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  • LEADERSHIP  |  TUESDAY, JULY 28, 2015
    [Process] The Key to B2B Marketing Transformation: Integrate People, Processes and Technology
    Is our marketing budget and campaign planning process making the right use of customer data? Is there sufficient transparency and visibility in our marketing process to facilitate 360° customer interactions with our brand? They need direction on marketing process design that uses an omni-channel approach. Optimize your channel management processes and create performance metrics to manage partners by tracking KPIs.
  • I-SCOOP  |  SUNDAY, MAY 15, 2016
    [Process] Business process outsourcing in the transformation age
    Despite the variety of business processes and functions that get outsourced, outsourcing in general is changing and several of these changes are not limited to a type or area of business process outsourcing. Disruptive and transformative factors across value chains and outsourcing ecosystems require the business process outsourcing industry to adapt.
  • THE FORWARD OBSERVER  |  TUESDAY, MARCH 19, 2013
    [Process] How Thought Leadership Can Help B2B Companies Avoid The RFP Process
    In the case of B2B sales, when the end buyer is researching a solution to a problem, they seek out advice long before activating the procurement process. Artillery B2B Marketing Blog > The Forward Observer With a thought leadership marketing strategy, B2B companies can influence buyers, outflank the competition and expedite the purchase cycle. "We We are transitioning from a knowledge-based economy to a wisdom-based economy.
  • B2B MARKETING TRACTION  |  MONDAY, JANUARY 19, 2015
    [Process] 5 Ways to Systematize your eNewsletter Production Process
    Terry wrote back that he spends quite a bit of time on writing each issue and is looking for a way to systematize some of his key processes. Here are 5 ways to systematize the process of planning, writing and producing your newsletter. If you are constantly pressed for time when it comes to the final editing, publishing and distributing your eLetter, outsource this process to a virtual assistant or marketing support person.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MAY 5, 2016
    [Process] How Marketers are Rethinking the Content Generation Process [Interview]
    Making content is not a project, it’s a process — a very specialized one — and trying to use tools that were meant to be very broad, like project management software, or tools that are having to be repurposed from number crunching and accounting, like Excel, for content creation — it just makes things harder. Content teams are trying to execute for today’s media climate with yesterday’s tools, processes, and mindset, and that is causing a lot of pain.
  • DIGITAL B2B MARKETING  |  FRIDAY, APRIL 22, 2011
    [Process] Has Your Passion Been Lost In Your Marketing Process?
    I had not spoken to Lisa in a year, and only a handful of times ever. So imagine my surprise when Lisa greeted me and then said “you grow Momotaro tomatoes, right?&#. Wow, that is making a connection. That is what relationship marketing should be about. Connecting on a common interest and common passion. That passion is what B2B marketing is missing. As personal relationships in your business are replaced by machine-personalized communications, your passion has been lost.
  • SALES ENGINE  |  TUESDAY, AUGUST 23, 2016
    [Process] Feeding Sales Is a Process, Not a Project.
    They realize that engaging with prospects through the internet is a process and not a series of projects—and marketing’s job is to generate leads that create actionable sales intelligence. In fact, Forrester says that as much as 90 percent of the buying process is complete before the prospect engages with a vendor. For sure, this process this is nonlinear, and there’s no way you could have predicted it. The process won’t be the same with the next prospect.
  • HUBSPOT  |  TUESDAY, JANUARY 24, 2017
    [Process] How Growth-Driven Design Impacts on Your Sales Process and Why You Shouldn't Ignore It
    Before we get into how GDD impacts your sales process, we should clear the air beforehand, and this is not something that every marketing professional will let you know from the get-go…but I will because I’m still a rebel at heart. How does this impact your sales process?
  • OPENTOPIC  |  TUESDAY, NOVEMBER 29, 2016
    [Process] Robotic process automation is killer app for cognitive computing
    Robotic Process Automation (RPA) is an increasingly hot topic in the digital enterprise. Implementing software robots to perform routine business processes and eliminate inefficiencies is an attractive proposition for IT and business leaders. And providers of traditional IT and business process outsourcing facing potential loss of business to bots are themselves investing in these automation capabilities as well.
  • MARKETING ACTION  |  MONDAY, JULY 20, 2015
    [Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality. When the sales and marketing relationship breaks down, the two sides don’t provide enough (if any) visibility into each other’s processes. Automate the process. Define all the steps in the process.
  • TONY ZAMBITO  |  SUNDAY, FEBRUARY 28, 2016
    [Process] Is B2B Content Engagement Heading In The Wrong Direction?
    Applying processes and policies that are applicable to that situational scenario. The buyer personas identified use a different buying process for each specific scenario. With adaptability built-in to apply to the buying process specific to that scenario. by Juan Pablo Bravo. Sometimes more is truly less. When it comes to the state of B2B content marketing and engagement, this proverb is on the mark.
  • HUBSPOT  |  TUESDAY, NOVEMBER 20, 2012
    [Process] Why the Enterprise Should Take a Lean, Process-Based Approach to Marketing
    Legal, sales, product management, and support, all have an interest in marketing activities and a share of the approval process. Lean processes involve continuous improvement over time, or “kaizen,” which helps an operation perform more efficiently and instills a sense of ownership by all stakeholders. This philosophy has been applied to process in everything from manufacturing to psychotherapy, so why not marketing? Inbound marketing has reached a tipping point.
  • HUBSPOT  |  TUESDAY, NOVEMBER 11, 2014
    [Process] How BuzzFeed Makes Money: An Inside Look at Their Sales Process
    What''s the sales process like? Does the structure of the sales process have an impact on the type of salespeople BuzzFeed hires? This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. Chances are, you''re familiar with BuzzFeed as your go-to workday procrastination.
  • HUBSPOT  |  THURSDAY, FEBRUARY 23, 2012
    [Process] 12 Ways to Create a User-Friendly Website Registration Process
    But it's part of doing business in the online world, and because most website visitors are quite used to the process, they've also come to have pet peeves over UX and UI choices businesses make around their registration process. To put this in context," they say, "a retailer with $200m of annual online revenue could be leaving a further $22m on the table simply due to the complexity of the registration step in their checkout process.".
  • VIEWPOINT  |  TUESDAY, APRIL 23, 2013
    [Process] Sales Qualification Isn’t an Event - It’s a Process
    But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process. And you’re not the only party doing the qualifying—your prospect is going through a similar exercise throughout their buying decision process. The only practical option is to see qualification as a continuous process, and not as a singular event.
  • HUBSPOT  |  WEDNESDAY, APRIL 29, 2015
    [Process] 8 Email Workflow Tips for the College Admissions Process
    One of the key elements of inbound marketing is the use of automated workflows because they allow you to better engage leads through a set of targeted emails, while saving time by automating the process. The college admissions process is a perfect use case for automated workflows, as they can be used to move a potential student along the buyer’s journey to an end goal – in this case, to apply to your institution.
  • BUZZSUMO  |  WEDNESDAY, FEBRUARY 8, 2017
    [Process] Essential 5 Step BuzzSumo Process For Social Media Agencies
    That tool needs to be fully integrated into a system or process in order to provide maximum value to its user. We wanted to help our clients quickly and fully integrate BuzzSumo into a process that scales to meet the needs of agencies handling content marketing for multiple clients and brands. Neal, a self-avowed BuzzSumo power user, outlined a 5 step process that we think will not only help social media agencies, but brands and PR firms to get up to speed quickly with BuzzSumo.
  • TONY ZAMBITO  |  MONDAY, OCTOBER 26, 2015
    [Process] The Emerging Importance Of B2B Ethnography To Buyer Personas
    This is still a narrow buying process perspective designed to view the buy/sales cycle to a “win” as opposed to a “loss”. This is then combined with win/loss questioning focused on the buying process (or buyer’s journey). Better, deeper, insightful, and well-rounded understanding of customers and buyers is on the top of the list for many CEOs and CMOs today.
  • SALESFUSION  |  THURSDAY, JUNE 4, 2015
    [Process] European Sales and Marketing Consultancy Streamlines Processes and Tracks ROI with Salesfusion
    The post European Sales and Marketing Consultancy Streamlines Processes and Tracks ROI with Salesfusion appeared first on Salesfusion.
  • HUBSPOT  |  TUESDAY, NOVEMBER 15, 2011
    [Process] 6 Steps to Implementing an Effective Lead Management Process
    It’s a customer acquisition process which identifies potential buyers (leads), educates them, engages with them, and when the leads are considered qualified, get passed from marketing to sales. Is your business following an organized and effective lead management process? If your business is lacking a solid system for managing leads, the following five steps will help you create and implement a successful and efficient lead management process from start to finish.
  • HUBSPOT  |  WEDNESDAY, MAY 4, 2016
    [Process] How to Tackle Your Most Ambitious Goals: A 5-Step Process From NBA Legend Bill Walton
    For many, goal-setting can feel like a daunting process. Trouble is, the planning process is only half the battle. On this week’s episode of The Growth Show , we sat down with Walton to learn more about how Wooden's influence helped him devise a process for successfully tackling even his most ambitious goals. How to Hit Your Ambitious Goals: A 5-Step Process. Let's take a look at his process below.
  • LEADERSHIP  |  FRIDAY, DECEMBER 23, 2016
    [Process] Interesting Infographics: How the Brain Processes Content
    First things first – different ways of presenting content are processed by the brain in different ways. That’s no surprise, considering up to 50% of our brains are set up to process it. Video is also processed by the brain 60,000 times faster than text, and it doesn’t require as much energy to process. The post Interesting Infographics: How the Brain Processes Content appeared first on LEADership by Louis Foong, CEO The ALEA Group.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 4, 2011
    [Process] Why Social Media is Important to the Sales Process.
    Companies across the world are agreeing that social media is changing the landscape of how customers interact with brands. Airlines use social media tools like Twitter to stay on top of customer service needs, companies use social media as a marketing tool to stay engaged with customers. The growing popularity of sites like Facebook, Twitter [.]. Sales Intelligence Social Selling uncategorized Microsoft Dynamics Sales 2.0 Enterprise 2.0
  • MARKETING ACTION  |  TUESDAY, APRIL 22, 2014
    [Process] Lead Management: 7 Steps to the Process that Creates Revenue
    In this post, he gives us dead-simple guidance for lead management, including what it actually is, and the steps you need to take to create a resilient process that leads to revenue. In short, it’s seven distinct, but interdependent processes that are used to manage the receiving, qualifying, routing, nurturing and closing of sales leads. To think lead management, one needs to think “process.” And a proper lead management process or framework consists of….
  • HUBSPOT  |  FRIDAY, DECEMBER 4, 2015
    [Process] How to Market Matching Gifts in the Donation Process
    While matching gifts won’t bring your organization twice as many designer denim pants, you can double the amount of donations that you’re already receiving by effectively marketing matching gifts to your donors during the giving process. While there are many ways to market matching gifts to your donors, one of the best ways is to capture their attention with matching gift information during the donation process or in tangent to other donation promotions.
  • CHIEFMARTECH  |  WEDNESDAY, APRIL 12, 2017
    [Process] THE HACKIES: 6 areas to make your martech stack work with people, processes and data
    We are not talking about sales, marketing, or customer service, but processes of relationships where there is an engagement with dynamic journeys — where the customer is in control, not the enterprise. We believe in the creating and nurturing relationships where there is a continuous engagement using customer data, processes and people. All processes should be 100% focused on the customer, not in marketing, sales or service (no silos).
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 27, 2016
    [Process] 5 Ways to Provide Better Feedback and Improve the Review & Approval Process
    By Hassaan Bey, Content Marketing Manager, Slope You can have all of the structure and organization in the world when it comes to your own creative process. None of that matters if you’re stuck in a complicated approval process. The post 5 Ways to Provide Better Feedback and Improve the Review & Approval Process appeared first on Marketing Insider Group.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 30, 2017
    [Process] B2B Buyers Turning to Shorter Marketing Content During the Buying Process
    Research During the B2B Buying Process. In addition, 49 percent claimed that they turn to their peers/colleagues during the buying process. New research suggests that marketers may want to shift to shorter pieces of content to reel in B2B buyers. The “2017 Content Preferences Survey Report” from DemandGen recently discovered that 46 percent of B2B buyers have moved towards shorter formats of content in the past year.
  • HUBSPOT  |  THURSDAY, APRIL 28, 2016
    [Process] How to Become a More Efficient Editor: 12 Ways to Speed Up the Editorial Process
    To make this process easy, I save code snippets in my Evernote. Just remember to give the document a few extra seconds to process your piece once you've pasted it in there, as Word takes a little longer to "read" your piece and uncover any mistakes. When I first started editing articles for HubSpot's Marketing Blog, I didn't quite realize how much time each one would take.
  • HINGE MARKETING  |  FRIDAY, DECEMBER 11, 2015
    [Process] The Lead Generation Process: How Content Marketing and Lead Generation Work Together
    “Content is King.” ” Never has that phrase been truer than in today’s business landscape. Faced with seemingly endless outlets and opportunities to share and promote content, many business owners and marketers are overwhelmed by the idea of content marketing. But once they understand that content is among the most effective marketing tools for generating leads, marketers perk up.
  • FATHOM  |  FRIDAY, JANUARY 8, 2016
    [Process] Sales and Marketing Processes: Who REALLY has the control?
    But, when asked to compare existing processes to inefficiencies and how those current processes come to be, they exhibit confusion over where “processes” are truly controlled and therefore exist the way they do. After building a career in CRM consulting and now managing digital marketing accounts, I can firmly say that the vast majority of clients are not only interested in how process is designed, but more-so in how it’s controlled.
  • HUBSPOT  |  TUESDAY, JULY 10, 2012
    [Process] 16 Ways to Simplify Your Prospects' Decision-Making Process
    Here are 16 ways you can simplify your marketing to make your prospects' decision-making process easier. 16 Ways to Simplify Your Prospects' Decision-Making Process. Providing product guides -- either about your own product or an analysis of the industry and the competing products available -- is a great help in supporting your prospects' evaluation process.
  • FATHOM  |  FRIDAY, OCTOBER 16, 2015
    [Process] Lean Manufacturing & Lean Marketing: How to Increase Process Efficiency
    The key to fixing this process divide and eliminating wasted time & effort on both sides is consistent communication between the sales and marketing teams. Whether it’s big or small, identify the elements of your production process that are holding you back and rework them from the root of the problem. After a few rounds of trial & error, you’ll end up with a repeatable marketing processes that you can apply to various efforts.
  • ANNUITAS  |  TUESDAY, APRIL 29, 2014
    [Process] Change of Seasons –Might be Time to Change your Process Too
    Take a look at five ways to make a change in your Demand Process to drive better results: 1. Appoint a project manager to lead the process. If you don’t have the numbers you need to be able analyze demand generation results and processes holistically, make that goal number one. Evaluate the current processes. You don’t have to change everything in your quest for optimization of your Demand Process. Might be time to make a change in your lead process.
  • HINGE MARKETING  |  FRIDAY, APRIL 29, 2016
    [Process] What Buyers Want: The Buyer’s Selection Process
    As part of our study of professional services buyers , we asked private sector and government buyers to offer insights into their purchase decision process. Confidence in the project team is another critical factor in the selection process. A great reputation creates more opportunities—buyers want a market leader in the proposal mix—but reputation can also tip the scales during the decision-making process.
  • BIZNOLOGY  |  WEDNESDAY, NOVEMBER 19, 2014
    [Process] Involving SEOs in the content creation process
    If you plan on creating content for digital marketing purposes, it is imperative you include an SEO in the creation process. It is important to also involve an SEO in the content creation process and have them work closely with your content team. One reason SEOs should absolutely be involved in the creation process is because they can make suggestions based upon past SEO performance of similar content.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 21, 2013
    [Process] Buying Marketing Automation Software: A Best Practice Process
    But here’s an unbiased process you can follow to maximize the chances you’ll buy the marketing automation software that is right for your company. Remember, you aren’t ever “done” with marketing automation, so build time to evolve, adapt, and learn into your process. Start the selection process? What it your organization’s maturity when it comes to things like process, skills, lead flow, and content — will you need additional help to get those into shape?
  • VIEWPOINT  |  THURSDAY, OCTOBER 11, 2012
    [Process] PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
    Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. The Core Issue: It’s Not Alignment – It’s Driving the Demand Process. It was here’s the issue, let’s develop the process, let’s implement the change that’s required for that process, and now let’s measure to it.
  • ACT-ON  |  TUESDAY, NOVEMBER 15, 2016
    [Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality. When the sales and marketing relationship breaks down, the two sides don’t provide enough (if any) visibility into each other’s processes. The moment a prospect becomes a lead is the first step in the process.
  • TONY ZAMBITO  |  SUNDAY, DECEMBER 13, 2015
    [Process] Buyer Decisions Are Not What You Think
    When marketing and sales leaders often think about how buyers make decisions, they are viewed through a prism of buyers making rational and process-driven decisions. Leading to many strategies and tactics devoted to attempts to market or sell to the rationale behind decisions and buying processes. Essentially another name for mapping the buying process. It is yet another example, however, of the search to understand the process of decision-making. by Gregor Črešnar.
  • THE ROI GUY  |  WEDNESDAY, SEPTEMBER 14, 2011
    [Process] When is a Diagnostic Assessment best used in the sales & marketing process?
    Diagnostic Assessment Tools are used best during the Discovery phase of the buying cycle, where buyers are exploring which issues they might have, and which should be a priority. These buyers are struggling with tight budgets and low risk tolerance. For these frugal buyers, it’s easier for buyers to “do-nothing” than to change. Buyers often need proactive help determining what issues are inherent and a priority worth addressing.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, AUGUST 21, 2009
    [Process] Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?
    Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here
  • FATHOM  |  TUESDAY, JANUARY 27, 2015
    [Process] How to Put Your Customer Personas to Good Use: A Step-by-Step Process
    The post How to Put Your Customer Personas to Good Use: A Step-by-Step Process appeared first on Fathom. When I create customer personas for my clients here at Fathom, I often get this reaction: “That’s great, but what now? How do I use my customer personas?” ” Customer personas are crucial for understanding who you’re creating content for, but is that enough? Do you create personas simply to learn about your audience, then stash them away without another glance?
  • AVITAGE  |  THURSDAY, APRIL 7, 2016
    [Process] Change your content process to leverage accelerate and scale
    But there is little thinking or discussion about content process change. By changing your content process for strategy and operations you can leverage resources and assets, accelerate production time to real-time, and scale outputs without compromise. ” Companies re-engineered their accounting, manufacturing and product design processes. How would your content process change if … A standard practice in our 20 year custom content business was to develop […].
  • AVITAGE  |  WEDNESDAY, JULY 18, 2012
    [Process] To lower video costs while volume grows, change your process
    The refrain is: true value and productivity gains come from redesigning the workflow processes that software enables. For this, we’ll need process change. Traditional Video Production Process So let’s look at the underlying process of traditional video production. Over the past year we have had the privilege of working with two large software companies: SAP and PTC.
  • HINGE MARKETING  |  THURSDAY, APRIL 6, 2017
    [Process] A Website Design Process that Works: How to Get the Professional Services Website You Want
    You’ll need three things: 1) the will to make it happen; 2) a talented team to carry it out; and 3) a website design process that will get you to your goal. The third binds the first two together and drives the process forward. But with the right process in place, you can avoid the pitfalls and misadventures that plague so many web projects. Informed by research and validated by years of experience and analytics , this is a process that works.
  • ANNUITAS  |  TUESDAY, FEBRUARY 12, 2013
    [Process] Four Strategies for Transforming your Demand Process
    If marketing is going to earn 2013 as our year, this has to change and organizations need to begin thinking in terms of a transformational demand process. This first step to transforming your demand process is to take a buyer-centric approach. a buyer who has access to a wealth of information available on the Web and is less reliant on marketers and outside salespeople for information–and their buying process. A porous lead management process and lost opportunities.
  • WRITTENT  |  FRIDAY, JULY 26, 2013
    [Process] High-ROI Content, Streamlining Processes, and Other Content Marketing News
    It’s challenging to streamline the process of content marketing , and cutting corners can result in lower quality, which should be avoided at all costs. A marketer’s best bet for getting more out of each work day is to carefully examine their processes and workflows to become more efficient, so they can focus longer on quality blog creation.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 3, 2014
    [Process] 5 Pieces of an Effective Lead Management Process: Part 1 [Series]
    Why Create a Lead Management Process? Lead management is the systematic method that a marketing team uses to acquire (by importing, creating manually, or automatically capturing from a website), evaluate, nurture and hand off leads. Lead management is about moving quality leads through the stages of the marketing funnel, from an anonymous visitor to a sales-ready lead. Successful lead management […]. lead enrichment Marketing Marketing Intelligence
  • HUBSPOT  |  THURSDAY, FEBRUARY 23, 2017
    [Process] How to Build a Growth-Minded Design Process at Your Agency
    As important as creativity is to an agency's success, no great work can be produced without a great process. Modern agency processes like Growth-Driven Design (GDD for short) and the Agile Methodology give us a new way to optimize the production of creative projects, helping us develop work that consistently looks great and exceeds client expectations. Your team, however, might be harder to sell on adopting a design process.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 14, 2016
    [Process] Graphic Design Process: Creating an Impressive Logo
    The post Graphic Design Process: Creating an Impressive Logo appeared first on Marketing Insider Group As everyone knows, a logo is the original image of the full or abbreviated name of a brand or a special non-alphabetic figure. Psychologists say that the logo is a true indicator of the success of the project in the eyes of a visitor and a certain signal of trust. As a rule, a logo […].
  • THE ROI GUY  |  TUESDAY, SEPTEMBER 13, 2011
    [Process] When are Interactive White Papers best used in the sales & marketing process?
    Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Early in the sales cycle, during the discovery phase, buyers need help in identifying issues and understanding what solutions might exist to help solve their priority opportunities.
  • SNAPAPP  |  MONDAY, OCTOBER 19, 2015
    [Process] Is Marketing’s Content Dead On Your Desktop or is it a Part of Your Sales Process?
    Once a salesperson locates the material and tries to use it in their selling process, the second hurdle is ensuring the content helps move the needle – showing value in the areas where it’s needed most. If speaking with marketing isn’t an easy process for you, speak with your manager and ask if they can field the conversation at first. Keep the Process Alive and Fine-Tune for Optimal Collaboration. By Megan Tonzi , Director of Marketing, QuotaFactory.
  • TONY ZAMBITO  |  WEDNESDAY, SEPTEMBER 28, 2016
    [Process] Pursuit Of Goals Drive Buyer’s Journey
    The idea of understanding the process by which buyers make choices and decisions has been around for quite some time. In sales for the past few decades, it has been called understanding the buying process. In essence, what buyers are doing, from an activity standpoint, when it comes to their process, or journey, towards a purchase decision. The insights gleaned from such mapping can contribute to improving processes and experiences for customers and buyers.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 24, 2013
    [Process] How to Add Healthy Competition to the Sales Process
    Two camps divide popular opinion on the topic of salespeople competing with other members of their teams. On one side, sales representatives are inherently competitive because their jobs revolve around winning customers and beating competitors and they thrive in situations that bring out their competitive drive.
  • MARKETING ACTION  |  TUESDAY, AUGUST 4, 2015
    [Process] Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process
    Part three outlined the steps to designing a successful lead process. Once a qualified lead has been identified, the next step is to create a lead handoff process where marketing hands the qualified lead to sales so that sales can follow up on it. You can create an automated process to alert sales that they have a new qualified lead. A standard follow up process for all qualified leads. Here’s an overview of the handoff process.
  • VIEWPOINT  |  TUESDAY, NOVEMBER 20, 2012
    [Process] PowerViews with Bob Kelly: Redesigning Sales Process Basics
    Tablets: Fundamentally Redesigning Basic Aspects of the Sales Process. He references recent SMA that points to the fact that tablets aren’t simply a device that helps you do the same things a little bit more efficiently or in a different place or more often: “They’re actually fundamentally redesigning basic aspects of the sales process. I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 4, 2017
    [Process] Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs
    90 percent of the calls were with prospects who were not in the right stage of the buying process at this time, or they were with people who were not even a decision maker or influencer. When you have a complex sales process the only way to drive revenue opportunities is to build and leverage relationships. Click here to read our case studies to see our process in action. All sales leads are not equal.
  • SNAPAPP  |  THURSDAY, OCTOBER 13, 2016
    [Process] 5 Ways to Provide Better Feedback and Improve the Review & Approval Process
    You can have all of the structure and organization in the world when it comes to your own creative process. None of that matters if you’re stuck in a complicated approval process. Everyone knows the risk of reviewing work too far along in the creative process - getting things wrong without enough time to change them. But an equally damaging, and commonly made mistake is combatting that by reviewing too early in the creative process.
  • B2B MARKETING INSIDER  |  MONDAY, JULY 4, 2016
    [Process] Change your content process to leverage accelerate and scale
    But there is little thinking or discussion about content process change. By changing your content process for strategy and operations you can leverage resources and assets, accelerate production time to real-time, and scale outputs without compromise. The post Change your content process to leverage accelerate and scale appeared first on Marketing Insider Group. When it comes to customer facing content, much is written about creative techniques, tools and infrastructure.
  • BIZNOLOGY  |  THURSDAY, MAY 7, 2015
    [Process] Content meets the B2B buying process (part 2 of 2)
    Larger firms: For large firms, the relevancy is not about the actual size, but rather the logical conditions or situations that exist in these sized firms, such as different locations, multi-decision makers/influencers, complex processes, etc. It pays to map both titles and functions to your selling process and develop content accordingly. The post Content meets the B2B buying process (part 2 of 2) appeared first on Biznology.
  • BASEONE  |  MONDAY, JULY 29, 2013
    [Process] Why do B2B buyers decide to buy? The Buyersphere Report reveals thinking behind the buying process
    A Buyersphere mini-report by Base One and B2B Marketing. Produced in association with McCallum Layton and Research Now
  • LEAD LIAISON  |  TUESDAY, SEPTEMBER 20, 2016
    [Process] How to Run a Webinar: Define Your Invitation and Registration Process
    The next step is to define your invitation and registration process. Define Your Webinar Invite Process. Once you’ve got your data ready and your target audience defined, it’s time to start putting together a process for inviting people. We propose the invitation process below. The process sends out three invitation emails to your database. Define Your Webinar Registration Process. With the invite process, there are nine (9) emails in total.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 14, 2014
    [Process] How to Democratize Product & Process Innovation: What We Learned by Hacking
    If a structure for evaluation and acceptance is left out of the innovation process, policies like Google’s 20% time will only hinder the creative process. That being said, can sales, marketing, business development, operations, finance, HR and IT teams hack out innovative programs and processes too? Activating both hacking and Agile methodology will help us create better processes and ultimately better experiences in every part of the business. Innovate or Die.
  • BIZNOLOGY  |  MONDAY, NOVEMBER 14, 2016
    [Process] The ugly side of digital transformation
    Back in the early 1990s, the corporate world was seized by a concept called “business process re-engineering (BPR),” the goal of which was to rethink business from the ground up, questioning every assumption, and redesigning processes from scratch to achieve massive gains in efficiency and competitiveness. IBM largely reinvented its business in the early 1990s, when demand for mainframes tanked, but it reduced its workforce by half in the process.
  • BIZNOLOGY  |  THURSDAY, APRIL 23, 2015
    [Process] Content meets the B2B buying process (1 of 2)
    With all this content trying to connect with B2B buyers, the question marketers need to know is how do buyers process and filter through the mountain of information to determine what product and/or service meets their needs, and whom to buy from? It’s not an easy assignment for buyers to sort through all the content now available to find the most informative and creditable information to advance their buying process. Content Overload.
  • GREAT B2B MARKETING  |  MONDAY, APRIL 18, 2011
    [Process] Steps in the B2B Marketing and Sales Process – by Christopher Ryan
    In a typical business-to-business scenario, responses you generate and people you have contact with will flow through the marketing system and at different times during the end-to-end process will fall into the following categories: . 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.
  • I-SCOOP  |  TUESDAY, APRIL 12, 2016
    [Process] The role and challenges of business process automation and digitization
    Business optimization Digital business Digital transformation business process automation CeBIT digitization employment paper-based processes Sameer Patel Social Business Arena The Future of Jobs World Economic ForumIn 2014 I was at the CeBIT tradeshow in Germany and stopped by the Social Business Arena where SAP’s Sameer Patel was about to give a presentation.
  • TONY ZAMBITO  |  SUNDAY, MARCH 6, 2016
    [Process] 4 Myths Preventing True B2B Customer Understanding
    These mythical assumptions B2B executives should check at the door are: Myth 1: Buyers think and act in neat stage-gated linear processes when evaluating solutions. What has transpired in the last few years is B2B Marketing have taken the notion of customers having processes and policies they need to follow for purchasing and transformed this notion into a mythical buyer’s journey. by Alex Auda Samora. There is a big problem when it comes to B2B customer research.
  • ANNUITAS  |  THURSDAY, JUNE 11, 2015
    [Process] Two Reasons Your B2B Marketing Programs Are Failing
    At ANNUITAS, we call that Demand Process: the proactive management of the demand chain from lead-to-revenue, and from pain point to solution. Demand Process considers all elements that drive and convert demand at a people, process, content and technology level, and it spans both marketing and sales interactions with the buyer. Deficient Demand Process (lack of strategic oversight and too much tactical focus). How do you get started with Demand Process?
  • TONY ZAMBITO  |  THURSDAY, FEBRUARY 16, 2012
    [Process] Slow Death of the Funnel: Why Buyer Choice Matters to Revenue
    IT Buying Process © All rights reserved by Kenny Madden. Evidence suggesting that buyers are behaving well out of the norm of our conventional views of the funnel as well as the buying process is abundant from surveys. This is part 1 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. .
  • HINGE MARKETING  |  THURSDAY, JULY 21, 2016
    [Process] The Succession Planning Process – Tips for Transferring Skills to New Leadership
    Every mature professional services firm needs a strong succession planning process in place to ensure a smooth transition from the old guard to new leadership. An important place to begin the succession planning process and ensure critical skills transfer is to engage and empower your teams across the generational divides. Documenting and understanding key processes and techniques. That way, unlike most written-down processes, your documentation will improve with time.
  • TONY ZAMBITO  |  SUNDAY, MARCH 4, 2012
    [Process] 3 Ways To Connect With Today’s B2B Buyers
    Image via Wikipedia. This is part 4 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. Connecting with today’s B2B buyers is on the minds of most CEO’s and their teams today. Not too long ago, reaching and connecting with B2B buyers was a straight forward proposition.
  • TONY ZAMBITO  |  TUESDAY, SEPTEMBER 6, 2016
    [Process] Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing
    Buying processes and buyer journeys. Descriptive situational and buying scenarios (deeper and more descriptive than buyer’s journey or buying process). Confusion by Adam Gale. In the 15 years since originating the concept of buyer personas in 2001, there has been one issue that continues to plague fully understanding exactly where, how, and why buyer personas can be beneficial.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, AUGUST 22, 2013
    [Process] 5 Steps to Optimize Your Lead Nurturing Process: The Right Content to the Right Audience
    Did you know that inbound marketing is white-hot and content curation is king? Brian Kelly, CMO of InsideView and Pawan Desphande, CEO of Curata , presented the latest and greatest content marketing techniques at the AMA Webcast on August 20, 2013. Our webcast educated hundreds of sales leaders and provided tips on how to leverage marketing automation and content marketing to generate more sales-ready leads.
  • TONY ZAMBITO  |  SUNDAY, AUGUST 14, 2016
    [Process] Are Your Buyer Personas Data Overkill?
    With many touted frameworks and processes being representative of buyer personas in name only. The notion of operations is implicit in science, systems, processes, analytics, and rules. Unknowingly, organizations can be afflicted by data creep and process creep as they enter a new era of collecting data on customers. They believed there were six stages to a buying process with the operational thinking that for each stage, each buyer role needed unique content.
  • TONY ZAMBITO  |  SUNDAY, APRIL 29, 2012
    [Process] Can You Predict Your Ideal Scenarios For Lead Nurturing?
    Here is buyer scenario modeling defined: “ Buyer Scenario Modeling is the process of analyzing research-based modeling of possible events, buying scenarios, buyer behaviors, buying decisions, and alternative future outcomes.”. What companies can do more effectively through this process is begin to segment their lead generation and lead nurturing programs according to predictive scenarios, buyer behaviors, and buying outcomes.
  • ANNUITAS  |  THURSDAY, MARCH 13, 2014
    [Process] Demand Generation Skill Set of the Not-So-Distant Future
    You absolutely need to understand how to set up your measurement and analytics for the entire Demand Process using the technology you have at hand (CRM, MAP, Web Analytics, etc.) in order to effectively create and measure the lead management process and market to your buyer universe. Demand Generation Strategy demand process KPI performance metrics
  • TONY ZAMBITO  |  SUNDAY, NOVEMBER 1, 2015
    [Process] How B2B CMOs Can Achieve Customer-Centric Marketing With Buyer Personas
    by Matt Brooks. A recent survey by B2B Marketing, in conjunction with the UK-based agency Tomorrow People, indicated only 38% of marketers considered their content to be “very customer-centric.” This mirrors findings of other surveys related to content marketing and customer-centric marketing, which consistently hovers in the 35- 40% range of “very customer-centric” or “very effective content marketing.”.
  • BIZNOLOGY  |  FRIDAY, MARCH 31, 2017
    [Process] How to build a killer content team
    It’s all about pinpointing the right writers for the job, streamlining your process, and arming your team with the knowledge they need. This strategy only works with the SME is engaged in the process, willing to write and can hit deadlines. Process – create a sustainable content flow. Once you’ve figured out your one content thing, it’s time to shore up other process-related issues. Process challenges are the second biggest issues I see.
  • INTEGRATED B2B  |  WEDNESDAY, JUNE 12, 2013
    [Process] Kick-start your content marketing creative process
    It can be hard to come up with engaging ideas that really stand out, and devising this into a scalable process can be even trickier. The following four step strategy will act as a kick-start to your creative process, helping you come up with ideas that your audience will love, time and time again. The post Kick-start your content marketing creative process appeared first on IntegratedB2B.
  • WRITTENT  |  FRIDAY, JULY 19, 2013
    [Process] World Class Processes, the War of Ideas and Other Content Strategy Wins
    The Case for Associations Adopting World Class Content Processes. Is your company in the process of using new technologies for content promotion ? The media was buzzing about the power of content marketing this week. Between the power of content marketing for talent recruitment and growing attention in the tech realm towards tools for content creators, it’s clear that the discipline continues to be embraced by the brightest minds in business.
  • TONY ZAMBITO  |  SUNDAY, MAY 20, 2012
    [Process] The State of Buyer Personas 2012
    Buyer modeling and the modeling tool of buyer personas will be an enabling process for companies to transform their sales organizations into a gateway for buyers to make the interactions and connections they seek. © All Rights Reserved by 24point0. This June marks ten years since the first buyer persona development methodology was pioneered and launched by the firm Goal Centric now called Buyerology. Over the past ten years it has been quite a journey.
  • TONY ZAMBITO  |  SUNDAY, JANUARY 29, 2017
    [Process] New Approaches To Understand Customers Needed In A Digital Transformation World
    Illustration by Nikita Kozin. In numerous surveys of CEOs in the past few years, predictably, you will find growth strategies as one of the top priorities going into any new year. Strikingly, in these same few years, you will also find developing customer understanding also on the list of CEO priorities. What is changing in the past two years, is that CEOs are focused on globalization and digital transformation.
  • AVITAGE  |  MONDAY, OCTOBER 15, 2012
    [Process] The Role of Content in the B2B IT Buying Process
    Forgive the redundancy, but Ardath Albee has another good post talking about the role of content in the b2b IT buying process. One major finding is enterprise IT Decision Makers engage with an average of 10 content assets during their buying process. In complex sales, there are often well over 4 “personas” who are active in the buying process.
  • TONY ZAMBITO  |  WEDNESDAY, MAY 2, 2012
    [Process] Is Your Organization Likeable? Are You Attracting the Right Buyers?
    Sally Field (Image via RottenTomatoes.com). The phrase “ Laws of Attraction ” first appeared in the early 20th century around 1906 by William Walter Atkinson as part of the new thought movement and release of his book “ Thought Vibration or the Law of Attraction in the Thought World ” (Chicago, 1906). Since, this phrase has been used to help explain attraction-based theories and concepts in many areas of the social sciences throughout the 20th century and now into the 21st century.
  • VIEWPOINT  |  TUESDAY, MAY 6, 2014
    [Process] CRM: 20 Years Later—Still Hated
    Sales Process B2B Sales The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). ”). CRM may have been well intentioned—meant to centralize information—but it wasn’t designed specifically for sales.
  • TONY ZAMBITO  |  FRIDAY, APRIL 6, 2012
    [Process] Use Buyer-Based Selling To Engage The New SMB Buyer
    Model Buyer-Based Selling : remapping processes is going to take some hard work. Shifting from product-based and phone-based sales processes is in essence a cultural change within organizations. However with the right gear, product and phone-based selling processes can be transformed to buyer-based conversational models. ©All Rights Reserve by PhotoSteve 101.
  • MODERN MARKETING  |  MONDAY, JANUARY 13, 2014
    [Process] Marketing in the Express Lane: 14 Tips From 14 Experts
    Matt Heinz of Heinz Marketing on getting your process right. by Amanda Batista | Tweet this The New Year offers a ton of great insight, forecasting posts, benchmark reports, and tips to manage the evolving technologies and trends that marketers should be leveraging to best serve our audiences. The trouble with such a high quantity of information coming from so many viable resources often can be a lack of time or opportunity to sift through the mass of insight. But this is 2014!
  • BIZNOLOGY  |  FRIDAY, APRIL 14, 2017
    [Process] What is business video content marketing and how to get started
    And what’s good for the company that makes an investment in online B2B marketing videos is that they are proven to increase metrics such as awareness, conversion rates, quality leads that go into the sales process, thought leadership, social metrics, open rates, and click-through rates in email campaigns. Video content marketing means creating engaging video content that is thoughtful, planned and integrated into the different parts of your marketing process and sales process.
  • TONY ZAMBITO  |  WEDNESDAY, JANUARY 4, 2012
    [Process] 5 Ways New Buyer Behaviors Are Impacting B2B Sales
    For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time. If you follow conventional and social media closely, the storied demise of sales has been told many times.
  • ANNUITAS  |  TUESDAY, MAY 21, 2013
    [Process] Why B2B Marketers Are P **g Off Their Buyers
    Blog B2B Marketing Buyer''s Journey demand process Lead-to-Revenue Process One of the reasons that buyer dissatisfaction is on the rise is the way that organizations approach the discipline of Demand Generation.
  • BIZNOLOGY  |  THURSDAY, MAY 18, 2017
    [Process] Why most B2B social media programs fail to generate real leads
    This is good because prospects will check you out at various stages of the buying process and these are things they’ll be looking for. If I were to visit your website, would I find a collection of social media icons I can click on to go to your company page on each of the most popular networks? Would I find the pages fairly active with summaries and links to your blog articles and press releases?
  • ANNUITAS  |  WEDNESDAY, APRIL 15, 2015
    [Process] Insights from the Marketo Summit
    It is no longer a sales driven buying process, this much is certain, but marketers must heed the call and utilize what is at their disposal to drive customer engagement. This week I had numerous conversations with business development reps and heads of sales that understand the major shift that has occurred in the B2B buying process. Blog Content Demand Generation Strategy Marketo Marketo Summit people process technology
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 29, 2009
    [Process] SQLStream Simplifies Event Stream Processing
    It turns out that stream processing is one type of “complex event processing,” a field which has attracted some very smart but contentious experts. To see what I mean, check out Event Processing Thinking (Opher Etzion) and Cyberstrategics Complex Event Processing Blog (Tim Bass). For a basic introduction to data stream processing, see this presentation from Truvisio. The notion of “windows” is common among stream processing systems.)
  • I-SCOOP  |  FRIDAY, NOVEMBER 25, 2016
    [Process] Digitization, digitalization and digital transformation: the differences
    ICT Information management automated workflows business process automation cyber physical system digital business digital disruption digital workplace digitalization digitize disruption document imaging document scanners DX economy information age process digitizationRecently I heard someone saying he wanted to digitize his business. It sounded weird. The digitization of an entire business: how do you do that? Turn everyone and everything in bits and bytes?
  • BIZNOLOGY  |  THURSDAY, MAY 11, 2017
    [Process] 3 blockers of outside-in marketing
    At IBM , we created a tool to help marketers manage their budgets in the hopes that this process doesn’t consume the time they need to actually create, curate, and optimize their content experiences. The way the marketers I talk to put it: “I’d love to transform our practices in the way you present, but I don’t own the approval process.” In the last three years, I have spoken with hundreds of digital marketers about their challenges.
  • ANNUITAS  |  THURSDAY, AUGUST 27, 2015
    [Process] Why Relevant Content Is Not Enough
    In order for organizations to truly be successful with their content marketing and demand generation strategies, they must also align their people (marketing & sales), their lead management process and their technology to that of the buying process and this is where most organizations fail to execute. Blog Buyer's Journey content marketing Demand Generation demand process relevant
  • WEBBIQUITY  |  FRIDAY, FEBRUARY 24, 2017
    [Process] Five Reasons Why Sales Strategy Doesn’t Work for Many Small Businesses
    Companies with an excellent lead nurturing strategy can generate 50% more hot leads at 33% lower cost than those who don’t have a right lead nurturing processes in place. If your customer acquisition strategy isn’t working, it may be time to research lead nurturing processes. Building a robust customer acquisition process takes time. If your sales strategy is not working, then make small changes and iterate the process until it starts delivering results.
  • NUSPARK  |  SATURDAY, JUNE 2, 2012
    [Process] New ebook: Increase Conversion Rates- Conversion Rate Optimization; Websites, Landing Pages, Pipeline
    Once a visitor comes to your landing page via search, social, or online display because of a persuasive message, if that potential prospect isn’t persuaded to continue the conversion process, there’s problems with the landing page strategy. Because of the automated qualification and email marketing process. It’s the process; but most of all, it’s the content that mostly contributes to increased sales opportunities. B2B Lead to Sale Process Conversion Tactics
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