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How Do You Sell?

PWB Marketing Blog

been in field sales), it’s easy to dismiss the importance of a connected, effective sales channel. If you don’t have either a direct team or a group of reps who know the industry and have access to key contacts, it’ll never fly, Orville. I’ve said this before and I’ll repeat it – sales and marketing are interrelated, interdependent disciplines. Marketing can be an answer.

Five Awesome B2B Social Media Statistics

PWB Marketing Blog

Then equip your sales force to use the videos as a sales tool. your sales reps can share them with prospects as a way to get their foot in the door. Do you think social media isn’t for B2B organizations? Think again. It’s true B2B tends to be slower to adopt new trends. We set out to find the top five B2B social media statistics. Top B2B Social Media Statistics.

List Management: Tips to Best Manage your Campaigns

PWB Marketing Blog

Did the e-blast motivate more sales? Knowing your customer, especially when sending e-blasts is important to keep your customer from simply clicking “delete” when receiving your message or perhaps opting out altogether. Avoid becoming SPAM at all costs. The best lists will allow clients to choose what they want to see in messaging. My son has been in Cub Scouts since 2010.

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B2B Social Media On The Rise [Infographic]

PWB Marketing Blog

Sales, customer service, product development, and the entire organization needs to be social. Are you one of the 86% of B2B companies using social media? Or are you sitting on the sidelines, not sure how to get started or maybe just waiting for the right time? Don’t wait. B2B social media is huge and we have proof. Your customers are there. Why aren’t you? Is your company using social media?

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.

Six Surprising B2B Content Marketing Ideas

PWB Marketing Blog

Tradeshow organizers can use a widget to help promote attendance at an upcoming conference with a countdown timer to the date and include an RSS feed with event updates, sponsors, ticket sales, etc. virtual trade show would be a good application for a global B2B supplier that has a new product and wants to share it with sales, business partners, and distributors at one event.

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Seven Habits of Highly Effective B2B Websites

PWB Marketing Blog

Have a set of measurable goals for your website such as bounce rate, new visitors, conversions, or sales. Are you thinking about building new B2B website or maybe making a small tune-up? Don’t make a mess out of it. Start with a clear scope of work, define strategic goals, and then compare what you have with the list below. Redesigning a B2B website can seem like a daunting task.

How To Optimize Your B2B White Papers For Google

PWB Marketing Blog

If you’re like most B2B companies, you have white papers, case studies, articles, product brochures, and a lot of other marketing, sales, and thought leadership documents. The fact is if your content can’t be found by Google, your white paper (and other writings) will get limited traffic. It really doesn’t matter how important your white paper is. So how do you get your stuff noticed?

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Can Your Customers Find Your B2B Industrial Company Online?

PWB Marketing Blog

How about posting a demo of your complex industrial machinery on YouTube (and letting your sales force use it as sales piece)? Quick, type in your company name in Google. What are the search results? Does your company show up for the first listing? It better; if not, you have an SEO problem. But don’t stop there. Check the rest of the search results. If not, you have a SEO problem.

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.

Analytic Data: Dive In for a Look at Your Website Messaging

PWB Marketing Blog

Most websites want the “sale” and knowing how the conversions work helps to get that dale whether it’s someone in the seat at a Sunday morning mass or it’s someone buying your product or service. Would you dive in without knowing how deep the water was? You could, but you could end up in trouble. The same holds true with using analytic data. Does this sound familiar?

Analytic Data: Dive In for a Look at Your Website Messaging

PWB Marketing Blog

Most websites want the “sale” and knowing how the conversions work helps to get that dale whether it’s someone in the seat at a Sunday morning mass or it’s someone buying your product or service. Would you dive in without knowing how deep the water was? You could, but you could end up in trouble. The same holds true with using analytic data. Does this sound familiar?

21 Things to Know When Pricing a B2B Website

PWB Marketing Blog

Do you need an e-commerce solution to track inventory, manage payment processing, run promotions or special offers, run sales reports, and accept PayPal and credit card payments? Do you have a set of measurable goals for your website such as bounce rate, new visitors, conversions, or sales? Many factors influence the price of a website. It depends what you put inside it.

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How Are B2B Companies Using Content To Grow Business?

PWB Marketing Blog

Business marketers know that generating sales leads is based on a variety of demand generation and branding factors, such as effective integration of new and traditional media, thought leadership, social media presence, and more. New research shows more content means more sales leads. The data showed that companies that generated more content generated more sales leads. study by HubSpot asked 4,000 B2B and B2C businesses how they are successfully driving traffic and generating leads. Businesses with over 400 indexed pages generated the most traffic and leads.

B2B Marketing Infographic: How Are B2B Marketers Optimizing Their Funnel?

PWB Marketing Blog

Their study examines all stages of the B2B purchase funnel from lead generation to sales conversion. From the top B2B marketing metrics to the most effective demand generation tactics, MarketingSherpa put together a great infographic they shared at the B2B Summit 2011. We’ll summarize their findings in a future blog post when the survey is released. We’re not surprised.

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.

Channel Your Efforts

PWB Marketing Blog

Over the years, PWB has worked with a lot of clients with independent sales channels. At the end of the day, unless you have a direct sales channel, your sales outlets all have the same product offerings. Every independent sales channel outlet is unique – they have different strengths, histories, and weaknesses. Instead, consider how helping them to stand on their own with a powerful brand will enable them and fuel sales of YOUR product or service! Earlier this year, I presented a marketing workshop for independent resellers of one of our clients. Sean-.

4 Quick Tips to Help Employees Deliver Your Social Media Message

PWB Marketing Blog

Next time your sales-staff has a customer engagement have them tell the customer about your social media sites. Allowing your employees to be the company voice in social media marketing campaigns can be powerful for the company and the individual. Many businesses are jumping on the social media bandwagon, utilizing Facebook, LinkedIn, Google+ and Twitter to promote business. Often one of the biggest challenges in creating social media campaigns however is spreading the word. One easy solution lies within your own assets – Specifically your employees. Content Is King!

Is Google Analytics Right For Your Business?

PWB Marketing Blog

The goal of a website is unique to each business – customer support, generate leads , transact online sales, educate prospective customers, and more. Sean and I participated in the July’s  Ann Arbor Marketing Workshop. About 40 people attended and the format was like marketing speed dating. One minute you’d be talking to a business owner who sells water sterilization kits and the next minute you’d be chatting with an affiliate marketer. It was a blast. The most popular topic of course was social media. Google Analytics was a close second. The short answer is probably.

Why Discipline is Critical for Successful Demand Generation

PWB Marketing Blog

First and foremost, successful demand generation require one to take and maintain a point of view that looks at the whole marketing and sales process, not just individual efforts or programs. Many companies have serious discontinuity between marketing and sales. The Discipline to Make the Results Visible. I had the privilege of working in an organization with a very well developed and disciplined demand generation process. I was responsible for the entire marketing and sales effort, so I could control the whole process — from spot TV buys to telesales commission systems.

The Limitations of Facebook Insights For Websites

PWB Marketing Blog

Neither can Facebook tell you whether your Facebook visitors downloaded a whitepaper and became a sales lead (only Google Analytics has visibility into this). Facebook Insights for Websites provides Facebook Page owners data around who is sharing their website content on Facebook. If you have implemented Facebook’s “Like” button on your website, you can get data on this, too.

Catch on Command

PWB Marketing Blog

Often management and sales folks without a marketing background forget that marketing is an inherently longer-term activity. As marketers, it’s incumbent on us to help the leadership and sales teams we serve understand this holistic, long-term perspective. I can do a great deal to entice an inquiry. I can even target getting inquiries from the right prospects. Test new techniques.

How To Mine Twitter for Sales Leads | PWB Marketing Blog

PWB Marketing Blog

2015 Social Media Predictions

PWB Marketing Blog

Many businesses will think social first when crafting a marketing plan or developing sales outreach strategies. There is always interesting discussion at the end of one year looking into the next – What are the social media predictions, trends and hot topics to look forward to. Many marketers are looking forward to a “buy” button availability. Is your voice being heard?

2015 Social Media Predictions

PWB Marketing Blog

Many businesses will think social first when crafting a marketing plan or developing sales outreach strategies. There is always interesting discussion at the end of one year looking into the next – What are the social media predictions, trends and hot topics to look forward to. Many marketers are looking forward to a “buy” button availability. Is your voice being heard?

List Management: Tips to Best Manage your Campaigns

PWB Marketing Blog

Did the e-blast motivate more sales? Knowing your customer, especially when sending e-blasts is important to keep your customer from simply clicking “delete” when receiving your message or perhaps opting out altogether. Avoid becoming SPAM at all costs. The best lists will allow clients to choose what they want to see in messaging. My son has been in Cub Scouts since 2010.

Catch on Command: Demand Generation

PWB Marketing Blog

Often management and sales folks without a marketing background forget that marketing is an inherently longer-term activity. As marketers, it’s incumbent on us to help the leadership and sales teams we serve understand this holistic, long-term perspective. I can do a great deal to entice an inquiry. I can even target getting inquiries from the right prospects. Test new techniques.

When Advertising Fails

PWB Marketing Blog

This sign posted outside a contractor supply store that advertised an “Ex-wife sale” was taken down after drawing controversy. Apparently this bears repeating – KNOW your audience. Is this an advertising win or fail? Photo was taken from a Facebook post by Joe Rents & Contractors Supply employee Curtis Renner. The post When Advertising Fails appeared first on PWB Blog.

How Do You Sell?

PWB Marketing Blog

been in field sales), it’s easy to dismiss the importance of a connected, effective sales channel. If you don’t have either a direct team or a group of reps who know the industry and have access to key contacts, it’ll never fly, Orville. I’ve said this before and I’ll repeat it – sales and marketing are interrelated, interdependent disciplines. Marketing can be an answer.

Understanding CTR vs. Conversion Goals

PWB Marketing Blog

If you are a B2C company, then it is likely your conversions are sales which can be quantified by revenue. I am working with a couple of AdWords clients right now that are really struggling with meaningfully analyzing the return on their AdWords campaigns. suggested that they add conversion codes to better understand what may be working when the question came up, “Well what is the difference between Clickthrough-rate (CTR) and Conversions? I’ve been looking at the CTR as a means of identifying how well my campaigns are doing, so why will looking at conversions be better?”

Newsjacking: What Is It and Why Should I Care

PWB Marketing Blog

According to Hubspot, newsjacking is the “practice of capitalizing on the popularity of a news story to amplify your sales and marketing success.” However if the article seems like a sales pitch, then always ere on the side of caution. In this article you’ll get a better understanding of newsjacking. Whether unintentional or not, newsjacking is not without risks.

Newsjacking: What Is It and Why Should I Care

PWB Marketing Blog

According to Hubspot, newsjacking is the “practice of capitalizing on the popularity of a news story to amplify your sales and marketing success.” However if the article seems like a sales pitch, then always ere on the side of caution. In this article you’ll get a better understanding of newsjacking. Whether unintentional or not, newsjacking is not without risks.

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.

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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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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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?