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  • HUBSPOT  |  MONDAY, JUNE 9, 2014
    [Sales] How to Build a Successful Native Advertising Campaign
    Once you’ve confirmed that the piece could link back to your website, check to see if your topic can help support your sales team''s needs -- those are the best post topics to choose. While they can’t have control over your sales team''s follow-up process, they can very much control the quality of traffic driven to the article based on attributes you’ve pre-defined. So the best metric to show success is the sales opportunities that are created from those leads.
    [Sales] Solving the Multi-channel Conundrum: How to Leverage Your Marketing Data for Success
    Dealing with data silos Another issue with big data is that it can end up in different departmental silos - the sales database, the customer service database, the marketing database… There is near universal consensus that this is holding us back. Who are you really marketing to? It may sound like a crazy question, but it’s increasingly difficult for marketers to answer these days. Prospects and customers can no longer be seen as having a single customer journey.
    [Sales] Attention, hamsters! Get off the content treadwheel
    They brilliantly ran a study of IT buyers in the US and UK that directly connects irrelevant content with sales results. Content is king, to be sure. But how did we end up on this crazy treadwheel, cranking out B2B content for content’s sake? Daily blog posts. Three tweets a day. Monthly white papers. Infinite infographics. Videos everywhere. Podcasts, ebooks. We’re sacrificing quality for quantity. We’re becoming irrelevant. We’re knee deep in Content Spam. This has got to stop.
  • HUBSPOT  |  TUESDAY, APRIL 30, 2013
    [Sales] Two Personas Every Marketer Should Care About, Even if They Never Buy
    Again, this may never get you direct sales from the influencers themselves, but will really help to get your brand name mentioned in the right circles and even get you indirect sales from that awareness. At HubSpot we talk about personas a lot. That''s because inbound marketing is really about creating persona-driven marketing that helps you engage with your dream customers in the channels they are most comfortable in.
  • VIDYARD  |  TUESDAY, MAY 10, 2016
    [Sales] How Lenovo Kept Things Simple, and Won a Markie
    Marketing’s role used to be about bringing in the most leads, dumping them over to sales, and repeating the process. That way, they don’t just give an email address and a phone number to their sales team. If you’re trying to implement new marketing technology, learn to speak the language of sales. With such an expansive marketing technology landscape, building an efficient marketing tech stack has become one of the common struggles of modern marketers in the last few years.
    [Sales] Personalize Your Website to Convince and Convert
    By moving visitors to conversion faster with a personalized website, you can significantly reduce the sales cycle. Doing so helps to ensure that visitors see an offer designed to move them to the next part of the sales funnel. Personalize your website with the use of dynamic content to make a tremendous difference in your conversion rates. As the world of online marketing has grown increasingly competitive, it is no longer enough to simply update your website with new content.
  • ACT-ON  |  MONDAY, APRIL 11, 2016
    [Sales] 10 People You Should Follow on Twitter if You’re in Marketing
    President & Founder of Heinz Marketing , author, blogger, Top 50 Sales & Marketing Influencers. Why you should follow him: Matt Heinz, marketing thought leader and author of Successful Selling, shares an abundance of content around marketing, sales, revenue growth, product success, and customer loyalty. His account boasts little to no self-promotional material, and instead acts as a hub of content for all things sales and marketing related.
    [Sales] Living by the Non-Billable Marketing Hour
    ” If most of a firm’s professional marketing time is spent on “Marketing Admin” or “Marketing Activities” at the expense of “Marketing /Business Development,” it may experience high brand awareness but maintain a relatively empty sales funnel. Smart Time Tracking can be a Professional Services Firm’s Strategic Weapon.
    [Sales] Predictive Marketing 101: How to Operationalize your Predictive Scores
    Now that you have a predictive score for your leads you probably have plans to adjust the way your sales team follows up with leads. You may want to invest in a “door opener” campaign that sends a high-end object or some type of 3D mailer to a prospect in order to get them to take a meeting from your sales team and receive the accompanying piece of the object. Need to jump start the morale of your sales team with a little friendly competition? 7 Predictive Marketing Ideas.
  • KAPOST  |  THURSDAY, APRIL 14, 2016
    [Sales] B2B Product Marketing Tips in the Age of the Customer
    More brands are realizing that the product of marketing is content—content to draw in leads, educate them, and ensure a consistent story across sales and in support. A personalized web experience results in an average 19% increase in sales. [We’ve Competitive advantage belongs to the brand that best understands the problem, delivers content that continues to educate the buyer at every point in the sales cycle, and is ready to uniquely position the solution within that framework.”
    [Sales] Can Millennials and social media solve complex world problems?
    For example, applying pressure to solve human rights issues in South America could be tied to oil sales in Western Europe, arms trade in the Middle East and the political priorities of the ruling party in the U.S. For example, applying pressure to solve human rights issues in South America could be tied to oil sales in Western Europe, arms trade in the Middle East and the political priorities of the ruling party in the U.S.
    [Sales] 7 social media lies the gurus want you to swallow
    As Forrester explains, it is important to understand that ROI is not as simple as “the return on a short-term financial investment” (“does my action lead directly to increased sales?”); By {grow} Community Member Gregory Pouy. Every time a new marketing “technique” appears, it’s seems like the next revolution. Everything is suddenly going to be easier, faster and cheaper, right?
  • ANNUITAS  |  THURSDAY, JUNE 16, 2016
    [Sales] 3 Keys to Effective Inter-Organizational Partnerships
    One would think that this type of transformation only touches the sales and marketing departments. As children, our parents imposed a lot of boundaries upon us. The boundaries were meant to keep us safe, to give us structured responsibilities and to help us learn the ways of respectful communication. We all like boundaries as they help us enable and govern effective relationships, both personal and professional.
    [Sales] Mojo, Newsjacking and More – Notes from MarketingProfs B2B Forum
    Listening to Marketing and Sales Strategist, author of Newjacking David Meerman Scott helped open our eyes to new ways of communicating. I can’t help mulling over some of the key things I heard at last week’s MarketingProfs B2B Forum in Boston. I always leave conferences exhausted, yet energized and full of ideas, freshly inspired and ready to make a difference in my organization.
  • ANNUITAS  |  TUESDAY, JUNE 24, 2014
    [Sales] B2B Events – What Does Demand Generation Have to Do with It?
    If they were – you would not receive those 200 emails post- event or those follow-up calls from sales when you probably don’t welcome them. We love events …attending them at least. Running them is another matter as that involves painstaking detail, budgets from HELL, venue chaos and any number of small nightmares. But attending them…well that is usually just great. Great until you come back to the office and have 200 emails and voice mails from people (vendors) you have not met.
    [Sales] Content Marketing World 2014: What We Learned
    Best of Sales Oriented Strategies. Sales emails should be “choose your own adventure.” Marketing content is “what and why,” while SALES content is “choice and change.” Image Credit: Content Marketing World. Earlier this month, I had the pleasure of attending Content Marketing World 2014 in my beloved hometown of Cleveland, Ohio.
    [Sales] 6 Ways to Go Interactive Without Spending $2.5 Million
    If a visitor filled out the lead generation form at the end of the game, their data mapped into Unitrends’ Eloqua system — and were flagged for sales if their answers qualified them for follow-up. In B2B sales, ROI calculations inevitably enter the conversation. In the first two months, the calculator generated almost 300 new leads – each of which were that much more qualified for sales.
  • HUBSPOT  |  FRIDAY, APRIL 1, 2016
    [Sales] Why So Many Brick-And-Mortar Stores Are Turning to Click-and-Collect Models
    At the very least, your sales will increase. While Amazon is busy trying to figure out how to get products to you as quickly as they can once you click the purchase button, the rest of the ecommerce world seems to be moving in the other direction. Some of the largest brick-and-mortar retail organizations have led the charge toward store pick-up options for online shoppers.
    [Sales] 12+ Tips for Trade Show Success
    Establish a service level agreement with sales. Enter all leads into a CRM system for Sales follow-up. Hold a post-mortem review with Sales and Marketing. Get everyone, especially sales, who will be attending the show to jump on a conference call (or conference room if everyone is in the same building) and go over the show plan. Tell the sales reps what the giveaways are going to be, any details about lead capture devices, and other relevant information.
    [Sales] 6 Simple Steps to Help Build Your ABM Campaign
    Nobody knows your customers better than you, your sales team and marketing reps, so you should all have personal input into forming your ICP. It’s also important to avoid “black box,” purely machine-based models , because you may well want to adjust the ICP at a later date based on subsequent sales patterns. ABM requires a highly-tailored, non-generic approach to both marketing and sales. ABM is not a marketing strategy. Let that sink in.
    [Sales] 7 Quotes From 7 CMOs About Building a Modern Marketing Organization
    At the same time we did the same thing in sales and the same thing in finance so that we could create more integrated capabilities in order to drive much more consistency and connections of our data. Not sure if I buy into the whole 7 is the luckiest of all numbers thing.
    [Sales] 5 Mindset Shifts Marketing Leaders Must Make
    Becher captured the shift well: “Marketing’s job is not to help sales people sell, it’s to help buyers buy.”. We all know that real change starts with a shift in thinking. And so we are winding down the Future of Marketing series (for now) with this post on the 5 mindset shifts marketing leaders need to make.
    [Sales] 4 Steps To Building The Content Marketing Business Case
    All marketing spend should be tied to quantifiable results that sales and executives can understand. Cost per sale. Despite a huge surge in adoption of content marketing, many marketers still struggle to build their own business case internally. Some executives still view content as “just the latest trend” in marketing and don’t see the value in providing useful, educational and/or entertaining content for their customers and prospects.
    [Sales] The Death of Pay Per Click Advertising (PPC)
    It also lets you eliminate negative keywords and reminds you about including misspellings – all helping to win you more sales. Is PPC past its Sell By date? For something that’s been around for just a few years, PayPer Click advertising , or PPC has become an established part of online marketing for many companies. Put simply, “Paid search marketing is the process of gaining traffic by purchasing ads on search engines.
  • ACT-ON  |  MONDAY, JANUARY 18, 2016
    [Sales] Agency: Bottom-Line Boosters for Marketing Agencies to Adopt in the New Year
    This strategy is usually a component of a larger, multi-channel campaign aimed at generating leads for sales teams. Agencies who embrace MA get measurable results by using tools for inbound and outbound marketing, including behavioral email campaigns, web personalization and integration with their CRM to pass hot leads to sales and help their clients grow revenue – and to demonstrate how the agency contributes to ROI.
    [Sales] The Call to Action Has Become a Call to Knowledge
    As many have said, the B2B "sales cycle" is becoming a "buying cycle" where the prospect has control over the relationship. Although the graphic of the sales funnel will be with us forever, the days are numbered when Marketing and Sales can claim to be the ones moving prospects through the funnel. In the social media world, prospects move when they want to move. read more.
  • ACT-ON  |  FRIDAY, APRIL 1, 2016
    [Sales] 7 Content Marketing Mistakes Costing You Time and Money
    Image by permission of Digital Marketer, from their blog post, Content Marketing: How Content Generates Leads and Sales at Every Step of the Funnel. And while ROI may still be challenging to measure, digital marketers are blessed with more tracking and reports than almost any other sales channel. Content marketing is getting harder. Ironically, it’s because of the content itself. There’s just a crazy amount of content available right now.
    [Sales] Five Keys to Hiring a Digital Marketing Agency
    B2B Marketing: Building a strong B2B business through lead generation, lead nurturing, marketing automation and sales support. The digital marketing world is constantly changing due to the emergence of new trends and technologies that are fundamentally changing the way brands reach out to potential customers. This changing landscape is forcing all players to step outside their comfort zone and embrace new methods and strategies in order to attract high quality leads.
  • BIZNOLOGY  |  MONDAY, JULY 15, 2013
    [Sales] 7 case studies prove mobile ROI to healthcare marketers
    SALES DETAILING. Benco used iPad and mobile devices with its 450 sales representatives to dispatch information faster and in real time. They increased customer satisfaction, improved sales productivity by 15%, and the adoption of their sales material increased by 20%, through access to sales collateral on the road. Image via CrunchBase. Is mobile marketing ready to change healthcare?
    [Sales] How to Choose a Social Media Listening Platform for B2B Marketing
    And once you have identified the conversations where you think a sales opportunity may be occurring you need to feed that into your listening platform so you can flag those opportunities when they come in. In the last post we covered how to create a Social Media Lead Flow. But what if you don’t have a listening platform?
    [Sales] Next-Generation Marketing Automation Systems Target Small Business
    Salesformics is designed primarily to give sales people a pleasant-to-use CRM system, while offering marketing automation and dashboards to everyone in the organization. I’ve been gearing up for the next edition of our VEST report on B2B marketing automation systems, which involves catching up with established vendors and chasing down some new ones.
    [Sales] The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy
    Would you like your social media strategy to help increase website traffic, leads and sales? Most of those companies want to do more, but haven’t had the time or are uncertain of how best to get started to use social media to increase traffic, convert leads, nurture those leads toward a sale and delight their customers. These five things can help make that happen.
    [Sales] Facebook Advertising Advice: 10 Tips From Experts at Trello, WeWork & More
    Shari Medini , Co-Host of the Push Pull Sales & Marketing Podcast : You can target any audience [using Facebook Ads]. You want to get young men in the sales profession between the ages of 30 and 35 to click through to your site? Facebook started as a way for college classmates to communicate, and it’s since evolved into a hub for content creation, sharing, and advertising.
  • HUBSPOT  |  FRIDAY, JULY 7, 2017
    [Sales] Agenda | Grow with HubSpot Sydney 2017
    Marketing & Sales has Changed. 8:45 am - 9:15 am - "Marketing & Sales Has Cha nged" by James Gilbert, HubSpot. We'll cover how to adapt your marketing and sales strategy to become more inbound, and ultimately more aligned with your future customers' needs. 9:15 am - 9:45 am - A Look to the Future: Speed, Convenience and the Rise of AI in Marketing & Sales by Matthew Barby, HubSpot. Registration & Keynotes.
    [Sales] 6 Engagement Marketing Lessons from Successful Video Bloggers
    In a traditional marketplace, existing clients were the responsibility of sales and customer service reps. However, in today’s digital marketplace, where different channels are connected to provide a single view of the customer, marketing is increasingly responsible for keeping customers engaged and nurturing further conversions or sales. The key to doing this successfully is to make these interactions natural, and not sales pitches.
    [Sales] Do you want a blog community or do you just want nicey-nicey?
    I’ve had more than 18,000 comments on {grow} and I have only deleted just three for being inappropriate (and two of them were just being too blatantly sales-y). When I immersed myself in the social media world three years ago, one of the most remarkable things I noted was how freaking boring it was. There was an almost total lack of any meaningful debate or community.
    [Sales] Building an Audience Is Not a Chore: 5 Brands That Began with Content
    From 1977 to today, the Star Wars films have generated over $7 billion in ticket sales. What are the brothers’ annual sales today, you ask? What is Star Wars, truly? Is it a film franchise? Or a great marketing and content strategy? The answer depends on whom you ask. My nine-year-old nephew would say it’s the best evolving narrative of all time. As a marketer, I know there’s more to the story.
    [Sales] How to Lose a Lead in 10 Days: Marketing Courtship Bad Habits
    Or will it be a colder sales email, asking something of them immediately? Okay this one is more sales focused: cold calling. Do you like getting sales calls? Cutting out sales calls is usually not an option, however, calling as soon as a new lead is converted is both an annoying and creepy way to connect with them.
    [Sales] Stronger Inbound Marketing With Interactive Content: How to Get Started
    Marketing PDFs (whitepapers, sale sheets, etc.) By using multiple interactive content formats , marketers are able to create more touchpoints that offer better customer insights for the sales team. Not only does this help keep content from repeating (and exhausting) the same messages over and over, but it gathers important feedback that enables lead scoring so the sales team can better prioritize and understand leads.
    [Sales] Contagious Content: Facebook Posts That Get Shared Like Crazy
    See Brian Carter present (Wednesday, 4/10/2013, 11:10am) on the topic of Turning Social Ads Into Sales , and hear about how Contagious Content fits into your social sales funnel! by Dayna Rothman I am excited to introduce today’s guest blogger Brian Carter.
    [Sales] 25 Proven Steps to Achieve Email Marketing Magic
    Gain trust by not sharing subscribers’ info with other companies, and by creating emails with useful or exclusive information and valuable offers, not just sales pitches. Messages that aren’t sales-oriented may seem counterintuitive, but they work to develop brand awareness and customer relationships, paving the way for future purchases. “It sounds simple, but so many people lose the human touch when they are blasting bulk emails about Presidents’ Day sales.”
    [Sales] Digital Marketing Strategy for Launching New Products & Services
    Just like great marketing will sell products faster than a company can stock the shelves, poor marketing will result in negligible sales and a whole lot of frustration. This strategy effectively tests instead of assumes which markets and audiences will convert well, ultimately reducing the risk of no sales at all and increasing the chance of striking a gold mine. Businesses launch exciting new products and services every day, but not all of them succeed.
    [Sales] Top 10 Branding Tools
    A ho-hum, talking-head sales piece doesn’t impress. Perhaps it’s based on industry “confidence” or “backlog” or even “sales activity.” Download a free copy of the book Inside the Buyer's Brain to learn how to build a powerful brand to help your firm close more sales. If you are an industry veteran, you probably already know the value of having a strong professional services brand.
    [Sales] 7 of the Best Email Marketing Campaigns of 2016
    Maybe because a single CTA increases clicks by 371% , and sales by 1617%! Furthermore, 80% of marketers’ rate “live demo’s with sales reps” as the most effective way to generate high-quality leads. Author: Ellen Gomes Email marketing remains a force to be reckoned with and there is no shortage of statistics to reinforce the point: 72% people prefer to receive promotional content through email. A message is 5x more likely to be seen in email than via Facebook.
    [Sales] 6 Ways B2B Marketers Use Social Media to Get Gangbuster Results
    And they’re not all at the same point in the sales cycle, either. High-scoring prospects could receive a targeted series of emails – or a perhaps a call from sales. Finally, you can track how many of those leads converted to sales. Social media is a proven winner for B2C marketers, and recent research proves it.
    [Sales] The 30 Most Viewed, Shared, and Savored Blog Posts of 2015
    Emails That Encourage Customer Engagement – Check out these four hassle-free emails that can increase customer engagement and boost sales. 9 Social Media Hacks Every Small Business Can Benefit From – Learn how to increase sales and customer engagement with these nine social media hacks. 10 Retail Marketing Ideas to Boost Sales – We assembled ten retail marketing ideas to help bring increased sales and more loyal customers.
  • NUSPARK  |  SUNDAY, MARCH 23, 2014
    [Sales] Should you invest in conversion rate optimization?
    If your business depends on your online presence – to generate leads, sales or signups, then you’re probably already investing a significant amount to market and improve it. Conversion Rate Optimization (CRO) can be one of the most effective and cheapest ways to increase your online sales. Traffic acquisition is obviously important, but finding scalable acquisition channels is becoming increasingly difficult.
    [Sales] 8 Must-Have Tips for Writing Landing Page Copy That Converts
    Conversion copywriters -- the people who write landing page content that converts readers and delivers sales -- are wonderful human beings. A group of Harvard researchers conducted a study of 1,400 B2B customers in a variety of different fields, and concluded we''ve reached “the end of solution sales.” ” Traditionally, sales was predicated on the “solution-selling method.”
  • CONTENTLY  |  MONDAY, MAY 23, 2016
    [Sales] Why Print Still Matters
    Since our sales team lugs these puppies to every meeting, our print magazine automatically touches every deal. Lately, it seems like I only talk about platforms. Facebook Live … LinkedIn Instant Articles … Google AMP … Chat bots ! A new “platform” for content gets dressed in hype every week. Platforms, in layman’s terms, are really just new places to publish.) As as an editor today, your job is to milk them for all they’re worth.
    [Sales] Convert Prospects to Customers with the Right Content at the Right Time
    The use of content marketing needs to drive not just customer action, like a click or a download, but a profitable one, like a sale or a renewal. Content marketing has continued to be the marketing tactic du jour, with companies creating whole initiatives and teams around this idea. According to the latest studies 76% of B2C marketers and 88% of B2B marketers claim to be using content marketing. The problem is that many of them are just not doing it right.
    [Sales] Hit Gold with Paid Advertising, Understand the Landscape, Solve Problems, and Create Staying Power
    How collaboration between marketing operations, analytics, and sales leads to a decrease in departmental contention. It’s already the last Thursday of the month, can you believe it? In the past four weeks we have heard from Katrina Munsell, Group Manager, Content Marketing at Microsoft; Lauren Goldstein, VP of Strategy & Partnerships at Babcock Jenkins; Jesse Noyes, Senior Marketing Leader at Kahuna; and Michael Brenner, CEO of Marketing Insider Group.
    [Sales] Alinean Translates Fight Frugalnomics Momentum into Strong Third Quarter 2011 Performance
    Building on demand for its Fight Frugalnomics movement, an initiative to arm sales and marketing with value-focused sales and marketing tools , Alinean added several new customers including NetSuite, IGT, Falconstor, Palo Alto Software, Xirrus and Lifesize. Savvy B2B solution providers recognize that new value-focused marketing content and sales tools are needed to connect, engage and sell to these more empowered, skeptical and frugal buyers."
    [Sales] Does brand marketing still matter in the digital age?
    Sure, we want metrics focused on sales, but that doesn’t mean that you don’t need a strong brand. Photo credit: DavidErickson. Most of you know that Biznology is all about digital marketing, which is a nice hot topic to cover. And you’ll be forgiven if you think that all this focus on shiny new marketing techniques leave little room for the tried and true. But you’d be wrong. Digital marketing, in fact, is way more about marketing than about digital.
    [Sales] 6 Mobile Marketing Secrets You’ll Learn in 6 Minutes
    How do you announce a storewide sale or a new app feature through behavioral triggers? . If you’re announcing a storewide sale, you can instruct users to “Click for discounts on [category]!”, Author: Stefan Bhagwandin Marketing automation means a lot of things. It’s an umbrella term that covers everything from intelligent, data-driven campaigns to deep audience segmentation. . Within this category, mobile marketing automation has emerged to cater specifically to app marketers.
  • ONALYTICA B2B  |  FRIDAY, MARCH 17, 2017
    [Sales] 10 Tips for Selling in Influencer Marketing to Senior Management
    While senior managers will appreciate that in 2017 having a presence across social media is important, they see it as being so to keep up with industry trends and competition; the ultimate goal is to increase sales, so anything that you can directly correlate to that will be well received. Is this feeding into the sales pipeline? What impact has this had on sales? How many sales have been as a result of these downloads? #10
    [Sales] How To Increase Your Click-Through Rate
    After you boost your CTR, you will push more people into the purchase funnel and get more sales. From email marketing to website offers, your click-through rate (CTR) is one of the most important metrics you track. People need to click to get to the next point in the funnel, so it is essential that you do everything you can to increase your CTR. Fortunately, it is relatively simple to boost your CTR. Test Your CTAs.
    [Sales] How Retailers Use Content to Tie Online And Offline Experiences
    Within the app, customers can customize their shopping experience with customer service preferences (if they prefer browse first or be greeted by a sales associate right away), the ability to message and schedule appointments with associates, bookmark favorite products, and scan QR codes for exclusive content. People today don’t shop like they used to.
    [Sales] Getting the Most from Website Visitor Tracking
    In fact, it can be one of the most powerful tools available in your arsenal when it comes to identifying and qualifying sales leads. Professional-grade visitor tracking can track document downloads, video watching activity, social media interaction, original lead source, 1:1 sales email engagement, and much more. If you are not making use of the information generated, you will not see any improvement in lead qualification, follow up, or sales conversions.
  • HUBSPOT  |  TUESDAY, JULY 21, 2015
    [Sales] Content Marketing Strategy: A Comprehensive Guide for Modern Marketers
    Convert" and "Close" refer to middle-of-the-funnel and bottom-of-the-funnel marketing activities, like email marketing, nurturing, sales enablement, marketing ops, conversion rate optimization, etc. For what it's worth, HubSpot's CMO recommends the latter : "T he best way to help your sales team is to build brand awareness and create content that generates a lot of leads over time. That's how you build a successful sales and marketing machine, " explains Mike Volpe.
  • SNAPAPP  |  FRIDAY, JUNE 2, 2017
    [Sales] 101 Ridiculously Effective Ways to Use Interactive Content in Your Marketing Today
    Create an interactive tour of your product or solution , letting prospects get a mini demo without the presence of a sales rep. Most people do want demos, they just want them on their own time and not always with a sales rep conducting them. . Many prospects want to know the rough cost of something before investing too much time exploring, but they’re not always wanting to talk to sales. Use the theme to ask sales qualifying questions without being pushy. . . .
    [Sales] Understand Your Target Market: 3 Steps to Creating Customer Personas
    How our sales process was (easy, hard, middle of the road). Your product or service is intended for a particular group of people, right? Whether your customers are commuters, busy moms, fashion bloggers, or families needing dental care, your business appeals to a target market. You may have a grasp on your customers, but how well do actually know them?
    [Sales] 7 Real Marketing Interview Questions From HubSpot's CMO
    The Question : "Assume you have an Excel spreadsheet with 10,000 leads from a few months back -- long enough that those leads' sales cycle has passed. Anyone who answers, “You make a lead score by talking to the sales team and then assigning 5 or 10 points to each of the things they say they want,” is wrong. Pay attention, blog readers: I'm going to let you in on a few of my best kept secrets.
    [Sales] The Most Important Metric for Predictive Marketers
    The customer with the closed sale should be the one with the higher probability according to the model. A few weeks ago I published an article in AdExchanger titled “Should A Data Scientist Lead Your Marketing Team?”. We received a deluge of feedback in response asking me to explain what I meant. Since most CMOs don’t have the training to become a data-scientist or the time to get trained, how can they become more effective in their new roles?
    [Sales] How to Build a Comprehensive Strategy for Your Marketing Automation Program
    Ultimately, these scores should inform a variety of different marketing and sales efforts, which makes it critical that this process runs smoothly and accurately. Starting off slow and picking up steam as you go can help ensure you have a strong foundation that can support long-term growth. Once you identify the need for a marketing automation platform and gain buy-in for implementing that platform , what’s next? It’s time to hit the ground running… almost.
    [Sales] eTrigue Puts a New Interface on Mature Marketing Automation Features
    Summary: eTrigue's new product is aimed at small-to-mid size businesses who want an easier alternative to leading marketing automation systems. With mature features and a $1,000 per month starting price, the system is worth a look. eTrigue officially announced its new DemandCenter marketing automation system on Tuesday, replacing an earlier product dating back more than five years.
    [Sales] The Unspoken Rules of the Internet
    You lose all credibility, and it''s a lame sales tactic. Or heck, maybe they are spoken. but I think they need to be all in one place, particularly for marketers. Why for marketers? Because the internet is the inbound marketer''s playground. And if we want to get along -- with leads, customers, other businesses, random internet beings -- we need to know the rules of the playground. So here''s what you should know. Some of these are hard and fast rules.
    [Sales] 5 Mobile Insights That Will Change How You Market to Millennials
    Author Bio: Amber Tiffany is the Content Marketing Manager at Invoca , which drives inbound calls and turn them into sales. Everywhere you go, millennials are looking down at their phones. The grocery store, the bus, and don’t get me started on the movies. The question is: what are they really doing with their heads down, thumbs furiously typing and swiping? This is a serious question for marketers who want to not only reach, but genuinely engage their millennial, mobile audience.
    [Sales] An Email Feast: 40 Thanksgiving Subject Lines Your Customers Will Gobble Up
    TDM Update | Thanksgiving | Black Friday Sale | Holiday Specials — The Dailey Method. 20% off — early bird gets the sale — Jonathan Adler. The trick-or-treaters have come and gone, skeletons are back in the closet, and Halloween is officially behind us. Overnight, twinkly lights have gone up, carols and jingles are playing in every shopping mall, and you can’t ignore the giant tree in the town square. It would seem the December holidays are upon us. But wait!
    [Sales] Who Had the Greatest Professional Impact on Me in 2016? Shelly Kramer!
    Sales consultant and recruiter Jim Keenan wrote a blog post a few weeks ago about the individual who influenced him the most in 2016. Beyond that, he challenged his readers to write about “the person (who) had the greatest effect on your personal or professional life in 2016 and thank them publicly.”
    [Sales] How to Generate More Customers With Fewer, Heartier Leads
    Usually, a small percentage of these leads convert into customers, so by logic, the more leads you produce, the more deals the sales team closes. The types of leads you feed to your sales team is a powerful yet overlooked lever that can help marketers deliver. Think about it: if you can increase the percentage of leads that convert into customers, then you don’t need to generate as many leads to hit your company’s sales goals, right?
    [Sales] The right time to ignore popular marketing advice
    If you create a cover that ignores the design principles of a genre, you can kill your sales. If you blindly listen to the “Customer is right” advice, you’d do exactly what the client wants from you, costing him potential sales because the funky approach fails to engage the target audience. But if you believe that it’s your design duty to provide the cover that A) looks stunning and B) will bring your client more sales, then you follow your expertise.
    [Sales] Use Fun(nel) Facts to Guide Your Messaging
    Modern marketers are expected to be masters of messaging for the marketing funnel, the buyers’ journey and the sales pipeline. Yet, these all three represent the same thing – the path a prospective account takes to close a sale — it’s just each presents a different perspective. Have you noticed B2B marketers now face a trio of overlapping models when considering what messaging to deliver?
  • CONTENTLY  |  FRIDAY, MARCH 31, 2017
    [Sales] Infographic: How Brands Can Build the Perfect Freelance Team
    A great publication can impact everything from sales to recruiting to corporate communications. Today, just about every brand wants to create content. But building that publication comes with two huge challenges: time and money. The cost of hiring and maintaining a full-time editorial staff adds up, and relying on just a few people to cover a wide range of topics is both risky and inefficient. “We
  • BIZNOLOGY  |  MONDAY, MARCH 28, 2016
    [Sales] Lead generating machine: is your website actively helping your business grow?
    With this feature, when a user enters their contact information into the form on your webpage, that information will automatically transfer to your CRM to start your sales funnel. Your website must evolve and adapt based on the customer data you gather from a number of sources: your CRM, web analytics, social analytics, sales, and more. Your website, when done right, can be one of the most effective lead generation tools in your arsenal.
    [Sales] Does your Internet marketing training make you feel dumb?
    I’ve gotten great feedback, but there was one comment that struck a nerve, when someone asked if anything about marketing and sales is the same as it was back before the InterWebs. Sales people tell me they don’t know how to use social media to sell. Photo credit: thelampnyc. I have been hearing from a lot of people on my post from Wednesday on new ways to train your team in digital marketing.
    [Sales] How to Optimize Your Website’s Resource Library for Lead Generation
    A well-designed resource library can be a key factor in converting Website visitors to measurable, actionable sales leads. Conversely, a poorly designed resource library is where old white papers go to die. At worst, resource centers can be tough to navigate and difficult to search, leaving visitors frustrated and only too happy to seek their information elsewhere.
    [Sales] How to Build a Full-Funnel Content Distribution Strategy
    Without a clear understanding of the content needs at each stage in the sales funnel—top, middle, and bottom—it’s super challenging to pinpoint what exactly about your content does or doesn’t resonates with customers, or how your internal teams can get it to them in a timely way. Customers consistently confused at the same point in the sales journey process. How are you targeting sales enablement here?
  • HUBSPOT  |  FRIDAY, JUNE 3, 2016
    [Sales] How to Build Trust Online: 7 Little Ways to Create a Trustworthy Website
    People’s guards go up when it comes to marketing and sales, simply because there have been too many cases of high-pressure, exploitative tactics over the generations. No one likes a constant sales pitch, and most visitors won’t be anywhere near ready to buy the first time they visit your website, anyway. When it comes to establishing trust, it doesn’t matter how compelling your calls-to-action are, how engaging your content is, or how quickly your pages load on mobile screens.
    [Sales] SEO vs. Marketing
    SEO vs. the sales funnel. SEO vs. Marketing. Sounds contradictory doesn’t it? Why would you have an SEO marketing approach that conflicts with your marketing strategy? Surely both have the same aim – to help a business win more customers and make more revenue? The two should fit together. After all, an average 22% of total business marketing budgets is spent on SEO marketing , according to the companies surveyed recently ( Source: UK SEM Benchmark Report 2011 ).
    [Sales] How to Avoid the Risks of Bundling
    Retailers, etailers, service providers, and pretty much anyone who sells anything ever use bundling techniques to improve sales and make customers happy. The problem is that bundling comes with a unique set of problems that could hurt your sales in the long run. With bundling an important part of sales, you can’t necessarily just vow never to do it again. Just as with discounts and clearance sales, items bundled at lower prices should be those you don’t intend to sell again.
    [Sales] Leadspace Releases B2B Benchmark Data & Insights to Help Marketers Reach Decision Makers
    percent, or 148 people, moved from Sales to Marketing. As B2B marketer and demand-gen vet Greg Poirier of SaaS sales and marketing consultants CloudKettle pointed out, “When someone gets promoted, it’s a signal they not only have internal capital and buy-in from upper management, but they may get a new budget or an increase to their existing budget.”
    [Sales] 3 Tips For Creating Killer B2B Content That Generates Leads
    You’ve mapped the content to the sales funnel so that the right content is delivered at the right time. Artillery B2B Marketing Blog > The Forward Observer B2B marketers with quality content can generate more leads by using customer surveys, clear conversion paths and social conversion. So you’ve got content that really speaks to your buyer persona. Now what? This is where the content marketing rubber meets the road. It’s lead generation time!
    [Sales] Is Your Marketing Department Fluff or the Foundation for Growth?
    The members of your sales department aren’t the only ones interested in quotas and ROI. Related Stories Closing the Sale: Why the Best Firm Doesn’t Always Win Prove It: Building Credibility and Increasing Clarity in AEC Marketing Shoring the Foundation: Knowing When Your AEC Firm Should Partner with an Agency. Let’s face it.
    [Sales] 11 Ways to Totally Screw Up Your Inbound Marketing
    Not aligning your inbound marketing strategy with sales goals. Sales and marketing should align not just on quantity of leads, but quality, too. Who can the sales team close? the sales team engages with these prospects every single day. Just because someone filled out the form on your landing page doesn't mean they're ready to talk to your sales team. There are a lot of rules to follow to create a (near) flawless inbound marketing strategy.
    [Sales] Insights from New Gleanster Report: Dealing with the B2B Marketing “People Problem”
    In fact, twice as many people selected it as did the second highest issue, ensuring marketing and sales collaboration. Sales operations resources might bring some great perspectives from an analytical standpoint and customer service reps could shed light on common issues or up-sell opportunities that can be incorporated in future marketing campaigns. Recruiting good candidates for your B2B marketing team is rarely easy, but it’s arguably harder today.
    [Sales] The Impact of M&A on the Marketing Automation Industry
    There are also technology costs associated with scaling to the point of 5 billion daily transactions … and this doesn’t even touch on sales and marketing costs. by Joe Payne | Tweet this One of the most talked-about (260+ comments!) posts of the past year was published by Fred Wilson of Union Square Ventures on his popular AVC blog. Titled “ What a CEO Does ,” the article relays a pearl of wisdom Wilson received from a more experienced colleague early in his career.
    [Sales] Social media marketing isn’t a popularity contest
    Running social campaigns that cost less, but drive more sales will certainly make your social media marketing team shine. Businesses striving to bring in that lucrative ROI with social media often fall into trap of thinking that the more followers you have the more success your social campaigns will have. In actuality, that is not always the case.
    [Sales] What is Social Media Marketing?
    It’s a big tent, including very niche-but-powerful stunts like reddit’s Ask Me Anything, promotions, sales, raffles, contests, and even engaging #followfridays and #throwbackthursdays every single week without fail. For years, I struggled to explain to my mom what I do for a living. Now, I struggle to explain what I do for a living to my friends. The onus is on me because I am the expert in communications.
    [Sales] Expanding Your Professional Visibility is Critical for Both You and Your Firm
    How Business Development Roles Can Leverage Marketing to Close the Sale. Knowledgeable professionals are the foundation of every firm. But providing top-notch expertise is just not enough to differentiate your firm in today’s marketplace. Research found that firms with Visible Experts® —professionals who are well known in the industry—enjoy a multitude of additional benefits, making it easier to accelerate growth and command higher fees.
  • HUBSPOT  |  THURSDAY, APRIL 24, 2014
    [Sales] How to Grow Your Email List the Right Way [Video]
    There''s no such thing as a good list for sale. One top-of-the-funnel, educational piece of content like an ebook, and one middle-of-the-funnel offer to let someone speak with your sales team to get a demo or a quote or a free consultation or whatever works for your specific business. Sometimes, it''s okay to take shortcuts in your marketing. Sending 9 tweets instead of 10 one day of the week is probably not going to make your metrics sag too much.
    [Sales] Three drastic marketing changes ahead for 2017
    Simple means sales. By Mars Dorian, {grow} Contributing Columnist. Since 2017 is about to knock on your screen, it’s important to reflect on your online strategies. For me, the past year has been a paradigm shift in how I treat my personal site and the social networks. I am going to jolt you today with my three most drastic marketing changes I have implemented to survive and thrive in the online world. Goodbye website.
    [Sales] Finding social media success in regulated industries like banking and healthcare
    While some financial services professionals take tablets into the field as a sales tool, Google and Bloomberg have developed apps for professional or individual investors to keep track of the market. I met my new friend Jeff Reed through a LinkedIn group. Jeff works as a wealth adviser for a large national company but has been hamstrung in his attempts to use social media. “I am forbidden to use it,&# he said.
    [Sales] Can’t Stop. Won’t Stop. Why You Should Stop Selling In Your Content Marketing
    This trust is what leads to sales. The aim was to get more high-quality leads for sales. The bottom line: if you want content that works – that truly drives leads and sales – create helpful, non-promotional content. We often get asked by our customers to help them create content that is more promotional, or that has a direct product tie-in. Or as I’ve heard some executives huff: “we are in the business of selling stuff ya’ know.”
    [Sales] 10 Genius Ideas That Changed Marketing Forever
    This platform, if done properly, can generate tremendous traffic, leads and sales for your business that you otherwise would not have had,” wrote Marcus Sheridan, Partner at River Pools and Spas and Founder of The Sales Lion. If this is cleverly executed in a strategic manner, you will realize that you have only spent a small fraction of your advertising budget to convert a good number of good quality, sales-ready leads.
    [Sales] Going from Good to Great Marketing: Leading and Managing Change
    Collaborate at new levels with sales. As marketers engage with prospects further along the funnel, they must nurture them until they’re ready to talk to sales. To reach today’s buyers, marketers need to launch new marketing programs and may need to engage differently with the product management and sales teams during the process. You need the collaboration of stakeholders and sales, and you need to over-communicate on your objectives.
    [Sales] 5 Really Good Reasons LinkedIn Bought SlideShare
    Combined with LinkedIn social sign-on, the SlideShare purchase could increase LinkedIn’s presence in the sales and marketing lead management process. by Jesse Noyes | Tweet this Big happenings in the social media world today as a giant star collided with a smaller, but powerful, cousin. LinkedIn has decided to purchase SlideShare for $119 million in cash and stock. It’s not a deal I can say I saw coming, but it makes total sense.
    [Sales] 5 Essentials of a High Converting Copy
    Sure, you might get a few sales here and there from people who haven’t yet heard of your product’s discrepancies from their friends or from the online community. But you’ll never be able to bring in a steady stream of sales and rise to the top of your industry. Image source. If you want copy that converts, you need to understand these 5 basic essentials of good copywriting. Good – nay, great copywriting has to have a certain set of standards.
    [Sales] Making Rain: Our Young Professionals Best Practice Guidelines to Becoming a Marketing Superstar
    Develop skills on closing business through reading books / sales training. In our recent blog post, Learn to Market Now! Why Young CPAs, Lawyers, Engineers and Other Professionals Need to Hone Their Skills from Day One , we stressed the importance of embracing marketing in the early years of a professional’s career. While many firms want their professionals to actively participate in marketing, company leadership sometimes fails to provide clear direction on firm expectations.
    [Sales] THE HACKIES: Conquering Middle Earth with marketing technology
    These descriptions or personas are given to the scouts, also known as marketers, and soldiers, also known as sales persons, as an identification guide. It is because of this fact that the sales persons are sometimes referred to as the protectors of Middle Earth. Sales persons prepare by planning out their missions by using something called a “CRM” or “SFA.” It is therefore critical that marketers and sales persons are tightly aligned.
  • ACT-ON  |  THURSDAY, FEBRUARY 23, 2017
    [Sales] How Marketing Automation Technology Makes Businesses Smarter
    It also can help Marketing better partner with Sales – showing the return on investment for the different marketing activities and how they all impact pipeline. Editors Note: This post originally appeared in The Business Debate. . Stereotype: a standardized mental picture that is held in common by members of a group and that represents an oversimplified opinion, affective attitude or uncritical judgment. Webster’s Dictionary.
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