Content Marketing for BI

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How to Bake a White Paper from Scratch Series

Content Marketing for BI

One white paper can serve many purposes and plays a very important role in the sales cycle process. If you were to ask me which marketing content product I’ve been asked to create most often, it’s hands-down the white paper. However, there can be a bit of mystery about what exactly a white paper is. For the past four years, I’ve taught the class “Writing White Papers” at Bellevue College.

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Make Your Marketing Program Blossom in 2012

Content Marketing for BI

How about finally writing that white paper sales has been clamoring for? 2.  Make Your Marketing Program Blossom in 2012 I love January 1 st ! The noise of Christmas settles down and life promises to get back to normal— whatever that is! But the New Year brings new possibilities. It brings hope and the promises of new and not so new passions. Flowers bring hope and promise too. Take a risk.

B2B Finally Embraces Social Media

Content Marketing for BI

Marketing Sales Social Media B2BB2B Finally Embraces Social Media It seems like for so long, B2B companies struggled with the social media concept–how to get the attention of their customers through Twitter, Facebook, LinkedIn, YouTube, and other social avenues. But just give it time and most have found their social “voice.” Selling Through Social Media to Close More Leads.

The Content Marketing Sweet Spot

Content Marketing for BI

Even more sales? I just finished reading this year’s latest marketing survey results over at the Junta42 site. It’s interesting to see the popularity of different marketing content pieces as part of the overall marketing strategy. You can download the report for yourself here. Social media marketing (with the exception of blogs) is now in the number one spot. More hits to the website?

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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.

Seeing through your customer’s eyes

Content Marketing for BI

It’s the basic solution-based selling over product sales. You have a great idea. You turned it into a product. It’s going to solve all kinds of problems. The company you work for is great (lucky you). You see it and you want everyone else to see it too. It’s natural. When you’re passionate and proud of something, you want to tell the world. But guess what? Save my company money.

Will Social Media Replace Traditional Marketing?

Content Marketing for BI

But I think the point made is that social media tactics still have a ways to go before they produce the returns of more traditional marketing tactics such as e-mail, search marketing, and inside sales. Forrester’s 2010 study did show that e-mail, search marketing, and inside sales were the only tactics to show steady upward trends in both branding and lead generation.

Content Relevance Boosts B2B Vendor Success

Content Marketing for BI

The rush is on to get in the content game and offer information prospective and current customers will find valuable and that will ultimately drive sales. I came across some research done by IDG spread across two different posts that was pretty interesting. They interviewed over 100 information technology buyers about their content preferences from vendors.

Content Relevance Boosts B2B Vendor Success

Content Marketing for BI

The rush is on to get in the content game and offer information prospective and current customers will find valuable and that will ultimately drive sales. I came across some research done by IDG spread across two different posts that was pretty interesting. They interviewed over 100 information technology buyers about their content preferences from vendors.

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.

Product Selling is Dead

Content Marketing for BI

thought by now, every sales organization practiced solution selling-but I was wrong. Michael’s post says, “For nearly 10 years, sales organizations have emphasized the desire to become “trusted partners&# with their B2B customers. With B2B’s extended sales cycle, relationship building becomes even more important. As marketers, what research can we provide our sales team?

Product Selling is Dead

Content Marketing for BI

thought by now, every sales organization practiced solution selling-but I was wrong. Michael’s post says, “For nearly 10 years, sales organizations have emphasized the desire to become “trusted partners&# with their B2B customers. With B2B’s extended sales cycle, relationship building becomes even more important. As marketers, what research can we provide our sales team?

An Example of Creating Customer Passion

Content Marketing for BI

From the CEO, Christian Chabot, to the VP of Marketing, Elissa Fink, down to the sales staff and developers, they have fun. This week I had the opportunity to attend the 2009 Tableau Customer Conference. Tableau is a business intelligence company which is my niche and they specialize in visual analysis  and data visualization. Something you might want to think about for your own B2B niche.

An Example of Creating Customer Passion

Content Marketing for BI

From the CEO, Christian Chabot, to the VP of Marketing, Elissa Fink, down to the sales staff and developers, they have fun. This week I had the opportunity to attend the 2009 Tableau Customer Conference. Tableau is a business intelligence company which is my niche and they specialize in visual analysis  and data visualization. Something you might want to think about for your own B2B niche.

If We Can't Laugh at Ourselves…

Content Marketing for BI

We’re running around, trying to keep the sales staff happy, trying to create content that stands above the crowd, trying to measure title effectiveness with split testing, trying to prove our ROI to our executive team, all with less money and headcount. Marketers today are spending a lot of energy trying to do more with less. and now the “fun&# mirror has been turned back at ourselves.

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.

If We Can't Laugh at Ourselves…

Content Marketing for BI

We’re running around, trying to keep the sales staff happy, trying to create content that stands above the crowd, trying to measure title effectiveness with split testing, trying to prove our ROI to our executive team, all with less money and headcount. Marketers today are spending a lot of energy trying to do more with less. and now the “fun&# mirror has been turned back at ourselves.

How to Bake a White Paper from Scratch: Part Four – The Consumption

Content Marketing for BI

Sales meetings – White papers are great tools to leave behind after a sales demo or meeting. Sales training – You’d be surprised what your sales team can learn by reading your white papers. Having been in IT and been pitched by sales folks, I’ve seen many who understand their product but have no clue how it would be used in the real world. So there you have it—a nicely-written, neatly-formatted, white paper. Now, it’s sitting there, all shiny, just begging to be read. Now it’s time to make it available and get the word out. We need to do more. Tweet about it.

The Buzz about Social Media Marketing

Content Marketing for BI

In reading dozens of blogposts on the topic, I recently came across a post by Mac MacIntosh who writes the Sales Lead Insights blog that made me go “hmmm….” So much buzz about social media marketing (Facebook, Ning, YouTube, Flickr, Twitter, LinkedIn), it’s almost tough to separate practical information from the hype. And here are the answers: Peers and colleagues – 84%. Blogs – 24%.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. It’s when a prospect first expresses interest that nurturing can help highlight hot leads, filter out the junk, and increase the rate at leads engage with sales.

The B2B Value Sale is Actually Three Distinct Sales

Avitage

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates. But even with active buyers there are opportunities for B2B sales professionals to up their game.

Sales Management End of Year Checklist

Your Sales Management Guru

Sales Management End of Year Checklist.  . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. decided to start with a Sales Management End of Year Checklist.  If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ?       Evaluate your sales team. 

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7 Storytelling Tips for Sales Teams

Type A Communications

October 25, 2016 by Carla Johnson The biggest beef I hear from sales teams or sales-driven organizations is that they can’t get people to pay attention, make decisions or quit. Sales Storytelling Carla Johnson sales storytelling Type A Communicationsread more.

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.”

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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.

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. Sales Prospecting Call Strategy B2B Sales Success

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.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

Here are three trends I see in the sales world, paired with predictions on where those trends will take us. B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. Sales folks can’t keep up with all of today’s promising new tools. TREND #1: Content Fatigue / Focus.

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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.

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3 Sales Emails Proven to Boost Reply Rates by 8x

Vidyard

If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly. The post 3 Sales Emails Proven to Boost Reply Rates by 8x appeared first on Vidyard.

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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.

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New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

5 Sales Messaging Mistakes That Will Haunt & Doom Your Sales Process

Sales Prospecting Perspectives

Messaging Personalized Messaging Social Selling Email Prospecting Sales Prospecting voicemail Prospecting B2B Inside Sales Sales Prospecting Tips With Halloween just around the corner, you must be prepared to be scared. However, you know what consistently scares me, year round?

Marketing and Sales Alignment or Integration?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock , sales consultant and President at Partners in EXCELLENCE , where this post was originally published. I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Our marketing and sales funnels basically identify our workflows in marketing and sales activities.

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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.

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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.

How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

Neuroscientist, Antonio Damasio stated, “ We are not thinking machines that feel, we are feeling machines that think. ” In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. Check out  How Empathy Will Improve Your Marketing & Sales Pipeline.

The B2B Value Sale is Actually Three Distinct Sales

B2B Marketing Insider

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates. significant cause is sellers haven’t realigned messages, sales conversations, and sales […].