getting a bit more attention from B2B marketers these days. From account-based marketing programs to targeted microsites and nurturing programs, marketers are finally looking to increase the value of their existing customer portfolios.  
  • MARKETING INTERACTIONS  |  TUESDAY, NOVEMBER 16, 2010
    [Sales] Buyers Set the Pace for B2B eMarketing
    To provide a very insightful white paper and then follow it up with a sales call to see if they're ready to buy diminishes the progress you may have made. The ability to instantly publish content, send email, and Tweet give the impression that speed is a marketer's friend. Maybe so, maybe not. They have less.
  • INBLURBS  |  WEDNESDAY, DECEMBER 21, 2011
    [Sales] How to save 62 percent of your budget with inbound marketing
    Nurture those leads with important information and not with sales pitches. Every business wants to succeed. But not every business is doing what it needs to succeed. The increase of inbound marketing popularity is no fad but the outcome of  measurable and proven results which studies like the MIT study certifies. Social media.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 9, 2012
    [Sales] Why Facebook will become the most dangerous company on earth
    Instead of managing for a long-term vision, becoming a public company creates an inexorable and relentless pressure to meet quarterly sales goals. Within the next 60 days, an event will occur that may be the most devastating development in the young history of social media and for the businesses and individuals who love it so much.
  • MARKETING INTERACTIONS  |  MONDAY, SEPTEMBER 6, 2010
    [Sales] 5 Things to Consider BEFORE Using Social Media
    It can take 6 months to a year to develop the following, engagement and participation that leads to directly attributed sales gains. Many companies I work with today are enthusiastic about diving into social media. It's shiny object syndrome at its finest. Do you know where your prospects hang out online? Do they engage in social media?
  • B2B MARKETING TRACTION  |  FRIDAY, MARCH 11, 2011
    [Sales] B2B Marketers: People Don’t Buy From Computers
    In the workshop Tom mentioned that the number of inside sales people hires in recent years exceeded the number of external sales people. Tweet. Sometimes I hear several similar messages in a row and know I am meant to understand something at a new level. So here’s the message. Photo from Flickr Some rights reserved by PinkMoose.
  • 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?
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 8, 2012
    [Sales] 6 Parameters to Keep In Mind When Designing a Lead Nurture Program
    by Rajiv Kapoor According to a recent DemandGen Report nurtured leads are 20% more likely to turn into sales opportunities than non-nurtured leads. Role or title – At Marketo for example we have different messages for Sales and Marketing roles. Opportunity track – Communications designed to help the sales rep win the opportunity.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 13, 2011
    [Sales] Marketing Automation Skills are Scarce: Strategies to Close the Gap
    This is by far the most popular strategy among vendors, presumably because it increases sales by placing the fewest demands on buyers. The marketing automation industry continues to grow quickly, with many vendors announcing their client bases have more than doubled in 2011. Marketing automation vendors are painfully aware of these issues.
  • 3D2B  |  THURSDAY, JANUARY 9, 2014
    [Sales] New Year’s Resolutions That Help With B2B Appointment Setting
    But those of us who strive for business growth need to find more effective ways to put our sales people in front of buyers. Unlike telemarketers who sell to consumers, who launch into their breathless sales pitch as soon as you pick up the phone, your primary job is to listen. Will Be an Expert. Have 2 Ears and 1 Mouth.  Will Persist.
  • SALES CHALLENGER  |  FRIDAY, AUGUST 26, 2011
    [Sales] 10 Tips for Effective Presentations
    Being an effective presenter is the key to any sales pitch and a prerequisite as you move up the corporate ladder. (This is a guest post by Dana Clifford of the Communications Executive Council , our sister program for communications professionals.). How about your CFO? Share them with your teams in your next coaching session!  . Believe it.
  • PUZZLE MARKETER  |  TUESDAY, JUNE 19, 2012
    [Sales] Open Rates Are Not As Telling As You Think
    Anytime you can get closer to the “sale” or at least the conversion, the better. sale is better than a lead. There are an infinite number of reasons on why someone opens an email but a much more limited number of how many engage with it by clicking on the content or following up with the company down the line in the sales funnel.
  • EB2BLEADS  |  FRIDAY, APRIL 20, 2012
    [Sales] How Do You Qualify Leads Generated By B2B Marketing Online
    You’ve also detailed what an ideal prospects looks like and from your sales process understand the important people involved. Related posts: Online Sales Leads – Art Or Science ? You’ve got to have something more than just an online presence, you need engagement. You Can’t Qualify Leads Unless Prospects Engage With You.
  • FUNNEL FOCUS  |  WEDNESDAY, JUNE 23, 2010
    [Sales] Improve Lead Nurturing Process Execution with Decision Trees
    Lead nurturing can become complex and unwieldy very quickly based on the number of steps, length of sales cycle and permutations possible during buying over the long term. Our recent white paper, 6 Truths About Marketing Automation (And How to Face Them) , made the case for deploying the platform in support of an established process.
  • 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.
  • BIZNOLOGY  |  TUESDAY, MAY 8, 2012
    [Sales] Be a persistent social media parent
    Folks tend to have the zeal of the newly-converted when they first adopt social media into their communications, sales, and marketing plan; however, the truth of being a “parent” is that you’re responsible for the welfare of an entitled ingrate for not just the first 18-years but for life — and that can be dispiriting.
  • 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
  • MARKETING INTERACTIONS  |  WEDNESDAY, MAY 16, 2012
    [Sales] Robotic Email Campaigns Miss the Point
    Probably push the sale for lack of anything better to do. In addition to learning that lead generation is the top marketing priority for tech marketers, IDC's 2012 Tech Marketing Barometer Study asked them about their perceived effectiveness at lead nurturing. Based on what I've seen, I agree with her. Yet again. It won't.
  • THE ROI GUY  |  FRIDAY, APRIL 6, 2012
    [Sales] Gartner cuts 2012 IT spending forecast by 1/3rd
    Although the Gartner analysts remain optimistic that the economy is recovering, as do we, and that IT spending growth will recover in kind, we think that a bigger challenge remains with individual buying decisions, and this can have serious implications to you, the IT sales and marketing professional. expansion for the year. for the year.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 25, 2014
    [Sales] The good, the bad, and the ugly of #marketing conferences
    pieces of social media advice that trapped me 5 ways to use social media in sales even if your customer isn’t on Facebook 5 lessons to build a business that I learned from my clients Social media zombies and the 2 percent solution. But how are they changing? How important are they? Does it make sense to attend? To sponsor? Here we go!
  • SOCIAL MEDIA B2B  |  WEDNESDAY, AUGUST 25, 2010
    [Sales] 5 Ways for B2B Companies to Engage on Twitter
    Just as B2B sales relationships aren’t built over night, sustained B2B Twitter relationships – often the basis for industry insight, lead generation and media coverage – require a commitment to engagement. Here are five ways to approach B2B Twitter engagement: 1. Original content. The more non-promotional, the more valuable.
  • ENGAGE  |  MONDAY, MAY 7, 2012
    [Sales] How Social Media Favors the Underdog
    The @ WendyBrandes style in question has been removed from sale. You’ve seen this before: a prominent clothing store knocks off an independent designer’s creation, and the community around that designer cries foul. It started with Wendy’s Sunday blog post, after the discovery of Topshop’s eerily similar rings. Not Or compensate you. rings!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 3, 2011
    [Sales] Case study: Fast-growing B2B expands social media exposure
    Our conversations on Twitter established relationships for significant sales leads while the lead quality generated from the new social website traffic has measurably improved over the last year. This has been powerful — just in the last week we received a few hundred thousand dollars in sales opportunities through this advantage.
  • BIZNOLOGY  |  FRIDAY, JUNE 29, 2012
    [Sales] Why you shouldn’t bring your social media (completely) in-house
    Very few small or medium-sized companies maintain their own in-house accountants, designers, publicists, reputation and crisis managers, or marketers — some don’t even have their own dedicated sales teams. Photo credit: edrabbit. Someone who has completely rebuilt itself to over-serve its communities. ” Happens every time.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 11, 2011
    [Sales] B2B Marketing Automation Growth Slowed In First Half of 2011
    Also bear in mind that several vendors have recently received large infusions of funding, which they'll spend on sales and marketing to further accelerate growth. You know that red-hot B2B marketing automation industry? Don’t look now, but growth is already slowing. The new report sheds light on this as well. Not necessarily.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JANUARY 11, 2011
    [Sales] Is Social Media Really Living Up to Expectations?
    There weren’t the hard-and-fast lead generation and sales conversations that will be featured in our 2011 report, which I’m working on right now. Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. She started the discussion in August, yet members continue to provide feedback. she queried.
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, DECEMBER 1, 2010
    [Sales] Top 60 B2B Marketing Posts and Hottest Topics November 2010
    Sales Leadership: Time Management Tips - Your Sales Management Guru , November 29, 2010 Sales Leadership: Time Management Tips. With MarketingSherpa finding 8 out of 10 companies say the lack of quality sales leads is their #1 problem, companies are looking for leads. Sales Lead (52). There better be. PR Dept?
  • B2B MARKETING INSIDER  |  THURSDAY, DECEMBER 16, 2010
    [Sales] What Is The Future Of The Social Media Role?
    Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy December 16, 2010 8 Subscribe What Is The Future Of The Social Media Role? They are fully entrenched in social media.
  • WEBBIQUITY  |  TUESDAY, MARCH 25, 2014
    [Sales] Six Best Practices for Marketing with White Papers
    Too often, white papers topics are chosen by looking inward, reflecting subjects the vendor wants to talk about rather than trends and issues that matter to their sales prospects. Suggestions from your company’s consultants, customer service representatives, and sales people. 'Though the format is sometimes misused (i.e.,
  • 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.
  • BIZNOLOGY  |  THURSDAY, MAY 15, 2014
    [Sales] 5 warning signs that your website sucks
    Research from Foresee Results (highlighted here ) shows that “… functionality on mobile apps and sites was the area for biggest improvement across… mobile retailers” and that “…mobile is affecting direct sales contribution and purchases in other channels, too.” 'Does your website suck? Really. Today. Email.
  • E-QUIP  |  WEDNESDAY, JUNE 5, 2013
    [Sales] The Problem with Selling
    When I do sales training, I always start by asking participants what their immediate impressions are when I mention the word salesperson. Of course, you can argue that you''re making sales. Most technical professionals are a bit uncomfortable in a sales role because of the stigma attached to it. So are other salespeople.
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 8, 2006
    [Sales] ROI Calculators - do they work and are they credible?
    ROI Calculators are typically used on vendor websites to provide a tool where visiting prospects can quickly determine whether the vendor’s solutions can provide quantifiable value. Typically the calculators have a few questions in order to get an idea about the prospects business and opportunities from improvement.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 28, 2013
    [Sales] The Missing Ingredient in Measuring Trade Show ROI: Tracking Post-Show Phone Calls
    After the show, tag these leads as originating from the show and either distribute them to sales for follow-up or enter them in a nurturing campaign until they’re sales-ready. Track the leads through the sales process to see if they become revenue. Should trade show sponsorships be included in your lead gen strategy?
  • INBOUND SALES NETWORK  |  FRIDAY, MAY 18, 2012
    [Sales] Best Practices for Building Your Lead Generation Strategy
    For many companies, lead generation is a key initiative for the sales and marketing teams, but they often don’t put enough thought into their strategy. Or it falls on marketing alone without much involvement from sales. Sometimes this means bringing in resources outside of sales and marketing. Do you even know?
  • MARKETING ACTION  |  WEDNESDAY, JUNE 19, 2013
    [Sales] Agency Sees Explosive Lead Growth with Marketing Automation
    'NuGrowth Solutions provides outsourced “sales as a service” business development teams, and supports them with exceptional lead generation marketing. As sales and marketing experts, NuGrowth was acutely aware of the need for specialized technology to automate processes and scale communications. Return on Impression.
  • 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 INTERACTIONS  |  THURSDAY, JULY 7, 2011
    [Sales] Marketing Content on a Mission
    We all want the sale. Last month, I led a Contagious Content pre-conference workshop at Marketing Profs B2B Forum. The marketers who attended were a great group - serious and focused on tackling best practices for content marketing to make a difference in their organizations. Nearly 1/3 of them stated a challenge related to messaging.
  • MARKETING INTERACTIONS  |  SUNDAY, APRIL 24, 2011
    [Sales] 4 Areas of Challenge in B2B Marketing
    Management: The overall standouts in what I've labeled management fall into several clusters: Accountability, Measurement, Revenue, Sales. Browsing my LinkedIn Groups today, I came across a discussion started by Holger Schulze on the B2B Technology Marketing Community that got me thinking. Here's what I came up with. Execution.
  • B2B IDEAS @ WORK  |  TUESDAY, MAY 3, 2011
    [Sales] B2B Buyers Research Like Rabbits. Is Your Content Keeping Pace?
    Back in the day, if a B2B buyer had questions about a product or service, they’d call and talk to a sales rep, who would then adapt the discussion to each prospect. Decision makers are substantially more informed before choosing their purchases well before they ever talk to the company sales rep.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2012
    [Sales] Can B2Bs Use Social Media to Improve Marketing Effectiveness?
    83% of those surveyed said they use social media to communicate with target audiences and while B2Cs use social to generate sales, not surprisingly, B2Bs focus on lead generation. by Maria Pergolino Have you ever stopped to think which segment of marketers hold the bag on marketing effectiveness when it comes to social media?  Facebook 74%.
  • ILLUMINATING THE FUTURE  |  MONDAY, APRIL 15, 2013
    [Sales] Beyond BANT: Create Urgency and Close More Business
    Many marketers and sales managers are focused on “BANT-qualified leads.” These These prospects have met certain criteria (Budget, Authority, Need and Timing) and are mature enough to be sent to sales. The success of any marketing organization is ultimately tied to the success of sales. Generating Let''s start with the basics.
  • B2B IDEAS @ WORK  |  WEDNESDAY, MAY 19, 2010
    [Sales] Marketing Automation for the Inbound Challenged-Part 3: Vendors I
    Pro supports all aspects of demand generation and one-to-one communication between sales and their prospects. Marketo Marketo is made up of two sections: Marketo Lead Management and Marketo Sales Insight. Once you've grasped the whole marketing automation concept, you're going to need a vendor to help you follow through.
  • INSIGHTIQ BLOG  |  TUESDAY, JUNE 12, 2012
    [Sales] Data Obesity - the next big corporate epidemic?
    Similarly, early CRM systems were IT driven and did not take into account how sales people entered and used customer information.    These problems were eventually solved in many companies in subsequent cycles but not after much money had been thrown at the problem and time wasted.    . Not so for a lot other companies.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 23, 2014
    [Sales] 10 B2B Marketing Infographics Outlining Strategies & Tactics for the New Year
    'Earlier this week a colleague forwarded along Bizo’s latest infographic in partnership with Eloqua , highlighting the B2B buyer’s journey from discovery through sales completion. However information overload is a constant challenge to overcome as well. The B2B Buyer is in Control. So What Are You Going to Do About It?
  • BLOG MY CALLS  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] The Imminent Release of Conversation Analytics
    You see, call tracking can''t track if there was a sale on the call, it can''t track lead quality, it can''t track the sales readiness of the prospect, it can''t track on-the-phone behavior, or if the caller mentioned a competitor, or if the caller set up a future appointment. The release is Conversation Analytics from LogMyCalls.
  • WEBBIQUITY  |  WEDNESDAY, FEBRUARY 16, 2011
    [Sales] Best LinkedIn Guides, Tips and Tactics of 2010
    What the best practices for professional networking, generating sales leads, connecting with potential business partners, sharing content and getting answers to tough business questions? better practice: “In group discussions, don’t ask questions or make comments that are obvious sales pitches. How Can I Look Amazing On LinkedIn?
  • LEADER NETWORKS  |  THURSDAY, AUGUST 18, 2011
    [Sales] Designing Metrics for Online Customer Communities
    Look to marketing, product development, customer care, R&D, and of course sales to identify what driven them to succeed, and look for arenas where community has been in clear, demonstrable support. Community managers send reports off to leadership with fingers crossed and a heavy heart because they know the data isn’t truly indicative.
  • BIZNOLOGY  |  TUESDAY, MARCH 19, 2013
    [Sales] You’ve gotta blog like there’s nobody watching
    I have been thinking about the posts of the most successful bloggers and social media sharers and I believe one of the things they all have in common is that they reveal of themselves just a little more openly and intimately than anyone else with a marketing agenda and a lot to lose. There’s It makes me think of the poem by William W.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 23, 2012
    [Sales] Channels Marketing needs to grow up – Fast
    Content Marketing – sharing branded content with partners to help them drive new sales opportunities. Our good friends at Avitage have some fresh ideas and insights here about sales/channel content deployment. Channels marketing is the last frontier of content marketing. But most partners are lousy marketing companies.
  • FEARLESS COMPETITOR  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Mad Marketing TV explodes in December
    Please vote for Jeff Ogden of Find New Customers for “ 50 Most Influential People in Sales Lead Management for 2011 “ What do you think? Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. Joe Pulizzi (Content Marketing). Paul Gillin (Social Media). MadMarketingTV
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 16, 2011
    [Sales] Find New Customers Fan of the Month – Joe Large
    According to Linkedin, Joe is the Indiana Branch Manager at Atlas Sales and Rentals in Indianapolis, IN. Contact Find New Customers by calling (516) 495-9350 or by sending an email to sales at findnewcustomers.com. B2B Lead Generation | Find New Customers Fan of the Month for September 2011. Go Irish!). He also has two daughters.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 12, 2011
    [Sales] Find New Customers Fan of the Month – Kenny Madden
    He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Why don’t you follow him?
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 3, 2011
    [Sales] The key to marketing messages – Capture Attention First
    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.&# B2B demand generation | Content Marketing Tips. MECLABS. They capture attention.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 21, 2011
    [Sales] How to build trust with people who don’t know you
    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.&# Trust is the key to winning customers today. How do we build trust with strangers?
  • FEARLESS COMPETITOR  |  WEDNESDAY, APRIL 27, 2011
    [Sales] Why I stopped attending conferences
    We have a big sales kickoff meeting and we’d like to use the Fearless Competitor as our keynote speaker. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. Lead generation companies | No longer attend conferences as an attendee. Dreamforce. DemandCon.
  • MI6 MARKETING AGENCY  |  MONDAY, AUGUST 23, 2010
    [Sales] The Mi6 Tweekly: Week of August 16, 2010
    Chart: Are Sales Reps Communicating Value Too Often but Not Creating It? Good Article by @jcousineau asking how effective are #b2b sales teams #b2b. Below are selected tweets that were sent out by Chris Herbert, Founder of Mi6 through his @B2Bspecialist twitter account. Monday. Europe (Source: McKinsey via @jcousineau). Tuesday.
  • TOMORROW PEOPLE  |  WEDNESDAY, OCTOBER 24, 2012
    [Sales] 5 Reasons Why Social Media Was Born for SMEs [SLIDESHARE]
    Learn how you can use social media to increase leads and boost sales – download our eGuide How to Generate Leads from Social Media You don't need to be a big name brand with a six figure marketing budget to make social media work. It also allows you to engage with your customer base, while expanding it through referrals and recommendations.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 4, 2014
    [Sales] Vendemore Moves B2B Display Ad Targeting Towards the Bottom of the Funnel
    In each case, the systems reaches people at target firms who can''t be identified by the sales force or marketing automation. Like the other firms, Vendemore uses IP address to identify the company of Web site visitors, spots visitors of interest to its clients, and sends targeted ads to those visitors. centric DemandBase and Bizo.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 29, 2012
    [Sales] What Percentage of Your Data is Fake? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Anna Glushkovsky | Tweet this We’ve all done it before…fill in our names as “Anna Banana” with a title of “Miss Universe” to get to a  free white paper, webinar or just to see what the next screen is!
  • SAVVY B2B MARKETING  |  MONDAY, OCTOBER 3, 2011
    [Sales] B2B Buyers vs. B2C Buyers—Do Their Differences Really Matter in the End?
    Sales cycle long, multi-step buying process. Sales Cycle is short, one step buying process. Advice about marketing in a business-to-business (B2B) industry is continually flowing through the web. In other words, what are the differences, and do they really matter in the long run? Consider a few of the basic differences: B2B.
  • SAVVY B2B MARKETING  |  MONDAY, JULY 19, 2010
    [Sales] What Marketers Can Learn from Storytellers
    IBM turned this sort of dramatic tension into a leading sales strategy with their now-infamous FUD tactics (Fear, Uncertainty, Doubt). The pitch IBM sales people used routinely: "No one ever got fired for buying from IBM, but if you buy from that smaller company and it doesn't work out, you might not have a job in six months."
  • INBLURBS  |  MONDAY, FEBRUARY 7, 2011
    [Sales] Old school marketing vs. inbound marketing
    In the times before internet, social media hype and inbound marketing strategy businesses used to do trade shows, cold calling, writing and sending out sales letters to their audience and doing industry related magazine ads. How many sales leads does your website generate? am really proud of you! And here is the problem! Business.com.
  • DIANNA HUFF - B2B MARCOM  |  WEDNESDAY, OCTOBER 27, 2010
    [Sales] Toot, Toot, Toot: I Won Three MarCom Awards
    What’s your sales cycle? Nine times out of ten people say, “Get us sales!&# Tweet. write a lot of Web content for B2B companies. Manufacturing companies, software companies, service companies, chemical companies, widget companies — basically the small and mid-sized companies that make up the backbone of our economy.
  • HUBSPOT  |  TUESDAY, DECEMBER 6, 2011
    [Sales] HubSpot Launches Free Marketing Grader Tool to Replace Website Grader
    As a marketer, you need to be aware of how your marketing impacts your entire sales and marketing funnel from the top of the funnel to the middle of the funnel. Lead Generation: Are my marketing efforts generating enough leads and sales? But now the time has come to replace Website Grader! It's called Marketing Grader.
  • MARKETING FINGER  |  MONDAY, MAY 3, 2010
    [Sales] Measuring the Value of Digital Marketing
    And this is especially true for B2B with their typically complex, drawn out sales cycles. Unreasonable expectations of sales impact. Start with the dollar value of new sales and work backwards. Measure the number of sales-ready leads and wins. PDF downloads, newsletter subscriptions, sales leads, e-commerce transactions.
  • MARKETING INTERACTIONS  |  TUESDAY, MARCH 29, 2011
    [Sales] Writing Content is Not a Job for Sissys
    Slide in that sales pitch, no matter how much you think you're not doing that. Ken Rosen wrote a terrific guest post over on Mark Schaefer's blog, {grow} - Five questions to help you choose your target market. It's thought provoking in several ways. If you haven't read it, make sure to take a spin through. Gain common ground.
  • BIZNOLOGY  |  FRIDAY, MARCH 8, 2013
    [Sales] Why Every Digital Marketer Needs to Watch Amanda Palmer’s TED Talk
    There’s no hidden sales agenda behind it. Photo credit: katypang. What are you doing with social media? Are you developing high-quality content? Curating your Twitter feed? Are you connecting with your followers? The The answer to that last question should be YES, because if it’s not, you’re doing it wrong. single. Connect.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 31, 2012
    [Sales] The Signs of an Olympian Level Marketing Team
    Winning marketers need to work with sales as a team. by Jesse Noyes | Tweet this Are you one of the millions glued to your TV , watching match after match during the Olympics? There are obvious reasons to love the Olympics. The best athletes gather in some corner of the world to compete. Strength. Agility. Marketing isn’t so different.
  • STORIES THAT SELL  |  THURSDAY, JULY 1, 2010
    [Sales] Selling More to Current Fans with Case Studies
    Here are various ways that businesses can use customer success stories to grow sales with existing customers: Up-sell or cross-sell different products and services to the same customer. You’ve probably heard most of these stats before. Current customers are significantly more valuable than new customers. Think about it. Share
  • EMARKETING STRATEGIST  |  SUNDAY, OCTOBER 30, 2011
    [Sales] How to Write Meta Tags
    think of the description meta tag as “making the sale” for why the searcher should click on your link as opposed to the other 9 search results. In order to make the sale, you need to know who you’re talking to and what they want. If you asked me “What is the #1 thing I can do to improve my website’s rankings?” First things first.
  • EMARKETING STRATEGIST  |  SUNDAY, OCTOBER 30, 2011
    [Sales] How to Write Meta Tags
    think of the description meta tag as “making the sale” for why the searcher should click on your link as opposed to the other 9 search results. In order to make the sale, you need to know who you’re talking to and what they want. If you asked me “What is the #1 thing I can do to improve my website’s rankings?” First things first.
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