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  • KEO MARKETING  |  TUESDAY, JULY 26, 2016
    [Sales] Five Steps to Increased Brand Loyalty
    In his book The Marketing Imagination , Ted Levitt of the Harvard Business School discusses the importance of forming a strong relationship after the sales is made. Plus, it is imperative that the entire company is involved in making the customer feel like part of the team, not just the sales people. You build brand loyalty.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JANUARY 8, 2016
    [Sales] Why Marketing Belongs in the Boardroom
    "Taking readings from the market, triangulating customer needs and translating that into the insights that focus the sales forces and help a company focus externally, squarely on the customer and the market. Credibility in the boardroom is measured in hard numbers. Global Phenomenon. CMO Corner
  • SALES ENGINE  |  MONDAY, JUNE 13, 2016
    [Sales] The Ugly Truth About Beautiful Content
    To create a productive and sustainable content operation, the sales and marketing departments must be on board. The sales process was not developed overnight; content won’t be either. You’re trying to overhaul your marketing strategy to catch up with trends, be more competitive, and make more sales. Or easy. Here’s why: 1.
  • CEROS  |  WEDNESDAY, MAY 18, 2016
    [Sales] What Does Content Marketing Maturity Look Like?
    The one-size-fits-all, sales-focused content of old no longer flies, and our approach has evolved on both the creative and technical side. Lead Gen & Nurture: How you generate leads and nurture them down the funnel to sales readiness. Sales-focused content. No nurturing-top of funnel leads go directly to sales.
  • FATHOM  |  WEDNESDAY, JULY 24, 2013
    [Sales] More Marketers Reaching Complete Marketing Automation Adoption
    In the study, levels of adoption were separated into 5 different stages, stage one being “no adoption of marketing automation” and stage five being “fully integrated into a company’s sales and marketing initiatives.” According to BtoB Magazine’s new study , 46% of B2B marketers are currently using marketing automation.
  • LEADERSHIP  |  FRIDAY, MAY 23, 2014
    [Sales] Interesting Infographics: How Valuable Is Marketing Automation?
    Also, 83.7% of respondents claimed their sales efforts strengthened because of marketing automation. Credibility among sales teams. How effective is marketing automation on your company? Note: If you want to read my take on it, please see this post on why marketing automation fails.). Two-to-five years. Over five years.
  • VIDYARD  |  THURSDAY, JULY 7, 2016
    [Sales] You’re Building The Airplane as You’re Flying It — Wise Words from Brian Hansford
    So I actually started my career as an inside sales rep at a startup in the early 90s when Windows 3.1 We don’t have to worry about having the Heinz Marketing sales kickoff and sales training events every year, and a big strategy planning initiative that puts everyone in a standstill and neutral for a quarter.”. was a thing.”.
  • B2B MARKETING INSIDER  |  FRIDAY, JANUARY 2, 2015
    [Sales] 56 Reasons Why Content Marketing Works
    The best content marketers prove the value of their efforts, showing how content drives brand awareness, lead generation, engagement, and sales. Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost. By NewsCred Social Media Strategist Alexa Biale ( @ Alexa_Biale ). Where Are We Coming From?
  • WEBBIQUITY  |  THURSDAY, MARCH 10, 2016
    [Sales] Four Key Ways To Build Your B2B Brand Online
    On an individual level, marketing and PR pros, sales reps, and executives should contribute thought-leadership posts that showcase their industry expertise, and contribute to relevant LinkedIn’s groups. Guest post by Irma Hunkeler. Brand-building in the business-to-business (B2B) sphere is a little different from the consumer world.
  • MARKETRI  |  MONDAY, OCTOBER 28, 2013
    [Sales] Does Your Law Firm Need More Than One Marketing Plan?
    Purchase Process: The decision-making process or sales cycle for purchasing legal services will be different depending on the market segment. Effective segment marketing plans deliver compelling messages using the most effective communication methods at appropriate points in the sales cycle. Carve out a niche! What about branding?
  • B2B MARKETING TRACTION  |  FRIDAY, APRIL 26, 2013
    [Sales] CMOs Need to Up Their CRM Database Game
    The days of marketing handing off leads to sales and retreating to their creative, lead gen  marketing silo are over. Now more than ever, marketing needs to work with sales to maintain an accurate customer relationship management (CRM) system that will serve both departments as they nurture prospective customers through the buying cycle.
  • B2B MARKETING TRACTION  |  TUESDAY, JUNE 7, 2011
    [Sales] What is Marketing? Better Yet, What is it NOT?
    Marketing is not graphic design, advertising, PR or sales. good distinction between sales and marketing is that marketing makes your phone ring, your email in-box fill up and helps engage customers in the buying cycle. Sales closes deals. Tweet. One way to begin to answer this question is to ask, “What is marketing not ?”
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JUNE 16, 2016
    [Sales] How do you build a content strategy when a market is already littered with “experts?”
    But only 35 percent realize an increase in sales in the first year. So if you go into this expecting new sales right out of the box, you’re setting yourself up for failure. There are many brand publishers vying for the attention of consumers. Some of the experts offer sound advice; some do not. And I like big questions. Webinars?
  • LEANDATA  |  TUESDAY, JULY 15, 2014
    [Sales] How to Build New Revenue in Your Account Base
    Consider some of the stakeholders and internal advocates across the company in various departments who regularly interact with customers in various—in sales management, customer support, customer success, product marketing, finance, customer marketing, or communications. Compare sales history with visits and engagement on digital (.com,
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 27, 2013
    [Sales] Top 10 Peter Drucker quotes on Business Management
    The author of this blog is Jeff Ogden of the digital marketing company  Find New Customers , an award-winning BtoB marketing and sales expert who’s a two time winner of Top 50 in Sales Lead Management. Buffer The Greatest Hits of the business management expert Peter Drucker. He wrote many books and shared muc h business wisdom.
  • FEARLESS COMPETITOR  |  SATURDAY, MAY 25, 2013
    [Sales] Highlights of this week’s best posts at the Fearless Competitor blog
    Monday’s post at the Fearless Competitor blog was wildly popular and addressed the remarkable number of business leaders who think sales lead generation is like instant coffee. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers.
  • 3D2B  |  TUESDAY, MARCH 18, 2014
    [Sales] Are You Making the Biggest Internet Marketing Mistake?
    Here’s the cold, hard truth: Research from Inside Sales.com shows companies are failing to use the most effective lead generation techniques—inside sales, executive events and telemarketing. They put their software to work, pulling together data from the top global sales organizations. Give Your Sales Force Leads They’ll Love.
  • B2B MARKETING INSIDER  |  THURSDAY, APRIL 28, 2016
    [Sales] 4 Rules to Drive More Inbound Calls from Mobile Marketing
    There’s no better way to attract web traffic, improve sales, or even drive inbound phone calls. In 2016, mobile marketing is poised to be more powerful than ever. The number of users who own mobile devices is continuing to increase, and the amount of companies who focus on mobile are increasing as well. If you’re […]. Mobile
  • THE FORWARD OBSERVER  |  TUESDAY, MAY 15, 2012
    [Sales] How to Crack the Code of B2B Social Media
    The problem is that most don't know how social media interacts with current and potential customers, and how it can drive awareness, sales, profitability and loyalty. An enigma is a puzzle or something mysterious and hard to explain. To many B2B companies, social media remains an enigma. They know what social media is.
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 20, 2012
    [Sales] All I Want For Christmas: 12 Thought Leaders Share their Favorite Gifts for Marketers
    How about, more leads and sales? Craig Rosenberg , Author of Funnelholic.com. A hug- because no matter how well marketers are doing, if sales can’t close, they take the heat. The best gift a marketer could get would be a short stack of seminal books on sales. by Jason Miller What is the best holiday gift for a Marketer?
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 5, 2014
    [Sales] 6 Must-Have Website Calls-to-Action that are Sure to Convert
    Because your website is often your first line of communication with a lead, make sure that your website contains numerous targeted CTAs, speaking to leads in every stage of the sales funnel. Author: Dayna Rothman When it comes to converting leads and making lasting impressions, your website is where the magic happens. Contact Us. Contests.
  • BUZZSUMO  |  MONDAY, DECEMBER 21, 2015
    [Sales] 50 Things We Learnt About Content Marketing This Year
    Effective content strategies require a good understanding of buyer personas and how the content will support the various stages of the sales funnel. There is an increasing recognition that content needs to be developed with a specific purpose in mind and be targeted at a specific stage or stages of the sales funnel. Altimeter ). Tools.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 25, 2013
    [Sales] How Dissatisfied CEOs Push Marketers into the Future
    Improved marketing-to-sales expense. Tweet I feel very fortunate to work with some of the world’s most progressive marketers.  Whether they’re MECLABS Research Partners or attendees at one of our Summits , these marketers are driven to prove to their leadership that their efforts drive a return on investment. CEOs are waking up. More revenue.
  • ANNUITAS  |  TUESDAY, MAY 26, 2015
    [Sales] 3 Things to Think About Before You Develop a Vertical Marketing Strategy
    have worked in companies in the past and with other organizations that have taken a vertically aligned approach to their sales and marketing, and rarely have I seen it work very effectively. That is a good start, but what about Lead Qualification teams, Inside Sales, and Customer Support? Vertical Marketing is Truly Focused on the 10%.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 28, 2012
    [Sales] How to Write the Perfect B2B Blog Post
    Blogging may be a preferred means of communicating with and engaging leads through the entire – often lengthy – sales cycle, but many in the B2B space struggle with it. by Jesse Noyes | Tweet this By now, blogging is far from a fringe marketing activity. They struggle with how to write a good post, one that will get read. Keep it Short.
  • KEO MARKETING  |  THURSDAY, SEPTEMBER 22, 2016
    [Sales] Keys to Containing Your Marketing Costs
    Stretch: An aggressive focus on driving leads, conversion and sales. Sales Empowerment. Goal: Empower the sales team. A lot of thought should go into the process of budgeting for marketing costs. How you choose to allocate funds for your marketing efforts depends on your company, industry, target audience and company goals.
  • HUBSPOT  |  MONDAY, DECEMBER 30, 2013
    [Sales] Why the Digital CMO Is Already Obsolete
    Gone are the days when a brand’s best moves are to hire expensive PR agencies, ramp up ad budgets, and recruit commission-hungry enterprise sales reps. Instead, business need to earn those connections, not push-comes-to shove sales quotas. Display retargeting is a tactic for ramping up sales. inbound marketing Advertisin
  • RADIUS  |  FRIDAY, AUGUST 5, 2016
    [Sales] 3 Emails That Will Actually Improve With Predictive
    Here’s a short description of each type of email, who should consider using this type of email, and how Predictive can help: 1) Sales Prospecting Emails. Today’s B2B environment calls for highly personalized and compelling sales emails that can ensure prospecting success. Email continues to be a powerful tool for most marketers.
  • BLUE FOCUS MARKETING  |  MONDAY, DECEMBER 19, 2011
    [Sales] Out with the Old (Marketing) And In With the New
    But, your social media efforts can also generate cost-effective leads and sales. Lunch time provides opportunities for increased sales if you can satisfy a long line of hungry, impatient customers. Use inbound marketing to attract prospects to your sales funnel – like a magnet. Charles Darwin. More Media Options Today.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 3, 2012
    [Sales] Thriving in the Pressure Cooker: 5 tips for optimize your time, knowledge for better lead gen
    For marketers and sales professionals, the pressure cooker we live in all year is turned up a few notches. We expect robust sales. I was reminded of this mindset when I recently taught a day-long seminar on B2B Marketing Best Practices at ExactTarget’s Connections 2012 conference. Tweet It’s year-end. Uncover qualified leads.
  • JUNTA 42  |  MONDAY, OCTOBER 10, 2016
    [Sales] A Simple Approach to Document Your Content Marketing Strategy
    create leads, have better customers, generate higher-quality leads, make direct sales). How quickly, considering the buying cycle, can you tie the initiative to sales, cost savings, or customer loyalty? Even if the sales team can break through and get a meeting, we are trying to win the business solely on price and not on value.
  • HUBSPOT  |  WEDNESDAY, AUGUST 6, 2014
    [Sales] 25 Demand Gen Resources, Stats, and Visuals Worth Bookmarking
    Demand generation programs are touch points throughout the conversion optimization and sales cycles.". 19) More than half of marketers who’ve been using social media for at least three years report it has helped them improve sales. 20) 49.7% of companies using inbound marketing increase sales within 7 months. 11) U.S.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 28, 2016
    [Sales] 4 Ways to Make Your Mobile Marketing Stand Out
    Today’s mobile user picks up or glances at their mobile phones up to 200 times each day and 75% of those interactions are just to glance at who called, what meeting is next, or what sale just started. Used correctly, push notifications can massively increase your sales and retention levels, as they have done for many brands already.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 10, 2015
    [Sales] Growing Value: The Value Selling and Realization Summit
    Yet, only 7% of buyers say your content and sales reps as value-focused. Did you know …. Over 95% of B2B buyers demand proof that you’ll deliver value, demanding financial justification / ROI quantification prior to purchase approval. So how do you best evolve from empty product pitches to a more effective value selling approach?
  • B2B MARKETING TRACTION  |  MONDAY, FEBRUARY 23, 2015
    [Sales] 7 Ways to Get Better Results from Your B2B eNewsletter
    You don’t want your eNewsletter to just be a sales pitch, but if you’re adding value with helpful articles and information, you should still include some calls to action. You send a regular eNewsletter, but are you getting results? Set clear objectives for your eLetter. What do you want to accomplish with your eLetter?
  • HUBSPOT  |  THURSDAY, MAY 5, 2016
    [Sales] The Pros and Cons of the Bonobos Ecommerce Model
    Simply put, Bonobos has come to define ecommerce with a guide shop sales model that seems to work—but are they missing out on some key sales? Let’s examine the pros and cons of their guide shop sales model. Bonobos is a wildly popular men’s online shopping boutique that is changing the way people shop. Pro: Huge Selection.
  • B2B MARKETING INSIDER  |  THURSDAY, DECEMBER 13, 2012
    [Sales] Big Data For Marketing: I Want My Real-Time Dashboard
    Retailers are quickly realizing that big data is the new battleground in the fight for high-volume but razor-thin sales margins. “Data is the new oil.” ” That was one of my favorite quotes from a conference I attended earlier this year. Second, we need the foresight to look at new technologies and tools to access it.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 5, 2012
    [Sales] Are Marketers Becoming Digital Dinosaurs?
    The point is to lower the cost of sales and to increase the effectiveness of marketing. According to a CMO Council study of more than 200 marketing executives, covered by MediaWeek , marketers are being left behind by the digital age. The report stated that 90% of companies do not have an integrated digital marketing strategy.
  • THE ROI GUY  |  WEDNESDAY, JULY 25, 2012
    [Sales] Role Models
    In order to get the buyers to “Yes”, sales and marketing must understand each stakeholders role in the buyer decision and deliver the relevant value proposition to each. For Finance it might be reducing days-sales-outstanding and days-to-close. IT decisions have become more complex, with more stakeholders than ever before.
  • SALES ENGINE  |  TUESDAY, AUGUST 25, 2015
    [Sales] Using Video to Collect Subject Matter Expertise
    In most companies, the expertise comes from an executive, such as the CEO or President, senior level sales and product managers, and customer service. More Relevant Posts from Sales Engine: What's Your Content Development Strategy? Content creation starts with access to subject matter expertise. junior person can’t get it done.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 2, 2016
    [Sales] 20 Tremendous Digital Marketing Stats and Facts
    Less than 8% of total B2B product sales are closed directly through the Internet, versus 15% for B2C products. ( The CMO Survey ). 4. Digital marketing budgets continue to rise, often at the expense of offline advertising spend. Image credit: MarketingProfs. combined. Measurement remains problematic. Consumers hate online ads. combined.
  • VIDYARD  |  TUESDAY, FEBRUARY 23, 2016
    [Sales] Businesses See 500% Lift in Email Conversion with Personalized Video
    Sales teams are using personalized video to improve the impact of prospecting, events teams are using it to drive registration and attendance, HR loves it for recruiting, and customer success is creating personalized welcome and on-boarding videos. Marketers live in challenging times. Get the Guide. Get the Guide. Lenovo: 4.5x
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 27, 2010
    [Sales] I’m psyched to join InsideView
    InsideView is a hotshot company with a dazzling future.  As the leader in sales intelligence and social CRM, InsideView is revolutionizing the way business people communicate.  Having spent many years in Marketing, Sales, and Business Development [.].
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 30, 2015
    [Sales] 22 reasons you know you work in B2B marketing
    When you learn to respect sales people. 8. When there’s a category in your industry awards entitled ‘Best integration of sales and marketing’ that you’d actually like to win. When your client's buying cycle is so long that their CMO will have moved jobs three times before any of the leads you’ve generated for them convert into sales.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 14, 2013
    [Sales] Slow and Steady Makes for a Successful Teleprospecting Pipeline
    Each day is a new opportunity to create relationships with the prospects, administrators, and sales reps with whom you work. If clients do not have a background in sales or teleprospecting, they might not understand the time it takes to maneuver through an organization and uncover a fully qualified lead.
  • NUSPARK  |  MONDAY, OCTOBER 31, 2011
    [Sales] Video Blog 1: An Introduction to the B2b Buying Funnel
    The focus of this first video blog is a tour of the funnel, from marketing inquiry to sale, and everything that occurs in between. For those who follow our blog, you know we have a lot of great content, covering all aspects of digital media and lead generation topics. Well, I’ve decided to start shooting some occasional video blogs.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 14, 2014
    [Sales] The Global State of the Mobile App and Push Notification Markets
    Direct sales. You may be offering an app for sale whereby the push notifications become part of the selling point of the app itself. by Kaila Garrison | Tweet this On May 28, the webinar entitled Push Your Mobile Marketing Strategy Forward was held. The first topic was the global state of the mobile app & push notification markets.
  • LEANDATA  |  MONDAY, MAY 16, 2016
    [Sales] How LeanData Stacks Up
    Account-Based Sales & Marketing LeanDataAt some point, Scott Brinker began to notice a familiar pattern at business conferences. Each time a marketer was on stage giving a presentation, one slide would eventually appear on the screen. The speaker would say something like: And here are the tools that we use. Scott Brinker. Brinker said.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 14, 2015
    [Sales] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. Even if they are not far along in the sales funnel, you may become a trusted source of information in their minds. This is doubly important in a B2B context where word-of-mouth and referrals play a big part in sales.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, MAY 2, 2011
    [Sales] Manufacturer’s Marketing Video Becomes a YouTube Sensation
    Even though the original intent was to create a sales tool for its manufacturing customers, it went viral in a big way after the company posted it to YouTube. I’m not talking about several thousand views; the 5+ minutes long video has been viewed 12,379,640 times since it was first uploaded to YouTube about two months ago. Here’s proof.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, OCTOBER 17, 2012
    [Sales] To Get More Referrals, Paint a Picture
    also needs to educate referral sources about what happens when management teams are in conflict: projects stall, sales slump, market share declines, costs skyrocket etc. There are three things every CEO wants: increased sales, reduced costs, and reduced risk. There is a reason you’re not getting more referrals.  They respect you.
  • SAVVY B2B MARKETING  |  MONDAY, FEBRUARY 13, 2012
    [Sales] Three Tips to Get Manufacturers Started with Social Media
    Use LinkedIn to Help Fill the Sales Funnel. Manufacturers can use LinkedIn to prime the sales funnel if they leverage their connections. Considering that after you have a few hundred connections your network extends into the millions, LinkedIn can be a great way to get in touch with potential sales contacts.
  • HUBSPOT  |  SUNDAY, JANUARY 5, 2014
    [Sales] 2014 Marketing Resolutions, the 30-Day Blog Challenge, and More in HubSpot Content This Week
    20 Top Experts Share 24 Trends Transforming Sales in 2014 [SlideShare]. With all of this 2014 marketing talk, it''s important that we don''t forget about marketing''s right-hand man: sales. After all, marketers are responsible for generating leads for the sales team to close. the party is over. What Should I Tweet? We hope so!
  • SAVVY B2B MARKETING  |  THURSDAY, APRIL 7, 2011
    [Sales] Analyzing the Competition Where It Counts
    According to Tony , “One of the clearest mandates being heard from buyers today is the desire for buying experiences that offer more than just a product or service sale. But to get a true sense of just how well they stack up, organizations should assess their competitors in three areas: Idea marketing. Content marketing.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 9, 2014
    [Sales] How To Build Up Social Media Marketing Like LEGO
    LEGO employs four different ways of measuring and tracking ROI: Direct sales; the ability to build brands; efficiency monitoring; and the ability to do damage control. by Amanda Batista | Tweet this The new LEGO movie theme song declares, “Everything is awesome!” Do your brand’s social media followers feel the same about your channels?
  • B2B LEAD BLOG  |  TUESDAY, JANUARY 7, 2014
    [Sales] Revenue Marketing Gets its First Big Conference: REVTalks
    We’ll have 36 executive-level speakers in one day talking in the areas of: Change Management, Sales & Marketing Alignment, Strategy to Execution, Globalization, Organization Structure & Team and Data & Analytics. You can’t do Revenue Marketing without sales.  Why use the 15-minute talks format? . Period. 
  • READYPULSE  |  FRIDAY, JUNE 3, 2016
    [Sales] How to Drive Conversions with Instagram
    Executives want to know how and where their staff is spending money on social media and if participation is actually driving sales and adding to the bottom line. Use Photos that Drive Sales. In no particular order, below are the findings from their research regarding the type of photos that drive sales. Longer captions.
  • TONY ZAMBITO  |  SUNDAY, JUNE 5, 2016
    [Sales] Use Buyer Persona Research To Improve B2B Customer Experience
    goes towards the 20% of decisions based on offerings and price.  In other words, approximately 80% of marketing and sales investments are going towards 20% of the buying decision. And, a large percentage indicating a hesitancy to renew based on dissatisfactory post-sale experiences.  by Creative Stall. Would you agree?
  • SYNECORE  |  THURSDAY, MAY 21, 2015
    [Sales] Google Buy Button: Retailer’s Boon or Devil’s Bargain?
    In essence, Google is agreeing to pass along the fruits of the sale as long as it (Google) controls the means of its reproduction. On the bright side for retailers (I guess) Google is happy to be paid merely through its existing advertising model rather than taking a piece of the sales price of items, which is how eBay and Amazon do things.
  • BIZNOLOGY  |  THURSDAY, JULY 5, 2012
    [Sales] How Performance Marketing Accelerates B-to-B Prospecting
    Hiring a telemarketing shop to conduct appointment-setting programs for sales reps is a long-time staple of the B-to-B marketing toolkit, and often priced by the appointment.  Avoid this model unless you have good data on conversion rates—conversion to qualified lead, and then conversion to a sale.  Photo credit: Wikipedia.
  • VERTICAL RESPONSE  |  TUESDAY, AUGUST 27, 2013
    [Sales] How to Email Often without Losing Readers
    And how often can you send a pitch alongside non-sales content? If you do that, the ratio of sales to non-sales emails recedes in importance. So feel free to send out those sales pitches. But if people don’t unsubscribe because they get a sales pitch, why, then, do they unsubscribe? Take Social Triggers.
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 16, 2012
    [Sales] You cannot treat a patient who does not know he’s sick
    This is one truism of sales lead generation. Clearly they need lots of help with sales lead generation. The tie to human nature is undeniable. Let’s say you find a 50′s ish man who’s at least 80 pounds overweight. You have a low cost and proven effective way to lose weight and improve self image. Will he agree?
  • B2B MARKETING INSIDER  |  TUESDAY, SEPTEMBER 15, 2015
    [Sales] The 15 Best Content Marketing Videos Of 2015
    They show how you can draw out maps for customers and get them hooked into your sales funnel with your content marketing strategy. Defining and Using the Sales Funnel in Content Marketing”. Want to learn all about the sales funnel, and how it relates to PR and content marketing? B2B Content Marketing Tutorials. 1. Fernandez.
  • THE POINT  |  TUESDAY, MAY 3, 2016
    [Sales] Salesforce “State of Marketing” Report: Better Happy Than Good
    No surprise here – the leading sales and marketing technology company says that investing in sales and marketing technology is a good thing. Salesforce has released their “ 2016 State of Marketing Report ”, a massive 70-page tome and the result of surveying nearly 4,000 marketing executives worldwide.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 29, 2010
    [Sales] 11 Reasons Why Outbound Telemarketing Programs Fail
    Rob and I support and have adopted what we call the “Tele-Web” concept of driving the most efficient leads for sales through pull-based inbound programs. Unclear lead criteria: speak with sales to uncover the specific lead criteria and scoring that will define a quality lead.  Thanks for emphasizing the point! This is a constant.
  • 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.
  • CONTENTLY  |  THURSDAY, JUNE 30, 2016
    [Sales] Contently Quarterly: The Summer 2016 Issue
    Our sales team uses content to build relationships with potential buyers further down the sales funnel. After all, they say every sale starts with a story. Content marketing is transforming. No, it’s not turning from a robot into a gun like Megatron. and Europe. Also, since this is Contently, expect a healthy dose of fun.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 21, 2010
    [Sales] 10 Winning B2B Marketing Habits to Adopt in 2011
    Conversion ratio of inquires-to-leads, leads-to-opportunities, and opportunities-to-sales. Habit 5:  Do “one extra thing” every day.   I learned this one from a very successful sales colleague and it applies equally to marketers.  Perhaps you are equally committed to goal setting. Habit 2:  Embrace your challenges. Chris Ryan.
  • SYNECORE  |  THURSDAY, JUNE 20, 2013
    [Sales] Your 5 Step Approach to Business Blogging
    Avoid purely sales-focused blogs. But remember, your blog will not gain traction if a reader can hear the sales pitch in the first sentence. You’ve heard it before: in order to generate leads online, your business needs to blog. So, that''s got you convinced? Awesome. Next step: you need to start. Build buyer personas. state? score.
  • VIDYARD  |  MONDAY, JANUARY 11, 2016
    [Sales] 4 Reasons Why We Are Building an In-house Video Production Room
    If our CRM, marketing automation tool, and video marketing platform are all in sync tracking what prospects are watching, we have so much data on how to follow up—which is why our sales team has also been pushing for this. I’ll paint the picture for you: let’s say a lead watched our video on predictive demand generation. Get the Guide.
  • THE POINT  |  FRIDAY, FEBRUARY 5, 2010
    [Sales] Lead Nurturing & the 80/20 Rule
    You can respond to every possible whim of a Web visitor with an email specifically crafted to nudge that person down a pre-determined sales path. That is, by most standards, a program of gordian complexity, and the effort and strategic thinking that went into its design should be lauded. But is all that necessary? Not really. doubt it.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 4, 2013
    [Sales] How are you Keeping your Team Motivated through Holiday Celebrations?
    Not only is fall a time for beautiful weather, apple picking, and pumpkin lattes, but it’s my favorite time when it comes to sales. Some people don’t always like the idea of summer ending and fall kicking in, but it is honestly my favorite time of year. As a result, they are all willing and open to talking when they receive cold calls.
  • VIEWPOINT  |  THURSDAY, MARCH 19, 2015
    [Sales] Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]
    On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. That''s not to say they''ve abandoned it entirely.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, OCTOBER 4, 2016
    [Sales] What CMOs Really Think About Account-Based Marketing
    The second to be named was the ever-elusive goal of driving sales and marketing alignment. Is account-based marketing (ABM) a short-term trend or a long-term strategy? Is it resource intensive or scalable? An optional component or core pillar? But what are modern CMOs considering as they attempt to implement effective ABM programs at scale?
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 12, 2011
    [Sales] B2B Marketing Tactics That Work Today
    The topic is B2B Tactics That Work (And Those That Don’t ). I am often asked “what is the best tactic in B2B Marketing for driving leads, pipeline or new sales?&# Realize that, especially in B2B, we need to help our sales people sell stuff. The Hottest Topics in B2B Marketing. What’s hot in B2B Marketing? QR codes?
  • SNAPAPP  |  FRIDAY, JUNE 12, 2015
    [Sales] How Ecova Expanded a Campaign and Pre-Qualified New Leads With Interactive Content
    The questions asked in the assessment enabled Ecova to dramatically shorten their lead qualification timeline and prioritize hot leads for the sales process. So far, they’ve converted 33% of new leads into opportunities, with a much-shortened sales cycle. The Challenge. The Solution. The Results. Contact us today
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 20, 2017
    [Sales] 5 Steps to Kickstart Your Account-Based Marketing Program
    Let’s start with the obvious: As with any successful B2B marketing strategy, close sales and marketing coordination  is essential. According to MarketingProfs, companies that have aligned sales and marketing teams generate 208% more revenue. Author: Hila Nir The value of account-based marketing (ABM) is undeniable.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 18, 2016
    [Sales] Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors
    Execute Interactions Deliver Messages This includes systems to deliver emails, personalized messages on the company Web site, display advertisements, and includes alerts and advice to sales reps. Flows may also trigger actions other messages, such as purchasing more contact names or alerting a sales person. Awesome!
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 28, 2016
    [Sales] How B2B Vendors Can Generate Trust and Credibility With Their Website
    While not every buyer that visits your website will be ready to speak to a Sales representative right away, some inevitably will be. Make sure that you don’t miss out on these low-hanging fruit by fast-tracking content assets that buyers require before taking the step of reaching out to your sales team. Improve your credibility.
  • NUSPARK  |  FRIDAY, OCTOBER 28, 2011
    [Sales] Is Blogging Right for my Business? The Benefits of a Business Blog
    People prefer to buy from businesses that seem active online and produce helpful, quality content—not just sales messages. Attracting traffic is all well and good, but when it comes to generating leads and sales, quality is more important than quantity. What are your goals? Thought leadership, SEO, lead generation? From Apryl Parcher.
  • WEBBIQUITY  |  MONDAY, APRIL 14, 2014
    [Sales] 83 Exceptional Social Media and Marketing Statistics for 2014
    Online sales currently account for about 35% of total revenue for B2B vendors, though that’s higher (41%) among US companies. Of the three major types of online advertising (search, display, and social), search is viewed as the best channel for driving direct sales, cited by 40% of marketers (vs. What do only 48% of searches result in?
  • BIZIBLE  |  MONDAY, AUGUST 22, 2016
    [Sales] How To Measure Paid Media ROI (ROAS)
    If your paid media campaigns are generating clicks and leads, but they’re not getting through the marketing and sales qualified lead stages, they aren’t particularly valuable. Now, for marketing organizations that are truly aligned with their sales team and have a revenue commitment, it’s important to take the final step and measure ROI.
  • FATHOM  |  TUESDAY, SEPTEMBER 2, 2014
    [Sales] Laws of Marketing Power: Be Royal in Your Own Fashion
    Sales & Marketing Alignment 48 laws of power “For a king respects himself and inspires the same sentiment in others.” ” –Robert Greene,  The 48 Laws of Power. King Cardinal. find this law extremely inspiring because it conveys a message of self-confidence and belief in one’s abilities.
  • FATHOM  |  MONDAY, AUGUST 25, 2014
    [Sales] Laws of Marketing Power: Avoid the Unhappy and Unlucky
    Sales & Marketing Alignment “There is only power and good fortune to be obtained by associating with the fortunate.” ” –Robert Greene,  The 48 Laws of Power. Marketers know that happiness is powerful. By creating feelings of good fortune and happiness, your brand attracts people to believe in the ideals it represents.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 13, 2010
    [Sales] Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth
    Tags: Accountability Marketing Automation Modern B2B Marketing Modern B2B Sales Phil's Posts IBM and Unica Marketing Analytics revenue cycle analytics
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 16, 2011
    [Sales] Thought Leadership Interview #8 – Brian Kardon, CMO of Eloqua
    I’m pleased to bring back a series of interviews with thought leaders in B2B Sales and Marketing from earlier this year. Jim Dickey said it is like raising the high jump bar, when we could not clear the last height.  As a marketing expert, Brian, what are you observing in B2B sales? Partner up with your CFO and head of sales
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 29, 2012
    [Sales] Lead Generation: Phone calls turn first-time webinar into million-dollar leads
    There are several deals from this effort moving through Planisware’s sales cycle – which can be two years or longer – and these deals could be worth millions, Scully says. Webinar Replay: Teleprospecting that Drives Sales-Ready Leads. Leadership was reticent. The risk? Scully had never promoted or planned a webinar before.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 25, 2014
    [Sales] 4 Must Haves To Enhance Your Marketing Analysis Strategy [New Guide]
    You must agree upon, live with, and communicate these key metrics with your sales brethren. Most importantly, search out the valuable pearls that help improve the velocity of a prospect to an opportunity, and an opportunity to a closed sale. First, you should be sure to check off the following of your strategic planning list: 1.
  • MODERN B2B MARKETING  |  MONDAY, JULY 29, 2013
    [Sales] Push it Good! Tips to Move Leads Through the Funnel
    Improves sales efficiency. If you are too sales heavy in your content, leads will put their blinders up. These campaigns are sales-y in nature so be cautious to not overuse them. For example, we segment our nurturing tracks based on two variables: role (marketing, sales and exec) and buying stage (early/mid and late).
  • CHIEFMARTECH  |  TUESDAY, JUNE 28, 2016
    [Sales] Where unicorns come from — feeder roles for marketing technologists
    Sales and support. Marketing & Sales Information System Analyst. Manager, Global Sales Enablement. #3. Marketing & Sales Information System Analyst. Sales and Support: Senior Coordinator, Sales. Sales Support Specialist. Manager, Global Sales Enablement. Straight-up marketing. Media.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 27, 2011
    [Sales] Slideshare ditches Flash. Moves to HTML5. Now mobile and search ready.
    Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at findnewcustomers.com. B2B Demand Generation | Slideshare becoming a powerful mobile marketing tool. Do you use Slideshare for your marketing campaigns ? If you don’t, you should. Highly recommended.) But it is about to get a lot more powerful.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    The real issues are budgetary (budgets and content), organizational (skills, data quality, sales feedback, sales integration, and performance standards), and technical (data collection and compatibility). The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks.
  • B2B MARKETING INSIDER  |  THURSDAY, MAY 31, 2012
    [Sales] 28 Tweetable Moments from Sirius Decisions Summit #SDS12
    The event gathered together more than 1,000 sales and marketing professionals from companies of every shape, size and location. Sales and Marketing Alignment Still # 1 Issue:  Sirius Decision mentioned that sales and marketing alignment is still the # 1 issue for us, but the Twitter traffic replied: “just get it done.”
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, MARCH 26, 2015
    [Sales] URGENT!
    Please call 281.969.7514 and/or email us at sales(a)tiecas.com. Please note that our company website tiecas.com is temporarily down. Our technical department is working on the issue and we’ll be back online soon. Thanks for your patience. The post URGENT! by Achinta Mitra appeared first on Industrial Marketing Today.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 10, 2016
    [Sales] Content Not Getting Enough Love? Try These 5 Easy Fixes
    sales sheet is definitely informative, but clicking through a short list of questions pertaining to needs and interests can actually show a new customer how your product can work for them without coming off as an impersonal sales pitch. 2. It’s no secret that marketers are attention seekers, at least when it comes to content.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 11, 2010
    [Sales] Thought Leader Interview with Debbie Qaqish
    Debbie Qaqish, is a recognized thought leader and innovator in the demand generation space with seven years experience in using marketing automation and over 30 years experience in sales and marketing. How do you envision the evolution of sales and marketing over the next 1 – 5 years? Debbie is all about revenue.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 6, 2010
    [Sales] Lessons Learned: Crowdsourcing the Best of Mastering Lead Management
    Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 Some of the tweets from his session include: ardath421 : How sales wants to sell has little impact on how buyers want to buy . buyers seek out sales people now, not the other way around. .
  • CONTENTLY  |  TUESDAY, MAY 3, 2016
    [Sales] Does Your Content Need a Permanent Home?
    You’ll want to guide viewers to to an e-book or case studies that demonstrate your product’s effectiveness, which will then lead readers to a sales person. If you’re pursuing ad sales, you’ll need a home where you can measure, control, and promote your work. Are you B2B or B2C? Is your content made for mobile?
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 9, 2011
    [Sales] Laugh and Learn with Find New Customers | Episode 43 – Tribute to Steve
    Contact Find New Customers by calling (516) 495-9350 or by sending an email to sales at findnewcustomers.com. Did you hear the President talk last night about spending hundreds of billions to address the depressed economy? Someone should tell him to tune into Laugh and Learn instead. It should put a smile on every face.
  • WINDMILL NETWORKING  |  THURSDAY, APRIL 14, 2011
    [Sales] Twitter for B2B Marketing Case Studies: Four Ways How Tweets Lead to Business
    Many businesses have already taken the liberty of tweeting to their advantage to increase sales opportunities and have been succeeding at doing so.  The Bottom Line : 13 days later Avaya closed a $250,000 sale. B-Co Communications – The Answerer. The Bottom Line : Today there are 10 sales reps. And apparently he agreed!
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