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  • 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.
  • DOCALYTICS  |  WEDNESDAY, FEBRUARY 4, 2015
    [Sales] Good Question: How is Docalytics Priced?
    For us, and to be candid, a big part of why we don't have set pricing posted on our page as we've learned early that given the versatility of our sales enablement and marketing platforms, no single business uses Docalytics in exactly the same way. But having said that, our preference is always to have you reach out and request a demo.
  • 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.
  • 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
  • MARKETING ACTION  |  WEDNESDAY, APRIL 17, 2013
    [Sales] 5 Steps to Creating Content That Converts to Revenue
    It’s typical that sales and marketing will have different messaging; it’s very valuable to discover what’s working for sales and bring that into the marketing content creation. The act of downloading the paper is scoreable, so it creates or adds to a lead score that helps indicate sales-readiness. Understand the buyer’s journey.
  • 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?
  • THE FORWARD OBSERVER  |  WEDNESDAY, DECEMBER 4, 2013
    [Sales] The 4 Easiest Ways To Get More Email Subscribers For Your B2B Blog
    Artillery B2B Marketing Blog > The Forward Observer Growing your blog''s email subscriber list is the best barometer of success toward increased leads and sales. And once that happends, sales follow. Here are four easy ways to get more subscribers. If B2B companies could only do one marketing activity, it should be blogging.
  • BIZNOLOGY  |  THURSDAY, JANUARY 3, 2013
    [Sales] Should CMO stand for Cheap Marketing Officer?
    And most of my clients hire me because they really need to cut the budget but they don’t want to cut sales. Now that it can be done cheaply, it is as important as everything else that leads to a sale. Photo credit: Images_of_Money. I’m cheap. There. said it. Some people don’t like the word  cheap. Not me.
  • 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!
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 29, 2012
    [Sales] The social media listening market is maturing
    Sales has its CRM system. WI: Milwaukee phone bank and labor walk, September 11, 2008 (Photo credit: aflcio). Monday, I talked about the Convey API , a new offering from Converseon that earned DataWeek’s Innovator of the Year on Social Media. But that’s only half the story. And for good reason. Is the market waiting for this?
  • 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.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 11, 2013
    [Sales] Why Should You Check Out the Fun Show Marketing Made Simple TV?
    And if you sell to top marketing and sales leaders, see below why you should sponsor this show. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. And we’ve had remarkable guests on the show too. Our guests are awesome! 3. YouTube.
  • 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.
  • 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.
  • 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. When set up correctly, doesn’t lead scoring help us find the right audience to segment and target our marketing and sales efforts? Taste of Being A 10X Marketer. Lead Scoring
  • 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.
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 1, 2012
    [Sales] The Most Toxic Words In Marketing
    Our sales team wants leads. Q: Why do you use social channels to promote products and campaigns that no one wants? A: Because we  are  in the business of selling stuff. When done right, effective marketing will generate a quantifiable “multiplier effect.” ”  Because when you create great content, your readers will share it.
  • 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
  • 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.
  • 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?
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 13, 2011
    [Sales] Laugh and Learn featuring @fearlesscomp | Episode 26 – Google Wave
    As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. B2B Lead Generation | Laugh and Learn Episode 26 – Google Wave. Welcome to another Laugh and Learn show – a b2b marketing lesson delivered quickly – using wit and humor. Twitter. Facebook. Linkedin.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 7, 2014
    [Sales] B2B Social Media: To Connect or Not to Connect
    We don’t spend money on advertising and we don’t pursue prospects with a sales strategy. The point of social media networking is to support the rest of your marketing and sales by driving awareness, leads, and revenue. This usually leads to a lively discussion since most business people are faced with this issue on a regular basis.
  • HUBSPOT  |  FRIDAY, JUNE 3, 2016
    [Sales] 7 Tech Predictions That Totally Missed the Mark
    We'll order airline tickets over the network, make restaurant reservations, and negotiate sales contracts. What's more, in Q1 of 2016 alone, total ecommerce sales in the U.S. How far will technology advance in the next 20 years? That's kind of a difficult question to wrap your head around, isn't it? Image Credit: Ohio University.
  • THE FORWARD OBSERVER  |  MONDAY, JULY 9, 2012
    [Sales] How To Evolve as a B2B Marketer in Just 8 Weeks
    Content marketing must deliver compelling, informative content that keeps buyers engaged on their trip down the marketing and sales funnel. marketer’s #1 priority is to help generate demand, manage leads and send high-quality opportunities to sales. Week 6: The Role of Search in a Real-Time Sales Cycle. Many did not.
  • 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.
  • 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.
  • 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?
  • FEARLESS COMPETITOR  |  FRIDAY, MAY 10, 2013
    [Sales] My Real Passion. It’s not what you think.
    Jeff Ogden, the award-winning marketing expert and President of sales lead generation company   Find New Customers is a proud graduate of the University of Notre Dame. Graduates of Notre Dame are called “domers” and there’s a saying too. “Tradition never graduates.” What do you think? Brian Kelly.
  • THE FORWARD OBSERVER  |  MONDAY, JULY 21, 2014
    [Sales] How To Link Inbound Marketing With Trade Show Success
    For many companies, trade shows have played an important role in reaching their marketing and sales objectives. The goals of a trade show can include: An increase in new leads and sales. Artillery B2B Marketing Blog > The Forward Observer Would you like to link inbound marketing with trade show success? They sure can.
  • 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.).
  • 3D2B  |  TUESDAY, JUNE 7, 2016
    [Sales] How to Get Business Development Reps to Listen Better and Sell More
    study, however, published in Psychological Science dug into the personality traits of those who are most successful in sales. Based on the sales of 300 salespeople over a three-month period, the ambiverts brought in an impressive 32% more revenue than the extroverts and 24% more than the introverts. How can you help them?
  • 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.
  • DIRECT RESPONSE COACH  |  FRIDAY, SEPTEMBER 19, 2014
    [Sales] Direct Mail Ideas: The Ace Hardware “paper bag” offer
    Several years ago, Ace Hardware ran a one-day sale that allowed customers to fill up a paper bag and take 20% off on all items in the bag. We’ve seen these direct mail ideas before. Ace Hardware sent out large paper grocery bags and invited customers to come and fill up their bag for [.].
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 19, 2016
    [Sales] We’re Hitting the Road to Bring You Lead-to-Revenue Success!
    We’re thrilled to announce InsideView Drive, a multi-city tour we’re launching in June designed to bring together sales, marketing, and operations for a free, half-day thought leadership event!   We’ll be inviting some of the most innovative people we know to share their viewpoints on the evolving lead-to-revenue process.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 8, 2012
    [Sales] Which Cities Are Leading Marketing Automation Adoption? [CHART]
    Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week! by Taha Sheikh | Tweet this Its been a little over a year since we published our  Chart of the Week  looking at the top cities with the most expertise based on the number of people using Eloqua. 
  • 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.
  • 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.”.
  • SMASHMOUTH MARKETING  |  TUESDAY, NOVEMBER 17, 2009
    [Sales] Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special
    Green Leads has just introduced a new complementary service where the sales reps we support from our appointment setting clients can have up to 100 business cards a month entered into a spreadsheet for free. you subscribe to our B2B Blog: Smashmouth Sales & Marketing. On your desktop in a pile 2. Wrapped in a rubber band 3.
  • VIEWPOINT  |  THURSDAY, AUGUST 30, 2012
    [Sales] #B2B Summit Day Two: Brian Carroll on How to Capture, Nurture and Convert Leads
    Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. 80% of marketing generated leads are ignored, lost or ineffectively followed up by field sales (66% of sales people stop trying after as few three attempts). In one case $4.9
  • THE ROI GUY  |  WEDNESDAY, DECEMBER 18, 2013
    [Sales] Is Marketing and Selling Your Technology Solutions to IT Execs a Losing Proposition?
    If you are marketing and selling technology solutions to IT executives, this article is for you, and essential to your 2014 sales and marketing plans. The share of technology decisions made by IT is at an all time low, this according to IDC research, which indicates that business buyers now fund 61% of all technology spending.
  • BIZIBLE  |  TUESDAY, OCTOBER 27, 2015
    [Sales] How Is Marketing Attribution Different Than Other Marketing Measurement Tools?
    Because of that, they can’t connect to specific customers and therefore doesn’t connect to the sales department and revenue. This is often serviceable for B2C attribution because there isn’t a sales team process, but it doesn’t cut it for B2B attribution. Web and Other Channel-Specific Analytics -- “Hacking” an Attribution System.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 10, 2011
    [Sales] Laugh and Learn featuring @fearlesscomp: Episode 12 – Simplicity
    They shout it on their website, in their marketing materials and their sales emails. He presented “How to Build a Great Personal Brand&# at the 140 Social Media Conference on Long Island and discuss best practices in lead nurturing on Sales Lead Management Radio yesterday. This is one of our favorites!). They shout the message.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 17, 2013
    [Sales] The Need for Speed – Ranking in Google with SEO and Engaging an Audience
    Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. This blog moved to WPEngine earlier this year and this video explains why we made this move – and why you should make this move too. Both for SEO and real life customers.
  • 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?
  • 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.
  • 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.
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 26, 2013
    [Sales] Encore: B2B from AtoZ – Digital Marketing with @BillBlaneyb2b on Marketing Made Simple TV
    If you’re a b2b marketer, sales leader or business owner, this show’s for you. Marketing Made Simple TV premiered on Thursday, but in case you missed it, we offer you an encore show on Sunday. You can also follow Bill on Twitter at BillBlaneyB2B. Key myths about B2B marketing. Things people thought were true, but aren’t.
  • 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?
  • SALES ENGINE  |  WEDNESDAY, DECEMBER 16, 2015
    [Sales] 4 Questions to Ask Yourself Before Outsourcing Content
    Most B2B companies need help from an outsourced content development partner at different stages in the sales cycle, but many companies will fail to produce qualified leads for their sales teams, making it harder to justify increasing expenditures. Do you need help with a content strategy or do you have one clearly defined?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 25, 2012
    [Sales] The World’s Simplest Guide to Lead Nurturing and Scoring
    FindNewCustomers.com is a sales lead generation company in New York that helps midsized firms improve the ways they attract, engage and win new customers. Lead Nurturing and Scoring – the world’s simplest guide. Enjoy! Personally, I think the world needs simplicity today. What do you think?
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Sales] Find New Customers, the nice demand generation company, looks better than ever!
    Jeff Ogden, President of Find New Customers is an award-winning marketing expert who can HELP your company fix its key sales challenges. My good friend Arthur Germain of Communication Strategy Group is one of the best in the country with words. Website redesign of Find New Customers today. Arthur made our business website look great!
  • 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?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Email Deliverability Class is in Session
    If your email doesn’t reach your customers, you can’t convert any sales. If you don’t convert sales, you don’t have a job. If you are involved in Email Marketing at just about any level, you know that Deliverability is important. What is Deliverability really? The reality is so much more than that.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 14, 2012
    [Sales] The B2B Revolution in Mobile with Christina CK Kerley
    Jeff Ogden is President of the sales lead generation company, Find New Customers. Let my friend Christina “CK” Kerley of CKB2B  ( a guest on Marketing Made Simple TV) introduce you to the wild and woolly world of mobile today. The implications in B2B are profound. Mobile is the “first screen” of today and tomorrow.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 7, 2012
    [Sales] What Really Creates Marketing Automation Success: Data from Gleanster
    Value Drivers: Both groups agreed that the two most important predictors of marketing automation success are cooperation with sales and ability to measure return on investment. Although I’m obviously biased, I do think it’s an excellent product and highly recommend it. Here are some highlights – please look in the report itself for details.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 7, 2012
    [Sales] How to Conduct a B2B Marketing Content Audit
    In the book, eMarketing for the Complex Sale , it talks of Catch Factors like Urgency, Impact, Effort, Reputation and Intent. 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. To earn their trust. Is it simple and engaging?
  • WRITTENT  |  MONDAY, DECEMBER 8, 2014
    [Sales] 8 Successful Content Marketing Strategies
    Content for Sales. Sales copy for lead nurturing was a major component, which supports the fact that email communications are definitely here to stay. An effective content marketing strategy encompasses the entire scope of marketing, from first click to sales. 5. Image source. Understand that you’re definitely not alone.
  • B2B MARKETING INSIDER  |  MONDAY, JULY 27, 2015
    [Sales] The Best Example You Will Find On The Value Of Storytelling
    What happens when you hire creative writers to make up stories about cheap trinkets, and they post these stories, along with the items online for sale? This trust is what ultimately will drive real sales and business value. ” Have you ever heard that line? That is until I met Michele Miller. needed to know more. We feel stories.
  • 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.
  • VIDYARD  |  FRIDAY, AUGUST 5, 2016
    [Sales] Meet the Vidyard Team, Video Style: Reva Pellerin
    What’s one productivity tool you can’t live without? I can’t live without Sales Navigator. Meet the Team is our monthly chance to introduce you to the fabulous, quirky, talented people that work at Vidyard, using our favorite medium — video! Wondering where to find the best sushi in Kitchener? Ever heard of the Donkey Sanctuary of Canada?
  • BIZIBLE  |  MONDAY, DECEMBER 28, 2015
    [Sales] Single-Touch B2B Attribution Models Top Out While Multi-Touch Comes from Behind [Attribution Models by Company Size]
    However many customers those leads generated is the sales team’s problem. Last touch attribution models track the initiatives that generate conversions at the opportunity-stage of the marketing and sales funnel. It requires buy-in from the sales team because multi-touch attribution is a full-funnel tracking activity.
  • VIEWPOINT  |  THURSDAY, AUGUST 8, 2013
    [Sales] Good Reads for B2B Marketing - How to Create Newsworthy Content
    Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 6-Step Path to Creating Inherently Useful Marketing. Are you helping your customers by being as useful as possible?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 18, 2015
    [Sales] The Vision of B2B Cross-Channel Marketing in 2016
    Oracle Marketing Cloud’s enhancements of added mobility and flexibility to our Sales Tools Suite gives sales organizations the power to rapidly and accurately respond to prospects and buyers while staying aligned with their marketing counterparts. Organizations believe that, on average, 32% of their data is inaccurate.
  • SYNECORE  |  MONDAY, JANUARY 21, 2013
    [Sales] 3 Performance Management Techniques for Digital Marketers
    This could be members of a company’s sales or account team, CSRs, or strategic partners such as affiliates or distributors. Integrated digital marketers (IDMs) rely heavily on data analytics to track campaign performance over website, social, and mobile channels. In other words, they keep their EAR to the ground. Follow @chrshorton.
  • VIEWPOINT  |  TUESDAY, OCTOBER 18, 2011
    [Sales] “You Can’t Catch Water With A Fist”
    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. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. No direct sales cooperation necessary.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, NOVEMBER 4, 2009
    [Sales] Winners of the 2009 Markie Awards
    Congratulations to the winners, to the finalists, and to all the marketers who created great campaigns, deepened their alignment with sales, or achieved new heights in their analytics. It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 9, 2016
    [Sales] 8 Common Ways Most Content Marketers Fail
    Your support, development, and sales teams can all have a hand in content. Finally, your sales team can create custom content journeys for their prospects. Marketers are pretty resourceful. Many of us create amazing campaigns and pieces of content, sometimes even with limited resources. But fear not! Great! Content Marketing
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 3, 2014
    [Sales] Stop Being a Transactional Content Marketer
    We will also give your information to our green sales team and tell them to go close the deal now Now NOW as part of our commitment to make it as easy as possible for you to buy. Free white paper! Free webinar! Free eBook! We’ve all seen the promotional emails, banner ads and Tweets. It’s Free! It’s Free! So are books.
  • 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?”
  • ACSELLERANT  |  WEDNESDAY, JUNE 4, 2014
    [Sales] Capturing the Voice of Your Customer
    Voice of Your Customer Research provides excellent source material for a host of business critical items including product strategy, sales messaging and customer service. Customers tell me things when I interview them that they’d never tell your salespeople. People People are much more open when they know they’re not being sold to.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JULY 14, 2016
    [Sales] When to treat a customer like family
    When I was just starting out in business, I spent a good part of my career in enterprise sales. learned a lesson there that stuck with me throughout my whole career and I want to share it with you today. One of my customers bought 100 percent of their raw material from the company I was working for, Alcoa. And yet, this company stuck with us.
  • HUBSPOT  |  THURSDAY, MARCH 12, 2015
    [Sales] 10 User Generated Content Campaigns That Actually Worked
    Having users contribute to your content creation efforts has another interesting advantage, as consumers are more interested in hearing the views of their peers than reading cleverly written sales messages. Burberry’s ecommerce sales surged 50% year-over-year following the launch of the site. 2) Belkin. You’re in luck!
  • LATTICE  |  WEDNESDAY, NOVEMBER 18, 2015
    [Sales] Using Predictive Analytics in 2016 to Drive Full-Funnel Demand
    Prioritizing existing leads and accounts to focus all sales and marketing efforts on the best opportunities. Predictive lead scoring is typically the most common thing people think of when they consider predictive analytics for marketing and sales. Smart Planning to Hit the Ground Running in the New Year. Quick, what are you thinking?
  • B2B MARKETING TRACTION  |  THURSDAY, FEBRUARY 9, 2012
    [Sales] How Much Should I Spend on My B2B Marketing? (Part 1)
    In this post I will show you how to arrive at a marketing budget, using existing sales and marketing data as an example. You also need to know your average sale in dollars. In the long run, if you are to know your conversion rate, you need to track each sales opportunity and its outcome. Does the science end here? Not exactly.
  • 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.
  • TOM PISELLO  |  THURSDAY, DECEMBER 9, 2010
    [Sales] Winning the Social Media Popularity Contest
    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.
  • 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.
  • 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?
  • 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.
  • VERTICAL RESPONSE  |  TUESDAY, AUGUST 25, 2015
    [Sales] 9 Social Media Hacks Every Small Business Can Benefit From
    If you want to increase sales, brand awareness , and website traffic, you’ll have to up your social marketing game by going a bit further. Try a ‘Like2Buy’ button to increase sales. Are you currently using social media sites to enhance your business’s online strategy? Hacks to help sell products on social sites.
  • AVITAGE  |  TUESDAY, AUGUST 21, 2012
    [Sales] Yogi Berra on Content Marketing
    The key point is that we took a tremendous jump in the level of customer focused detail that drove the most important operational decisions.  We were well rewarded for what was a difficult transformation.  In addition to double digit same store sales growth for more than five years our company went on an acquisition binge to grow geographically. 
  • GREAT B2B MARKETING  |  MONDAY, JULY 11, 2011
    [Sales] How to “Engineer” a Marketing Fiasco
    Encouraged by their first few orders, the company promotes those engineers or product developers to fill the marketing and sales roles. Sales is Not Marketing Just as marketing is a distinct and vital discipline from engineering, so is the sales role different from marketing. Let your engineers design. Find a marketer to market.
  • VIDYARD  |  WEDNESDAY, NOVEMBER 18, 2015
    [Sales] Live Streaming: How to Extend the Moment Beyond Now
    In speaking with a number of B2B marketing, sales and communications professionals we’ve found that live streaming has become a popular solution for sharing experiences with audiences like customers and employees, live as they happen. Built for modern B2B marketing, sales and internal communications. Physiology. Tonality. Verbiage.
  • B2B MARKETING UNPLUGGED  |  MONDAY, AUGUST 31, 2015
    [Sales] Preference and Its Pylons
    In marketing, our job is to get our pylons into a more delicate sport or, at least help our Sales Squirrels skate around them. Preference Pylons include your competition, your sales team and inertia. This is called handing off the lead to sales. Marketers can sure get in our own ways when we try to create preference. Inertia.
  • 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.
  • HUBSPOT  |  MONDAY, JANUARY 5, 2015
    [Sales] Beyond the Basics: 4 Creative Email Experiments You Should Try
    Traditionally, coupons have been looked upon as quick fixes to boost sales; a wrapper to throw money at customers who’ll in turn grab the bait right away. But the temptation of a high value coupon can help promote specific behaviors that are over and above an immediate sales. Every single day, 196.3 billion emails are sent or received.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, OCTOBER 14, 2011
    [Sales] 1-Stop Shopping & Other Worthless Tripe
    These killer phrases are detrimental to their sales objective and actually create massive roadblocks for them. Despite the fact that I was capable of doing training on a wide range of sales skills, I chose to focus my "getting in" strategy on helping salespeople be successful in just this one area. But they don't want to believe me.
  • ANNUITAS  |  TUESDAY, APRIL 29, 2014
    [Sales] Change of Seasons –Might be Time to Change your Process Too
    Gather your team together (marketing and sales) and get ready for some analysis and discussion. Quit giving ALL leads to sales. Sending leads to sales that are not qualified is a huge waste of time and resources. Send only qualified leads to sales, no exceptions. Spring – what a beautiful time of the year.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 13, 2013
    [Sales] Simplifying Video Marketing: 5 Ideas To Get Started
    Ask questions of your CTO, marketing team, sales team, everyone. by Christina Pappas | Tweet this. I don’t think anyone would dispute me when I say that content is a key piece of any successful marketing strategy. Not exactly a winning formula. Here are 5 easy ways to think about creating video content that won’t break the bank. 1. Memes.
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