FOLLOW THE LEAD | TUESDAY, DECEMBER 18, 2012
[Sales] The power of direct-line prospecting
,p>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 … Continue reading →
FEARLESS COMPETITOR | SATURDAY, JULY 2, 2011
[Sales] HOW TO: Manage Your Online Reputation Using SEO
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. So good-bye, JK. That was hard.).
E-QUIP | MONDAY, JULY 29, 2013
[Sales] When Uncovering Client Needs, Silence Is Golden
Yet when I''ve accompanied many of these same technical professionals on sales calls, guess what I''ve often witnessed: Too much talking and too little listening. Yet one of the most powerful sales techniques is simply to listen more. That may sound extreme, but I''ve observed this myself in numerous sales calls. How prolonged?
CONNECT THE DOCS | THURSDAY, FEBRUARY 4, 2010
[Sales] ClickInsights: What is the ideal length of a white paper?
This experience included a variety of sales, marketing, business development, and management positions. In February 2009, InformationWeek Business Technology Network published a report entitled " How to Maximize the Use of White Papers In Your B2B Marketing and Sales Process. " Read on to get their insights. Michael Stelzner.
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.
TOMORROW PEOPLE | TUESDAY, AUGUST 21, 2012
[Sales] Don’t Miss the London Growth Strategies Conference!
Do you want to learn how to use social media and mobile marketing to grow your sales and revenues? Tickets: On sale now at the special Tomorrow People rate of £135. Save on tickets to the London Growth Strategies Conference, a hands-on social media and mobile marketing workshop, with Tomorrow People. When: Thursday, September 20.
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. 6.
INBOUND SALES NETWORK | WEDNESDAY, JULY 25, 2012
[Sales] Are Your Prospects Bleeding?
While that may sound gory, ask anyone who has ever done sales and they will tell you a prospect who is in so much pain that they are bleeding is the best type of prospect there is. Most companies’ demand generation and sales processes are so focused on the solution they forget to address the problem. And no one will.
INBOUND SALES NETWORK | THURSDAY, MARCH 31, 2011
[Sales] How to Get Your Prospects from a Blind Date to Married with Children
In B2B marketing world, this “wooing” process is called lead nurturing , defined as the process of building a relationship with qualified prospects who are not yet sales-ready, regardless of budget, authority, or timing – to become a happy satisfied repeat customer who refers you to their friends. Wedding The Deal. The Win.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, SEPTEMBER 5, 2012
[Sales] Motivate Yourself To Try Harder Now!
Everyday I call into insurance companies and try to figure out how they motivate their sales employees. Most insurance sales begin with agents, who are called brokers if you're in Canada, or producers if we're talking P&C (Property & Casualty) insurance. If you ask yourself, "What am I doing wrong?" And then some.
MARKETING ACTION | THURSDAY, JUNE 5, 2014
[Sales] David and Goliath: How Small Players Beat Out the Big Banks
This means that companies need to take a more targeted, digital, marketing approach, focusing on identifying buyers who are in the discovery process, and leveraging marketing automation technology to deliver appropriate sales messages at a calculated cadence. Converting sales leads into sales (lead nurturing and lead scoring).
TRADESMEN INSIGHTS | WEDNESDAY, MARCH 27, 2013
[Sales] AmazonSupply – How Has it Affected Your Business in the Industrial, Construction Markets?
recently read an article by Scott Benfield in Industrial Supply, Trials and Tribulations of Sales Growth in an AmazonSupply World that outlined the difference and suggested ways traditional distribution can effectively deal with them. With an 800 lb. Big online giants are not new to this market.
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.
MARKETING INTERACTIONS | WEDNESDAY, JANUARY 16, 2013
[Sales] The Power of Positioning in B2B Content Strategy
What about Frank, in sales, who wants to get prospects into conversation faster and is participating in groups on LinkedIn? Brand positioning is becoming critical as more B2B marketers turn to content marketing across a range of channels to cultivate standoffish, self-service buyers. If not, they wouldn't be in business. Big difference
GREAT B2B MARKETING | TUESDAY, OCTOBER 4, 2011
[Sales] Why You Need a Strong Web Presence to Meet Your Lead Objectives
After all, it’s faster and cheaper to build a short list of vendor candidates with a little online research than it is to orchestrate a long parade of outside sales reps and hold innumerable vendor meetings. Here’s a short list of marketing and sales business objectives critical to almost any business. Shorten the sales cycle.
B2B MARKETING UNPLUGGED | MONDAY, MAY 26, 2014
[Sales] A Refreshing Look at Customer Loyalty
This is by Matthew Dixon, who wrote a terrific book for Sales Squirrels called The Challenger Sale , which I also recommend. The teaser on the cover of The Effortless Experience promises “a business detective story…” Who doesn’t like a business book with a few bodies piled up in the first chapter? I’m in. It doesn’t work.
WINDMILL NETWORKING | TUESDAY, APRIL 1, 2014
[Sales] Your Real Estate Social Media Strategy is a #Fail. Fix it. Now.
Related Stories 9 Ways To Grow Your Sales With Pinterest Social Media Influence Marketing : Publish Like a Pro! Social media has increased consumer expectation. Not only do they expect, but also require that their real estate broker have a credible social media presence. What does your social media marketing say about you? Fix it.
HUBSPOT | THURSDAY, MAY 28, 2015
[Sales] HubSpot & Salesforce Sign a Partnership Pact Through 2020
There are tens of thousands of Sidekick sales acceleration users who also enjoy Salesforce.com’s CRM product. I’m thrilled to announce that HubSpot has renewed our ISVForce relationship with Salesforce.com through 2020. This is great news for HubSpot, HubSpot’s customers, Salesforce, and Salesforce’s customers. Ditto there.
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.
FEARLESS COMPETITOR | FRIDAY, OCTOBER 24, 2014
[Sales] The Best White Paper on B2B Demand Generation Ever Written!
It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers. More and more people are finding this blog each and every day. Thank you so much!
B2B MARKETING TRACTION | FRIDAY, MAY 29, 2015
[Sales] B2B Marketing: I’ll Take Results Over Superlatives, Any Day
Part of my view is my training in my early career in sales and marketing in the software industry and in my ongoing B2B marketing consulting. Marketing guru. Social media expert. Digital genius. Dynamic speaker. Prolific writer. Does anyone really believe these words when they read them on a marketing provider’s website?
THE POINT | MONDAY, FEBRUARY 4, 2013
[Sales] A Really Useful B2B Marketing Benchmark Report from Optify
Or is it simply because many companies feel they “should” be doing paid search when maybe it’s just not a fit for their business or sales model? You see a lot of so-called “benchmark reports” in B2B marketing circles, and most of them are, well: complete rubbish. The metrics reported by B2B benchmark reports can also be grossly misleading.
WRITTENT | FRIDAY, AUGUST 8, 2014
[Sales] Why Quality Content is the Core for Any SEO Strategy
It doesnt attract search engines, generate leads, or convert sales. More leads equals more sales and business. Even if you are lucky enough to not be penalized, prospects will not interact with your pages, which will hurt your SEO strategy and sales. Image source. Is quality content the backbone of your SEO strategy? Panda 3.5,
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.
FEARLESS COMPETITOR | SATURDAY, JANUARY 16, 2010
[Sales] Why change a prospect’s lead nurturing process?
Let’s say a senior sales executive at a large software firm downloads your white paper. Don’t do what Oracle did. I wanted to get a sales challenge white paper from Oracle, but I found the process and form so cumbersome and intrusive, I abandoned it. Then later, she downloads an eBook. Probably not. Shame on you, Oracle.
ONPATH | MONDAY, NOVEMBER 28, 2011
[Sales] OnPath Drives 53 Leads in 20 Days for BDC
Earlier this year, BDC Ottawa Branches decided that they wanted more qualified leads to help drive their sales engine. If you're interested in fine tuning your sales engine, don't miss this event. How would you like to get million dollar leads for less than $500 per lead? Find out by watching this webinar, it's FREE. You'll learn: 1.
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, NOVEMBER 16, 2011
[Sales] Vendor Selection: Writing a Good Requirements Document
Remember all that yammering about how today’s buyers do their own research, don’t talk to sales until late in the process, and get their information from social media rather than experts? But more complex scenarios could include inputs from Web analytics, order processing, point of sale, accounting, and elsewhere. But all is not lost.
NUSPARK | WEDNESDAY, JUNE 10, 2015
[Sales] A Guide to Email Subject Line Creation to Optimize Open Rate
Lead generation is a marketing process of capturing interest in a service or product for the purposes of developing sales. To market sales effectively, it is a must that you have leads which are qualified. It is all about pulling the leads down and making sales. Social media marketing has helped in changing the landscape.
EMAGINE B2B BLOG | THURSDAY, APRIL 4, 2013
[Sales] What Determines Success for B2B in the Online World?
To put it plainly, success=sales. But in the B2B world, the sales cycles are longer, often the ticket price is much higher, and the solution much more complicated that could ever fit into a “shopping cart” Because of this, B2B marketers need to be more clever about how to measure success for their efforts in the online arena.
HUBSPOT | WEDNESDAY, APRIL 11, 2012
[Sales] How to Select the Right CTA for Every Page on Your Site
Step 1: Map Your Offers to Stages in the Sales Cycle. Next, identify the various stages in your sales cycle. Identifying the stages in your sales cycle is important, because not every offer will be appropriate for prospects in every stage of the sales cycle. Step 2: Map Your Website Pages to Stages in the Sales Cycle.
HUBSPOT | TUESDAY, JANUARY 20, 2015
[Sales] 5 Fresh Ways to Improve Your Company Culture
This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. To read more content like it, subscribe to Sales. Company culture is something that is very close to me. refer to myself as an HR-driven CEO, and I mean it. Period. Seriously. Cut meetings in half. Everyone.
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, JANUARY 21, 2010
[Sales] The 4 P’s to Social Media Marketing
Tricks to B2B Marketing Socially Whenever I ask members of sales team from around the. Ok ok – based on the great response I got from my readers on my last blog post The 4 C’s of B2B Marketing I thought I would try to apply the same principle to Social Media Marketing. Slide 1. Tell Good Stories. Make them Sticky. Tweet This!
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | MONDAY, MARCH 25, 2013
[Sales] [Video] 3 Reasons to Grow Your LinkedIn Network
Research shows you’re 3x more likely to get a sales call returned if you’re calling a mutual acquaintance. Are you connected to all your customers on LinkedIn? Why not? When I asked most sellers that questions, I often get a blank stare – like they never thought of it. First of all, you’ll keep up to date on what’s going on with them.
HUBSPOT | FRIDAY, JULY 18, 2014
[Sales] The Fallacy of the Lazy Millennial
This post originally appeared on the Sales blog. To read more content like this, subscribe to Sales. In fact, we might argue that when hiring for your next role, especially in a sales or marketing capacity, you put the rumors to rest and hire a millennial to get sh*t done. They also might drink craft beer. Positive attitude.
MARKETING INTERACTIONS | MONDAY, SEPTEMBER 26, 2011
[Sales] From B2B Marketing Silo to Buyer Experience
Especially when dealing with a complex sale. " The first thing I thought was, Shouldn't all marketing be demand focused? Awareness is necessary for demand generation, of course, but I'm failing to see the value in creating a distinction between the two. This is when that "award winning, leading provider of." Way beyond.
IT'S ALL ABOUT REVENUE | SUNDAY, MARCH 10, 2013
[Sales] Which Industries are Turning Cookies into Contacts? [CHART]
CEEKUE | MONDAY, JULY 12, 2010
[Sales] It Is No Longer About You
Until now sales has always been pretty much about what a great company we are to do business with, we have [.]. Question. Are you interested in me? No, I don’t mean to ask whether your customers are interested in your company. What I mean is, are you interested in your customers. Are you really interested in your customers?
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, AUGUST 8, 2012
[Sales] Success Is Working Yourself Out Of A Job
Well, I returned to the same highly effective team, exceeding customer’s expectations on the operations side and sales numbers above quota on the sales side. I just returned from a two week vacation with my wife and two boys. We saw New York City, Washington DC, Philadelphia, PA, Baltimore, MD, Jamestown, VA and Cape May, NJ.
IT'S ALL ABOUT REVENUE | THURSDAY, APRIL 17, 2014
[Sales] 5 Tips For Improving Your Social Media ROI
From there you can score that lead and potentially pass it on to your sales team. by Lauren Harper | Tweet this According to Social Media Examiner , 89% of marketers want to know how to measure social media ROI, and yet calculating the social ROI still remains illusive to many companies. So just how do we measure what we’re doing on social?
B2BMARKETINGSMARTS | TUESDAY, JULY 27, 2010
[Sales] Bad thoughts that block B2B marketing success.
All of these companies have used — and continue to use — direct mail marketing to reach their target markets, including IT, because it cost-effectively generates leads and sales. Blogs are mostly written from the experience of the individual blogger. “Our target is IT. They won’t respond to direct mail marketing.
SALES PROSPECTING PERSPECTIVES | THURSDAY, JULY 14, 2011
[Sales] Don't Take "No Budget" For An Answer.
Although his point of view is more on the outside sales person perspective, an inside rep can still take a lot of these tips and use them to their advantage. As inside sales reps, you're given the very basic (if any) information on pricing, but it is important to know at least a few details. It's also one of the toughest to overcome.
MODERN B2B MARKETING | FRIDAY, APRIL 24, 2015
[Sales] Field Events Are Just as Important as Conferences: Here are 4 Reasons Why
They are what we at Marketo call ‘the big rocks’ When a company sponsors and/or exhibits at a larger show, they are doing so with the dual goals of brand visibility and acquiring high quality sales leads. And your company’s sales reps who manage harder to reach areas will LOVE you for doing so). You decide on the format.
SMASHMOUTH MARKETING | FRIDAY, NOVEMBER 14, 2008
[Sales] Poker Math and Marketing - Lead Equity
Services such as outsourced lead gen, appointment setting, lead brokering, or an inside sales team can provide one lead with high equity versus a hundred leads with little equity. I happen to enjoy poker tournaments and am a math geek poker player, which is a different breed. Part of winning in poker is understanding the equity of your hand.
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.
FEARLESS COMPETITOR | SUNDAY, JUNE 16, 2013
[Sales] Happy Father’s Day
Happy Father’s Day from Jeff Ogden of the sales lead generation company Find New Customers ! Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the sales lead generation company Find New Customers. Kevin – soon to turn 17 and entering his senior year of high school.
FEARLESS COMPETITOR | WEDNESDAY, SEPTEMBER 7, 2011
[Sales] Help Us Make September the Biggest Month Ever
Contact Find New Customers by calling (516) 495-9350 or send an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Help Us Make September the Biggest Month Ever! We’re honored.
FEARLESS COMPETITOR | FRIDAY, AUGUST 19, 2011
[Sales] Find New Customers Fan of the Month – Kenny Madden
Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Find New Customers Fan of the Month. He can be reached at Kenny at spiceworks.com.
BUYER INSIGHTS | WEDNESDAY, OCTOBER 31, 2012
[Sales] Selling To The Buyer’s Primary Ratio
Here we will examine how talking ROCE with the buyer can boost your sales success. Are you connecting with the number one metric used by CFOs and CEOs to measure business performance and to guide important decisions – including big purchases or investments? Return On Capital Employed The primary ratio is ROCE or Return On [.].
BUYER INSIGHTS | MONDAY, DECEMBER 3, 2012
[Sales] The Era of Avoiding Procurement Is Over
In the past sellers exercised considerable creativity in avoiding procurement – seeing them as an unnecessary impediment to the sale. Collaboration with procurement is the future of selling – that was the clear message from research just published by ES Research Group and The Bay Group.
MEASURABLE MARKETING | MONDAY, SEPTEMBER 27, 2010
[Sales] 5 Ways Marketing Automation Platforms can help Your Demand Generation
Tools that can automatically score and qualify leads, makes it easier for your sales team to be more effective. By spending their time only following up on leads which have reached a certain qualifying threshold, sales reduces their time spent interacting with leads not ready to purchase. Drip Email Marketing. Lead Scoring.
HUBSPOT | SATURDAY, OCTOBER 25, 2014
[Sales] How to Lead Your Team Through a Crisis
This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. At that time, I was working as a regional sales manager. Looking back, a few lessons emerged which I would recommend to any sales manager dealing with a crisis. Morale was at an all-time low. In a month?
FEARLESS COMPETITOR | TUESDAY, NOVEMBER 1, 2011
[Sales] Find New Customers Fan of the Month – Arthur Germain
Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. B2B Lead Generation | Find New Customers Fan of the Month. Each month we recognize a special fan of Find New Customers - someone who demonstrates strong support for our company. He can be reached at agermian at gocsg.com.
ANNUITAS | TUESDAY, DECEMBER 9, 2014
[Sales] What Will It Take for Marketing Enablement?
Focus on something for individuals based on their unique needs or organize it for the team as you would for sales training. For 2015 – look to increase the skills of your marketing team just as you would ring in the New Year with a focus on educating your sales team. However, these are often things I seek out on my own.
B2B LEAD GENERATION BLOG | WEDNESDAY, FEBRUARY 28, 2007
[Sales] B2B Lead Generation Blog: On giving away ideas
« Podcast: Use Feedback to Boost Lead Generation | Main | Going beyond the sales lead » On giving away ideas I had coffee with a potential partner and our conversation ebbed to a discussion about marketing philosophy and lead generation. Most are simple sales, even services. They provide too much information.
ANNUITAS | TUESDAY, FEBRUARY 3, 2015
[Sales] ANNUITAS Names Jennifer L. Harmel EVP and Principal
ANNUITAS is a Demand Generation Strategy firm that helps B2B marketing and sales leaders at enterprise organizations build and execute demand generation that is more buyer-centric, revenue-optimized and operationally-minded. ANNUITAS Names Jennifer L. Harmel EVP and Principal. ATLANTA — Feb. Follow Harmel on Twitter at @JenniferHarmel2.
3D2B | TUESDAY, MARCH 3, 2015
[Sales] The Best B2B Appointment Setting Technique…Ever
We hear so much these days about the customer-driven buyer’s journey and that more than half of the sales cycle occurs without prospective customers contacting a sales representative. The new buyer’s journey puts ever-increasing pressure on marketing departments to handle the pre-sales process. Second, Craft a Winning Message.
THE POINT | MONDAY, AUGUST 6, 2012
[Sales] 9 Ideas (and 1 Big Lesson) from the Marketo Social Marketing Roadshow
Only 15% of buyers trust “company to buyer” social messages; 92% trust opinions from their peers. • The contacts that comprise your sales database represent only the tip of the iceberg. Marketo bills the event as an opportunity to hear, learn, and share advice on B2B social media marketing strategy. Surprising? Infographics? So yesterday.
INBOUND SALES NETWORK | FRIDAY, MAY 25, 2012
[Sales] You can talk the talk but can you walk the walk?
Inbound Sales Network. What the numbers support - and we have always known - is that many of these companies are dropping the ball when it comes to taking top of the funnel leads (suspects) to becoming true prospects (sales qualified leads). Growing up, I was a member of a local youth organization for rural kids called 4-H. Analytics.
CUSTOMER EXPERIENCE MATRIX | FRIDAY, SEPTEMBER 2, 2011
[Sales] Dreamforce 2011: Salesforce.com Will Leave Marketing Automation Alone. But Revenue Performance Management Might Be Another Story.
also still expect that Salesforce will continue to enhance its core Sales application with features that make it better at specific marketing automation functions like complex campaign flows and Web tracking. Both share a vision of combining marketing automation data with sales data, and ideally with data from other sources. As a $2.1
SYNECORE | SATURDAY, MARCH 1, 2014
[Sales] What’s Missing In Your Marketing Strategy?
If you want to achieve, say, 10 new sales, then you would need 500 new leads, and for that you will need 50,000 new visitors to your site in the designated timeframe. It you are looking to increase your sales, all other numbers, including time and resources dedicated to marketing efforts, must be raised at a respective rate. Takeaway.
FEARLESS COMPETITOR | TUESDAY, JANUARY 3, 2012
[Sales] Find New Customers Fan of the Month – Paige O’Neill
Critical change agent; proficient at introducing marketing initiatives that create new categories, differentiate from competitors, and increase sales. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Thanks for your support, Paige. We really appreciate it.
VOICE-BASED MARKETING | THURSDAY, JUNE 27, 2013
[Sales] 4 Ways Marketing Teams Are Coping with the Increase of Google PPC Costs
Studies have shown that phone calls are more valuable leads to sales managers, so finding a way to fold that metric into your data is crucial if your intention is to combat rising costs with more focused strategy. Voice-Based Marketing Automation Tools to Convert Google PPC Web Leads into Instant Sales Calls. Think again.
MARKETING ACTION | THURSDAY, SEPTEMBER 18, 2014
[Sales] The 3 & 5 of Winning Drip Marketing Campaigns
It’s been around for generations, using the best relationship-building tactics of the era: door-to-door sales, direct marketing, telemarketing, email and social campaigns, location-based marketing, and whatever new methods pop up tomorrow. Optimizes the sales funnel. Similarly, there’s the Law of 29. An Atlas study says 9 times.
TOMORROW PEOPLE | THURSDAY, OCTOBER 4, 2012
[Sales] The Death of Magazine Advertising [FLIPBOOK]
Since 2000, total sales of the UK's top 100 magazines has fallen from 31m to 22.8m (as of August 2011) – Audit Bureau of Circulations. Learn how you can cast off the old marketing nonsense and increase leads and boost sales – download our eGuide Pull Marketing Strategy There was a reason for this. An industry in the decline.
HUBSPOT | MONDAY, JANUARY 17, 2011
[Sales] Demand Creation vs. Cold Calling
Teicko is the founder of Focus To Grow , a sales and marketing development firm. The purpose, however, of the communication should not be getting the sale today, but finding potential customers. I'm absolutely amazed at how many pundits and sales consultants recommend this as a viable approach to sustainable demand creation.
SOCIAL MEDIA B2B | TUESDAY, APRIL 12, 2011
[Sales] 6 Ways to Use Curation for B2B Social Media
Share Articles with Your Sales Team. As you discover great reference posts or articles about your industry to share with customers and prospects, you should also share those internally with the sales team. Tip: Encourage the sales team to reach out to customers and prospects with content to help move them through the sales process. 6.
MI6 MARKETING AGENCY | TUESDAY, SEPTEMBER 13, 2011
[Sales] More of Us Using Social Networks Daily
Our readers comprise of entrepreneurs, business owners, marketing, sales and business development professionals. The Mi6 Chart of the Day is a new blog series where we feature a chart each weekday that we think is relevant and of interest to our readers. We will pick a chart each day and add out thoughts and insights.
SYNECORE | TUESDAY, MARCH 31, 2015
[Sales] Content Personalization: It’s What Consumers Want!
According to Monetate , marketers see an average sales increase of 20 percent when employing content personalization. It’s not overtly obvious how valuable product recommendation sales are for Amazon, but this statistic puts an end to that mystery. A frustrated consumer is never good for business. Facts Don’t Lie. Who can blame them?
FATHOM | TUESDAY, APRIL 15, 2014
[Sales] Marketing for Manufacturing in the Age of the Self-Directed Buyer [Lunch & Learn]
Join us to talk about: Your sales goals. Lead nurturing and sales conversion. Retooling Your Marketing for Exponential Growth & Profitability. If you’re serious about understanding the new ways of marketing and selling, attend the Fathom/NitroMojo “ Lunch & Learn” seminar on May 8th. Space is limited to 25.
THE EFFECTIVE MARKETER | FRIDAY, MAY 20, 2011
[Sales] A Buyer Persona Template for the B2B Marketer
The agreement was that Sales should be the driver of the creation of the persona, with Marketing only helping the process. Infrastructure. Process Planning. Program Execution. Measurement. Map your content. Measure and share your results. I’m oversimplifying it but without these three key actions your efforts will prove fruitless.
HUBSPOT | FRIDAY, JANUARY 27, 2012
[Sales] 12 Critical Elements Every Homepage Must Have [Infographic]
While homepages generally get the most love, I find it surprising that so many do a poor job of generating leads or sales. If you’re considering a website redesign or are wondering how to generate more leads from your website, there are several critical elements you must never forget to include. Ah yes, “thee page of all pages.”
WEBBIQUITY | MONDAY, FEBRUARY 7, 2011
[Sales] 55 (of the) Best Social Media Tips, Tactics and Tools of 2010
How to Use Your Blog to Drive Social Sales by Social Media Examiner. “The ultimate goal for many businesses is profit, not engagements, retweets or Facebook likes, as Nathan Hangen points out, so he offers a four-step plan to making a blog into an effective, non-pushy sales tool. Adoption soared. 85% of Inc. Mistakes were made.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | TUESDAY, NOVEMBER 12, 2013
[Sales] Learn How to Close Your Top Accounts by End of Year
We''ll be talking about how technology sales reps can turn targeted accounts into closed deals in record time. Leverage it to win sales. If you''re heading to Dreamforce next week in San Francisco, join me at my presentation with Henry Schuck , Co-Founder and Chief Revenue Officer of DiscoverOrg. Click here to register: [link].
B2B LEAD BLOG | THURSDAY, AUGUST 23, 2012
[Sales] You’ve Got Mail from Eloqua, Hubspot & Neil Patel
Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. Email is a critical piece of the tactical mix. Capturing prospect attention is getting harder and harder as open rates and CTRs continue to decline. Share and Enjoy.
B2B LEAD BLOG | THURSDAY, AUGUST 23, 2012
[Sales] You’ve Got Mail from Eloqua, Hubspot & Neil Patel
Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. Email is a critical piece of the tactical mix. Capturing prospect attention is getting harder and harder as open rates and CTRs continue to decline.
BUZZ MARKETING FOR TECHNOLOGY | THURSDAY, MARCH 11, 2010
[Sales] Social Media Listening for B2B Marketing
In the last post we discussed the Social Media Budget Ratio in B2B Marketing and a healthy portion of my budget is focused in this area of listening for mentions of our brand name that are an indication that a conversation that could lead to a sales opportunity or a support opportunity are at hand. Tweet This! Share this on Facebook.
BIZNOLOGY | TUESDAY, JUNE 21, 2011
[Sales] When Good Behavioral Retargeting Goes Bad
It's become a staple of e-Commerce, where it rescues lost sales that would otherwise never be completed. Most retargeting is done by e-mail--if you know the address of someone who has come to your site, you can follow up with an offer to save the sale. Image via Wikipedia. What's not to like?
B2B LEAD BLOG | FRIDAY, JULY 9, 2010
[Sales] Data Hygiene: Real Results Pt. 3
You may think that your accounts and contacts in your database would be mostly clean because those people are typically contacted and updated more frequently by sales reps, but check out the latest Data Hygiene results from a customer's contacts and accounts: How does your data compare? Find out with
IT'S ALL ABOUT REVENUE | FRIDAY, AUGUST 12, 2011
[Sales] Have Infographics Jumped the Shark?
by Joe Chernov | Tweet this This is a question I’ve been thinking a lot about lately. I’ve explored it on my personal blog ; I’ve commented on it on Focus ; and I will address it in my presentation at Content Marketing World (“ How to create attention, interest and sales with infographics ”). Or so I thought. So what do you think? Facebook.
VOICE-BASED MARKETING | MONDAY, FEBRUARY 17, 2014
[Sales] Launching an E-Commerce Site? Don’t Forget Your Phone!
eMarketer estimates that B2C e-commerce sales across the globe increased 17.1% in 2013, totaling more than $1.2 This means more sales and happier customers. To learn about more call tracking best practices for e-commerce businesses, check out our white paper “ Tips for E-Commerce: 4 Steps to Drive Sales with the Phone.”.
EMAGINE B2B BLOG | TUESDAY, NOVEMBER 20, 2012
[Sales] 5 Tips to Better Website Conversion Rates: Part One
For most B2B websites a “conversion” typically is measured by a visitor filling out a form, providing you with their personal information for sales or marketing follow up. No amount of increased website traffic will fill your lead pipeline if you make it difficult for your visitors to ‘convert’ on your website.
B2B MARKETING TRACTION | THURSDAY, MAY 20, 2010
[Sales] Is Marketing ROI Enough?
But it’s not enough on its own. I look at cost per lead for one marketing activity, such as a trade show, along with marketing conversion (how many sales does a marketing activity produce?). referrals which cost nothing but had a sales conversion rate of 46%. Tweet. When I analyze B2B marketing results, I look at several stats.
CUSTOMER EXPERIENCE MATRIX | THURSDAY, JANUARY 5, 2012
[Sales] The Easiest Way to Get Started with Marketing Automation? Answers in the Pictures.
More specifically, the wall represents the effort of a traditional best-practice approach, which requires reviewing all marketing processes, designing new programs, creating new content, and working out alignment with sales. Here’s more proof that the apocalypse is near: I’ve discovered the “remove background” feature in Powerpoint.
FEARLESS COMPETITOR | WEDNESDAY, OCTOBER 26, 2011
[Sales] Engage MULTIPLE senses for best marketing results
Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. B2B demand generation | Engage more than one sense for best marketing results. Give it time to load… ). For marketing content, you need to engage more than one sense for best results. beautifully graphic white paper engages sight.
MARKETING INTERACTIONS | THURSDAY, APRIL 3, 2014
[Sales] Product is Not the Hero of a B2B Company's Story
Now try this: A CTO and founder of a startup SaaS company that's the subsidiary of a global enterprise is building a new application with a business model dependent upon low price, high volume sales. Well, I'll just rip the bandaid off and say it straight up - You Are Wrong. Does this description of the hero represent your product?
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.
FEARLESS COMPETITOR | TUESDAY, APRIL 3, 2012
[Sales] 6 in 10 Senior Marketers Say Social Media Key to Company Survival
including sales (45%), corporate communications (41%), marketing (39%), PR agency (39%), the office of the CEO (38%), and a brand agency (35%). This article is based on a report by MarketingCharts. Read the original here. But even though most marketers see it as a priority, most are very weak at it. What do you think? Read the original here.
MARKETING LEADERSHIP COUNCIL | WEDNESDAY, FEBRUARY 22, 2012
[Sales] 4 Ways B2B Segmentation Fails
Segmentation offers a range of benefits for Marketing and Sales organizations, but there are a lot of ways segmentation can fail. Keeping segmentation schemes simple, but pervasive in sales materials and training, is key to driving resonance with the sales force. How FedEx designed sales collateral around segment insights.
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.
SALES INTELLIGENCE VIEW | TUESDAY, NOVEMBER 23, 2010
[Sales] Dreamforce – See Your Leads in 3D
Last year at Dreamforce InsideView showed the power of Smart Agents and how it developed typical data into sales intelligence. DreamforceIn3D.com See Your Leads in 3D Sales people are [.]. Sales Data Sales Intelligence Social CRM Social Selling B2B b2b sales CRM customer 2.0 Tags: Conferences Sales 2.0
SALES LEAD INSIGHTS | WEDNESDAY, SEPTEMBER 2, 2009
[Sales] Industrial Marketers: Is this News Good or Bad?
Some companies are going to get some leads and close some sales as a result of that increased buying. If you can identify them, you can target the recommenders, specifiers and buyers at those companies with marketing and lead generation campaigns designed to find the sales opportunities your salespeople, reps or distributors need.
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.
SOCIAL MEDIA B2B | TUESDAY, MAY 5, 2015
[Sales] 5 Smart Ways to Build B2B Thought Leadership with Content Marketing
In doing so, you’ll build trust and develop a relationship that could eventually lead to a sale. You better if you hope to make any sales. Unless you’re Google, Apple or you happen to know the buyer’s cousin, you might as well not exist, right? Wrong. Content marketing takes work. Authenticity Is key. Do your homework. Be a presence.
SALES LEAD INSIGHTS | FRIDAY, APRIL 16, 2010
[Sales] Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th
The impetus for marketers to generate leads, drive sales and support customer lifetime value has never been stronger. If you are a B2B Marketer, or are responsible for lead generation, don’t miss this complimentary, half-day, educational event! What: B2B Marketing University. When: May 18, 2010. Why bother attending?
SYNECORE | TUESDAY, DECEMBER 11, 2012
[Sales] Integrated Digital Marketing: Lessons From the Cat Food Aisle
If sales are down or you feel like you’re just not connecting with your audience, don’t throw in the towel. Finally, regardless of success or failure, businesses should review data analytics and elicit customer and sales team feedback to constantly refine their messaging. Yesterday evening I was one such consumer. MARKETING TAKEAWAY.
EB2BLEADS | TUESDAY, FEBRUARY 1, 2011
[Sales] Building A Lead Qualification System And Management Process
In our previous post we touched on the differences in sales lead qualification. Determining Your Marketing Led Sales Lead Qualification Sequence And Lead Management Process. There are actually 5 key stages in an effective sales lead management process. Lead Generation. Lead Qualification. Lead Distribution. Lead Verification.
TOM PISELLO | THURSDAY, AUGUST 26, 2010
[Sales] Tom Pisello: The ROI Guy: Don't Just "Sell the Problem", Quantify It
This is a big leap to expect any buyer to take, and few make it, leading to stalled sales processes, and elongated sales cycles. Predictions for 2011: The End of B2B Sales & Marke. Content Marketing and the Forgotten Sales Professi. IDC: Economic Buyers, Digital Overload and Sales E. according to Mr. Godin.
SYNECORE | MONDAY, JUNE 10, 2013
[Sales] Amazon is Killing it with Millennials (and Advertisers)
According to an eMarketer report , the giant ecommerce site is rolling in the dough from ad sales. Last year, Amazon increased their worldwide ad sales revenue by almost 50% from 2011 to reach $610 million in 2012. eMarketer estimates that the “most liked tech brand” will reach $835 million in ad sales revenue by the end of this year.
CLIENT BRIDGE | MONDAY, SEPTEMBER 20, 2010
[Sales] Software Tools for Inbound Marketing
CRM - since our goal as lead generation marketers is to generate qualified sales leads that turn into sales, it's extremely helpful to utilize closed-loop reporting. The Internet has changed the way companies communicate. And this means that digital communications have become a high priority to marketers.
SMASHMOUTH MARKETING | THURSDAY, NOVEMBER 19, 2009
[Sales] Hubspot Product Review: Inbound Marketing Methodology, Not Just a Product
If the call to action was appropriate for a sales follow-up, then take it. Engage with that prospect, then get the sale. N et-Net. About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. We focused first on content and blogging and then decided to dig deeper into SEO best practices.