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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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.

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.

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.

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.

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.

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%.

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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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.

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.

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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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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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.

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.

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.

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.

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?

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?

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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.

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

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

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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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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.