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  • 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.)
  • HUBSPOT  |  FRIDAY, NOVEMBER 16, 2012
    [Sales] Understanding the New Roles in Marketing
    Marketing operations staff work closely with Sales, and sometimes also have a sales operations counterpart. Marketing operations staff make projections about the quality of the sales and marketing pipeline and find efficiencies that will make the company work better as a whole. "Ch-ch-ch-ch-changes." Lead Nurturing Specialist.
  • B2B LEAD BLOG   |  MONDAY, MAY 23, 2011
    [Sales] Four Reasons Why Funnels Are a Marketer’s Best Friend
    Tweet Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way sales leaders do. There’s a reason sales executives absolutely run sales organizations based upon the funnel while their best sales people use it to manage their pipeline.
  • TECHNOLOGY MARKETING IN MIND BLOG  |  TUESDAY, NOVEMBER 6, 2012
    [Sales] Telephone Qualification Can Improve Marketing Lead Quality
    Marketing and Sales have long been at odds over whether it’s better to generate a large volume of leads or if it’s better to generate fewer, higher quality leads. Anyone involved in Sales or Marketing today, however, knows that the volume game is over. Compensate with a Sales-like Pay Structure. Here’s why.
  • HUBSPOT  |  FRIDAY, NOVEMBER 21, 2014
    [Sales] 29 Charts & Stats on What Matters Most to Marketers Right Now
    Below is a highlight of the main charts and stats from the 2014 State of Inbound Marketing , HubSpot''s most recent survey of 3,500 marketing and sales professionals across all company sizes and job titles. 16) Both sales and marketing professionals value inbound channels for lead generation. The best marketers I know are curious.
  • VIDYARD  |  WEDNESDAY, OCTOBER 1, 2014
    [Sales] Introducing Vidyard Studio: The Easiest Way to Create and Share Video
    Videos may be the best way to engage an online audience ( 70% of marketers recently reported that video converts better than other content types), but there’s no denying that this format is still intimidating or even inaccessible to many sales and marketing professionals. Your Data, Where it’s Useful. Blog Vidyard News
  • BIZNOLOGY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] The ole one two three four five six seven punch
    They’re your top sales people, they’re the lawyer you have on retainer, they’re the real estate agent who got you that house. ”  Well, that’s the X-factor, maybe: likeability, charm, tact, timing, and not just making everything about business, about the pitch, about the sale. People are so busy. Seriously.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 8, 2015
    [Sales] Love and Nurture Isn’t Just for Leads: 4 Ways to Show Your Data Some TLC
    And of course, every role on a successful marketing team is in some way geared toward demand generation, with the ultimate goal of producing sales-ready customers. This will make your CRM a much more efficient sales tool and will go a long way in building solid bridges between sales and marketing. Clean It. Consolidate It.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 6, 2013
    [Sales] Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management
    by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year.  Gartner evaluates vendors in a Magic Quadrant on two main dimensions – completeness of vision and ability to execute on that vision. 
  • VIDYARD  |  THURSDAY, MAY 21, 2015
    [Sales] The Value-Add of Video in the Content Journey
    well-planned strategy includes different types of content, delivered via various programs, all helping to uniquely educate the buyer and possibly bring us one step closer to a sale. Videos further in the funnel like product demos, customer testimonials, or personalized sales videos can all help move buyers towards the close. Be Ready.
  • 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.
  • SMALL MANUFACTURER BLOG  |  FRIDAY, AUGUST 13, 2010
    [Sales] B2B Content Marketing: Think Like a Reporter
    find lots of interesting information this way, such as the fact that the hugely successful Old Spice social media campaign has lifted sales by 107%. Content that educates, content that entertains, content that drives purchasing decisions and sales. August, 2010. Published by Dianna Huff. Volume 10, Number 8. Welcome! We make widgets.
  • BIZNOLOGY  |  TUESDAY, MAY 27, 2014
    [Sales] So what is native advertising?
    In other words, native advertising wants to compel your superconsciousness to share, tweet, retween, like, and +1 rather than just infect your subconsciousness thereby branding you — or even the holy grail of converting you to a sale. Sales staff/. guess we can call it buzz advertising, if you will. The Native Matrix. ad agency.
  • FOLLOW THE LEAD  |  TUESDAY, OCTOBER 25, 2011
    [Sales] ZoomInfo Community Edition Success: An Integrated Approach
    Tell us a little bit about what you do. I’m the head of sales for a digital media, marketing, and … Continue reading → Jeff Travilla, Senior Account Manager at Compel Cart and ZoomInfo Community Edition user, shares his strategies for using Community Edition.
  • VIEWPOINT  |  WEDNESDAY, JULY 10, 2013
    [Sales] Power Opinions - Experts Select Top Three Social Media Tools
    Anthony Iannarino ( The Sales Blog ) said, “It allows you to engage in one-to-one and one-to-many conversations. We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. Still my favorite!”. Four listed blogs. Not surprisingly, S. You own the platform.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 16, 2012
    [Sales] The 10 Commandments of #pre-callresearch
    Find the decision makers through company executive profiles, sales intelligence, or a conversation with a sales representative or administrative assistant. The best way to win a sale is to offer a solution to the problems or challenges a prospect faces. Learn About the Prospect. Learn About the Decision Makers.
  • THE ROI GUY  |  SATURDAY, AUGUST 31, 2013
    [Sales] How to Unseat an Incumbent?
    I was recently asked by one of our technology services customers how best to help their sales teams unseat an incumbent solution provider, and if it could be done proactively and provocatively. If you are the challenger, in almost half the cases where a change occurred it was the business case that made the difference.
  • INBOUND MARKETING AUTOMATION BLOG  |  TUESDAY, APRIL 9, 2013
    [Sales] Internet Marketing Faux Pas
    A Gossamar Post by Megan - this post first appeared on Gossamar , a site dedicated to Gossamar - Inbound Marketing, Marketing and Sales Automation The benefits of online marketing are plentiful: everything from lower costs to long term results, easier targets to massive audiences. With that said, the future of marketing online is unclear.
  • CONTENT MARKETING FOR BI  |  TUESDAY, MARCH 22, 2011
    [Sales] How to Bake a White Paper from Scratch: Part One—the Recipe
    You might be a product manager who needs supporting collateral for sales, a marketing team member who’s been given the assignment, or perhaps you have a small or mid-size business, without the luxury of a marketing team, writing it yourself. Will you leave it behind after a sales call? Here you sit, ready to start your new white paper.
  • MARKETING INTERACTIONS  |  THURSDAY, MAY 5, 2011
    [Sales] Product vs. Solution vs. Perspective
    RT @cahidalgo: 57% of #sds11 attendees say their mktg/sales approach is Product-centric but want to move to solution centric. In reviewing the Tweets from yesterday [Thanks to @sgersh for compliling] I saw a Tweet posted by Carlos Hidalgo ( @cahidalgo ) that caught my interest. This is where perspective needs to play a bigger role.
  • B2B LEAD BLOG  |  MONDAY, AUGUST 6, 2012
    [Sales] Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion
    Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. The Eloqua Topliners forum is one of the best resources on line for anything related to marketing automation best practice. If you haven’t been there, we suggest you visit – it’s terrific. Share and Enjoy.
  • B2B LEAD BLOG  |  MONDAY, AUGUST 6, 2012
    [Sales] Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion
    Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. The Eloqua Topliners forum is one of the best resources on line for anything related to marketing automation best practice. If you haven’t been there, we suggest you visit – it’s terrific.
  • TRADESMEN INSIGHTS  |  THURSDAY, NOVEMBER 11, 2010
    [Sales] 2010 Industrial Marketing Trends: How Do You Stack Up?
    Of the 464 respondents, 70% hold management positions in sales or marketing. These Here are some highlights: • 70% of companies anticipate an increase in sales compared to 2009. GlobalSpec is an internationally known portal used by engineers, technical and manufacturing professionals.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 15, 2013
    [Sales] 5 Simple Remedies To Heal Your Ailing Email Subject Lines
    Sales Prospecting Perspectives is pleased to bring you a guest post from James Hutto , co-founder of Valeo Marketing. beautiful and finely-optimized website certainly help, but it isn’t quite enough to sustain or grow your sales. In an ideal world, we’d all have 100% email open rates. If only things were that simple. But don’t fret!
  • B2B MARKETING TRACTION  |  MONDAY, MAY 11, 2015
    [Sales] 3 New Promotional Product Campaign Ideas for Your B2B Marketing
    At a certain point in your sales cycle when it’s key to get prospects to listen to your message about why you’re different or to watch a video of your best customer testimonial. Are you wondering if promotional products or giveaways make a difference? Selfie stick video or photo social media campaign. Some Rights Reserved.
  • BIZNOLOGY  |  MONDAY, AUGUST 24, 2015
    [Sales] Branding as a full funnel journey
    Often, short term brand expansion in digital space is held to a quantitative measurement and direct attribution to sales growth on a timeline. Many marketing department’s anticipated sales are based on an educated guess or wishful thinking over informed analysis of market breath and receptiveness. Like this post?
  • FEARLESS COMPETITOR  |  SUNDAY, SEPTEMBER 29, 2013
    [Sales] Jeff Ogden is honored to participate the SMAC Summit in NYC on October 17th
    Come join the award-winning marketing expert Jeff Ogden of the sales lead generation firm Find New Customers at this great event. Jeff is also the creator and host of the popular syndicated show, Marketing Made Simple TV. created Marketing Made Simple TV for one simple reason. To learn more and get tickets, please visit The SMAC Summit site.
  • LEADSLOTH  |  FRIDAY, OCTOBER 16, 2009
    [Sales] Why Are Marketing Automation Managers So Hard to Find?
    Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. thorough understanding of sales & marketing processes is required. The marketing automation manager should just as easily talk to a sales person as to a web developer.
  • SAZBEAN  |  SATURDAY, MAY 25, 2013
    [Sales] Top Internet strategy, marketing and technology links for the week of May 26, 2013
    News & Notes
  • PROTEUS B2B MARKETING BLOG  |  MONDAY, DECEMBER 14, 2009
    [Sales] Big List of Blogs Continues to Grow for December.
    We continue to find more B2B blogs and receive suggested additions for the the Big List of B2B Marketing and Sales Blogs. This month we’ve got 7 more great blogs to add. Be sure to check them out. Congratulations to all the new additions! Be sure to grab a badge for your site. If you want to import [.].
  • TOMORROW PEOPLE  |  WEDNESDAY, JULY 25, 2012
    [Sales] Free 25 Minute Content Marketing Webinar
    However many business owners and marketing professionals are still struggling to make sense of the topic, integrate the methodology into their current marketing and align sales and marketing in any meaningful way. How content can drive sales through your website. Date: 31st July 2012 (Tuesday). Time: 9:30am - 10:00am.
  • SMALL MANUFACTURER BLOG  |  WEDNESDAY, APRIL 25, 2012
    [Sales] Quick Tip: Filter your IP Traffic in Google Analytics
    This kind of “doesn’t count” data includes traffic from your marketing and sales people, your Web designer or programmer — and you! Tweet Google Analytics (GA) collects a great deal of data about your Website visitors and then dumps it into your lap. GA has no clue *who* visits your site, it just records the traffic.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Never Sell a Liberal the Same Way as a Conservative?
    Never, in all my years in sales, did I ever think I'd write an article on this topic. When I apply this data to the field of sales, it leads to some interesting conclusions: If I'm selling to conservatives, perhaps I'd be more successful if I focused on problems, risk-related issues or fears of competitive inroads.
  • EMAGINE B2B BLOG  |  THURSDAY, APRIL 9, 2015
    [Sales] The Break Up: It’s Not You…It’s Your Website.
    To me, that is by far one of the biggest mistakes you can make for your company’s potential sales. Even more important is that 9 out of 10 mobile searches lead to action and more than half lead to sales! [This post was written by a member of our Business Development Team, Claudia Peart]. Don’t blow it. What you need is a redesign.
  • ILLUMINATING THE FUTURE  |  THURSDAY, SEPTEMBER 22, 2011
    [Sales] Leading Lights: Content Marketing Strategist Robert Rose
    How do thought leadership efforts support sales objectives? . Why are companies investing in thought leadership marketing? How do you build a business case for such initiatives? Rose is the co-author, along with Joe Pulizzi , of the new book Managing Content Marketing.
  • HUBSPOT  |  THURSDAY, JULY 12, 2012
    [Sales] Lead Scoring: 13 Criteria You Should Be Using to Grade Leads
    It helps improve sales and marketing alignment when both teams can agree on the qualities of a great (and not-so-great) lead -- not to mention it makes the sales organization more efficient by letting them spend time only on the leads that are the most sales-ready. Get those outliers outta your sales team's queue!
  • SAZBEAN  |  WEDNESDAY, AUGUST 4, 2010
    [Sales] Defining Conversions
    Your goal (specific, attainable, time delimited) is to increase sales by 10% over the next 6 months. Just like  Metrics and KPIs , Conversion is another measurement term which is often mis-used (thanks to Jim Suchara for the suggestion). Defining Conversions Starts with Your Business. What is your business goal and what are your objectives?
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 19, 2009
    [Sales] B2B Appointment Setting - Best if Nurtured First
    37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% higher than those not nurtured. Similar to b2b inside sales teams, we book meetings with C/VP level executives on our clients' behalf and only get paid when the meetings take place. So X meetings for $Y.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 23, 2014
    [Sales] Inspirational Tidbits & Takeaways From #INBOUND14 [SlideShare]
    10,000 people, 180 sessions, dozens of food trucks, and four packed days are exhausting for even the most energetic extroverts, and with all the speakers, seminars, and social events, you’re bound to have missed out on a nugget of wisdom to inspire you on a rainy day in your marketing or sales department. Okay, I’ll admit it.
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 7, 2013
    [Sales] It’s Time To Act Like A Publisher [Slides]
    ” But it’s up to us to stand up to our sales and executive colleagues. I’m mad. I’m really mad and I;m not gonna take it anymore. OK, maybe I’m being dramatic. But seriously, when are we gonna atop creating so much crappy content? When are we gonna realize that the world has changed. Content Marketing
  • BIZNOLOGY  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Don’t Ignore Message Boards in Your Social Media Marketing Strategy
    The problem with most social media marketing agencies is that we’re fickle. We tend to keep rushing into the future, adopting anything and everything hot and new and throwing the way the rest. When it comes to online forums, I believe the baby has been thrown away with the bath water. But isn’t any kind of money good? How do I know this?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 8, 2011
    [Sales] What Google+ Needs to Offer Businesses
    Because of the industry’s longer, complex sales cycles, the ability to measure the interaction of social and search fills in the missing piece of the b2b social media strategy. by Jesse Noyes | Tweet this There’s no doubt Google made a huge splash when it unveiled Google+. Obviously, size matters. Eric Swayne. share of the search market.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 20, 2013
    [Sales] 50 Call-to-Action Templates to Help You Convert Leads in Style [Free Download]
    Want to generate leads for your sales team? Want to accelerate sales for your online store? Without them, we wouldn''t be converting our websitevisitors or social media fans into actual leads for our sales team. Want to earn money for your business? Want to do anything for your business that actually matters? Social Share CTAs.
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 15, 2011
    [Sales] Marketing is Not Magic
    Their appointment calendar filled up with sales meetings. Even the best sales staff will get called on the slight-of-hand eventually. Every summer my kids get me hooked on America’s Got Talent. We love watching those brave hopeful performers taking their chance at stardom. Every year some of my favorites are the magicians.
  • THE FORWARD OBSERVER  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] How To Talk to Management About New Approaches to B2B Marketing
    Many C-Suite executives may have come up through sales, accounting, operations or some other career path, and may be less familiar with marketing. One of the first questions I ask is if they’ve ever not answered a call because the Caller ID indicated that it was a sales call. One successful approach is to educate with questions.
  • B2B IDEAS @ WORK  |  FRIDAY, OCTOBER 21, 2011
    [Sales] Content is King in B2B Marketing, but Customers are the Power Behind the Throne
    CRM tools like Salesforce , Sugar , SAP CRM and others have made it easier to integrate marketing automation with sales opportunities among a company’s current customers, in addition to nurturing leads from non-customers. Anyone in marketing who’s not listening to sales or customer service for insights is working in the dark.
  • SAZBEAN  |  SATURDAY, DECEMBER 1, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of December 1, 2012
    News & Notes
  • B2B MARKETING TRACTION  |  THURSDAY, JUNE 4, 2015
    [Sales] 30 Creative Ideas for Your B2B Video Marketing
    Your sales people and your executives probably tour visitors around your company on a regular basis. If you offer services, create videos that describe or dramatize a situation that would warrant a business buying your service (low sales, hazardous materials, computer downtime, etc.). video of your best sales presentation.
  • EB2BLEADS  |  TUESDAY, MARCH 29, 2011
    [Sales] Why Inbound Marketing Gets More Results
    This desire by people to exchange and interact outside the confines of traditional business boundaries is driving sales and marketing in a new direction, lead ultimately by the customer. Inbound has the same goals as traditional marketing generating sales ready leads and help your sales team convert them into customers.
  • B2B MARKETING INSIDER  |  WEDNESDAY, AUGUST 19, 2015
    [Sales] 4 Steps To Building The Content Marketing Business Case
    All marketing spend should be tied to quantifiable results that sales and executives can understand. Cost per sale. Despite a huge surge in adoption of content marketing, many marketers still struggle to build their own business case internally. Do Your Research. Customer acquisition cost. Time to payback customer acquisition cost.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 5, 2011
    [Sales] 4 Components of Successful Demand Generation Marketing
    Instead of defining the funnel in terms of sales, demand marketers think in terms of revenue. Sales qualified leads – sales picks up the ball, contacts the prospect and continues the conversation marketing started. Sales opportunity – the lead temperature has risen from lukewarm to hot. Names of potential prospects.
  • VIEWPOINT  |  MONDAY, APRIL 25, 2011
    [Sales] eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset
    If marketing is only focused on the first, they’re leaving the bulk of the process to sales. There's also proof that, due to this change, sales is only invited into the last 1/3 of the buying process. With a complex sale, there's a lot of knowledge transfer that must happen. Is that a problem? AA: Yes. AA: Absolutely.
  • BLOG MY CALLS  |  THURSDAY, JULY 25, 2013
    [Sales] Call Tracking Agency Reseller Q&A
    Marketing collateral including videos, sales sheets, and emails to help you integrate LogMyCalls into your offerings. 3. Contact a sales rep for a reseller pricing grid: 855-889-3939. Why should I become a LogMyCalls Certified Reseller? Reselling LogMyCalls adds significant value to your offerings, and adds a new revenue stream.
  • VERTICAL RESPONSE  |  TUESDAY, AUGUST 18, 2015
    [Sales] Emails That Encourage Customer Engagement
    Studies show engaged customers have positive responses to businesses, which translate into higher sales. By sending the right messages and promotions, you can increase engagement and sales. You can promote an event or a product occasionally, but your newsletter should focus on engagement rather than sales. Welcome email.
  • SAZBEAN  |  WEDNESDAY, FEBRUARY 15, 2012
    [Sales] 4 Ways to Improve Ecommerce Conversions with Better Landing Pages
    If that online store had a 1-percent conversion rate, it could expect about 200 sales or about $15,000 in revenue. At a 2-percent conversion rate, sales would jump to $30,000. Thus there is not a sure-fire formula — based on some stack of statistics — that an online marketer can just implement to suddenly send sales soaring.
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 3, 2013
    [Sales] RedPoint Offers Broad, Deep B2C Marketing Automation
    This perspective has always been part of consumer marketing, where the classic description of Customer Relationship Management (CRM) was “marketing, sales and service”. That formula fell out of favor when the most prominent CRM system became B2B-oriented Salesforce.com , whose very name reflects its origins in B2B sales automation.
  • SMALL MANUFACTURER BLOG  |  MONDAY, OCTOBER 24, 2011
    [Sales] Is Your B2B Website iPad Friendly?
    If this company’s Website hadn’t “worked” on my iPad, they would have lost a sale — without knowing it. Tweet I needed to reprogram my thermostat, so I carried my iPad over to it and looked up the product name in order to find the manual online. Here’s the deal: Apple sold 8 million iPads last quarter.
  • INBOUND SALES NETWORK  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] The Google-Driven Buying Process
    The problem is that most companies have not adjusted their sales process to match this change. Thanks to research on Google, your customer comes to your sales people, often knowing more about the product than they do! And just like how most people feel about politicians, this doesn’t lead to a sale. It just teases them.
  • LOOPFUSE  |  TUESDAY, MAY 3, 2011
    [Sales] Lead Capture for SMBs: Measurement
    Measurement and analysis of Lead Capture effectiveness leads to insights that can improve sales and marketing efficiencies. Lead Capture Thought Leadership Lead Capture Best Practices
  • B2B MARKETING INSIDER  |  WEDNESDAY, AUGUST 12, 2015
    [Sales] Why Landing Pages Are To Leads As Phone Numbers Are To First Dates
    Landing pages are like your digital sales reps , gathering information for marketing and sales about your prospects that help move them through the process of purchasing a product or service. Do you want to generate more leads on your website? It’s true – it was like a thunderbolt struck me. We hit it off immediately. Want more leads?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 7, 2015
    [Sales] Why CMOs Need To Remember They Are Consumers, Too
    Clueless sales staff. Their store sales associates have no idea who you are although you frequent that store. Store sales associates have little familiarity with their brand’s eCommerce site, mobile site, social and digital initiatives, etc. The time has come. ” “They don’t know what they want.”
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  SUNDAY, OCTOBER 31, 2010
    [Sales] Don't Be Scared to Do This on Halloween
      if you order  SNAP Selling  today,  I’ll also send you my  Winning Sales Questions  e-manual—and that’s a $77 value you get for free. It contains over 500 powerful questions that will transform your sales results. Before long, her competitors won't stand a chance. 
  • SMASHMOUTH MARKETING  |  WEDNESDAY, JULY 16, 2014
    [Sales] In The Summertime - Mungo Jerry Lead Gen Tips (tap your feet)
    The song is over and I remembered all the times I heard inside sales reps complain that "It''s summer, nobody''s working.". I just listened to Mungo Jerry''s "In The Summertime," and it made me smile, tap my feet, rock my head, especially with the banjo player huffing and puffing into the jug. Love it! then BOOM! Let''s take a look. Use them.
  • INBLURBS  |  MONDAY, FEBRUARY 14, 2011
    [Sales] How to overcome the Social Media Cash Cow fairytale
    It’s a widespread superstition that you only need to be there in social media and you will get a ton of customers and sales. Boosting B2B sales with social media. How many sales leads does your website generate? That’s 100% wrong! As any other communication channel social media has to be done the right way.
  • SAZBEAN  |  SATURDAY, SEPTEMBER 29, 2012
    [Sales] Top Internet strategy, marketing and technology links for the week of September 29, 2012
    Here are the top Internet strategy, marketing and technology links for the week of September 29, 2012… Getting Started with Twitter Ads for Small Business  (Mashable!) If It’s Done Right. News & Notes
  • TOM PISELLO  |  THURSDAY, SEPTEMBER 9, 2010
    [Sales] SaaS Solutions Becoming the Standard for Marketing Solutions
    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.
  • ANNUITAS  |  THURSDAY, MAY 14, 2015
    [Sales] Sirius Decisions Summit 2015: It’s All About Alignment
    Site of the 2015 Sirius Decisions Summit , and ground zero for some of the most influential marketers and sales executives in B2B. As he accurately describes it, we don’t talk about money in polite society and, “…talking about how you get paid is the third rail of sales and marketing alignment.” Greetings from Nashville!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, NOVEMBER 20, 2014
    [Sales] 4 Attributes of Your Next Content Marketing Superstar
    Michael has more than 25 years of marketing and sales experience, having successfully launched and sustained three start-up ventures, as well as driving innovative customer creation strategies for large technology organizations. Editor's Note: Today's post comes courtesy of Michael Gerard , CMO of Curata. They also know: ?on
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 29, 2015
    [Sales] The Long Term Value of an Email Marketing Welcome Programme
    Oracle Marketing Cloud helped Missguided to implement intelligent and targeted automated marketing so that they could capitalise on sales opportunities at each stage of the customer lifecycle and boost engagement rates. In order to ensure engagement amongst customers, brands need to analyse whether their welcome programme is effective.
  • FATHOM  |  THURSDAY, MARCH 5, 2015
    [Sales] Content Marketing Answers for B2B Manufacturers
    One measure of content’s effectiveness is sales leads. As Joe Pulizzi stated , 85% of manufacturing marketers cite sales as a goal for content marketing, yet fewer than half use sales to measure its success. Where’s the concern? General effectiveness (26% rate it effective). Tracking ROI (12% are successful).
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, SEPTEMBER 9, 2009
    [Sales] Why Social Media Really Matters
    post-sale relationship. With database marketing, post-sales contacts become important for cross-sell, upsell and retention. Summary: marketing has shifted steadily over time from passive to active consumer engagement. Social media is the latest stage in this evolution. Today it is represented primarily by television. search marketing.
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 22, 2013
    [Sales] B2B and B2C Marketing are Dead. Long Live B2H!
    Some of the most successful sales, marketing and business people fostered great relationships with customers and colleagues. Today more thank ever, buyers want a human experience from the brands and businesses they buy from. This is true of both the business-to-business (B2B) and business-to-consumer (B2C) environments. agree.
  • HUBSPOT  |  FRIDAY, NOVEMBER 18, 2011
    [Sales] 25 Jaw-Dropping Marketing Automation Stats [Data]
    The average sales cycle has increased 22% over the past 5 years due to more decision makers being involved in the buying process. Companies that excel at lead nurturing generate 50% more sales ready leads at 33% lower cost. higher sales quote achievement rate. The Marketing Automation Industry. 1.) Tweet This! Tweet This!
  • NUSPARK  |  FRIDAY, JULY 9, 2010
    [Sales] Getting Ready for Marketing Automation
    I’ve introduced marketing automation previously, and I now wanted to discuss essential steps for your company to prepare.  As a reminder, marketing automation is a platform to improve marketing and sales integration, increase revenue, decrease costs, and achieve better marketing ROI. By implementing marketing automation, your firm will.
  • NUSPARK  |  FRIDAY, JULY 9, 2010
    [Sales] Getting Ready for Marketing Automation
    I’ve introduced marketing automation previously, and I now wanted to discuss essential steps for your company to prepare.  As a reminder, marketing automation is a platform to improve marketing and sales integration, increase revenue, decrease costs, and achieve better marketing ROI. By implementing marketing automation, your firm will.
  • THE ROI GUY  |  FRIDAY, JULY 25, 2014
    [Sales] CFOs are Large and in Charge of Tech Purchase Decisions?
    Are you arming your sales reps and channel with the provocative value messaging and quantification needed to gain early CFO access? CFOs are more and more in charge and influential over IT spending decisions, this according to a recent article from Baseline Magazine. Risk – If you get technology wrong, it has a bigger impact on the business.
  • SAZBEAN  |  WEDNESDAY, APRIL 23, 2014
    [Sales] Turn to the E-Market for Real-World Customers
    The holiday season alone accounts for $42 billion in online sales annually, as Comscore reports. Retail sales consultants especially need to take heed to customer reviews. Turn Customers Into Sales Members. Specialty sales force members will find this particularly helpful for business-to-business (B2B) products or services.
  • MARKETING GENIUS BLOG  |  WEDNESDAY, OCTOBER 3, 2012
    [Sales] Going Guerrilla – our week at Dreamforce 2012:
    Genius used the Dreamforce event to thank our customers with an intimate appreciation event, as well as an opportunity to introduce our new social sales tool to our customers, prospects, and Dreamforce participants. The plan was to see our customers, press the flesh a little, meet with partners and spread the word about all of our new stuff!
  • B2BMARKETINGSMARTS  |  TUESDAY, MARCH 16, 2010
    [Sales] Does your Website fail to deliver these 3 basics?
    Her firm specializes in helping e-commerce companies maximize online sales. Just like a meeting with a sales person, after prospects learn something, you must ask them to do something. In the process, I made a sad discovery. Not one followed what I know are the most basic rules of good Web design. Website is important.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 17, 2010
    [Sales] Savvy Roadtrip - White Papers
    But you can’t drive leads or close sales if your target market doesn’t notice it. Every roadtrip begins with a starting point. The Savvy B2B marketing roadtrip began with White Papers. The six Savvy Sisters met when we were all participants at a White Paperseminar. Some of the best of that wisdom is below! Tweet
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 23, 2013
    [Sales] I’m Your Customer. You Think You Understand Me, but You Don’t!
    ” I cannot count the times I sat in a room with sales executives and salespeople and listened to them analyze their buyers. Jeff Ogden, President of the sales lead generation company Find New Customers is an award-winning BtoB marketing expert who is also trained in Buyer Personas. Real Buyer Personas are needed. Neither do apps.
  • CMO ESSENTIALS  |  FRIDAY, OCTOBER 31, 2014
    [Sales] 7 Killer B2B Halloween Marketing Strategies
    Don’t Be Haunted By the Hidden Sales Cycle: When there’s something strange, and your numbers don’t look good, who you gonna call? No, the Ghostbusters can’t fix your marketing / sales funnel, but feedback from your existing buyers can. Seeing Through the Ghosts of the Hidden Sales Cycle. 7. Give Bite-sized Treats Without Tricks.
  • CRIMSON MARKETING  |  WEDNESDAY, APRIL 24, 2013
    [Sales] Why CEOs Should NOT be Involved in Social Media
    also happen to be a strong believer that CEOs should support the company’s sales efforts and the company’s marketing efforts and the company’s manufacturing efforts and finance efforts, etc. Instead, the CEO inspires valuable content that can be disseminated across an integrated marketing and sales approach for the company as a whole.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 5, 2014
    [Sales] Passion for Hire – the Biggest Mistake Companies do in Hiring
    After one year, they looked at the results – sales had increased by 242% in just 12 months. “Brands don’t build themselves. It takes people.” ” from Brainfluence Branding by Roger Dooley, a book on engaging consumers of your products based on science. (I’ll post a book review soon too.).
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 20, 2014
    [Sales] How Marketers Can Learn to Speak “IT”
    People in sales, people in marketing. Now that I’m on the other side, I realize that people in sales and marketing don’t do all those things to spite IT. Next, I had my second epiphany: Why the heck didn’t sales and marketing just tell me what they wanted? thought of myself as the technology sheriff. policed the policies.
  • SOCIAL MEDIA B2B  |  THURSDAY, AUGUST 7, 2014
    [Sales] 5 Ways to Use Your LinkedIn Profile to Attract Inbound B2B Leads
    My friend Tom Skotidas and I are at it again and this time we talked about how anyone, but especially B2B sales pros, can use their LinkedIn profile to attract inbound leads. Tom calls this inbound social selling. He is the founder of Skotidas , Asia Pacific’s leader in B2B Social Media Lead Generation. Use the Right Keywords.
  • HUBSPOT  |  WEDNESDAY, MAY 20, 2015
    [Sales] Form Length Isn't Everything: 3 Other Ways to Optimize Your Forms for Conversions
    Because forms are a central component to your inbound strategy, it's important to optimize them for conversions while retaining any of the indicators of quality that you and your sales team care about. how many are actually turning into sales). Are they high quality enough for your sales team? Then determine the close rate (i.e.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 24, 2015
    [Sales] Data Talks! 2 Proven Lead Generation Tactics to Jump on Now
    Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? But for the many B2B marketers that have taken the plunge, they’ve found that it’s an ideal vehicle for building relationships with B2B customers, especially with products and services with long sales cycles.
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 11, 2012
    [Sales] Lead Generation: A Watched Pot Never Boils
    This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. That is assuming there is a filter between raw lead generation and sending those leads to sales (if not, it is more likely that too few touches would have been invested and the opportunity would have been wasted).
  • DIGITAL B2B MARKETING  |  TUESDAY, MAY 7, 2013
    [Sales] 5 B2B Marketing Mistakes That Are Hard To Avoid
    As marketers, we have all heard how more jam options actually decreased jam sales. The hardest mistakes to avoid are the ones that initially look like the right decision. We all make mistakes. Sometimes you can see them coming, other times you only see them in hindsight unless you already know what to look for. How do you provide choice?
  • SAZBEAN  |  MONDAY, NOVEMBER 3, 2014
    [Sales] When to Use Twitter Ads for Business
    Obviously you’re not going to want to pay for every single tweet but if you have a special offer, sale, or event coming up and you want to ensure that it’ll be seen by more of your followers, than paying for a boosted tweet is the right option for you. Well, sort of. How do they offer their service for free? Advertisements.
  • BIZNOLOGY  |  MONDAY, MAY 6, 2013
    [Sales] Unleash the power of storytelling in your content marketing
    Consider this tweet-sized story by Ernest Hemmingway: “For sale: Baby shoes. Photo credit: Wikipedia. If I asked you to tell me about your best friend, how would you do it? Would you use a PowerPoint presentation with slides of bullet points? Or, would you tell me stories of long talks and adventures and other shared moments? Obviously,
  • WORKFACE  |  THURSDAY, JUNE 14, 2012
    [Sales] Reactive Customer Service Starts with Proactive Prospect Engagement
    Third, can you encourage your team to take on a more “sales support” role for your offering during these inevitable slow periods? Asking your customer support team to use reactive downtime for proactive sales support uptime may initially be met with resistance. Who is best at initiating the conversation with your customers?
  • 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?
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 2, 2014
    [Sales] 7 Marketing Tips to Prep for the Holiday Rush
    Don’t miss out on holiday sales because your site is not optimized for mobile devices. You might even plan a pre-holiday sale to catch early bird shoppers. Offer special previews, secret sales, members-only pricing, or returning customer holiday discounts. 7. Check your list twice. Go mobile. Check your reputation.
  • PHOENIX RISING  |  FRIDAY, JULY 24, 2009
    [Sales] The Enemy is Out There
    Why is it that when companies begin to struggle, heck, sometimes even when they are doing well - the internal battles are waged? I see Sales and Marketing battles, Marketing and Engineering battles, Sales and Finance battles - everyone blaming others for all the issues, taking little responsibility themselves.  Enough already.
  • THE FORWARD OBSERVER  |  MONDAY, JUNE 23, 2014
    [Sales] How Long Does Inbound Marketing Take to Reach Success?
    At that point, the sales person could influence more of the sales process since they had the leverage of information. content marketing strategy mapped to your persona’s sales journey. Results are not immediate but they are long term. growing number of companies are awakening from their long, outbound marketing slumber.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 22, 2009
    [Sales] What’s this thing called Marketing Automation?
    But like the computer, there’s a better way to ask the question “Given marketing and automation technology and what it can do, how should I be setting up and executing both my marketing and sales programs?&#. Rethink how you execute your sales and marketing programs. How does it fit into my business?&#.
  • DIGITAL B2B MARKETING  |  THURSDAY, SEPTEMBER 27, 2012
    [Sales] Your Marketing Results Are Not In Your Control
    The B2B Marketing Implication As a marketer, you have objectives that may range from sales to leads to unaided awareness. Two weeks ago GoDaddy’s outage knocked numerous sites offline for an extended period of time. The increase wasn’t because of great search engine optimization. It wasn’t because of great content.
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