Great B2B Marketing

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Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

I get a chance to work with many B2B sales executives, and from a marketer’s standpoint, I believe four major problems contribute to a high cost/low performing sales organization: Poor alignment between the marketing and sales functions. B2B companies need to carefully evaluate prospective sales reps in these often overlooked criteria: Territory and Pipeline Development – What processes does the candidate use to develop a robust and high-quality pipeline?

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Sales and Marketing Plans Need to be Aligned

Great B2B Marketing

As a B2B marketing outsource provider, my team and I usually work very closely with the sales department at our client companies. The goal is to achieve effective alignment between what the marketing and sales teams are doing: driving to a common goal and reaching agreed-upon revenue targets.

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Commerce Interrupted – Four Barriers That Stop Your Prospects from Becoming Customers!

Great B2B Marketing

Process – I once worked as a marketing manager in the business process management (BPM) space, even earning a BPM practitioner certificate from AIIM. Just as a software developer thinks his/her computer program is intuitive and easy-to-use (despite user claims to the contrary), so, too, does the marketing and sales team often think they have created a seamless buying process. There are three primary objectives of a marketing campaign: Find qualified prospects (potential buyers).

B2B Marketing: Do This, Don’t Do That

Great B2B Marketing

Here are three ideas to get started: Stop doing what doesn’t work. For example, when we develop a brand promise and positioning platform for a client, it is always with the thought that it will consist of messaging that has relevance two to three years from now as well as today.

B2B Marketing Trends for 2016

A great example is Moz’s Web Developer’s SEO. Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and.

Steps in the B2B Marketing and Sales Process – by Christopher Ryan

Great B2B Marketing

Qualified Lead – A lead that has gone through a more in-depth qualification process, either by filling out a Web lead form or by being asked a series of questions by a sales development rep. In fact, some companies assign new salespeople to work the dead lead file, often with surprising success. Opportunity – An opportunity is a lead that has been qualified and is being worked in an active sales cycle, with a potential dollar amount assigned.

Do You have the Right B2B Marketing and Sales Model?

Great B2B Marketing

For example, the business may utilize a direct sales model when a full or hybrid channel model would work better. Or there may be resources such as inside sales (sales development) and the Web that are not being used effectively. . For example, the direct sales model will probably work best for increasing the average transaction size, but it will also be the most expensive on a per-transaction basis.

Why Your Long-Forgotten Boilerplate May Hold the Key to Your Marketing Strategy

Great B2B Marketing

When I’m working on a page for the new website, the first thing I do is cut and paste that boilerplate into my Word file. Define your position as a key part of your marketing strategy and then mercilessly reproduce that value message, in some form, every time you’re developing new content.

Five Great Ways to Drive Brand Engagement

Great B2B Marketing

1) Will Work For Followers. Your employee communications have to be as accurate as a McIlroy putt; as fully developed as Phil Mickelson’s short game; and as powerful as Tiger’s drive in his prime. You continue to improve and work hard at getting better. Every year, millions tune in to the PGA Championship, where golf’s finest duke it out on the green and golf enthusiasts cheer the winners and sometimes, even the heartbreaking losers.

B2B Marketing Trends for 2016

A great example is Moz’s Web Developer’s SEO. Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and.

Marketing Strategy: Too Broad, Too Narrow or Just Right?

Great B2B Marketing

One of our Fusion Marketing Partners teammates worked for a company whose small C-level and business development team had dozens of potential deals cooking, not one of them anywhere near the one-yard line. If it worked, the company would have been awash in cash.

How to “Engineer” a Marketing Fiasco

Great B2B Marketing

Encouraged by their first few orders, the company promotes those engineers or product developers to fill the marketing and sales roles. This seldom works. Here’s the all-too-common scenario: A team of highly skilled engineers rolls out a product that passes beta and actually starts to get some traction (usually be networking with people they already know).

Don’t Drop Your Drawers on the Web – by John Leavy

Great B2B Marketing

Once the account is created a person can add a Photo, their Religious and Political Views, Education and Work Information along with what Groups they belong to. Organizations should develop a social media privacy policy before letting their employees jump into the “potentially” deep end of the pool. The title “Don’t Drop Your Drawers on the Web” may seem harsh at first; the provoking title is really meant to get your attention.

Outbound Marketing versus Inbound Marketing by John Leavy

Great B2B Marketing

Take the time to develop some inbound and outbound prototype campaigns and measure the results to see which one’s work best for the clients you’re trying to reach. . “ In marketing there are those who satisfy needs and those who create wants. ” – Juan Carlos Castillo. . There was a time when the housewife relished the thought of a salesman knocking at the front door; excited to see the latest technology for cleaning the floors.

B2B Marketing Trends for 2016

A great example is Moz’s Web Developer’s SEO. Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and.

What Is Content Marketing Development?

KoMarketing Associates

This past year, I’ve had the opportunity to work on a number of content advisory programs, where our team is making recommendations for our clients’ content marketing teams – and then they execute. Let’s have a look: What Is Content Marketing Development? It’s that time of year again.

5 Ways B2B CMOs Can improve Audience Development With Buyer Persona Research

Tony Zambito

The term, audience development , has become more ubiquitous in the world of marketing. For B2C CMOs, the concept of developing audiences and communities has been an essential core principle for some time. For B2B CMOs, the idea of audience development and engagement can be perplexing.

Socialize your videos for business development

Biznology

H ere are some ideas for creating videos for business development and sales that fits naturally into the way today’s buyers communicate. They don’t want testimonials, they want to find out how your solution works for people like them.

Why Employee Development is Important

ANNUITAS

When was the last time, if ever, you had a clear direction for career development with defined goals? One of the recurring themes in studies that I’ve reviewed recently is how important employee development ranks in overall job satisfaction and engagement.

The art and science of developing an enterprise content strategy

grow - Practical Marketing Solutions

But how does a company develop a comprehensive content strategy that serves millions of customers and thousands of enterprise-level partners? Mark: One of the things I admire about you is that you were one of the first people I worked with that understood the importance of social influence.

6 Phrases to Demonstrate Active Listening -- at Work, or Elsewhere

Hubspot

That came to light when someone important to me pointed out that I don't seem to have any interest in what he does for work. In reality, I could learn to appreciate my friend's line of work, for example, if I learned to listen actively. Professional Development Daily Tactical

How to reach your customers at work or at home

Biznology

On the flip side, consumer marketers can use the capability to broaden the profile of their targets—where they work, their titles, schools attended, past employers, their LinkedIn URL, and maybe even their business email address—all kinds of data points that provide additional insight and access.

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Why Every Marketing Leader Should Develop A Marketing Technology Roadmap

bizible

Fifteen years ago marketers began investigating whether technology could help solve the problem of marketing teams working in silos with separate assets, data and reporting.

Does Native Advertising Work?

Content Standard

For those who are unfamiliar, let me explain: imagine your team is working with a journalist to create your next native ad. Going further, because mobile goes everywhere, Facebook provides guidelines and development tools for inserting native ads in mobile apps.

10 Reasons to Develop a B2B Blogging Strategy

KoMarketing Associates

Matched with keyword research , develop an editorial calendar that tackles topics related to keyword strategy that your site’s SEO strategy is lacking visibility for. Provide thought leadership in support of business development initiatives.

11 Top Tips For Developing YouTube Influencers

Act-On

The cost of working with YouTubers is highly variable. But most small- to medium-sized businesses can do very well working with a number of smaller channels, if the right strategy is executed. You think you know what works best for your product on YouTube, but you don’t.

How to Work With a Developer: 6 Tips for Improving Your Relationship

Hubspot

You just hired your first developer. But before you start putting work on their plate, you should know that developers are a special breed of people. (I 6 Tips for Working With Developers. Imagine you're a builder working on a brand new house. You did it.

Digital Transformation Works — So Why Are Companies Struggling to Transform?

B2B Marketing Insider

To be successful, your company needs to be customer-centric, have the right team, and develop a digital framework. The post Digital Transformation Works — So Why Are Companies Struggling to Transform?

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Get Ready for the TilLT Sales Development Challenge

DiscoverOrg

Sales development is now the need-to-know skill set for growth and enterprise companies. Companies with high-producing SDR teams are also ones with continued education paths and development. How to Grow Your Sales Development Performance.

Crafting content that works

Biznology

For too many marketers, content marketing doesn’t work. Here’s a guide to crafting content that really does work. Provide it, and you’ll develop a loyal following who turn into customers and advocates on your behalf.

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Best Practices For Identifying And Developing Marketing Personas For ABM

bizible

To create great personas that will help both your marketing and sales teams be successful, you must understand how to do two things: 1) identify your multiple personas and 2) develop each of their profiles. Developing Persona Profiles.

How Can Marketing and Business Development Work Together to Maximize Results?

Marketri

But, how do these departments and key attributes effectively work together to increase a firm’s ROI? While each department has its separate “duties” and functions, ultimately, they must work together to support the firm’s overall goal -- to grow the business.

Digital Developments in Event Marketing

Biznology

I’ve been keeping an eye on some of the new developments, and happily share a few here. . That’s including sessions, speaker bios, maps, the works. What new digital developments are you seeing as part of the business event marketing mix? Getty Images via @daylife.

Are You Addicted to Work? [Flowchart]

Hubspot

How many of you out there wrestle with the urge to work outside of normal working hours? If you have a hard time taking a break from work to the point where your physical and mental health are on the decline, it's very possible you're actually addicted to work.

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5 Common Misconceptions About B2B Content Marketing Development

KoMarketing Associates

As the popularity of content marketing continues to grow, its misconceptions about what works and what doesn’t also continues to increase.

3 Tips for Marketers Developing Training Materials

ANNUITAS

Whether it is the launch of a program, campaign, product, or instructional how-to’s, as marketers we’ve most likely developed training materials and conducted training sessions for members of our organizations. Work with those limitations rather than against them.

Marketing Automation for Sales Development: An Essential for Revenue Success

Modern B2B Marketing

In my experience as the Director of Enterprise Sales Development at Marketo, I’ve seen firsthand how marketing automation generates more quality leads and contacts that turn into great sales opportunities. Author: Ernesto Castillo Marketing automation isn’t just for marketing.

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A Story of How Baseball and Video Helped Create a Winning Sales Development Team

Vidyard

Sure, you can just look at the numbers, at the quotas and accounts and commissions and deals closed…but for Adam Brophy, Manager of the Business Development team at Uberflip, the art of sales is so much more. But often our work happens over phone or email.

7 Ways You're Letting Guilt Sabotage Your Work

Hubspot

And it’s killing the quality of our work. 7 Ways You're Letting Guilt Sabotage Your Work. What if my colleagues think I’m weird, or that I'm not getting my work done? L uckily, I work somewhere that encourages taking that time to breathe, and has resources in place to support it.

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