Social Marketing Forum

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Calculating the Value of the Customer Life Cycle

Social Marketing Forum

The value of the customer life cycle, also called CLV, looks at the investments we plan to make for the customers (retention, sales, promotion, customer service, etc) and the return we expect from the customers. CLV has everything to do with the present and the future. An introduction. CRM Customer analytics ROI customer equity customer lifecycle marketing ROI return on marketing investment ROMI

Primer: Understanding Word-of-Mouth Marketing in the Social Media Age

Social Marketing Forum

They see communities, people like you and me, influencers, loyal customers and social network users as extensions of their sales and marketing force. Word-of-mouth leads to new customers, shortened sales cycles, improved branding and much more. Using Customer Cases in Marketing and Sales 2.0. Word-of-mouth is not something new. Word-of-mouth happens all the time and everywhere.

Social CRM: Customer-Centricity And The Need For Redefinitions

Social Marketing Forum

CRM Sales community customer relationship management customer-centricity valueCustomer-centric thinking and working is the main driver in all marketing changes, we are going through, including social media marketing. Customer-centricity is not some kind of slogan. It's a necessity for businesses and is achieved through direct and indirect processes of listening, understanding, providing relevance and optimizing value.

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Sales 2.0: Shortening Sales Cycles Means Focussing On The Social Buying Process

Social Marketing Forum

Shortening the sales cycles is important because it leads to higher profit but also because sales cycles (certainly in B2B) appear to be longer than before. Research Sales B2B buying process George Silverman HubSpot OneSource Outsell Sales 2.0 sales cycles word-of-mouthTrust is a crucial element in speeding up the purchasing decision.

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.

The Nonlinear Buying Journey of The Cross-Channel Social Customer

Social Marketing Forum

Cross-channel Sales Social media marketing buying cycle conversion cross channel multi-channelThe funnel is everything but linear and was it ever linear to start with? Only when you can track someone you can draw some conclusions with the necessary reserves. This applies for both B2B and B2C, although there are differences. It is however clear that the way to a purchase is ‘nonlinear’ and not a simple funnel.

Smartphones now outselling PCs

Social Marketing Forum

B2C marketing PC PCs Sales SmartphonesAccording to a report from IDC, smartphones are outselling PCs for the first time ever.

The Untapped Brand Advocacy Potential of Loyalists

Social Marketing Forum

Brand advocates are among the most powerful sources of social recommendations, word-of-mouth and sales in this social era. However, businesses ignore or forget many possibilities to get more brand advocates, including loyal customers. 27.5% of marketers even admit they have not mobilized brand loyalists and loyal customers to become active advocates. Furthermore, there is an [.]. Infographics Relationship marketing Word of mouth marketing brand advocacy word-of-mouth

Jim Sterne: Social Media KPIs Depend on the Individual Organization and Goals

Social Marketing Forum

Is our activity on social media driving visits, downloads, registrations and sales?”. You can’t measure the sales affected by a well known blogger saying nice things (and vice versa). A while ago I talked with Jim Sterne about his latest book Social Media Metrics , a must for everyone that wants to have a measured and valuable social media marketing approach. Measure.

Ten Lessons Social Media Marketers Can Learn from Email Marketers

Social Marketing Forum

In fact, all kinds of marketers could learn a lot from each other and from sales people as well. A while ago I posted an article on The eMail Guide , as the name says a site about email marketing and run by a few extremely nice people. As I write a lot about social media marketing and email marketing I wrote a post called “Why email marketers understand social media best (even if they don’t know it)&#. But there was some irony in it. Since I talked about “good&# email marketers, hoping to convince email marketers to embrace social media. Don’t worry, I’m coming to the point.

Brian Solis: Prominence is Earned Through Attentiveness and Corresponding Actions

Social Marketing Forum

Good sales people always understood… And has this mentality really changed?”. Brian Solis needs no introduction if you follow what is going on in social media marketing and new marketing and customer behavior trends. Earlier this year, Brian published his latest book Engage! which aims to “help businesses build, cultivate and measure success in the new Web&#.

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.

A Good Reason to Invest in B2B Marketing Content: Sales

Social Marketing Forum

But in the end it’s about Sales 2.0, Content is important in both B2C and B2B marketing but as a B2B marketer I would like to look with you briefly at how content is used in lead management, customer interactions and how B2B content marketing ultimately is…sales. And isn’t that what sales is all about? So in the end content marketing is Sales 2.0: a combination of good sales strategies but taking into account the shift from selling to buying, what the – increasingly online customer says (that’s why we need to measure!) Period.

Using Customer Cases in Marketing and Sales 2.0

Social Marketing Forum

Since most customer cases are primarily intended for the sales team and as commercial referrals for prospects visiting the website, the intention of our client was to approach the content in a promotional and rather company- and product-centric way. You can skip through the printed versions while waiting for a meeting with your vendor, sales people can carry them around and dump them on their client’s desk – together with more collateral – at the end of a sales call and on the corporate website they can offer a sense of trust, depending on the customer in the case of course.

Chris Brogan: All These Numbers Like Friends and Followers are Useless

Social Marketing Forum

Did you close more sales? Not even in the raw sales term, but also in the mindset of things like churches or organizations or whatever. For those of you who don’t know, Chris Brogan is one of the world’s leading figures in social media. He is co-author of the New York Times bestselling book ‘Trust Agents’ , and the recently released Social Media 101. 1. Essentially. 2. Be helpful.

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Listen to Your Super-Consumers and Engage the Engaged to Grow Sales

Social Marketing Forum

Yoon says The Cambridge Group found that companies that listen to their super-consumers and use their insights to refine their message ultimately grow sales and margins across all segments”. Social media marketing is, among many other things, about dialogues with people. At first they are connections, some can be or become fans, followers and ‘friends’. And sometimes they become relationships. Relationships matter much more than connections in business. relationship occurs between two people. In a relationship people talk and listen. Talk to them. If you listen well.

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.

Relevance and Content Key in Search Engine marketing

Social Marketing Forum

All the stages in the pre-sales information gathering and buying journey that people go through, increasingly happen online and via sources that are often invisible to marketers and businesses. People collect information in the pre-sales cycle themselves and are less receptive to information businesses provide them. The offline aspect of the pre-sales cycles largely escapes the ability of businesses to measure and monitor. How people search for and find information has changed entirely. And that has a fundamental impact on marketing and communication. That price is privacy.

Quick Guide to Indirect Sales Increases via Social Media Marketing

Social Marketing Forum

In this post you find the necessary guidelines to get your social media marketing campaign on tracks with a focus on indirect sales effects and long-term value. Social Media Marketing and Optimization (SMO) is not “sales&# as you know it. Rather, it enables your company to increase its sales as a result of employing social media indirectly and in a non-causal way. Look at more than increasing sales and direct marketing. To fully see the entire social media landscape, you must look at more than increasing sales. Encouraging chaos and creativity.

The Purposes of Content and Conversations

Social Marketing Forum

The context within which content is featured, is essential for the impact of the content on conversion, interaction, reach, engagement and in the end sales. Content has always been king in online marketing. Ask any good email marketer. These days, content is even more important in all forms of interactive marketing. But that does not mean it’s the only thing that matters. Context is important as well. And, though content is crucial it’s how your business and people use it that truly matters. People are increasingly seeking information themselves and use ever more channels to do so.

Prospecting the Social Customer

Social Marketing Forum

Leads are passed to sales when, after the necessary lead nurturing, they are “ready&# to become a “customer&#. Although the shift in control of the sale transaction to the buyer is clear, we must do more prospecting than before! People want less intrusive forms of communication and sales but for those who know how to identify needs in the digital reality, there are great opportunities. And that was always the case in sales. Tags: CRM Sales Social media marketing That is the simple definition. Easy too. prospect is a potential customer. Always. 

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

help sales close deals, and B2B buyers prefer to. what sales and marketing claim. when marketing sees them simply as sales support. they correlate positively with satisfaction and retention.” › References help sales accelerate deal conversion. When they visit your website or engage with sales for the first time, they. deals that sales wins or closes. enjoy?”

To Manage Sales You Must Manage Sales Leads


“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.

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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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.

Industrial Content Marketing Boosts Sales for Distributors

Industrial Marketing Today

My conversations with distributors about industrial content marketing almost always start with them needing help in growing their sales. Most distributors define their problem as “lack of sales.” Content Marketing Industrial content marketing Industrial Marketing Industrial salesThat should come as no surprise. This is only a content summary.

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.

3 Tips to Shrink Your Long Enterprise Sales Cycle


You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months. While many of these folks give sound advice, the reality for some of us is that we simply have a long sales cycle. ” No thanks!

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.

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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Whether you are the CEO, or aspire to be, there’s some chance that in your opinion marketing and/or the sales organizations in your company are far from operating efficiently or effectively. Simplified. Stay tuned.

Changing Your Sales Mindset


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.

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?

Sales Leadership: Why Winners Win!

Your Sales Management Guru

Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Need more sales management resources? Feel the fear-do it anyway!

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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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Why Marketing—Not Sales—Is the Best Sales Forecasting Engine


With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. The nature of demand generation means marketing has an impact higher up the funnel than sales. ToFu CAC sales forecastingThe bottom line?

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.

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

How Marketing Operations Can Align with Sales (and Why)


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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Deliver More Sales Qualified Leads Using Predictive Intelligence


One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality). Why leads aren’t qualified. How does it work?

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Is Marketing the new Sales?

It's All About Revenue

You probably all heard this in one way or the other: in our digital era, buyers are 2/3 through the decision process before they engage with the first sales person. Both in private and business life, Google, Amazon, blogs, social networks and mobile completely changed our buying habits - which disrupts many legacy sales and marketing mechanisms. But all that’s easy said.

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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.

Sales Enablement Danger


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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