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  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 13, 2013
    [Sales] B2B Call Tracking: Get Credit for All B2B Leads By Caring About Phone Calls
    It can generate lead quality information, tell you how price sensitive a customer is, and even measure sales performance. 'What’s your biggest challenge as a B2B marketer? According to a study sponsored by Eloqua, the biggest challenge for B2B marketers is generating enough high quality leads. Converting leads into customers came in 2nd.
  • SOCIAL MARKETING FORUM  |  SUNDAY, NOVEMBER 21, 2010
    [Sales] Prospecting the Social Customer
    Leads are passed to sales when, after the necessary lead nurturing, they are “ready&# to become a “customer&#. Although the shift in control of the sale transaction to the buyer is clear, we must do more prospecting than before! And that was always the case in sales. Tags: CRM Sales Social media marketing
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 23, 2011
    [Sales] 10 Things About Operating A Teleprospecting Firm To Be Thankful For
    Sales People: You complain, you miss appointments, you ask us to only find leads where they have active projects with budgeted line items for your technology only. Your sales abilities are what allow us to consistently provide the greatest ROI in our space. My Sales Guys and CDR's: Paul, Lang, Ed, Norte, Nicole, and Swartz.
  • SAVVY B2B MARKETING  |  MONDAY, APRIL 25, 2011
    [Sales] Demand Con Speakers Provide A Demand Generation Primer - Lesson 1
    DemandCon , a marketing and sales conference focused on demand generation, specifically the entire sales funnel, from first contact to revenue recognition. Ardath Albee , author of eMarketing Strategies for the Complex Sale. The venue? The first of those answers are below and the second will be posted on Wednesday on the blog.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JUNE 7, 2012
    [Sales] Cancer Sucks So Let's Do Something About It
    Sales Strategies www.bridgegroupinc.com Direct: 978.562.2623 [link]. The AG team impresses me every day with the amazing work they do for our customers, uncovering and delivering qualified opportunities. But yesterday they took my respect to a whole new level. We were thrilled to have the opportunity to help. Below is a note from Trish.
  • CK'S B2B BLOG  |  SUNDAY, NOVEMBER 6, 2011
    [Sales] The Mobile Revolution Gets A Makeover.
    The website which features my B2B Mobile Guide, all B2B mobile content, and videos has undergone a makeover! Readers will recall that earlier this year I launched The Mobile Revolution & B2B  to shine a much-needed light (and connect many dots!) on how mobile is prime for B2B companies and audiences. B2B Mobile Marketing
  • LEADERSHIP  |  FRIDAY, AUGUST 1, 2014
    [Sales] Interesting Infographics: 6 Components You Need In A B2B Online Marketing Program
    Consider these stats: Up to 50% of sales are rewarded to the first vendor who makes the initial response. As reported by the infographic, 66% of buyers believe regular communication from sales/marketing helps sway their purchasing decisions. Strategy. Content Marketing. Generating Traffic. Generating Leads. Managing Leads. Analytics.
  • BLOG MY CALLS  |  WEDNESDAY, MAY 15, 2013
    [Sales] Ironman Exclusive: Did Tony Stark Create Advanced Call Tracking?
    If anyone can figure out how to monetize the incredible marketing and sales data gathered by LogMyCalls Conversation Analytics, it is Tony Stark.not Bernard Beaver. 'Ironman 3 has made $994 million dollars. It is expected to eventually earn nearly $2 billion dollars in theaters alone. We realize that our claims are profound. think not.
  • MI6 MARKETING AGENCY  |  FRIDAY, JUNE 18, 2010
    [Sales] The Mi6 Chart Toppers, May 2010
    Audience: Senior Executives, Marketing and Sales Professionals. These charts have been sourced and shared with the intent of helping inform and educate senior executives, marketing and sales professionals with useful and actionable information. Author: Teresa Herbert. In May 2010, 49 charts were shared which were viewed 11,432 times.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 23, 2013
    [Sales] I’m Your Customer. You Think You Understand Me, but You Don’t!
    ” I cannot count the times I sat in a room with sales executives and salespeople and listened to them analyze their buyers. Jeff Ogden, President of the sales lead generation company Find New Customers is an award-winning BtoB marketing expert who is also trained in Buyer Personas. Real Buyer Personas are needed. Neither do apps.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 1, 2012
    [Sales] Good-Bye Genoo. Hello and nice to meet you, Act-On Software
    The sales lead generation firm Find New Customers is finally changing marketing automation vendors. However, time had come for the sales lead generation firm Find New Customers to move on. We are, in effect, changing horses. We used Genoo since FindNewCustomers.com was founded in 2009. But no more. Thank you all. So we moved.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 25, 2011
    [Sales] Get your free sample of Personal Branding Magazine!
    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.&# We’re happy to share this free edition with our readers.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  SUNDAY, DECEMBER 12, 2010
    [Sales] I Could Really Use Your Help TODAY!
    SNAP Selling has been nominated for the Top Sales Book of 2010. And, I've been nominated for Top Sales Personality of the Year. I Click here to vote for Top Sales Personality. And, click here to vote for the Top Sales Book 2010.  I need your help to win! Half the selection process is based on YOUR choice.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 8, 2011
    [Sales] What Google+ Needs to Offer Businesses
    Because of the industry’s longer, complex sales cycles, the ability to measure the interaction of social and search fills in the missing piece of the b2b social media strategy. by Jesse Noyes | Tweet this There’s no doubt Google made a huge splash when it unveiled Google+. The answer, says Social Media Strategist Ted Rubin , is simple: Scale.
  • DIGITAL B2B MARKETING  |  THURSDAY, AUGUST 22, 2013
    [Sales] 3 Common Problems with B2B Marketing Personas
    Talk to potential prospects that have not engaged with sales in order to understand prospects your marketing needs to reach. 'Developing personas is one of the first steps recommended by many B2B marketers. Understanding your audience is critical, and personas are one of the most effective solutions, right? The Funhouse Mirror Persona.
  • B2B IDEAS @ WORK  |  TUESDAY, JANUARY 10, 2012
    [Sales] Five Tips For Better B2B Marketing Content
    All of your marketing (emails, mailers, display ads and auction point-of-sale) should lead back to your website or a dynamic landing page that responds to each visitor uniquely based on the actions they take on the page. Now think about how best to demonstrate that thanks in the way of service after the sale. Are you listening?
  • HUBSPOT  |  SUNDAY, SEPTEMBER 1, 2013
    [Sales] How to Create an Infographic in an Hour, the Sexiest CTAs on the Web, and More in HubSpot Content This Week
    Get 9 Days of Expert Sales Tips in Your Inbox. In an ideal world, you set aside a large chunk of your day to read up on the latest and greatest expert marketing or sales advice. To help give you your daily dose of sales information and inspiration, we put together a series of 9 quick tips to send you via email. until now. FAQs].
  • HUBSPOT  |  WEDNESDAY, MAY 7, 2014
    [Sales] Want to Shop on Twitter? Amazon Has a Hashtag for That
    No sense missing out on a sale because they don’t acknowledge different dialects, right? It’s worth noting that the sale isn’t complete by simply tweeting Amazon with the hashtag. In Q4 of 2013, social sales equaled a paltry 1.14% of the total referrals to ecommerce sites. How It Works. Why Take a Chance?
  • MODERN B2B MARKETING  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Sales] How Coca-Cola and Yoplait Use “Customer Participation” Marketing – And How You Can, Too
    So a company like Coca-Cola, which has already “acquired” most of the people in the United States, naturally shifts their marketing focus away from immediate sales transactions, and towards a more long-term emotional connection with consumers. In the United States, the average person drinks the equivalent of 275 (12oz) cans of Coke per year.
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 2, 2014
    [Sales] 7 Marketing Tips to Prep for the Holiday Rush
    Don’t miss out on holiday sales because your site is not optimized for mobile devices. You might even plan a pre-holiday sale to catch early bird shoppers. Offer special previews, secret sales, members-only pricing, or returning customer holiday discounts. Check your list twice. Go mobile. Check your reputation.
  • SAZBEAN  |  TUESDAY, MAY 6, 2014
    [Sales] Tips for Effective Lead Generation
    Spamming with marketing and sales offers is the surest way to lose valuable human connections, and increase the deafness to your message when you really need it. 'While we may have marketing to increase awareness or stay top-of-mind, the gold at the end of the rainbow is generating quality leads. should be direct marketing or advertising.
  • 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?
  • 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
  • INBOUND SALES NETWORK  |  THURSDAY, NOVEMBER 17, 2011
    [Sales] Here’s a Tip for Selling to C-Level Executives: Get in There Early!
    have seen it happen many times: companies develop a white paper or guide and email it to their executive prospects hoping it will deliver quality leads to their sales team. Sales on the other hand might not agree. How many C-level executives do you see filling out a form, indicating “call me, call me”? They do not.
  • PHOENIX RISING  |  WEDNESDAY, JULY 15, 2009
    [Sales] A Shiny Needle in the B2B Marketing Haystack
    So, that could include blogs about any aspect of B2B marketing--online, events, direct mail, SEO, SEM, social media, email marketing, white papers, video--PR, even sales-oriented blogs, as long as they address marketing and not strictly sales. Tom Pick and Tony Karrer decided to do something about it. Here's the scoop.
  • B2B MARKETING INSIDER  |  THURSDAY, JULY 29, 2010
    [Sales] Why Do You Tweet? Social Media And Your Personal Brand
    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 July 29, 2010 8 Subscribe Why Do You Tweet? To me, social media is all about personal branding. So what are you waiting for?
  • VIEWPOINT  |  WEDNESDAY, SEPTEMBER 26, 2012
    [Sales] Learn the Truth About Leads
    The most common problems that confront sales and marketing organizations in the process of lead generation, qualification and prospect nurturing 2. Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. approaches, all with examples on how to best utilize customer insight. The causes of these problems 3.
  • BLOG MY CALLS  |  TUESDAY, FEBRUARY 28, 2012
    [Sales] Phone Call Tracking Q&A
    So, we’ve compiled some of the most requent questions our sales and customer service reps receive and then attempt to answer them. LogMyCalls is a phone call tracking tool. And we want to make sure you understand everything there is to understand about phone call tracking and, more specifically, about LogMyCalls. Here it goes
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [Sales] How to Create a World-Class B2B Call Center
    As soon as she received them, she passed them over to the sales manager to distribute among the sales force, expecting to receive praise and thanks for her outstanding efforts. Eventually, she stormed into the sales manager’s office and asked, “What’s going on? Aren’t the sales people happy with the leads? Hire Right.
  • BLOG MY CALLS  |  TUESDAY, APRIL 29, 2014
    [Sales] How Conversation Analytics is Different Than What Our Competitors Are Doing
    Human call scoring is generally used to evaluate sales performance. It providees really, really good information for training companies and internal sales training departments. These are important high level metrics that a sales training company could use to evaluate employees. Method #1 - Human Call Scoring. The cost goes down.
  • MI6 MARKETING AGENCY  |  FRIDAY, FEBRUARY 10, 2012
    [Sales] Are You Giving More than Your Receiving?
    Second, some marketers and sales professionals I’ve spoken with agree that communicating via email and social is important for awareness, lead development and retention. Save Some Time on Us. Some of the better reads we encountered this week. We call these our Fave Five Posts. Our Favourite Posts for Week of Feb 6, 2012. Is it? Phelps.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 19, 2012
    [Sales] Reaching Contractors via Mobile. Still Not a Believer? See what Grainger is doing.
    emarketer.com interviewed Geoff Robertson from Grainger on how they are using mobile in their sales process. We’ve talked a lot about mobile and what it means to both manufacturers and distributors when trying to reach the professional tradesmen. Over 50% of their users feel comfortable ordering over mobile devices.
  • SYNECORE  |  WEDNESDAY, APRIL 10, 2013
    [Sales] You’re Telling Me You Don’t Use Analytics to Prove Your ROI?
    'Every time I’m on a sales call, I ask the prospect how they measure the effectiveness of their marketing efforts. Improve Sales - Know what your prospect is looking for before you call. Low Conversion Rate - Path to sale is cluttered; offer more calls to action, improve path to sale. Game Over. Follow @royersm87.
  • SAVVY B2B MARKETING  |  FRIDAY, MARCH 22, 2013
    [Sales] Week in Review: Mar 22
    smart take on the "sideways sales letter." Happy Friday, everyone! We hope that this week has been both productive and fun. Enjoy the weekend and the reads below. Attract Customers to Your Community with Content by @mackfogelson via @SEOmoz. It's not about you. Great, actionable tips on opt-ins, offers, content, and measurement.
  • SAVVY B2B MARKETING  |  FRIDAY, FEBRUARY 26, 2010
    [Sales] Savvy Week in Review - February 26
    Three Ways to Gather Actionable Data to Improve Marketing Impact by @lorenmcdonald Loren McDonald of SilverPop lays out concrete steps for avoiding the collection of bad data during the sales cycle. It's a windy day here in the Boston area. Seems like a perfect time to hunker down and peruse some thought-provoking posts from the past week.
  • SAVVY B2B MARKETING  |  FRIDAY, OCTOBER 2, 2009
    [Sales] Savvy Week in Review - Oct 2
    Enjoy! -- The Savvy Sisters The Easiest Way to Explain the Marketing Process - by @ducttape John Jantsch explains his "hourglass" twist on the traditional marketing sales funnel. In New England, the weather's turning and there's a chill in the air. Great example of clear communication - regardless of the subject matter.
  • B2B VOICES  |  WEDNESDAY, MAY 18, 2011
    [Sales] “Our Products Don’t Lend Themselves to Storytelling”
    But that means using the tools of the craft that journalists have used over the years and setting aside the hard sale. Yeah, I don’t buy it. ve always been a big advocate for the stopping power of good stories and the importance of humanizing products and institutions. How about glass?  Like the products our friends at Corning sell. Amazing.
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 6, 2012
    [Sales] B2B Marketing Has a Perception Problem
    Focusing on Linear Results Measurement Marketing measurement starts when a contact is captured and continues as contacts move into and through the sales pipeline. Do you care if potential prospects see your services as high value or a complete rip-off? Of course you do. This is about the perception each individual has about you.
  • THE POINT  |  WEDNESDAY, APRIL 16, 2014
    [Sales] New Marketing Automation Buyer’s Guide Offers Valuable Advice
    It’s this type of content that will drive a higher level of engagement, build credibility, and ultimately drive a dialogue with sales. Conversely (and counter-intuitively), content that overtly “sells” a product or service, particularly early in the sales cycle, has a greater chance of alienating the reader.
  • VERTICAL RESPONSE  |  MONDAY, JULY 22, 2013
    [Sales] You Had Me at Hello – 5 Types of Subject Lines to Engage Your Audience
    Piperlime entices their subscribers with bargain basement language of, “Extra 25% ALL SALE. They even went for all caps in the “all sale” language. 'In the movie Jerry Maguire,  Jerry expressed his love in a long-winded speech to Dorothy and her reply was the simple phrase: “You had me at hello.”
  • HUBSPOT  |  FRIDAY, JANUARY 14, 2011
    [Sales] Communicating With Your Customers: A Marketer’s Analysis
    HubSpot communicates actively with its leads as well as its customers post-sale. When you do this, you get a better picture of how intrusive or ' spammy ' your exchanges are, both pre and post-sale. Inbound marketing best practices should carry over throughout the customer experience, from first touch to post-sale.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, DECEMBER 17, 2008
    [Sales] What Obama's Campaign Can Teach about B2B Marketing
    No money at this point, it's far too early for the sales pitch, just a focus on establishing a connection. If you ask for the sale from someone you have not connected with and truly engaged, you will likely be wasting your time and frustrating them. The order of the Ms is important, and Money is the last M.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 26, 2013
    [Sales] Keep your bet on Facebook’s dominance … for now
    An insider’s guide to audience connection Social media research, customer insight, and the power of the one 5 ways to use social media in sales even if your customer isn’t on Facebook Why content marketing is a “do-over” for social media The ultimate guide to becoming a blogging superstar. Why demise is not inevitable.
  • BIZNOLOGY  |  MONDAY, NOVEMBER 12, 2012
    [Sales] Don’t Forget These Important SEO Elements When Launching a New Site
    Without this crucial information you are essentially flying blind, which is a huge mistake if you rely on your business website to generate leads and sales. Tweet Photo credit: Wikipedia. As an SEO provider , it’s always a bit nerve-wracking when a client mentions that they are planning to launch a new website. Copy over the analytics code.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 22, 2012
    [Sales] Is your digital marketing held hostage by specialist disease?
    Just because I use multivariate testing to optimize a web page for conversions doesn’t mean that I can ascribe the design of the page, the copy, or the product photo with the credit for each sale. If you never read it, go back and do it now. I’ll wait right here.) PR person: Why? Twitter person: It doesn’t matter.
  • HUBSPOT  |  FRIDAY, MARCH 23, 2012
    [Sales] 17 Examples of Twitter Brand Page Backgrounds to Inspire You
    6) The Sales Lion. Similarly, The Sales Lion's Twitter background perpetuates the branding elements of its website's masthead while also providing visitors with a quick snippet of information about what The Sales Lion is and what it offers. Although none of us really like to admit it, let's be honest: first impressions matter.
  • MANHATTAN MARKETING MAVEN  |  FRIDAY, SEPTEMBER 21, 2012
    [Sales] The Coming Battle Over Social CRM
    Their sales guys are hawking end-to-end solutions that integrate social participants into a larger CRM universe.  They intend to help brands figure out who their fans are, what they really care about and develop personalized ways to engage them that lead to sales, advocacy and measurable ROI.  
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  FRIDAY, FEBRUARY 17, 2012
    [Sales] Never Take It Easy When You're On Fire
    Ron Karr , author of Lead, Sell or Get Out of the Way , learned a critical sales success strategy when his boss chewed him out after closing a big order. And, what really ticked him off was that another rep, who wasn't doing well at all, never got yelled at. Feeling full of myself, I walked into my manager's office to gloat.
  • SMASHMOUTH MARKETING  |  TUESDAY, JUNE 1, 2010
    [Sales] Can Your B2B Appointment Setting Team Stand the Heat?
    Chances are, there is someone on that lukewarm team who is ready to move on to the next part of their sales career, and they're begging you (sometimes without even knowing) to let them go. So, for a few days last week in Boston and her surrounding suburbs, it was extremely hot. I'm not talking "spring time" hot, like in the upper 70's.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 25, 2010
    [Sales] Oracle Buys Market2Lead Intellectual Assets
    If there's a single major distinction between the two types of systems, it's the heavy reliance of B2B marketing automation on sales automation data, which in practical terms means reliance on Salesforce.com. Oracle tersely announced today that it had purchased the intellectual assets of demand generation vendor Market2Lead.
  • SMASHMOUTH MARKETING  |  TUESDAY, MAY 25, 2010
    [Sales] B2B Appointment Setting Experts Getting LOST?
    Excitement - Nothing builds momentum in appointment setting and inside sales like "excitement." If you're like me, last night you spent over four hours consumed with watching the finale to the television series LOST. It got me thinking, though -- is there a way that this relates to appointment setting ? Naturally it does. My reps' No.
  • MARKETING EDGE  |  MONDAY, MARCH 22, 2010
    [Sales] Wichita Tweet Up Covers Consumers As Marketers Topic
    Tom Shaw writer of the Marketing Executive blog estimates that if 50% of the 500,000 fans bring one person who buys a meal and a drink, it will generate up to $5 million in sales. I attended a Tweet up last week in Wichita, KS on our way down to South by Southwest. Wichita Tweet Up Mobile Apps and SxSw. Give a listen to the video.
  • LOOPFUSE  |  MONDAY, NOVEMBER 14, 2011
    [Sales] Turn your product into your marketing with LoopFuse Custom Events
    Now both marketing and sales have visibility into what their end-users are doing, or in some cases not doing, in real-time. Using scoring rules such as this can quickly identify a prospect that is actively using the service to the sales team. This last weekend marked the release of LoopFuse v3.34.  Custom Events Explained.
  • LOOPFUSE  |  MONDAY, FEBRUARY 22, 2010
    [Sales] Summary of 5 Ways Marketing Automation Provides Job Security for.
    Download a free copy of 5 Ways Marketing Automation Provides Job Security for Marketers Tweet this Blog Post Tags: Job Security , Marketing Automation This entry was posted on Monday, February 22nd, 2010 at 5:30 pm and is filed under Customer Acquisition , Marketing , Marketing Automation , Sales. Leave a Reply Click here to cancel reply.
  • BIZNOLOGY  |  MONDAY, APRIL 14, 2014
    [Sales] How to build brand trust – 4 essential steps
    Execution and Communications – each digital media platform or channel will have its own style and expectations from its audience, so customizing the message to leverage these diverse social media nuances and retain the integrity of the new content ideas is a must, including coordinating with traditional media, PR and sales initiatives.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, MAY 6, 2011
    [Sales] A preview of the first interactive iPad Book — and marketing innovation
    Think about how people would engage with your brand and be delighted if you applied something like this to your latest website, eBook, sales presentation or iPhone app. Note: I noticed this video does not show up on iPad. If you have troupble viewing, clicke HERE. This amazing little book is an excellent example.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 3, 2012
    [Sales] B2B Lead Generation vs B2B Advertising: What You Need to Know
    These are contacts or inquiries, not sales leads, but in keeping with the terminology publishers use, we will refer to this as lead generation here. Among paid media and advertising tactics, lead generation programs like content syndication are a key source of leads for B2B marketers, especially in the enterprise technology space.
  • 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.
  • B2BMARKETINGSMARTS  |  WEDNESDAY, OCTOBER 27, 2010
    [Sales] Two more ways to keep the camels out of B2B marketing.
    To help keep the CEO, sales manager, or product manager happy, many of my clients compromise the practices they use their B2B marketing programs. It basically addresses the differences between a sales-oriented and market-oriented organization. The question was: “Your biggest marketing challenge is _?&#. Survey Customers.
  • 3D2B  |  THURSDAY, SEPTEMBER 25, 2014
    [Sales] Business-to-Business Telemarketing: Dump the Script and Get Results
    If you’ve ever made a large purchase, personally or for business, you can probably appreciate how rewarding it is to find a sales person who truly tries to understand your needs and helps you to find what you want. 'Why Your Script Doesn’t Work. It might sound scary because your script is your crutch. Guidelines, Questions and LISTENING.
  • HUBSPOT  |  FRIDAY, APRIL 27, 2012
    [Sales] 7 Clever Email Campaigns That Get Customers Buying Again
    2) Wishlist Sale. This remarketing campaign is genius because it addresses that purchase blocker by alerting me that something I wish I could have is now on sale. If I wasn't willing to buy it for its original price, maybe I'd be interested to "Grab It Now" for the sale price. But that doesn't mean they'll always remember to.
  • BIZNOLOGY  |  THURSDAY, MARCH 1, 2012
    [Sales] Are your Google rankings based on your conversion rate?
    What’s strange, at least at first glance, is that a number of these companies have suffered only small drops in sales. It all goes back to the old question that has always bedeviled lead-based businesses: Why are we getting more leads but not closing more sales? Image via CrunchBase. But that’s not the odd thing.
  • INBOUND SALES NETWORK  |  FRIDAY, JULY 20, 2012
    [Sales] Do Your Lead Generation Programs Dictate Action Or Empower Change?
    Ten years ago, sales people, and even marketing messages, were all about dictating to prospects what they should do and think. However, when you look at most company’s sales and lead generation programs, everything is very linear and structured - so forced. This is quite often the transition point to sales opportunity.
  • HUBSPOT  |  SATURDAY, OCTOBER 4, 2014
    [Sales] Competition vs. Collaboration: What to Do With Disengaged Employees
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. typical sales employee may respond better to a competitive program, while a typical customer service employee may engage more with a collaborative one. To read more content like it, subscribe to Sales
  • 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.
  • E-QUIP  |  MONDAY, AUGUST 20, 2012
    [Sales] E-Quip Blog: Cold Calling or Offering Value?
    Of course, theres a well-rehearsed sales pitch, and usually pressure to make a quick decision. In our business, obviously, were not trying to make a sale over the phone, only to make an appointment. Dont try to schedule a sales call without it! Sound better than the typical introductory sales call? How is this so? 12 PM.
  • FATHOM  |  MONDAY, APRIL 29, 2013
    [Sales] The Efficiency of Marketing Automation
    Speaking of lead quality, another obvious sign of efficiency is the ratio of quality leads that marketing delivers to sales.… 'You may have heard about the power of marketing automation to increase efficiency, but how, exactly does this happen? Marketing Automation/Email Marketing marketing automation efficiency Marketo
  • SAZBEAN  |  MONDAY, AUGUST 16, 2010
    [Sales] Choosing the Right KPIs for Your Business
    Or help people who are selling their house get more value out of the sale. I’m often asked what KPIs (key performance indicators) are the most important for understanding how a business is doing online. My answer is always “It depends.&#  There’s not a set of KPIs that works for every business. Understand Your Business.
  • PHOENIX RISING  |  TUESDAY, APRIL 6, 2010
    [Sales] The Plan was a Success but the Business Died
      When I was first working as a sales rep for computing systems, I was over quota, always. Whether it's in our personal or business lives, we often just plain need to change our plans to be successful. The question is, do we alter our course, or do we just keep going according to plan? Once I dug in, I wouldn't let go. 
  • PHOENIX RISING  |  WEDNESDAY, JANUARY 20, 2010
    [Sales] Keepers of the Truth
      Ask yourself- when was the last time you made a decision based on real-world audience input, instead of the opinions of your executive team, or that engineering manager or sales leader? Reality comes from our markets, not ourselves. seek customer, prospect and partner feedback before I ever begin to brainstorm a strategy. 
  • BUSINESS GROWTH DEVELOPMENT  |  FRIDAY, AUGUST 24, 2012
    [Sales] Never Cold Call Again Review
    Hello fellow sales professional, You’ve probably been looking for a review of Frank Rumbauskas Never Cold Call Again System  and you’re either based in the UK and wondering if this American has anything useful to offer (of just hot air) or you’re a US resident looking for a professional opinion about the product before you buy.
  • BUSINESS GROWTH DEVELOPMENT  |  FRIDAY, DECEMBER 2, 2011
    [Sales] Property Market Predictions for 2012-2016
    The transaction surge is good news for the property market, as it has seen extremely low sales levels during the recent economic turmoil. Figures from HM Revenue & Customs revealed that sales for 2011 were down 5% compared with 2010. However, house prices are also predicted to rise by 4.5% in 2013-14. in 2013-2014. Business
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, JUNE 20, 2011
    [Sales] People Die But Stories Live On
    Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. Les may have gone, but his stories will live on. You see, Les for all his faults was a real character and lived life to the full and then some.
  • EB2BLEADS  |  MONDAY, APRIL 18, 2011
    [Sales] Low Friction Brand Awareness Strategy
    Historically there have only been a few ways that a business could gain traction in a market using either a sales or marketing led approach. The status quo in business, especially sales and marketing is breaking down because people are free to talk, share and develop their own ideas. Begged your way trough. Bought your way in.
  • FOLLOW THE LEAD  |  THURSDAY, JANUARY 17, 2013
    [Sales] The power of direct-line prospecting
    Most sales representatives prefer to call prospects’ direct phone numbers, but sales expert Ted Martin says that relatively few reps have any idea how to get those digits. That’s the focus of a new article Martin wrote for ZoomInsights. To demonstrate … Continue reading →
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 7, 2014
    [Sales] Is This The Year Of Big Data For Marketing?
    do not believe it will impact only consumer-based businesses as logistics, partner ecosystems, sales relationships and product development – all can be improved with better insights and connectivity. 'A recent prediction for marketing in 2014 comes from Rebecca Borison, assistant editor with  Mobile Marketer. My Take. What do you think?
  • THE POINT  |  MONDAY, AUGUST 8, 2011
    [Sales] Lead Generation Losing Out to Social Media? Not So Much.
    We advise clients to invest in social media by all means, but to do so with a specific goal in mind: generating sales leads, increasing awareness of your brand, nurturing customers and prospects, propagating your company’s views into the marketplace, or all of the above. I have two major issues with the analysis: 1. It’s an approach.
  • VOICE-BASED MARKETING  |  FRIDAY, NOVEMBER 15, 2013
    [Sales] Decreasing Shopping Cart Abandonment With Click-to-Calls
    increase in seven-day attributable sales. phone number with an IVR is great for day-to-day calls from other parts of the website, but when a customer is at the checkout stage, the possibility of the sale hangs in the balance. As it turned out, the emails were successful: in 2012 the abandoned cart emails saw a 43.0%
  • WEBBIQUITY  |  TUESDAY, DECEMBER 13, 2011
    [Sales] 10 Ways to Use Social Networks for B2B Marketing
    Knowing more about the issues and concerns of your target prospects can also inspire ideas for product enhancements or new products, services or processes that lead to increased sales, greater customer satisfaction and loyalty, and/or new market opportunities. profile alone won’t get you much. Interact (e.g., ask and answer questions).
  • 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.
  • HUBSPOT  |  TUESDAY, JANUARY 4, 2011
    [Sales] How to Generate Inbound Leads with No Editorial Department
    This is how HubSpot accumulates over 27K leads a month—by leveraging the skills of employees in different departments, from consulting and sales to marketing and support. That helps tremendously in the development of a healthy Sales 2.0 What is more, a holistic view of marketing makes the sales call well structured.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 1, 2011
    [Sales] 4 Ways to Use Social Media to Beat the Big Boys
    4) Link Social branding with Sales :  Small brands need sales to survive. By Stanford Smith, Contributing {grow} Columnist. They say that the rich just get richer and the poor get poorer.  Seems this brutal maxim applies to social media too; big brands crush smaller upstarts in a blizzard of social gimmicks and PR. Absolutely.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 5, 2013
    [Sales] Are You Comfortable Telling Your Boss The Truth?
    The collective attitude of a sales company can be extremely contagious. If someone asked you a tough question that put you on the spot, would you tell the truth if your beliefs were contrary to your bosses beliefs? Tough one, right? wouldn't necessarily describe myself as the type that is a big fan of rattling cages.
  • GREAT B2B MARKETING  |  WEDNESDAY, MAY 30, 2012
    [Sales] B2B Marketing Strategy: Inform and Educate
    There’s no more potent sales methodology than authenticity. David Meerman Scott, a prominent author and speaker in marketing and leadership, recently posted a blog entry with some valuable information on how companies ought to be reshaping their web strategy. The title of the article was Educate and Inform Instead of Interrupt and Sell.
  • SAVVY B2B MARKETING  |  FRIDAY, APRIL 15, 2011
    [Sales] Weekly Wrap Up - April 15
    You'll stop wondering after reading how these three blogs have driven site traffic, downloads, and sales opportunities. In the two years since we started Savvy B2B, we have always enjoyed compiling the weekly wrap up. So much bloggy goodness! This week is no exception. Have another favorite post from the week? Let us know in the comments.
  • SAVVY B2B MARKETING  |  FRIDAY, OCTOBER 15, 2010
    [Sales] Savvy Week in Review - Oct 15
    by @ardath421 Think your sales and marketing teams are in lockstep? How can the leaves already be turning?! If like us you feel as though the days are whipping by, sit back, relax, and soak in these great reads. We promise they're worth your time! Are You Defining Now or the Future? Should we stop marketing to the CIO? FUN ALERT! Tweet
  • SAVVY B2B MARKETING  |  FRIDAY, JUNE 4, 2010
    [Sales] Savvy Week in Review - June 4
    Using Content Marketing To Make Sales and Eliminate Puffery by @RussHenneberry Russ Henneberry challenges companies to stop beating their chests and instead prove their worth by delivering valuable content -- and offers a few examples of how it can be done. Happy Friday, everyone! Ever heard of "Absence Thinking?"
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 4, 2010
    [Sales] Stop Telling Me That Cold Calling is Dead
    We've had meetings devoted to this, we've surveyed clients, we've polled astrologists, and it all leads to one very consistent conclusion: Sales reps win more when working a cold call generated opportunity as opposed to an inbound generated one. What ever happened to just picking up the phone and dialing? Thanks, Pete
  • SYNECORE  |  MONDAY, MAY 20, 2013
    [Sales] Want to Increase Website Conversion? Fix These 5 Areas
    Enticing calls-to-action (CTAs) with descriptive landing pages shape the on-site user experience and make your web content more actionable; both also help clear the path to the sale. 'Ever been told your website is all flash and no cash? If so, you’re probably sitting on a high-octane brochure website that has little else to offer.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 12, 2013
    [Sales] 9 Myths about B2B Marketing by @billblaneyb2b
    When a salesperson becomes tangible – a voice on the end of the phone or someone on TV or in a banner ad… the potential for making the sale is considerable.” Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. Bill Blaney.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 19, 2012
    [Sales] Purchases are fun, but…….they don’t move the business needle
    Too often we confuse business purchases with what is truly required to generate business results, especially quality sales leads for salespeople. Sales lead generation takes a lot more. We enjoy buying things, like cars, golf clubs, iPads, and vacations.  I do too. Problem is, just spending money does not move the business needle.
  • CONVERSIONATION  |  TUESDAY, FEBRUARY 12, 2013
    [Sales] The Digital Business Impact of Multifunction Device Consumer Adoption
    The use of CRM, for instance, grows as sales people and field reps get access to mobile CRM. Aberdeen Research conducted a survey that clearly showed sales reps and other workers would use the CRM system more and better if they could access it in a mobile way. Will 2013 be the year of smartphones and multifunction devices in general?
  • HUBSPOT  |  TUESDAY, OCTOBER 9, 2012
    [Sales] 10 Genius Ideas That Changed Marketing Forever
    This platform, if done properly, can generate tremendous traffic, leads and sales for your business that you otherwise would not have had,” wrote Marcus Sheridan, Partner at River Pools and Spas and Founder of The Sales Lion. This is an excerpt from our new ebook, 100 Ideas That Changed Marketing. That's not right, right?) 1) Agile.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 21, 2013
    [Sales] 3 Ways to Integrate Video into Email Nurture Campaigns
    Thought-provoking educational content is valuable at any stage of the sales pipeline, and interviews with thought leaders are great content to share with your prospects. 'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Jon Spenceley , Community Manager at Vidyard , a video marketing platform provider.
  • CONVERSIONATION  |  SATURDAY, JUNE 9, 2012
    [Sales] Defining Social Business: a Call for Clarity and Collaboration
    Yes, you are right: social business is a buzzword. It is omnipresent and it is trendy to proclaim “it’s not about social media anymore but about social business.” ” However, social business is not a hype, on the contrary. Last week I stumbled upon a blog post by Gerardo A. Business is business. Social is social. Why do that?
  • HUBSPOT  |  FRIDAY, JUNE 28, 2013
    [Sales] 30-Day Challenge: 8 Little Changes to Your Marketing That'll Make a Big Impact
    Marketers are typically pretty closely aligned with their sales organization -- or at least they strive to be -- but its easy to forget about leads once they become customers. It''s an invaluable source of feedback that can help you make better Marketing and Sales decisions. 5) Sit on a Sales Call. So, I''m blogging about it.
  • THE ROI GUY  |  TUESDAY, FEBRUARY 18, 2014
    [Sales] Your Prospect’s Preference: Concrete or Fluff?
    Pause to examine your value sales and marketing messages. 'By Mark Schlueter Do you fail to move your prospects from “Do Nothing” to “Yes” because your value messages are "fluff”? Fluff is telling your Buyer you can help them increase revenue, decrease costs or reduce risk, all using generalities. Fluff is not personal. It’s not complicated.
  • NNC SERVICES  |  THURSDAY, MAY 9, 2013
    [Sales] Do your cold-calling efforts pay off?
    And cold calling is an effective sales tactic if. 'If you want good business, you need to go after it. While in the perfect world, your phone would be ringing off the hook all day with clients offering you business, the reality is that if you want to be successful you need to take initiative.
  • CRIMSON MARKETING  |  MONDAY, JUNE 17, 2013
    [Sales] 3 Lessons to Improve Customer Loyalty
    But why do sales and marketing still have trouble breaking down their barriers ? 'As a marketer, the first thing you understand is that you’re not always operating under measurable value and concrete data. So how do you make marketing a little more “operational”? It’s all about making and keeping promises.  ” 2.
  • 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.
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