• BIZIBLE  |  FRIDAY, OCTOBER 20, 2017
    [Sales] How To Run A Cohort Analysis In B2B Marketing
    Compared to a group that did not see the ad or receive an offer, how much in sales did the intervention group generate? These tables house your, you guessed it, leads data and sales opportunities data. Doing a cohort analysis is a great reporting tactic to better understand the influence of marketing. A cohort analysis is a broad term that refers to selecting a group of people and understanding what happened after an intervention, or after a designated period of time.
  • SHARPSPRING  |  FRIDAY, OCTOBER 20, 2017
    [Sales] Close the Loop: Align Your Sales and Marketing
    Sales vs. Marketing…the eternal struggle. You know the story: the sales team complains about poor lead quality, and the marketing team blames sales for not properly following up on the leads they’re given. When sales and marketing aren’t working together, you’ll always struggle to meet your conversion goals. And because the internet has transformed the customer journey, sales and marketing must work together to increase revenue.
  • LARGEREVRESPONSE B2B WHITE PAPERS  |  FRIDAY, OCTOBER 13, 2017
    [Sales] Increase Marketing ROI 10X and Prove It
    See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation
  • LARGEREVRESPONSE B2B WHITE PAPERS  |  FRIDAY, OCTOBER 13, 2017
    [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
  • VIEWPOINT  |  FRIDAY, OCTOBER 20, 2017
    [Sales] Is it better to in-source or outsource sales lead generation?
    This is the second of a 2-part series that borrows Miller Lite’s super successful Tastes Great, Less Filling campaign theme to make a point about sales lead generation. Just as the beer pleases two constituencies (those who want their beer to be both full bodied and light), the outsourced approach to lead generation, qualification and nurturing pleases two kinds of marketing and sales leaders. Sales Leads
  • THE MX GROUP  |  FRIDAY, OCTOBER 20, 2017
    [Sales] One Question to Ask When Selecting a B2B Marketing Agency
    I’ve found there is one question that helps separate the agencies that understand how to make this happen from those that don’t, and that is: “What is your experience planning and implementing sales enablement initiatives?”. If they have robust experience in sales enablement initiatives, they will be thinking about the realities of actually closing sales when it comes to developing a marketing program with you. Sales Enablement: (A Lot) More than Collateral.
  • BIZNOLOGY  |  FRIDAY, OCTOBER 20, 2017
    [Sales] Where to start your B2B video marketing project
    Business video marketing helps clearly communicate what the customer wants to know in order to move to the next stage of the sales process. However, getting the most out of any B2B video marketing project should not be a stand alone tactic, but one that should be integrated into your overall marketing and sales process. builds trust and confidence during key stages of a sales process.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 20, 2017
    [Sales] The 5 Elements of an Effective Digital Marketing Strategy for 2017 and Beyond
    So in order to create a digital strategy, you need to include all teams across the marketing organization, your agencies, and sales as well. For that matter, customers don’t differentiate between marketing, sales, or customer service—online or offline, or from one channel to the next. A digital marketing strategy is a marketing plan that draws on insights from almost every department within a company to design and implement seamless brand communications across every digital channel.
  • HUBSPOT  |  FRIDAY, OCTOBER 20, 2017
    [Sales] Are Amazon 'Sponsored Products' Ads Worth It?
    SKU for the sale. Plus, while Amazon uses past performance and sales on Amazon to determine positioning, sponsored content on Amazon can turbocharge newer and smaller companies and get them more consumer attention. Say you're in the market for a new pair of headphones or a new guitar tuner. Where would you start your search? Google, right? Not so fast.
  • TERMINUS  |  FRIDAY, OCTOBER 20, 2017
    [Sales] Common Pitfalls of ABM Pilots & How to Avoid Them (Part II)
    Other times, we see marketing create success metrics without sales buy-in. But that might not mean much to sales if they only care about a certain role level. Or maybe you need tighter execution between the sales and marketing teams. A recent study revealed that for every five companies that have attempted an account-based marketing pilot, only two have gone beyond that initial pilot.
  • VIEWPOINT  |  THURSDAY, OCTOBER 19, 2017
    [Sales] How much does outsourced lead generation cost (vs. keeping it in house)?
    Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. How do your well-compensated sales reps perform (and stay motivated) while you’re filling a vacant set and getting the new hire up to full productivity? Inside Sales
  • VIDYARD  |  THURSDAY, OCTOBER 19, 2017
    [Sales] Chalk Talks: Driving Demand with Interactive Video
    My name is Tyler Lessard, and in this Chalk Talk, we’ll explore how you can use interactive video capabilities to generate more leads, create more pipeline, and produce more sales-ready opportunities for your sales team. webinar channels, your email marketing, as well as with your sales team for one-to-one video messaging.
  • CONTENTLY  |  THURSDAY, OCTOBER 19, 2017
    [Sales] The 4 Most Important Takeaways From CMI’s B2B Content Marketing Study
    Or are they also heavily involved in sales enablement, event content, customer success content, and so on? Since customer experience is largely based on a buyer’s journey through the sales funnel, mapping content to each step should be an important part of ensuring a great experience. Content marketing studies tend to be happy-go-lucky affairs. Companies are investing more money, executives are buying in, teams are more sophisticated, and so on.
  • AKOONU  |  THURSDAY, OCTOBER 19, 2017
    [Sales] Are Your Reps Armed to be Superagents?
    Really good enterprise sales people are a lot like 007 “superagents.” B2B SalesThey are resourceful, fast-acting and masterful users of the best tools of their trade. They know how to scan and assess a situation for opportunities and dangers, and perfectly time when and how they take charge. Sometimes a deal needs to be driven (NOT just closed).
  • EMAGINE B2B BLOG  |  THURSDAY, OCTOBER 19, 2017
    [Sales] Here’s Why You Should Align Paid Digital Advertising Strategy with Business Goals
    Meanwhile, you might want this campaign to influence action further down the sales funnel. That means we need to talk about how you’re expecting leads to progress through the sales funnel so we know how to optimize your campaigns accordingly. Earlier this week, we shared a post on measuring success of paid digital advertising campaigns and why it’s important to discuss business goals before campaign launch.
  • LEAD LIAISON  |  THURSDAY, OCTOBER 19, 2017
    [Sales] 5 Reasons Marketing Teams Benefit from Microsoft Dynamics CRM and Marketing Automation Integration
    Sales reps have always had their system of record, a CRM. The problem is that marketers have their software to work with, and sales has their own. By integrating the two systems together sales and marketers can share data and help each other get the job done faster. This information is crucial sales insight that needs to be available to sales reps in real-time. Now, sales can create reports that give priority to their Leads and Contacts.
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 19, 2017
    [Sales] Scare up clicks with spooky subject lines
    Is your email marketing ready to scare up some frightfully good sales? It’s nearly time to carve those jack-o’-lanterns, stock up on candy for trick-or-treaters and get your costumes ready for parties and parades. Halloween is right around the corner (with the rest of the year-end holidays). In the spirit of this spooky season, here are 10 of our all-time favorite Halloween subject lines to inspire you.
  • DISCOVERORG  |  THURSDAY, OCTOBER 19, 2017
    [Sales] The Formula for Account-Based Marketing
    Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing. Peter K Herbert, VP of Marketing at Terminus, an Atlanta-based company helping sales and marketing teams execute ABM campaigns, was just such a professional. (In Within the first 30 days, the first sales appointments were set and opportunities were opening.
  • HG DATA  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] Using Technographics to Identify Competitive and Complementary Products in Salesforce
    Having easy access to this type of information in Salesforce, allows your sales and marketing teams to prioritize which accounts to pursue, and reach out to their prospects with a message that’s relevant and directly addresses their pain points. Once you have your formula and reports set up, you’ll be able to provide your sales and marketing teams with the technographics they need to target the right opportunities.
  • ENGAGIO  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] The “Leak” of Inbound ABM: What it Means for Buyers and SDRs
    The social sphere surrounding Sales Development is busy on Linkedin. B2B sales outreach to inbound leads suffers from a resource constraint that hurts both buyers and sales development representatives in equal proportion. Engagio’s vision is to drive the “one to one” future of marketing and sales by developing a platform designed for personalized interactions between prospective clients and the companies that serve them. Relationships Drive Sales Development.
  • TERMINUS  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] Become an Account-Based Marketing Master at Dreamforce 2017
    Four members of the Terminus executive team will be at Dreamforce this year, along with several ABM experts from our sales and marketing teams. There are lots of account-based marketing, sales, and customer success sessions on the bill for #DF17, including one featuring our very own CMO & Co-Founder, Sangram Vajre. Account-Based Marketing B2B sales and marketing events
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] What Is The Meaning Of Pipeline in Sales and Marketing?
    Perhaps the most important of these is the process that goes into your marketing and sales pipeline. Your marketing and sales pipeline refers to the stages that your sales rep goes through to convert a lead into a customer. It is separate from the sales funnel such that the pipeline sums up all the customer sales funnels. It is a visualization of where things really are, in terms of sales, and what’s being done at each stage. Post-sale.
  • VIDYARD  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] The Secret to Selling with Body Language
    Back on the ancestral Serengeti (okay, really, before the early 2000s) salespeople had to hunt and gather for their sales. Sales are won or lost at a glance and when an entire generation of inside sellers who have never known what it’s like to sell eye-to-eye are now using video, they are terrified. The next time you record a sales video , ask yourself: what am I communicating with my body language? Blog Sales
  • BIZIBLE  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] 4 Marketing Attribution Trends For 2018
    This makes sense because marketers can gain a bigger stake in the company when they adopt the same measurable goals used by the CRO, finance and sales. So it’s no wonder that ABM, field marketing , sales enablement, and events marketing activities are now being included in marketing attribution models. Marketing and Sales Combining Marketing Tech Stacks. If you haven’t listened yet, Analytics Today is a marketing podcast focused on technology, big data, and digital marketing.
  • THE MX GROUP  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] Two Minutes with Tim: How to Get Started with Account-Based Marketing
    One of the first things that marketers need to do is get their sales and marketing teams aligned with an agreed-upon definition of ABM, as well strategies, goals, metrics, timelines and more! Demand Gen & Lead Management Strategy, Design & Content Topics account marketing account-based marketing b2b marketing strategy CRM platforms marketing automation sales and marketing alignment target marketing
  • SNAPAPP  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] How Marketing on the Weekends Goes Beyond Football
    Rather than trying to educate or work on moving their audience members down the sales funnel, they share more story-based content that talks about company values, brand culture, etc. . It’s an interesting approach that lets the B2B brand stay top-of-mind with leads seven days a week, but without always blatantly trying to push sales or lead gen efforts.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] Make your email marketing more effective
    For most B2B businesses, though, it is not an ideal primary sales/marketing tool. Email marketing is still an important part of just about any digital marketing program. Here are a few tips for making it more effective–and making it work better with your website. Personalize. The difference between your email being read and your email being deleted–or a recipient unsubscribing–is relevance. If your email isn’t relevant, it’s going to be ignored.
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] How Lenovo Boosted Engagement with Movable Ink’s Signals
    times higher click-through rates and 6 times more sales, it’s easy to see why so many marketers are putting a personal touch on their campaigns. Email marketing personalization is one of the best ways to boost engagement and make your customers happy. With the power to drive 2.5 But to deliver a truly one-to-one email experience, you have to go above and beyond basic personalization. That’s why more marketers are embracing behavioral marketing to drive bigger, better results.
  • LEADSPACE  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] How to Automated The Most Tedious Aspect of ABM
    But, like any marketing or sales strategy, ABM also comes with challenges of its own. Some of these challenges are strategic or organizational in nature — like aligning Sales and Marketing, or formulating appropriate content marketing strategies. Traditional account and lead list vendors are often used as a starting point for Marketing and Sales to identify their named accounts, and then populate them with the right leads for account penetration, respectively.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] How to Use Drip Campaigns to Nurture Existing Customers
    Many marketers understand the power of implementing automated drip campaigns to turn leads into customers by moving them through the sales cycle. Serving your customers relevant content can help move them closer to another sale. Don’t make your email about just another sale. Truly successful marketers know the best bang for your marketing buck comes from using drip campaigns to nurture existing customers.
  • HG DATA  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] The Right Technographics for B2B Technology Marketers
    If your sales and marketing teams are reaching out to prospective buyers, being relevant is an essential component of gaining interest. Learn how you can start using technographics to maximize the impact of your marketing and sales programs by visiting our technographics page. Business Intelligence Sales & Marketing Uncategorized HG Data martech Startup technographicsWhy You Need Technographics.
  • CONTENT STANDARD  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] How Amazon Spun Its Whole Foods Acquisition into a Marketing Opportunity
    Mobile point-of-sale solutions are replacing traditional checkout registers, and Amazon Prime members have access to special discounts, essentially turning Prime into a loyalty program that consumers pay to subscribe to. When Amazon bought Whole Foods earlier this year, it put the entire grocery industry—really, the entire retail industry—on notice. It’s hard to fault Amazon as far as business decisions go: According to Seeking Alpha , the $13.4
  • KAON  |  WEDNESDAY, OCTOBER 18, 2017
    [Sales] Kaon’s Augmented VR Solution Partnership with ASUS Featured in IOT Evolution World
    Kaon Interactive , provider of 3D marketing and sales applications for global B2B brands, recently announced that its augmented reality solution, Kaon AR , and virtual reality solution, Kaon VR , are now available on the new ASUS ZenFone AR. This kind of capability could be transformative for B2B companies, improving sales, decreasing costs and informing better purchasing decisions.”. This increases both sales productivity and marketing efficiency.
  • EMAGINE B2B BLOG  |  TUESDAY, OCTOBER 17, 2017
    [Sales] You’re Doing It Wrong: Measuring Success of Paid Digital Advertising
    Whether your goal is conversion volume, cost efficiency, or targeting an action further down the sales funnel, setting expectations for your paid digital advertising in advance can benefit you in more ways than one. Digital Marketing Strategist and PPC Specialist, Danielle Simoneau says “Opening the lines of communication can help with optimization and overall success of campaigns.”. Why you should discuss goals before campaign launch.
  • TOMORROW PEOPLE  |  TUESDAY, OCTOBER 17, 2017
    [Sales] It’s time to introduce search engine optimisation topics into your content marketing strategy
    Sales management. Why your content marketing strategy should focus on search engine optimisation (SEO) topics — not just keywords — to differentiate your B2B marketing. A great shift is taking place in the world of search engine optimisation (SEO) results. Brands are reorganising their webpages and rearranging their content to adjust to the changing landscape. But there’s a new form of search engine optimisation (SEO) on the scene: the topic cluster model. What are topic clusters?
  • KEO MARKETING  |  TUESDAY, OCTOBER 17, 2017
    [Sales] Creating a B2B Digital Marketing Plan
    Sales Calls (22%). a leading marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 17, 2017
    [Sales] How B2B Marketers Create and Promote White Papers That Convert
    This will make it easier to connect website visitors directly to the sales process, and hopefully, dollars being earned. Thanks to the internet, there are seemingly endless ways for B2B marketers to reach their audiences. However, choosing the right form of content can be a challenge as a result.
  • EVERYONESOCIAL  |  TUESDAY, OCTOBER 17, 2017
    [Sales] 4 Marketing Metrics That A Social Selling Program Will Influence
    Typically, the social selling definition tends to be focused on the social media and sales aspect, and that will get more of the overall glory. Both “social and “sales” are in the term. Yet, a lot of the statistics out there include the impact on social media, sales, revenue, buyer’s journey — which are all good things. A significant portion of social selling is having conversations via social media without directly promoting or going for a sale.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 17, 2017
    [Sales] 3 Key Challenges Marketers Face & How to Overcome Them
    To win in the Engagement Economy , two teams that have to work in lockstep are Sales and Marketing. Successful companies are seeing Sales using more messaging and tools from Marketing and Marketing developing more playbooks to guide the Sales process—partnering to engage buyers across all phases of the customer experience. Sales Engagement tools, like Marketo ToutApp, help to bring these two teams together.
  • VERTICAL RESPONSE  |  TUESDAY, OCTOBER 17, 2017
    [Sales] Create holiday landing pages that’ll sleigh ’em
    If the rest of your advertising reminds shoppers about year-end deals and flash sales, the links in that advertising should lead to landing pages reinforcing that urgency. Your logo is sporting a holiday twist. Shoppers are searching from their smartphones for gift ideas and store hours now that you’ve made your website mobile-responsive. And you’ve even added a variety of fall and winter creative assets to your email marketing campaigns. You must be ready, right?
  • SNAPAPP  |  TUESDAY, OCTOBER 17, 2017
    [Sales] Finding Your Ideal Customer: A B2B Guide to the Right Audience
    It seems like positioning your brand so that messaging and sales efforts speak directly to the target audience is kind of a no-brainer, right? . You want your ads and sales tools to, well, sell. . Despite these efforts, Song ultimately discovered that although the marketing message was unique and interesting, it struggled to connect with the target audience and to drive bookings—and sales suffered.
  • TERMINUS  |  TUESDAY, OCTOBER 17, 2017
    [Sales] Common Pitfalls of ABM Pilots & How to Avoid Them (Part I)
    Pitfall #1: Not Creating the Right Partnership with Sales. Everyone knows that participation from sales is essential to ABM success. Not getting buy-in from a high enough level within the sales org. We’ve seen this story play out too many times – the excited marketing director convinces the forward-thinking sales director to pilot ABM. Not getting a commitment from sales to properly support or resource the pilot.
  • MARKETING INSIDER GROUP  |  TUESDAY, OCTOBER 17, 2017
    [Sales] Getting Sales Enablement Right To Increase Results
    Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. For example, Corporate Visions recently surveyed 500 B2B marketers and sales professionals that 20% of organization content creators “just do […]. The post Getting Sales Enablement Right To Increase Results appeared first on Marketing Insider Group.
  • VIDYARD  |  MONDAY, OCTOBER 16, 2017
    [Sales] Content Pros: How Concord is Turning Heads with Content
    It’s not to think about the sales journey. Content is the best way to do that because, I think LinkedIn originally had this statistic, 80% of the buyer journey happens before they even talk to sales. Teaming up with the team at Convince & Convert, Vidyard’s VP of Marketing Tyler Lessard hosts the Content Pros Podcast.
  • THE FORWARD OBSERVER  |  MONDAY, OCTOBER 16, 2017
    [Sales] How to Use Social Selling to Connect With Barricaded Buyers
    The way your customers buy has changed in recent years, and sadly, many in sales are still in denial about it. And the seller leveraged that information to his benefit to guide (or strong arm) the sale. To make matters worse, buyers can also avoid your interruptive sales and marketing messages. Be honest – have you ever not answered the phone because caller ID indicated it might be a sales call?
  • SCRIBBLELIVE  |  MONDAY, OCTOBER 16, 2017
    [Sales] Meet Voula V, Head of Talent Acquisition at ScribbleLive
    We are a tech team that includes engineering and product, marketing, sales, customer success, and of course finance and HR. Culture is what makes an organization unique – the character, personality, and sum of its values, traditions, beliefs, interactions, behaviors, and attitudes. In our Culture Corner series, we’ll be raising the curtain on the company culture here at ScribbleLive and sharing our journey.
  • VIDYARD  |  MONDAY, OCTOBER 16, 2017
    [Sales] Vidyard Extends Leadership in Powering the Video-Enabled Business
    Boston University, Box, DTS, Graydon Holding NV, Mimecast, New Scientist, RBI, Silk Road, Software AG, Talentsoft, Tungsten Network, Wandera and others join Vidyard’s growing roster of top global brands embracing video to transform marketing, sales and customer service. Vidyard helps move customers from basic video hosting to using video as an integrated part of marketing, sales, support, and internal communications programs with the ability to measure impact and optimize results.
  • BIZNOLOGY  |  MONDAY, OCTOBER 16, 2017
    [Sales] Families of devices multiply publisher’s powers to control the world
    They turn people into targets, driving them down marketing routes filled with sales pitches. Lesson for leaders. Today’s devices limit their users to what the designers and their apps enable. Every vendor has a roadmap that maintains control over its users. Customers are taken to a corporate-first future where vendors run the world and capture its wealth. The giant platforms want to control everything, everywhere, all the time.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 16, 2017
    [Sales] How Mobile Marketing + Email Pack a Punch for Marketers
    The Polo Factory Store wanted a way to maximize both in-store traffic and online sales, so they created a digital gift guide that saw 465,000 unique visitors. It’s getting far too easy for consumers to ignore marketing messages that they’re not interested in. Even if they are interested, they often miss important communications simply because there is so much noise out there. So, how can you combat the crowded marketplace and actually get the attention of your audience?
  • LEADSPACE  |  MONDAY, OCTOBER 16, 2017
    [Sales] Why NOT to be a Data-Driven Marketer
    In short, companies who aren’t effectively leveraging their sales and marketing data face a very real, relatively imminent risk of getting left far behind their competitors. For B2B marketing and sales organizations, selecting a quality CRM and Marketing Automation Platform to handle your marketing data is the first, most basic step. This article was originally posted on the Marketo Blog , and is republished here with permission. Marketers: it’s time to stop thinking about data.
  • AKOONU  |  FRIDAY, OCTOBER 13, 2017
    [Sales] Full Spectrum Pipeline Management
    Applying this lesson—that you have to analyze the components of something to fully understand it—is valuable everywhere, including your sales pipeline. B2B SalesSunlight at a glance, is just that, light. But science teaches us early on how critical it is to look at things in different ways to truly understand them. Take a look at that same light through a prism, and dispersion allows us to see the full spectrum of 7 colors that make up that light.
  • KAPOST  |  FRIDAY, OCTOBER 13, 2017
    [Sales] Effective Sales Closing Techniques That Put Content to Use
    The post Effective Sales Closing Techniques That Put Content to Use appeared first on Kapost Content Marketing Blog. I have a bold confession to make: as a salesperson, I want to spend my time on things that will help my prospects become customers. To achieve this goal, I. Demand Generation
  • SHARPSPRING  |  THURSDAY, OCTOBER 12, 2017
    [Sales] 3 Reasons Why Small Businesses Need Marketing Automation
    Marketers need to execute campaigns that drive sales as well as prove their campaign’s success. And that means they can win more sales and grow their revenue. Nurturing customers post-sale is a great way to maximize cross-sells and upsells. Marketing automation platforms allow growing brands to make use of crucial customer data to empower their messaging, drive sales, and mitigate risk simultaneously.
  • BIZIBLE  |  THURSDAY, OCTOBER 12, 2017
    [Sales] [Interview] How B2B CMOs Manage and Develop Marketing Plans 
    Sales Barometer. We ask our sales team if they feel they are winning more, the same, or to a lesser extent. So we look at what our customers are saying and what our sales teams are saying. Every sales person in our company has a number on their back. For example, you’re a sales leader in a certain territory and your number is $3 million dollars to close this year. And it’s the same kind of accountability our friends in sales have been living for a long time.
  • VIDYARD  |  THURSDAY, OCTOBER 12, 2017
    [Sales] The Vidyard Community is Coming to Cities Across North America!
    Video has been proven to boost sales response rates, drive SEO performance, hit registration targets, close more deals – the list just goes on. But what types of videos have the greatest impact on marketing and sales? Dust off your webcam and get ready to put video back into focus! The Vidyard community is making the rounds to help you win more with videos! Are you interested in getting together with your peers to learn and share tips, tactics, and experiences using Vidyard?
  • VIEWPOINT  |  THURSDAY, OCTOBER 12, 2017
    [Sales] How many leads must you create to achieve sales forecasts?
    To make your forecast for the new year, look at sales for the coming year in terms of units. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year. For instance: If you have to sell 1,000 units this year and your pipeline says that you’ll close 250 units from the existing forecast, you need 750 new sales in the coming year. You will need 750 sales. Are there any sales lead slumps (brownouts or blackouts)?
  • ENGAGIO  |  THURSDAY, OCTOBER 12, 2017
    [Sales] How to Buy ABM: Part 2 – Assessing Your ABM Readiness
    Does your Sales team support your ABM initiative? In part 1 of our How to Buy ABM mini-series, we covered how to sell ABM to your counterparts in the C-suite and your executive board. In this post, we’re going to cover how to determine your readiness for ABM. How to determine your readiness for ABM. Everyone starts somewhere on the ABM journey. To be successful, you need to know where you are and where you want to go. With the right guidance, you’ll be up and running in no time.
  • LEAD LIAISON  |  THURSDAY, OCTOBER 12, 2017
    [Sales] Why Microsoft Dynamics CRM and Marketing Automation Integration Matters
    In this article we’ll discuss why Microsoft Dynamics CRM and marketing automation integration matter to businesses with a sales and marketing team. Nurture prior to sales interaction. Sales and marketers widely view Microsoft Dynamics CRM as a standalone software system for sales. Marketers can take part in the traditional sales funnel, and support their sales teams. Sales Insight. Sales has greater visibility.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 12, 2017
    [Sales] Crafting Cart Abandonment Emails that Work
    of sales are completed on a mobile phone, with an expected rise over the next three years. They started with a three-email cart abandonment series and were able to grow their e-commerce sales by 53% by reclaiming cart, browse, and search abandoners. Nearly 3 out of 4 online shopping carts are abandoned. There are a myriad of reasons why customers abandon their carts, from sticker shock about shipping rates to lack of trust in your data privacy policies.
  • HUBSPOT  |  THURSDAY, OCTOBER 12, 2017
    [Sales] How to Start a Competitive Analysis: 57 Questions You Need to Ask [Free Kit]
    There are three specific categories to focus on: business (the products), sales, and marketing. Are they working mainly volume sales or one-o purchases? Sales. Running a sales analysis of your competitors can be a bit tricky. You'll want to track down the answers to questions such as: What does the sales process look like? What about total sales volume? What's the prospect's impression of your sales process?
  • HUBSPOT  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Brand Strategy 101: 7 Essentials for Strong Company Branding
    This approach is appealing to potential customers, as it demonstrates their commitment to providing value beyond the point of sale. Loyalty is a critical part of every brand strategy, especially if you're looking to support your sales organization. Let's say you've come to the difficult realization that quite frankly your brand -- if you can even call it that -- is all over the place.
  • LEANDATA  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Build a Killer Sales Development Machine with Data
    Trish Bertuzzi is a Sales Development expert who specializes in helping B2B tech companies identify costly problems in their revenue-generation process — and then she fixes them. 1 lever you can pull to boost Sales Development Rep productivity is data. It’s why Bertuzzi, Kael Kelly of Avalara , and Christine Maxey of LeanData recently took part in a webinar called “Build a Killer Sales Development Machine with Data.”
  • TERMINUS  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] New Terminus Weekly ABM Report Delivers Actionable Account-Based Marketing Metrics to Your Inbox
    Communicate Account-Based Marketing Results and Improve Sales-Marketing Alignment with the Terminus Weekly ABM Report. Imagine delivering a list of your hottest accounts to the sales team every Monday morning. The new Terminus Weekly ABM Report empowers you to alert sales to the most engaged accounts, report on the results of your ABM efforts, and track the performance of account-based advertising campaigns — all delivered weekly to your inbox. Alert Sales to “Hot” Accounts.
  • EMEDIA  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Using Webinar Metrics to Blast CRM Data to the Next Level
    Webinars are a valuable means for sales and marketing teams to engage a motivated audience of potential customers. He argues that, if you are able to prolong engagement, the level of insight into customers and ultimately sales leads will offer much more value. ” You can note these webinar metrics as insights in your CRM system and share them with sales teams to help them tailor their outreach follow-up.
  • LEANDATA  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Ops-Stars: The Place to Be for Sales and Marketing Operations
    This event is focused specifically on Sales and Marketing Operations practitioners as well as the business leaders who manage them. They handled whatever tasks that sales and marketing leaders gave them. Kept the inside-office portion of the sales machine running smoothly. They set up the stars of the show — the sales reps — for success. It used to be that Sales Ops and Salesforce administrators were considered kind of synonymous,” Kakhandiki said.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Only B2B - Untitled Article
    But, not every lead is sales-ready remember? Finally, 5 things in email marketing campaign which actually work. We can only wish this was true, but we have all been there thinking about – Why doesn’t my email marketing campaigns generate results? My readers don’t seem to open my emails! frustration*. But, email marketing has the highest ROI of all marketing channels. They are like the elixirs of marketing. Guaranteed to drive leads. Email is like the elixirs of marketing.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Only B2B - Untitled Article
    But, not every lead is sales-ready remember? You can track this progress in the sale’s cycle using marketing automation software and set up a lead scoring system (LSS) to assign a value for each action. Once the lead reaches a certain threshold, they can be referred to the sales team. Once your lead reaches a particular threshold, the sales team can reach out to them. Create content for each stage of the sales cycle.
  • VIDYARD  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Why Personalized Video Excels at Breaking Through to Buyers
    It’s all in our new ebook, How to Drive More Sales Ready Lead with Personalized Video. If the average B2B buyer today were a superhero, they’d be Captain Selective Hearing. Their attention shifts faster than a speeding bullet. Their willpower is stronger than a locomotive, and they’re able to leap over countless ads, emails, and messages in a single bound. They have the superhuman ability to ignore practically everything.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Convert articles and blog posts to video
    As noted in the Harvard Business Review article on Making the Consensus Sale —most people think taking a position on anything new is taking a risk. To overcome this reluctance, sales and marketing need to work together to “help stakeholders see their shared interests and find common ground.”. Are you one of those marketers wondering where and how to use video effectively? You’re certainly not alone.
  • TERMINUS  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] 4 High-Impact Account-Based Marketing Strategies for B2B Teams
    Danny is a marketing consultant, sales strategist, and writer. He is a member of the marketing team at Tenfold , which provides a seamless click-to-dial solution for high-performance sales teams. In the vast majority of B2B companies, quantity trumps quality when it comes to sales and marketing tactics. Companies that sell their products or services to other companies must approach marketing and sales from a different place if they want to achieve meaningful results.
  • KEO MARKETING  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Visuals in Marketing 2017
    a leading marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans.
  • EVERYONESOCIAL  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] CEB Sales & Marketing Summit 2017
    EveryoneSocial at the CEB Sales & Marketing Summit 2017. Here in Utah the air is getting colder, the leaves are turning color, and we’re getting ready to be in Vegas next week for the annual CEB Sales & Marketing Summit ! We’ll have a number of team members at the event including myself and our VP Sales & Client Success, Rob Nolte. The post CEB Sales & Marketing Summit 2017 appeared first on EveryoneSocial.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Only B2B - Untitled Article
    How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team. If you do not have a process of identifying an SQL, you are not only wasting the efforts put in by your sales and marketing team but also deteriorating the closing rates.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Only B2B - Untitled Article
    How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team. If you do not have a process of identifying an SQL, you are not only wasting the efforts put in by your sales and marketing team but also deteriorating the closing rates.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Only B2B - Untitled Article
    Sales Metrics. Sales metrics deals with revenue per sale, sales from returning vs. new customers, sales per prior activity, number of successful collaborations, average length of sales cycle, and *drumroll* please. How is content marketing more than “creating” & “marketing” content? A brief analysis of content measurement metrics. Did you know that every minute , 1440 blogs are published and 500 hours of videos are uploaded to YouTube?
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] 5 Lessons for Retail Brands in the Lead up to Christmas
    And while traditionally the busiest shopping days have been the 27th and 28th December, the American influence in the UK has seen sales for the online retailers dramatically increase over Black Friday and Cyber Monday. In fact, PwC predicted sales over that weekend last year were due to grow by 38% to £2.9 We all know that sales staff and those on the floor are the vanguards of the customer experience.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Three Steps to Identify Trending Content
    That’s what Asos did for their Winter 2012 campaign which won them a —one of the highest honors that can be bestowed upon advertisers and marketers—and additionally, a cool £5m in sales. A typical day in the life of a content marketer is somewhat like this: get into work, log in, grab a cup of coffee and, on a good day, get straight down to business to create top trending content that grabs thousands of eyeballs.
  • CONTENT STANDARD  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Anecdotal Analytics: How Storytelling Can Improve Your Measurement Structures
    Saassy’s goal is to directly improve sales calls with this content, using it both to drive leads towards their call center and to also serve as useful collateral for their sales reps during calls. They have improved the organic visibility of Saassy and driven a handful of new clients to the sales team. Saassy Software may be a made up-brand, but it’s representative of the tunnel vision that many businesses can fall into with a narrowly defined sales funnel.
  • KAON  |  WEDNESDAY, OCTOBER 11, 2017
    [Sales] Smartphones Are Changing the Game for the Enterprise…
    The mobile experiences allow these Fortune 500 giants to save on exorbitant shipping fees, so massive products don’t need to be shipped to customer sites or tradeshow floors for sales and marketing purposes. While consumers are catching on to AR and VR, mobile phone manufacturers are ahead of the game , producing devices that allow us to use the technology, whether it’s for sales, marketing, service or just plain entertainment. CEO Corner Geek Talk Marketing Guru News Sales Tools
  • MODERN MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Sales] New Oracle Eloqua and LinkedIn Sales Navigator Integration Coming Soon!
    Today, we are very excited to share the news that a new integration between Oracle Eloqua and LinkedIn Sales Navigator is in the works for 2018! With this integration, sales professionals can leverage the power of more than 500 million LinkedIn members in 200 countries worldwide to turn their contact records into rich, information packed profiles by integrating LinkedIn Sales Navigator information with Oracle Eloqua.
  • GOLDEN SPIRAL  |  TUESDAY, OCTOBER 10, 2017
    [Sales] The Digital Concierge: Catering to Business Buyers’ B2C Expectations
    This means your sales team won’t hear from them until much further in the process, if they hear from them at all. Expectations from the consumer purchase process, particularly in the digital sphere, are influencing the the way that business buyers research and make decisions. In fact, 89% percent of B2B researchers start their research with an internet search, learning about you and your product and vetting you independently.
  • HG DATA  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Account Scoring with Technographics in Salesforce
    We hope you enjoy our first post on Account Scoring, which comes from our Director of Sales and Marketing Technology, Justin Kitagawa. As sales and marketing teams work to build their plans one of the most important questions is often “where do we start?” Technographic Scoring allows sales and marketing teams to identify where their solutions will have the best fit, based on the core hardware or software technologies their accounts or prospects are already using.
  • BIZIBLE  |  TUESDAY, OCTOBER 10, 2017
    [Sales] How To Measure Full-Funnel Sales Velocity In B2B Marketing
    Sales velocity is a metric typically used by sales leaders to understand the overall performance of their sales process. While sales velocity typically focuses on sales opportunities, full-funnel visibility with Bizible's Data Warehouse makes it possible to measure sales velocity for marketing qualified accounts. Marketing leaders who are investing in demand generation can now measure sales velocity over a larger part of the customer journey.
  • LEAD LIAISON  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Leads, Contacts, Accounts, and Prospects – Making Sense of It All When Using CRM and Marketing automation
    To get in, you find your suspect (Lead); then, you build a relationship with them and build rapport (Contacts); next, you qualify them by learning about their organization and meeting the key players (Account); eventually, your proposal is out and you have an opportunity in your sales funnel. Not all of them will be the decision maker either; anyone in B2B sales can tell you that building a good relationship with an influencer will eventually get you to the right people.
  • ABERDEEN CMO ESSENTIALS  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Are Marketers Ready for Artificial Intelligence?
    No matter how much social listening you are doing or how industriously you are logging chats between customers and your support team, if you can’t access and leverage that data as easily as you might current customer spend or date of last sales contact, it’s just not useful. To give one simple example of this, consider the case of opening up a customer support ticket and then, before the issue has been resolved, receiving an email from a sales rep looking to upsell you.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Keys to Developing a B2B Digital Marketing Plan
    Further, you may be able to correlate those response rates to an increase in sales pipeline by tying marketing automation information together with your deal tracking system. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Sales] How to Determine Your Monthly Marketing Budget
    Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans. Disciplined marketing teams are well-aware of their monthly, quarterly, and annual marketing budgets and spend.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Sales] The Art of Developing a Marketing Budget
    Internally, you will need to be clear on the overall company goals and objectives and in alignment with the sales team, which is discussed here. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans. The art of budgeting can be tricky.
  • NAVIGATE THE CHANNEL  |  TUESDAY, OCTOBER 10, 2017
    [Sales] How Much Can You Automate Your Business in 2017?
    Schedule relevant social media posts for holidays or sick days and save your real energy for those close interactions that close sales. Automation is seen as generally positive in business – computers cost less than humans over time, they do not take sick days, and they work from a quantifiable perspective with no emotional content to get in the way of decision making. However, many experts are questioning the wisdom of over-automation.
  • THE POINT  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Infographic: An ABM Planning Checklist
    Planning for a successful Account-Based Marketing (ABM) initiative requires much more than simply investing in new software and asking the sales team for a list of top target accounts. Proper ABM planning demands painstaking account selection, a clear consensus and buy-in amongst internal stakeholders, and a careful inventory of current content. And that’s just the beginning.
  • TOMORROW PEOPLE  |  TUESDAY, OCTOBER 10, 2017
    [Sales] How to save your content marketing strategy from self-destruction
    Big rock is a substantial piece of content based on the idea of becoming the definitive guide to a conversation that you want to own… This type of content can serve many purposes such as SEO, fuel for social and lead generation, sales enablement, and event collateral to name a few.”. Brands are jumping on content marketing as a cash cow — but the yield will be poor unless you can stand out from the herd. Don’t kill your content marketing with mediocrity.
  • TELEVERDE  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Hook your Audience with a Captivating Case Study Presentation
    To tell a good case study, I did my homework, getting the perspective on the initial sales experience and key challenges the client was facing. I walked her through the outline of what I thought was her company’s story, from industry, company, and even marketing and sales transformation. After all, everyone loves a story, not a sales pitch. Don’t be afraid to reinvent your marketing and sales approach.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 10, 2017
    [Sales] How Marketing Content Resonates with Customers [Interview]
    It’s also important to work closely with your sales team. The “How Content Influences the Purchasing Process” survey from the Content Marketing Institute and SmartBrief recently honed in on how customers are seeking out marketing content. It showed that the majority (62 percent) prefer content that speaks to their specific needs and/or pain points, but what other aspects make marketing content desirable to customers?
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Building a B2B Marketing Budget
    Equally important, is the evaluation of internal factors such as overall company goals and objectives, sales plans, and the results of the current year’s marketing initiatives. Review their websites, follow their social media accounts, talk to your sales representatives who get first-hand information from the field. When developing a B2B marketing budget, there are two key perspectives to consider.
  • SNAPAPP  |  TUESDAY, OCTOBER 10, 2017
    [Sales] From a Marketing Expert: The Millennial Impact on B2B Buying Committees Is Real
    Joe has over 30 years in marketing experience, has led five SaaS teams, and has worked extensively in demand gen and content strategy, as well sales and marketing alignment. . According to the Conference Board , the first vendor that is engaged in the sale wins more than 50% of the time. However, that doesn’t mean you should get your inside and field sales teams to cold call millennials, or nurture them incessantly with this week’s white paper. The sale is. .
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Sales] 3 Steps to Applying Your Personas to Segmentation
    Progressive profiling not only provides your sales and marketing teams with more information to target and tailor their approach but also results in higher conversion rates with shorter forms. Progressive profiling not only provides your sales and marketing teams with more information to target and tailor their approach but also results in higher conversion rates with shorter forms. You have spent months creating your list of personas.
  • CONTENT STANDARD  |  TUESDAY, OCTOBER 10, 2017
    [Sales] Is Gated Content an Evil Troll or the Savior of Content Strategy?
    Ever since Bill Gates proclaimed that content is king way back in 1996, marketers have been trying to figure out the best ways to present compelling, engaging content in a way that also helps drive leads and close sales. In my opinion, once someone downloads your gated content you already have your conversion—time for an automated lead journey to step in and nurture that lead to a state where sales can step in. Those who argue for gating believe it will: Generate sales leads.
  • SCRIBBLELIVE  |  MONDAY, OCTOBER 9, 2017
    [Sales] How To Optimize For Non-Traditional Search Engines Like Amazon And YouTube
    Digital consultant Rob Weatherhead agreed Amazon is looking for relevancy of product names and descriptions, followed by prices, reviews and sales to determine product popularity. When we talk about optimizing brand presence, it has historically been limited to search engines like Google and Bing. However, consumers search – and discover – on many other platforms, including Amazon, Pinterest, YouTube and Instagram.
  • KEO MARKETING  |  MONDAY, OCTOBER 9, 2017
    [Sales] Top 11 AI Applications in Marketing
    Predictive Analytics – Using historical data, AI can help you predict behavior, such as whether a lead will convert to a sale, the price a customer will likely pay, or the chances of a customer making a repeat purchase. Lead scoring lets you optimize sales efforts, especially in B2B applications. a leading marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales.
  • MODERN MARKETING  |  MONDAY, OCTOBER 9, 2017
    [Sales] Evolution not Revolution: The Future of Marketing Automation
    You might say that "ABM’s been around for years and is nothing new" While I agree, ABM has typically been a sales-led strategy or it has been aligned across Sales & Marketing, but it hasn't been able to scale due to the intensive resources that doing ABM proper can require. Many B2B marketers I speak to are investigating or using predictive models for their Lead Scoring — to help identify the top leads for their sales team to speak to.
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