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  • JUNTA 42  |  WEDNESDAY, JULY 27, 2016
    [Sales] The 4th Reason for Content Marketing: A Profit Center
    In particular, while I talk about “ sales, savings, and sunshine ” as the three core reasons why enterprises engage in a content marketing approach, Robert talks about a model called “ subscribe, win, and grow.” We can address examples of each. Goal of sales or win. This post was co-written by CMI’s Chief Content Adviser  Robert Rose.
  • HUBSPOT  |  TUESDAY, DECEMBER 23, 2014
    [Sales] How and When to Follow up With All Types of Leads
    In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts. times. Where did the lead come from? times.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 10, 2012
    [Sales] How Workflows Take Marketing Automation to the Next Level
    As one of the most powerful tools available to marketers today, workflows enable you to build stronger relationships with your leads, send higher quality leads to your sales team, and save more of your time as a marketer. It’s time to start using smarter tools to send your leads what they’re looking for and make them sales ready faster.
  • MARKETING ACTION  |  MONDAY, DECEMBER 8, 2014
    [Sales] The Secret Marketing Strategy: Thinking
    Marketing expenses will be high, sales turnover greater than expected, and forecasts unmet. We’re in an industry that is behind the times; sales management has not grown and matured, and they’re still working as if they’re in the last century.” Sales Lead Management, Marketing Automation. As a marketer thinks, so he is.
  • VERTICAL RESPONSE  |  WEDNESDAY, APRIL 9, 2014
    [Sales] 7 Email Etiquette Rules to Send By
    Not only does that defeat the purpose of your email and potentially cost you sales, it also drops your credibility as a company. If your email is about an upcoming sale, say so in your subject line. Etiquette doesn’t just apply to your table manners; it applies to email marketing too. We didn’t think so. ” 4.
  • B2B MARKETING UNPLUGGED  |  MONDAY, JANUARY 19, 2015
    [Sales] Six Ideas for Getting Your Social Media Off the Ground
    “Even the sales guys are only tweeting about basketball.” think Klout is mostly a measure of free time and acuity with Hootsuite, but it nicely gamifies social and that is where your Sales Squirrels come in. Let the senseless competitiveness of sales take it from there. Stop assuming this is actually new. Yes, them.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] Four Ways to Evolve Your Online Conversions
    For example, they can offer experiences more suited to customer needs and wants, they can cross-sell and upsell in-store, online, on mobile, on tablets, even in social, and they can drive more sales than ever before (which they figured out via constant, but relatively straightforward, changes to these sites). 2. Test your theory.
  • B2B MARKETING INSIDER  |  MONDAY, JULY 27, 2015
    [Sales] The Best Example You Will Find On The Value Of Storytelling
    What happens when you hire creative writers to make up stories about cheap trinkets, and they post these stories, along with the items online for sale? This trust is what ultimately will drive real sales and business value. ” Have you ever heard that line? That is until I met Michele Miller. needed to know more. We feel stories.
  • B2B MEMES  |  MONDAY, JUNE 13, 2011
    [Sales] It’s Time to Embrace Editorial as a Profit Center
    Sales is a profit center , editorial is a cost center. The old “profit centers,” advertising sales and subscriptions, aren’t very good at the conversion process anymore. They love it when their sales force sells editorial in general; they hate it when they sell editorial in particular. He’s right, but I prefer stronger phrasing.
  • VERTICAL RESPONSE  |  TUESDAY, MAY 27, 2014
    [Sales] 5 Ways to Leverage a Media Placement
    Arm your sales staff. If you have a sales team, have them bring color copies of the media placement as part of their leave-behind packets in meetings with prospects, at trade shows, etc. They’ll appreciate having their sales pitch endorsed and validated by a credible media source. But you’re not done. Get social.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, DECEMBER 17, 2014
    [Sales] Five Signs of Hope in Marketing Land
    The Problem with Sales is it’s So Salesy. Bring the chart to your next meeting with sales. Some people think Spring is the season of hope. think it’s the season of mud and discovering, as the snow melts, that your neighbour’s large dog has added more fibre to its diet. Hope, while never a strategy, is at least a raw ingredient.
  • B2B MARKETING TRACTION  |  THURSDAY, FEBRUARY 9, 2012
    [Sales] How Much Should I Spend on My B2B Marketing? (Part 1)
    In this post I will show you how to arrive at a marketing budget, using existing sales and marketing data as an example. You also need to know your average sale in dollars. In the long run, if you are to know your conversion rate, you need to track each sales opportunity and its outcome. Does the science end here? Not exactly.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] 3 Marketing Tips I Learned in Orlando
    If your company is looking for more and better sales leads, just fill out the form below to contact Find New Customers. @HenryDeVries, marketing expert and author (photo here) just recently held a Marketing with Books and Speaking session in Orlando recently. Use R&D – not Research and Development, but Rob and Duplicate.
  • LEANDATA  |  TUESDAY, JUNE 21, 2016
    [Sales] Connecting Workflow Rules to Picklists in Salesforce
    Account-Based Marketing LeanData Sales OperationsOne of the great features in Salesforce is all the different ways you can use Picklists. They’re great, simple ways to auto-populate information that streamlines Salesforce so it’s easier to use. In our first post, we looked at how we can link together two Picklists. Click on Next.
  • LEANDATA  |  THURSDAY, NOVEMBER 3, 2016
    [Sales] Read All about It with Salesforce Report Subscriptions
    Account-Based Marketing LeanData Sales OperationsEvery morning, I receive an email with a roundup of stories about Account-Based Marketing. like to keep up on the latest news and developments because my company, LeanData, empowers ABM. So, I set up a Google alert that aggregates headlines about ABM. It’s essentially an automatic reminder.
  • LEANDATA  |  MONDAY, JULY 11, 2016
    [Sales] Managing Your Salesforce Guests
    LeanData Sales OperationsYou just moved into a new apartment. And now you’re asking yourself: Who else should have access to my place? The property manager, of course, has a key. Maybe you’ll want to give one to your mother. There are other people that might need to get inside from time to time. You know, the cable guy and so on. STANDARD.
  • LEANDATA  |  TUESDAY, JUNE 21, 2016
    [Sales] Connecting Workflow Rules to Picklists in Salesforce
    Account-Based Sales & Marketing LeanDataOne of the great features in Salesforce is all the different ways you can use Picklists. They’re great, simple ways to auto-populate information that streamlines Salesforce so it’s easier to use. In our first post, we looked at how we can link together two Picklists. Click on Next. Click on Next.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 19, 2012
    [Sales] Breaking: Salesforce.com Announces the Marketing Cloud. So What is It?
    The result is better nurturing of leads, using both social and proven digital marketing tactics, and an actual gauge of how actions on the social Web drive revenue at the end of a sales and marketing pipeline. by Jesse Noyes | Tweet this The long-whispered rumors are finally confirmed. So what is the “marketing cloud?”. Get more.
  • KAPOST  |  TUESDAY, APRIL 12, 2016
    [Sales] 5 Tips for Creating Customer-Centric Content
    Observe how people follow a path to purchase online or through sales calls. How did they wander through the website, connect with a sales rep, or research offerings? Organized content that’s well crafted, easy to locate, and relevant to a specific sales stage. If you answered yes to these questions, congrats! The added bonus?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, SEPTEMBER 12, 2013
    [Sales] Research: The 3 social media secrets of B2B buyers
    But talk too much in print or on your website about the fun and games you are delivering exclusively on Facebook, and you may be inviting an antipathy that will ultimately dent sales. I can hear the anti-social media gang now. It’s not all about short-term sales. By John Bottom, {grow} Community Member. These are very different points.
  • B2B MARKETING ONLINE  |  FRIDAY, JANUARY 14, 2011
    [Sales] Bluebirds are the most amazing creatures.
    The agencies have been briefed, the business primed and the sales team are ready and waiting for your meticulously planned leads or appointments. Whether you pass sales leads directly to your sales team or indeed handle them yourself – they should be treated in exactly the same way as a non-incoming sales opportunity.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 22, 2015
    [Sales] Wanna Knock One Out Of The Park? Score Your Data, Score Your Leads
    The lead scoring process allows you and your sales reps to focus on the best leads, or those with the highest potential to convert by simply looking at a leads cumulative score. Your sales teams’ perspective —Talk to your sales team. Author: Joe Ariganello Sometimes it seems that our lives are just one big scoreboard.
  • B2B MARKETING INSIDER  |  SATURDAY, JULY 11, 2015
    [Sales] Stop Blindly Spending On Digital (And Start Doing This)
    Marketing seeks to build relationships at scale – a scale that sales cannot achieve. Digital. Native. Mobile. Social. We love to talk about, and focus on the channels. But too often we forget that as consumers we don’t care about the channels. We care about the content. We care about whether the content is funny, or helpful.
  • TOMORROW PEOPLE  |  FRIDAY, APRIL 12, 2013
    [Sales] Social Media Marketing Tools For B2B Marketers
    To ‘close the loop’ on reporting you need to track new leads from conception to closed sale. Most B2B companies are already using CRM applications like Salesforce.com that cover the entire sales pipeline. For some time now, B2B marketers have doggedly measured the number of their Twitter followers or Facebook ‘likes’. Real Analytics.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 5, 2011
    [Sales] “You’d make a great CMO for a midsized software firm”
    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 for sales teams, they turn to lead generation companies like Find New Customers. He’s right.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Sales] Nurturing Leads With Webinars: Awareness is Just the Beginning
    At ON24 , we know that webinars are key in moving leads from one stage of the sales funnel to the next. In fact, according to Forrester Research , webinars are the #1 marketing tactic at each stage of the sales funnel. The buyer’s journey has changed due to the high-quality information now easily available to prospects. Awareness.
  • THE ROI GUY  |  MONDAY, DECEMBER 29, 2014
    [Sales] Surviving Frugalnomics: Top 5 Articles in 2014
    link] SiriusDecisions Interview: From Pitching Products to Selling Value [link] The New ABCs of Selling: Always Be Challenging [link] Gartner: The Technology Sales Rep Lost Their Mojo [link] Aristotles’s Persuasions and the Neuroscience of Purchase Decisions [link] Thanks for your continued interest and support.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 11, 2008
    [Sales] 64 B2B Marketing Tools and Resources
    Over 50% of leads are not yet sales ready, so nurturing those leads rather than throwing them away can help you maximize results. Only by combining both factors can you send truly qualified leads to sales. Improving Lead Quality Can Improve Sales Productivity (blog post). Six Sales and Marketing Alignment Tools and Resources.
  • CONTENT STANDARD  |  MONDAY, AUGUST 1, 2016
    [Sales] Does Your Brand Need a Local SEO Strategy?
    Visibility for a storefront in your SEO strategy doesn’t just affect the number of people who come through your door—it plays a part in a symbiotic relationship for driving visibility and sales online. Inside, the small space is lined with shelves overflowing with fresh fruits and vegetables from surrounding farms. Marketing SEO
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 6, 2013
    [Sales] How RightWave Solves the Marketing Automation Skill Shortage
    The system also gives sales users reports on new leads, activities of existing leads, and visits from target accounts. Most of the sales information is presented within the Salesforce.com interface, although users can drill down into details held with RightWave. It’s a little hard to review software that isn’t used by its buyers.
  • MARKETING ACTION  |  FRIDAY, AUGUST 22, 2014
    [Sales] A Brief History of Marketing Technology (and Social Media Marketing)
    The ability to generate leads from social media, and add those leads’ social interactions to your automation platform, can increase your reach and optimize your sales pipeline. While each click indicates a certain interest, identifying a lead’s last social interaction with your company is a crucial part of the sales process.
  • CALLIDUS CLOUD  |  TUESDAY, JANUARY 19, 2016
    [Sales] Are 90% of demand generation campaigns missing the mark?
    Marketing Demand Generation Marketing Automation Marketing Campaigns Marketing Solutions Sales and Marketing AlignmentMost executives are down on demand generation campaigns. According to the 2015 B2B Enterprise Demand Generation study from Annuitas, only 10 percent of executives rate their demand gen campaigns as very effective.
  • THE ROI GUY  |  TUESDAY, SEPTEMBER 30, 2014
    [Sales] Join the Discussion: "Value Marketing and Selling" LinkedIn Group
    Alinean challenger marketing challenger selling discussion group Frugalnomics LinkedIn Pisello ROI the challenger sale Value Marketing Value Selling We have launched a new Value Marketing and Selling group on LinkedIn. This is an open group where we can all help in the adoption of best practices in marketing and selling with value.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 7, 2016
    [Sales] Free Shipping is Tough— and It Might Not Be Your Best Option [Infographic]
    Free shipping can, then, increase conversion rates , and give your brand the leg up it needs to close more sales and win more customers for the long haul. Businesses of all sizes struggle with offering free shipping. Yet, 80% of U.S. Of course, that is, if you can make free shipping sustainable –– and not many can. There’s a balance.
  • HALEY MARKETING  |  TUESDAY, NOVEMBER 1, 2016
    [Sales] Staffing Industry Recruiting: Bridging the Tech Skills Gap
    Earlier this year,  we conducted our 2016 Staffing Industry Sales, Marketing & Recruiting Survey of over 500 staffing professionals. Our goal was to answer one simple question: When it comes to recruiting, sales and marketing, what works best? Today, I’m continuing my series of posts that present findings from our survey.
  • MARKETING ACTION  |  MONDAY, JUNE 16, 2014
    [Sales] Report From New York: How Agencies are Using Marketing Automation
    New technologies let them generate more leads and nurture them more effectively over a longer period of time; marketing automation also helps with identifying, prioritizing, and routing sales-ready leads to their clients’ Microsoft Dynamics CRM accounts. Judy Logan of Act-On, seated; Julie Persofsky of Influitive, standing. Agency Corporate
  • TOMORROW PEOPLE  |  TUESDAY, OCTOBER 16, 2012
    [Sales] Not Just a Pretty Face: Moving Your Website from Cosmetic to Strategic [INFOGRAPHIC]
    Ardath Albee, author of Emarketing Strategies for the Complex Sale, said: “By publishing content that shows buyers you understand their problems and. Nurture leads through that process until they're ready to convert to a sale. "Build it and they will come." Don't Push! It's what's underneath that counts. Substance trumps style.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 12, 2013
    [Sales] How a Strong Company Culture Will Boost Customer Service Levels
    Whether you are making coffee drinkers happy or whether you’re part of your sales organization responsible for attracting and retaining your customers, maintaining customer service is key. Ever have a poor customer experience at Starbucks? haven’t. I am always extremely satisfied when I leave there. So let''s at another example.
  • 6SENSE  |  WEDNESDAY, APRIL 13, 2016
    [Sales] New Gartner Report Examines Why Predictive Intelligence Is a Must Have for B2B Marketers
    In 2006 getting a prospect to fill out a multi-field form to watch a webinar or download a piece of collateral might have been as good as taking them through a full sales qualification process. The increase in content consumption has created a problem of “too many” for sales development teams. The Birth of the Educated Buyer. Latest
  • 3D2B  |  TUESDAY, FEBRUARY 11, 2014
    [Sales] 3 Ways to Use Telemarketing Services to Ramp Up B2B Revenues
    Because communication is the lifeblood of any sales process, management is always seeking more efficient ways to communicate with prospects and clients. And that simple fact could give you a competitive edge, but only if you decide to stand out from the crowd and add telemarketing services to your sales and marketing tactics.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 1, 2012
    [Sales] New Marketing Automation Report: Venture Funding is Key to Success
    Pardot is tightly focused on small and mid-size clients, reflecting their disciplined sales approach. I released the 2012 edition of our B2B Marketing Automation Vendor Selection Tool (VEST) report today, an event that deserves more hoopla that I’ve given it. For those of us who don’t get out much, that’s downright exciting. Myth busted.
  • CRIMSON MARKETING  |  THURSDAY, JULY 31, 2014
    [Sales] The Buyer’s Journey Is Going Digital
    ” Digital marketing channels are no longer a more cost effective solution to engaging buyers, but “critical for executing promotions, stimulating sales, and increasing market share. By 2016, the web will influence more than half of  all  retail transactions, representing a potential sales opportunity of almost $2 trillion.” .
  • BIZNOLOGY  |  FRIDAY, NOVEMBER 21, 2014
    [Sales] 4 Reasons why you should be treating your emails like a blog
    You’d never publish thin sales-driven content on your blog. Even if your organization excels at lead nurturing and sales, it’s unlikely that more than 1% of your blog readers will ever become customers. Many click-throughs from your emails won’t result in sales. Email marketing may have the highest ROI of any form of marketing.
  • SALESFUSION  |  TUESDAY, DECEMBER 1, 2015
    [Sales] 3 Steps for Gaining Executive Buy-In for Marketing Automation
    Marketing automation can support those initiatives by helping you drive more qualified leads, increase lead conversions and improve the hand off of leads between marketing and sales. B2B marketers who implement marketing automation increase their sales pipeline contributions by 10% (Forrester Research). Build a Business Case.
  • LEAD LIAISON  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] Mistakes with Marketing Automation – and How to Fix Them
    While marketing automation has become an increasingly popular approach for generating quality leads and driving them through the sales funnel efficiently, it’s not uncommon for marketers to make mistakes in implementing marketing automation tools. Failure to Develop a Documented Strategy. Focusing on Selling Instead of Nurturing.
  • FATHOM  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] Laws of Marketing Power: Concentrate Your Forces
    Just as marketing (and sales) resources are forces to align, so, too, is the mind. Content Marketing Sales & Marketing Alignment 48 laws “Perfection resides in quality, not quantity.”. Robert Greene,  The 48 Laws of Power. Law 23—”Concentrate your forces” — says so much. Nothing gets done well or gets done at all.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 20, 2014
    [Sales] Why You Should Include Phone Calls in Your Email Performance Metrics
    With proper CRM integration, they can track these email marketing leads though your sales funnel to revenue, so you know which email campaigns are having a real impact on your business. More than likely they are only kicking the tires and aren’t ready for a sales manager to engage with them. Email isn’t going anywhere. In the U.S.
  • BIZNOLOGY  |  TUESDAY, DECEMBER 15, 2015
    [Sales] Your website must adapt based on data
    Have you made any small tests in a portion of our massive online universe that can show a marked positive change in our visitors, our engagement, and our sales? There’s more but I don’t get some of it as I am not a sales maven. thought I knew the state of the art until I landed some work for SalesFusion and Pearson in 2015.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 24, 2011
    [Sales] Why you’ll never see an ad for Find New Customers
    We share great content on b2b marketing , sales lead generation , lead nurturing , lead scoring , etc. Contact Find New Customers by calling (516) 495-9350 or by emailing sales at findnewcustomers.com. B2B Lead Generation | No Advertising for Find New Customers. “We rely on fans to spread the word for us – not ads.”
  • ANNUITAS  |  WEDNESDAY, FEBRUARY 16, 2011
    [Sales] An Interview with Jonathan Block from SiriusDecisions
    The thought was to create as many outbound programs as possible in a given time frame, gather all the hand-raisers you could, dump them into sales and repeat as much as your budget would allow. The SiriusDecisions Demand Waterfall model is a multistage, end-to-end view of an organization’s new business health shared by marketing and sales.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 21, 2014
    [Sales] Share Your Marketing Success Story! Deadline For The Markie Awards Extended
    Best IT – Marketing Collaboration – Have your IT, marketing, and sales teams overcome organizational silos and cultural hurdles to bring about new levels of customer insight, real-time decision making capabilities, improved marketing and sales efficiencies, or a better customer experience? Go for it! Marketing Efficiency
  • SAVVY B2B MARKETING  |  MONDAY, APRIL 11, 2011
    [Sales] 4 Steps to Creating More Effective Content From the Buyer's Perspective
    Sales is either too aggressive with follow-up or never contacts you. Craig is also author of the popular sales and marekting blog, The Funneholic We're pleased to present this guest post by Craig Rosenberg, aka The Funnelholic. Read on for Craig's insights into what it's like to be a B2B buyer. ” What a great rule!
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 22, 2016
    [Sales] 5 Lifelong Business Lessons I Learned from Nordstrom
    Stop worrying about making sales and focus on the customer experience. If you are in sales or marketing, it is paramount that you focus on the customer in front of you, as a human being with needs and wants. Christine kept our brains sharp by constantly listening to our sales pitches and providing real-time feedback and mock scenarios. Because
  • ANNUITAS  |  TUESDAY, JULY 21, 2015
    [Sales] The Only Analytics That Matter Are Your Own
    it is inevitable that my email inbox explodes with emails urging me to download the latest guides on marketing know-how and friendly token-filled messages from sales reps simply “checking in”. Without looking at a calendar, I always know when it is Tuesday. Every Tuesday at 11 a.m. Your analytics.
  • DIGITAL B2B MARKETING  |  THURSDAY, SEPTEMBER 20, 2012
    [Sales] Buyer Personas in B2B Marketing
    eMarketing Strategies for the Complex Sale by Ardath Albee. Buyer personas are a hot topic of discussion in the B2B marketing world, but how do you create the personas that you need and ensure you are getting the value you need out of them? Do you even need to create B2B buyer personas at all? by Bryan and Jeffrey Eisenberg.
  • WEBBIQUITY  |  THURSDAY, MARCH 10, 2016
    [Sales] Four Key Ways To Build Your B2B Brand Online
    On an individual level, marketing and PR pros, sales reps, and executives should contribute thought-leadership posts that showcase their industry expertise, and contribute to relevant LinkedIn’s groups. Guest post by Irma Hunkeler. Brand-building in the business-to-business (B2B) sphere is a little different from the consumer world.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JUNE 13, 2016
    [Sales] Microsoft Buys LinkedIn for $26.2 Billion: Get Ready for Software Vendors as Data Owners
    The prospect of seamlessly integrating third party data with a company’s own sales and marketing products is intriguing, although neither Salesforce nor Oracle has done much with it. If nothing else, this confirms the foundational role of data and data management in marketing and sales technologies. billion acquisition of LinkedIn.
  • MODERN B2B MARKETING  |  WEDNESDAY, DECEMBER 19, 2012
    [Sales] Why Marketing Automation and Inbound Marketing are BFFs
    On average, only 20% of B2B leads are sales-ready when they first come in. This means you need a disciplined process to develop qualified leads until they are sales-ready, aka lead nurturing. Done well, nurturing can result in 50% more sales leads at 33% lower cost per lead. Friend or Foe. The reality is more complicated.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 17, 2016
    [Sales] 10 Digital Marketing Trends That Should Influence Your 2016 Content Strategy
    Additional data shows that 81 percent of today’s customers expect vendors to engage with them, even after the sale. It’s important for content marketers to zone in on individuals and develop relationships well before a sales pitch is made. Data Management. Source ). Just 27 percent of “Market Followers” said the same. Source ).
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 22, 2012
    [Sales] Don’t Believe ALL the Hype: Where Inbound Marketing Falls Short
    According to the MarketingSherpa 2012 B2B Benchmark Report, 73% of B2B leads are not sales-ready when they first come in.  If you send those leads to sales prematurely, you’ll annoy the buyer and perpetuate the perception that marketing-generated leads are no good. Inbound marketing doesn’t drive people to action. Always a good idea.).
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, DECEMBER 10, 2013
    [Sales] 5 Ways to Boost Your Marketing Accountability and Credibility
    Sales people want tools. If it’s not recent and fresh, then launch something, quickly: a campaign, sales tool, or content piece. Kristine shares some of these learnings in her “Leading in Change” blog series, helping CMOs and marketing operations lead and build data-driven marketing organizations. Read part one here.
  • MARKETING ACTION  |  TUESDAY, JULY 2, 2013
    [Sales] 6 Best Practices for a Lead Management Strategy
    Have a clear, mutual understanding between sales and marketing as to what a lead looks like; include all factors that matter. Sales must be included on many levels, from inside sales reps to strategic account managers. New customer acquisition is the lifeblood of many businesses, but it can be costly. Include all stakeholders.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 3, 2011
    [Sales] 3 Tips to Stop Leads from Falling Through the Cracks
    The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding. study by DemandGen Report shows sales opportunities increase by 20% with nurtured leads versus non-nurtured. But, for effective lead nurturing, marketing and sales must agree on the process of lead qualification.
  • B2B MARKETING TRACTION  |  MONDAY, DECEMBER 2, 2013
    [Sales] 6 Ways B2B Marketers Can Add Value on Cyber-Monday
    Don’t “Cyber-Monday wash” by slapping the words on your sales email, hoping to pick up traffic or a couple of transactions. Flickr Phot by MrsDKrebs, Some Rights Reserved. Not every B2B business has an e-commerce website or is willing to discount prices. Here are six ideas: 1. inbound marketing b2b content marketing
  • HUBSPOT  |  FRIDAY, FEBRUARY 5, 2016
    [Sales] Amazon to Open Physical Stores?
    And since Amazon is the king of online sales, why shouldn’t they try their hands at in-person sales and service? And in the world of sales—both online and in stores—that’s pure gold. Every news outlet in the world is telling Amazon that they’re doing this ecommerce thing all wrong. What’s the Story? Who’s Laughing? Ecommerce
  • THE ROI GUY  |  TUESDAY, MAY 10, 2011
    [Sales] Is Your Content Marketing Relevant to Buyers?
    Demand Generation Content Marketing Institute Sales Enablement IDC Pisello Alinean content marketingGreat, right? Not so fast according to CMI and IDC …. link].
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 8, 2012
    [Sales] How do you budget for social media marketing?
    The idea is to drive relationships through consistent small engagements that eventually lead to awareness and bigger interactions, like a sale. I had a long discussion this week with an analyst trying to figure out how companies should be budgeting for their social media marketing efforts. Make sense to you? Tweet.
  • B2B MARKETING UNPLUGGED  |  SATURDAY, SEPTEMBER 29, 2012
    [Sales] Why You Need to Stop Publishing Your Newsletter
    Years ago I worked with a sales administrator who had a hoarding problem. How appalled these poor hoarders must be now that anything they might want someone to know can (and will) be tweeted by the nearest sales person to her entire contact list before it’s even out of their mouths. Which is what I want to talk about today. BOCTAOE*.
  • HUBSPOT  |  FRIDAY, AUGUST 5, 2016
    [Sales] 5 Smart Ways Marketers Can Prepare for Unexpected Changes
    They want to increase operational efficiency so no spend goes to waste, but also balance this by investing in sales and growth. We recommend partnering with your product and sales leaders to define your product’s “must have” value proposition. Thankfully there’s an existing playbook marketers can follow to help navigate uncertainty.
  • THE ROI GUY  |  THURSDAY, JANUARY 28, 2016
    [Sales] The Winner? Interactive Content Ignites Demand and Fuels Engagement
    Your prospects are drowning in a sea of look-alike content, so sending out more white papers (the crack cocaine of marketing) and other types of passive content won’t help you meet your lead-gen and sales revenue goals. Your prospects want content that is trustworthy and that keeps the sales pitch to a minimum. Are you kidding me?
  • BUZZSUMO  |  MONDAY, DECEMBER 21, 2015
    [Sales] 50 Things We Learnt About Content Marketing This Year
    Effective content strategies require a good understanding of buyer personas and how the content will support the various stages of the sales funnel. There is an increasing recognition that content needs to be developed with a specific purpose in mind and be targeted at a specific stage or stages of the sales funnel. Altimeter ). Tools.
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 7, 2013
    [Sales] Banners Don’t Drive Leads in B2B Marketing
    Share this post with every B2B marketer or media sales rep that needs to see it. If your goal is to deliver leads that you can tie back directly to your marketing investment, do not make banners the core of your enterprise B2B marketing program. Period. Banners don’t drive leads. Remember that. B2B Banner Lead Generation Results.
  • B2B LEAD BLOG  |  WEDNESDAY, AUGUST 1, 2012
    [Sales] 3 Demand Generation Dangers in a B2B Blog Redesign
    And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. A big part of lead gen is content, and the simplest content machine on the web is a blog. But… you just broke part of your lead gen machine. Maybe not.
  • B2B LEAD BLOG  |  WEDNESDAY, AUGUST 1, 2012
    [Sales] 3 Demand Generation Dangers in a B2B Blog Redesign
    And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. A big part of lead gen is content, and the simplest content machine on the web is a blog. But… you just broke part of your lead gen machine. Maybe not.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 2, 2013
    [Sales] The Remarkable, Amazing, Must-Read Story of Marketing Made Simple TV!!
    compiled the numbers on the show – it keeps growing and growing. A New Emphasis on Sponsors – and sales ready leads! Sponsors were not getting enough sales leads. At last the show offers more value than it ever did.  We can now deliver guaranteed sales leads. This is the true story of Marketing Made Simple TV.
  • 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?
  • SCRIBBLELIVE  |  TUESDAY, OCTOBER 18, 2016
    [Sales] What Working at an Apple Store Taught Me About Good Event Marketing
    This goes against everything I learned at Apple, and every basic sales technique – but everyone does it. This helps make the interaction feel less like a sales pitch and more like a conversation. I’m going to start with a controversial statement:  I’m a firm believer in the power of event marketing. Promote the event on all channels.
  • ACT-ON  |  MONDAY, FEBRUARY 15, 2016
    [Sales] Why You Shouldn’t Fear Producing Your Videos In-House
    Until then, consider chatting with your sales team or customer service team and ask them what questions your customers and prospects are asking. Learn more about easing those prospects down the long road to a sale, with our free eBook, “ 10 Ways to Nurture the Buyer’s Journey.” Which format is more informative?
  • CONTENTLY  |  MONDAY, OCTOBER 24, 2016
    [Sales] How We Built Our Content Marketing Stack to Drive 10x ROI
    Basically, it includes the different technologies you use during your marketing process, from the first time a prospect encounters your brand to that final sale. For example, a company might rely on Salesforce for managing the sales process, HubSpot for inbounding, Adobe for content, and so on. So how do you build a stack? 1.
  • ANNUITAS  |  THURSDAY, AUGUST 18, 2016
    [Sales] Account-Based Everything?
    Last week over 400 marketers attended #FlipMyFunnel in Boston to share best practices in marketing on topics including Account-Based Marketing (ABM), MarTech, Sales Development Email Dos and Don’ts (some scary examples here), Leadership, Big Data and much, more. It’s not every day that a group of leading B2B marketers gather in Boston.
  • HUBSPOT  |  TUESDAY, APRIL 26, 2016
    [Sales] 8 Reasons Super Specialized Companies Should Embrace Inbound
    “People don’t shop for our products online.”. I can’t tell you how many times I’ve been told this by sales and marketing leaders at B2B companies that make obscure, highly complex technology and products. Most have expensive custom products with long sales cycles and apply to a very narrow customer base. Superniche. Wrong.
  • HUBSPOT  |  FRIDAY, MARCH 25, 2016
    [Sales] Mastering the Art of Omni-Channel Personalization [Free Guide]
    In fact, personalized emails see a 14% higher clickthrough rate and personalized web experiences see an average 20% increase in sales. More than ever before, consumers expect an individualized experience when shopping online. And, the data is there—personalization impacts your bottom line. Ecommerce
  • AVITAGE  |  MONDAY, AUGUST 6, 2012
    [Sales] Theory of Postponement and Content Marketing
    The “new producers” on the front line of business – marketing campaign developers, bloggers, inside sales, presales, direct sales and channel partners should be able to custom assemble content just as it is needed.  The theory of postponement is well understood in the supply chain and manufacturing world. 
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 21, 2011
    [Sales] CAPTCHA Can Kill Your Conversion Rate
    Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement  lead generation programs to improve the way you find and  acquire high quality  sales leads using best practices in  online lead generation. Want better results and less abandoning of your website forms? CAPTCHAs carry no meaning.
  • LATTICE  |  TUESDAY, MAY 17, 2016
    [Sales] Marketing’s Role in the Age of the Customer
    Over the past few years there has been a power shift in the B2B space, away from marketing and sales teams and toward the customer. In fact, Forrester thinks this age of the customer is a 20-year business cycle, and that this power shift towards customer will continue for a while. Image courtesy of Forrester Research, Inc.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 25, 2012
    [Sales] Rules of the Hunt: Book Review
    His topics cover leadership, relationships, sales, marketing, technology, operations, foresight and survival and within each category Michael shares his philosophy’s and experiences that will help any business person move forward faster in their career development.  Ken’s latest book is: “Leading High Performance Sales Teams”. Books
  • AVITAGE  |  WEDNESDAY, NOVEMBER 12, 2014
    [Sales] Conversation Support Competency for Content Strategy
      Content Header Target Audiences:  VP of Marketing / CMO VP Sales Product Marketing Sales Enablement  Purpose:  Introduce a new perspective and suggested approach to improve customer conversations and content, as well as the productivity, effectiveness and efficiency of marketing, sales and content development teams.
  • BIZIBLE  |  MONDAY, AUGUST 15, 2016
    [Sales] How To Adopt ABM Predictive Analytics at Your B2B Organization
    There is a high value placed on marketing and sales alignment across both teams. [ x ] Martech Foundation. This feature allows B2B marketers to see how the account is progressing through the marketing and sales funnel. Predictive ABM analytics take a typical ABM strategy a step further. How do predictive technologies fit within ABM?
  • BIZNOLOGY  |  WEDNESDAY, NOVEMBER 25, 2015
    [Sales] Four apps to boost the speed and strength of your startup
    Sales. To feed the sales funnel that you’re carefully nurturing with Pipedrive, you need to keep names coming in at the top. Calltools has a good one and when you put it to work you can start stuffing beaucoup prospects into the top of your sales funnel. “Faster than a speeding bullet. More powerful than a locomotive.
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 5, 2011
    [Sales] Always Be Helping vs. Self-Promotion
    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. Are they right? Maybe they are.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Sales] How PeopleHR Went From Lead Overload to Record-Setting Revenue
    In fact, they have over 1,000 customers, ranging from small companies to big organizations, But rapid expansion has caused their sales and marketing teams to experience some significant challenges. Since implementing Act-On, PeopleHR has had three months of their highest revenue yet. “We smashed our sales targets,” Sat says.
  • BIZNOLOGY  |  TUESDAY, DECEMBER 22, 2015
    [Sales] 3 predictions for online marketing in 2016
    thought I was pretty clever when I realized that you can use regular expressions (regex) to do global search and replace across an entire website with either direct access to your back-end relational database or via a convenient plugin. Even the freebie open source MySQL is actually capable of amazing things. There’s more! And the free ones?
  • ACSELLERANT  |  WEDNESDAY, JULY 31, 2013
    [Sales] B2B Video Stories Achieve the Impossible
    It can communicate enough information about your complex B2B products and services so that qualified leads will willingly meet with your sales people. The ‘Impossible’ we’re referring to is effective AND affordable B2B marketing videos. Why Stories? The evidence is overwhelming. What’s your story? Stories sell!
  • SOCIAL MEDIA B2B  |  WEDNESDAY, MARCH 19, 2014
    [Sales] 3 Actionable Items B2B Marketers Can Take to the Bank
    Support your sales team by creating marketing they can give away. know the sales process. I’ve lived it, worked in it and won with it for a decade. Your sales team should be doing plenty of asking to discover these opportunities. 3. B2B marketers need tactics that can move the needle on business growth.
  • BIZIBLE  |  THURSDAY, FEBRUARY 25, 2016
    [Sales] [Infographic] Account-Based Marketing & Pipeline Marketing -- How Do They Stack Up?
    Rather than zeroing in on one specific funnel stage, or blindly throwing leads over the fence to sales, pipeline marketers track their anonymous visitors through to lead conversion, and then they follow those leads through the funnel until they become customers. Take a look at this infographic and decide for yourself.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 15, 2013
    [Sales] Meet @Hubspot Social Media Scientist @danzarrella LIVE On Marketing Made Simple TV!
    Marketing Made Simple TV is a production of the sales lead generation company Find New Customers , and it is hosted by Jeff Ogden and directed by Craig Yaris of Social Ribbit. Meet Hubspot Social Media Scientist Dan Zarralla LIVE on Marketing Made Simple TV on May 22nd! Even better, Dan will be taking YOUR questions, LIVE!
  • HUBSPOT  |  THURSDAY, MAY 29, 2014
    [Sales] 6 Signs Your Landing Page Needs to Be Redesigned
    Are your sales reps working those leads and turning them into customers? This is a good option for when you''re getting too many leads for your sales team to sift through. Chat with your sales team to learn what obstacles high-quality leads face. When it comes to marketing, there''s no end in sight. Seasonality.
  • HUBSPOT  |  THURSDAY, MARCH 10, 2016
    [Sales] How to Meet People Who Are Smarter Than You: 16 Marketing & Tech Events to Attend in 2016
    What: SiriusDecisions focuses on B2B sales, marketing, and product perspectives. This year’s speakers include Moz’s Rand Fishkin, MarketingProfs’ Ann Handley, and The Sales Lion’s Marcus Sheridan. What: Every year, Dreamforce takes over the city of San Francisco for four days of sales and marketing content. Nashville, Tennessee.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 14, 2014
    [Sales] Why the Future of Find New Customers is brighter than ever!
    Sales Looks for Mr. Right Now. We have an awesome script and we are going to shoot the first of monthly videos on the 16th of October – just two days from now The first will go on the homepage of Find New Customers and blow away all marketing and sales leaders. Why don’t you contact Find New Customers today.
  • HUBSPOT  |  FRIDAY, AUGUST 22, 2014
    [Sales] How to Make Your Marketing Message Pop With Neuro-Linguistic Programming (NLP)
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. The main difference in using NLP in sales vs. marketing is that salespeople are generally engaged in one-to-one interactions. To read more content like it, subscribe to Sales. Does NLP Work?
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