[Companies, Sales] Outbound vs. Inbound Marketing? What You Should Know
    When a company’s prospects are not experiencing their ads and content, the company will miss out on valuable sales. If companies want to stand out from their competition and reach prospects, they must use the right form of marketing at the right time for their unique goals and needs. That is where inbound and outbound marketing can work together to generate sales leads and drive sales conversions.
    [Companies, Sales] Report: Customers Challenge Marketers to Deliver Omni-Channel Experiences
    About 58 percent say they turn to a company’s website when they want to engage, while 52 percent prefer email. The Complexities of B2B Sales Require Thinking Beyond Today’s CPQ” report from Forrester Consulting and FPX recently looked at how B2B marketers are serving their customers and prospects. Marketers are connecting with their customers and prospects in multiple ways today, but is one method of contact more effective than others?
    [Companies, Sales] The 10 Biggest SEO Myths & Misconceptions to Watch for
    On the flip side, if your brand name (and domain name) take on a meaning beyond your company name, you could see some less relevant traffic coming in from those related keywords as well. For example, when a user sees two results from the same company in search, they are more likely to click because it creates some sort of credible and trust for that company. It’s no secret that there are many myths and misconceptions when it comes to search engine optimization.
  • VIDYARD  |  THURSDAY, JULY 20, 2017
    [Companies, Sales] Video Success Starts with a Strong Video Strategy
    Most businesses are investing in video as a way to improve marketing and sales performance and deliver a better customer experience. Yet most companies are still taking a reactive approach to video production instead of a proactive approach to a video strategy. Most marketing and sales teams that I speak with understand the inherent value in video content. To do this, you’ll want to do a needs and gap analysis on the buyer’s journey and the sales funnel.
    [Companies, Sales] Improve your email marketing with automation [webinar]
    Studies conducted by MarTech Zone show that average click-through rates on automated email campaigns are three times higher than their one-off counterparts, and companies that regularly use automated email series generate 80 percent more sales at one-third less cost than other companies. Email Automation, which VerticalResponse recently added to its powerful toolkit , increases the impact and reduces the costs of email marketing.
  • HUBSPOT  |  THURSDAY, JULY 20, 2017
    [Companies, Sales] How Does a Brand Judge Your Pitch?
    Know about any highs or lows the company’s marketing team have had recently, but before telling them where they went wrong remember the people in the room probably signed off on what you’re about to rubbish. The right people - Don't put a sales person in if they can't bring something to the party. May’s talk on #modernwaystogrowanagency came from Dave Parkinson - a 26 year veteran of Nissan and digital - from IT Manager to EMEA Head of Digital.
    [Companies, Sales] Trends in Outbound and Inbound Marketing for 2017
    The most successful companies today are utilizing outbound and inbound marketing to generate higher quality sales leads and faster sales results. If you own a B2B company, you are familiar with outbound marketing , or the process of pushing your sales messages out to as many prospects as possible. In 2017, marketing automation is going to save you time and increase the effectiveness of your company’s sales process.
    [Companies, Sales] Account-Based Marketing Without a Budget
    As a Demand Generation practitioner, I believe ABM is simply about sales and marketing coordinating their efforts in a smart way to go after the best-fit companies for your product. I’ll share with you a step-by-step example of a marketing campaign I oversaw at a previous company where we relied only on our existing technology, such as the existing marketing automation platform and Salesforce.
    [Companies, Sales] How to build your social selling system with LinkedIn and Twitter
    It’s no longer enough to do social media marketing and hope that your company’s inbound marketing strategy generates leads, which turn into qualified prospects and eventual buyers. Whether you are in sales or marketing, you must stand out against competitors. As a digital native, she has spent nearly a decade working with B2B and B2C companies on developing and implementing strategic marketing programs.
    [Companies, Sales] Top Tips For Successful Community Building on Twitter
    A company that successfully embraces Twitter and builds its community around it will move beyond likes and followers. Imagine how your company can be the perfect host—facilitating the venue and opportunity for valuable conversations and discussions. Are you struggling to build a strong community for your business on Twitter? It’s easier than you think.
    [Companies, Sales] What is an ICO and what does it mean to new businesses?
    The trend began in startups, but even larger companies such as Kik are beginning to look into ICOs as a way to raise capital. Simply put, an initial coin offering is a sale of a brand-new cryptocurrency. You can think of the model as being similar to Kickstarter: a company will be producing a service or good but would like to raise funds in advance. It’s a risky venture, but could be extremely lucrative if you place your bet on the correct company.
  • VIDYARD  |  WEDNESDAY, JULY 19, 2017
    [Companies, Sales] Surpassing 100,000 Users, ViewedIt by Vidyard Leads the Way as Top Video Messaging App for Business
    Enabling business professionals to easily record, share and track personal video messages, ViewedIt by Vidyard is now powering a wide range of video-based communications for marketing, sales, support, product, business operations, education and R&D professionals as well as business owners and executives. Emails with personal video messages generate higher engagement and response rates than those with long-form text, with the most dramatic impact surfacing with sales professionals.
  • VIDYARD  |  TUESDAY, JULY 18, 2017
    [Companies, Sales] 50 Ways to Use Video Messaging to Make Business Personal Again
    Originally built to help sales professionals stand out and connect with more customers, the ViewedIt community has found countless new ways to communicate with video messaging. Sales Professionals. Sales proposal walkthrough: Ensure all the final decision makers understand your value by recording a short video walkthrough of your sales quote or proposal. The rise of video as the king of content has been quite the sight to behold.
  • TERMINUS  |  TUESDAY, JULY 18, 2017
    [Companies, Sales] Build Your Account-Based Marketing Campaigns with These 12 ABM Plays
    Now, savvy marketing and sales teams are shifting to account-based marketing (ABM) in order to turn their best-fit accounts into customers. How can it help B2B companies reach their revenue goals? Driving event registration with help from Sales. This is a great way to familiarize your target accounts with your solution and messaging before your sales team begins outreach. We’re in the midst of a paradigm shift in the world of B2B marketing.
    [Companies, Sales] Why You Need Digital Marketing Experts
    According to Forrester Research, last year, the average company dedicated 30% of its marketing budget to online efforts. At a time when your competitors are investing more into their digital marketing strategies , it is crucial for your company to do the same. Otherwise, you risk falling behind, becoming out of sync with your customers, and failing to secure sales. A top digital marketing agency will help you track ROI from keyword to close sale.
  • VIDYARD  |  TUESDAY, JULY 18, 2017
    [Companies, Sales] Welcome to the Business-to-Human (B2H) Movement
    VPs of marketing would throw logos on pens and host company tradeshows, while sales teams basically cannibalized growth. This allowed a single marketer to reach hundreds of thousands of people through email, and the power shift of growth moved from sales to marketing. Recently, however, we’ve seen forward-thinking B2B companies embracing this shift and recognizing that marketing efforts must be built around the human. This post was originally published on Upshot.
    [Companies, Sales] Add Advisory Boards to Your Sales Team
    Boost Accountability, Insight — and Sales Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face. At first, someone from your company should set agendas, oversee advisory-board meetings and take detailed notes.
    [Companies, Sales] 4 landing pages every smart retailer uses
    The most effective new product landing pages also encourage visitors to complete the purchase or get in touch with a sales rep. The company sent an email to its subscribers announcing the new product, with a call to action button that brings readers to this page. Email marketing is a powerful tool for driving customers to your website.
  • HUBSPOT  |  TUESDAY, JULY 18, 2017
    [Companies, Sales] Marketers: This Is Why We Can’t Have Nice Things
    Attention is as fleeting as Snapchat videos, and for many companies, grabbing a moment of it can feel like gasping for oxygen. Much of that process began not with the company but on Google, where a buyer would do all the independent research they needed before making a decision. If good and relevant, this content would find its way to the top of the search results page and, without costing the company anything in ad spend, deliver a compounding stream of incoming traffic.
    [Companies, Sales] How to Accurately Track Your Website Leads
    PPC advertising consultants and management companies see this play out time and time again when we dig into why a prospective client has been treading water. Because Google Analytics is very limited in its phone tracking capabilities, and because form and phone lead numbers are often inflated by spam, sales solicitations and the like, companies have a hard time determining how many true sales leads are being produced as a result of their online marketing campaigns.
    [Companies, Sales] How Macy’s Plans to Save Itself (Spoiler: It’s With Marketing)
    Its IT department is known for consistently working on mobile apps and tools to improve in-store operations, and the company has even explored how artificial intelligence might improve its efforts to win the favor of customers. CNBC reports that the company’s sales could take a $575 million hit in 2017, and the Motley Fool notes that Macy’s owns one of the worst-performing stocks in 2017. The difference now may be that the company knows it is up against the ropes.
  • HUBSPOT  |  TUESDAY, JULY 18, 2017
    [Companies, Sales] Just Getting Started With Video Marketing? Here’s the First Video You Should Make
    Company explainer videos are good options, but too often people put a lot of time and resources into that and then don't create anything afterward, because they didn't have a comprehensive plan," says Conley. "Or, Then, leads might be more interested in trying out one of your free products or requesting a demo -- moving them further down the funnel towards your sales team. Brand videos showcase your company’s vision, mission, or products and services.
  • THE POINT  |  MONDAY, JULY 17, 2017
    [Companies, Sales] Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content
    IMPACT : Leverage marketing automation (through autoresponders, sales alerts, and other functionality) to ensure that all buyer inquiries are responded to promptly and systematically. IMPACT : Find creative ways to source, and leverage, reviews and recommendations for your product; for example: TechValidate , a “customer content creation platform” that helps companies generate fact-based case studies and other customer evidence for use in marketing.
    [Companies, Sales] What is Outbound Marketing?
    ABM may involve sending outbound emails, LinkedIn messages and sales calls to specific decision makers at companies. Targeted outbound marketing to key prospect companies through Account Based Marketing combined with a robust inbound marketing program will typically generate a greater number of sales opportunities at a faster rate. ABM allows you to reach a known list of companies even if decision makers at those companies are not actively searching for what you sell.
  • ENGAGIO  |  MONDAY, JULY 17, 2017
    [Companies, Sales] The 5 Steps to Using the Won Sales Analysis for Selecting Accounts in ABM
    There are 4 types of data that you need to select target accounts : Firmographics : What company characteristics best predict a successful sales process? Intent Data : Is the company showing signs that they’re in the market for solutions like yours? Engagement Data : How engaged is this account with your company right now? Enter the Won Sales Analysis. We’ve all heard of the lost sales analysis where you look at reasons you lost a deal. Size of the sale.
  • TELEVERDE  |  MONDAY, JULY 17, 2017
    [Companies, Sales] AI Has Its Place – And It’s Not Going To Replace Your Contact Center Rep
    As a company that operates sales and marketing services programs for clients on a global scale, we know first-hand that potential exists for AI to help transform a contact center into a more efficient, better-performing customer experience. What we’ve understood for more than 20 years is that a lead doesn’t turn into a sale without a skilled human guiding the discussion, identifying needs and figuring out solutions to complex challenges.
  • BIZIBLE  |  MONDAY, JULY 17, 2017
    [Companies, Sales] How Marketing Can Move The Dial On Down-Funnel Metrics
    The gift will create some goodwill and your sales rep will have something to talk about (“did you receive our package?”). Direct mail offers will get more prospects to agree to a demo—some just to receive the incentive—but it gives your sales team more chances, more at bats to hit a homerun. Sales dinners. Sales dinners, involving both prospects and customers, are a great way to facilitate in-person connections with multiple people and multiple perspectives.
    [Companies, Sales] What’s your story? It’s your most important sales weapon.
    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. The Essential Handbook for Prospecting and New Business Development , he explains that the most important sales weapon in your arsenal is your story: A compelling, differentiating, client-focused story is a prerequisite for new business development sales success.
  • BIZNOLOGY  |  MONDAY, JULY 17, 2017
    [Companies, Sales] Read this article before you start a social media program
    From a sales-marketing-business-development perspective, the ultimate goal is usually to increase revenue—to secure new customers or clients. Instead, social media is used ahead of the sale to generate interest, promote expertise, and build a sense of trust. Brand awareness – expanding visibility of your company and/or personal brand. Are you a B2B business exec whose instincts are saying you should be doing something with social media, but you’re not sure what?
    [Companies, Sales] The Big and Small ‘T’ In Digital Marketing Transformation
    ” The implementation of Oracle Marketing, Sales and Service Clouds required increased organizational alignment, “The benefits of this newfound alignment abound in so many ways that we both wonder how we could bear behaving in silos for so long,” Harriet Luyai, the airlines Marketing Automation Lead commented. This new capability has the potential to drive customer loyalty and sales. Do you have the right MarTech solutions for your company?
    [Companies, Sales] The Big and Small ‘T’ In Digital Marketing Transformation
    ” The implementation of Oracle Marketing, Sales and Service Clouds required increased organizational alignment, “The benefits of this newfound alignment abound in so many ways that we both wonder how we could bear behaving in silos for so long,” Harriet Luyai, the airlines Marketing Automation Lead commented. This new capability has the potential to drive customer loyalty and sales. Do you have the right MarTech solutions for your company?
    [Companies, Sales] What are the personal impacts of your digital immersion?
    I was working in sales at the time and was embroiled in a devastating product quality crisis with my most important customer. Contact Mark to have him speak to your company event or conference soon. By Mark Schaefer. Do you remember when the digital age became part of your DNA? Can you recall the moment your social media “on” switch flipped for good?
  • HUBSPOT  |  MONDAY, JULY 17, 2017
    [Companies, Sales] 9 Brands That Thrive Without a Traditional Marketing Budget
    10 Companies That Don’t Do Marketing!” They’ve built an empire based on their reputation as a company whose technology and automation allows them to analyze trends and consumer feedback to get fashion from the runway to the racks in a matter of days. Bon Appétit named Sriracha the “Ingredient of the Year,” and the company sells more than 20 million bottles of their sauce every year. Consider a membership over marketing if it’s right for your company.
  • PUREB2B  |  SUNDAY, JULY 16, 2017
    [Companies, Sales] How to Research Your B2B Audience
    So, make sure that you’re creating unique content specifically tailored for sales funnel. In the B2B sales journey, the decision unit is much more complex. You’re targeting a team of people involved in the sales decision from VPs right on down to the IT people who will integrate your technology. B2B target audiences adhere to the 80/20 sales rule where 20% of the total population of your customers dominate business sales at 80%.
  • KWANZOO  |  SUNDAY, JULY 16, 2017
    [Companies, Sales] How to Approach Account-Based Marketing Part 1 – Selecting Accounts
    How would you approach Account Based Marketing (ABM) at your company? Would you work with your sales colleagues, or not? Would you simply buy a marketing technology tool and call that ‘Account-Based Marketing’? How do you select the target accounts? … Continue reading → Kwanzoo
  • CONTENTLY  |  FRIDAY, JULY 14, 2017
    [Companies, Sales] Contently Case Story: How Tangerine Streamlines Approvals and Publishes Breaking News
    The difficulty is as a financial services company, we’re in a highly regulated industry, and we have multiple stages of review. According to Diehl, the ability to tailor a documented review across multiple departments on a per-story basis is incredibly valuable when managing the company’s blog. “An The content-to-sales pipeline.
    [Companies, Sales] Top 5 Inbound Marketing Trends of 2017
    AI touches like these not only improve service but also help accrue more data, providing businesses with the information they need to convert leads to sales. Companies are now spending more on marketing technology than on advertising itself. Marketing automation also offers end-to-end visibility of each lead’s journey through the marketing and sales funnel, which gets rid of inter-departmental barriers when it comes to finding and acting upon insights.
    [Companies, Sales] 6 Employee Productivity Boosting Tips Your Company Needs
    Even if you think your company has little or no employee productivity issues, more than likely there is room for improvement to make sure your company is running at its best. Below are 6 effective tips to increase employee productivity at your company. If your company does not include some kind of incentive program currently, then consider adding a simple one. Many companies have strict internet and social media policies or block access entirely.
    [Companies, Sales] Ten Things Marketing Should Review with Sales When using Marketing Automation
    Companies that are not using marketing automation risk losing ground to their competitors, who likely are using marketing automation. Unfortunately though, companies seem to think that marketing automation is just for marketers – when it’s not! However, they’re not always clear on what they should tell their sales team once they bring the software in-house. Marketing Automation Revenue Generation Blog Sales
    [Companies, Sales] Best Practices: Outbound Lead Generation Services
    Many B2B companies are competing for the attention of a small pool of valuable buyers. These companies are flooding prospects with sales and marketing messages, and only a few will succeed in garnering their business. If B2B companies cannot succeed in making sales, they will fail quickly. With these services, they can push their prospects through the sales pipeline and convince them to convert.
    [Companies, Sales] What to Look for In a Digital Marketing Company?
    According to a study from EConsultancy, in 2016, 72% of company and agency marketers increased their digital marketing budgets. Business to customer and business to business companies are realizing the benefits of digitally connecting with their audiences. These advantages include increased brand awareness, more customers, stronger customer relationships, and better sales. Companies that are not in sync with their prospects and consumers online are missing out on sales.
  • VIDYARD  |  THURSDAY, JULY 13, 2017
    [Companies, Sales] Best-in-Class Benchmarks from Ascend2 and Vidyard
    50% of best-in-class businesses report increasing sales revenue as their top objective. Marketing and sales objectives are aligning more than ever, and if you want your business to ascend to best-in-class success, it’s worth keeping in mind. So if best-in-class businesses are pushing for sales revenue and brand awareness as some of their top goals, what content types are they using to find success? Benchmarks are an important part of any industry.
    [Companies, Sales] Why Your Content Audit Isn’t Actually Helping Your Content Strategy
    The term “content strategy” gets thrown around pretty casually at some companies. When it comes to earning trust from your company and using your time effectively, it can be difficult to break out of the breakneck editorial cycle that so many teams feel the need to maintain. Does your company measure success in leads and sales?
    [Companies, Sales] 5 Marketing Trends and How Technology is Helping Marketers Address Them
    As buyers do more self-education than ever before, you may not even be aware when they get their first impression of your company or product. Marketo recently released a product integration with LinkedIn Lead Gen Forms that automatically syncs captured lead data to Marketo and allows marketers to instantly deliver an email follow-up, sales alert or add someone to a nurture list. Sales & Marketing Play as a Team.
    [Companies, Sales] The ultimate list of 20 worthy social media rants
    ” I saw a banner ad on Facebook for a training program: “How to use Twitter hashtags to drive massive sales.” ” Nobody believes your company is filled with perfect, multi-cultural employees who jump in the air when something goes right. Every company thought they could be Zappos and this was the case study in every social media book for five years. Contact Mark to have him speak to your company event or conference soon. . By Mark Schaefer.
  • BUZZSUMO  |  THURSDAY, JULY 13, 2017
    [Companies, Sales] How to Write Engaging B2B Headlines: Analysis of 10 Million Articles Shared on LinkedIn
    Many of these companies are so large that they dominate and shape the business environment, others are at the forefront of innovation in technology and business models. Hence, it is no surprise that people are interested in developments at these companies. It appears that simply choosing to write an article about these companies can generate higher levels of engagement. The First 5 Things You Need to do as the New VP of Sales. The 25 Best Global Companies to Work For.
  • HUBSPOT  |  THURSDAY, JULY 13, 2017
    [Companies, Sales] How to Do ABM Without Selling Your Soul
    Put simply, a company-centric B2B approach doesn't have to be spammy. But at its core is one central theme: the idea of company-centricity. This idea of company-centricity applies to everything in ABM. It looks like this: choose a set of companies you’d like to market and sell to. Use online databases to build an org chart for those companies. It reflects a unique data-point on my company: The Business Insider article. Work closely with your sales team.
  • TERMINUS  |  THURSDAY, JULY 13, 2017
    [Companies, Sales] What Are the Benefits of Advertising in Account-Based Marketing?
    Sales teams have long been focused on accounts, so it only makes sense that Marketing would do the same and instead of prioritizing lead generation , get laser-focused on generating demand within the accounts that have the most revenue potential. An ABM strategy starts by identifying a set of target accounts that your sales team would like to penetrate and developing targeted messaging and creative ways to reach them.
  • HG DATA  |  WEDNESDAY, JULY 12, 2017
    [Companies, Sales] Best in Class Technographics from HG Data Now Available in Salesforce
    Everyone and everything is getting smarter and more connected than ever before, and companies are looking to transform the way they connect with customers, partners and employees,” said Kori O’Brien, SVP, ISV Sales, Salesforce. “By By leveraging the power of the Salesforce Platform, HG Data provides customers with an easy way to use and access technographic data to better inform their marketing and sales programs.”.
  • ENGAGIO  |  WEDNESDAY, JULY 12, 2017
    [Companies, Sales] 3 Reasons Why Marketing Operations and ABM are the Perfect Match
    By supporting these processes and managing the supporting systems, Marketing and Sales have the framework to effectively go after target accounts. The conversation is not about lead volume, rather how both Marketing and Sales are driving engagement and key impact in accounts that matter. A common challenge many companies are faced with initially, is not having one system of record where all teams can view accounts. .
  • EMEDIA  |  WEDNESDAY, JULY 12, 2017
    [Companies, Sales] NEWS DIGEST: 5 Sources of B2B Channel Success
    Hello there, From where does your company generate B2B sales leads? How to generate leads that fit your complex sales requirements. How frequently do you test a new B2B channel, and how many new ones do you typically adopt? How do you select content to promote in these campaigns, and judge channel fit for each offer? These are just some of the issues discussed by our thought leader partners and our own campaign veterans in this issue of emedia’s monthly news digest.
  • RADIUS  |  WEDNESDAY, JULY 12, 2017
    [Companies, Sales] Driving Strategy, Implementation and Execution for Einstein ABM
    The most effective ABM programs require a multi-channel approach that keeps your company’s message in front of key decision makers at your target accounts. Account-Based Marketing focuses on real-time collaboration across marketing and sales on target accounts. When integrated with Pardot, the new tools available from the ABM Partners like Radius, make it possible to operationalize Sales and Marketing Alignment on Salesforce. Sales and Marketing Alignment.
    [Companies, Sales] Salespeople Must Accelerate Response or Fail
    I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. We expected everyone in the sales team to chip in. In the book, Andy discussed 10 essential steps to accelerate every company’s sales. I couldn’t keep quiet and watch this sale slip away.
    [Companies, Sales] How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere
    In the Ultimate Sales Machine: Turbocharge Your Business , Chet Holmes mentions that only 3% of your target market is ready to buy, 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of your market believes they aren’t interested. How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. Engage in marketing for sales alignment.
  • TELEVERDE  |  TUESDAY, JULY 11, 2017
    [Companies, Sales] MAT for the C-Suite – Getting Alignment and Keeping It
    It’s from this location that we help our North American clients expand their sales and marketing initiatives throughout Europe region. We launched our European office in Glasgow just about a year ago and have found the city to be welcoming and supportive of the work we do to help North American companies come to Europe and European companies broaden their scope to North America. As many of you know, Televerde operates its European headquarters out of Glasgow, Scotland.
  • TERMINUS  |  TUESDAY, JULY 11, 2017
    [Companies, Sales] New E-Book: The Blueprint to Account-Based Marketing Campaigns
    If you could turn any company into a superfan of your brand, what company would you choose? In the Blueprint to Account-Based Marketing Campaigns , we will explore the steps B2B companies can take to drive more revenue from best-fit accounts using account-based strategies. Orchestrate account-based plays among Sales, Marketing, and Customer Success. Account-based marketing isn’t just effective during the sales process.
  • SNAPAPP  |  TUESDAY, JULY 11, 2017
    [Companies, Sales] ?What Is the Modern B2B Buying Process?
    Contrary to the dystopian picture that might paint for sales and marketing teams, this is actually a good thing. I touched on some important stats in my recent article on understanding the modern B2B sales process – and I want to bring some of those back into the light, here, because they’re important for marketers seeking to understand buyers’ mindsets. . In fact, 79% of sales reps surveyed noted a power shift over the last 2-3 years.
    [Companies, Sales] 3 Reasons You Should Be Using VoC to Enhance Customer Experience
    Now, with the Internet, it’s easy for a single review to severely damage or ruin a company’s reputation. 1) Companies Compete With Customer Experience. Many businesses have come to grips with this reality, and the vast majority of companies believe that competition is now waged primarily on the battlefield of customer experience. That translates directly into increased revenues for companies that have VoC programs. Guest post by Brooke Cade.
    [Companies, Sales] 5 Channel Partner Management Practices on the Brink of Extinction
    Based on our experience of helping manufacturers improve channel partner management in their distribution chain, we have seen firsthand how common practices can deteriorate profitable partnerships , sales and marketing program ROI and gross margins. Your channel partners may not always admit it or even realize they need to, but they absolutely 100% need help from their manufacturer when it comes to sales and marketing , and will enthusiastically support it when presented to them.
  • ENGAGIO  |  MONDAY, JULY 10, 2017
    [Companies, Sales] The 4 Types of Data You Need to Identify Accounts for Your ABM Program
    Chances are, you already have a pretty good idea about the kinds of companies most likely to deliver the big deals. Ask yourself which company characteristics best predict a successful sales process. The answer will likely take the form of: Company size. Globally, companies spend $3.54 For example, knowing that a company uses Marketo, Salesforce, or SAP might just make them a more attractive candidate for your solution. Sales rep activity.
    [Companies, Sales] What is Business to Business Digital Marketing?
    Business to business digital marketing is a type of marketing needed by companies who sell to other companies. These B2B focused companies need strategies and tactics that advance a buying cycle that often includes multiple buyers and long sales cycles. Business to business digital marketing is blossoming now and will only continue to grow as companies increasingly go online. Otherwise, they will lose out on potential customers and sales.
    [Companies, Sales] Employee Advocacy Software: How to Get Employees to Use It
    Your company has just committed to employee advocacy software (or is thinking about it) after diligent research about social selling , employee advocacy , and creating a team of engaged employees. Since your fellow employees most likely are already logging into different platforms daily, you may also receive a collective “groan” at first when your company considers adding another. Organize Your Company Stream & Content.
    [Companies, Sales] The Art of Stroking the Ego: How to Get Your Subject Matter Experts Creating Content
    We all know that experts lend authority to content and global B2B companies have a plethora of experts at their fingertips. It’s an approach many companies have taken, and one that is central to Sage Advice , a new advice-led blog for growing businesses, produced by FTSE100 tech company Sage. It’s the product managers, customer service and sales reps, developers—these are the people with expert knowledge, so we might as well amplify that.
    [Companies, Sales] A Marketer’s Guide to CrossFit Digital Channels
    Getting people excited about your company and product is hard work. Shape Up Sales Enablement. Tied to creating product demand is the need for companies to improve the effectiveness of sales enablement. Do this by first understanding the customer journey through all stages of the sales pipeline. Map your current sales resources along the pipeline stages, key verticals, buyer personas and differentiators.
    [Companies, Sales] Lexer Grows Its Customer Data Platform from Social Listening Roots
    About two years ago the company refocused on building customer profiles with data from all sources. It supplements the social inputs with information from third party data sources, location history, and a clients’ own email, Web site, customer service, mobile apps, surveys, point of sale, and other systems. Customer Data Platform vendors come from many places, geographically and functionally.
    [Companies, Sales] The Evolution of Marketing: From Manual Through Automation To Predictive
    In his timely book Intelligent Customer Engagement , Dr. Jacob Shama, CEO, Co-Founder of Mintigo, addresses this difficulty for marketing and sales amidst the marketing revolution that is happening right now. “Exploiting new technologies such as AI to amass and process vast amounts of information on companies and decision makers, predictive analytics scientifically guides marketers to the campaigns that create the highest engagement and produce the highest revenue.”
  • TERMINUS  |  FRIDAY, JULY 7, 2017
    [Companies, Sales] How Account-Based Marketing Shortens Sales Cycles by 40%
    She also explains how implementing Terminus has made their digital efforts more efficient, decreasing the sales cycle for digitally sourced deals from 95 days to 57 days. SOASTA , recently acquired by CDN services firm, Akamai , is a website performance analytics company based in Mountain View, California. They work with e-commerce companies who rely on their websites to maximize revenue by providing data analytics and software to help optimize the customer experience.
    [Companies, Sales] Avoid Blind Spots in Your Lead Scoring with Social Intent Data
    Odds are your sales and marketing departments have spent a great deal of time and money answering this question. You probably have very detailed and accurate answers involving industry, company size, technology use and job title. But you know that your sales team can call someone who fits your buyer persona perfectly and still end up without a sale. What type of client is the “right fit” for your business?
  • SNAPAPP  |  FRIDAY, JULY 7, 2017
    [Companies, Sales] 42 Experts Explain How to Get Better Qualified Leads with Interactive Content
    61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified (MarketingSherpa). To drive this home further, consider 67% of lost sales are a result of sales reps not receiving properly qualified leads before taking them through the sales process. It’s difficult to convince readers to shell out their email address, let alone enough information to adequately qualify prospects for sales teams.
    [Companies, Sales] Ways to Measure Marketing Performance
    We know it takes multiple touches to convert a lead into a sale. For example, if your company sponsored a trade show and generated a lead that closed 18 months later, the trade show, that is the first touch, gets revenue credit. If your sales team nurtures a lead that converts after seeing a demonstration, the last touch, the demo gets credit. Also, a long sales cycle or a large deal could skew the metrics. Measuring marketing ROI is hard.
    [Companies, Sales] Though Growing, Influencer Marketing Remains in the Early Stages
    Fifty-four percent work with them to grow social media initiatives and 53 percent do so to generate sales. Today, many brands are experimenting with the options available, including: working with influencers directly or tapping into influencers via platforms, media companies, or talent management companies,” explain the authors of the report. As influencer marketing grows in popularity, more marketers are working with these individuals to achieve a wide range of objectives.
    [Companies, Sales] How to do lead management that improves conversion
    In this post, I’m going to focus on how to do lead management that increases sales conversion. I find the top issues B2B companies have with lead management include: Sending marketing qualified leads (MQLs) to salespeople without using criteria agreed upon by sales. Sending leads to sales based on behavioral lead scoring alone and not customer profile fit. Lack of sales and marketing collaboration on the approach and process. Are they sales-ready?).
    [Companies, Sales] A Resource Guide to Marketing Content Success
    If your company is in SaaS or some other data or IT industry, Content Connects: How to Deliver the Right Messages at the Right Time is extremely helpful. Because a user may come into contact with several different types of content from an organization before they directly content a company, it can be difficult to prove that your content is creating more interest and leads. How Content Plays Into The Sales Funnel.
  • VIDYARD  |  THURSDAY, JULY 6, 2017
    [Companies, Sales] Best Practices for Prospecting with Video
    Top sales teams are using personal video messages to boost their response rates by up to five times, and they’re doing that by creating messages that are personal, relevant, and specific to that individual. They’re not only creating the right types of messages, but they’re using different types of messages at different stages of their sales cadence to test different things and to see what may resonate best with each individual prospect. Sales Selfies.
    [Companies, Sales] Say It With Feeling: How Social Media Content Benefits From Sentiment Analysis
    By tracking these data points through sentiment analytics solutions, a brand can use social listening tools to better understand where a company is succeeding and failing at keeping its target audience happy. Not only does this information reflect the attitudes of existing customers, but it also reflects the larger public discourse that shapes the reputation of that company. Marketers know that consumers gravitate toward content with a strong emotional hook.
    [Companies, Sales] 5 Common Mistakes that Destroy a Drip Campaign
    Buyers today expect engaging and personal brand experiences throughout their relationship with a company. An effective drip marketing strategy can nurture leads , drive conversions, increase customer satisfaction and loyalty, and make life easier for everyone—from your audience to sales to your marketing team. Bottom-of-Funnel Content —If the prospect downloads content and follows through on your calls-to-action, the content stream should switch to more sales-oriented content.
    [Companies, Sales] Report: Marketers are Using Multiple Digital Channels to Increase Sales
    Social was the top channel among both company (25 percent) and agency (24 percent) marketing respondents. This was followed by display (19 percent company, 17 percent agency) and paid search (18 percent company, 16 percent agency). As marketers utilize a wide range of channels, the majority is seemingly focused on a single objective: increased sales. Industry News Performance Measurement marketing sales social media
    [Companies, Sales] The Importance of a CRM
    Does your company need a CRM? Customer relationship management (CRM) is all about the practices, technologies, and strategies that companies of all sizes use to analyze and manage customer interactions throughout their lifecycles. It has to do with what a CRM does to your sales. It doesn’t just improve sales. It also increases sales productivity by a whopping 34 percent and the accuracy of the sales forecast by 42 percent.
    [Companies, Sales] Digital Marketing Trends for 2017
    Successful brands are increasingly harnessing the power of digital marketing to reach their customers and increase their sales. The Gartner CMO Spend Survey 2016-2017 of 300 marketing professionals notes that marketing budgets made up 12% of company revenue. According to MarketingProfs and an infographic from MDG Advertising, 95% of employees at enterprise companies predict that data volume is going to grow significantly in the next year.
    [Companies, Sales] Control the Conversation with Disruptive Video Storytelling
    For every super successful company, there was nearly always someone who did the same thing before. Take for example how Salesforce turned a disruptive story into a multi-billion dollar company. ” By promoting the idea that on-premise was inefficient compared to the cloud, Benioff put Oracle in a semantic box and forced Oracle’s sales teams to fight an uphill battle explaining why on-premise wasn’t so bad. How does market disruption occur?
    [Companies, Sales] How to improve sales with online chat software
    With live chat, customer support team becomes an invaluable resource for the company. Apart from improving customer satisfaction level, live chat can also lead to sales. While many call it the ultimate sales hack, I would say that it’s definitely the easiest and most effective way to improve your website conversion in real-time. Unlike traditional customer support, a company gets a chance to address both the concerns of prospects and existing clients during live chat.
    [Companies, Sales] The 6 Truths About UX Design
    Without them, the company wouldn’t exist, so it’s important to give them what they need to have a positive experience. Everybody involved in the creation through sales of a product should be thinking about UX. Thinking about user experience is something that needs to be integrated into company culture and the whole process of how a company does business. It also makes them feel valued by the company, which may make them more likely to become a return customer or user.
    [Companies, Sales] Loyalty Programs Might Cost Your Business More Than You Bargained For
    For example, New Jersey petroleum companies are prohibited from running loyalty discount programs, (except through a credit card company). You probably have a good handle on sales tax for the state in which you and your clients operate, but do you know how the requirements change when someone redeems a loyalty program incentive? For example, if your customer redeems a loyalty coupon for 50% off a hundred-dollar purchase, does he or she pay sales tax on $100 or $50?
    [Companies, Sales] Why US Employment Trends Should Have You Worried about Your Marketing Database
    A recent Fast Company article on the State of the American Workplace highlighted some important figures for anyone planning on launching a marketing campaign: 47% of the workforce says now is a good time to find a quality job, and more than half of employees (51%) are searching for new jobs or watching for openings. Within a 3-year period, a significant number will indeed do so — mostly by leaving their current company.
    [Companies, Sales] Learn How To Use Quora Ads for B2B User Acquisition
    Quick background: Vettery is a hiring marketplace that connects top tech and business talent with growing companies. It will show “promoted by your company name.” The same sort of thread you would want to, let’s say maybe like a sales rep goes in and engages with those conversations. What you probably want to do is, I would imagine your ideal customer profile is a growing company.
    [Companies, Sales] Whoever Said Digital Transformation Has To Be So Complex?
    It looks around, sees no serious challengers, and declares itself the modus operandi for the entire company. Sometime later, quite a way down the road of time, after the company has struggled through 19 consecutive quarters of disappointing results. When the sales cycle takes exceedingly long to get to a point of no decision or worse, loss. How well are you tracking the customer across their journey with your company? Corporate complexity operates in stealth mode.
    [Companies, Sales] Why Is It So Complex?
    It looks around, sees no serious challengers, and declares itself the modus operandi for the entire company. It’s also one that has no answer because the truth is, companies grow, problems arise, problems get resolved, more problems arise, leaders come and go, employees get hired, they move around the organization, they leave, shareholders grow impatient, and Boards of Directors become more demanding. Corporate complexity operates in stealth mode.
    [Companies, Sales] The Paid Marketing Metrics You Must Measure
    Call Conversions: 65% of Fortune 500 companies say phone calls are their highest quality leads. Having a more sophisticated model will highlight the touch-points that contribute to conversions and sales. Use call tracking, as mentioned before, to attribute calls that turn into sales. When measuring the effectiveness of paid advertising , you’re often presented with an overwhelming array of choices. Where do you start, and which metrics should you focus on?
    [Companies, Sales] The three biggest social media problems are NOT social media problems
    Companies are under enormous pressure to increase quarterly profits. The company culture has to adjust to the expectations of this always-on world and that has to come from the top. There is no such thing as a grassroots movement to change a company culture. I did some consulting for a company recently that seemed to be doing everything right: They were creating excellent content consistently. Contact Mark to have him speak to your company event or conference soon.
    [Companies, Sales] Show Me the Money: Proving ROI With the SharpSpring CRM
    One of the easiest ways to show the ROI of each customer is to accurately track them in your CRM, starting with the very first time they interact with you, and following them all the way to a closed sale. We classify an “opportunity” as a sale or pending deal you want to track. The SharpSpring CRM uses a visual pipeline, which makes it easy to monitor sales processes and allows for closed-loop reporting , which both the sales and marketing teams can utilize.
  • TERMINUS  |  FRIDAY, JUNE 30, 2017
    [Companies, Sales] 5 Reasons Your B2B Company Needs an Account-Based Marketing Superhero
    With the evolution of marketing technology (MarTech) , there are thousands of different types of software, applications, and tools that make it easier than ever for B2B marketing and sales professionals to connect with their best-fit prospects. Instead, marketing and sales teams must work together to target best-fit accounts and turn them into customers. Marketing and sales alignment is at the core of ABM.
  • THE POINT  |  FRIDAY, JUNE 30, 2017
    [Companies, Sales] ABM is a Strategy, Not a Campaign.
    In the headlong rush to Account-Based Marketing , many B2B companies are, quite naturally, looking to implement ABM in a manner that allows them to dip their toes in the proverbial water. ABM has different metrics (“leads” as such don’t really enter into the conversation), requires a different creative approach that is specific to companies, personas, even individuals, and demands highly personalized, relevant content.
  • EMEDIA  |  FRIDAY, JUNE 30, 2017
    [Companies, Sales] How to Select Your B2B Channel Mix
    Brian Carroll, marketing consultant and author of Lead Generation for the Complex Sale , lays out a three part program for analyzing your channel mix, then selecting the combination that works best for your B2B demand generation program. Is it as easy as simply counting the sales that you can trace from each of your channels, then adding the values of opportunities created and comparing across channels? You also should track your leads through to closed sales. Sales-.
    [Companies, Sales] Playing With A Full Deck
    He started selling IBM computers to companies in Brooklyn, New York. That job was to run a hardware, leasing, and maintenance business for a software company focused on the apparel business. Yet the move helped him to start his own computer leasing company in Manhattan, where he leased and sold hardware. After a year there, he became the company’s president and COO. It was better for two companies to be together than competing.”.
    [Companies, Sales] Ask a Content Strategist: How Do You Use Articles to Influence B2B Leads?
    And the bottom-of-the-funnel will need product videos, product information, sales decks, and other content that’ll help your buyer get approval for the purchase internally. Facebook targeting has gotten incredibly granular (job title, company, income, lookalikes based on your customer base, etc.) You can use marketing automation software to stop serving ads to them at this point, particularly if they’re responding to your emails, have talked to a sales person, etc.
    [Companies, Sales] Top Digital Marketing Solutions for 2017
    This year, it continues to meteoric rise among B2B and B2C companies alike, who are using it to connect with customers and make sales. Fortunately, these innovations mean you can invest in targeted digital marketing solutions that will speed up your sales funnel, increase qualified leads, decrease your cost per lead, encourage marketing and sales alignment, and automate crucial processes. They work together to create campaigns and make sales.
  • VIDYARD  |  THURSDAY, JUNE 29, 2017
    [Companies, Sales] 5 Personalized Prospecting Ideas You Can Use Today
    And since I’d bet that every one of your prospects and their dog is bombarded with sales messaging each day, you need a way to stand out. But you probably already knew that, so let’s cut to the chase and dive into 5 new ideas for personalized sales outreach you can start using today. A great tool for this is Uberflip’s Sales Streams , which allows you to share a collection of relevant content assets with a personalized message. Blog Inside Sales
    [Companies, Sales] How to Improve Response Rates with Account-Based Content
    Let’s take the account-based analogy a bit farther: Say you offer a solution that is perfect for HR applications but of little use to Sales. Sales intelligence allows you to identify the HR stakeholders within the account and target your messaging to them, speaking to their specific needs – not just as HR professionals, but in a way that is specific to their industry. If good marketing is about generating responses, better-qualified sales leads is better marketing.
  • ENGAGIO  |  WEDNESDAY, JUNE 28, 2017
    [Companies, Sales] 4 Ways to Measure Engagement at your Target Accounts
    Are the right people at the account spending time with your company, and is that engagement going up over time? These minutes should cover when they respond to your marketing programs, but also when people interact socially, use your product, and talk with the sales team. Sales interactions: Tracking when sales spends time with target accounts – the hardest but one of the most valuable sources.
  • PUREB2B  |  WEDNESDAY, JUNE 28, 2017
    [Companies, Sales] Pure Incubation Again Named One of the 50 Fastest Growing Companies in Massachusetts
    Almost 160 privately held companies submitted nominations for the list , including detailed financial performance information. Being recognized as one of the fastest growing companies in the Boston area for the second year in a row is an honor, and it’s a special treat for me since I’ve considered the North Shore of Boston home for the past twenty years.”. The company ranked #23 on Inc.
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