Why Social Media Doesn't Work [PowerViews LIVE Highlights]
FEBRUARY 12, 2015
On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing organizations today are using social media for business purposes—more now than ever before. It’s everywhere!” This is true.
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Both are working toward different, conflicting metrics. summary: 1. Define a lead.
PowerViews with Koka Sexton: How to Leverage Social Media
AUGUST 14, 2013
Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. An evangelist for social selling — and a U.S. What is Social Selling?
Social media ROI sucks! (Or, you can prove anything if you send out a survey)
MARCH 6, 2014
Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred.
150 Content Marketing Tips
Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
Phone, postal letter, and social media add to the mix. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. There were some terrific responses and I’ll share them over the course of two blogs. The impact? The welcome email. Lead Reengagement.
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. How did the two of you decide to collaborate on this book? A. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.
Is Anyone Leading Lead Management?
JUNE 15, 2016
Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Sales.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Its purpose is to follow the money trail to get to the root cause of an issue. Your duties are: Establish the Brand.
Content Methodology: A Best Practices Report
and media formats. Landscape Channel and Media. Continuous Improvement When organizations publish content, they venture into the world of media. for their audience’s attention, including major publishers and media companies. modern media landscape, the “If you build it, they will come” mindset is doomed to. sharing content on its social channels. Content.
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. This time the QB ran it in for the touchdown. Period. Reheat.
The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B
MARCH 27, 2014
Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. About the hosts: Paul Gillin is a veteran technology journalist and a thought leader in new media. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing.
PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal
NOVEMBER 12, 2013
They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. Here is the entirety of our discussion, and below are some highlights. agree. percent were quality.
The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What
AUGUST 18, 2015
Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Treating the symptoms of poor revenue performance is not going to make it better. Added an SDR team.
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. brands experiencing declining social media effective- ness and came to a clear conclusion: " We’ve reached a tipping point where.
The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)
MARCH 20, 2014
The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. Here''s a better webinar title to attract higher quality inbound leads, "How to Get 3X More Social Reach with Your Brand.". You know when you get excited about new inbound leads. Both good and bad trends. However.
PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
DECEMBER 10, 2013
That kind of video can be shared on social media, generating buzz about your company. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Hogwash! Period.
PowerViews with Jamie Turner: Mobile Marketing Leads the Way
APRIL 30, 2013
He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Social and mobile are nothing to be intimidated by.
Definitive Guide to Planning a New Content Initiative
dictates this answer, but if you’re starting something like a new email initiative, social channel. social channels and via email marketing, the cost of those conversions is much less. Check in on the trending hashtags on your social channels. On your social channels, look for posts that have received the most. traditional media industry. In that time, we’ve.
Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing
MARCH 13, 2014
Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. agree. By Dan McDade
PowerViews with Ruth Stevens: The Science (not the art) of Marketing
FEBRUARY 11, 2014
Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. Here is the full video of our entire chat and below that, some highlights. Stay Tuned.
PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’
OCTOBER 1, 2013
Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. Move Toward Customer Retention. Stay Tuned.
PowerViews with Tony Zambito: Buyer Predictability
MAY 7, 2013
Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Understand the Buyer''s Backstory. Study Lead Behavior. You''ll be far more successful in generating leads.
Study: How Much of Your Content Marketing Is Effective?
Terms like native content, brand publishing, and owned media are set to evolve. to be tackled if brands want to compete with traditional media. excluding social media posts)? LEADERSHIP SOCIAL. people just for their media house. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. content. 68% 16.7%
PowerViews with Kyle Porter: How Can You Sell If You’re Always On?
OCTOBER 29, 2013
They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. Has one of your prospects changed jobs? More than 9,000 professionals are using SalesLoft today.
PowerViews with Jill Rowley: Social Employees Should Connect and Amplify
OCTOBER 24, 2013
In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. She’s Down with OPC.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
Do you know how media fragmentation works and how to engage consumers across multiple channels and devices? Via Social Media Examiner. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via OpenView Labs. Enjoy!
Best of PowerViews: Are You Tenacious About Sales Follow Up?
OCTOBER 31, 2013
For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Click to start video at this point —When asked about marketing automation and if he felt we were returning to a one-to-many marketing approach, Jamie expressed that with the increased use of marketing automation, even on the social front, it has become somewhat depersonalized. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to. Enjoy! Today''s Featured Guests.
Staffing and Launching Your Content Marketing Program
in new readers via search and social. return on social. Media is changing marketing (and vice. media content is a diverting activity that rarely resembles. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY14 At Contently, we talk a lot about “building a better media world,” which. media experiences. MEDIA Journalism, native advertising, and the future of the.
PowerViews with Anthony Iannarino: Changing Business Models
DECEMBER 18, 2012
What About Little Data and Social Media? He likens it to using social media like a bullhorn to try to communicate with a mass of people all at once instead of doing it the right way and cultivating the intimate relationships that buyers are looking for. My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing. Anthony agreed with this wholeheartedly.
10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015
JULY 17, 2013
The hybrid salesperson will emerge, and they will be technically, culturally, socially, and skillfully diverse and astute. It is expected that 85% of buyer-seller interactions will happen online through social media and video. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. Or just go with inside sales?
Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
APRIL 2, 2013
Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying. Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive.
Good Reads for B2B Sales - Cold Calling Revisited
APRIL 4, 2013
The Force Multiplier Effect of Social Media for Professional Sellers. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect. Social media helps sellers develop a professional persona on a number of ubiquitous communications platforms and disseminate information about their company’s products and services.
B2B Marketing Trends for 2016
social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. social media. Look for.
Best of PowerViews: Exciting Future for Inside Sales Experts
AUGUST 6, 2013
It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Michael Brenner, SAP, Social Selling & Personal Branding. Click to start video at this point —As we look forward at the remainder of the year and into the next, Michael recommends talking to your sales team about social selling. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Below are some highlights from recent interviews. Enjoy!