Trending Sources

Marketers need to play a stronger sales enablement role on LinkedIn


Their findings show that overall, marketing has 30% more sway than sales in a typical B2B buying decision and that marketing has 27% more sway than business development. Marketing is relying on sales to make the relationships. Marketing may provide sales with content to use – but no context. B2B LinkedIn Sales Enablement in a Nutshell. You can’t! Like this post?

PR 68

Influencer marketing is one percent inspiration, ninety nine percent perspiration


Drive sales, traffic, membership? Waiting for class. Last night I had the honor of dusting off my trusty old long tail earned media blogger outreach deck and updating it for the new world of earned media influencer marketing for the lovely  Brigitte Winter and her Georgetown School of Continuing Studies  students. My Personal Digital PR Philosophy. Why You Should Reach Past the A-List.

10 essentials missing from your business website


First, you want a strong Call-to-Action (CTA) that compels your visitors to move down the sales funnel. The offense of marketing automation takes the shape of content marketing campaigns that help you build a sales funnel. You want a business website that sells. If your online marketing fails to pull in prospects, then you may be missing some essential digital marketing features.

A sales pitch isn’t a relationship


It’s still all about the sale. The process starts with putting away the sales pitch. There was no presentation, no sales pitch, and during more than 20 calls, we built a relationship of trust and mutual respect. The post A sales pitch isn’t a relationship appeared first on Biznology. It had been pitched as a “get acquainted” call. Time Machine.

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.

How a smarter website can improve your marketing effectiveness, Part I


This month, I begin a three-part series of posts on which I’ve collaborated with long-time colleague Scott Hornstein. (We owe a tip of the hat to Wayne Cerullo and Phil Shelp, as well.) If you’re wondering why you’re not seeing the results you expect from your website – the engagement, lead generation, and sales – you’ll want to pay close attention. Get a Grip.

Debunking myths around sales videos for business


Businesses that start using online video content marketing in their daily sales and marketing process stand to gain significant tangible benefits across their entire lead generation and sales cycle.  In this free 30-minute Biznology® webinar, you’ll learn the top myths about sales videos for business and how to overcome them from a strategic, creative and cultural standpoint.

Sales 52

How to implement a Video 1st content marketing strategy that drives action


As our personal behavior is driving our business behavior, online videos for business are becoming a necessary business tactic to achieve core business objectives that sales directors and marketing directors have every day. Why a Video First content marketing strategy makes sense. Back in 2005, we mostly used the internet for browsing. How to execute a Video 1st content marketing strategy?

Influencer marketing tools of the trade


While influencer marketing is PR, you need to treat it like sales. We’re off to the races! Dan Krueger and I just launched a new influencer marketing campaign on behalf of the best pure, extra virgin, raw cold pressed, and alkaline coconut oil, Skinny Coconut Oil. Check, check, check, check, and check! OK, now on to tools. always come back to BaseCamp. My clients know it. Love it!

Trade 89

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.

Why don’t more marketers use keyword research?


At a certain point, Joan will collect leads for the sales department to follow up on. In order for the sales people to close the deals, they need to know the whole customer journey for each one of the leads. I recently had the privilege to sit in on FIR B2B episode 45 : a podcast by Paul Gillin and David Strom. All kinds of data living together. Hint: there are more now.

I put my Sales money where my CRM mouth is


As all of you well know, it’s not easy doing sales, keeping customers happy, getting to know prospects and build the sort of trust required to end up doing business together, while also fulfilling contracts, being responsive to retainers, managing local and overseas teams, and also keeping up with my fair share of hourly consulting work. It never happened. Then, my mind went to CRMs.

CRM 75

Influencer outreach is more PR than marketing or advertising


Do what you say you’re going  to do when you say you’re going to do it — these are not sales conversion, they’re real people and you’re investing in community not links, not SEO, not Google Juice or social signals. Ask for too much money (to make ’em go away, though they often pay). Out your terrible, insulting, pitch onto my sites and the Bad Pitch Blog.

Why SEO is just the start for digital marketing


It is, quite literally, the top of your sales funnel. Or, to put it in more traditional terms: what really matters is your efficiency at moving prospects from the top of the funnel, through the sales process, to the end of the funnel and conversion. Congratulations. You’ve won! You show up on the first page when the world searches for the goods or services you offer. Create Comfort.

Sites 85

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.

Why email marketing still matters–and how to make it work


Email Marketing Webinars Andrew Schulkind buying cycle call to action Content marketing email marketing email marketing tips email outreach inbox market segmentation marketing prospects sales funnel segmentation WebinarAndrew Schulkind recorded a webinar on how to make email marketing campaigns work for you. Email, done well, may just be the perfect solution. Thanks to all our sponsors!

Email 71

CMOs fail to go beyond brand awareness on LinkedIn


Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms, but less than 1 in 5 can clearly prove and demonstrate social media ROI. You see, John is using the word “hopefully” because he cannot directly tie these LinkedIn actions to sales opportunities or even revenue. Marketing qualified and sales qualified leads.

What’s the killer app in B2B marketing? Face-to-face events


These are not sales conversations. I was teaching B2B digital marketing in Buenos Aires this month, and found some of my students to be dismayed by one data point that came up again and again in the course: of all tactics in the B2B marketing toolkit, the most valued, the most used, and the most effective is face-to-face events. It’s not digital, except tangentially. Bingo. alone.

Trade 66

3 predictions for online marketing in 2016


thought I was pretty clever when I realized that you can use regular expressions (regex) to do global search and replace across an entire website with either direct access to your back-end relational database or via a convenient plugin. Before that, we did it all by hand, which is pretty crazy since most websites currently running even the smallest company brand is database-backed! Happy 2016.

Domain 102

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. By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

What the growth of inside sales means to B2B marketers


The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking.  On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face-to-face sales calls. Interestingly, inside sales reps appear to be more effective as well. 

B2B 82

Surefire Social introduces SurePulse “webmaster tools”


What’s even better is that it seems like CEO Chris Marentis gets the fact that advertising, marketing , sales, and digital PR is a game of perception where you always need to make sure that everyone up the corporate ladder from you needs to constantly buy into the alchemical black arts known as search and social ROI. Seriously: easy-to-use. Seriously: all-in-one. It was quite a crew.

A/B 77

The state of the blogger outreach union ten years on


The reason why blogger outreach is way harder than it needs to be is because most of you are doing sales instead of doing PR, you’re being a pitch artist instead of a publicist. Folks who have previously been rocking and rolling inbound link-building robot and zombie armies are doing blogger outreach now, sales people who are as subtle as a punch to the neck are doing it. Groan.

Content Marketing: content strategy beyond marketing and sales support


That doesn’t mean, though, that the only success metric for content marketing is its contribution to successful and profitable sales. Despite the overwhelming focus on sales support, content marketing can contribute to the bottom line without being focused on the top line. Here are a few areas to consider beyond the sales funnel. Sales & Marketing Optimization.

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.

How most Social Media experts are wrong about LinkedIn


Social media experts who are going for reach on LinkedIn and other social media platforms are taking the “social” out of “social media,” and those sales and marketing executives that follow his approach are just seeing social media as another advertising medium to gain more brand awareness. Now, don’t get me wrong, I usually love Jay’s blog content on Like this post?

Media 63

Visitors hate online ghost towns more than spammy auto posts


Passion can’t be trained, though it can be fostered.  It’s amazing how much passion and commitment even a naysayer can muster when she starts making sales and driving revenue — and even retaining and upselling clients and customers — as a result of social media engagement. No, that’s only the second most-hated thing in corporate social media branding.

Aging 106

Personalized content for more effective content marketing


In today’s B2B world, your prospects don’t want to hear from you until much later in the buying process, so attracting, engaging and nurturing them until they’re ready to talk to a sales person is no longer a nice way to supplement the top of your funnel. Don’t call them, they’ll call you. It’s an absolute must for long-term survival. Personalizing content will yield much greater results.

How long should your online business video production be?


Giving your clients what they want by integrating online business video communications into your everyday marketing efforts will differentiate you from your competition, provide highly valued sales assets, social media content, build relationships, and motivate customers to move into and through the buying process… yes, it will really do all of that! Will people watch more than 30 seconds?

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.

10 secrets to research the best SEO keywords


As a content marketer, you easily find that search engine optimization (SEO) can kill your online sales and prospects if not executed properly. SEO is a puzzle to some. Researching the best SEO keywords is an essential part of your online strategy, that is, if you want to be seen. Before slapping content up on a website, be sure you’ve done your keyword research. Don’t Fight the Competition.

The challenge of authenticity


If someone is searching on your brand names and they understand your differentiators, chances are, they are ready to be contacted for a more one-on-one nurturing experience, either by sales or pre-sales. How to write content that is both outside-In and authentic to your brand. In my last post  I promised several follow-up posts delving deeper into the three insights. Like this post?

7 tips for effective press releases


If your aim is to attract customers, they also need some time to plan to attend a sale, event, or react to your release. Press releases can be very effective for helping to create a buzz and getting the word out about something new with your business. However, since many other businesses also know this, there are often too many press releases floating around. Keep your release simple.

How much should you pay for a sales lead?


When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price.  A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.  Finally, go talk to your counterparts in finance and sales, to gather several data points. Begin by calculating your cost per inquiry.

Lead 59

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.

Marketing to Millennial business buyers


B2B Marketing Business Development and Sales Influencer Marketing Mobile Marketing Social Media Marketing B2B marketing Generation Y Millennials and cause-relatedThe Millennial generation has been out in the workforce for a while now, and this cohort is now entering the stage of their careers where they are part of the business buying process. Let’s take a look. Streamline your lead gen.