B2B MARKETING CONFIDENTIAL | FRIDAY, JULY 24, 2009
[Sales] B2B Marketing Confidential: Three Ways to Track ROMI
Its always better to take a look at customer dynamics vs. simply total sales. Disaggregating gross sales performance into customer-specific data yields huge insights. Its high-level, but its been very helpful for me over the past couple of months in thinking about a very complex, multi-channel marketing measurement problem.
MARKETING GENIUS BLOG | FRIDAY, MAY 21, 2010
[Sales] New Focus Needed for B2B Marketers
Craig Rosenberg, their VP of Products and services, and I have known each other since the first Sales 2.0 He’s been a constant contributor to B2B Sales and Marketing community @funnelholic and on his blog. Last night I went to the official launch of Focus at the Hotel Vitale. The Focus launch via Twitter. Conference. And few ?about
B2B LEAD GENERATION BLOG | FRIDAY, JUNE 19, 2009
[Sales] 5 tips to build more relevant and engaging lead nurturing emails
If you have a complex sale, the best way to I know how to do this is to combine a human touch to build relationships with your lead nurturing message. First, they may indicate the status quo in an organization is changing, and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. Tip 2.
JILL KONRATH'S FRESH SALES STRATEGIES BLOG | WEDNESDAY, FEBRUARY 29, 2012
[Sales] [Video] Why You Should Never Send Funny Items to Your Prospects
But, the real question is, "Will creative be effective?" >" target="_self">Check out the video now >> VIDEO MESSAGE: Does sending funny items to your sales prospects help you set up meetings? Your Turn: Share your never-ever sales story in the comments section of my blog. If you're like me, you've been tempted to get creative.
B2B LEAD GENERATION BLOG | MONDAY, FEBRUARY 17, 2014
[Sales] Email Copywriting: 3 tactics for delivering value over perceived cost
Or they can be filled with another sales pitch thrown at the list with the hopes that a few a stick and click. 'Tweet Optimizing your email copy is a big key to tipping the value exchange fulcrum with your prospects. Copywriting is fraught with claims, and the job of a marketer is not to craft claims, but craft a conclusion,” Flint said.
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.
FEARLESS COMPETITOR | THURSDAY, FEBRUARY 2, 2012
[Sales] Find New Customers is primed and ready for a great 2012!
We were named one of the 50 Most Influential in Sales Lead Management recently, which really validates our expertise in demand generation and marketing strategy. With many new make-overs, the B2B demand generation consultancy and global marketing firm Find New Customer s is armed for a great 2012. New robust email. new TV show. see below).
FEARLESS COMPETITOR | THURSDAY, OCTOBER 20, 2011
[Sales] Apples to Apples: How to Stand Out from Your Competition by Dan Paulson – a book review
Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. 4 1/2 stars out of 5. I’m honored that Dan Paulson invited me, as President of the B2B lead generation company Find New Customers to review his new book. Prospective buyers are unable to spot meaningful differences.
FEARLESS COMPETITOR | SATURDAY, APRIL 16, 2011
[Sales] Fire Your Customer
As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation : Fire Your Customer. If your business is young and small, choose your customers carefully. Find New Customers had a customer we should have fired long ago. Perhaps you can learn from our mistake.
FEARLESS COMPETITOR | THURSDAY, JUNE 10, 2010
[Sales] Does your Silverpop Ferrari collect dust?
Find New Customers helps business increase sales leads through developing and implementing programs that improve the way they find and acquire new customers using best practices in lead generation. Are you a client of Silverpop ? You bought a great marketing automation platform from a great company. Silverpop is a great race car. One problem.
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
MODERN B2B MARKETING | FRIDAY, JULY 5, 2013
[Sales] Your Company has Graduated to Marketing Automation– Now What?
But sales and marketing professionals alike need to remember that in order to get the most out of their investment in marketing automation , thoughtful implementation doesn’t end once the tool goes live. Are you looking to improve the alignment between marketing and sales? Strategize. Cost per Net New Lead Acquisition by channel.
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.
MARKETING ACTION | MONDAY, JANUARY 28, 2013
[Sales] Building Content Marketing to Support the Buying Process
A huge majority of prospective buyers (70–80%) make most of their critical decisions before they ever talk to your sales team. If you want a proven, battle-tested methodology for producing sales-ready leads using content, then this is the webinar for you. In it, I’ll lay out a six-point program and go into depth in each element.
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.
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.
VOICE-BASED MARKETING | MONDAY, AUGUST 26, 2013
[Sales] Use Bid Adjustment Strategies to Maximize Google PPC ROI
See if it helps accelerate the sales cycle. While some studies suggest RLSA may be best suited for products with a longer, more complex sales cycle, online retailers and other businesses have also reported some positive results. These bid adjustments can apply to all ads and all keywords in one single campaign interface.
B2B IDEAS @ WORK | WEDNESDAY, JULY 6, 2011
[Sales] 8 B2B Content Marketing Blunders & How to Avoid Them
B2B content marketing helps build brand awareness, educates prospects about new ideas and nurtures them through your sales funnel. Sales pitches are out, information and insight are in. Unfortunately, potential mistakes and missteps abound, but content marketing best practices will put your program on the right track.
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.
MODERN B2B MARKETING | THURSDAY, JANUARY 9, 2014
[Sales] How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps
If your sales team decides that a lead isn’t “sales-ready”, they can pass that lead back to marketing through a lead recycling campaign. Once leads have been “recycled”, sales won’t contact them again until their lead score reaches a certain number. Map social engagement to your sales funnel.
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
VOICE-BASED MARKETING | TUESDAY, APRIL 1, 2014
[Sales] The 9 Best Ways to Improve Google Paid Search ROI
Collaborate with sales. Meeting with your sales managers on a regular basis to discuss the quality and types of leads they are getting from your paid search campaigns is critical to ensuring that your ad copy, landing pages, and keywords are driving the right kind of business. Is your goal to generate web downloads? Drive phone calls?
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.
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.
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.
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.
MARKETING ACTION | TUESDAY, AUGUST 27, 2013
[Sales] 9 Steps to Lower Customer Acquisition Cost (And Higher Value)
Well…you could do that, but the problem is, you probably won’t do much for sales. How to align everything (brand, content, sales process, etc.) so the machine produces a sales-ready lead. How to link all the moving parts so your process flow leads to sales. We’ll cover: 1. Identify key players and ideal customers.
IT'S ALL ABOUT REVENUE | MONDAY, NOVEMBER 24, 2014
[Sales] Retail Holiday Shopping Trends Highlighted in Two New Research Reports
'Don’t tell anyone but in a few days it will be Thanksgiving and the day after that, Friday, has become to be known as Black Friday for apparently there’s a whole lot of sales that go on this day. In fact, one of the two papers is Part 1 of a two-part paper. Part 1 analyzes purchase intent. Marketing Efficiency
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.
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.”
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.
B2BBLOGGERS | FRIDAY, AUGUST 27, 2010
[Sales] B2B Marketing Metrics That Matter [#B2Bchat Recap] | B2Bbloggers.
Cost per lead/ cost per customer acquisition Lifetime customer value Customer loyalty / customer satisfaction Sales from leads generated by marketing $ spent on each marketing activity – mapped to sales revenue Return on investment Q3. Why Marketing Automation Is A Must Have (For Every B2B VP of Sales & Marketer) 9.
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.
BLOG MY CALLS | WEDNESDAY, OCTOBER 23, 2013
[Sales] Conversation Analytics and Pay-Per-Call: 7 Things YOU Need to Know
For example, instead of paying out based on call duration, lead buyers use Conversation Analytics to pay out based on lead score or sales readiness ( two of the things Conversation Analytics tracks ). Lead buyers are naturally more willing to pay top dollar for calls with high sales readiness indication. This makes sense for everyone.
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].
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.
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?
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.
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.
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.
TRADESMEN INSIGHTS | THURSDAY, APRIL 28, 2011
[Sales] What’s Your Social Media Strategy? READY-FIRE-AIM?
For Social Media to be Successful Sales and Marketing Must Work Together. There is no simple solution to social media. Yes, you might get a bright idea and put it out there and then what? If you can’t answer that question, then you’d better rethink what you’re doing. Unfortunately, some folks think social is different.
TRADESMEN INSIGHTS | THURSDAY, MARCH 3, 2011
[Sales] Content-Marketing Guidelines to Ensure Success
Product development, customer service and sales are 3 areas that could be good sources for content. We’ve all heard the expression “Content is King. Although we all know it sometimes, we may not practice it. Listen to customers and prospects - what are they talking about, what issues/pain points do they need addressed?
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.
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.
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.
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.
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.
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 →
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.
INTEGRATED B2B | MONDAY, NOVEMBER 18, 2013
[Sales] Best practices for using social media at a trade show
Budgetary concerns and tough sales targets make it easy to write off social media marketing as an ‘optional extra’ for a trade show. With the right strategy, the right tactics, and the right best practices, your business can turn every trade show into a lucrative sales opportunity using social media marketing. 2. Got a contest?
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.
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.
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.
TRADESMEN INSIGHTS | WEDNESDAY, JULY 2, 2014
[Sales] Distributor Strategy: What’s Yours?
Here are a few facts about the independent distributors ( ISA ) that you might not have known: They collectively represent about $153 billion in sales. AD (Affiliated Distributors) members do about $25 billion and NetPlus Alliance more than 5 billion in sales. More stable sales staff. billion), Fastenal ($3.3 Big Boys.
THE FORWARD OBSERVER | TUESDAY, AUGUST 6, 2013
[Sales] 3 Tips For Creating Killer B2B Content That Generates Leads
You’ve mapped the content to the sales funnel so that the right content is delivered at the right time. 'Artillery B2B Marketing Blog > The Forward Observer B2B marketers with quality content can generate more leads by using customer surveys, clear conversion paths and social conversion. Now what? It’s lead generation time!
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
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.
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.
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?
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?
IT'S ALL ABOUT REVENUE | MONDAY, SEPTEMBER 24, 2012
[Sales] Which Industries Love Marketing Apps the Most? [CHART]
Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by Eric Knutson | Tweet this Here at Eloqua we believe today and in the future companies require solutions that are specific to their industry – you can check out our Asset Management offering here. Click here to learn how.
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.
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.
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.
FEARLESS COMPETITOR | THURSDAY, JANUARY 19, 2012
[Sales] How Big Should Our Marketing Budget Be?
What percentage of sales-qualified deals do you win? How many sales-qualified leads will you need to make the revenue goal? What percentage of marketing-qualified leads turn into sales-qualified leads? Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.