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  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 5, 2015
    [Sales] Four online marketing metrics to obsess about
    The sales cycle for my B2B business is very long. The sales cycle for my B2B business is very long. 'Like every new blogger, my dream of success meant getting a business superstar to share my content online. About two years into my blogging career, to my surprise and delight, my dream came true. Look at me—I went viral! Time on site.
  • ANNUITAS  |  TUESDAY, MARCH 18, 2014
    [Sales] The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology
    All of the usual suspects were in the room – head of marketing, head of sales, marketing automation power users, demand generation leads, content marketer … but also present were the head of their CRM install and the lead project manager of their website and web analytics team — both IT roles in this particular company.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Sales] Get Beyond Views: 3 Metrics That'll Help You Prove Video ROI
    If you''re trying to use video to push your sales and marketing teams forward, you need to spend your time measuring the right metrics. Using this metric, salespeople have the potential to be far more successful at making a sale. 'In the world of video marketing, there are lots of things you can measure. You can measure views.
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Sales] Retargeting; A Internet Marketing Tactic to Increase Conversions Rates & Leads
    Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Let’s talk retargeting.  For the most part, a typical landing pages averages between 2-5% conversion;  the submission of an email address in exchange for purchase, quote, demo, trial, webinar, or content.  Tracking Retargeting. Get it? Adroll.
  • THE ROI GUY  |  WEDNESDAY, JULY 18, 2012
    [Sales] Case Study: Avaya IP Office TCO Calculator
    The tool currently fuels important demand-generation campaigns for Avaya, driving significant sales-ready opportunities. Where a traditional white paper would normally be used, the interactive tool delivers a much more personalized and relevant analysis report, with specific content to resonate with today’s more frugal buyer.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 31, 2014
    [Sales] Why I use BrandYourself for Personal Branding
    Sales looks for Mr. Right Nows at Find New Customers. sales manager in Boston raved about it and I bet you will too. 'Everyone needs to rank their name highly on Google, but how to do you it? Happy Halloween, everyone! use a product called BrandYourself which is an easy to use site to ensure you rank highly for a name like Jeff Ogden.
  • HUBSPOT  |  THURSDAY, MARCH 26, 2015
    [Sales] What the Top 4 Social Networks Can Do For Your Social Commerce Revenue
    Then, social commerce represented some $3 billion in retail sales. In doing so, social commerce is expected to pull in more than 5% of total retail sales for 2015. Brands that post content which is not sales-y in nature can also benefit from organic reach. in sales for retail brands. Twitter. Facebook. and 2 and 5 p.m.
  • WRITTENT  |  MONDAY, JULY 14, 2014
    [Sales] 77+ Resources for Amazing Copywriting
    The Copywriter’s Roundtable – Expert direct response copywriter John Forde talks web copywriting, sales science, selling psychology, and more. Ben Settle – Ben Settle is all about sales, and he knows how to make them. Sales/Persuasion Psychology. 'Copywriting. What’s the solution? Write your own amazing copy! Well can you?
  • KOMARKETING ASSOCIATES  |  TUESDAY, MARCH 31, 2015
    [Sales] Survey Says: Your Blogging and Social Media Efforts Are “Not a Factor” in B2B Vendor Selection
    Even though most B2B marketers advocate social media and blogging as part of their content marketing programs (they are ranked 1st and 4th respectively in tactics used via CMI / MarketingProfs’  2015 Content Marketing Trends Report ) there is a clear disconnect between production and sales effectiveness. Stay tuned. Related Posts.
  • MARKETING ACTION  |  TUESDAY, AUGUST 19, 2014
    [Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
    For another example in a completely different vertical market, the Bradley Corporation case study shows how a manufacturer uses Act-On to shorten the sales cycle and improve email open rates. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 12, 2014
    [Sales] Common Concerns With Marketing Automation: Where Do You Rank?
    Challenges like poor database quality and lack of skilled employees are prevalent no matter the size of your organization; however, smaller companies struggle more with complexity of marketing automation while larger ones struggle with integration and communication between sales and marketing. Follow Pepper North America on Twitter @PepperNA.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 9, 2015
    [Sales] Four ways customer connections will change by 2020
    While Google  halted sales of Google Glass in January , don’t rule out the probability that wearable technology will be mainstream by 2020. While Google halted sales of Google Glass in January, don’t rule out the probability that wearable technology will be mainstream by 2020. 'Technology is changing the way we buy, fly and try.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 26, 2012
    [Sales] Benefits of Using Landing Pages
    No matter what kind of promotion you’re doing, when going after the professional tradesmen, the bottom line is you want them to ask for more info and ultimately a sale. 78% of sales that start with a web inquiry get won by the first company that responds. You can’t do that in an ad (print or digital) by itself.
  • 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.
  • ANNUITAS  |  TUESDAY, FEBRUARY 10, 2015
    [Sales] Misalignment of Marketing Priorities
    They perhaps believe true lead generation is simply the practice of capturing names via random tactics and sending to sales as leads.  'In November 2014, ITSMA took a poll to gain insight into the top priorities of B2B marketers over the next two years. The foundation of any successful lead generation program is understanding the buyer.
  • HUBSPOT  |  THURSDAY, MAY 23, 2013
    [Sales] Where Do Marketers Get Customers? [Data]
    Notable Findings: Taking a closer look at how primary sales channel affects where we get our customers, it looks like B2C companies dominate customer acquisition -- 70% said they acquired a customer from a Facebook lead, for example. Part 3: What is the average percentage of leads your company converts to sales? The U.S.
  • B2BBLOGGERS  |  THURSDAY, JUNE 10, 2010
    [Sales] B2B Social Media Strategy: 5 Steps to Gaining Executive Buy-in.
    Show this B2B example: How IBM Uncovers “Millions of Dollars” Worth of Sales Leads with Social Media.  Engage – When ready, begin to orchestrate across all departments to incorporate social media into the fabric of all customer outreach in campaigns, events, sales, and support. The good news is that you are not alone! Or Does It?
  • THE B2B RESEARCH BLOG  |  SUNDAY, SEPTEMBER 25, 2011
    [Sales] B2B marketing sector bounces back: 57% report rising budgets
    Four out of every five client side marketers (79%) believes that their activities need to be better aligned with those of sales.  To say it’s been an eventful few years economically is an understatement.  First we had the credit crunch and a deep recession.  Now deficit reduction measures are biting and bond markets shaking.
  • EMAGINE B2B BLOG  |  TUESDAY, JULY 9, 2013
    [Sales] What eMagine Customers are Saying: Client Recommendations
    ” Ged Rice, VP Sales and Marketing at Advantec Computer Systems : “We partnered with eMagine to redesign the advanteconline.com website. ” Jorge Riveras, Former VP Sales Marketing at Spectro Inc : “…my experience working with eMagine was truly magnificent, hard work combined with learning.
  • INBLURBS  |  THURSDAY, DECEMBER 30, 2010
    [Sales] Before you start your marketing you should think!
    When you have identify your buyer persona, than you can go to the next step: Article: Setup a corporate blog to get traffic and sales. Articles: How to get more Clients and Sales with Social Media Marketing. How many sales leads does your website generate? But wait, are you sure you know your buyer persona? Send article as PDF.
  • DIGITAL B2B MARKETING  |  MONDAY, JULY 16, 2012
    [Sales] 4 B2B Marketing Myths
    Social media can benefit many businesses, but so can your sales team, advertising, product, customer service or supply chain management. The B2B marketing community has become so focused on the journey they have lost sight of the destination. The purpose of B2B marketing is not leads, relationships, content or branding. Maybe.
  • 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.
  • ANNUITAS  |  TUESDAY, MAY 20, 2014
    [Sales] How to Combat Channel Marketing Challenges
    well-documented and agreed upon strategy helps mitigate any channel /sales conflict down the line. Is it your customers, joint customers or internal customers (partner sales team) you need to connect with? Three of the biggest challenges with channel marketing are defining the buyer’s journey, scale and relevancy. Why are these tough?
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 19, 2012
    [Sales] Reaching Contractors via Mobile. Still Not a Believer? See what Grainger is doing.
    emarketer.com interviewed Geoff Robertson from Grainger on how they are using mobile in their sales process. We’ve talked a lot about mobile and what it means to both manufacturers and distributors when trying to reach the professional tradesmen. Over 50% of their users feel comfortable ordering over mobile devices.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 25, 2014
    [Sales] Snagajob Sees Returns By Ramping Up Marketing & Email Efficiency
    One campaign quickly generated $8,200 in software sales plus $3,000 in pipeline opportunities. 'In a competitive landscape, digital marketing tactics help organizations connect with the right audiences. Snagajob’s marketing team had no insight into who had opened messages or what actions they had taken in response. Marketing Efficienc
  • WEBBIQUITY  |  WEDNESDAY, OCTOBER 10, 2012
    [Sales] The Ultimate List of The Best WordPress eCommerce Plugins
    It also allows you to view basic statistics and download your sales data for your convenience. It allows to keep an eye at incoming sales and reviews, stock levels, general store performance and statistics from the WordPress dashboard. How about getting the opinions of 10 experts! Popular, (Mostly) Free WordPress eCommerce Plugins.
  • THE ROI GUY  |  THURSDAY, NOVEMBER 17, 2011
    [Sales] Alinean Translates Fight Frugalnomics Momentum into Strong Third Quarter 2011 Performance
    Building on demand for its Fight Frugalnomics movement, an initiative to arm sales and marketing with value-focused sales and marketing tools , Alinean added several new customers including NetSuite, IGT, Falconstor, Palo Alto Software, Xirrus and Lifesize. Accomplishments by Alinean this past quarter includes: The Inc.
  • 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.
  • FUNNEL FOCUS  |  WEDNESDAY, FEBRUARY 13, 2013
    [Sales] Video Content for Asure Software
    SALES ENGINE STUDIOS – Last week, Asure Software , a leading provider of workplace management solutions, was onsite at Sales Engine Studios shooting video for their latest content strategy. Rather than a sales pitch, they dig down to the problems and how they are able to solve them.” The video shoot is great,” said Steven W.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 4, 2012
    [Sales] Most Marketers Failing to Plan in Advance [CHART]
    Centralizing the planning and collaboration of campaigns, regardless of complexity, can provide better visibility to marketing, sales as well as senior management teams and drive better decision making by connecting the right people to the right information at the right time. Were they truly planning them at all?
  • PUZZLE MARKETER  |  THURSDAY, JUNE 14, 2012
    [Sales] 4 Reasons You Need a Mobile Website
    The lack of a mobile site will result in sales losses as customers take their business to a competitor. The recent popularity of smartphones and tablet computers has led to an influx of mobile web traffic. On any given day, more and more of a site’s traffic will come from mobile users. Graphics look distorted. billion this year.
  • MARKETING INTERACTIONS  |  TUESDAY, NOVEMBER 24, 2009
    [Sales] Take 3 Steps Before Creating a Nurturing Program
    What's your best foot-in-the-door sale? I'm getting a lot of questions about how to get started with a nurturing program. Bravo to those marketers who are actively reaching out to get started! thought it might be useful to present 3 steps for evaluation that will help you create a baseline for building an effective nurturing program. 
  • WEBBIQUITY  |  WEDNESDAY, MARCH 27, 2013
    [Sales] 26 Outstanding LinkedIn Tips and Tactics
    Writing that “If you’re in B2B marketing or sales, you can do so much more with your LinkedIn account than simply look up your B2B marketing contacts. Linkedin Leveraging: How to Tap Groups for Traffic, Leads & Sales by KISSmetrics. How can companies best use LinkedIn as a marketing platform? Marketing with LinkedIn.
  • INBLURBS  |  TUESDAY, OCTOBER 16, 2012
    [Sales] The Debate Results: Will Technology Kill the Call Center?
    Her professional experience spans journalism, sales, advertising and SEO marketing. Last month, I told you about an upcoming online debate called: “Will Technology Kill the Call Center?” and Etech Global Services. The group talked about trends in customer contact channel utilization, technology and the future call center.
  • GREAT B2B MARKETING  |  TUESDAY, JULY 23, 2013
    [Sales] B2B Retargeting – Benefits and Pitfalls
    Shorten the sales cycle through relevant education. 'In my last blog post, I talked about how to use remarketing strategies to revitalize a stagnant B2B contact list. The gist of that article was targeting individuals who are already part of your database. Have either posted or read social media content related to accounting software. Chris.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 29, 2012
    [Sales] Do You Know What Your Companies Key Results Are For 2013?
    Operations, HR, Marketing, Sales, Finance now have a very specific roadmap as to what they need to do each and every day to effect our Results in a positive way. AG has been in business for over ten years. thought, until recently, I knew what our Key Results were. Growth, more revenue, higher margin. Well maybe, maybe not. ll keep you posted.
  • GREAT B2B MARKETING  |  MONDAY, OCTOBER 18, 2010
    [Sales] The Perils of Perfectionism in B2B Marketing
    I liked the post because this is a pet peeve of mind and the subject mirrored a chapter in my book ( How to Create an Unstoppable Marketing and Sales Machine ) where I pointed out the dangers of perfectionism. . I just read an interesting blog post at BNET, titled, Perfectionism is a Disease, Here’s How to Beat It.  One caveat though.
  • SAVVY B2B MARKETING  |  FRIDAY, JANUARY 8, 2010
    [Sales] Savvy Week in Review - January 8
    by @B2Bbloggers Why your marketing and sales approach needs to change -- and some helpful links to get you started Looking for ways to kick-start 2010? The posts below should get your brain humming. Happy New Year! -- The Savvy Sisters It's Not About the Money! Interesting and worthy of discussion. by @markwschaefer We like Mark W.
  • MEASURABLE MARKETING  |  FRIDAY, FEBRUARY 3, 2012
    [Sales] Email Marketing: What to Watch Out For in 2012
    • "The biggest challenge for all marketers, email marketers included, will be truly developing valuable, relevant and compelling content so those emails keep getting opened and, ultimately, driving sales." - Joe Pulizzi, Founder of Content Marketing Institute. marketing channel. • "I see integration as the issue [.],
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, DECEMBER 4, 2012
    [Sales] The 4 Mary Meeker Slides Every Marketer Should See
    Sales of the Encyclopedia Britannica – once the reference point for people – have been on a steady decline since peaking in 1990, to the point that the print edition has ceased. by Jesse Noyes | Tweet this Every year, entrepreneurs, investors and businesses wait for analysis from Mary Meeker. Who is Meeker? billion. Need further proof?
  • PUZZLE MARKETER  |  WEDNESDAY, JANUARY 30, 2013
    [Sales] The Difference Between SEO & SEM
    Search engine marketing is the strategy to increase your traffic and sales through the search engine channel. Originally posted here on USSCO Speaks blog. It’s hard to keep track of all the digital marketing buzzwords that are flying around the internet today. First off, what do they stand for? That would certainly help. So then what is SEM?
  • INBOUND SALES NETWORK  |  FRIDAY, DECEMBER 14, 2012
    [Sales] The B2B Lead Generation War Chest: Are your guns loaded?
    However, no business-to-business marketing tactics are more important than those designed to generate sales qualified leads. While many companies are currently working on getting the marketing teams and the sales teams in line with each other, all that is pointless unless that also maps to how your customer buys. Email Marketing.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 9, 2013
    [Sales] Is Your Industry Hitting the Click Through Rate Mark? [CHART]
    There is no easy way to answer this question, but taking some facts about how marketing automation is used by this industry into account, my first assumption is the role the channel “plays” – specifically that modern marketers in this industry (as well and Insurance) are primarily marketing to a channel (sales, buyer, etc.)
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, OCTOBER 23, 2012
    [Sales] 5 Tips for Planning Your Eloqua Experience Agenda
    Topics in this track may not even touch on the actual Eloqua application, but instead they’ll focus on moving your team forward, aligning with sales, selling into the government, tapping your creative potential and much more. by Heather Foeh | Tweet this Start the clock. Eloqua Experience 2012 is just days away. Spread Out. Imagine Big Ideas.
  • MARKETING INTERACTIONS  |  FRIDAY, OCTOBER 24, 2014
    [Sales] The B2B Funnel is More Like a Pinball Machine
    Sales enablement. 'I was watching the video for the second roundtable video that I participated in at Content Marketing World and Nick Panayi from CSC said, "the funnel is more like a pinball machine, with leads bouncing everywhere" - I'm not sure that's verbatim, so go watch it. Why do we ever want to do that? And more.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] 5 Ways to Deal with Change for Successful Marketing
    Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. 'Tweet As marketers, we deal with a lot of change. The B2B marketing world is exploding with touch points, channels and marketing technology, just to name a few blasts of change. But how do we do it? You might also like.
  • 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?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JUNE 5, 2014
    [Sales] Tips to Re-Engage and Get Those Cold Contacts Warm Again [New Guide]
    By presenting yourself as an advocate for their success first, rather than just another sales op, you will warm your audience to your messages. 'by Jonathan Riemer | Tweet this While it’s always a good practice to clean out your database from time to time, you can bet there are always some valuable contacts hidden amongst the stale.
  • THE FORWARD OBSERVER  |  WEDNESDAY, MAY 28, 2014
    [Sales] Inbound Marketing vs. Outbound Marketing: Magnet vs. Megaphone
    In contrast, buying attention, cold-calling, direct paper mail, radio, TV advertisements, sales flyers, spam, telemarketing and traditional advertising are considered "outbound marketing.". At that point, the sales person could influence the sales process since they had the leverage of information. None of that happened.
  • HUBSPOT  |  THURSDAY, NOVEMBER 8, 2012
    [Sales] What to Send Email Contacts in Different Stages of the Marketing Funnel
    This post will break down the 6 types of subscribers you may already have in your contacts database, following the stages of a typical sales and marketing funnel. Your goal, then, is to move them further down the sales and marketing funnel to make them more qualified for your sales team. Subscriber. What do you send subscribers?
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Sales] 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content
    As marketers absorb an increasingly larger portion of the sales cycle, marketers are naturally becoming better sales people.  And what makes a good sales person? 'Author: Seth Lieberman Many marketers feel like the engine is always running. Here’s how these three benefits break down: 1. Facilitating Dialogue. Exchanging Value.
  • HUBSPOT  |  TUESDAY, FEBRUARY 7, 2012
    [Sales] How to Create Marketing Offers That Don't Fall Flat
    They are also a critical tool for nurturing existing leads into a position that makes them more sales-ready. And if site visitors are looking at this type of content, they're likely already in your sales funnel and much closer to making a purchasing decision. and map offers to the various points in your business' sales process.
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [Sales] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    Chris is a serial entrepreneur and Internet marketing specialist with over 23 years of technology, marketing, and sales experience. He has started, sold, and partnered with digital agencies aimed at integrating sales and marketing platforms for a variety of businesses. Marketing automation before sales automation. LEO : I agree.
  • SMALL MANUFACTURER BLOG  |  MONDAY, SEPTEMBER 3, 2012
    [Sales] Ed Gandia Publishes 2012 Freelance Industry Report
    picked up a sales gig when some guy saw one of my articles. was his top sales person and used to get monthly bonuses. Freelancing has come a long way since I first started doing it. My first freelancing gigs were right out of college in the mid-80s. wrote articles for local sailing rags. Gas for my beat up VW was.80 cents a gallon.
  • SMALL MANUFACTURER BLOG  |  MONDAY, SEPTEMBER 3, 2012
    [Sales] Ed Gandia Publishes 2012 Freelance Industry Report
    picked up a sales gig when some guy saw one of my articles. was his top sales person and used to get monthly bonuses. Freelancing has come a long way since I first started doing it. My first freelancing gigs were right out of college in the mid-80s. wrote articles for local sailing rags. Gas for my beat up VW was.80 cents a gallon.
  • PAUL GILLIN  |  MONDAY, AUGUST 6, 2012
    [Sales] An Intelligent Approach to Influence Measurement
    This addresses the problem of lead quality, which is the biggest cause of sales waste. Awareness’ strategy is smart: It will focus on providing the core data mining and filtering technology and work with partners to deliver results to whatever marketing or sales automation tool they prefer. Victory will go to the swiftest.
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 29, 2011
    [Sales] Sunday Post: Why Hiring Managers Keep Blowing It
    He presented at the 140 Social Media Conference on Long Island on May 26th and will appear on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. New hires rarely work out (almost 1/2 fail within 18 months!). We fired him.
  • SAZBEAN  |  SATURDAY, MARCH 16, 2013
    [Sales] Top Internet strategy, marketing and technology links for the week of March 16, 2013
    eConsultancy) Have We Found the Holy Grail of Marketing? Mashable!) News & Notes
  • SAZBEAN  |  SATURDAY, NOVEMBER 24, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of November 24, 2012
    News & Notes
  • SAZBEAN  |  SATURDAY, DECEMBER 24, 2011
    [Sales] Top Internet strategy, marketing and technology links for the week of December 24, 2011
    Hot or Not: Sales and Marketing Trends in 2012  (Small Biz Trends). Here are the top Internet strategy, marketing and technology links for the week of December 24, 2011… Remembering Email (Tech Crunch). Social Media: Spotting the fakes (Jim’s Marketing Blog). What’s the right social cocktail for you? GigaOM). Forrester Blogs).
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 2, 2011
    [Sales] My Stolen Car, A Sleazy Salesman and 5 Marketing Lessons for Business Owners
    Maybe you’ve seen “ Glengarry Glen Ross &# (warning: this excerpt contains offensive language) where Alec Baldwin explains that “A-B-C&# stands for “Always Be Closing!&#   and demands that his sales people get motivated. Baldwin’s understand that not all car sales people act this way. How did we know?
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 14, 2011
    [Sales] Twitter for B2B Marketing Case Studies: Four Ways How Tweets Lead to Business
    Many businesses have already taken the liberty of tweeting to their advantage to increase sales opportunities and have been succeeding at doing so.  The Bottom Line : 13 days later Avaya closed a $250,000 sale. The Bottom Line : Today there are 10 sales reps. Twitter is now 5 years old – Long Live Twitter! 
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 4, 2011
    [Sales] The 12 Beliefs of Good Bosses
    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.&# 12 Beliefs of Good Bosses – from the book Enchantment by Guy Kawasaki.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 2, 2014
    [Sales] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
    Marketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness. sales, partners, teleprospecting) will engage.  When set up correctly, doesn’t lead scoring help us find the right audience to segment and target our marketing and sales efforts?
  • CLIENT BRIDGE  |  THURSDAY, FEBRUARY 7, 2013
    [Sales] Social Media Trends for 2013
    Visual as a Social Media Weapon of Mass Destruction" Pinterest has quickly become a serious traffic source and sales referer for online stores. On his blog, Jeff Bullas has a list of six social media trends to keep an eye on in 2013 to ensure your marketing and communication is effective. In 2013, we will see more content marketing tools.
  • INSIGHTIQ BLOG  |  TUESDAY, APRIL 10, 2012
    [Sales] Moving Toward Integrated Marketing: Considerations Beyond Campaigns
    For example, one team may have product or sales goals, while another has acquisition or profit goals. So while one department was using sales to measure its success, another decided to use profitability. However, sales were increasing at a far lower rate than marketing spend--which made overall profitability decline significantly.
  • CLIENT BRIDGE  |  TUESDAY, JULY 19, 2011
    [Sales] Is Bing Currently the Best Deal in Paid Search?
    Sales and Conversion Rates Retail companies tend to see better conversion rates with Bing, according to ymarketing LLC. Bing's share of the search market has grown from 9% in April 2010 to 30% one year later. From ymarketing LLC, here are some reasons why marketers should funnel as much of their pay-per-click budget toward Bing.
  • INSIGHTIQ BLOG  |  THURSDAY, APRIL 7, 2011
    [Sales] Quaero Founder Naras Eechambadi Featured in BtoB Magazine Virtual Roundtable
    Database face-to-face B2B Magazine's expert panel discusses how information integration across all sales and marketing channels has created new opportunities and challenges    Recently, Forrester Research released “The Forrester Wave: U.S. Database Marketing Service Providers Q1 2011.” What emerging trends have you seen in this arena?
  • E-QUIP  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Beware of Misusing Personality Assessments
    'Years ago I came the closest I''ve been to leaving the A/E business when I became a finalist for the national sales manager position with the country''s largest commercial wildflower seed distributor. The other finalist was a botanist who had a limited sales background. At a follow-up interview, I was asked to take a personality test.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, OCTOBER 24, 2012
    [Sales] Content Marketing’s Deadly Trap
    It’s extremely difficult to tie to ROI, particularly in industries with long sales cycles or intensive sales processes. So, at this point, I think most B2B marketers are sold on the value of content marketing. So we say – if you can’t beat budget pressures and the information revolution, join them! Yes, seriously.
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 14, 2013
    [Sales] Are Machines the Future of Marketing?
    The idea that someday the CEO or Head of Sales will click a few buttons to set objectives, budget and timing and a machine will create and execute a marketing plan seems pretty far-fetched. When IBM’s Watson can tackle healthcare issues , marketing advice from machines doesn’t seem so unlikely anymore. Are you ready? Yikes!
  • HUBSPOT  |  WEDNESDAY, APRIL 20, 2011
    [Sales] How to Qualify New Leads Through Landing Pages
    You want to generate as many leads as possible while hooking your sales team up with information that will help them establish connections, build relationships and close deals. Low quality leads can cost precious sales time that could have been better spent on other prospects. Find Out What Your Sales Team Wants To Know.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 1, 2011
    [Sales] 11 Questions to Help Evaluate Your Demand Generation Plan
    What percentage of raw inquiries meet sales-ready criteria or become qualified leads? How quickly does the average lead get a response from sales? In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality. Find out here.
  • EARNEST ABOUT B2B  |  FRIDAY, MAY 4, 2012
    [Sales] Don’t count your followers before they have hatched
    All this means one thing – every piece of campaign activity has to be measured for its results, and ultimately the amount of leads these bring for the sales team. Finally, how many sales leads are coming directly from your social media activity and the conversations you have online. The answer was clear. Over 400 Facebook likes!
  • STORIES THAT SELL  |  WEDNESDAY, NOVEMBER 7, 2012
    [Sales] Customer Case Studies: More Effective, Loss Costly
    In a 2011 survey by TechValidate , 126 B2B marketing and sales professionals weighed in on their challenges and strategies for content marketing. Case studies (written) came in next to last, with sales presentations as the only piece of collateral that was considered less costly. Conclusion.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 8, 2011
    [Sales] The Marketo Revenue Rockstar event, NYC
    Marketo spends 90 cents for every dollar spent in sales. What is the ratio between sales and marketing in your company? Is the spending between marketing and sales almost even in your company?). out of 10 sales opportunities originate in marketing. Does marketing even generate 1/2 of your sales opportunities?).
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 9, 2011
    [Sales] “If we just do _, everything will be fine”
    Follow  Jeff on Twitter or download the high acclaimed  white paper on sales lead generation. 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.
  • TRADESMEN INSIGHTS  |  THURSDAY, APRIL 7, 2011
    [Sales] 5 Tips to Improve Your B-to-B Direct Marketing Efforts
    Social media may be the hottest topic around the water cooler at work, but when it comes down to generating sales, direct marketing still fills a need. Your best list is an internal one that’s a combination of leads from traditional marketing efforts, as well as input from your customer service, outside sales and warranty cards.
  • VIDYARD  |  FRIDAY, SEPTEMBER 26, 2014
    [Sales] Account-Based Marketing: The Key to B2B Success
    However, no matter how well us marketers do, it seems like sales is never satisfied. The first step to fixing the problem here is to connect with the sales and align on the most valuable accounts for your company. 'Typically when we think about lead gen, it’s about generating as much quantity as possible. Lead Nurturing.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 10, 2013
    [Sales] 5 Ways Your Email Platform is Holding You Back
    As a result, your sales teams do not have a full picture of the prospect. Having a single, unified view of the prospect is essential for deciding how to target – and when to hand them over to the sales team. If you can’t connect your email system to the downstream sales processes and activities, you can’t determine true ROI.
  • INBOUND SALES NETWORK  |  TUESDAY, OCTOBER 18, 2011
    [Sales] The Truth About Online Lead Generation
    Are you looking to create awareness or an instant sale? Business buyers use the Internet to replace sales representatives as their primary research tool to solve their problems. Read blogs in your field and start joining the conversation by adding non-sales-y comments to the posts you find interesting. Time to Lead.
  • B2B MARKETING TRACTION  |  THURSDAY, JANUARY 7, 2010
    [Sales] Create a 1-Page Marketing Plan
    use different colors for milestones, and sometimes I use different colors for activities that fall in different departments, such as marketing and sales. Tweet. like working from a one-page marketing plan for my clients and for my own business, whether or not we have a multi-page written plan as well. One Page Marketing Plan. Do you use it?
  • REPUTATION TO REVENUE  |  MONDAY, APRIL 26, 2010
    [Sales] The lure of cheap content in B2B marketing
    Or, perhaps most common of all, marketing content that is simply ignored by sales before it even has a chance to reach customers and prospects.  An article in MediaWeek on content mills like Demand Media and Seed.com got me thinking about the dangerous lure of cheap content in B2B marketing. Photo credit: FDR Presidential Library.
  • WRITING ON THE WEB  |  FRIDAY, FEBRUARY 14, 2014
    [Sales] Reasons to Attend the AuthorU Publishing Conference
    Blog content to drive interest and sales. 'Like you, I’ve had some bad conference experiences. I’ve spent a lot of money to travel and sit in a freezing cold room for days to listen to experts with big egos. What I hate is when I expect to learn something and instead I’m asked to spend more money. So I’m picky now.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MARCH 16, 2012
    [Sales] Salesforce.com Announces Site.com Web Site Management: Will Marketing Automation Features Follow?
    Web site management vendor SDL purchased Alterian last November and sales enablement vendor CallidusCloud bought LeadFormix in January. Salesforce.com yesterday announced the launch of Site.com , an enterprise-class Web site management system. Here’s a piece from 2009.) Not that I'm bragging or anything.)
  • MARKETING GENIUS BLOG  |  FRIDAY, MAY 7, 2010
    [Sales] 9 Social Listening & Tracking Tools
    For those of you using SalesForce.com here is a great addition to support Sales and Marketing alignment. Here is a list of 9 social media tracking and monitoring tools. Some are paid-for and some are free. Many can be used together, and some integrate with others to maximize efficiency, tracking and response time. Radian6. Radian6 has a ?exible
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 15, 2009
    [Sales] Adobe Buys Omniture: Good for Marketers, Bad for Marketing Automation Vendors
    The general argument seems to be that low adoption rates mean there's plenty of unmet need that will eventually lead to sales. Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems. That's a pretty unpleasant position. billion makes perfect sense.
  • MARKETING EDGE  |  THURSDAY, AUGUST 20, 2009
    [Sales] 4 Ways A Company Trusts Social Media
    Have too many companies and consultants jumped into the social pool because they want low cost sales or a chance to make a buck telling people how to set up a Twitter account? Time 16:22. Chris Brogan and Julien Smith have this thing about trust. Brogan and I also get into the current state of social media. What’s your take? Book Drawing.
  • BIZNOLOGY  |  THURSDAY, MARCH 27, 2014
    [Sales] In-aisle mobile marketing: a boon for consumers or a violation of privacy?
    Companies like Aisle 411 and Meridian are developing the “in aisle” technology that would in essence guide a consumer through a physical shopping experience, all the while suggesting products and pointing out sales. 'When geo-specific applications and marketing first hit the scene, there was an outcry about privacy concerns.
  • THE EFFECTIVE MARKETER  |  TUESDAY, FEBRUARY 19, 2013
    [Sales] Your Content Focus: Narrow vs Wide
    Others don’t want to “abandon” leads they have already generated and argue for more nurturing campaigns with content that will guide those leads down to eventually close a sale. believe it is a matter of understanding a few important things before making a decision, such as: How long is your sales cycle?
  • HINGE MARKETING  |  WEDNESDAY, MAY 14, 2014
    [Sales] 3 Things to Consider Before Gating Your B2B Content
    Of course, it would be useful for your sales team to know what specific problems that person encounters in their current position or to have their phone number and address on file. For more information on using content marketing for different stages of the sales cycle, check out our free Content Marketing Guide for Professional Services.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 30, 2014
    [Sales] Clueless Hiring Managers – Check out this example
    'For the role of Chief Sales and Marketing Officer. Dear Jeffrey, Thank you for the interest you have expressed in the Chief Sales and Marketing Officer position and in employment with Atrion Networking. But I am one of the top sales and marketing experts in the USA today. “Why depend on others? Control your own destiny.”
  • HUBSPOT  |  TUESDAY, AUGUST 20, 2013
    [Sales] What Is CRM? [FAQs]
    And in that spirit, we’ve been using our blog to answer some of the questions that people ask most frequently when they call in to our sales and customer service representatives. If you run a small business or work in sales, you''ve probably heard of CRM. That way sales reps can be more effective and more productive. Well, no.
  • LEDGER BENNETT  |  SUNDAY, NOVEMBER 18, 2012
    [Sales] Top five critical success factors of an Eloqua campaign
    We have so much data, so many products, this system, that system and  a complex sales process. Be specific – identify the target audience, the target sale, and a very specific message. Our job as marketers is to make sales, and be ruthless in the process.  So, in chronological order, here goes:  . Spot the opportunity.
  • TOM PISELLO  |  WEDNESDAY, AUGUST 4, 2010
    [Sales] Lack of ROI Measures Threatens Marketing Budgets
    Predictions for 2011: The End of B2B Sales & Marke. Content Marketing and the Forgotten Sales Professi. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. The Forgotten Sales Profess. Forrester: Understand and Drive Outcomes for Sales.
  • B2B MARKETING INSIDER  |  THURSDAY, JULY 21, 2011
    [Sales] Do Marketers Have Any Credibility?
    First, I think we need to quantify every marketing effort and use our knowledge, courage and leadership to tie all of our efforts to business outcomes in the form of new demand, higher sales and more profitable customers in both the long and short-term. In a recent survey, almost three-quarters of CEOs think marketers lack credibility.
  • TOM PISELLO  |  MONDAY, JANUARY 10, 2011
    [Sales] Let the Good Times Roll? IT Spending on the Rise, But Executives Remain Economic-Focused
    Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives. From these findings, to better align sales / marketing with buyer requirements, perhaps more budget should be allocated to business benefit and financial assessment content, tools and support.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 18, 2012
    [Sales] The End of Tao as We Know It
    It is with mixed feelings that I’m announcing that the Little Book that Could — The Tao of Twitter — has been pulled off the market and is replaced by an exciting brand new edition (shown above) which is already on sale through Amazon (for mid-July delivery). There are more stories, more Twitter friends, and more fun!
  • CONNECT THE DOCS  |  THURSDAY, JULY 15, 2010
    [Sales] The Biggest Challenge in Creating and Marketing White Papers
    This experience included a variety of sales, marketing, business development, and management positions. Don't leave it up to readers to decide what they should do after reading the paper – point them in the right direction, whether that means signing up for a webinar, downloading a case study, or contacting a sales rep. Books.
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