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  • SAVVY B2B MARKETING  |  THURSDAY, MAY 3, 2012
    [Sales] What My Grandmother (Should Have) Taught the World about B2B Marketing
    That results in a rush job that stresses everyone out (from the sales person to the print shop) and all that effort frequently ends up getting scrapped after the event because the content was done in a rush and doesn’t quite hold up to scrutiny. Do not, I repeat, do NOT send your sales people out with content they have to qualify. 4.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 8, 2015
    [Sales] 5 Vital Strategies for a Successful Marketing Automation Implementation
    Important teams to have in alignment  with are sales management, sales operations, the CRM administrator, IT staff, and a webmaster or digital team. While all marketers have the ability to use these tools effectively over time, every project has a beginning. Get Alignment among Stakeholders. Don’t spring this on anyone last minute.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, MAY 11, 2010
    [Sales] 100 Tips for Trade Show Lead Generation
    Have your sales people invite their prospects to visit your booth and set up meetings in advance 29. Create event follow-up content pieces, talking points and email templates for your sales team to use to add value and continue the conversation in a relevant way rather than "pitching" everybody. Don't stop the dialog.
  • HUBSPOT  |  FRIDAY, MAY 23, 2014
    [Sales] The Anatomy of an Effective Marketing Brain [Infographic]
    Application -- Companies that put data at the center of marketing/sales decisions improve marketing ROI by 15%-20%. The traditional marketing model in which marketers were only responsible for creating a few promotional campaigns per quarter no longer makes sense in today’s fast-paced, digital world. Interesting Left Brain Data.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Life Enrichment: Friends
    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world. Life Enrichment: Friends.
  • ACT-ON  |  MONDAY, JUNE 13, 2016
    [Sales] Is Inbound Marketing Holding Your Business Back?
    In most sales, inbound and outbound tactics are complementary and inextricable from the process, for a successful outcome. We’ve all seen the numbers about how far the buyer gets through the process before agreeing to connect with a sales person. But getting found is only the beginning. The risks of inbound-only. Inbound or outbound?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 23, 2011
    [Sales] Are Content Curators the power behind social media influence?
    How often does a recommendation from this person generate sales? How often does a click through on a piece of content from this curator result in a sale? By Neicole Crepeau, Contributing {grow} Columnist. Are you overlooking some of the most powerful influencers on the social web?  Let’s find out. know, because I’m one of them. I
  • DIGITAL B2B MARKETING  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Buyers to Marketers: Don’t Call Me, I’ll Call You
    So your sales consultant can contact me? The marketing automation machine lives on a diet of email and your sales process is built on the telephone. “Why do you want my email and phone number again? No thanks, I’ll pass.” ” Most B2B marketers are still fixated on capturing registration data, and no wonder.
  • MARKETING ACTION  |  MONDAY, MARCH 9, 2015
    [Sales] The Future of CRM is Customer Engagement
    You had traditional CRM which everyone knew was sales force automation. Marketing is now becoming aligned with sales. Sales people are not necessarily altering the corporate marketing, and marketers are sensitive to what salespeople need. Paul Greenberg. Paige Musto. This discussion has been edited for brevity. They move on.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 29, 2016
    [Sales] The business case for unbranded content
    Here are the results, directly attributable to the lightly-branded film: 1,400 percent increase in sales. Here are the results, directly attributable to the lightly-branded film: - 1,400 percent increase in sales - 15,000 percent increase in traffic - 96 percent first-time visitors. 3. Turns out, there could be some very good reasons.
  • BUYER INSIGHTS  |  SUNDAY, MAY 15, 2011
    [Sales] Sellers: Listen To Your Inner Buyer!
    There is a wealth of buying knowledge in most sales organisations, indeed in most salespeople. The only problem is that it is not being leveraged to boost sales success. How Buyers Buy
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 25, 2011
    [Sales] Whom are you targeting? Participation inequality
    He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing 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. B2B Lead Generation | Huge Differences in Participation.
  • HUBSPOT  |  WEDNESDAY, MARCH 12, 2014
    [Sales] Is "Nurture" Code for "Neglect"?
    Maybe on the surface it didn’t appear to be a good lead, maybe the timing was off because they weren’t quite ready to buy, or maybe your inside sales team was just spread too thin at the time the lead came in. Let’s face it, there’s a sales recency bias. The answer is not as daunting as you think.
  • INFLUITIVE B2B  |  THURSDAY, MAY 12, 2016
    [Sales] The One Thing Your Account-Based Marketing Strategy Is Missing
    Today’s empowered customers expect the interactions they have with your sales and marketing teams to be highly personalized and relevant—which can make striking up valuable conversations with prospects challenging. Providing your advocates with sales enablement tools customized for their company. Create your dream ABM program!
  • READYPULSE  |  TUESDAY, MAY 3, 2016
    [Sales] The Rise of Social Commerce
    In addition, marketers are sniffing out great content on social media to place on their own eCommerce sights to improve sales via social validation. Social commerce is divided into seven main categories, including: Peer-to-peer sales platform. Social network-driven sales. Upswing of Social Commerce. in November, 2005.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 1, 2012
    [Sales] Total Team Focus: The Ultimate Multiplier
    This is probably as a result of being a career sales guy. The fact that I plan and have goals has made my sales career a forgone conclusion. Finance, Operations, Sales, Marketing, Personnel and Facility all had goals and a plan to meet those goals. This covered Finance, Operations, and Sales. I’ve always been a planner.
  • 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.
  • E-QUIP  |  MONDAY, JUNE 1, 2015
    [Sales] Why Project Managers Should Be Selling
    Over 80% indicated they contribute to proposals, 60% make presentations, and 55% participate in sales activities. Many firms seem to concur, putting little if any pressure on PMs to actively support sales activities. This role alone makes PMs the logical choice to support the firm's sales efforts. That last number surprises me.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 7, 2013
    [Sales] 6 Tips for Effective Marketing with Twitter Lead Generation Cards
    Listen for keywords in tweets from users who are already interested, and alert your sales reps when there’s a hand raise in the Twittersphere. It’s a competitive playing field out there–so make sure you have a marketing automation system that can listen for social signals, score interest, and send these hot leads directly to Sales. 6.
  • CMO ESSENTIALS  |  MONDAY, JUNE 8, 2015
    [Sales] 200 Posts, 59 Authors, And One Big Thank You to Everyone Who Helped Get Us Here!
    Amy Teter Romero: Practice makes perfect but … the more you engage, expand, and experiment the more everyone will get into a rhythm, merge budgets, save costs and increase sales. Beyond better business results like increased sales or reduced operating costs, a good CMO-CIO relationship produces intangible benefits, as well. It matters.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, OCTOBER 16, 2013
    [Sales] 35 Expert Tips To Make B2B Content More Manageable
    Sales, customer service, product management, and marketing all need to talk to one another in order to create a strong content strategy – ? traffic, leads, sales) – ? Content marketing is an art that, when done well, not only provides value, but also produces sales – ?@samfiorella?. Content. DavidBThomas?. 2.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 29, 2012
    [Sales] How to Create an Optimal Linkedin Profile
    Why is it that independent experts (like Jeff Ogden of the sales lead generation company Find New Customers ) have the best profiles? I’m amazed at the number of poor Linkedin profiles out there. That includes very senior executives. Take for instance, the CEO of Medtronic. Tips for Optimizing. Add them all if you can.
  • FATHOM  |  MONDAY, FEBRUARY 2, 2015
    [Sales] Marketing Investment Tips for 2015
    Break artificial boundaries between sales and marketing. 60-70% of B2B marketing content goes unused by sales (via SiriusDecisions ). Pro tip for those who aren’t sure if sales cats and marketing dogs (yeah, that’s me) can live together: Organize regular sales-marketing happy hours. Audit your systems.
  • EARNEST ABOUT B2B  |  FRIDAY, FEBRUARY 8, 2013
    [Sales] Lessons to be learnt
    Sitting in a meeting a couple of weeks ago a jovial sales chap began to rib the marketing director about the extent of his role. Sales guys can show directly where they are adding to the bottom line. B2B B2B marketing Customer marketing 8 minute expert internal communications marketing and sales role of marketingHow we giggled.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 28, 2009
    [Sales] The 6th Annual MarketingSherpa B2B Marketing Summit in San Francisco
    And finally, great thanks to Dave Wieneke  and Emily Salus who shared how they improved their marketing programs, driving sales and marketing alignment and increasing revenue.  Tags: Lead Management Landing Page Optimization Lead Scoring MarketingSherpa B2B Marketing Summit Sales and Marketing Alignment
  • VIEWPOINT  |  MONDAY, AUGUST 15, 2011
    [Sales] Generating Qualified Leads is Number One Issue for New Members of the SLMA
    James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.
  • ONPATH  |  WEDNESDAY, JANUARY 16, 2013
    [Sales] Algonquin College accelerates student recruitment with Salesforce using OnPath Business Solutions
    Algonquin’s Advancement Division have also deployed Chatter as a digital communication hub, breaking down traditional communication silos and organizational structures, helping the team stay focused on sales. OnPath has a NATO secure 9001 certified 150 seat Call Center Telemarketing facility.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JUNE 13, 2012
    [Sales] Inbound AND Outbound
    They automate the delivery of their high level marketing message, but don't push that same automation out to their sales teams. They make more dials, they have more live conversations and they pass more fully qualified sales leads to your sales people. I love automated email marketing. can't stress enough how important it is.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 15, 2016
    [Sales] [Ebook] Scoring Big with Fan Engagement
    Directed towards an outcome: Teams have goals—such as moving general ticket sales or moving single ticket sales to multiple season ticket holders and corporate box holders. Author: Renata Bell The sports industry is no stranger to technology. Not too shabby. Engage with Your Most Valuable Asset—Your Fans. Do they read your emails?
  • MARKETING ACTION  |  THURSDAY, AUGUST 8, 2013
    [Sales] Challenge: Go from Tactical to Strategic Demand Generation – Webinar with Carlos Hidalgo
    Year in and year out, marketers are struggling with how they can generate quality demand and in so doing, have an impact on their organization’s sales pipeline and bottom line revenue. Buying-process-driven – much different than your sales process. Marketing + sales activities. Engage, nurture, convert.
  • WRITTENT  |  WEDNESDAY, DECEMBER 17, 2014
    [Sales] 10 Things Epic Copywriters Do
    They’ve also mastered the art of sales, psychology, creative branding, marketing, and so much more. Sales-Driven Conversion Copy. Your sales-driven skill set should include the ability to write a powerful call-to-action, social media posts, landing page copy, and SEO-optimized web pages. 6. Image source. Image source.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 7, 2013
    [Sales] The Case For Digital Integrated Marketing
    Can you watch a prospect move through stages of sales-readiness? Can your sales team see what you see? Today online marketing includes email, websites, social media (in all its many splendors), webinars, search engine optimization, pay-per-click ads, website visitor tracking, and a host of other activities and channels. In real time?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 4, 2011
    [Sales] Search Engine Optimization is NOT B2B Demand Generation
    Despite the claims of search engine optimization folks, visitors to your website are NOT qualified sales leads. But it also means Lead Nurturing, Lead Scoring and Content Marketing , as well as Sales Ennoblement and so forth. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com.
  • B2B LEAD BLOG  |  TUESDAY, AUGUST 11, 2015
    [Sales] 4 Ways to Segment Your Big Data and Super-Boost Your Lead Generation Efforts
    This allows you to develop messages that are personalized to each segment of customers, which is effective for lead generation as well as closing sales with those leads and generating new business with old customers. Data segmentation is the act of separating your data and grouping it based on shared properties.
  • HUBSPOT  |  TUESDAY, JULY 14, 2015
    [Sales] 10 Brilliant Tips From Conversion Rate Optimization Experts
    We don't have a typical sales team, but this would be the most sales-like focus we have. Is is technically sales? We've all been there. You have a website, a customer acquisition team, and a really great product -- but people aren’t getting on board. Or worse yet, they hop on, check things out, and jump ship. NSAMCWADLP: Never.
  • EMAGINE B2B BLOG  |  TUESDAY, OCTOBER 29, 2013
    [Sales] What’s Happening in the World of B2B Online Marketing?
    Integrating B2B Sales and Marketing Teams. This article suggests that sales and marketing teams traditionally work as separate silos working toward a company’s objectives. By using inbound marketing and marketing automation, you can integrate your sales and marketing teams effectively. B2B Web Strategy
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, MARCH 13, 2013
    [Sales] [Video] How To Write Effective Email Subject Lines
    Things like special promotions, 50% off sales, or new product announcements get deleted fast too. For example, I might use something like, “Quick question regarding new client acquisition.” Or, I might mention something about new product launches and how their competitors have increased sales of their new product. But what works?
  • DELICIOUS B2BMARKETING  |  THURSDAY, JUNE 25, 2009
    [Sales] Sacramento marketing consulting company | B2B marketing consulting specialists | Business Communications Group
    Home News Contact Services Marketing ROI Case Studies Company B2B Resources Blog Business to business marketing to accelerate your sales Business Communications Group is the only Sacramento marketing consulting company specializing in business to business (B2B) marketing services. In a competitive process, they stood out."
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, FEBRUARY 16, 2014
    [Sales] 6 Reasons To Check Out Bizo’s B2B Funnelmentals Tour
    Nonetheless, surveys show that two-thirds of B2B marketers either aren’t supplying enough leads to sales or don’t know if they’re supplying enough leads to sales. by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Sean Callahan, marketing director at Bizo and editor of Digital Markeitng Remix.
  • CRIMSON MARKETING  |  WEDNESDAY, SEPTEMBER 25, 2013
    [Sales] 5 Steps to Mastering Multichannel Marketing
    Your team could and should include Sales, maybe even IT, Management, or the Creatives. Multichannel marketing, sometimes referred to as multitouch marketing, is simply “sending your brand message through a variety of channels.” ” Here are 5 steps to follow to launch a successful mulitchannel marketing campaign: 1. Website.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 15, 2015
    [Sales] Why is Mobile at the Heart of the Customer Journey?
    Author Bio: Amber Tiffany is the Content Marketing Manager at Invoca , which drives inbound calls and turn them into sales. Today we don’t “go online” anymore because we live online. We check our emails while standing in line. We get directions while driving. We quickly consult Google to settle arguments. Make it easy.
  • ION INTERACTIVE  |  TUESDAY, NOVEMBER 10, 2015
    [Sales] 7 Ways to Use ion Data in Marketing Automation
    Here’s how we do that… This is about focusing marketing and sales resources on buyers who are most likely to produce revenue. Best Bets — for sales WHY : Sales needs a helping hand to identify their best bets. Personalization — for marketing and sales WHY : Personalization is like a more intimate form of relevance.
  • VERTICAL RESPONSE  |  WEDNESDAY, MAY 25, 2016
    [Sales] 9 Subject Lines to Celebrate Memorial Day
    The Countdown to Memorial Day Sale starts…now (J.Crew). Sun’s out, sale’s (back) on (LOFT). Summer-ready sales: drink dispensers, outdoor dinnerware & more + Double Rewards! Memorial Day – wait for it – Sale! If you need inspiration, check out a few of our favorite subject lines! Sign Up.
  • CONTENTLY  |  THURSDAY, APRIL 14, 2016
    [Sales] Introducing Document Analytics
    With version control, you’ll be able to make sure your sales team and customers access only the most on-brand and up-to-date content, easily updating assets across campaigns as changes are made—all while using the same URL. Are people actually engaging with—and sharing—those assets?” How it works is simple.
  • THE ROI GUY  |  FRIDAY, SEPTEMBER 14, 2012
    [Sales] Infographic: Inside the B2B Buyer’s Mind
    The study of decision-making has dramatically advanced over the past two decades, giving us important insight into which areas of the brain are responsible for processing sales and marketing messages, and how we make complex B2B purchase decisions. B2b marketing B2B Pisello b2b selling Alinean Brain Decision Science
  • MARKETING ACTION  |  MONDAY, AUGUST 24, 2015
    [Sales] Digital Marketing: The 7 Essential Channels
    Today, there’s much more competition, so we have to 1) attract prospects, 2) drop them in to the top of a sales funnel, then 3) nurture them so we can convert them into customers. If we don’t use that approach with our sales funnels, then our competitors will – and our business will suffer as a result. Unfortunately, it’s not. Video.
  • HUBSPOT  |  SATURDAY, JANUARY 16, 2016
    [Sales] 5 End-Of-Day Rituals That’ll Make Your Mornings Way Easier
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. In my freshman year of high school, I was on the cross-country team. My coach always used to say that the most important thing to remember about running was that the end of the race held as much importance as the beginning.
  • NUSPARK  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Targeting Audiences Not Looking for You; Advertising Options for B2B
    The two firms have similarities: They only wish to target regional markets due to competition and limited sales staff size. They need more education and evidence before contacting sales and beginning the closing process.  Marketing Strategy:  You Still Need to Persuade with Content ; Before Search and Social. Lead Generation Overview.
  • FEARLESS COMPETITOR  |  TUESDAY, NOVEMBER 18, 2014
    [Sales] Here’s Why Dumping Ron and iOptimize Marketing was the right idea
    We built a website and went to work making sales calls and trying to crank up the business, But soon I felt this first company was doomed and I told my partner that I wanted to end it. He had me sign an agreement turning all assets of iOptimize Marketing to him,  I signed it and it was his, Was I right to pull the plug?
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Sales] 6 Best Tactics for B2B Lead Generation
    If you are a B2B marketer, particularly one focused on making a complex sale in a large enterprise, the answer is almost certainly a resounding yes. You need to generate leads, right? The B2B lead generation landscape has changed tremendously in the last decade. To make this list, tactics must be cost effective, measurable and scalable.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 28, 2011
    [Sales] How to Get Through Gatekeepers When Cold Calling.
    gatekeepers hold their positions at companies because they are very good at their job – a side from overseeing all aspects of general office coordination, they know exactly how to monitor and manage inquiries from sales professionals like us. asked them, “What was your biggest challenge this week when making your dials?”
  • SYNECORE  |  MONDAY, DECEMBER 16, 2013
    [Sales] Is Blogging Really a Necessary Marketing Tool?
    If it is one long sales pitch, they will tune it out and your chance at connection is lost. They are in your memos and white papers, notes from sales calls or client interface, comments on social media forums, industry newsletters and customer surveys - the list goes on and on. You customers and prospects encounter content every day.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, SEPTEMBER 6, 2013
    [Sales] A LinkedIn Strategy That Amplifies Your Credibility
    In our 2013 Sales & LinkedIn Study , we found that top sellers are doing far more than other salespeople to leverage LinkedIn to help them develop trust and credibility with their prospects and customers. LinkedIn is not just about connecting with folks for the sake of trying to develop business opportunities ("sales"). asked "Why?”
  • KOMARKETING ASSOCIATES  |  TUESDAY, JULY 7, 2015
    [Sales] How to Utilize B2B Online Marketing to Promote New Solutions
    This is especially the case when running a sale or deal for new customers that are among the first to sample offerings. Just remember that if that is the case, proper organization and cross-channel messaging are key, so it’s important to stay in constant communication with all involved departments, from Sales to Research & Development.
  • 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.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 9, 2010
    [Sales] Perfect Timing – When to Call a Prospect
    We traded ideas around timing based on a number of factors like the average size of your deal and average sales cycle. Marketo has one customer with a lower cost, transactional product who has seen a 350% increase in likelihood to buy if they connect with the  sales lead within 24 minutes of hitting their website.  Create a process.
  • SAVVY B2B MARKETING  |  FRIDAY, JUNE 15, 2012
    [Sales] Savvy Week in Review: June 15
    Psychological Master Keys That Will Open The Doors to More Sales by @derekhalpern. How can it be that mid-June is already here?! Before it all slips away, make sure you take the time to digest some good reads from around the blogosphere. Since we've rounded up our faves for the week, you have no excuse not to. Enjoy! Great move!
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 23, 2015
    [Sales] Marketers, Get Ready For Your Promotion: A Global Perspective
    Most already have a sharp sales orientation and a focus on maximizing revenue. Yet, as we’ve seen from our global counterparts’ results, we know it’s a crucial element of the customer journey, particularly if you have a complex product with a long sales cycle. APAC Marketers Are Savvy Marketers. Asia Pacific. Global.
  • MODERN B2B MARKETING  |  FRIDAY, NOVEMBER 11, 2011
    [Sales] The 1-2-3 of Putting Your Lead Scoring to Work
    Even though scoring is turned on, it may not be sending MQL to Sales right away. In this case, Engaged (the last status before handoff to Sales) leads become Marketing Qualified based on a lead score of 60. These MQLs then get passed to our SDR (Sales Development Reps aka. Inside Sales Team). Step Two. Step Three.
  • HUBSPOT  |  TUESDAY, DECEMBER 4, 2012
    [Sales] 8 Insightful Marketing Predictions for 2013 and Beyond
    We’re all after the Holy Grail of online marketing: sales-ready leads. Marketing activities will not only be measured in terms of traffic and lead generation , but it will also further opti mize processes that directly impact sales growth. It's that time of year again! Don't have one handy? That's cool. So what’s on tap for next year?
  • SAZBEAN  |  TUESDAY, NOVEMBER 15, 2011
    [Sales] 25 Must-Haves for a Remarkable Website
    This is why having an effective website that contains key elements for driving more traffic, leads, and sales is so crucial. The internet has fundamentally changed the way people learn and shop. business website is the central component of reaching potential customers, educating them, and convincing them to buy. News & Notes
  • DIGITAL B2B MARKETING  |  TUESDAY, JULY 3, 2012
    [Sales] The Path to Value from Content Curation
    Turning Attention into Marketing Success The top three content marketing objectives according a recent survey by Curata (notably, a company that offers a solution for content curation), are driving leads/sales, thought leadership and brand awareness. 1. That doesn’t mean curation is not valuable.
  • ANYTHING GOES MARKETING  |  SATURDAY, FEBRUARY 21, 2009
    [Sales] Email Autoresponders 2.0 in B2B Marketing
    What this does is begin or continue the relationship between the prospect and sales rep. The autoresponder should encourage the email recipient to contact the sales rep if they have any questions. Your marketing automation platform should also allow you to dynamically include the sales reps information as part of the autoresponder.
  • PR MEETS MARKETING  |  MONDAY, FEBRUARY 8, 2016
    [Sales] Top 5 Marketing Skills
    In addition to driving top of the funnel sales lead, this content can also increase lead velocity, enabling sales to provide relevant content throughout the buying cycle. 3. Photo credit: by Will Lion via flickr: [link]. One post that continues to get views is from 2012 about about  the top 5 skills for marketing professionals.
  • BIZNOLOGY  |  WEDNESDAY, JULY 1, 2015
    [Sales] Do you still need to measure brand awareness?
    Most companies sell online or start their sales online, with people taking several steps to a purchase. As a marketer, I am a late bloomer. spent most of my career in technology, not doing any marketing at all until 20 years into my career, in 1998. One question pops up over and over again is: “what about brand awareness?”
  • HUBSPOT  |  THURSDAY, JULY 17, 2014
    [Sales] How to Decrease Your Website's Bounce Rate [Infographic]
    And to inbound marketers whose primary goal is to attract and convert website visitors into highly qualified leads for their sales teams, a high bounce rate is obviously some pretty scary stuff. How sticky is your website? Are your visitors hanging around, or are they bouncing right off the page? Lucky for you, there''s a metric for that.
  • B2B MARKETING INSIDER  |  MONDAY, DECEMBER 15, 2014
    [Sales] Guerilla Content: 30 Growth Hacks To Content Marketing Success On A Limited Budget
    And used it to continuously update our newly revamped website to drive inbound leads for our sales team. My journey into content marketing actually started in 2004 when I left The Nielsen Company after 9 years to work for a local firm. They hired me as their first VP of Marketing. My My team of 1 (me) had absolutely zero budget to start.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 9, 2014
    [Sales] How to Convert Raw Leads into Best Friends Forever
    Instead of letting those leads evaporate (or, on the other end of the spectrum, scaring them with aggressive conversion tactics), let’s use digital channels to cultivate and develop them into powerful relationships that lead to bigger purchases, more sales, and greater advocacy. Author: Jason Thibeault Filling the pipeline with leads? Leads.
  • DIGITAL B2B MARKETING  |  TUESDAY, OCTOBER 2, 2012
    [Sales] Bad Advertising Advice: Go Where Your Audience Is
    Media sales representatives perpetuate the problem, comparing reach to their competitors. It sounds obvious, on point, and innocent, but the oft-told advice to “go where your audience is” is one of the worst pieces of advice B2B marketers receive. This advice leaves B2B marketers looking at what their audience does.
  • CRIMSON MARKETING  |  TUESDAY, FEBRUARY 3, 2015
    [Sales] Peter Mahoney, Nuance Communications CMO: People Still Buy Things— the Human Side of Marketing Technology
    With buyers doing their own research before interacting with Sales, unfettered access to information on competing solutions, and as many as 100 branded touch points with which a buyer may come into contact before making a decision, it is critical for marketers to deeply understand the needs of customers at a very early stage.
  • SYNECORE  |  WEDNESDAY, AUGUST 12, 2015
    [Sales] Crafting Emails to Connect With Your Buyer Personas
    Tip: Leverage your sales team for information on the contacts they’re interacting with to understand more about the contacts, their FAQs, and their pain points. Now imagine we want to target this buyer persona via email to download a coupon for an upcoming sale. The problem is you’re probably doing it wrong. Can I segment based on age?
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 12, 2012
    [Sales] Get Found: 7 Steps to Fire Up Your Inbound Marketing
    And sales people become more social (and less direct) sales people with strong personal brands. I’ve said many times before that the overwhelming majority of marketing activities are dreadfully unsuccessful. The future of marketing is inbound. Pull puts customers first. Pull seeks to deliver value. Now tell me how to get it done!”
  • THE ROI GUY  |  MONDAY, SEPTEMBER 12, 2011
    [Sales] A Content Optimization Program?
    We often get comments from customers that they don't want to just implement a value-based sales & marketing tool, but want more extensive advice on how our entire content for marketing and sales can be better optimized. More information about the assessment and sign-up can be found at: [link].
  • NUSPARK  |  FRIDAY, JANUARY 15, 2016
    [Sales] How B2B Marketers Sabotage the Power of Case Studies to Generate Demand
    Case studies are bursting with promise for use in B2B lead generation and sales. Tips for Writing Success Stories that Generate Leads and Sales. 1. “ People are often bored or put off by facts, but they never tire of hearing stories ” — Jay Conrad Levinson, Author “Guerilla Marketing” series of books. Why Case Studies? Content
  • HUBSPOT  |  FRIDAY, APRIL 12, 2013
    [Sales] The Biggest Mistake Marketers Make.
    In today''s inbound world , people don''t start at the first step of your sales and marketing process and march in an orderly fashion from one step to the next the way you have it all laid out. Yes, this flies in the face of traditional marketing and sales advice. is to assume people know something about them. What does this mean?
  • MARKETING ACTION  |  WEDNESDAY, DECEMBER 3, 2014
    [Sales] Making the Connection: 7 Tips to Grow Your LinkedIn Network
    Many of us have been spammed by companies and sales professionals with a hard-sell approach. This is LinkedIn Connecting 101, but I know many sales professionals who don’t this. It’s not easy to add connections on LinkedIn anymore. Everyone wants to protect their network – and with good reason. What’s with the big increase?
  • LEADERSHIP  |  TUESDAY, MAY 20, 2014
    [Sales] Find Your Sweet Spot in B2B Social Media
    I’ve been accused of being cynical about social media and its effectiveness for B2B sales. Agreed; I stand guilty as charged. In a survey by Econsultancy and Adobe last year, we saw that 67% of businesses said social media was integral to their marketing activities.  See the infographic  for more details.
  • ACT-ON  |  THURSDAY, JUNE 23, 2016
    [Sales] How to Get Results from YouTube Ads (Hint: It’s Not Advertising)
    Breeze says that while impressions and frequency are great metrics for television, this approach doesn’t resonate on YouTube, and particularly not for eCommerce, where businesses are looking for direct sales resulting from the ads. “You’re not going to get any sales unless you’re remarketing,” he says.
  • HUBSPOT  |  MONDAY, JULY 1, 2013
    [Sales] 10 Quick Tips for Getting More Business Value Out of Twitter
    10 Social Media Tips to Get More Business Value From Twitter. 1) Monitor and thank your current sales opportunities who are reacting to your content on Twitter. You can do this by having a sales or account management rep send a tweet as soon as a new customer signs up for or purchases your product/service. Hello, Mr. Jones. mkYwE.
  • 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?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JUNE 12, 2014
    [Sales] How to Get Away Without Leaving Your Demand Gen Behind
    From pre-designed and scheduled outbound campaigns and triggered engagements to sales-enabled nurture, content marketing, and display retargeting. by Jonathan Riemer | Tweet this Summertime should be beach-time, mountain-time, big- city time, amusement park-time, you-name-it-time. Surely,  you have your own nightmare stories.
  • HUBSPOT  |  MONDAY, MAY 16, 2016
    [Sales] The 5 Most Common Mistakes Made By Veteran Inbound Marketers
    We look at what they’re doing to generate and nurture leads, how they’re utilizing their website and other digital (and non-digital) communication channels and how that all aligns with and connects to their sales approach. My sense is that she is not alone. I’m increasingly hearing the grumbles of frustration from inbound practitioners.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 9, 2015
    [Sales] The 9 Internet Trend Charts From Mary Meeker That You Need To See
    In a time when we study our customers based on their content journey, and then cater to their interests to woo them to a sale, it’s crazy to think that people just used to make cold calls out of a phone book or slap an ad on TV and hope the right person saw it. ” She is a serious boss. Big Data Will Drive Decisions. Think again.
  • SAZBEAN  |  THURSDAY, AUGUST 4, 2011
    [Sales] 15 Sources of New Content for Your Social Media Strategy
    Sales & Marketing Training Materials – What sales and marketing materials have you prepared for your own employees? Producing content on a consistent basis seems to be one of the biggest holdups for many businesses attempting to use social media. Coming up with new ideas for content doesn’t have to be difficult, though.
  • HALEY MARKETING  |  MONDAY, APRIL 18, 2016
    [Sales] Haley Marketing CEO to Speak at FSA
    David's presentation will provide specific ideas to improve your sales, marketing, and service methods to establish real differentiation from your competitors. You’ll find hundreds of sales, marketing, and recruiting ideas in The Catalog. Dare to Be Different. Are you vanilla? Plain? Boring? It's time to think differently. Haley News
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, MARCH 12, 2012
    [Sales] Industrial Companies Underuse the One Social Media Tactic with Proven ROI
    However, after the initial phase, you have to focus on providing meaningful content if you want to convert your success in phase 1 into qualified leads and sales. You are likely to turn off many in your social community if all you do is feed them a steady diet of sales messages. Need proof of success for industrial blogging?
  • HUBSPOT  |  SATURDAY, MARCH 5, 2016
    [Sales] How to Make the Last Hour of Your Workday the Most Productive
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. The important thing to remember about productivity is that it’s not a sprint. It’s a marathon. If you’re super-productive for one hour but slack off the next two, you haven’t been productive. Sorry to be the bearer of bad news.).
  • B2B LEAD BLOG   |  WEDNESDAY, JUNE 8, 2011
    [Sales] Two-minute video: The ingredients of lead nurturing and how they work together
    Future videos will look at: How lead nurturing solves problems by aligning with buying behavior and the goals of sales. Where to find leads to nurture and how lead nurturing keeps prospects from slipping out of the marketing and sales funnel. Stay tuned for more lead-nurturing insights. Share and Enjoy: Lead Nurturing
  • HUBSPOT  |  THURSDAY, OCTOBER 15, 2015
    [Sales] Got 15 Minutes? Run These Reports to Quickly Assess Your Marketing
    This information can then be used to determine if you're running campaigns that are effectively generating the type of leads your sales team can actually close. 3) Contacts by Conversion. Spending countless hours analyzing your marketing performance every week? the list goes on. Well, with the right reports, it's entirely doable.
  • HUBSPOT  |  THURSDAY, FEBRUARY 6, 2014
    [Sales] Why Do Enterprises Struggle to Adopt Inbound?
    While this shift in behavior has been a huge boost for small businesses looking to get in on market share, the result for larger businesses is a bit more ominous: They can no longer rely on the strength of their brand and the depth of their pockets alone to close a sale. Inbound marketing works best when you have alignment with sales and IT.
  • HUBSPOT  |  FRIDAY, NOVEMBER 20, 2015
    [Sales] 13 Tried-and-True Lead Generation Ideas (And the Numbers Behind Them)
    Filling the top of your sales funnel with leads is tough -- especially when you're relying on traditional methods. The results: 1,000 views, nine sales leads, one new paying customer and counting. 6) Create a useful spreadsheet. Sending cold emails and scraping together lists can be incredibly demoralizing, right? Intrigued? for free.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 24, 2015
    [Sales] Field Events Are Just as Important as Conferences: Here are 4 Reasons Why
    They are what we at Marketo call ‘the big rocks’ When a company sponsors and/or exhibits at a larger show, they are doing so with the dual goals of brand visibility and acquiring high quality sales leads. And your company’s  sales reps  who manage harder to reach areas will LOVE you for doing so). You decide on the format.
  • LEANDATA  |  WEDNESDAY, JULY 23, 2014
    [Sales] Guzzling Our Home Brew Lead2Account — Router
    couldn’t keep up with the volume so I asked sales ops to create a rule for account based routing. Account-Based Sales & MarketingAt LeanData, we recently moved from geography based territories to a named account model. As soon as we launched account based selling, it seemed to be going smoothly. Request Demo.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, OCTOBER 10, 2013
    [Sales] Using Big Data To Target The Right Consumers With The Right Offers
    The more forward-thinking online marketers recognize that “personalizing” each customer’s experience on their site can make a dramatic difference in ultimate sales, customer loyalty and long-term profitability of the business. By forcing these add-ons at the wrong time, you’re more likely to elevate annoyance levels than average sales.
  • LATTICE  |  WEDNESDAY, JANUARY 6, 2016
    [Sales] Predictive Marketing 101: How to Operationalize your Predictive Scores
    Now that you have a predictive score for your leads you probably have plans to adjust the way your sales team follows up with leads. Need to jump start the morale of your sales team with a little friendly competition? 7 Predictive Marketing Ideas. Here are a few ideas from our customer base to get you started. Field Events. Call Blitz.
  • HINGE MARKETING  |  THURSDAY, MARCH 19, 2015
    [Sales] Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients
    Depending on your typical sales cycle, these workflows can span anywhere from a month to several months and include anywhere between three and ten emails. Depending on the length of your typical sales cycle, this first follow up should come between five and seven days after the initial content download. So where’s the disconnect?
  • HUBSPOT  |  MONDAY, MAY 18, 2015
    [Sales] 7 Conventional Landing Page Design Tactics You Should Still Test
    By including an obviously inferior option that's similar to our desired sale package, we can influence users to make the desired purchase. In a person-to-person sales presentation, this means saving the price for the close or pre-close. What if you, too, are just a simple change away from doubling your sales? No distractions.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 24, 2014
    [Sales] Who, What, and Where Can You Personalize? Real-Time Personalization is Simpler Than You’d Think
    You’ll also educate and nurture top-of-funnel prospects, driving them further into the sales cycle. Your “Who” can also include your audience’s stage in the sales journey. For example, your “Who” might be “hot prospects” — anyone in your audience who is in the Evaluation stage of the sales journey. The result?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Four lessons in marketing data analysis for beginners
    They tested a new version they had developed and indeed, there was a small, positive bump in sales. They tested a new version they had developed and indeed, there was a small, positive bump in sales. After just a week, they came back with some good news. They looked at me with blank stares. We KNOW there was a change.”.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 8, 2013
    [Sales] Buyer Insights are the Foundation of Great BtoB Digital Marketing
    That means you need to interview your buyers, both for won and lost deals, in order to gather insights to drive digital marketing campaigns and sales enablement programs. B2B Marketing and Sales expert known as the Fearless Competitor. The more relevant your content is for buyers, the more likely they are to digest it fully. profile.
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