B2B Memes

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The Coming Death of Self-Publishing

B2B Memes

Until recently, the only practical alternative for aspiring authors was vanity publishing: paying a company a large sum of money to produce their book, with little or no marketing or sales assistance. It won’t be long before self-publishing as a concept is dead. In fact, it’s healthier and growing faster than ever. These distinctions were once a reliable measure of quality.

Editorial Quality Vs. Revenue: A False Dichotomy

B2B Memes

In it, the magazine editor described a frustrating planning meeting with his counterparts in advertising sales. Though the editor had done thorough reader research in proposing editorial topics for an upcoming magazine project, the sales staff would have none of it: The topics I suggested would provide the basis for good editorial quality; however, our sales team deemed them too difficult to sell sponsorships. To the editor, this was a clear case of sales priorities trumping editorial quality. But that’s not fair. Where does that leave us? It beats me.

“Content Is Power”: Q & A with Mark W. Schaefer

B2B Memes

To put it hyperbolically, I was looking for truth, they were looking for sales. So I got into PR for awhile and then migrated to sales and then marketing. Mark W. Schaefer. couple of years ago when I started B2B Memes  it was my plan to focus exclusively on trade publishing. For me, a journalist, this came as a jolt. Our goals were fundamentally different. Use your head. love that!

It’s Time to Embrace Editorial as a Profit Center

B2B Memes

Sales is a profit center , editorial is a cost center. The old “profit centers,” advertising sales and subscriptions, aren’t very good at the conversion process anymore. They love it when their sales force sells editorial in general; they hate it when they sell editorial in particular. Early this week, Steve Yelvington made a comment on Twitter that reminded me of something I’ve been mulling over for some time. Our newsrooms (or whatever we choose to call them) should be engines of success,” he said , “not cost centers.”. He’s right, but I prefer stronger phrasing.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Doubling Down on Print, for Better or Worse

B2B Memes

The problem with the strategy is that it won’t, as hoped, “cut into e-book sales” in a significant way. A nice specimen. Photo by Robert Burdock/Flickr. Over the weekend, New York Times reporter Julie Bosman described how book publishers have begun putting extra effort into making their print products more physically and esthetically engaging. They just want the content. What Killed Borders?

A Leap-Day Special

B2B Memes

This is just a one day sale, more or less, so if you’re tempted, don’t wait. I don’t anticipate another discount for some time. Managing one-day sales, it appears, can be a bit tricky. To mark the auspicious occasion of leap day, I’ve marked down the price of the e-book edition of the New-Media Survival Guide to just 99 cents (or, if you’re outside the United States, the equivalent in some other currency). Likewise, the price might not return to the regular $2.99 until a few hours after leap day. cover price. Introducing the New-Media Survival Guide.

Will Self-Publishing Save Print?

B2B Memes

Though I plan to put the print version of the Survival Guide up for sale, I don’t expect to sell many copies. Last month in this blog, I made a statement that at the time seemed obvious, but now seems rash. Most writers,” I wrote in declaring that print is effectively dead , “don’t care in a meaningful way about the physical presence of a book. They just want to tell a story, or convey information, or to create works of art out of their words.”. Since then, I’ve had cause to rethink my position. Print, it seems, isn’t dead, but just retired. It can’t be done. small thing, to be sure.

Can Content Save Publishers? Only If They Wake Up

B2B Memes

Though there has been plenty of lip service by the sales, marketing, and circulation types that largely dominate trade publishing, their real interest and belief in content has all too often been minimal. In an article on Min Online this week, Judy Franks of The Marketing Democracy suggests that traditional media companies are faltering because they don’t value content. Though at first it might seem odd to say that businesses built on content don’t value it, she has a point. If you have strong owned and earned media, why pay a third party for theirs? Content, of course.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

Are Publishers Afraid of Social Media?

B2B Memes

But why should a single department, whether editorial, sales, or marketing, “get the keys to the engine”? In Folio: today, Matt Kinsman reports on an MPA conference session called “Who Controls Social Media at Your Magazine Brand?”  To my ears, it’s a question that’s at odds with the essence of social media. It suggests that not only do magazine publishers not yet understand social media, they’re actually afraid of it. The unstated assumption seems to be that if someone doesn’t control it, all hell will break loose. Thinking of social media in terms of control simply doesn’t work.

Digital First, Not Foremost

B2B Memes

This, I take it, is what Digital First Media CEO John Paton, much criticized of late , is getting at when he said that his “digital first strategy is centered on the cost-effective creation of content and sales and not the legacy modes of production.”. John Paton: Misguided, or misunderstood? Print sucks!”. To my mind, that’s not what digital first means. Try This Test.

Does Danger Lurk in the Language of Social Media?

B2B Memes

But how many corporations will see it only as another tool for trapping yet more leads into the ever-ravenous sales funnel? No writer can become good at the craft without being sensitive to language. But in other contexts, that vocational advantage can be a liability. This seems to be true of many journalists who resist the benefits of new media solely because of the language used to describe them. They’ve got it wrong, of course. But we should not be too quick to dismiss their reactions. They may be on to something. You want a nice, meaty sizzle.”. Related posts: Be Yourself.

Digital First, Not Foremost

B2B Memes

This, I take it, is what Digital First Media CEO John Paton, much criticized of late , is getting at when he said that his “digital first strategy is centered on the cost-effective creation of content and sales and not the legacy modes of production.”. John Paton: Misguided, or misunderstood? Print sucks!”. To my mind, that’s not what digital first means. Try This Test.

Can You Have Entrepreneurial Journalism without Entrepreneurs?

B2B Memes

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.”. You might object to the ethical aspects of combining editing with marketing or sales, or to the excessive workload. I don’t. It’s what entrepreneurial journalism requires. As Howard Owens puts it , the problem AOL editors face isn’t the workload, but the payoff.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

Editorial Wall, or Prison Wall?

B2B Memes

Does being involved in the business side of a media enterprise mean being involved in sales? And does breaking down the sacred wall between editorial and sales mean that editorial must be tainted? But even if this practical objection is sound, the theoretical one—that any involvement by an editor in sales necessarily influences editorial content—is not. Therein, Martin Cloake argued that content creators have been deliberately kept on the sidelines: “Traditionally, it’s been people from the ad/sales side who have risen to top positions in media companies.

The Coming Content Marketing-Publishing Continuum

B2B Memes

The reason for this, he said, is that “his magazines are most often the first point of contact leading to the sale of all the other services he is now selling.”. On the other is pure content marketing, where the money is entirely in sales of products and services. Writing on Foliomag.com earlier this month, blogger Josh Gordon spun a comment heard at the Folio: show into a bullish prediction for print magazines. Although the grounds for his optimism might be questioned, I’ll leave that to prophet of print doom Private Frazer and others.

July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !  Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way.

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5 Essential Elements to Include in Every Sales Pitch

Webbiquity

Effectively closing sales is the bread and butter of your business. According to researchers at the University of Florida, 20% of all salespeople make 80% of all sales (also known as the 20/80 rule or the Pareto principle ), which makes securing a spot in that top 20% crucial to running a competitive and profitable business. First and foremost, ditch the the “sales pitch.”

Sales 111

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. I’m also a perfect candidate for lead nurturing. And secondly, and more critically, these kinds of “touching base” phone calls are the worst possible use of a sales rep’s time. But no.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. HINT: Run an annual sales trip contest.

Sales 66

Changing Your Sales Mindset

Avitage

Unfortunately, most sales professionals focus primarily on learning sales techniques. Adopting a better sales mindset might be what’s required. With the typical sales mindset, techniques might be even be experienced by prospects as gimmicks. With this sales mindset, you’re going to work every day with an inherently conflict oriented mindset.

Sales 68

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . thought Frank had a practical approach to aligning sales and marketing. So, I reached out to him and interviewed him about what he’s learned through his research for his most recent book Aligning Strategy and Sales (Harvard Business Review Press). know something about sales. Frank Cespedes.

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

New Sales Competency – Use Content to Sell

Avitage

Sales professionals have been slower to change their sales methods to adapt and align with new buying processes and the expectations of buyers. Those who are not actively and effectively using content to sell are missing an important opportunity to capture a selling advantage, lower selling time and costs, and accelerate successful sales outcomes. “Social selling” while new and popular, doesn’t yet represent a significant breakthrough in the way B2B sales people sell. The digital era has ushered in many behavior changes, especially for B2B buyers.

Sales 105

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? The second thing I would ask is, when was the last time you talked with your sales team? Consider having short huddles daily and weekly between the marketing and sales team members. Be honest. The say leads, what leads?

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. The responsibility for addressing prospects’ needs remains a major part of the sales job.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Sales Leadership Training Sales TrainingWhy now?

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales.   The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Development of a Sales Plan for the new year with quarterly objections/goals. Need more sales management resources?

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Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages

Influitive b2b

In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of. This post was updated on August 25th, 2016.

Sales Enablement Danger

ANNUITAS

Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement. Sales enablement is a universal challenge. Is the target now a naïve Sales Enablement buyer?

Sales 63

How Marketing Automation Changed My (Sales) Life

Salesfusion

The post How Marketing Automation Changed My (Sales) Life appeared first on Salesfusion. Marketing Automation Sales and Marketing Sales Sales Pain Points

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Successful Sales Coaching Best Practices

DiscoverOrg

Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. Below are the interview answers provided by David Sill, an authority on B2B sales and the SVP of Customer Success at DiscoverOrg.

Steal This Technique for Your Next Sales Email

The Point

As the saying goes, he who hesitates is lost. I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0

Email 107

How Marketing Operations Can Align with Sales (and Why)

Act-On

One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!? Empowering your sales team will dramatically increase their output and inevitably, your revenue.

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The Sales Development Playbook #PeopleMatter #MustRead

Smashmouth Marketing

My opinion of Trish as a sales development expert is beyond what I could deliver in this article. Just last week I attended her launch party for her new book, The Sales Development Playbook (amazon link) and she fielded a few questions that pointed directly to the underlying theme of the book, that sales development is all about the people. sales books reviews sales managers

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.