• BIZIBLE  |  FRIDAY, MAY 26, 2017
    [Sales] Why Annual Planning In B2B Marketing Is Seriously Flawed, And How To Fix It
    For example if engagement with sales collateral is shown to be associated with higher conversion rates then the model will increase the weight given these touchpoints over other types of touchpoints, and in turn create a better prediction. A revenue plan is a set of revenue targets with an accompanying plan to reach them. High quality data, forecasting techniques, and large Excel spreadsheets are the typical tools marketing leaders use to build a revenue plan.
  • CONTENTLY  |  FRIDAY, MAY 26, 2017
    [Sales] Why Marketers Abandon Their Content Strategies Too Soon
    You are focused on the long game of building relationships with prospects and keeping them engaged over the sales cycle. Your sales team, on the other hand, is compensated for generating shorter-term revenue results. It’s only natural that tension might arise and you’ll receive pressure to create more sales enablement content to generate leads. That’s fine, as long as your long-term content strategy doesn’t devolve into a short-term sales strategy.
    [Sales] Effective B2B Marketing Content That Will Lead to Sales Growth
    Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales
  • PUREB2B  |  FRIDAY, MAY 26, 2017
    [Sales] The GuidesFor Network
    Drive sales leads and sales opportunities directly to your conversion funnel. Reach a targeted audience of technology buyers and access pre-buying decisions content through the GuidesFor Network. Find out how! Watch now! The post The GuidesFor Network appeared first on PureB2B. Blog B2B-Marketing Content-Marketing Content-Strategy GuidesFor Network Intent Marketing Lead-Generation
  • KEO MARKETING  |  FRIDAY, MAY 26, 2017
    [Sales] Getting Started with ABM Marketing
    ABM marketing , or account based marketing , is an effective strategy for generating highly qualified sales leads. They are collaborating with their sales teams to create campaigns that will result in more and higher quality leads. If you are a mid-market or enterprise business, ABM marketing can revolutionize your marketing and sales processes. Ensure that the sales and marketing teams work together.
  • HUBSPOT  |  FRIDAY, MAY 26, 2017
    [Sales] 8 of the Top Marketing Challenges Marketers Face Today [New Data]
    But tracking the ROI of every single marketing activity isn't always easy, especially if you don't have two-way communication between your marketing activities and sales reports. When it comes to providing ROI, there's a strong case to be made for dedicating time and resources to establishing links between marketing activities and sales results. Every marketer faces different challenges.
  • KAPOST  |  FRIDAY, MAY 26, 2017
    [Sales] Content and ABM: Key Learnings from the 2017 SiriusDecisions Summit
    Lead Nurturing Marketing Strategy Sales EnablementHave you heard of ABM? Sorry, dumb question. Better question: why is ABM so hot right now? This year’s biggest marketing buzzword got a lot of attention at this year’s. The post Content and ABM: Key Learnings from the 2017 SiriusDecisions Summit appeared first on Kapost Content Marketing Blog.
  • ACT-ON  |  FRIDAY, MAY 26, 2017
    [Sales] Inside Act-On: 10-Step Guide to Rebuilding Your Lead-to-Revenue Funnel
    Everyone in marketing and sales and on the executive team knows about the “lead-to-revenue funnel.” These stages increase revenue by allowing sales to focus on those individuals and accounts most likely to result in a closed/won deal and also those ready to engage with a salesperson. Efficient funnel stages also shorten sales cycles by enabling marketing and sales to more quickly and easily identify and remedy issues with a lead’s or a deal’s progression to closed/won status.
  • EVERSTRING  |  FRIDAY, MAY 26, 2017
    [Sales] Grow Your Business Intelligently – Reflecting on SD Summit
    Marketing Sales SiriusDecisions SiriusDecisions SummitWhether. The post Grow Your Business Intelligently – Reflecting on SD Summit appeared first on EverString.
    [Sales] Leads are dead…and other pithy thoughts from #SDSummit17
    The next-gen demand waterfall recognizes the reality that complex BtoB sales, with high-average selling prices, are executed by teams of buyers. This also means that we need to organize Sales and Marketing by buying team; and by extension, Product must also be aligned. The next-gen demand waterfall really promotes the concept of account-based strategy and marketing is just one part of that equation, now sharing equal billing with Sales and Product.
  • EMEDIA  |  THURSDAY, MAY 25, 2017
    [Sales] Matching Content to Your B2B Marketing Channels
    The CEB estimates that a buyer gets about 57 percent of the way through the funnel before they get in touch with sales. B2B Marketing Campaign Calendar: Check. Content Creation Schedule: Check. Media Buys for Relevant Channels: Check. Now what? Even with excellent planning and organization, it can be overwhelming to pair relevant content to the right audience on the best channel.
    [Sales] The Critical Importance Of Lead Validation In Internet Marketing
    One of the most common of these blind spots exists buried in the data Internet marketers rely on for determining how successful their lead generation websites are in generating sales leads. The SEO specialists at Straight North have spent a great deal of time studying more than 350,000 website conversions and discovered something surprising: After subjecting these website conversions to our lead validation process, we found that nearly half of them weren’t sales leads.
    [Sales] 7 Ways to Grow Your Luxury Brand
    You should think of your website not as a platform to be used for a sales pitch, but rather as an invitation for customers to engage with you. Since luxury brands initially focus more on building reputation and trust than on making the sale, they typically sustain a longer customer lifecycle than daily brands. So when it comes to your luxury brand, it’s not a question of whether you need an after-sale customer support service – it’s a question of how great you can make that service.
  • TELEVERDE  |  THURSDAY, MAY 25, 2017
    [Sales] Balancing Technology & the Human Touch
    I firmly believe it’s incumbent upon the CMO to remember that people buy from people and that conversation is a very important part of the sales process. Sales & Mktg Exec Insight SeriesI recently sat down with Jesse Scardina from TechTarget’s SearchCRM site to talk about how to incorporate customer experience technology into marketing.
    [Sales] How To Utilize Facebook Remarketing Ads To Drive B2B Leads
    If you’re like most online B2B advertisers, you may not always find success in converting users to sign up and enter your sales funnel at first impression. While there are a number of successful new user acquisition strategies to implement and audience variations to test, Facebook remarketing campaigns tend to reel in leads at a higher rate and at a lower cost per.
  • HUBSPOT  |  THURSDAY, MAY 25, 2017
    [Sales] How to Create a SMarketing Service Level Agreement
    At most companies, it can feel like marketing and sales are far from being on the same team. According to the 2017 State of Inbound report, fewer than half of marketers would describe their respective companies' Sales and Marketing teams as "generally aligned.". Here at HubSpot, we're lucky to have a strong, healthy relationship between marketing and sales. How to Create a Sales & Marketing Service Level Agreement. Aligning Marketing and Sales.
    [Sales] Beyond Campaigns: Focus on Marketing Operations and the Buyer’s Experience
    Customer Experience Marketing Sales Buyers Experience CX Nina Kuhlman The MX GroupMay 25, 2017 by Nina Kuhlman Speaking marketer to marketer, we both know the great feeling of working with a team to create a new campaign. Goal-setting, brainstorming, storyboards, copywriting, read more.
  • HUBSPOT  |  THURSDAY, MAY 25, 2017
    [Sales] How to Personalize Transactional Emails With Dynamic Content
    rise in recovered sales from cart abandonment emails. According to the latest Radicati report, the total number of business and consumer emails sent and received in 2017 is likely to reach 269 billion. And that number is expected to jump to 319.6 billion by 2021. Email marketing isn't going anywhere. But there’s a big catch. With so many emails landing in our inboxes, there needs to be something unique about your emails so that you stand out from the crowd.
    [Sales] MarTech 2017: Managed Machines, ABM and Other Tech Trends
    Lytics , a customer data platform, acts as a hub where marketing and sales platforms (MAP, CRM, web analytics and social media management) integrate. Demand Creation , Inbound Marketing , Marketing Agency , Marketing Automation , Marketing Campaigns , Marketing Planning , Marketing Technology , Organization Design , Outbound Marketing , Project Management , Reporting and Analytics , Sales and Marketing Operations , Social Media
    [Sales] How to Save 4 Hours on Every Piece of Content You Create
    If you spent all your hours finding external contributors and editing their work, you wouldn’t have time to create sales-enablement content, analyze engagement data, develop a long-term content strategy, or even just write your own stories. Prior to joining Contently, I worked on digital strategy for some of the world’s top magazines. In other words, I spent most of my time coaxing brands like Vogue, Glamour, and GQ to embrace online publishing—and it wasn’t always easy.
    [Sales] 5 Proven Growth Strategies for Professional Services Firms
    While the concept of “more buyers equals more sales” might seem logical, it has its potential costs, too. We’ve all been in those meetings when ideas for stimulating growth get tossed around. Before you know it, an entirely new growth strategy has emerged and everyone’s moving full speed ahead in hopes of seeing benefits sooner.
  • KAPOST  |  WEDNESDAY, MAY 24, 2017
    [Sales] Where Should Content Fit into a Marketing Organization?
    A company’s content strategy touches all facets of an organization from sales and. That’s the question that leaves so many organizations stuck. And the truth is, there is no universal answer. The post Where Should Content Fit into a Marketing Organization? appeared first on Kapost Content Marketing Blog. Content Marketing Leaders Intermediate Content Marketing Marketing Strategy
    [Sales] What Separates Ave Firms from High Performing Firms?
    If you are in an administration role, a product/service delivery role and certainly a sales role, every aspect of your daily responsibilities needs to be focused on this message. High performing organizations simply seem to run better, with higher revenues/employee and lower costs of sales. Accurate and detailed sales process mapped out and you make sure your sales team follows it (Inspect what you expect!). His blog has been rated in the sales blogs in the world!
    [Sales] Effective Marketing Strategies for B2B Companies
    As a business to business (B2B) company, lead generation is an essential part of your marketing and sales strategy. Instead of focusing on the sales pitch, with your content, you should try to add value to your leads’ lives. Successful lead generations campaigns leverage effective marketing strategies that will draw prospects in and keep them interested in your offerings.
  • 6SENSE  |  WEDNESDAY, MAY 24, 2017
    [Sales] Jewel, a CFO and 2,500 B2B Marketers Walk Into a Room…
    That type of skyrocketing growth is not something we often see in B2B marketing and sales. Some of us have sales cycles that take longer than Jewel’s rise to fame. So, much like a sales cycle for B2B sales and marketers , building a music career took time. Last week in Las Vegas, we were 2,500 B2B marketers, 99 vendors, numerous sales people and two CFOs (yes – I found another one there!)
  • INFER  |  WEDNESDAY, MAY 24, 2017
    [Sales] Guest Post: How to Use AI to Ramp Your Sales Team by Ben Daters
    Twenty years ago, sales reps were given a phone, a phone book and a conference room, as part of their ramping process. Next week, Michael Raab, Head of SMB at Lyft, Nate Germberling, Director of Sales at Infer and myself, will be discussing 3 Ways to Quickly Ramp Sales Reps Using AI on a live webinar. About Ben: Ben Daters it the VP of Sales at People.ai. A rep’s first 30 days can define their career.
  • VIDYARD  |  WEDNESDAY, MAY 24, 2017
    [Sales] 6 Mega Trends in Sales, SaaS, and Video from HubSpot’s Chief Sales Officer
    Recently, Hunter Madeley, Chief Sales Officer at HubSpot, sat down with our CEO, Michael Litt to discuss all things sales, SaaS, and video! The purpose of sales and marketing continues to be on creating credibility, momentum, and trust. Although technology has changed the way businesses communicate externally, Hunter highlights how the ultimate goal of a marketing or sales organization has remained the same. How video impacts the sales cycle from a process perspective.
  • RADIUS  |  WEDNESDAY, MAY 24, 2017
    [Sales] Future Of B2B Marketing And Sales: 20 Experts Share Their 2017 Predictions
    These are marketing and sales leaders with a proven track record of driving scalable growth. B2B marketing and sales predictions from experts. Working with sales, marketing’s focus is also extending beyond MQLs shifting resources down funnel on revenue generation, including post-sell advocacy, cross-sell and upsell.”. Marketing and sales leaders will shift their focus from campaign execution and the question ‘what activity is planned next?’
    [Sales] 1 Awesome Way To Create Great Content
    To prevent a guest blogging program from descending into unmanageable chaos, you’re going to want to start with a few foundational elements: Content Style Guide : Your content style guide, or style guide, usually spans all content created for your brand, whether that’s technical documentation, public-facing copy, or sales training.
  • HG DATA  |  WEDNESDAY, MAY 24, 2017
    [Sales] See How Intacct Improves Sales Focus and Close Rates
    Intacct began working with HG Data Technographics because it needed a way to prioritize a list of more than 70,000 for its sales team. With the visibility provided by HG Data, the Intacct sales team quickly identified ideal prospects (companies using legacy on-premise ERP systems), leading to some quick sales wins for its team. The result is a sales process that is much more targeted and keeps the sales team focused on the right accounts.
  • HUBSPOT  |  WEDNESDAY, MAY 24, 2017
    [Sales] 6 AI Startups We're Keeping an Eye On
    But at the same time, few brands seem to be able to truly make it work -- some are missing sales estimates , laying off members of their drone teams, or closing up shop altogether. It uses big data to help professionals in this sector address and resolve both marketing and financial decision-making problems -- partially with its box office sales prediction technology. The other day, I was airing some grievances to a friend. The whining topic du jour: artificial intelligence, or AI.
  • ACT-ON  |  WEDNESDAY, MAY 24, 2017
    [Sales] The 10 Commandments of Successful B2B Customer Retention
    Don’t just nab the sale and then dump your new customers. It’s the age of the customer. Whether you’re talking about marketing that’s “customer-centric” or “customer first,” or discussing “the. customer experience,” “customer success,” or “customer retention,” there’s no shortage of buzzwords about the customer. This isn’t all just talk, either. In a recent survey of B2B CMOs , customer retention beat out revenue growth as the #1 strategic focus for 2017.
  • HUBSPOT  |  WEDNESDAY, MAY 24, 2017
    [Sales] How to Leverage User-Generated Content in Your Marketing Strategy
    Everyone has their own opinions and experiences so this creates an unrivaled source of marketing expertise that makes the community extremely attractive for anyone looking to learn about sales/marketing. These days, the phrase "content is king" still holds true (to an extent). But the rules surrounding content production as well as our understanding of it as marketers has changed. No longer is it about having content in spades, it's all about quality.
    [Sales] SiriusDecisions Demand Unit Waterfall: Why B2B Marketers Should Take Note
    To summarize, the whole essence of the “Waterfall” concept is a move away from a purely leads-focused approach to demand gen, in favor of something more sophisticated, strategic, and reflective of the realities on the ground for B2B sales and marketing. Engaged Demand: A member(s) of the demand unit responds to a marketing, tele or sales stimulus. What comes to mind when you think of waterfalls? Tropical rainforests? Niagara Falls? White water rafting? Well, not anymore!
  • VIEWPOINT  |  TUESDAY, MAY 23, 2017
    [Sales] What Should the Sales Close Rate Be?
    I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. If you do the math, this tells us that sales reps are expected to work 1000 marketing qualified leads down to 14 to 48 sales qualified leads and close 20% or 30% of those leads respectively; and end up with 3 to 14 deals. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads.
  • THE POINT  |  TUESDAY, MAY 23, 2017
    [Sales] Beware the Siren Call of Pre-Qualified Leads
    If you adopt the “cast a wide net” approach to lead generation, you’ll need an effective lead nurture and sales follow-up strategy in place to make sure those leads are successfully filtered, qualified, and converted to sales-ready prospects. In my view, buying pre-qualified leads (or “MQLs” as some lead generation companies call them) makes sense in a scenario where the marketer has a finite window of opportunity or a limited timeframe in which to hit sales targets.
  • LEAD LIAISON  |  TUESDAY, MAY 23, 2017
    [Sales] 3 Sales Tools I Wish I Had When I Was in B2B Sales
    Ladies and gentlemen, account executives, and sales reps everywhere, I salute you. I have tried my hand in business to business sales and could just never get a rhythm down. Things that might have made my short sales career much longer, and much more profitable. . Here are a few of the sales tools I’ve recently discovered that could have made the difference. . I remember sitting in my sales manager’s office trying to figure out how to get a better response.
  • TONY ZAMBITO  |  TUESDAY, MAY 23, 2017
    [Sales] 3 Forces Shaping The Future Of B2B Marketing
    Particularly for B2B Marketing, it is important to not lose sight of what is at the focal point of marketing and sales. Illustration by Gregor Cresnar. Many executives, particularly Chief Marketing Officers, are in constant pursuit of understanding changing buyer behaviors and markets. Which, for the most part, remains an elusive and challenging endeavor. In the past ten plus years, we have seen a tumultuous upheaval in both the world of buyers and how marketing is adapting.
  • TERMINUS  |  TUESDAY, MAY 23, 2017
    [Sales] Top 10 Account-Based Marketing Moments at SiriusDecisions 2017 Summit
    From May 16th to 19th, the industry’s brightest B2B marketing and sales professionals gathered in Las Vegas for #SDSummit. Recognition that sales generates leads, too. Two of our ABM Superheroes, Jodi Leblow and Peter Herbert from VersionOne, presented how they execute ABM at scale with their marketing and sales teams. Additionally, Brainshark gave out its book Sales Enablement For Dummies. Account Based Marketing Community B2B sales and marketing events
    [Sales] 15 Ways B2B Marketers Can Use Twitter to Drive Business Results
    Use video on Twitter to go over sales question and answer sessions, webcast or webinars, display company culture and more. The wonderful world of Twitter has unlocked business opportunities for almost every type of user – from emerging artists, celebrities, big brands, news sources, and (most importantly for you) B2B marketers.
  • VIDYARD  |  TUESDAY, MAY 23, 2017
    [Sales] Chalk Talks: Using Video Analytics for Smarter Selling
    One of the keys to a successful sales team today is understanding as much as you can about your prospective buyers’ interests so you can send them tailored messaging and get a relevant and timely conversation started. Today, your sales team is probably tracking a bunch of data. Your marketing probably sent that lead over to your sales team, and your sales team was happy to give them a call. Two Top Ways to Track Video Consumption in Your Sales Process.
  • INFER  |  TUESDAY, MAY 23, 2017
    [Sales] Dr. Massimo Mazzotti of The University of Berkeley – Algorithmic Life [Podcast]
    The post Dr. Massimo Mazzotti of The University of Berkeley – Algorithmic Life [Podcast] appeared first on Infer: Predictive Sales and Marketing Platform Listen on Itunes Listen on Soundcloud Listen on Stitcher. Guest Bio: Massimo Mazzotti’s research interests lie at the intersection of the history of science and science studies.
  • WEBBIQUITY  |  TUESDAY, MAY 23, 2017
    [Sales] Nine Winning Digital Marketing Strategies From The B2B World
    The results speak for themselves: it got Gigamon 1465 leads and a 43% rise in sales. Guest post by Cheryl Joy. According to recent research from Forrester, digital marketing spend in the US will reach $120 billion by 2021. Spread over paid search, video marketing, social media and other online channels , digital is expected to account for more than 46% of all advertising in the next five years.
  • ACT-ON  |  TUESDAY, MAY 23, 2017
    [Sales] 5 Assumptions That Sabotage Your Marketing
    Include calls to action and lead-generating landing pages and forms that draw those who engage on social media into your sales funnel through offering gated assets, such as high-value reports, white papers, and e-books. Discover these points by staying in touch with those on the front lines – the sales team. Most people make dozens of assumptions each day.
  • HUBSPOT  |  TUESDAY, MAY 23, 2017
    [Sales] 9 Reasons Your Marketing Agency's Retainers Aren't Bigger
    Today, HubSpot is a full marketing and sales growth stack that makes it possible to execute a multi-channel marketing campaign. They are putting much of it into marketing and sales, or what they like to call it: customer acquisition. In fact, they're putting more into sales and marketing than they make in many cases, as investors continue to put money behind them and their unprecedented growth curves. Enabling a sales team is a time-consuming activity when done right.
  • ENGAGIO  |  MONDAY, MAY 22, 2017
    [Sales] SiriusDecisions’ New Waterfall and How to Operationalize it to Drive Demand at Key Accounts
    Inbound marketing was just taking off, and SiriusDecisions was among the first to recognize that sales can also generate leads, and first to stress the importance of teleprospecting. Lead-to-Account Matching also gets both sales and marketing speaking and thinking the same language – the language of accounts. In traditional demand generation, companies used MQLs and AQLs to designate a lead deemed worthy to be handed off to sales.
    [Sales] Managing Brand Strategy…When Your Name is on the Front Door
    Founders looking to jump-start an initiative to build an enterprise-based brand should consider going cold turkey, simply by disengaging themselves from the marketing & sales process altogether. Any business founder / owner whose surname serves as their company’s brand name has a unique challenge.
    [Sales] How to Improve Lead Routing for More Sales
    LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness. For example, the chart below shows 30% of marketing leaders believe that sales will always follow-up on marketing-generated leads compared to 61% of sales leaders. In this post, I’m going to share seven tips to help you improve lead routing for more sales. Tip 1: Set up a service-level agreement on lead routing with sales .
    [Sales] 5 Steps to Lead Nurturing Success
    Lead nurturing focuses on educating qualified sales leads who are not yet ready to buy. Of the 20% of leads that sales reps follow up on, 70% are not ready to buy. Segmenting your prospects by attributes such as job role, industry or sales stage will help you tailor your content for maximum resonance and engagement.
    [Sales] SEO and Customer Base Marketing: Deepen Relationships for More Repeat Sales
    The tools of SEO, and the insights SEO strategies generate, are also highly effective in delighting and retaining customers in the post-sale enablement, adoption, and retention phases of customer marketing. SEO can help you exceed expectations in this phase by providing insight into the questions customers have post-sale. Pull only post-sale keyword queries that are related to using your product/service, rather than pre-sale questions that are related to making a purchase decision.
  • HUBSPOT  |  MONDAY, MAY 22, 2017
    [Sales] 10 Job Interview Questions to Stop Asking Candidates
    The answer will reveal how they work dynamically and as a project manager -- useful traits for most marketing and sales teams. If you're hiring for a sales role, you should know: "Sell me this pen" has become such a frequently-asked question, it can be easily answered in a quick Google search before the interview. Instead, ask them how they would handle a common roadblock your sales team faces. When I get a job interview, there's a lot to prepare.
  • ACT-ON  |  MONDAY, MAY 22, 2017
    [Sales] 7 Tips for Using Buyer Personas in Lead Nurturing
    You can research which pain points are plaguing your customers through interviews, surveys, or conversations with sales. The buyer’s journey — how customers search for a solution, interact with you, and respond to sales — is constantly evolving. Include your sales department. Sales has the most direct access to your customers. If sales isn’t aligned with your messaging, the conversation will feel disjointed. Picture your customers.
  • PUREB2B  |  SUNDAY, MAY 21, 2017
    [Sales] Sales Red Flags and How to Deal with Them
    It’s time to send them along the sales funnel. However, there are red flags in the sales process you need to look out for before attempting to close a lead. Sales agents are eager to get to yes. In fact, one of the biggest mistakes that 80% of sales professionals make is taking these signs for granted. 7 Red Flags to Look Out for When Closing a Sale. This speeds up your sales process by getting an opportunity to pitch directly to the decision makers.
    [Sales] Persona Development for Professional Services Marketers
    A typical persona fits on a single page — though they can run multiple pages, too — and includes a fictional name and photo, title or job function, demographic information, common challenges, key messages, and any additional information that would help a marketer or sales professional customize a campaign or pitch an audience. In an ideal world, your marketing would deliver exactly the right message to the right person at the right time.
  • KEO MARKETING  |  FRIDAY, MAY 19, 2017
    [Sales] Best Practices in B2B Account Based Marketing
    Collaborate with your sales team. B2B account based marketing is only effective when sales and marketing teams work hand-in-hand. The ABM strategy is sequenced and coordinated between marketing and sales for maximum impact. Marketers take prospects through the sales funnel, and salespeople convince them to convert. Coordinating and sequencing these messages and key content assets makes for a consistent experience and helps move prospects through the sale funnel.
  • DISCOVERORG  |  FRIDAY, MAY 19, 2017
    [Sales] How Data Proliferation Evolves Sales and Marketing
    This poses a conundrum for some buyers, who now have to choose between privacy and relevance – but the data democracy is a boon for sales and marketing. This piece focuses on two key takeaways from the larger study, How Data is Democratizing Growth and Driving Disruption, 15 Lessons from High-Growth Companies Winning with Sales Intelligence , by Justin Withers. Empower Your Sales Team Get A Free Sample of Our Data. Everyone collects data these days.
  • CONTENTLY  |  FRIDAY, MAY 19, 2017
    [Sales] 5 Predictions From The World’s Most Intense Marketing Conference
    At least 10 percent of the sessions at SiriusDecisions involved account-based marketing in some way (for content, for sales, for operations, for grandmas!). Last night, a close friend who works in content marketing DMed me on Twitter. She was very concerned. “I have to admit I’m Twitter stalking you because I’m intrigued that this conference has you turned into a tween at a Harry Styles concert,” she wrote.
  • SHARPSPRING  |  FRIDAY, MAY 19, 2017
    [Sales] Clean Customer Data: Getting Your Sales and Marketing in Sync
    You know the story: Marketing and sales teams are notoriously pitted against one another. Marketing complains it doesn’t get enough feedback from Sales. Sales complains Marketing passes over bad leads. Your marketing team may be using Sharpspring to send out targeted email campaigns to help nurture prospects, while your sales team has another platform to help funnel leads through the sales pipeline. If your sales team has a customer under the name “Mike B.”
  • VIDYARD  |  FRIDAY, MAY 19, 2017
    [Sales] The #1 Sales Tool I Wish I Had
    This thought struck me during a presentation by Terrance Kwok, Sales Development Manager at Vidyard, at their Fast Forward virtual conference this year (If you missed it, you can still log-in to watch the session, and you really should.) Kwok showcased the awesome simplicity with which sales reps can prospect with video. I know that because I started my career in outside sales with the privilege of face-to-face meetings. Sales videos are still new and exciting.
    [Sales] 10 subject lines to celebrate Memorial Day
    The Countdown to Memorial Day Sale starts now | J.Crew. Sun’s out, sale’s (back) on | LOFT. Extra 15% off bed & bath at our Memorial Day Sale | Macy’s Home. Memorial Day is coming up May 29, and there’s no better way to grab your customers’ attention than with some clever, seasonal subject lines. With the weather warming up and the long weekend ahead, now is the time to have fun, get festive and let your creative light shine.
    [Sales] How to Launch a Customer-Centric Sales Strategy
    However, in the constant drive for sales and profitability, companies sometimes forget who ultimately pays the bills. How to Let Customers Lead Your Sales Strategy. Today, we’re focusing on one part of the customer-centric equation — sales. So a customer-centric sales strategy starts with talking to customers. It’s also worthwhile to conduct regular win/loss sales analyses.
  • MARKETRI  |  FRIDAY, MAY 19, 2017
    [Sales] 5 Rules for Delivering a Better B2B Sales Pitch
    You’re on the slate to deliver your B2B sales pitch to decision makers. You survived the proposal stage. You’re advancing to the final, in-person round. Suddenly, it occurs to you: How are we going to win? B2B Marketing Challenges B2B Marketing Strategies B2B Strategy Strategic Marketing Consulting
  • EMEDIA  |  THURSDAY, MAY 18, 2017
    [Sales] Channel Campaign Timing: The 4th Dimension of Demand Generation
    But let’s just focus on three that most B2B marketing and sales teams use and consider how to best time their implementation within the channel mix. Push your offer by email to your list, then have an inside sales or business development rep (BDR) follow-up by phone as part of the overall nurture process. Have an inside sales rep or BDR follow up on a content download or registration coming from inbound traffic or driven by your email/content syndication campaigns.
  • ENGAGIO  |  THURSDAY, MAY 18, 2017
    [Sales] The Top 10 Secrets for Sales and Marketing Alignment From the Pros
    One of those foundational pieces is sales and marketing alignment. That’s why we’re hosting Aligned ‘17 , the biggest virtual B2B conference dedicated 100% to aligning sales and marketing teams. We’re talking with some of the brightest leaders in sales and marketing to talk about the strategies and tactics they’re using to drive alignment and fuel growth. Deploy Empathy for Sales and Marketing to Understand Each Other. CEO, Sales For Life.
  • KAON  |  THURSDAY, MAY 18, 2017
    [Sales] RSVP for our Marketing Innovation Seminar in Houston, Texas on May 23rd
    This year we will discuss “digital transformation” and how CMO’s and senior marketing leaders will utilize technology to gain a competitive advantage, increase sales productivity and drive effective customer experiences. 8:45AM: Aligning Digital Sales Tools & Marketing Content. 9:15AM: Interactive Customer Experiences that Drive Sales. Register for Our Houston Seminar.
  • CONTENTLY  |  THURSDAY, MAY 18, 2017
    [Sales] The New Demand Waterfall, and Other Next-Level Marketing Insights You Need to Know
    This, in turn, boosts sales efficiency and enables you to measure conversion rates more effectively. There was a drum roll as the thousands in the crowd hushed. Then it came. Arms shot in the air in spiritual ecstasy. iPhone cameras flashed. What was it? Beyonce? Michelle Obama? The Pope? To the crowd of marketers at Day 2 of the Sirius Decisions Summit in Las Vegas, it was something far more exciting: a new SiriusDecisions Demand Waterfall.
  • AKOONU  |  THURSDAY, MAY 18, 2017
    [Sales] From Painful to Productive: Tips for Reinventing Pipeline Reviews
    In a minute they can transition from a routine meeting to an inquisition that puts sales reps through the wringer. B2B SalesPipeline Reviews are notoriously painful. A random survey of your colleagues will tell you nearly everyone involved hates these meetings, or considers them a waste of time. A shift is needed.
  • BIZNOLOGY  |  THURSDAY, MAY 18, 2017
    [Sales] Why most B2B social media programs fail to generate real leads
    If I looked at your profile or that of your CEO or top sales people or thought leaders would I see status updates–usually in the form of automatic posting of blog articles? In reality, if you want to connect with qualified potential customers or clients, strategic partners, industry influencers, or the media and generate offline conversations for your business development or sales team, you’re going to have to work a little harder.
  • THE ROI GUY  |  THURSDAY, MAY 18, 2017
    [Sales] Gartner: Are Your Ready for More Buyers and the IT to Business Shift?
    When we look at today’s sales and marketing, most content and conversations remain too focused on technology and IT decision makers, missing the mark on what matters most to executives and the business. Three Ways to Meet the “13 Buyers” Challenge As an enterprise marketer, enablement professional or sales rep, what can you do to be ready for more than 13 decision makers in each account, so you don’t experience the resultant wave of delayed cycles and “no decision” losses?
    [Sales] Surviving a PR Crisis: How Brands Can Use Content to Turn Around Their Fortunes
    After a foodborne illnesses crisis created a brand emergency that dropped its year-over-year sales by 20 percent, Chipotle took a number of steps to improve its reputation. Its sales improved, though not to its pre-crisis levels. On most days, employees walk into the workplace expecting an ordinary day. Naturally, some days break this pattern, and not always in a good way. That’s the case for one unlucky marketer at a national restaurant chain.
  • VIDYARD  |  THURSDAY, MAY 18, 2017
    [Sales] Chalk Talks: Generate More Leads with Video
    The second is once they’ve come inbound, identifying those leads and offering them something that they’re willing to give up their information for, and finally, once they’re a known, identified lead, is nurturing and educating them to get them ready to be handed off to sales. Are your sales reps doing outbound cold calling?
    [Sales] Five Reasons to Include Video in Your Marketing Strategy [Infographic]
    Video boosts sales and conversion. Trust is another vital factor in driving conversions and sales. Guest post by Adam Chapman. Usually, we try to plan through prediction. Thinking about future, we craft a strategy to proceed based on our expectations. But video shouldn’t be part of your future marketing strategy—it should be a key component today! Based on the impact of video marketing in 2016, it’s one of the most versatile and profitable digital marketing tools.
    [Sales] How often should I blog? Five steps to answering the question
    For many businesses, that might be increased sales or leads but that’s not the only possible benefit. One of the questions I am asked most often is “how often should I blog?” ” So let’s get into that one today. I’ve seen a lot of studies declaring optimum posting schedules but like everything in marketing, the answer is, “it depends.”
  • ACT-ON  |  THURSDAY, MAY 18, 2017
    [Sales] The Modern Marketer’s New Executive Dashboard with Matt Heinz
    Matt is president and founder of Heinz Marketing, B2B marketing and sales acceleration firm. Matt is often recognized as among the Top 50 Most Influential People in Sales Lead Management and among the Top 50 Sales & Marketing Influencers. And now to do that, well, talk about sales and marketing working together, now we’ve got a much bigger dance. We need sales and marketing, but we also need customer service, product marketing, and product development.
    [Sales] 7 Creative Ways to Generate More B2B Leads
    So marketers go out and invest in proven tactics that drive prospects towards your brand’s sales funnel: Email Marketing – It’s got the best ROI. Many businesses spend a great deal of time and resources on lead generation. This is completely understandable since, without a consistent influx of new leads, a business simply can’t grow.
  • LEADSPACE  |  THURSDAY, MAY 18, 2017
    [Sales] How Marketo Unleashed Their Demand Gen Potential
    As one of the world’s leading marketing software companies, Marketo’s sales and marketing teams are among the best in the business. On the one hand, their own enormous sales and marketing databases were proving difficult to manage. Building an effective lead generation strategy requires top-notch intelligence, and an uncompromising quality and coverage of underlying sales and marketing data.
    [Sales] DSA Annual Meeting 2017: 5 Can’t Miss Events
    Catch DSA President Joseph Mariano as he moderates a discussion between Traci Lynn Jewelry’s Founder and Chief Executive Officer Traci Lynn Burton, Mary Kay’s President and Chief Executive Officer David Holl, Amway’s Chief Sales Officer John Parker and Direct Selling Education Foundation’s Chairman Dave Wentz on their perspectives.
  • LEANDATA  |  WEDNESDAY, MAY 17, 2017
    [Sales] Half Your SDR Team Left for Coachella! A Checklist for When Reps Are Away
    Hard-working sales reps need time away from the job. In a perfect world, vacation time gets spaced out evenly on a sales team. The joke around Coachella is that SDR organizations in San Francisco and Los Angeles disappear that week, and typically they’re working a little slow the week after because there’s a residual effect,” said Pete Kazanjy, the founder of the Modern Sales Pros community for Sales Operations. It’s good for them and for the business.
    [Sales] Report: Strategy Effectiveness Tied to Sales and Marketing Alignment
    New research suggests that marketers are fairly confident in their existing strategies, and they are working closely with sales to achieve their objectives. Out of all of the marketers surveyed, nearly half (44 percent) also said that their marketing team was generally aligned with sales, and 22 percent said they were tightly aligned. Eighty-one percent of respondents who said their sales and marketing teams were tightly aligned claimed that their marketing strategy was effective.
    [Sales] Adapting and Reinventing: Oracle MCE2017 Recap
    Rethink what you send to Sales. Ewart explained he has been transitioning from sending Sales all Marketing Qualified Leads (MQLs) to only sending Conversation Ready (CoRe) MQLs as defined in the slide shown above. Not only did their conversion rate and velocity data support Ewart’s move, but so did Oracle’s Sales team as they saw the quality of leads improve.
    [Sales] How customer values are transforming brands today
    The sales growth of big brands were flat in 2016, versus smaller brands which grew 2.4%. Underlying this lackluster sales performance of household staples are key emerging trends associated mainly with millennials–getting married later, shopping more online, not having as many children, eating fresher and healthier foods/beverages, aggressively seeking deals, and cutting back on purchases as they draw down supplies at home.
    [Sales] The Ups, Downs, Ins, and Outs of Inbound Marketing in 2017
    If you are interested in how other marketing and sales professionals are dealing with the ever-evolving challenges and opportunities of Inbound Marketing, let me introduce you to everything you could […]. Among 6,000 marketing professionals, do you know the number one priority for 2017? What’s the lowest priority? And how have things changed among your peers?
  • HG DATA  |  WEDNESDAY, MAY 17, 2017
    [Sales] Katie Bullard Talks Data Quality, ABM, & Triathlons
    DiscoverOrg has been a pioneer in the sales and marketing intelligence software industry since 2007. There are a number of sales intelligence companies – what sets DiscoverOrg apart and has helped in its tremendous growth over the past 10 years? Our founder, Henry Schuck, has said the original vision behind DiscoverOrg was based on his recognition that people were spending good money on bad sales intelligence data, and he didn’t think that should be acceptable.
    [Sales] How to Obtain Better B2B Marketing Leads Without Wasting Money
    When it comes to obtaining qualified B2B marketing leads, many B2Bs face an all-too-common challenge: their sales and marketing teams fail to jive. Sales teams often blame marketing for providing them with “lousy” […]. Sales Alignment B2B B2B Marketing Inbound Marketing marketing strategy social media marketing StrategyOne major area of discord between the two groups stems from their disagreement about who (or what) makes the “ideal” B2B marketing lead.
  • HUBSPOT  |  WEDNESDAY, MAY 17, 2017
    [Sales] How to Transform Your Blog Content into Compelling Videos
    We surveyed more than 6,000 marketing and sales professionals to learn how they're changing their strategies to meet the preferences of the modern consumer. Here at HubSpot, we've told fellow marketers about the importance of creating compelling video content to engage your busy audience. And for the most part, video content lives on social media channels -- like Facebook, Instagram, and YouTube. But we wondered if video content had a place on our blog as well.
  • PUREB2B  |  WEDNESDAY, MAY 17, 2017
    [Sales] Why Quality Leads are Expensive
    While generating a high volume of leads is a good thing, it doesn’t necessarily translate into sales and revenue. But in reality, quality sales leads don’t come cheap. Most of your leads will not be sales-ready. You don’t want to waste your sales team’s time trying to sell to someone who doesn’t need your product. Quality sales leads don’t come cheap. Blog Lead Quality Lead-Generation Marketing Sales
    [Sales] Smart Agencies are Investing in Technology
    This is surprising, because they do share very important common goals – engage the client, produce valuable content, make conversions (or sales), establish ROI. Investing in Technology for Smart Agencies. According to the RWS/US 2017 Outlook Survey Report, while Marketers and Agencies share a common business and often work together, their concerns about trends for 2017 differ.
  • VIEWPOINT  |  TUESDAY, MAY 16, 2017
    [Sales] Looking to enhance sales lead performance? Put process before technology.
    Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. Finally figure out how you can deliver the marketing-nurtured opportunities that sales will follow up on and close. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected.
  • CONTENTLY  |  TUESDAY, MAY 16, 2017
    [Sales] Mozilla’s CMO on Lazy Marketers, Battling Trump, and the Future of the Open Web
    And it’s not like sales-pitch content, it’s content that’s relevant to the audience and the concerns of the conscious user. Five years ago, Jascha Kaykas-Wolff sat in a board room, wondering if he’d wasted his life as a marketer. Every time he took a new job, he was filled with the promise of making a positive impact on the world.
  • 6SENSE  |  TUESDAY, MAY 16, 2017
    [Sales] The Next-Generation CMO’s Revenue-Driven Approach to Marketing
    Buyer visibility impacts every aspect of marketing and sales. Without insight into who your buyer is, what their needs are and what their journey looks like, marketing and sales must expend far more resources to get meaningful results. This includes technologies like Conversica’s AI-powered sales assistant, Allocadia’s resource planning tools and 6sense’s intent-based predictive platform.
    [Sales] 8 Core Benefits of B2B Content Marketing
    An effective B2B content marketing strategy will entice prospects and customers to click into your site without a sales pitch being the driving force. Many of us have seen the impressive numbers around B2B content marketing usage. If you haven’t, here’s a snapshot (courtesy of the Content Marketing Institute ): While these figures are encouraging, they likely aren’t enough alone for you to adopt a full-fledged B2B content marketing strategy.
  • SNAPAPP  |  TUESDAY, MAY 16, 2017
    [Sales] Why Events Still Matter in a Snapchat World
    I also tend to be a bit too matter-of-fact for a good sales pitch. At SnapApp, we’re just about at the end of our seemingly nonstop spring event season. Any given week, a chunk of folks from our Boston HQ have been off and running to distant lands, like Phoenix or Las Vegas, extolling the merits of interactive content. . Just a few more shows in these next few weeks and we’ll be in full “summer vacation” mode… only to kick it all off again for the fall. .
  • LEADSPACE  |  TUESDAY, MAY 16, 2017
    [Sales] How To See Through Your Sea Of Data — And Find Your Ideal Customers
    Among the most perplexing challenges facing demand gen marketers — and B2B marketing and sales more generally — is the difficulty seeing your customers through a never-ending mass of data, which only keeps growing. Related: 5 Ways Your Sales Funnel Will Suffer If You Don’t Know Your Audiences. Marketing Technology b2b b2b marketing Big Data demand generation lead generation marketing sales
  • INFER  |  TUESDAY, MAY 16, 2017
    [Sales] Oh How the Tables Have Turned: What B2C Marketers Can Learn From B2B
    Business-to-business (B2B) sales and marketing are entirely different from business-to-consumer (B2C) tactics — or that’s the general assumption. One is relatively low volume and high budget, with lengthy, consultative selling processes and lots of personal relationships at play, while the other usually means huge volumes and low price points, with fast, direct sales processes.
  • TERMINUS  |  TUESDAY, MAY 16, 2017
    [Sales] Chronicles of an ABM Superhero: VersionOne Drives 2x More Sales Opportunities with Account-Based Marketing
    They have found that Terminus helps with driving accounts through the marketing funnel to generate more high-quality sales opportunities as well as accelerating their sales cycle to close deals faster. 2x more opportunities created and sales appointment made for accounts targeted by ABM. High fit, high intent accounts agreed upon by sales and marketing. Broader pool of good fit accounts agreed upon by sales and marketing.
  • EXO B2B  |  TUESDAY, MAY 16, 2017
    [Sales] 6 tips for a successful Facebook ad
    Facebook has become an indispensable platform for generating traffic, leads, and sales through paid advertising, just like the very famous, Google Adwords. In addition to the great configuration of your campaign, it’s the content of your Facebook ad that will make all the difference in the eyes of the web surfer and, that will push them to make the famous conversion (visit, buy, subscribe, register, download …) you are looking for.
    [Sales] Email automation 101 [INFOGRAPHIC]
    Promoting an in-store event or sale? One of the key reasons why email marketing is such a vital tool for your business’ success is because it provides you with a direct line to your customers. Launching a new product or service? Send a quick message straight to all of your subscribers, and they’re immediately brought up to speed on the latest developments.
    [Sales] How Twitter Bots Taught Me about Competitive Intelligence
    So if you haven’t chatted with your competitor’s online customer service, signed up for email drip campaigns, or tested for auto-responses from any number of site interactions, then you’re missing out on a powerful space to learn what sales propositions, experiences, or language really resonates with your contested audience. The internet is an amazing place.
    [Sales] 3 Mistakes Field Marketers Make (And, How to Avoid Them)
    You should see yourself, and attain visibility for yourself, as a true partner of your sales organization. Here at Marketo, our field marketing is responsible for the creation and development of demand through a combination of business processes, integrated marketing campaigns, and sales tools/programs. Neglecting to Speak “Sales”. But, learning the terms that your sales partners use is extremely important. Author: Stacey Thornberry We all make mistakes. Really.
  • VIDYARD  |  TUESDAY, MAY 16, 2017
    [Sales] Chalk Talks: Personalizing Video for Your Sales Outreach
    And smart salespeople know that video isn’t just engaging – it’s also one of the easiest ways you can add personalization to your sales cadence. I’m a Sales Development Manager here at Vidyard! In this Chalk Talk episode, we’ll talk about the state of prospecting today and how video – specifically, personal video – is going to enable your sales team to get into more sales conversations and ultimately build more pipeline for your organization.
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