What Works - What Doesn't

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12 Quick Content Marketing Tips and Trends

What Works - What Doesn't

The frigid cold along Route 128 the other morning didn’t keep a standing-room-only crowd from Schwartz Communications’ Breakfast Roundtable on content marketing (using information shared on the Web to drive sales.)

It's Official: Forrester Says B2B Buyers Hate Confusing Jargon

What Works - What Doesn't

And, as Forrester points out, you need to develop sales content geared to the needs of individual industries so buyers in each of them can understand why they should care about what you’re selling. IT marketing IT sales and marketing

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How We Can Help

What Works - What Doesn't

Unsure if you have the time or in-house skills to produce the quality content you need to drive sales? By creating compelling white papers, case studies, blog posts and other content based on an in-depth understanding of your competitive differentiators.

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About Us

What Works - What Doesn't

Bob Gallagher is head of Funnel Impact , a marketing services firm that provides content creation, sales support and marketing automation to companies that sell complex products or services, including Software, Hardware, Hosting and Cloud Computing.

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.

Can PR Firms Find Gold in Marketing Automation Services?

What Works - What Doesn't

Some of the more forward-looking PR firms I work with are looking to supplement traditional PR offerings with demand generation services, using marketing automation software such as Marketo and HubSpot to track prospect’s actions to “nurture” them with additional content towards a sale.

Maintenance Fees, a Cash Cow for Vendors, Under Attack From Users

What Works - What Doesn't

With so many software sales coming from new, emerging economies with less experience with enterprise apps, maintenance agreements aren’t going away completely anytime soon.

Selling Your Weaknesses in B2B Content Marketing

What Works - What Doesn't

The post goes on to suggest “Reach, leads and sales should be some of the tangible metrics that are measured as part of social media marketing strategies.”. I’ve long argued that admitting your product or service isn’t the right hammer for every nail is an effective way to sell.

Using Online Games To Sell Complex B2B Software

What Works - What Doesn't

But is asking prospects to spend the time playing an online game good for all parts of the sales cycle? I have to give IBM points for even trying this: They’ve developed an online game that walks players through a (BPM) Business Process Management) exercise.

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.

To Sell A Conference, Give Away Last Year’s “Takeaways”

What Works - What Doesn't

So even if you don’t get the prospect for the conference, you might have a lead for a product or service sale. What great, usable content is sitting around your organization you could be using to attract conference attendees – or sales leads?

What Is Content Marketing?

What Works - What Doesn't

By focusing your expensive sales efforts on the right prospects at the right time, we boost your revenue while reducing your costs. The most critical steps, though, are getting marketing and sales to agree on how to score leads and setting up new workflows so marketing has a better idea of which leads to send to sales, and which leads it should instead keep and “nurture” with more content till they’re ready for a sales call.

Software Consultancy: Why MA Is Hot

What Works - What Doesn't

Among the main drivers she listed: Buyers’ desire for quality content; an aversion to sales calls (especially before prospects are ready for one), the need for marketing to prove its value to the business and the fact that sales cycles are longer in a down economy. Software consultancy Software Advice has a good business model: Give away a certain amount of information about software, then charge for more detailed counseling.

Virtual Trade Shows for Mere Mortals

What Works - What Doesn't

You share (as SAP did) the information about which customers and prospects viewed which events with your sales force. That, of course, is the whole aim of content marketing (to help the sales force,) and if a trade show or customer conference isn’t an exercise in “content creation” I don’t know what is. SAP appears to have done a bang-up job with its combined physical and virtual customer conferences, according to B2B Magazine.

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.

Just Say No To "Social Media Press Releases"

What Works - What Doesn't

And why not, since they focus on tweaks in management, distribution, product wins, sales or product features in terms that are more critical to competitors than customers? To succeed, the “social media press release” must focus more on content than Web bling.         Catherine Marenghi , senior PR manager at Cognizant Technology Solutions (a client of mine) read my recent post asking if it’s “Time to Kill the Press Release?

Looking for Good Content? Go for Brains, Not Titles

What Works - What Doesn't

The bigger and more complex the sale (and thus the more interesting for my client) the more likely it is a consultant is involved, not merely as a reseller but as a provider of critical, industry-specific expertise. Journalism isn’t like marketing, and that isn’t just because journalists supposedly seek the truth, the whole truth and nothing but the truth. Reporters and editors take an extremely pragmatic, “whatever and whoever it takes” approach to getting good stories.

Study: Top Execs DO Use Social Networks

What Works - What Doesn't

Social networks are another, complementary sales channel where the emphasis is on useful, honest information. But not to talk about the new appetizer they just tried at a trendy restaurant. A new study shows decision-makers, such as business buyers, are increasingly using social media such as LinkedIn and Twitter to make buying decisions. Trade publishers have tried, unsuccessfully, for years to build such on-line communities which they could control and mine.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg

We’ve built required fields and automation of data transfer in SFDC (ie surveys that auto populate the key data, call sheets that tie data to opportunity & account, sales handoff that ties data to account for CSM, etc). Want to Build a Sales Engine? Does this problem sound familiar?

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More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A If want to exceed your sales goals this year-read this book…. Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. In this book, Jill shares a highly personal story, sharing a lot of research that ends up providing every executive, sales manager and certainly all salespeople a formula to increase productivity. Accelerate Sales.

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The 4 Levels of Sales Intelligence

Your Sales Management Guru

The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Ultra-high sales performers are smart people.

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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 !

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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. I decided to start with a Sales Management End of Year Checklist. His blog has been rated in the sales blogs in the world!

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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. The post Which Comes First: Lead Nurturing or Inside Sales?

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 Communications

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. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. Active listening is an important part of a sales conversation.

How to Create the Three Parts for Any Sales Funnel

Webbiquity

What is a Sales Funnel? Sales funnels are everywhere. This is the power of a sales funnel that’s ultimately designed to get sales. Sales funnels today are processes that mostly occur online, with the ultimate objective of driving sales.

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. A sales rep should be selling, period.

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.

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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. As such, a great sales pitch is key, but perfecting the art is an ongoing endeavor. First and foremost, ditch the the “sales pitch.” Instead, think: sales conversation. Guest post by Ken Sterling.

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5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company?

Slammed! Sales Management Book Camp

Your Sales Management Guru

The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. Sales Management Boot Camp maybe for you.

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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?

3 Reasons Video is a Phenomenal Sales Tool [Infographic]

Vidyard

It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Blog Field Sales Inside Sales Sales Leadership

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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.

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. Include New Year''s in your inside sales messaging, and make sure to follow up on those prospects who wanted to speak at the beginning of 2015.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales 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. Create an atmosphere of fun : make sure the sales team enjoys their job.

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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.

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.