The Forward Observer

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.

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

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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.

Your Customers Are Calling You. Are You Picking Up?

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In today’s world, there are many easy ways to connect with others -- you can text, email, or video chat someone on your phone all with a click of a button. Even with all of these easy ways to communicate, old habits die hard when people want to reach a company.

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.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

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

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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.

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

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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.

B2B Lead Generation: 2 Things You May Be Doing Wrong

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Is your lead generation slowing down? You might be doing it wrong. Let marketing help generate more qualified leads with your website. Here's how. Sales leads. The lifeblood of any organization that needs to sell something in order to survive and grow.

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

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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.

6 Things Your Website Still Must Have To Get Found Online

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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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6 Steps to Building Predictable Lead Flow and Revenue

Achieving predictable lead flow and revenue depends on monitoring sales history and developing a robust, flexible lead development process. Download this eBook for 6 clear steps you can take to build that process today.

What B2B Marketers Can Learn About Lead Generation From Costco

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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.

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 B2B Lead Generation Without Content Is Like Fishing Without Bait

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Are you actively pursuing B2B lead generation but still not getting results? You might be fishing without bait. Here’s how to catch the big ones. Deep sea fishing is big business. Fully-equipped and provisioned charter boats can cost a few million dollars.

Sales Prospecting Without Social Media Is Like Selling Without a Phone

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

Lead Generation Companies: How to Pick a Right One

Have you ever had a bad experience using a lead generation company? If the answer is yes, you are certainly not alone; fortunately, MarketJoy has put together 4 simple questions that you can use to judge your next potential lead gen partner.

Predictable Lead Generation Absolves Many Business Sins

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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?

Why Successful B2B Lead Generation Forms Are Like Blackjack Winners

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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

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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

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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.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

The Best Marketing Podcasts for Marketers Who Want To Be CEO

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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.

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

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

Why Marketing With Purchased Email Lists Is Like Unprotected Sex

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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.

12 Ways To Ensure Your Email Marketing Packs A Serious Punch

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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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7 Cold Calling Tactics You Aren't Using but Should Be

Cold calling isn‘t dead; neither is it on its deathbed. In fact, it’s one of the most effective ways to increase sales and drive revenue. Learn 7 preperation strategies to lessen your stress, and to become a better closer!

7 Ways To Thrill Customers And Get Them To Buy More From You

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Are you focused more on getting new customers than delighting your current customers? You''re doing it the hard way. Here''s how to get both. Most businesses spend the majority of their money and time acquiring customers and building products.

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How To Plan Your B2B Lead Generation Content Over Three Martinis

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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.

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

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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.

The 3 Social Media Networks That Are Best for B2B Marketing

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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.

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

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.

How To Pitch Lead Generation Blogging to Old School Executives

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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.

Beware Of Shiny Objects: Why Email Marketing Trumps Social Media

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To acquire customers, does your marketing focus more on social media than email? Consider this: Email is 40 times more effective than social media. Social media tends to suck all the oxygen out of the room.

20 Stunning Inbound Marketing Statistics

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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.

Best Practices for Selling to Government Agencies

The US government spends over $235 billion on goods and services each year. Because of this, selling your product or service to a government agency can be a great way to increase profits. A government buyer also offers consistency, at least for the duration of your contract. However, there are key differences between selling to a customer or business and selling to the government. MarketJoy VP of Customer Success, Curtis Bendt, has used his vast experience in sales industry to craft a list of best practices for selling to government agencies to give you a more specific idea of what the process involves. MarketJoy also provides you with several tips on how to increase your chances of success.

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

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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.