The Content Factor

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Sales and Marketing: Let Worlds Collide

The Content Factor

At a recent Focus Roundtable on Sales and Marketing alignment (or the lack thereof), we acknowledged the frequently discussed differences between the people who work in sales jobs and the people who work in marketing jobs. Business to Business (B2B) Sales and Marketing AlignmentMarketing people think of their company’s prospects as a either a homogenous group or grouping of groups (segments), and they communicate with these groups through vehicles that are designed to reach masses of people. read more.

More Cool Tools Applied to B2B Marketing: Video Capture

The Content Factor

Or even make a sales presenation? Since email, as a marketing medium, has evolved past "mainstream" and on to "boring," let's get creative and look at some new ways to communicate to buyers. How about sending videos that show off a new product feature, explain a new research finding, or show how to do a task? read more. Multimedia Tools

Google Fights Back Against Content Farms

The Content Factor

I applaud Google for using its enormous influence to fight back against the content farms, such as eHow and WikiAnswers, which clog search results with weak but heavily search-engine-optimized content to fuel ad sales. read more. Better Corporate Writing Business to Business (B2B) Content Marketing

Please Accept This Interruption

The Content Factor

For the clients, these systems allow Sales to self-serve, and launch one-off campaigns to their prospects at just the right time in the buying cycle. Marketing automation systems, like Eloqua and Silverpop , are becoming standard equipment among our clients. This is great for both our clients and for us. read more. B2B Buying Cycle Marketing Automation

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 Success: When Buyers Self-Select

The Content Factor

I enjoyed speaking on the Focus Roundtable a few weeks ago on the topic of sales and marketing alignment, along with Dan McDade of PointClear , Tim Sullivan of Sales Performance International, and Karen Hayward of Centerbeam. B2B Buying Cycle Business to Business (B2B) Sales SupportYou can listen to the recording of the event here. read more.

Why Your Sales Force Rewrites Your Copy

The Content Factor

So says a survey covered on MarketingProfs this week, stating that confidence in corporate and sales message is weak. Ever have the nightmare about standing in front of an audience to speak, and having no idea what to say? Evidently that's how salespeople feel every day. To stop the nightmares, they are writing their own content, regardless of what marketing provides them. The article states: read more.

Case Study Winners: It’s About the Client

The Content Factor

The idea for this white paper was borne from my observation that case studies are remarkably difficult for most B2Bs to generate, yet they are usually the most valuable marketing content a B2B can provide for its sales force. Our new white paper, “Secrets of Case Study Winners,” outlines quite a few specific strategies for B2B companies to create successful case study programs. read more. B2B Case Studies Business to Business (B2B) Content Marketing

Building Trust in the Digital Age of B2B Marketing

The Content Factor

According to this short piece on MarketingProfs last week , B2B marketers should get ready to move their entire sales process to the mobile phone. At least, that's what the synopsis at the end seems to say. Fortunately, the original post by Robert Lesser goes more in-depth. read more.

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.

Craft Content to the Buying Cycle: Stage 3, the Engaged Buyer

The Content Factor

They have landed smack in the middle of your sales funnel. Your suspects have become prospects, and then qualified prospects. They have even met with your account rep and senior executives. You’re on their short list. Does that mean that your work providing marketing content is done? Hardly. read more.

Craft Content to the Buying Cycle: Stage 4, the Invested Buyer

The Content Factor

feel like I am being taken for granted, and I look for an excuse to “escape” through the bottom of their sales funnel. Have you ever been solicited by a company that you already do business with? It happens to me all the time. Don’t these companies know that I am already part of their value chain? So, why are they spamming and cold calling me? Don’t let this happen to your customers by neglecting their content. read more.

The Call to Action Has Become a Call to Knowledge

The Content Factor

As many have said, the B2B "sales cycle" is becoming a "buying cycle" where the prospect has control over the relationship. Although the graphic of the sales funnel will be with us forever, the days are numbered when Marketing and Sales can claim to be the ones moving prospects through the funnel. In the social media world, prospects move when they want to move. read more.

Enough is Enough. Or Is it?

The Content Factor

BtoB Magazine's recent article "When Enough is Enough" describes how Cisco Systems straddles the fine line between spamming its existing customers, and keeping Cisco top-of-mind.The article quotes John Coe, president of the Sales & Marketing Institute, on the role of content:In fact, Coe said, if your messages bring value to your customers—beyond your company's latest product offerings—there.

Great Web Content: Aligned Throughout Deliverables

The Content Factor

Read the full white paper, or view all the blog posts in the series.Hallmark of Great Web Content #3: Great Web content is aligned throughout all deliverables.Think of alignment as a security blanket that goes with prospects as they move through the sales cycle. Here's #3 of a 10-part series on the "The 10 Hallmarks of Great Web Content." The outbound email features the same value proposition.

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.

Thought Leadership: A Spirit of Generosity

The Content Factor

One, in particular, describes the dilemma marketing departments face: How can we prevent our thought leadership efforts from being interpreted as sales propaganda?The We've received some interesting questions in response to our white paper, "Is Anybody Following Your Thought Leadership? Five Best-Practices." The answer lies in the fact that thought leadership isn't built, it's nurtured. It is up to.

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.

Rate 91

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.

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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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 […].

How to Motivate Your Sales Development Team through December Holidays

Sales Prospecting Perspectives

December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara. What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team. Below are a few sales motivation tips for your teams in the month of December. Like most people, I love Christmas.