How to Ease Your Sales Team Into Social Sales


But after working with thousands of salespeople and their managers (and after some self-analysis on my own reluctance to “join the conversation”), I think I may have discovered at least three of the reasons that are holding them back. But that open competition comes with a price.

How to Save 4 Hours on Every Piece of Content You Create


If you spent all your hours finding external contributors and editing their work, you wouldn’t have time to create sales-enablement content, analyze engagement data, develop a long-term content strategy, or even just write your own stories.

Trending Sources

31+ of the Coolest Social Media, Search and Web Tools of 2010


Economic conditions may have been tough in 2010, but there was no shortage of online innovation. Discover how to accomplish all of the tasks above and more using some of the coolest free and modestly priced social media and web tools released in the past year or so.

Tools 95

B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation Blog

But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. If a sales professional says, ‘I submitted a proposal,’ and your customer says, ‘I got a price quote,’ that’s a sign of misaligned perceptions and selling-buying cycles,” says Dickie.

The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012

The ROI Guy

This condition, termed Frugalnomics, means that buyers are overloaded and forced to do-more-with-less, uncertain about their budgets, and required to financially justify new investments. Advice: Discounts can be used to win business, and low-price providers will have an inherent advantage.

Net-Results Simplifies Demand Generation for Small Business

Customer Experience Matrix

They’re assigned to campaigns by defining entry conditions for campaign steps, which the system calls “actions”. These conditions are not themselves segments but can be copied from existing segment definitions or built with the standard segment-creation interface. Campaigns can have multiple actions, each with its own entry conditions. Each lead is assigned to the first "child" action whose entry conditions it meets. Pricing is also aimed at small businesses.

DecisionPower Offers Agent-Based Modeling for Marketers

Customer Experience Matrix

MarketSim inputs include advertising, channels, pricing, and in-store displays, each of which is part of the customer experience. It can also factor in external factors such as the weather and business conditions, which are part of “context” in customer experience analysis. In MarketSim terms, these would most likely be treated as influences on future purchases, since everything in MarketSim is aimed at calculating purchase propensity.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

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Based on an analysis of The Advertising Concept Book by Pete Barry, it’s a really useful list… Read more… Stan Woods | February 13th, 2009 | no comments Why Ronald Reagan is the Spitting Image of an internet pioneer Presidents are all the rage. Home > Our blog HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Our blog About Velocity Our clients What we do Who we are Recent posts The white paper is dead…or is it?

PR 12

For Behavior Detection, Simple Triggers May Do the Trick

Customer Experience Matrix

But this simple condition is not always met. These are usually defined in advance through sophisticated manual and statistical analysis. But trigger events can also be as basic as an abandoned shopping cart or search for information on pricing. This involves setting up the triggers, reacting when they fire, and measuring the short- and long-term results. But it should be as automated as possible so the company can test new ideas as conditions change over time.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now”.

Best Practices for Marketing Automation and Demand Generation Campaigns

Customer Experience Matrix

A bit of context: the presentation listed a sequence of steps for marketing campaign creation, deployment and analysis. Sharing also makes it easy to deploy changes, such as a new price or new logo, without individually modifying every item in every campaign. This lets marketers refine them over time, testing different treatments for different conditions and keeping the winners.

Selling Software to the C-Suite REQUIRES Quantified Value

The ROI Guy

We call this change in buying attitude Frugalnomics, and sales and marketing needs to change to address these new market conditions. During the selection phase of the buying cycle it is important for the seller that the customer does not tactically select a lower priced solution after all the strategic hard work has been done. And finally, during the post-implementation / sale phase, that the quantified ROI analysis be used to determine exactly whether value was delivered.

IT Does Matter

The ROI Guy

Alinean's analysis of 2004 IT spending across more than 5,000 companies clearly disproves Carr's theory, showing that on average, companies that spend more on IT achieve greater bottom-line benefits. I think longer term trends toward the greater standardization of IT and toward rapid price declines of IT components have also influenced executives in leading them to move away from the cutting edge and look for cheaper ways to get the capabilities they need."