• LEAD GENERATION  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] Seven Things Marketers Need to Know About Lead Generation
    Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.
  • BOP DESIGN  |  TUESDAY, JANUARY 16, 2018
    [Companies, Sales] Tips to Make Your B2B Website Design Lead Centric
    The CTA is the initial point of contact and should make it easy for the user to reach out to your company. Incorporating content that engages the user not only ensures your company stands out from the competition, but it can also increase the frequency of leads that come in via the B2B website. Engaging website content is succinct and instills trust and confidence in your company, while also building the efficacy and professional image of your company’s digital brand.
  • VIEWPOINT  |  TUESDAY, JANUARY 16, 2018
    [Companies, Sales] Jill Konrath Reveals How She Overcomes a Problem by Reframing It
    I turn problems into challenges, and it's a fascinating exercise to do, but if your body perceives something as a problem, for example, being in sales and your boss comes to you and says, 'Jill, you're having a terrible month. Jill Konrath is a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts.
  • HG DATA  |  TUESDAY, JANUARY 16, 2018
    [Companies, Sales] Don’t Let Your Data Break Your ABM Program – Make Sure it’s Complete and Accurate
    Data – it can be such a powerful component of your sales and marketing efforts. In fact, DiscoverOrg has reported that using bad prospect data can result in sales teams losing approximately 550 hours and $32,000 per sales rep. Don’t be part of the 88 percent of companies where inaccurate data had a direct impact on the bottom line, according to research by Experian Data Quality. Sales & Marketing Business Intelligence HG Data martech Startup technographics
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 16, 2018
    [Companies, Sales] What Cards Against Humanity Can Teach Marketers About Content Personalization
    In the same way, there’s nothing personal about a product offering, sales pitch, or piece of marketing collateral. Our company has a saying: “No information is still information.” Focus on one part of the sales journey, one buyer persona, and one specific goal. Did your company succeed or fail in the same efforts, or are your competitors doing well in a market you haven’t cracked? Inspiration can strike at any moment.
  • WEBBIQUITY  |  TUESDAY, JANUARY 16, 2018
    [Companies, Sales] Price Matching Pros and Cons for Online Retailers
    That’s not to say that price matching and racing to the bottom doesn’t provide some advantages, and there are certainly companies (Walmart, Aldi, any of the dollar stores ) that have turned it into a winning strategy. A focus on value/service/relationship should always be a key component in the way you handle your sales. You can have strategic pricing that drives sales, but perhaps price matching isn’t the way to accomplish this. Guest post by Alex Walker.
  • VISUMCX  |  MONDAY, JANUARY 15, 2018
    [Companies, Sales] Customer Experience Is A Team Sport
    90% of B2B leaders believe that customer experience is key to their companies’ strategic priorities and 75% of those believe that importance will increase over the next two years according to a 2017 study published by Accenture. Sales While the research above does show that B2B buyers are taking longer in their purchase process to engage with sales, they are still vital to delivering customer experience.
  • HEINZ MARKETING  |  MONDAY, JANUARY 15, 2018
    [Companies, Sales] Sales Pipeline Radio, Episode 99: Q&A with Jen Spencer
    Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities heading into and throughout the year. Hey, let’s talk a little b2b sales and marketing.
  • OUTREACH  |  SUNDAY, JANUARY 14, 2018
    [Companies, Sales] Leaning Sideways: A Director-turned-AE Reflects on Her Decision to Prioritize Family, Flexibility and Fresh Alpine Air
    We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. Starting in my 20’s, I began a successful sales career. I needed to pay the bills and took a shot in sales with a local car dealership as a part-time job. It was a pretty long process, because I couldn’t believe that I would consider changing a career I loved with a company and colleagues I enjoyed.
  • OUTREACH  |  SUNDAY, JANUARY 14, 2018
    [Companies, Sales] Got Grit? An NCAA Athletic Trainer on What Star Athletes Can Teach Salespeople About Getting Their Head in the Game
    We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. The new hire lands the sale that no one else could, or the quiet engineer designs the unimaginably innovative new product. Both coveted by bosses and touted as the key to sales, grit has never been more in-demand in the business world. Do you listen to DJ Khaled before an important sales call?
  • B2B MARKETING DIRECTIONS  |  SUNDAY, JANUARY 14, 2018
    [Companies, Sales] How Marketers Can Nurture Buyer Trust, and Why That Matters
    But while marketers (or sales professionals for that matter) cannot unilaterally create buyer trust, they can take steps to create an environment that makes potential buyers more likely to extend their trust. The Foundation of Trust In a business context, the decision to trust a prospective vendor depends on the buyer's perceptions about three factors: Ability - Does the company possess the requisite knowledge, skill, and competence to perform in a way that will meet my expectations?
  • HEINZ MARKETING  |  SATURDAY, JANUARY 13, 2018
    [Companies, Sales] B2B Reads: Influencers, Data, and the Verbal Revolution
    In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. Great read on applying the principles of servant leadership to sales and our relationships with customers. Some tips for account based sales referrals. How B2B Sales Benefits From Prescriptive Analytics. The Basic Social Media Mistakes Companies Still Make.
  • ALTITUDE BRANDING  |  SATURDAY, JANUARY 13, 2018
    [Companies, Sales] The Purpose and Significance of Finance in Business Operations
    Finance is the solution that helps in the production of new businesses and enables enterprises to take advantage of possibilities to expand, hire more local workforce and in turn help other companies and local, as well as the federal government over the payment of income taxes. A Letter of Credit finances the production of products when a business applies the LOC as insurance for a company’s credit.
  • MODERN MARKETING  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] Why Next Year’s Marketing Success Will Always Follow Last Year’s Customer Experience
    ” Currently, over two-thirds of Fortune 1,000 companies use the NPS platform to track customer loyalty. Satisfaction, intention to buy in the future, loyalty and NPS all represent a logical and useful evolution for knowing how likely customers are to stick with you, buy more from your company, and influence others to do the same. And that lever is—drum roll, please— customer experience (CX), or the sum total of all interactions between a customer and a company.
  • STRATEGIC-IC  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] Account-Based Marketing - New Concept or Not?
    As Account-Based Marketing (ABM) is increasingly adopted by B2B marketing and sales teams, you may wonder how ABM differs from a traditional sales process. As such, it is an approach reserved for higher value sales opportunities; ABM is more labour intensive, but with a focus on select high propensity target accounts, ABM works to ensure solid ROI. So what are the main differences between traditional sales methods, such as Key Account Marketing, and ABM?
  • HUBSPOT  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] Facebook's News Feed Will Once Again Focus on Friends and Family
    For a while now, Facebook has been making extensive efforts to communicate an ethos that it is " not a media company." More content from friends and family, versus news from official or branded outlets = “not a media company.". That presents an opportunity for marketers to create engaging ways to let their audiences know about it, by way of sharing something like sales, one-time promotions, and the like with such language as, "Want to be the first to know about our sales?
  • EVERYONESOCIAL  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] EveryoneSocial Recognized as a High Performer in Employee Advocacy
    It’s also humbling to see positive reviews that came from such established companies, who took the time out of their busy schedules to provide the EveryoneSocial team with valuable feedback. Additionally, we are #2 number under the “Enterprise” section for companies of greater than 1000 employees. The brand advocacy category is a broad mix of software companies, whether focusing on our industry of employee advocacy or in the customer advocacy space.
  • ONLY B2B  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] Only B2B - Untitled Article
    Cons: Finding a right partner for content syndication is the way to harder than you think, that is why many of the companies prefer to hire for content syndication services. If your sales team suddenly begins struggling with unqualified leads, it’s probably wise to implement a lead scoring program or lengthen your landing page forms to maintain the lead quality. Weighing the pros and cons of content Syndication. What is Content Syndication?
  • LEAD LIAISON  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] Tech Partnership: Lead Liaison and ResponseTap Integration Connects Call Intelligence with Marketing Automation
    Allen, TX – Sales and marketing solutions provider, Lead Liaison , and call tracking intelligence experts, ResponseTap, today announce a partnership and integration that combines call tracking, visitor tracking, and marketing automation into one solution. The company has transformed the way marketers and call centers manage selling via the phone. The company’s website visitor tracking solution , ProspectVision™, tracks website activity.
  • CONTENT MARKETING INSTITUTE  |  FRIDAY, JANUARY 12, 2018
    [Companies, Sales] How Content Marketing Can Save Your Digital Marketing Strategy
    For other companies, it may be the vast majority of what they do. I went through my 2017 client notes, and, over the course of the year, I worked directly with 30 companies. Of the 30 companies: 96% of the companies (all but one) said they were siloed and had an increasingly difficult time aligning their enterprise digital marketing efforts across products, channels, regions, or even functional areas (brand vs. PR vs. demand generation ).
  • LEADFEEDER  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] Layer increased inbound leads by 2000%, but here’s why they wouldn’t do it again
    In the summer of 2016, I helped Layer‚ a customer conversation and messaging platform‚ launch an inbound campaign that blew up on Product Hunt and social media, driving 3,500 leads in 30 days for our sales team. Note: Our app, Leadfeeder, shows you what companies are visiting your website, before they fill out any lead forms. Sales had so many leads they had a hard time keeping up. One track would have sales-ready leads and would be owned by sales.
  • LAUNCH MARKETING  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] Proven Tips to Improve Your Content Marketing Efforts
    In a recent blog post, we discussed how the B2B buying process is generationally shifting with consumers doing more research on their own before connecting with a company sales representative. With this shift in the sales cycle, content marketing has evolved strategically and is now focused more on ‘quality over quantity.’. Are you aligned with your company’s business goals? Content marketing is a must for any business now in today’s digital age.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] Report: Marketers Seek to Drive Revenue Through Mobile Marketing
    The statistics showed that over the next 12 months, the majority of marketers (88 percent) would like to grow direct revenue/sales through mobile. In addition, 84 percent would like to promote their company’s mobile app. Enterprise marketers are interested in launching mobile advertising initiatives to drive revenue, but research shows they still face numerous challenges.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] Should Your B2B Company Be On Instagram?
    For many companies, posting once a week is doable, so start with that goal then scale up to multiple times per week if you feel like you have more content to share. This example from a designer at a marketing company works well in this context: So happy we were able to accommodate and print these banners for Lee University for their 100 year celebration!!! This is the approach we are using at my company: Millennials are taking over. Company Culture.
  • LEADCRUNCH  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] 4 Common Reasons You’re Not Closing The Deal
    It’s a phrase salespeople love and hate — closing the deal , or making sure the customer signs on the dotted line and the sale processes. If you’re someone who feels as though they have a hard time sealing the deal, we’ve identified a few common problems and offered solutions to consider as you overcome these obstacles and grow as a sales leader. In fact, approximately 40 percent of sales teams say prospecting is the hardest part of their job, according to HubSpot.
  • LEADCRUNCH  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] These Sales Statistics Will Change Your Approach in 2018
    Are you a sales professional hoping to close more deals than ever before in 2018? While your approach to sales won’t be exactly the same as the next person’s strategy, you can learn a lot by observing others. In fact, there are quite a few sales statistics that could potentially change your approach to selling. It’s not always easy to adjust your strategy, but it may be just what you need to finally turn your sales goals into reality. B2B Sales
  • LEANDATA  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] LeanData Expands Executive Team to Further Momentum and Growth
    Company appoints Karen Steele, CMO and Asher Mathew, VP of Business Development to expanding executive team. January 10, 2018 – LeanData , the leader in demand management for B2B organizations, announced the addition of two senior-level executives to the leadership team to further build on the company’s growing momentum. Furthermore, Karen and her team will help LeanData drive the innovation agenda in the sales and marketing technology space.
  • HG DATA  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] A Refresher on the Right Data for ABM Success
    Now that you know the impact ABM can have on your sales and marketing efforts, it’s time to start gathering the right ingredients for a powerful ABM program. Firmographics – Firmographics involve data related to companies and can include information such as company size, employee count, revenue, market vertical, location, and more. Sales & Marketing ABM Business Intelligence HG Data martech Startup techno technographics
  • SNAPAPP  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] A B2B Guide to Engagement Marketing (with Strategies, Tools and Examples)
    It was all about spending money to interrupt people with your messaging, and hoping the interruption was rewarded with a sale. . The quicker the sale, the more profitable the product. stakeholders involved in any given B2B sale. 49% of companies say they achieve a higher ROI by focusing on engagement over acquisition. . . . . Sales is being pushed further down the customer journey timeline. . For a century, marketing and advertising were the same thing.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] 3 Technologies to Watch (and Use) Today
    Putting these available technologies into practice today, you’re able to coordinate engagement of accounts between sales and marketing through account-centric targeting, personalization , and measurement. This helps you to engage select companies and the leads within them to move them towards a goal—whether that’s an initial sale, cross-sell or upsell, contract renewal or even advocacy. Marketing is going through a technology revolution. Bold statement, right?
  • TELEVERDE  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] How to Approach your Data Strategy
    Social data, for example, provides insights into your prospects, while D&B data provides insights into your prospect’s company and market data provides insights into the technology landscape. According to Ascend2, 54% of companies say their biggest challenge to data-driven marketing success is the lack of data quality and completeness. rise in MQL-to-sales accepted lead conversions. ? Data intelligence improves sales health for medical technology company.
  • MARKETING ENVY  |  THURSDAY, JANUARY 11, 2018
    [Companies, Sales] Are you presenting relevant B2B Marketing KPIs to Your Board?
    In addition, KPIs act as an anchor to remind you of your big-picture goals so you don’t lose track of your company’s business objectives. So perhaps growing the social media audience and showing an increase in engagement and actual leads generated from them would be more aligned with the overall business goal of increasing MQLs and of course, the sales pipeline, When setting your KPIs for reporting, make sure to keep quarterly, bi-annual, and annual business goals in mind.
  • VIEWPOINT  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] Leads are Hard 
    One analysis documented the following: “The average cost per lead across all the companies surveyed is almost $200 ($198.44). Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” There are two charts in that blog that show how much a high quality, sales qualified lead should (or at least probably will) cost, and why. How many leads do you think a sales rep will follow-up on to get 3 – 5 real opportunities?
  • LEADCRUNCH  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] How Technology Is Changing Sales and Marketing
    Sales and marketing have come a long way. It also presented the opportunity for businesses to print ads and sales in the newspaper, giving business a much broader reach. Radio – Still used today, radio was a big game changer for sales and marketing. It also made a big difference for sales and marketing, since TV gave business owners the opportunity to show what they had for sale and demonstrate the product on the spot.
  • OUTREACH  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] Move from Sales Rep to Trusted Adviser with the Right Discovery Call Preparation
    Buyers have a hard time trusting sales reps because they’ve been burnt. The Harvard Business Review found that buyers consider just 18 percent of sales reps to be trusted advisers. Those are bleak numbers, considering buyers rely on sales reps to help make huge purchasing decisions that can often put their jobs on the line! Almost half of buyers said that they believe sales reps push their own agendas exclusively, and a quarter said sales reps only care about making a sale.
  • SNAPAPP  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] The Quiz Factor: How MarketingProfs Used Spirit Animals to Drive Event Booth Traffic
    Do you have any plans on how the data collected from the content will help either your sales team or marketing team? . While that sounds obvious, it’s less intimidating for someone to visit a vendor’s booth to do something (hopefully fun/interesting/educational) than to just talk to a sales rep. Savvy companies using interactive content at events will find a way to weave in the fun with an educational message about who they are, why they matter, and why a prospect should care. .
  • VIDYARD  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] Is Your Video Infrastructure Ready for 2018?
    Most companies lack a standard format for sharing, storing, and securing video files. Marketing teams might use YouTube while sales teams use Dropbox, product teams SharePoint, and all others nothing because they couldn’t get around their email clients’ file size limits. Blog Marketing SalesAs the popularity of video multiplies, so do its uses. Yesterday, it was confined to the marketing department and considered expensive.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] How to Generate Leads with Webinars
    Any marketing and sales professional knows that most buyers don’t make a purchase decision right away. In this blog, I will outline the formula that successful brands use to turn leads into sales with webinars. The main objective of webinars is usually to convert leads into sales. Therefore, when brainstorming a topic, you should get your sales team involved from the beginning. They’re engaged, but they need nudging into the sales cycle.
  • HEINZ MARKETING  |  WEDNESDAY, JANUARY 10, 2018
    [Companies, Sales] The most important time to build pipeline? When you’re already killing it
    It was years ago working with residential real estate agents that I learned first-hand about the sales pipeline roller coaster. Unfortunately I see the same behavior from sales reps in a wide variety of industries, as well as with demand generation teams and their managers. When business is strong, when deals are closing, companies assume it’s safe to pull back on demand generation budgets to save some money and preserve some margin.
  • EMAGINE B2B BLOG  |  TUESDAY, JANUARY 9, 2018
    [Companies, Sales] How to Flaunt Your Website Redesign in 2018
    A complete redesign and overhaul of your company’s web presence is not an easy feat and you deserve to shout it from the rooftops. The launch of your new site may reflect several changes in your company. If your site has already been open to the public for a few weeks, get in touch with your sales team to get an idea of what feedback your customers have about the site’s facelift.
  • SHARPSPRING  |  TUESDAY, JANUARY 9, 2018
    [Companies, Sales] Supercharge Your Marketing With SharpSpring Social
    SharpSpring Social is designed to help you turn lead interactions into meaningful conversations that generate sales. Arguably the most exciting functionality, SharpSpring Social also allows you to trigger sales notifications, emails and other automations based on social activity. Send follow-up emails with related content, or notify the sales team when leads engage. To learn more about how SharpSpring Social can help you turn leads into sales, get a demo today.
  • VIDYARD  |  TUESDAY, JANUARY 9, 2018
    [Companies, Sales] Video Strategy: The Awareness, Interest, and Decision.
    Unfortunately, this doesn’t necessarily translate to sales and shouldn’t be your number one goal for every video. Company size, progressive profiling is the best bet here. – Add scoring to this videos in your Marketing automation platforms, use your Integration to your advantage and use video engagement in your sales process.
  • BOP DESIGN  |  TUESDAY, JANUARY 9, 2018
    [Companies, Sales] B2B Marketing Agencies: How to Choose the Best Fit
    We’ve all been there when a salesperson has said yes to everything we’ve asked, only to find out after the sale that they can’t deliver on half of the things we asked about. If they haven’t worked with your industry, ask what companies they have worked with that are similar and what results they have gotten for them. How Is Their Sales Process? Lack of follow-through in the sales process.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 9, 2018
    [Companies, Sales] 6 Ways You Could Be Dooming Your Case Studies Before You Even Start Writing
    Case studies are loved by marketers and sales teams alike for their ability to educate prospects and turn sales pitches and marketing spiels into verified, credible claims. Sales teams need them to show proof to their prospects. In this blog, I’ll show you 6 common mistakes companies make with their case studies before writing even begins. You’re Relying on Your Sales Team to Identify Customers. Their priority is making sales.
  • HG DATA  |  MONDAY, JANUARY 8, 2018
    [Companies, Sales] You Know You Need to Up Your ABM Game in 2018 – But Do You Know Why?
    ABM is defined as marketing to a tightly controlled audience of companies that are pre-qualified. ABM replaces or augments a mass market approach so that sales teams spend more time engaging with prospects and can be more effective because they know better what the customer’s needs are. Finally, MarketingProfs reported companies with ABM in place generate 208% more revenue for their marketing efforts.
  • SCRIBBLELIVE  |  MONDAY, JANUARY 8, 2018
    [Companies, Sales] Social Listening for B2B Sales: How to Ignite Sales and Buyer Engagement
    Translate into the context of B2B sales – and it is clear why listening is so important. I strongly believe the foundation of all modern marketing and sales programs starts with listening: Listening to your buyers, listening to your customers, listening to your competitors – your industry, your market. In this age, for B2B Sales there are New Rules of Engagement: Your online personal brand is more important than ever. Did they buy a company?
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 8, 2018
    [Companies, Sales] What Marketers Can Learn From Their Sales Team
    Yet, when it comes to creating dynamic duos within an organization, many companies fall short, siloing their departments under complex organizational structures, limiting the fantastic opportunity for cross-channel engagement. When it comes to winning new business, marketing and sales alignment might be the most amazing strategic alignment a company can embrace. In this blog, I am going to tell you the top three things any marketer can learn from their sales team.
  • LEADSPACE  |  MONDAY, JANUARY 8, 2018
    [Companies, Sales] 5 New Year’s Resolutions B2B Marketers Should Stick to in 2018
    In light of these statistics, chances are your company isn’t yet implementing true ABM. Much like with ABM, even before SiriusDecisions coined the term some B2B Sales and Marketing orgs were already moving towards this “Demand Unit” model. Marketing ABM account-based marketing artificial intelligence b2b b2b marketing B2B sales demand generation marketing Martech new year SiriusDecisions
  • PUREB2B  |  SUNDAY, JANUARY 7, 2018
    [Companies, Sales] 8 Principles of High-Converting Landing Pages
    With this information in hand, you can gain a deeper insight into your audience to help your brand nurture them along the sales process. It’s understandable that you to want to grow your company but, keep in mind that landing pages are meant to direct your prospects to a particular offer and not toward your organization in general. Resist the urge to include a lengthy list of your company’s achievements in your niche market.
  • ACTIVEDEMAND  |  FRIDAY, JANUARY 5, 2018
    [Companies, Sales] How Demand Generation is Limiting Your Business Growth
    Companies need to be active with their sales and marketing campaigns. Companies also need to be willing to expand into new channels with which they are unfamiliar. Companies must ensure they are found in all the major channels their customers are on (Facebook, Twitter, Google, LinkedIn, Reddit, Wall Street Journal, etc.). Companies use tools like Reddit, Facebook groups, forums, and blogs to build a relationship with their audience and forge brand ambassadorship.
  • ONALYTICA B2B  |  FRIDAY, JANUARY 5, 2018
    [Companies, Sales] Interview with Sujan Patel
    Bio: Sujan Patel is the co-founder of Web Profits , a growth marketing agency helping companies leverage the latest and greatest marketing strategy to fuel their businesses. Sujan has over 13 years of internet marketing experience and has led the digital marketing strategy for companies like Sales Force, Mint, Intuit and many other Fortune 500 caliber companies. Sujan Patel – Growth Marketer at Web Profits. Key Topics: Social Media Marketing, Content Marketing.
  • HEINZ MARKETING  |  FRIDAY, JANUARY 5, 2018
    [Companies, Sales] Inside the acquisition: How and why Terminus bought BrightFunnel
    Over the past few months, ever since we brought in Peter Herbert to be our VP of marketing at Terminus, we’ve gone through an ABM transformation to truly form #OneTeam between marketing and sales. Sangram: Everyone who works in B2B marketing should care about demonstrating marketing’s impact on driving pipeline and revenue for sales because their jobs literally depend on it. How do you integrate two companies?
  • HUBSPOT  |  FRIDAY, JANUARY 5, 2018
    [Companies, Sales] What is Deep Learning? Here's Everything Marketers Need to Know
    AI -- especially “deep learning” technology -- brings new opportunities and innovation in the way digital marketing, sales, and customer support are handled. And how can it be applied to marketing and sales in your company? Another example is Dialogflow , a platform from Google that lets you build a chatbot for your company or service. Deep learning and AI can be integrated into many aspects of digital marketing and sales automation. The machines are here.
  • VIEWPOINT  |  THURSDAY, JANUARY 4, 2018
    [Companies, Sales] How Much Leads Cost
    For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Admittedly, that’s a useless statistic, as these figures vary quite dramatically depending on industry, company size, etc.” (see Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200.
  • NAVIGATE THE CHANNEL  |  THURSDAY, JANUARY 4, 2018
    [Companies, Sales] Top Digital Marketing Mishaps and How to Solve Them
    For instance, if you refer to a sale price in an email blast—but your website shopping cart displays the original price, and the fine print reveals that the sale price is only applicable if the visitor purchases a year’s worth of services—your potential customer might go from feeling slightly annoyed to completely mislead. Few things make a business look more out of touch than a website full of references to past events, unavailable live webinars, and outdated company news.
  • MODERN MARKETING  |  THURSDAY, JANUARY 4, 2018
    [Companies, Sales] How to Scale a Social Selling Program
    You’re in a better position to deliver your value proposition to buyers and decision makers who were previously outside of your circle of influence, and your sales efforts during this phase can lead you to exponential growth that can change the course of your entire organization. Increasingly, businesses are investing more resources into social sales programs to engage their prospects in innovative ways. Adopt a scalable model that sets your sales reps up for success.
  • KEO MARKETING  |  THURSDAY, JANUARY 4, 2018
    [Companies, Sales] Why Your Website Needs a Redesign for 2018
    With digital assistants’ accuracy improving greatly, expect your target audience to use them at work and at home to search for what your company offers. This new strategy will have a big impact on how your target audience finds your company. Put your website in the best position to generate new leads and sales in the new year. a leading B2B digital marketing agency in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 4, 2018
    [Companies, Sales] 5 Insights on the Future of Manufacturing Content Marketing
    We presented a checklist for many years, and we almost always found the same things – website traffic, sales, SEO ranking, sales lead quality, etc. There were two: The first was that only 10 percent of manufacturing marketers whose companies are in the young/first steps of content marketing maturity have a documented content marketing strategy.
  • BIZNOLOGY  |  THURSDAY, JANUARY 4, 2018
    [Companies, Sales] How motion in technology business videos provides meaning
    The Danish 3D animation company PinkSquare has put together an interesting and effective demonstration showing how much faster animation can put across a concept — even compared to a “real” video demo. “Motion provides meaning,” according to Google ‘s Material Design language for mobile application design. Motion guides our interactions with mobile devices. Motion is equally central to our experience of watching videos.
  • LAUNCH MARKETING  |  WEDNESDAY, JANUARY 3, 2018
    [Companies, Sales] Unify Your B2B Messaging and Branding Strategy After a Merger or Acquisition
    The challenges that arise in enabling success in these instances are numerous, and many are deeply personal to the companies’ employees and customers. All possess an unbiased outside-in perspective of your company that your internal teams wouldn’t be able to provide. Prospects (or leads in the early stages of your sales pipeline) illuminate the criteria they apply in evaluating service or solution providers. What wants or needs do you think XYZ company aims to addresses?
  • OUTREACH  |  WEDNESDAY, JANUARY 3, 2018
    [Companies, Sales] A New Outreach and Meetings and Unleash, Oh My: What we Shipped in 2017
    2017 has been quite the wild ride at Outreach -- our product and company are growing so fast, you may barely even recognize us from a mere 365 days ago! Over the past year, we set out on a mission to create innovative technology that would empower every sales rep to book and hold more meetings, create more meaningful connections with prospects, work more efficiently to focus more time on selling activities, and ultimately, bring incredible innovations to market.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 3, 2018
    [Companies, Sales] 6 Ways B2B Marketers Can Attract More Leads With Video
    Video is one of the most effective ways to drive sales for marketers. For example, if your target audience is small business owners, then you can create whiteboard videos about the various issues they face around hiring, sales, marketing, incorporation, and payments. It enables you to demonstrate your company’s values by showcasing good examples. According to Email Monks , emails with videos drive a staggering 280% higher return than the ones without.
  • TERMINUS  |  WEDNESDAY, JANUARY 3, 2018
    [Companies, Sales] Terminus’ Acquisition of BrightFunnel: The Details
    At Terminus, our vision is to unify the go-to-market teams of every B2B company in the world, and our team of “Terminators” is committed to pouring every ounce of energy into helping our customers achieve this vision and solve their greatest business challenges. We implemented new marketing technology, restructured our processes across sales and marketing to optimize for account conversion, and executed on every go-to-market effort as a unified revenue team.
  • HUBSPOT  |  WEDNESDAY, JANUARY 3, 2018
    [Companies, Sales] The 6 Biggest Marketing Lessons HubSpot Learned in 2017
    This improved performance is partially a function of the channel (it’s great to get push notifications on someone’s home screen), but partially a function of it being a channel that aligns with how people want to shop and buy today, and how they want to engage with companies. Onsite messaging is now playing an integral role in inbound sales. For the past decade, lead forms have been the go-to way for prospects to express interest in working with your company.
  • HEINZ MARKETING  |  WEDNESDAY, JANUARY 3, 2018
    [Companies, Sales] Marketing technology: Tech that makes Heinz Marketing tick
    After seeing numerous visualizations of marketing technology stacks from companies throughout B2B last year, we wanted to share one of our own. Below is a simple overview of our key tools broken up by general sales funnel stages. LinkedIn Sales Navigator. CRM & Sales Management. Like most marketing technology stacks, this is constantly a work in progress.
  • CONTENTLY  |  TUESDAY, JANUARY 2, 2018
    [Companies, Sales] 24 Content Marketing Predictions for 2018
    Great stories aren’t just crucial for articles and videos; they’ll be necessary for case studies and sales decks as well. Greg Merson, sales operations manager. B2C companies will take more of a public stand on key topics, especially social issues, which will be reflected in their content. Luke Maloney, senior sales executive. Content marketing platforms will begin to consolidate as larger software companies look to make acquisitions.
  • VIEWPOINT  |  TUESDAY, JANUARY 2, 2018
    [Companies, Sales] 5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)
    A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. Quota attainment averaged across all geographies, industries and company sizes has dropped from 63% of salespeople in 2012 to 53% in 2016 – and 2017 will likely be down again – for the fifth year in a row. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 2, 2018
    [Companies, Sales] Three Questions to Ask Before Becoming a Sales Manager
    To be a sales manager, a successful one, you must have certain skills and an action plan. The recent studies show that good sales manager has to be a leader in nature, but demonstrate his/her ability to work as a part of a team, as key duties of this position include coaching and constant professional development for each sales representative. Here is help with essay to learn step by the step how to become not just a good but the best manager in sales.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 2, 2018
    [Companies, Sales] The Personalization Challenge (and Why Tech Alone Can’t Solve It)
    There are several tactics our team uses to create meaningful connections with our base of tens of thousands of customers, without completely overwhelming our sales and marketing teams, or relying solely on technology to do the job. As you think about how to gather and leverage data about your customers, consider what you are (or are not) sharing about the people who run your company.
  • CONTENT MARKETING INSTITUTE  |  TUESDAY, JANUARY 2, 2018
    [Companies, Sales] Community Management: A Social Media Expert Spills Her Secrets
    If this week we are trying to promote sales for Content Marketing World, for example, I can go into Sigstr and add that promotion. Feel free to include additional tools in the comments (from your company or ones that you have used). Christin Kardos leads social media for Convince and Convert, an organization that teaches marketers how to be socially savvy. We wanted to know: How does the expert’s expert build and manage communities? Essential social mindset.
  • CONTENT MARKETING INSTITUTE  |  MONDAY, JANUARY 1, 2018
    [Companies, Sales] 5 Ways Mobile Drives Customer Loyalty
    These days, most companies recognize the importance of mobile optimization for the customer experience. Some companies like Starbucks and Uber allow customers to make payments directly within their apps. Customers might be sent interesting marketing offers or sales event information when they are in or near a store. Geolocation can also be used to determine when customers might need service, such as offering them sales support when browsing in-store.
  • HEINZ MARKETING  |  MONDAY, JANUARY 1, 2018
    [Companies, Sales] Sales Pipeline Radio, Episode 98: Q&A with Henry Schuck
    Late in 2015 we started producing a bi-weekly radio program called Sales Pipeline Radio , which runs live every other Thursday at 11:30 a.m. It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities heading into and throughout the year. Time once again for another episode of Sales Pipeline Radio.
  • ABERDEEN CMO ESSENTIALS  |  FRIDAY, DECEMBER 29, 2017
    [Companies, Sales] How to Attract Your Ideal Customer on Instagram
    How can you make the most out of the millions using this platform to drive sales to your website? Use your company’s brand name for local targeting. To explore the three building blocks Best-in-Class companies use to drive superior customer experiences through social media, check out this extensive research report by Aberdeen’s Omer Minkara. If you’re looking for additional channels to market your brand, which of the following are you thinking of using?
  • BIZIBLE  |  FRIDAY, DECEMBER 29, 2017
    [Companies, Sales] Introducing The B2B Marketing Attribution Maturity Framework
    You’ll make better decisions about your marketing, secure a seat at the revenue table with sales and the CEO, and grow the company faster. While getting to a high level is the ultimate goal, try and move up a level every 3 - 6 months depending on where your company is at and how large it is. Plan on a sales cycle of data collection and another sales cycle to start operationalizing the data. Very few companies are currently at this stage.
  • VIDYARD  |  FRIDAY, DECEMBER 29, 2017
    [Companies, Sales] How Sales Can Triple Response Rates With Video
    There is nothing worse for a sales rep then trying to book a call with a prospect and hearing “Sorry I’m slammed, my calendar is too full, let’s reschedule next week, next month, next quarter, or next YEAR!” As a sales rep, if you want to break through that superhuman filter, and get prospects to carve out time for you then be like your buyer’s friends and create a personal connection. Account-Based Sales Approach. Blog Inside Sales Sales
  • BIZNOLOGY  |  FRIDAY, DECEMBER 29, 2017
    [Companies, Sales] Where is B2B marketing headed? 7 predictions for 2018
    B2B sales and marketing are evolving quickly as buying behavior changes and new technologies take hold, so there’s a lot to talk about. It’s been a long time coming, but B2B marketers are finally waking up to the fact that purchase decisions are based far less on price and more on direct and indirect experience with the product, the brand, and the company. End-of-the-year predictions are a dangerous business.
  • CONTENT MARKETING INSTITUTE  |  FRIDAY, DECEMBER 29, 2017
    [Companies, Sales] 6 Content Marketing Ideas to Steal From the Awards Finalists of 2017
    Clearly, you’ll be in good company if you “steal” the content marketing ideas in this column. Hint: Sales outreach following a content download likely isn’t an audience benefit unless the person asked to be contacted.). Sales outreach following a #content download likely isn’t an audience benefit, says @KimMoutsos. HANDPICKED RELATED CONTENT: Bingeable Content: How to Move Buyers Through Your Sales Cycle Faster.
  • VIDYARD  |  THURSDAY, DECEMBER 28, 2017
    [Companies, Sales] 4 Ways Video Helps Maintain Control and Accelerate the Sales Cycle
    We’ve been talking a lot about using video during the inbound/outbound sales process. But it’s time to dive a little deeper into how you can strategically use video to tighten up your sales cycle and maintain control of the buying process – at the same time, providing a seamless experience for your customers and prospects. You still need to personalize your messaging – but in this case, the personalization is your targeted research on the company.
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 28, 2017
    [Companies, Sales] 5 Tips to Achieve Stellar Sales Success in 2018
    How specifically are you going to drive sales? In this blog, you’ll find five tips to help you achieve stellar sales success in 2018. For example, the top three sales skills possessed by sellers at top-performing sales organizations are: Driving and winning sales opportunities. 71% of company leaders do not believe their sellers manage their time and day effectively. To beat your sales goals, you need to maximize your time and motivation.
  • CONTENT STANDARD  |  THURSDAY, DECEMBER 28, 2017
    [Companies, Sales] Digital Home Assistants Were Popular Gifts This Year. Content Marketers, Take Note
    Amazon’s sales for its Echo home assistant broke a Cyber Monday record this year, and the Seattle Times reports that Amazon sold “tens of millions” of devices over the entire holiday shopping season, beating 2016’s numbers by millions. That number includes sales of the Echo Dot, a simpler digital assistant that sold millions of devices on its own.
  • CONTENT MARKETING INSTITUTE  |  THURSDAY, DECEMBER 28, 2017
    [Companies, Sales] The Zen of Content Marketing: Higher Consciousness, Better Performance
    When marketers come up against frustrations, for example, Robert has a way of reframing their situations in such a way that new opportunities – for the individual and for the company – emerge. As marketers, we may feel forced to run campaigns to meet established monthly sales goals. To serve our customers and our companies, our content must be substantive and popular; the two characteristics can’t be separated.
  • EMEDIA  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] How Paycor Hit Pay Dirt: Align Sales and Marketing (Part 2)
    B2B Marketing Lessons from Solutions Provider Paycor – Align Sales and Marketing (Part 2 of 2). Rarely do we come across a company whose demand generation and sales organizations are as productively aligned as Paycor’s. The HR and payroll solutions provider tackled both technological and cultural considerations to align sales and marketing to help propel revenues upward. Optimize the entire funnel, from early engagement through conversion or sale.
  • ALTITUDE BRANDING  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] Find The Salespeople That Will Bring In The Dough
    Time and time again, sales entities wind up taking on candidates that simply can’t meet the quotas required of them. This is because hiring for sales is extremely challenging; despite powerful qualifications, there’s no telling whether these mean an applicant’s sales personality is well-suited for a given position. The testing company typically researches and analyzes the needs of each position to create a target profile, an ideal combination of these traits.
  • ONLY B2B  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] Only B2B - Untitled Article
    Well if you have not until now then you should probably know that when it comes to B2B lead Generation, 2018 is going to become the lifeblood of modern sales process. As a B2B Lead Generation company, that is what we do here – rely on quality over quantity, and thus we get better results. The first stage in marketing/sales process is making sure the prospect knows who you are (awareness) and is interested in learning more about the value you could provide (attraction).
  • SNAPAPP  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] Inside Look: The Creative Approach to an Award-Winning Content Campaign
    An infographic , a survey , an assessment , a sales enablement tool (weirdly top and bottom funnel), and, hopefully, a pretty good time. . But since we also wanted to show off what that SnapApp platform was capable of and close with a demo request, we decided to include the content as a sales enablement piece for more bottom-of-the-funnel leads as well. . Sales Alignment. Looping in sales team members during the content planning process get’s everyone on the same page. .
  • TELEVERDE  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] Plan Before You Execute
    The key is sales and marketing alignment. Because such an engagement strategy should serve as the foundation for all your marketing and sales activities, both parts of the business must share a common language and agree on goals around lead qualification, buyer personas, and more. According to Forrester, sales and marketing alignment is more important than ever in the digital age, because “customer engagement is a lot more complicated.
  • TELEVERDE  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] Plan Before You Execute
    The key is sales and marketing alignment. Because such an engagement strategy should serve as the foundation for all your marketing and sales activities, both parts of the business must share a common language and agree on goals around lead qualification, buyer personas, and more. According to Forrester, sales and marketing alignment is more important than ever in the digital age, because “customer engagement is a lot more complicated.
  • CONTENT MARKETING INSTITUTE  |  WEDNESDAY, DECEMBER 27, 2017
    [Companies, Sales] 2018 Content Marketing Toolkit: Tips, Templates, and Checklists
    Bring in more sales leads? A content marketing mission or core content strategy statement is a summary of your company’s reason for creating content, and the priorities and perspectives it will uphold in pursuit of that mission. Not only can it help identify and characterize the unique value your company will provide through its content, it’s also a critical component for governing your storytelling efforts and guiding your decision-making throughout the life of your program.
  • KAON  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] Top 5 Blog Posts of 2017
    5: Software Advice Asks Kaon CEO How to Improve Sales and Marketing Strategy Through Effective Brand Guidelines. Marketers perpetually seek ways to refine marketing and sales strategy to increase ROI and the number of qualified leads entering the funnel. 4: How Kaon Interactive Became the Leader in Enterprise Sales and Marketing Apps. How do you develop the best mobile application to achieve your organization’s sales goals?
  • MARKETING CONVERTS  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] Every marketing department needs project management software
    When Jason and I work with a company, one of the first things we recommend is a baseline project management approach along with the enabling software (usually Trello or LeanKit). Prior to co-founding Marketing Converts, Jay led SiriusDecisions’ Technology and Services practice, where he oversaw marketing and sales technology and service coverage. About the photo: Shocking? Click bait? Yep, you caught me there.
  • MARKETING CONVERTS  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] Every marketing department needs project management software
    When Jason and I work with a company, one of the first things we recommend is a baseline project management approach along with the enabling software (usually Trello or LeanKit). Prior to co-founding Marketing Converts, Jay led SiriusDecisions’ Technology and Services practice, where he oversaw marketing and sales technology and service coverage. About the photo: Shocking? Click bait? Yep, you caught me there.
  • BULLDOG SOLUTIONS  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] 5 Types of underperformers who get an MBA
    If you want to start a company, you should start a company. If you are due for a promotion and your boss says you need an MBA to move up, your first thought should be “my company sucks.” If you absolutely have to get an MBA to move up at your company then get a mail-order MBA from a terrible school that requires very little effort. And god help you if you’re at a company that is paying for you to get an MBA. In adult life we are all in sales.
  • ALTITUDE BRANDING  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] 30+ Best Marketing And Tech Blogs To Follow In 2018
    Get more followers, traffic & sales with in-depth guides and online courses. Cktechconnect provides a variety of articles to help professionals and companies get their online marketing and social media sites, started, noticed and growing. MAP IT is a company (and a blog) founded by Mark Abela and Anton Pisani. It provides mined and polished data graphs at both company and project level. The universe of tech blogs is vast!
  • ALTITUDE BRANDING  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] 30+ Best Marketing And Tech Blogs To Follow In 2017 – Part 3
    Trellis is a full service strategy, web design, software implementation, and marketing services company – thus their blog is a gold mine of handful information in the industry. Listing Tool Management allows the retail store owners to list their products across different market places, social media channels and make them visible from one place thus there would be a drastic increase in sales outcome. The universe of tech blogs is vast!
  • ONLY B2B  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] Only B2B - Untitled Article
    Not only can you save 550 hours and as much as $32,000 per sales rep (and impress the C-suite), you can also boost the morale of your teams and skyrocket the revenue. Unfortunately, more than 50% of the data in an average company’s CRM system is outdated. For example, you may know that person is the sales account manager but if you can understand his/her role, challenges etc you will create a bang on campaign.
  • HUBSPOT  |  TUESDAY, DECEMBER 26, 2017
    [Companies, Sales] 10 Free Templates Every Small Business Needs in 2018
    You have a good view of the business operations, your work is visible, and you have an opportunity to make a big impact during the company's critical growth years. 3) Company Newsletter Template. Try sending a monthly company newsletter. Aware that email can be a serious time suck, we created 15 email marketing templates to simplify all of your marketing and sales needs -- from PR and blogging outreach to customer reference emails.
  • CONTENT MARKETING INSTITUTE  |  MONDAY, DECEMBER 25, 2017
    [Companies, Sales] A Year Full of ‘No Way!?’ Moments for CCO Magazine
    Among other nuggets of wisdom, he explained that marketers focus too much on the sale and, in doing so, lose sight of the power of a well-told story. Marketers focus too much on sale. She said among her first tasks when she speaks to a potential hiring company is to figure out if they are serious about content – and thus worth consideration by top-flight talent. 2017 will go down as the year contributors to the magazine repeatedly blew my mind.
  • HEINZ MARKETING  |  SATURDAY, DECEMBER 23, 2017
    [Companies, Sales] 6 Skills for Consulting Success
    Companies come to consultants seeking advice. After rattling an idea around in their own brains, companies go to consultants to get a fresh perspective. Consulting firms follow a sales model, where as a consultant grows in the firm, he or she will become responsible for obtaining new business. Having a successful career in consulting requires sustained motivation.
  • BOP DESIGN  |  FRIDAY, DECEMBER 22, 2017
    [Companies, Sales] Maximize B2B Website Retargeting with Content
    Offering a piece of content to retarget a potential prospect, who is likely still learning about your company, builds trust. Your sales process may take anywhere from 30 days to 6 months or more. It also requires fewer resources than an entire sales team. However, many companies forget this task and stop nurturing the relationships once the deal is made or the sales process is over.
  • VIDYARD  |  FRIDAY, DECEMBER 22, 2017
    [Companies, Sales] How to Stay Productive During the Holiday Season
    Maybe for every $20 made, a for-profit company will donate a percentage to your organization, or something similar. Don’t worry about burdening a company. In fact, 20 percent of annual retail sales occur between November and December, so your organization might be able to benefit from that. The holidays are tiring out your employees.
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