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. Many challenges facing Sales and Marketing have been around since the beginning of time.
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
They should also work with the technologist to automate certain aspects of campaigns, like email or social media. In a recent interview, I sat down with Matt Heinz to pick his brain. pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt broke down the dream team into a few major components. the three most critical roles a CMO needs to consider.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
Companies score leads via marketing automation (MA) based on interactions that are driven by email; however, MA does not recognize offline behaviors or social if not integrated into the system. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. The schematic is overly weighted to arbitrary behavioral signals.
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask?
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.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Well, it’s neither.
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 Inbound.
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
MARCH 24, 2015
Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Simplified.: The Essential Handbook for Prospecting and New Business Development. Part 2: Tip #2 Commit to It. He is spot on. Simplified.:
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. Marketing ROI PowerViews Social Media
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.
Content Methodology: A Best Practices Report
social media, email, and chat platforms and in a multitude of media formats, from text. experience Loyalty • Return visitor rate • Email subscription rate • Social following growth • Avg. Total attention time • Total people • Total social actions • Avg. stories per person • Total attention time • Total people • Total social actions • Avg. sharing and native social.
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. Generate Demand.
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. Exciting when it works.
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.
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? Twitter: @kokasexton.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
success, followed by social shares and likes. (19 percent) and pageviews (15 percent). • 49 percent of marketers rate their content as. social media, brands and publishers alike have had. social network, and Facebook’s video platform has. in the shadow of the big social networks, is almost as. came social shares and likes (19 percent), followed. SOCIAL.
Tweet Less and Talk More
APRIL 3, 2014
Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations. But while technology has forever altered our sales processes, it won’t save our sales careers.
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. The Quality of Leads is Abysmal.
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.
PowerViews with Dave Stein: Hire the Right Salespeople
DECEMBER 3, 2013
How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. More than one in five salespeople don’t have the qualities to succeed in the field. which assists sales trainers in selecting the appropriate providers. Here is the full video of our discussion and below are some salient outtakes. Consolidation is Going to Continue.
Advocate Marketing Creates B2B Relationships That Lasts A Lifetime
Depth Of This Goodwill Social media, online activity, and the mobile. business-to-business (B2B) marketing tools, with social, mobile, and the steady move to. essential to market to and through your advocates, and not simply generate one-off testimonials, because: › social opens up a new world of advocacy opportunities. Advocate Marketing Creates B2B Customer. Read this report.
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. 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. Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. That has pros and cons, Nick said.
Power Opinions - Experts Select Top Three Social Media Tools
JULY 10, 2013
We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Social Listening, Content Management, Social Advertising—advertising in social? Still my favorite!”.
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. By Dan McDade
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.". Ian is the founder of the Senator Club , a social club for entrepreneurs and sales professionals to get good at sales.
Staffing and Launching Your Content Marketing Program
in new readers via search and social. return on social. SOCIAL Strategies, tools, and tips for spreading content through. the social web. sections of The Content Strategist: Brands, Media, Social, ROI, and Voices. You’ve heard the horror stories about organiza- tions that take months to approve simple social media. All rights reserved. Introduction 3 II.
REVENUE: The Golden Opportunity with Big Data and Content Marketing
FEBRUARY 4, 2014
Sentiment analysis considers the behavior of prospects in the social sphere rather than on your website. By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Sounds like a happy situation, right? Create the other with just static content.
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. There are also real measureable ways to track social growth and trends now.
Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3
JANUARY 22, 2016
One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort. This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016.
Study: How Much of Your Content Marketing Is Effective?
excluding social media posts)? LEADERSHIP SOCIAL. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. goals—and concerns—lie. content.
PowerViews with Michael Brenner: The Battle for Customer Attention
MAY 14, 2013
At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. 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. The Battle for Customer Attention.
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 amount of data available to marketers today can be overwhelming. Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. Inbound marketing is tough to scale.
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. Twitter: @ardath421.
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. Stay Tuned.
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. more true, apparently, than in social media. Look for.
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. 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. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast.
Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]
MARCH 19, 2015
The key, however, is to make sure it’s integrated into the digital experience to maintain its relevance. 5) Mobile and Social Targeting: Most people are using their phones to shop, but not necessarily purchasing on them. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. That''s not to say they''ve abandoned it entirely.
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.
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. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads.
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.
Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013
JULY 25, 2013
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. Running A Successful Business Blog: Why It Pays to Post. Learn why Anothony says his blog is "an outstanding ROI." Via OpenView Labs. Enjoy!