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  • LEDGER BENNETT  |  SUNDAY, OCTOBER 21, 2012
    [Sales] Top 10 Tips for Marketing Automation success
    And increasingly, to keep an eye on existing customers'' activities to make the most of every repeat sales opportunity. Start capturing behavioural, online, and sales data. Content is king and should be priority #1. ½ of all sales are lost because content is poor source: KissMetrics 2011. 6. What problems does it solve? Decide.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 10, 2014
    [Sales] Get Started with a Content Marketing Library
    Talk to your sales team, and find out what conversations and questions they’re asked that move the needle. If it doesn’t map to what you currently think of as stages in the sales funnel, you may want to reorient that sales funnel around the way the buyer actually purchases. Again, do this in tandem with your sales team.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 9, 2014
    [Sales] 6 Ways to Use Call Tracking in Your Call Center
    Our technology literally analyzes call content for useful marketing and sales data. In other words, our analytics engine listens to the words and phrases on the call and spits out metrics like lead quality, conversion rates, missed opportunity and sales performance. These tools are robust and powerful. They are also expensive.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 25, 2012
    [Sales] 11 Tips For Your Voice Mails To Increase Response Rate
    When Michael asked the executive about returning sales calls, his comment was “Return their call? If you talk to a lot of experienced sales reps, they will tell you to leave your number twice, once at the beginning and once at the end. You must be joking! I’d be playing defense on their home field!” Guess what?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, NOVEMBER 21, 2013
    [Sales] Collaborate for the Internet of Customers with 7 Ideas for 2014
    recent Google and Corporate Executive Board study shows that buyers are 60% through their decision process before engaging Sales. by Erick Mott | Tweet this First, congratulations to the entire Dreamforce community for a successful event with more than 100,000 attendees, exceptional conversations , and special guests.
  • FEARLESS COMPETITOR  |  SUNDAY, APRIL 28, 2013
    [Sales] Encore: The Vision Behind Marketing Made Simple TV – with Marilyn Daly of Watchitoo
    Marketing Made Simple TV is a production of the sales lead generation company Find New Customers. Encore show: What makes Marketing Made Simple TV such a great TV show ? It’s truly a TV show, and not a web show. Just click the button in the show.). In this show, you’ll learn: How Watchitoo makes a TV-like show possible.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 7, 2013
    [Sales] 5 Key Preparation Steps in B2B Link Building Outreach
    If you have ever been in an environment where sales and customer communication comes at you at a rapid pace (think call center, inside sales, etc) than you understand how important product or solution expertise is. You also understand the luxury of preparation. Preparation is critical. Here Know Their Real Name. Forecast Their Mood.
  • 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
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JUNE 26, 2013
    [Sales] Manufacturers: Tips on Getting More of Your Distributors Time
    We recently did a survey to marketing/sales folks in the manufacturing sector who sell through either industrial or construction distributors to see what their biggest challenges are. What you need to do is communicate to their marketing and sales force. Sound familiar? Here’s another interesting note.  New rules of Engagement.
  • MARKETING INTERACTIONS  |  WEDNESDAY, DECEMBER 22, 2010
    [Sales] Is What You Don’t Know Tanking Your B2B Content Marketing Efforts?
    Here are a couple of sobering statistics: Less than 25% say the demand they generate satisfies their sales teams. These results are an obvious indication that marketers do not know their prospects well enough to engage them across the course of their buying process to sales readiness. Only 33% have an effective lead nurturing process.
  • MARKETING INTERACTIONS  |  FRIDAY, OCTOBER 1, 2010
    [Sales] How do you define a High Quality Lead?
    Within your own company, there should be one definition of a "high quality lead" that both marketing and sales have agreed to and are using. Part of the problem is often that marketing and sales view the idea of "leads" differently. Sales wants to pursue leads who will become customers in short order. 
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MAY 25, 2014
    [Sales] 4 Things Your Email Recipients Want to Tell You
    The words “discount”, “sale”, “free trial”, or “act fast” are go-to phrases. by Amanda Batista | Tweet this Today the United States marks Memorial Day, AKA the social summer kickoff. For marketers these past few days were prime time for email marketing escapades. Amp me up for something fun!
  • VIEWPOINT  |  THURSDAY, JULY 11, 2013
    [Sales] Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing
    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. B2B Buyers: Traits by Generation [Infographic]. You may have a target audience, but do you really understand your buyer?
  • B2B MARKETING UNPLUGGED  |  THURSDAY, APRIL 2, 2015
    [Sales] Fixing the Customer Experience Part IV – Where to Start
    It’s called The Radical Sales Shift and it’s by my friend Lisa Shepherd. This is a terrific look at how B2B buyers have changed, how to approach it, why we should be nicer to sales people. Enough whining. Time to solve the messy experience thing. More on him later. The next thing is to figure out who your customers are.
  • CMO ESSENTIALS  |  FRIDAY, NOVEMBER 7, 2014
    [Sales] Why Video Marketing Adoption Drives Positive Change
    Lead Management: How many times have you had Sales ask you for more leads? At times, it may almost seem like a chanted mantra to appease the business gods – “ooom, more leads please… ooom, more leads please…” but more leads, alone, isn’t what Sales really wants. Should you be tracking views alone? Operations & Technology Trending
  • TOMORROW PEOPLE  |  WEDNESDAY, OCTOBER 24, 2012
    [Sales] 5 Reasons Why Social Media Was Born for SMEs [SLIDESHARE]
    Learn how you can use social media to increase leads and boost sales – download our eGuide How to Generate Leads from Social Media You don't need to be a big name brand with a six figure marketing budget to make social media work. It also allows you to engage with your customer base, while expanding it through referrals and recommendations.
  • TOM PISELLO  |  TUESDAY, JANUARY 25, 2011
    [Sales] White Papers are Influence Kings, But Need Personalization to Maintain Crown
    Savvy buyers are using on-line content to set strategies, explore and select solutions, all before ever engaging a sales representative. Noise is removed and education streamlined, helping to reduce sales cycles and drive more sales. Content that Matters Most? More information on Interactive White Papers can be found at: [link].
  • SYNECORE  |  SATURDAY, SEPTEMBER 6, 2014
    [Sales] A Beginners Guide to Inbound Marketing
    With the internet at their fingertips and motivation to research before every decision, 60% of a buyer’s decision is made before they speak to a sales representative. If your audience considers you a trusted source of information, they are more likely be interested in more sales-actionable content such as a trial offer or demo. 4.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 25, 2013
    [Sales] I've Discovered a New Class of System: the Customer Data Platform. Causata Is An Example.
    The new systems can also feed sales, customer service, online advertising, point of sale, and any other customer-facing systems. It has taken me a while to connect the dots, but I’m now pretty sure I see a new type of software emerging. Those are something new. Others I haven’t yet written about include Mintigo and Gainsight.
  • DIGITAL B2B MARKETING  |  THURSDAY, JANUARY 9, 2014
    [Sales] Change Is Overdue
    I’ve had it! I’m sick of crappy content, fluffy sales claims and advice that ignores the real issue. And I hope you will help (more on that in a minute). I’m tired of issues without examples, of the content marketers that are afraid of naming names and creating conflict. In one sense, it is true. The Black Hole of Content.
  • HUBSPOT  |  MONDAY, FEBRUARY 4, 2013
    [Sales] 39 Fantastic Inbound Marketing Blogs You Ought to Be Reading
    While covering a range of inbound marketing topics, this blog has some excellent sales-themed content for the marketer working closely with their sales organization. Posts You Might Like to Read: The Lifeline to Success: A Continuous Sales Candidate Pipeline. Why Sales People Shouldn't Prospect. 10) For Entrepreneurs.
  • DIGITAL B2B MARKETING  |  WEDNESDAY, MARCH 28, 2012
    [Sales] Why You Should Stop Mapping Content Formats to the Buyer’s Journey
    Debet mnesarchum ex eam, sale detracto ut sed. I have had it with “research” about the content formats B2B buyers prefer at each stage of the buyers journey. Multiple B2B publishers are pedaling this misinformation and as B2B marketers struggle with content marketing, it is diverting their focus. Yeah, right. Disagree?
  • MARKETING ACTION  |  THURSDAY, JULY 18, 2013
    [Sales] Right-Sized Marketing Automation
    Right away, our sales staff was gaining traction and closing deals,” said Doucette. “It takes other resellers using an enterprise solution a couple of weeks to turn out what we can do in a couple of hours with Act-On.”. Marketing automation could be called the Swiss Army knife of marketing technologies. Case in point: Flycast Partners.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 2, 2013
    [Sales] How to Overcome Disparate Data Challenges with Marketing Automation
    In his role, Dorban manages demand generation strategies to assist companies in creating more opportunities for their sales pipelines. Now factor in interpretation of buying behaviour and purchase history from a different source, and potential touches from sales or business development held in the CRM? Action Items.
  • 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.
  • HUBSPOT  |  THURSDAY, AUGUST 15, 2013
    [Sales] How to Get a Marketing Promotion: Top Execs Share Their Secrets
    Because just generating the results isn''t enough -- you have to back it up with numbers and shout your accomplishments from the rooftops. 3) Work closely with Sales to help generate new business. One way to get promoted is to show how you can help bring in new business -- yes, even though you''re not in Sales. There I said it.
  • HUBSPOT  |  MONDAY, NOVEMBER 14, 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. Follow these must-haves and you will soon have a great website that generates traffic, leads, and sales. The internet has fundamentally changed the way people learn and shop. What are these key elements you ask?
  • VIEWPOINT  |  THURSDAY, AUGUST 22, 2013
    [Sales] Good Reads for B2B Marketing - Are You Achieving High Performance Marketing?
    Online content in the sales and marketing industries is constantly changing. If you have high click-through rates and an abundance of leads being routed to sales, then you’re achieving that right? The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Maybe not.
  • 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.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 8, 2011
    [Sales] Interesting insights from Google Analytics
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | Traffic Sources. Check out this image. Some interesting data here.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 1, 2011
    [Sales] Find New Customers Fan of the Month – Kenny Madden
    He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. This month our fan of the.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MAY 20, 2011
    [Sales] Pirates, Train Wrecks, and Marketing Automation
    He also finds a set of puzzle pieces that, when assembled, present a flow chart of standard B2B marketing tasks: program setup, lead generation, nurturing, scoring, transfer to sales, and reporting. Expect to spend time on organizational changes and coordinating with sales, finance, and IT departments. Here's the screenplay.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, FEBRUARY 6, 2014
    [Sales] [Video] You'll Never Close Deals Calling on Powerless People
    CEB, a sales research group, calls these people the Mobilizers. If you''re tired of calling on people who really want to work with you, but can''t seem to get anything approved, listen up! Spending one more day working with these really nice individuals is a total waste of your time - even though they love you and what you''re selling.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MARCH 29, 2011
    [Sales] Most Industrial and Manufacturing Websites are Still Stuck in Web 1.0
    That statement may come as a shock to many site owners because they are convinced that sales leads will just roll in because their site includes a toll free number in a big bold font, there are links to the “Contact Us” page everywhere and/or there’s a RFQ form on the site. Really? Do they need help finding the right part number?
  • HUBSPOT  |  WEDNESDAY, JULY 18, 2012
    [Sales] How to Separate the Good Marketing Leads From the Bad
    So by training your team or software platform to identify bad leads and remove them from your sales queue, you can save your company time and get a better sense of what truly classifies a lead as a promising one. In this simple form of lead scoring, you would prioritize leads for your sales team that convert on the high-scoring offer.
  • SAZBEAN  |  MONDAY, OCTOBER 3, 2011
    [Sales] Social Media or/and Website for Lead Generation: What’s the key to success?
    Marketers, sales(wo)men and many C-Level’s in the B2B space have asked the question many times in seminars. I am quite happy to have found a study that actually gives some insight in a quite complex business topic. How often did we hear this question in the last three years? However, it is only second to personal connections and referrals.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 29, 2010
    [Sales] LinkedIn for lead generation - Are You the Missing Link?
    It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled " 10 Tips for Using LinkedIn to Generate Leads." Read Are You the Missing Link?
  • B2B LEAD GENERATION BLOG  |  THURSDAY, MARCH 13, 2008
    [Sales] Fear not! Think like a savvy investor with lead generation
    We have to remember that regardless of the economy, sales people are still expected to perform. seldom find sales quotas are lowered to fit the news headlines. If you want to flourish regardless of the economic conditions, you need to look for ways to help your sales team execute and improve performance. Can you blame him?
  • VERTICAL RESPONSE  |  WEDNESDAY, MAY 20, 2015
    [Sales] 5 Retail Tips to Make the Most of Dads and Grads
    tips to capture retail sales for both fathers and graduates: 1. For example, you might promote a special summer sale, reward them with a buy-one-get-one-free coupon, or invite them to an event. Now’s the time to go after these sales for your business. What do dads and grads have in common? Remind. Share ideas.
  • B2B IDEAS @ WORK  |  TUESDAY, NOVEMBER 11, 2014
    [Sales] B2B Marketing: Do You Need an Inbound Strategy?
    Inbound-sourced leads are consistently more knowledgeable about a company prior to speaking with a sales or business development representative than leads that originate through outbound means. We call this the "If it ain''t broke, don''t fix it" client. B2B Marketing B2B Inbound Marketing
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 29, 2012
    [Sales] Guests on Marketing Made Simple TV
    We’re thrilled with the quality of guests we are booking on Marketing Made Simple TV.  If you’re a CEO, CMO, VP of Marketing, VP of Sales or otherwise responsible for revenue, you’ll want to tune into Marketing Made Simple TV  every Thursday at noon ET. Here are great guests past and future: Mitch Joel, TwistImage.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 30, 2011
    [Sales] Wanna win a free business book?
    “If your business is flying high by making cold calls to sales prospects and by spending boatloads of money on ads, then you don’t need the rocket fuel contained in this book. Launch: How to Quickly Propel Your Business Beyond the Competition. is the new book by Michael L. Stelzner and you can own it for free. Launch. Good luck!
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 10, 2010
    [Sales] Savvy Speaks: Our Favorite eBook Examples from Around the Web
    First launched in June 2008, the eBook was downloaded more than 1,600 times and pumped 50 solid business opportunities into the sales pipeline by 2009. Last week the Savvy Sisters sounded off about eBooks – what defines the medium and how to use them to your best advantage. Useful, easy-to digest info with a lot of samples.
  • DIGITAL B2B MARKETING  |  THURSDAY, JANUARY 3, 2013
    [Sales] Email Best Practice or Recipe for Disaster?
    You examine everything in your bid for more opens, more clicks, more leads and more sales. You strive to improve the performance of your email marketing. You test exhaustively. You pore over every benchmark and research study. Subject lines, call to action, offer, design, images. Saying Thank You improves open rates and click rates.
  • MARKETING INTERACTIONS  |  THURSDAY, OCTOBER 21, 2010
    [Sales] What Does Your Funnel Look Like?
    Focus.com - thanks to Craig Rosenberg and Sarah Miller - invited 14 Focus Experts to share their picture and definition of the B2B sales and marketing pipeline funnel. I was very happy to be included in the fun! Yesterday, I wrote about static value. Download your copy here. See page 4] See my interview with @funnelholic.
  • BLOG MY CALLS  |  TUESDAY, JULY 2, 2013
    [Sales] Common Questions We Get About Call Recording
    Sales Training - Do your employees sale well on the phone? It also gives you a great baseline to use when you conduct sales training. Is it legal? Yes, in the United States, call recording is legal. 39 states are classified as ''one-party consent'' states. The caller DOES NOT need to know. What about my state? Connecticut.
  • WRITING ON THE WEB  |  TUESDAY, DECEMBER 6, 2011
    [Sales] Why Writing Like You Talk Works Better for Your Brain
    The efficacy of talking, versus writing, is also demonstrated by how you converse with your team when the news really matters, work up to talking to the person you met on a dating site or close big sales in-person. Works Better for Your Brain" alt=" Why Writing Like You Talk Works Better for Your Brain" />. How to Write Like You Talk.
  • VOICE-BASED MARKETING  |  MONDAY, MARCH 24, 2014
    [Sales] The Top 9 Components of the Perfect Landing Page
    But it plays a much more important role in the grand scheme of converting prospects to sales revenue. When a unique landing page is carefully designed to offer engaging, campaign-specific content, website visitors are more likely to turn into qualified leads, phone calls and sales. Starting at the top…. 1. Headline. and why? Benefits.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] 5 Ways to Deal with Change for Successful Marketing
    Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. Tweet As marketers, we deal with a lot of change. The B2B marketing world is exploding with touch points, channels and marketing technology, just to name a few blasts of change. Even our customer buying process has changed.
  • INBOUND SALES NETWORK  |  FRIDAY, APRIL 19, 2013
    [Sales] Why 61% of Companies Are Doing Content Marketing Incorrectly
    Brand awareness and customer acquisition are certainly important, but those goals alone produce large amounts of sales qualified leads. You need more than just awareness or a name and number to generate truly sales qualified leads. There is no question that in the digital world content is king. Now don’t get me wrong. The Bottom Line.
  • DIGITAL BODY LANGUAGE  |  MONDAY, DECEMBER 13, 2010
    [Sales] Four Interesting Trends from Dreamforce
    By leveraging attendance data as a key part of a buyer’s digital body language, marketers and sales people are much better armed. 3) Integration Must Be Seamless: Salesforce.com has long focused on the need to seamlessly tie together all interactions with customers, and this viewpoint is spreading throughout the entire buying process.
  • THE POINT  |  MONDAY, NOVEMBER 15, 2010
    [Sales] 5 Ways to Segment Your Lead Nurturing Campaign
    It’s tempting to want your lead nurturing program to magically guide the prospect seamlessly through the sales cycle. That’s because it’s often difficult to identify a precise sales stage based simply on prospect behavior. Take advantage of it. Here are 5 ways to consider segmenting your campaign: 1. Lead source. Job function.
  • DIGITAL B2B MARKETING  |  THURSDAY, AUGUST 22, 2013
    [Sales] 3 Common Problems with B2B Marketing Personas
    Talk to potential prospects that have not engaged with sales in order to understand prospects your marketing needs to reach. Developing personas is one of the first steps recommended by many B2B marketers. Understanding your audience is critical, and personas are one of the most effective solutions, right? The Funhouse Mirror Persona.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 23, 2010
    [Sales] Do Small Businesses Need Marketing Automation?
    The most common added function is sales force automation, but some also offer different combinations of e-commerce, order processing, customer support, blogging, Web site optimization and paid search. sales automation, search engine marketing, outbound email). These include Genoo , Hubspot , Infusionsoft and OfficeAutoPilot.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Sales] 95% have bad marketing. What I’m finding at Companies in the Tampa/St. Petersburg areas
    With ConnectWise, you can watch a short demonstration, chat with Sales or chat with Support on their website. The Vast Majority of Companies in Tampa/St. Petersburg area are REALLY Bad at Marketing – but a couple of firms are really good at marketing. Who are these firms and what do these have in common? ” very focused on buyers.
  • TOMORROW PEOPLE  |  FRIDAY, OCTOBER 14, 2011
    [Sales] How to Get the Best from Inbound Marketing?
    Your sales leads are just customers waiting to happen. The key to successful inbound marketing strategy is to apply a methodology consistently. Keep the following issues in mind to ensure that you apply inbound marketing effectively to your business: Every new lead starts with listening. Your potential customers have a great deal to tell you.
  • TOMORROW PEOPLE  |  WEDNESDAY, NOVEMBER 9, 2011
    [Sales] What’s The True Cost of Traditional Advertising?
    Now inbound marketing offers almost endless options for connecting marketing and advertising activities with a company’s overall business and sales strategy using resources such as LinkedIn advertising and other opportunities. The true cost of traditional advertising for business? In the past, options were limited. Follow @TP_James.
  • MARKETING ACTION  |  TUESDAY, AUGUST 27, 2013
    [Sales] 9 Steps to Lower Customer Acquisition Cost (And Higher Value)
    Well…you could do that, but the problem is, you probably won’t do much for sales. How to align everything (brand, content, sales process, etc.) so the machine produces a sales-ready lead. 5. How to link all the moving parts so your process flow leads to sales. 6. We’ll cover: 1. What to measure, and how. 8.
  • 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.
  • SAZBEAN  |  WEDNESDAY, DECEMBER 21, 2011
    [Sales] Using Social Media: How Not to Burn Bridges in Your Social Media Campaigns
    A social media campaign is a powerful way to promote your website or blog, reach out to an untapped user base, and ultimately make more money through direct sales and/or advertising dollars. – Using Social Media: How Not to Burn Bridges in Your Social Media Campaigns by Mitch O’Conner. 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.
  • 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  |  WEDNESDAY, SEPTEMBER 23, 2009
    [Sales] The Importance of Lead Nurturing SalesBuzz Radio appearance
    Clear, honest insights, with well articulated advice that is usable to everyone listening. I’d recommend this to anyone who wants to increase their sales, and needs to get something moving sooner than later. Jeff’s insight on the tactics of turning leads into sales was exactly what I needed. Comments about the show.
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 14, 2013
    [Sales] Are Machines the Future of Marketing?
    The idea that someday the CEO or Head of Sales will click a few buttons to set objectives, budget and timing and a machine will create and execute a marketing plan seems pretty far-fetched. When IBM’s Watson can tackle healthcare issues , marketing advice from machines doesn’t seem so unlikely anymore. Are you ready? Yikes!
  • SAVVY B2B MARKETING  |  FRIDAY, JULY 31, 2009
    [Sales] Savvy Week in Review - July 31
    How to Use Your Blog to Generate Sales and Leads with @AmyAfrica - by @MackCollier This Viral Garden post is a quick summary of the 7/26 blogchat around generating actual sales and leads with your blog. Stop Blaming Marketing - by @rebelbrown I couldn't agree more with this post: sales and marketing need to work together.
  • SAVVY B2B MARKETING  |  FRIDAY, JULY 31, 2009
    [Sales] Savvy Week in Review - July 31
    How to Use Your Blog to Generate Sales and Leads with @AmyAfrica - by @MackCollier This Viral Garden post is a quick summary of the 7/26 blogchat around generating actual sales and leads with your blog. Stop Blaming Marketing - by @rebelbrown I couldn't agree more with this post: sales and marketing need to work together.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, SEPTEMBER 29, 2013
    [Sales] Where Are Marketers Allocating Budget? [CHART]
    Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! What was particularly interesting were the two channels at either end of the spending spectrum. The increase in ad spend on social media advertising certainly seems justified. Enter AdFocus. Where Are Marketers Allocating Budget?
  • SAVVY B2B MARKETING  |  TUESDAY, OCTOBER 20, 2009
    [Sales] How to Lay a Solid Foundation for Marketing Success
    Further along in the activity cycle, marketers can extract additional value from this exercise by developing buyer personas that keep everyone focused when developing sales tools and communicating with prospective buyers. The five phases are: examine, plan, execute, communicate and evaluate. Related posts: Do you know your enemy?
  • HUBSPOT  |  FRIDAY, SEPTEMBER 21, 2012
    [Sales] An Introduction to the New Power of Social Media Lead Management
    You can use the app to see which contacts from your database are talking on social media, and then send them customized email communications after seeing that they're further down the marketing funnel. 3) Use Social Media Lead Intelligence in Sales Calls. But they’re still struggling to find a reliable way to use social to boost sales.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 5, 2014
    [Sales] Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages
    For more information on how to design webinars for the buying cycle, download the ON24 white paper – “ The Role of Webinars in the Buying Cycle ,” which discusses how ON24 webinars can help you to accelerate the buying cycle and produce sales-ready leads. This post is Part 2 of a 2-part series. You can read part 1 here.
  • MARKETING INTERACTIONS  |  MONDAY, DECEMBER 26, 2011
    [Sales] Why B2B Content Marketing Themes Fail
    hear a lot of reasons for using theme constructs: It's the only way to coordinate marketing and sales messaging. Themes for B2B marketing programs are not a new concept. They're used to "organize" marketing programs and create a rallying cry around a market trend that will (hopefully) drive business momentum. Q2: Green IT.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 10, 2014
    [Sales] How Personalized Retargeting Can Optimize Your B2B Ads
    Current digital advertising methods make it difficult to generate qualified sales leads with anywhere close to a reasonable cost-per-lead. Using Account-Based Marketing , a sales team might focus on a group of accounts with similar attributes, rather than a specific organization or industry. Targeting and Personalization
  • FOLLOW THE LEAD  |  THURSDAY, NOVEMBER 10, 2011
    [Sales] Oh! The places we’ll go!
    From the Golden State to the heart of New England, ZoomInfo has landed at multiple cities this year promoting both our award-winning data services and sales intelligence tool, ZoomInfo Pro. Sponsoring more than 20 shows this year, we began the … Continue reading →
  • VIDYARD  |  WEDNESDAY, NOVEMBER 27, 2013
    [Sales] How to Use Video to Prospect and Validate Your Leads
    Many sales reps often ask me, “how does a video marketing platform fit into the sales cycle?” As a sales guy, I use this feature when sending video in emails to prospective clients to make sure that I use the most appropriate image to entice folks to click. What This Means for Sales and Marketing. Calls to Action.
  • CLIENT BRIDGE  |  MONDAY, JANUARY 31, 2011
    [Sales] Brian Halligan Discusses the HubSpot Product Road Map
    Listed in to the HubSpot User Group, where CEO Brian Halligan discussed the HubSpot road map as they shift focus from sales and marketing to product development and innovation. He also highlights how across 4000 customers, HubSpot users average a 10% increase in leads month after month. Get a Free Trial of HubSpot Inbound Marketing Software
  • MARKETING INTERACTIONS  |  WEDNESDAY, NOVEMBER 2, 2011
    [Sales] The Secret to a Longer Life for Marketing Content
    What sales needs to close the new buyer. I work with a lot of companies that are limited in their ability to produce enough marketing content. I don't mean just any content, but content that resonates and serves as currency to buy prospect attention and actions. The secret is rather simple, actually. It's repetition. We know too much.
  • SAZBEAN  |  MONDAY, FEBRUARY 17, 2014
    [Sales] Should Your Company Blog?
    Social Media to Sales (Photo credit: sazbean) Blogging has been a topic for over 10 years. Now that we have social media and other digital marketing tactics, does it still make sense for your company to blog? What should consider to make the decision? – Does It Still Make Sense For Companies to Blog? appeared first on Sazbean.
  • SAZBEAN  |  MONDAY, FEBRUARY 10, 2014
    [Sales] Supercharge your Content for Higher Quality Links
    Quality content helps build awareness and reputation which create relationships that generate sales. The Secret Garden (Photo credit: @Doug88888) It’s no secret that content is vital to digital marketing efforts. Without quality content that your audience finds valuable, you’re just advertising (which is widely ignored).
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JANUARY 14, 2011
    [Sales] Content Marketing: Think Like a Publisher, Act Like an Investor
    For industrial marketers ROI is typically measured in terms of quantity of high-quality sales leads generated, increase in sales and revenues. This, theoretically, delivers customer contacts on targeted topics – leading to increased sales, as well as insight into future opportunities (technologies, developments, etc.).”.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 12, 2012
    [Sales] How to Talk About Pricing Without Scaring People Off
    Many marketers leave it to Sales to handle, preferring to be the "good cop" in the relationship. It's not a bad thing if they look at your pricing page and rule themselves out; in fact, it can end up saving your company -- particularly your sales team -- a tremendous amount of time and resources. Politics. Religion. Pricing.
  • B2B MEMES  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] Can You Have Entrepreneurial Journalism without Entrepreneurs?
    In the latest chapter of its ongoing critique of AOL’s hyperlocal news network, Patch , Business Insider last week took aim at the marketing and sales-prospecting efforts the corporation expects its editors to undertake. AOL, BI’s indignant headline says,”Requires Patch Editors To Drum Up Ad Sales Leads.”.
  • DIGITAL B2B MARKETING  |  THURSDAY, OCTOBER 11, 2012
    [Sales] B2B Marketing’s Missing Objective: Creating a Home Field Advantage
    As you help potential buyers through the process, they will become more familiar with you and your solutions as well, leading to an opportunity to make a sale. What companies do you want to work with? Not just the ones that seem safe or are good for your resume, but the ones you just want? You don’t need them, you want them. Strategy
  • INBOUND SALES NETWORK  |  TUESDAY, NOVEMBER 1, 2011
    [Sales] The Difference Between Email Marketing and Marketing Automation
    Marketing automation combines strategy and technology to help companies identify, manage & qualify sales prospects. When implemented properly, marketing automation implementation ensures that sales personnel are continuously focused on closeable, quality leads resulting in increased revenue and sales efficiency.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, JUNE 30, 2009
    [Sales] Data Management Is as Sexy as a High Quality Mattress
    Do some digging into your telemarketing and inside sales processes to ensure that they include steps to check for the currency and accuracy of the key data points when they interact with leads directly. At the end of the day, you want your contact data to be as accurate as possible so you can drive more sales. What's important?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 29, 2014
    [Sales] Case Study: Denny’s flips its audience with a sassy social media strategy
    By Kerry Gorgone, {grow} Contributing Columnist If your image of Denny’s restaurants as a place to take grandma for the dinner buffet, think again. The restaurant chain is re-inventing itself, led by a sassy social media strategy. The challenge: creating content and an experience worth sharing (and then showing a return on investment).
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 8, 2014
    [Sales] The Future of Big Data in Marketing Looks Bright
    Big Data has applications in several industries, but let’s stick to its impact on sales and marketing today and in the future. While the actionable insights were valuable to sales and marketing teams, the information was often buried within these data pools, difficult to extract or find actionable insights. Don’t Be Scared of Big Data.
  • B2B MARKETING UNPLUGGED  |  SATURDAY, SEPTEMBER 29, 2012
    [Sales] Why You Need to Stop Publishing Your Newsletter
    Years ago I worked with a sales administrator who had a hoarding problem. How appalled these poor hoarders must be now that anything they might want someone to know can (and will) be tweeted by the nearest sales person to her entire contact list before it’s even out of their mouths. Which is what I want to talk about today. BOCTAOE*.
  • SAZBEAN  |  SATURDAY, OCTOBER 29, 2011
    [Sales] Top Internet strategy, marketing and technology links for the week of October 30, 2011
    Reasons Marketing and Sales Should Get Married (HubSpot). Here are the top Internet strategy, marketing and technology links for the week of October 30, 2011… 3 Improved Ways to Reach the Modern Target Audience  (HubSpot). Extend Your Brand When You ‘Use Facebook As Page’  (All Facebook). New B2B lead generation calculus (WebInkNow).
  • CRIMSON MARKETING  |  THURSDAY, FEBRUARY 6, 2014
    [Sales] Why The Perfect Marketing Department Needs To Evolve [Infographic]
    Nearly half of buyers believe they are better informed than sales reps: 49.5% of buyers consult 3+ channels before purchasing big ticket items . Text from Infographic: The market has officially changed and marketing teams should too. The Internet has more than double the number of marketing channels. Lead Generation. Website Conversion.
  • MI6 MARKETING AGENCY  |  WEDNESDAY, SEPTEMBER 21, 2011
    [Sales] Canadian Companies Use of Social Media
    Our readers are comprised of entrepreneurs, business owners, marketing, sales and business development professionals. We ARE in a new era of marketing and sales in my opinion. The Mi6 Chart of the Day is a new blog series where we feature a chart each weekday that we think is relevant and of interest to our readers.
  • HUBSPOT  |  SUNDAY, SEPTEMBER 1, 2013
    [Sales] How to Create an Infographic in an Hour, the Sexiest CTAs on the Web, and More in HubSpot Content This Week
    Get 9 Days of Expert Sales Tips in Your Inbox. In an ideal world, you set aside a large chunk of your day to read up on the latest and greatest expert marketing or sales advice. To help give you your daily dose of sales information and inspiration, we put together a series of 9 quick tips to send you via email. until now. FAQs].
  • HUBSPOT  |  TUESDAY, FEBRUARY 3, 2015
    [Sales] How to Create an Ebook From Start to Finish [+ 18 Free Ebook Templates]
    Remember: The goal of your ebook is to generate leads for your sales team , so pick a topic that will make it easy for a prospect to go from downloading your ebook to having a conversation with your sales team. Below, you''ll see my customized cover with my sales-relevant ebook topic. my dad. Well, sort of. creating an ebook.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 22, 2013
    [Sales] Making Your Mobile Marketing Count with 6 Essential Strategies
    Using a sophisticated inbound IVR to provide information or prequalify a phone lead before sending it to sales, a Store Locator to route the mobile caller to your nearest store, and a virtual call center to route calls to sales are the best ways to ensure these phone leads have a smooth transition in their mobile experience. Want more?
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 1, 2011
    [Sales] 11 Questions to Help Evaluate Your Demand Generation Plan
    What percentage of raw inquiries meet sales-ready criteria or become qualified leads? How quickly does the average lead get a response from sales? In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality. Find out here.
  • HUBSPOT  |  TUESDAY, FEBRUARY 7, 2012
    [Sales] How to Create Marketing Offers That Don't Fall Flat
    They are also a critical tool for nurturing existing leads into a position that makes them more sales-ready. And if site visitors are looking at this type of content, they're likely already in your sales funnel and much closer to making a purchasing decision. Align offers with prospects' point in the sales process. Ebooks.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 4, 2013
    [Sales] Book Review: Marketing in the Round
    To generate topics, consider questions people ask during sales meetings, challenges your products or services have, pricing, and the ‘versus’ questions. The questions people ask during sales meetings are…the easiest to answer. Even if they don’t go to sales meetings, everyone talks to customers…. Four Marketing Round Approaches.
  • TOM PISELLO  |  MONDAY, SEPTEMBER 20, 2010
    [Sales] Frugalnomics: Business Productivity and Cost Reduction Remains Top.
    “It is essential to recognize how organizations are leveraging IT during this prolonged economic conundrum, as well as preparing for when the economy will improve.&# For sellers of technology solutions, the Frugalnomics focus means that marketing and sales must address IT executive concerns. The Forgotten Sales Profess.
  • INBOUND SALES NETWORK  |  THURSDAY, JUNE 30, 2011
    [Sales] Are You Targeting the Right Prospects?
    Why Selling to Management Shortens Your Sales Cycle. Then your sales process becomes a tedious, slow climb up the organization ladder to the person whom you should have targeted from the start. They waste your time, don’t tell the truth, and disrupt the time management of your sales cycle and sales quota.
  • CONVERSIONATION  |  FRIDAY, MAY 27, 2011
    [Sales] Where does Content Marketing Belong in the Social Business?
    It’s difficult to compare a large international B2B technology company with long sales cycles and a complex go-to-market model, to a local fast moving consumer goods e-commerce pure player or a non-profit organization, for instance. After all, he also has to cooperate closely with other services such as sales, R&D and product marketing.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 28, 2013
    [Sales] Using What You’ve Got: Video Marketing on a Budget
    To learn more about how to use video in your marketing campaigns, join our webinar on Wednesday, October 30th with Marketo, Ceros, and Wistia: Video Marketing is the New Black: How to Drive Sales and Marketing Success. You’ll want to integrate any videos you make into the rest of your sales and marketing efforts. Modern Marketing
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