Mon.Feb 03, 2020

Customer-Centric Selling: 8 Deeper Questions to Ask to Understand Your Buyer


I once was on the phone with a client who was describing his sales organization to me and he said something that caught my attention: “My people have gotten robotic. They come right out and ask how many seats the prospect has. They don’t even start with asking about their business’ pain points or priorities. We have to find a more eloquent way of driving a conversation without shoving a deal down their throat. We have to start focusing on customer-centric selling.”.

7 Steps to Jump-Start Your B2B Instagram Presence


Just when B2B marketers feel they have finally proven ROI with a solid social strategy, along comes another social media platform to shake things up. While Instagram has been around since 2010, it’s only recently evolved as a platform to fuel engagement through building rapport and reach future audiences who will one day become B2B decision-makers.


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Telling The Story of Customer Success with Content Marketing


Peter Armaly i s a Senior Director of Customer Success Business Advisory Services at Oracle and frequent Modern Marketing Blog contributor. With over 20 years of experience in the high-tech field, Armaly found early on that he has an affinity for customer needs and their business goals that revolve around the software in which they invest.

30 Emoji Statistics for Businesses


Language never stops evolving, but the old adage “a picture is worth a thousand words” remains as relevant as ever. Whether you’re texting with friends, posting on social media, or even communicating with colleagues, the following is true: a single image often conveys a complex thought better than a series of winding, hard-to-follow sentences. Hence, […]. B2B Marketing

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

My favorite B2B resources: Top blogs, research sites and thought leaders


People ask me all the time what they should be reading to keep up on B2B marketing. Naturally, I have my favorites, since I need to keep up myself. So herewith are my top sources, whether how-to, research insights, prognostications, or opinions from knowledgeable experts. Sign up, follow, and enjoy. B2B Some people say that the UK marketers are way ahead of the US, because their smaller universe means they have to work harder.

More Trending

Salesforce Buys Evergage But Not For CDP

Customer Experience Matrix

The CDP Institute published its semi-annual Industry Update report today, which you download here for free. Although every word and image in the report is a jewel, there’s no question that the main story in this edition is CDP industry consolidation. Events in the past six months (stretching a bit to include early January 2020) include seven new funding rounds, three acquisitions of CDP vendors, four acquisitions by CDP vendors, and four asset sales by CDP companies.

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4 Best Valentine's Day Marketing Ideas for February 2020

Martech Advisor

Valentine's Day is an excellent opportunity to connect with and express your love for your customers. Here are our four Valentine's Day marketing ideas that are unique, creative, and filled with love for all. Hearts, chocolates, and jewelry could still be the most popular Valentine’s Day gifts, but millennials and Gen-Z’s idea of Valentine’s day has evolved.

Developing a Marketing Budget Plan for Professional Services

Hinge Marketing

There’s no getting around it: any professional services firm that wants to grow has to find new clients and new opportunities. And the most successful firms take a methodical approach to this task, documenting each year’s strategy in a marketing budget plan. There’s no reason your firm can’t follow their example. In this post, we will show you how to develop a thoughtful and effective plan for your professional services firm. Four Approaches to Marketing Planning.

Trending in Email Design: Dark Styles


Each year, we see new design trends shaping digital marketing—from the use of color and imagery to typography trends, interactivity, and more. In our “Trending in Email Design” series, we look at the hottest digital design trends—and dive into how they translate into email marketing. Dark email designs have been gaining momentum over the last year as various email clients and apps have rolled out Dark Mode support.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Founder’s Guide to Outsourcing Content Creation (While Maximizing ROI)

Marketing Insider Group

If you’re the founder of a new company, you need to make every dollar count during your first few years. Yet you know you need a solid website to attract all the right customers. You can’t afford to hire a single copywriter, let alone an entire content team. So, maybe you’ve wondered about outsourcing content creation to an agency like ours. Some of the questions we hear from our startup clients: How do you outsource content creation? How do you find talented people to create that content?

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Dr. Martech and Mr. Hype: A Transformational Webinar


I spend a lot of time debating dichotomies with myself: The classic: is martech consolidating or expanding ? Should you centralize or decentralize marketing, automate or humanize it ? Should you practice agile or waterfall approaches to martech product adoption ? Should you buy more martech tools or better use the ones you have ? The martech triumvirate: suite or best-of-breed, software or services, build or buy ? What’s hype or actual technological advancement ?

Create High Converting Pre-Sell Pages in Just 3-5 Minutes!


Have you ever dealt with a rusty door hinge? Every time the door opens, it creaks and cracks until, eventually, it just stops working. There’s too much friction between each part for any of them to function properly. So what do you do? You pull out the WD-40, of course. Funny enough, it’s the same concept with converting your site’s traffic into paying customers. Sometimes people land on your product page, but they aren’t ready to buy anything yet. There’s still too much friction in your funnel.

How to Create a Strategic Social Media Plan [Template]

Content Marketing Institute

Not sure if you are distributing your content on the right social channels or in the right way to drive action? Here's how to build a social media marketing plan to put all the essential decision-making info right at your fingertips. Continue reading → The post How to Create a Strategic Social Media Plan [Template] appeared first on Content Marketing Institute. Company News

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How to Create Effective Social Media Guidelines for Your Business


Every business should have social media guidelines. That’s true even if your company is not on social media (psst: here’s how to get started ). Reason number one? Your employees are on social media. And the things they say and do can have a positive or negative effect on your brand. Social media guidelines lay down some rules. In some cases, these rules are required by law or for legal protection. But they shouldn’t be used to police the people that work for you.

Do it yourself; own your story, own your power, and speak your truth.


A story about blazing trails, paying it forward, and going for your dreams even when you’re down to your last $10. Photography By Henry Thong. To Gloria Atanmo, “Travel was a rich kid’s hobby” – it wasn’t something she ever envisioned herself doing. In college, she traveled only locally for basketball and tennis as a double collegiate athlete at Baker University in Kansas.

Changing Your A/B Testing Tool? Here are 12 Important Factors to Consider


Changing a core part of your marketing stack is never easy. But it needs to be done. Choosing an A/B testing tool out of the many out there can be a challenge. There are so many features to consider and align with your goals and team members who will use the tool. Maybe your marketing.

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A Creative’s Guide to the 2020 Oscars: Best Animated Feature


Reading Time: 5 minutes. Not long ago, this wasn’t even an award. Twenty years ago, there was no such thing as a Best Animated Feature Oscar. For much of its history, the Academy was resistant to recognize achievement in animation with its own category. Instead, specific movies—like Who Framed Roger Rabbit or Toy Story —received awards for “special achievement.” There were too few animated movies to justify an Oscars category, and almost all of them came from Disney, anyway. That changed in 2001.

How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

How to Use UX Testing to Improve Your Customer Lifetime Value (CLV)

Single Grain

According to a survey by Havas , “people wouldn't care if 74% of the brands they use every day just disappeared.” ” Across the world, only 57% of brands are trusted on average ( and only 33% in North America!) : These figures are shocking, right? They shouldn't be. Today's shoppers place a lot more value on customer experience than ever before.

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6 Christmas cake Decorations that are too adorable to Eat!

Altitude Branding

Cakes are universally regarded as the best way to celebrate any event or occasion with great zeal and fervor. These desserts hold on the participants until the cake cutting ceremony. These edibles are highly adored by the masses and are presented by a number of bakeries, restaurants, and food chains. They are protected by using cake boxes. These casings are available in various shapes and sizes and are typically manufactured with the help of cardboard, Kraft, or other such protective materials.

Managing Change Management: Best Practices & Benefits


Do you remember New Coke? If you don’t, it’s for one good reason: it failed. New Coke was the Coca-Cola Company’s attempt to change Coke’s formula and flavor to reverse some of their market losses and aggressively compete with Pepsi. Most people who tried it loved the new flavor, but it didn’t matter. The public had decided they didn’t like it as soon as it was announced. They didn’t want anyone to change their beloved drink, even if it was for the better. Humans don’t generally like change.

Is Content Collaboration a Necessary Evil or the Key to Better Content?


Content collaboration can be a powerful force in business, but sometimes inner-office complexities and departmental politics thwart a content team's best intentions. Let's dig into the keys of effective content collaboration and why it's so important. Content Marketing Content Planning Organizational Change Team Culture calendar collaboration content ideation marketing planning platform project management quality relevance silos sme software team tools

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Sales Pipeline Radio, Episode 193: Q & A with Nani Shaffer @Demandbase

Heinz Marketing

By Matt Heinz, President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, 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.

52 Gen Z Stats Marketers Need to Know in 2020


When some business experts, bloggers, and journalists write about Gen Z entering adulthood, it sounds like they're talking about an incoming natural disaster. Headlines like, "Gen Z is Coming, Are You Ready," or "Prepare You Marketing to Survive the Gen Z Invasion" are circulating around the internet, but do marketers really need to make extreme preparations and start drastically changing their strategies to woo this age group? The truth is -- kind of.

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Email Template Best Practices You’ll Fall in Love With


Email Template Best Practices You’ll Fall in Love With. It’s February and Valentine’s Day is right around the corner. It’s a time devoted to sharing the love and here at LiveIntent we love email, especially email templates. So from the bottom of our hearts, we’d like to share these email template best practices with you! Be Mobile Responsive . We live in a mobile world. 48% US consumers said their mobile phone is their primary device for checking email.

How to Facilitate Customers' Digital Wellbeing in 2020

Martech Advisor

An important implication of digital marketing is the sheer volume of content it builds and the frequency at which it is delivered. This could lead to a sense of digital overwhelm, even necessitating a detox in some cases. In this article, we discuss: Recent trends and metrics on digital consumption. Tips to support digital wellbeing for customers. Examples of brands using digital wellbeing in their marketing campaigns.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.