The Forward Observer

Of the 3 Sales Prospecting Attitudes, 2 Guarantee Failure. Which One Do You Have?

The Forward Observer

The number one reason for failure in sales is the failure to prospect. And the most important ingredient for success is having the right, realistic, practical attitude about prospecting. T uesdays with Chad.

How to Find More Qualified Sales Prospects and Stop Chasing Your Tail

The Forward Observer

Not all sales prospects are created equal, and the better you’re able to quickly spot the differences, your prospecting and sales efforts will become more efficient and pay greater dividends. T uesdays with Chad.

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How to (Nicely) Push Back on Buyers Who Don't Tell You the Full Truth

The Forward Observer

People lie all the time. In fact, one study found most adults can’t last 10 minutes without lying.

6 Steps To A More Successful B2B Sales Approach

The Forward Observer

Are you adjusting to the changing way B2B prospects are buying? They want to learn but not be pitched. They prefer a consultative approach. I’ve been going to sales training for over ten years.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Social Selling: Aligning Your Sales and Marketing For The Modern Buyer

The Forward Observer

Are you wondering what social selling is and if it works? It's not a replacement for your sales process - it's additive. And studies show it's very effective. Ask any salesperson and they’ll tell you that selling is becoming even more challenging than just two years ago.

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6 Things Your Website Still Must Have To Get Found Online

The Forward Observer

Despite Google''s updates that make on-page SEO less important for search engine rankings, there are a few things that remain vitally important. Have you noticed there are a shrinking number of search engine optimization (SEO) firms these days?

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The Very First Step To Take For Better Quality B2B Sales Leads

The Forward Observer

Sure, you're generating sales leads, but are they good leads? The solution might be right in front of you. Here's how to step up your lead quality. One day years ago when I was a young account executive in the training program at the fabled J.

What’s your story? It’s your most important sales weapon.

The Forward Observer

With a compelling sales story you can quickly break through, differentiate your company, build trust and preference, and justify a premium price. In Mike Weinberg’s bestselling book New Sales. Simplified.

What B2B Marketers Can Learn About Lead Generation From Costco

The Forward Observer

Are you struggling to generate leads without creating content to attract them? You're doing it the hard way. Take a cue from Costco samples. Lead generation is popular these days, especially with people whose livelihood depends on selling something in order to keep their job. Like a salesperson.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Does Modern B2B Lead Generation Really Work?

The Forward Observer

Are you struggling to fill your sales pipeline with quality leads? You may need a lead generation mindset change. Here's how to think about it. Do you remember when prospective customers used to contact you as they were starting their buying research? Yeah, those days are over.

Why Successful B2B Lead Generation Forms Are Like Blackjack Winners

The Forward Observer

In the high stakes game of B2B lead generation forms, are you tempted to ask for too much information? Here's how to play it cool for a winning hand. Blackjack, also known as twenty-one, is the most popular casino game in the world.

5 Ways To Unite Sales And Marketing For Increased Revenues

The Forward Observer

Do you need to increase revenues? Companies with strong alignment between marketing and sales achieve 20% revenue growth. Here''s how to do it.

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The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy

The Forward Observer

Would you like your social media strategy to help increase website traffic, leads and sales? These five things can help make that happen. Despite social media’s ubiquity and adoption by people, there are a lot of B2B companies that have not done much to leverage its power.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

The Best Marketing Podcasts for Marketers Who Want To Be CEO

The Forward Observer

Do you want to keep up with the smartest thinking in the quickly-changing field of marketing? Listening to these marketing podcasts will help. In a recent Forbes article " Are Today''s Marketers Tomorrow''s CEOs? ," Kimberly A.

12 Ways To Ensure Your Email Marketing Packs A Serious Punch

The Forward Observer

Is your email marketing not getting the results you want? Follow this 12-point checklist to make sure your email marketing packs a wallop. Email is the workhorse of Internet marketing. It’s the connective tissue of digital marketing. It’s the glue that holds it all together. You get the idea.

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Predictable Lead Generation Absolves Many Business Sins

The Forward Observer

With a predictable lead generation machine, your firm can get a lot of things wrong and still do pretty well. All you need is seeds, nets and spears. Do you spend a lot of time perfecting your company’s product or service?

13 Lucky Takeaways from HubSpot’s 2015 State of Inbound Report

The Forward Observer

Are you struggling to keep up with the winning ways of modern marketing and sales? Get lucky with HubSpot's State of Inbound Report.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Why Marketing With Purchased Email Lists Is Like Unprotected Sex

The Forward Observer

Are you desperate to buy an email list for marketing? Bad idea. Like having unprotected sex, it might be tempting but it carries long-term risks. I was contacted recently by an executive who had some marketing questions.

Why Landing Pages are to Leads as Phone Numbers are to First Dates

The Forward Observer

Do you want to generate more leads on your website? Without landing pages, you''re like the single guy who doesn''t ask Miss Right for her phone number. One day back when I was single in the City of New York and living on Manhattan''s Upper East Side , I met the girl of my dreams.

How To Plan Your B2B Lead Generation Content Over Three Martinis

The Forward Observer

Are you overwhelmed and confused about creating the ideal content for increasing traffic, leads and sales? It's nothing a stiff drink can't cure. Many Great Ideas Started Over Drinks In A Bar The. United States Marine Corps , Southwest Airlines and. Shark Week , to name just a few.

Sales Prospecting Without Social Media Is Like Selling Without a Phone

The Forward Observer

For the sales profession, social media is the most important technological advancement since the telephone. Here's how to get an unfair advantage.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

The 3 Social Media Networks That Are Best for B2B Marketing

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer. As a B2B marketer, are you overwhelmed by all the available social media networks? Don’t be. Focus on these three to get the most bang for your buck.

Inbound Marketing Takes Time: How Should You Be Using Yours?

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Starting inbound marketing is like preparing a ship and its crew to go on a long sea voyage. Once underway, here''s what needs to happen.

20 Stunning Inbound Marketing Statistics

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Looking for some inbound marketing statistics that will blow you away? Here are 20 to get you inspired.

4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success

The Forward Observer

Would you like more website traffic, leads, sales and happy customers? Social media can grease the wheels of your inbound marketing. Here''s how. You often hear it said, “You only need two things in life: Duct Tape and WD-40.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

How To Pitch Lead Generation Blogging to Old School Executives

The Forward Observer

Are you frustrated trying to explain how a blog can generate leads? Start with the facts. Then use an old school example that was ahead of its time.

5 Ways to Improve the Quality of Your B2B Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you generating lots of leads but few sales? You might have weak leads. Here are 5 ways to quickly strengthen your B2B lead quality and sales. Most B2B companies (and their sales teams) always clamor for "more leads."

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5 Ways To Know If Your B2B Blog Is Picking Up Steam

The Forward Observer

Are you wondering if your B2B blog is on the right track for successful lead generation? Focus on these five areas to know. All aboard! Your train is pulling away from the station and you’re on it.

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The 3 Most Important Content Marketing Questions CEOs Should Ask

The Forward Observer

As CEO of a company moving to content marketing, are you wondering how to set the right course? These three questions will have the greatest impact. Let’s say you are the CEO of a company that has seen its sales pipeline flattening out for a couple of years.

The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

The 5 "Must Haves" To Ignite A Lead Generation Blog

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Do you want to turn your blog into a red-hot lead generation sales machine? These five things will help you set the blogging world on fire.