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  • HUBSPOT  |  THURSDAY, JUNE 18, 2015
    [Sales] 5 Tried-and-True Tools for Growing Your Email List
    After all, more subscribers = more sales.). increase in sales after trying its luck with the technique. Do you want the bad news or the good news first? Let's start with the bad: Email marketing databases naturally degrade by about 22.5% every year. Whether your contacts switch companies, decide to purge an old address they don't use anymore, or simply opt-out of your email communication, they're gone. and they might not be coming back.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 24, 2016
    [Sales] CRM Evolution Conference: Mobile Really Does Change Everything About Marketing
    It’s true you might miss some interesting patterns – perhaps raincoat sales spike the weekend after a big storm, which you wouldn’t know if you hadn’t tracked weather during the preceding week. The days of buyers leisurely gathering a wide variety of information, slowly forming opinions about their options, and interacting with your marketing materials and sales people along the way are already gone.
  • WEBBIQUITY  |  MONDAY, MAY 20, 2013
    [Sales] 16 Remarkable Web Analytics Guides, Tips and Techniques
    for tracking specific marketing campaigns, concluding “Now, you are able to track the performance of the marketing message and pinpoint each sale (or other type of conversion) as a result of the tweet directly in Google Analytics.” There’s no question that web analytics are vital, but even Shakespeare acknowledged that one can have too much of a good thing.
  • EMAGINE B2B BLOG  |  THURSDAY, SEPTEMBER 12, 2013
    [Sales] And now, some shameless promotion of eMagine: Why Partner with eMagine?
    That might mean lead-generation, sales, recruiting, attracting press, analysts or investors. Bill Gadless, President of eMagine, offers some advice when considering who to choose as a web partner: “Nobody ever got fired for choosing eMagine” When it comes to B2B and Technology companies, eMagine is the choice you can feel most comfortable making. We know what works, based on extensive client experience, data and formal research.
  • B2B MARKETING INSIDER  |  THURSDAY, MAY 5, 2011
    [Sales] Marketing Attribution: Who Gets Credit For Marketing ROI?
    Marketing Attribution Modeling could be defined as the science of determining the value of each customer touch point leading to a sale as opposed to just the last one. Your time frame should be at least 3 or 6 months greater than your typical sales cycle. Hate math? What is the ROI of your marketing program? How much should you spend on one channel vs. another? Unless you are the CMO, chances are that your answers only look at a component of the entire marketing mix.
  • HUBSPOT  |  FRIDAY, JULY 15, 2011
    [Sales] Blog Posts Most Valuable B2B Marketing Content [Data]
    Because of the longer B2B sales cycle, marketers must diligently fill the sales pipeline and continuously support sales by keeping prospects engaged with the brand during the sales cycle through the use of multiple touchpoints, like email or campaign nurturing programs. The complexity of the B2B buying process, compared to that for B2C, often demands more of marketers.
  • MARKETING ACTION  |  MONDAY, DECEMBER 22, 2014
    [Sales] What’s the Word? New Additions to the Digital Marketing Glossary
    For example, if a blizzard hits a certain area, you can send a message to your audience that snow shovels are on sale in a nearby store. For example, if VIP customers walk into your store, your sales associates could get an alert – as well as buying history – so they would be able to tailor their customer service to the VIP. Every year, a crop of newfangled words and phrases is added to our dictionaries—and technology is driving a lot of the most recent additions.
  • ACT-ON  |  MONDAY, DECEMBER 5, 2016
    [Sales] B2B Marketing Automation Software for Fast Growing Companies
    Is your tool built for sales or marketers? Is it a sales productivity tool, or is it a demand generation/marketing automation tool? Ask the sales reps and referrals about the time it took from adopting the marketing automation platform to running programs and driving revenue. As each new year approaches, marketing teams often search for ways to be more productive and successful.
  • MODERN MARKETING  |  MONDAY, SEPTEMBER 26, 2016
    [Sales] Why A/B Tests Are Just Part of the Story
    But how often does the promise of sales fail to match the actual implementation of the method? Nothing is worse than expensive purchased website visitors who are not able to find their way through the checkout process or abandon part way through. To optimize web pages, A/B Tests or MVT are established testing methods and are considered as the Holy Grail of conversion optimization. Hypotheses are always created with the goal of a better conversion or more engagement in mind.
  • THE FORWARD OBSERVER  |  TUESDAY, SEPTEMBER 4, 2012
    [Sales] How To Create Lovable B2B Marketing with HubSpot 3
    Because of the wide availability of information on the Internet, buyers don't need to engage with a sales person to research a purchase decision until later in the sales process. In a HubSpot eBook, the steps to developing lovable marketing are outlined: Develop a Stellar Marketing Offer - It should be educational and helpful, focus on the right stage of the sales funnel, and be in the right formats. Their goal is to make your new leads more sales-ready.
  • HUBSPOT  |  FRIDAY, FEBRUARY 21, 2014
    [Sales] Features vs. Benefits: A Crash Course on Proper Messaging
    So instead of spending time wondering what areas of your marketing are generating ROI, you can know for sure, and spend more hours in your day focusing on the important things like blogging, social media, or determining which leads you should be sending to your sales team. From the most senior executive in Cupertino to the part time sales representatives in your local store, Apple has nailed benefits-centric messaging from the top down.
  • BIZNOLOGY  |  TUESDAY, FEBRUARY 28, 2017
    [Sales] Why you need 3,643 domains just like President Donald J. Trump
    And, I’ll be honest, there’s nothing worse than realizing, after you really need it, that the domain name of your dreams is owned and operated by a squatter or for sale for an ungodly $4,000 premium charge instead of even NetSol ‘s insane $30/year train robbery. And, maybe consider opening up your check book to get the domains you want that are for sale. Back in October 8, 2013, I wrote Playing the Online Reputation Shell Game.
  • HUBSPOT  |  FRIDAY, JANUARY 24, 2014
    [Sales] Not Just for Data Geeks? Why Marketers Need to Know Excel
    But in the digital age, in which data and analytics are increasingly becoming the de facto language of marketing (and sales) organizations, art has started to take a backseat to science. Whether it''s for analyzing data from an NPS survey, performing a content topic analysis, or pulling in sales data to calculate return on marketing investment (ROMI), it''s never hard to find a reason to open Excel.
  • MLT CREATIVE  |  THURSDAY, OCTOBER 22, 2015
    [Sales] The Seven Deadly Dangers of B2B Inbound Marketing
    If you seek the B2B marketing treasure of more visits, more leads, more sales and customers that love you then let’s keep going… Begin with a search of the term “Inbound Marketing Methodology” and your results will reveal what […]. If you have a paralyzing fear of failure, you may not want to read any further.
  • THE ROI GUY  |  TUESDAY, JULY 30, 2013
    [Sales] Is All Content Created Equal?
    The Bottom Line Your prospects rely on content more than ever to support their purchase decision-making process, however, the quality and type of content is vital to attracting attention, creating compelling engagements and driving sales revenue success. The importance of content marketing has increased dramatically, this according to a recent survey by the DemandGen Report that found 68% of B2B prospects rely more on content to make key purchase decisions than they did a year ago.
  • BIZNOLOGY  |  MONDAY, DECEMBER 17, 2012
    [Sales] 6 case studies show Big Data is helping decision making
    H&R BLOCK : Has learned in the weeks prior to April 15th, every question that is not answered immediately is a lost sale. Photo credit: Kevin Krejci. Big Data” is shorthand for the collection of large amounts of data from places like web-browsing data trails, social network communications, sensor and surveillance data that is then searched for patterns, new revelations and insights. It’s a catchy term that’s easy to say and implies major transformation.
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 23, 2013
    [Sales] 8 Steps To Build A Content Hub That Converts [Slides]
    Conversion: define the processes that will pull your visitors into an active relationship that converts down the sales funnel. Today’s B2B buyer is overwhelmed with more information than they could ever consume. The last thing they want is to read your product-centric content. Instead, you need to build a content hub that helps your buyers. I have been asked by the good folks behind the B2B Content 2 Conversion Conference to deliver my view on how to build a content marketing hub.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 26, 2012
    [Sales] 6 Email Tests That Matter More Than Your Subject Line
    Other Demographics: Try segmenting on other demographics collected by marketing or sales - things like industry or role or company size. Lifecycle Stage: Where is this person in the sales and marketing funnel? Did they just start engaging with you, or are they in the last stages of the sales process? A/B testing is one of those techniques that, if you have enough volume to give you significant results, is pretty much guaranteed to generate better results from your marketing.
  • HUBSPOT  |  MONDAY, MAY 11, 2015
    [Sales] 7 Speakers You Won't Want to Miss at #INBOUND15
    Creative Strategies to Get Your Sales & Leadership Teams Jazzed About Inbound Marketing". One of the hardest parts of the transition to inbound marketing from a traditional outbound approach is getting your leadership team and sales force to share your vision -- especially if your company has seen success with outbound marketing.
  • MODERN B2B MARKETING  |  TUESDAY, DECEMBER 13, 2011
    [Sales] 9 Reasons to Make a Software Purchase in December
    Grab their attention at Sales Kickoff. Have something to announce at Sales Kick Off that your sales people can get excited about! Adding a solution like Marketo Sales Insight , that has the ability to make your sales reps more productive and help them retire quota, will make you a hero, even if your presentation is the only thing standing between them and the bar.
  • B2B MARKETING TRACTION  |  FRIDAY, SEPTEMBER 18, 2015
    [Sales] Positioning is Key Factor for Social Media (and All Marketing) Success
    Since 1997 we have worked with hundreds of companies of all sizes to identify marketing opportunities, improve branding and marketing messaging, and increase awareness and sales revenue. If you’re in a market that is growing, even starting to consolidate into a mature market, what is the one key factor that will make you successful in social media? It’s strategic positioning. Strong and consistent positioning is the key to marketing success.
  • GREAT B2B MARKETING  |  TUESDAY, OCTOBER 4, 2011
    [Sales] Why You Need a Strong Web Presence to Meet Your Lead Objectives
    After all, it’s faster and cheaper to build a short list of vendor candidates with a little online research than it is to orchestrate a long parade of outside sales reps and hold innumerable vendor meetings. Just as the web increases productivity for your buyers, it’s also available to you to as a seller to improve your marketing and sales Key Performance Indicators (KPIs). Here’s a short list of marketing and sales business objectives critical to almost any business.
  • VERTICAL RESPONSE  |  THURSDAY, SEPTEMBER 15, 2016
    [Sales] Autumn Emails: Harvesting the Best Themes for the Season
    Clothing stores could sponsor a winter clothing sale and dub it “Sweater Weather Week.” Present a “Before the First Snowflake Falls” sale on must-have items like shovels and driveway salt. Celebrate the day with a sale and ask customers to stop in and say hello. Why not send out an email that teases customers with tidbits of information about upcoming sales, promotions, events, and celebrations?
  • BIZNOLOGY  |  TUESDAY, JUNE 21, 2011
    [Sales] When Good Behavioral Retargeting Goes Bad
    It's become a staple of e-Commerce, where it rescues lost sales that would otherwise never be completed. Most retargeting is done by e-mail--if you know the address of someone who has come to your site, you can follow up with an offer to save the sale. Image via Wikipedia. Most of you probably are familiar with behavioral retargeting , a technique where marketers follow up with shoppers who haven't completed purchases.
  • HUBSPOT  |  MONDAY, OCTOBER 11, 2010
    [Sales] Which Types of Form Fields Lower Landing Page Conversions?
    Naturally as marketers or sales people, we want to ask for lots of information from visitors. This post is a sneak-peak preview of the upcoming Science of Lead Generation webinar where you'll learn about the real data and science behind getting more leads from your website. Register now to reserve your spot. The goal of a landing page is collect information from visitors to allow them to be potentially converted into a customer.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JUNE 10, 2015
    [Sales] A View To A Thrill: Why Marketers Need To Get Visual, Fast
    In addition, they make excellent sales tools.” – Dave Turner, CEO of SkyCentral and GroupLink. A long time ago in a land far away… ok it wasn’t all that long ago nor was the land that far away, but a few years back someone said something that struck a chord with me and I have never forgotten it. That something had to do with the way we need to look at our screens – our PC, smartphone and tablet screens.
  • LATTICE  |  MONDAY, JANUARY 25, 2016
    [Sales] One Company | One City | One Lattice
    Except when one of your sales VP tells everyone to go to a place called “Double Deuce” for karaoke and a mechanical bull. Here’s an idea: Take all Lattice employees at each office location (we have five) and bring them together in one city to kick-off 2016 with inspirational content, fun events and one hell of a week. That’s exactly what I was tasked with late last summer and what ultimately became “Lattice Kick-Off 2016”, or as we like to call it “LKO 2016”.
  • HUBSPOT  |  TUESDAY, MARCH 29, 2016
    [Sales] Koozies, Spatulas & Guacamole Bowls: 12 Pieces of Presidential Campaign Swag You've Got to See
    Candidates are essentially using swag sales data to help build out their buyer personas. (Or, You can use the sales data to make sure you're serving guacamole at campaign events in the regions where guacamole popularity is at its highest. Sales of such bottles, no doubt, have helped candidates figure out which of their supporters are fans of water. Also, sales of such swag can help candidates identify who of their supporters have youngsters in their families.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MAY 16, 2011
    [Sales] The Commoner’s Guide to Using Social Influence
    Books (average sales: 20,000 per year). By Neicole Crepeau, Contributing {grow} Columnist. Love it or hate it, the topic of “who is an influencer&# is hot, right now. There are plenty of tools like Klout and PeerIndex to drive you crazy on this subject, but here is an important thought. How can we use this information to help our businessess? The idea behind being an “influencer&# is that you are at the top of the “Word of Mouth&# foodchain.
  • VERTICAL RESPONSE  |  TUESDAY, MAY 19, 2015
    [Sales] How to Use Google Ad Extensions to Boost Visits to Your Retail Store
    If you have a retail store, you can highlight sales, promotions, or popular items. Google defines Ad Extensions as “a type of ad format to show extra information (“extending” from your text ads) about your business.” ” You may find ad extensions effective since you’re giving searchers more reasons to click on your ad. These ad extensions can improve visibility by taking up more real estate on the search results page.
  • KEO MARKETING  |  THURSDAY, MARCH 30, 2017
    [Sales] What is the Number One Strategy for Effective B2B Lead Generation?
    Sales pitches are out; today’s marketers help their prospects solve their problems by providing valuable content. The significance of the content builds the relationship which can ultimately lead to a sale. The answer to this question is “that depends on who you ask”. Research can be biased. When we examine the results from companies that make their living selling Inbound Marketing services , then the answer is that inbound marketing generates the most leads.
  • KEO MARKETING  |  FRIDAY, JUNE 10, 2016
    [Sales] B2B Marketing to Millennials
    Source: Sacunas.net: “How the Millennial Business Buyer is Changing B2B Sales & Marketing”). Millennials are very concerned with authenticity; they do not like phoniness or sales pitches and that is why they consult with their friends and colleagues. Millennials have surpassed Baby Boomers as the nation’s largest living generation, according to population estimates released by the U.S. Census Bureau. Millennials, whom we define as those ages 18-34, now number 75.4
  • KOMARKETING ASSOCIATES  |  THURSDAY, OCTOBER 15, 2015
    [Sales] How B2B Marketers Can Build Meaningful Customer Relationships In 3 Steps
    Maybe an emergency situation made the rash purchase of a new department printer – whatever was on sale – necessary. Sometimes a business product or service can be purchased without much consideration. Often, what’s bought are simple or inexpensive consumables, interchangeable in the mind of the buyer with other products or services in the same category. Business strategists recognize interchangeability as the death knell for a company.
  • HUBSPOT  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] 33 Tweetable Tips That'll Help You Master LinkedIn [Infographic]
    15) Use your LinkedIn profile as a sales tool. When it comes to spending time marketing on social networks -- whether you''re marketing your company or marketing yourself -- you''re constantly deciding where to spend your time, and how much time to spend. How much time should we spend on each network for it to be worth it? It turns out that LinkedIn is one of the most powerful (yet often underutilized) social networks today.
  • BIZNOLOGY  |  MONDAY, MAY 16, 2016
    [Sales] 10 secrets to research the best SEO keywords
    As a content marketer, you easily find that search engine optimization (SEO) can kill your online sales and prospects if not executed properly. SEO is a puzzle to some. Researching the best SEO keywords is an essential part of your online strategy, that is, if you want to be seen. Before slapping content up on a website, be sure you’ve done your keyword research.
  • WEBBIQUITY  |  TUESDAY, JANUARY 21, 2014
    [Sales] 20 More of the Best Social Media Marketing Guides and Tips of 2013
    Jeff Bullas lists 20 things to share on social media “that can assist your business to be viewed as a leader in its industry and drive inquiry and sales and help you get found online,” including Slideshare presentations, infographics, company news releases, and “Share your humour…mix up your serious content with some humourous photo’s, articles and even cartoons.”
  • BIZNOLOGY  |  TUESDAY, OCTOBER 21, 2014
    [Sales] The ole one two three four five six seven punch
    They’re your top sales people, they’re the lawyer you have on retainer, they’re the real estate agent who got you that house. ” Well, that’s the X-factor, maybe: likeability, charm, tact, timing, and not just making everything about business, about the pitch, about the sale. There’s a belief that it’s essential to connect with someone seven times on behalf of your brand before you make a sale.
  • MODERN MARKETING  |  SUNDAY, NOVEMBER 30, 2014
    [Sales] 4 (More) Attributes of Your Next Content Marketing Star
    Michael has more than 25 years of marketing and sales experience, having successfully launched and sustained three start-up ventures, as well as driving innovative customer creation strategies for large technology organizations (IDC, Kenan Systems, Prospero (mZinga) and Millipore). Editor's Note: Today's post comes courtesy of Michael Gerard , CMO of Curata. He is responsible for Curata's marketing strategy and all related activities.
  • ACT-ON  |  TUESDAY, APRIL 12, 2016
    [Sales] Agencies Under Pressure to be More Digital
    Have the ability to get clients’ sales and marketing teams to agree on a behavioral and demographic lead scoring methodology? At the same time, the digital disciplines (and modern marketing ecosystem) also break through organizational boundaries into sales, customer success and IT. The economy continues to dig its way of the recession, and businesses that hunkered down for years are beginning to market themselves again.
  • BIZNOLOGY  |  THURSDAY, MAY 21, 2015
    [Sales] Does advertising or engagement build stronger brand equity among Millennials?
    the perceived value a brand) firmly arrived in the 1980’s when consumer goods’ companies reacted to a surge of cutthroat discounting with a new search for a more sustainable way to boost sales and profits. He immediately set out to change the overall business culture from sales intensive to brand building, by increasing prices and advertising. The resulting sales and profit growth was remarkable, as well as the stronger brand equity for its key products.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] REVTalks Smashes the Executive Knowledge Gap
    Live Talk: Join us at REVTalks’ for “ Look, Up in the Sky… It’s a… Sales Superhero! Description: Josiane Feigon , a pioneer of the Sales 2.0 movement, and author of the new book Smart Sales Manager, is one of 36 speakers who will present at REVTalks. In her talk, Feigon will not only review the desired sales and marketing alignment, but will also describe the best qualities of the most successful salespeople.
  • ACT-ON  |  THURSDAY, APRIL 21, 2016
    [Sales] Happy #GetToKnowYourCustomersDay
    This highlights a bigger challenge many marketers experience, which is how to help their companies keep and grow their customers after the sales conversion. Do you have a way for your customer success or service folks to share the customer feedback they receive with marketing, sales, accounting and anyone else who may be touching the customer? Keeping your customers makes good business sense.
  • HUBSPOT  |  SUNDAY, FEBRUARY 9, 2014
    [Sales] Pinterest FAQs, Browser Bookmarks, and More in HubSpot Content This Week
    Wish your sales organization was a lean, mean, money-making machine? Good news: Elay Cohen, Salesforce.com''s former SVP of sales productivity, has some great advice for you. In his post , featured on Inbound Hub''s Sales section , Elay walks through three key steps to improving management productivity. Here''s a question: How do you become a better inbound marketer? Well, for starters, there''s experience.
  • THE FORWARD OBSERVER  |  THURSDAY, AUGUST 20, 2015
    [Sales] How To Pitch Lead Generation Blogging to Old School Executives
    This is called sales).". Don’t lose hope – there’s a trick that has helped me get a number of old school executives to see the blogging light to use helpful content to attract interest, traffic, leads and sales. Are you frustrated trying to explain how a blog can generate leads? Start with the facts. Then use an old school example that was ahead of its time.
  • HUBSPOT  |  SATURDAY, JANUARY 4, 2014
    [Sales] 30-Day Blog Challenge Tip #3: Be Yourself
    I love sales calls now -- they typically have already connected with me via the blog and aren''t as ''testy'' as leads that come from offline sources.". From January 2-31, we are challenging everyone to blog more to see firsthand the results that blogging can generate. Participating companies should submit their blog URLs on this page to enter the challenge. Winner(s) will receive a complimentary ticket to INBOUND 2014 and be featured on the HubSpot Inbound Marketing blog.
  • HUBSPOT  |  THURSDAY, JANUARY 9, 2014
    [Sales] A Practical Guide to Planning a Successful Inbound Marketing Campaign
    Your goals should me more concrete than "raising awareness" and more achievable than "tripling sales in a month." To guide your new leads to a point at which they may be ready to talk to your sales team, attach a lead nurturing campaign or series of relevant follow-up emails to your offer. Welcome to January -- a time of new energy, new calendars, and lots and lots of planning.
  • BIZNOLOGY  |  FRIDAY, NOVEMBER 13, 2015
    [Sales] Are you making these common PR mistakes?
    When you are done writing the release, go back and make sure to remove anything that is an opinion, sales forward, or wouldn’t appeal to a busy reporter. Image Credit: Isentia. Press releases are a popular tactic to gain media attention for your brand. Whether you are promoting an event or something else newsworthy happening for your company, there are guidelines that you should follow.
  • BIZNOLOGY  |  FRIDAY, JUNE 29, 2012
    [Sales] Why you shouldn’t bring your social media (completely) in-house
    Very few small or medium-sized companies maintain their own in-house accountants, designers, publicists, reputation and crisis managers, or marketers — some don’t even have their own dedicated sales teams. Photo credit: edrabbit. I really believe it’s bad advice to recommend that companies fire their social media consultants, experts and agencies only to bring everything internal.
  • WRITING ON THE WEB  |  WEDNESDAY, OCTOBER 28, 2015
    [Sales] Build a Product Funnel on Your Blog:Make Your Content Marketing Profitable
    They want information and education, maybe even with a little entertainment, not sales pitches. Are you building a product funnel on your blog? In my recent blog posts, I’ve been talking about ways to earn money blogging using two different methods: Sell products directly through your blog (or website). Sell products or services because of your blog , or indirectly.
  • B2B MARKETING TRACTION  |  TUESDAY, DECEMBER 9, 2014
    [Sales] Get a Jump on Your Competition with Pre-Launch Marketing
    You may have been able to seed your target audience with some pre-product positioning and education as to why they need your product or service, thereby reducing your sales cycle and increasing the rate of customer acquisition in your first few months. “But wait a minute,” you say, “what do you mean, pre-launch marketing ? We don’t even have our product ready!” ” That’s right – I said pre-launch marketing.
  • THE ROI GUY  |  WEDNESDAY, APRIL 25, 2012
    [Sales] Alinean Challenges Frugalnomics to Drive Record 2012 Q1 Performance
    Driving B2B Sales & Marketing Revenue by Quantifying the “Cost of Doing Nothing” and Cost-Justifying Change to Frugal Prospects Alinean today announced record results for Q1 2012, driven by the development and launch of several significant value selling and marketing campaigns for Alinean’s existing blue-chip accounts, and the addition of six new customers including Dassault Systems, GE Healthcare, Concur, Kony, Isilon Systems, and Abiquo.
  • CONTENTLY  |  WEDNESDAY, SEPTEMBER 28, 2016
    [Sales] Ask a Content Guy: How Do I Monetize My Content Marketing?
    Hundreds of people work in the ad-sales departments of major publishers. A sales rep. That being said, I think we’ll see more companies monetize their content marketing through ad sales or sponsored content. As I sat down to write this month’s column, I decided to do something that I should have done months ago. For the first time, I Googled “content marketing mailbag” to see if anyone else is doing this. It turns out they’re not.
  • HUBSPOT  |  THURSDAY, JANUARY 26, 2012
    [Sales] When Lead Scoring Is a Waste of Marketers' Time
    Lead scoring can not only help your sales team prioritize leads so they focus on the best ones first, but it can also show how high in quality the leads you deliver to them are. Your Sales Team Doesn't Have Enough Leads. Unless your sales team is overwhelmed by the number of leads you're throwing at them, you don't need to worry about lead scoring. Your sales team doesn't need to know which leads are the best if they don't have enough leads to begin with.
  • B2B MARKETING INSIDER  |  FRIDAY, AUGUST 28, 2015
    [Sales] The Role Of Emotions And Goals In B2B Buying Decisions
    We see this paradigm’s influence on marketing and sales strategies continue unabated. Whereby communications, content, and sales conversations are focused on comparative analysis, criteria, and requirements. For example, marketing and sales automation attempts to force fit fields for rational quantitative analysis. These are not much different than the rationality-based sales training and profiling of the ‘70s and ‘80s.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, NOVEMBER 24, 2016
    [Sales] Pega Customer Decision Hub Offers High-End Customer Journey Orchestration
    Pega positions Customer Decision Hub as part of its core platform, which supports applications for marketing, sales automation, customer service, and operations. My previous posts about Journey Orchestration Engines (JOEs) have all pointed to new products. But some older systems qualify as well. In some ways they are even more interesting because they illustrate a mature version of the concept.
  • ANNUITAS  |  TUESDAY, JULY 19, 2016
    [Sales] The (Almost) Lost Art of Listening in Demand Generation
    Whether that manifests as marketers listening for the sound bites that prove their messaging is on point or “happy ears” when sales is sure that the prospect is ready to buy despite signals to the contrary, improving our ability to listen is key to content strategy for a successful demand generation program. Marketers talk. A lot. Well, a lot of us do. But some of the best, most successful marketers I’ve known listened a lot more than they talked.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MAY 28, 2015
    [Sales] 40+ B2B Marketing Statistics and Benchmarks to Inspire Performance Throughout 2015
    Over 50% of CMO’s believe that in the next three years, marketing more than any other channel (IE, sales, support, etc) will be responsible customer experience moving forward. 60% of B2B marketers consider mobile as a “crucial enabler” and conduit of their overall sales. Here in the Greater Boston area, we’ve finally shaken off a bitter winter and look forward to the warmth of summer.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 5, 2017
    [Sales] 6 B2B Online Marketing Predictions for 2017
    These longer pieces of content are great for capturing email addresses which can be leads for your sales team. Having shoddy content or content assets that are hidden behind pushy sales forms or pop-ups, will lead to a lower brand reputation and a frustrating customer experience. This year, there are so many great things to look forward to when it comes to what’s next in B2B online marketing.
  • B2B MARKETING INSIDER  |  TUESDAY, SEPTEMBER 3, 2013
    [Sales] The Four Biggest Content Marketing Pain Points
    This involves overlaying inputs from multiple points such as SEO reports, listening scans, CMS & CRM data, conference reports, sales insights, customer insights and research reports, etc. This is a guest post from ComBlu president and co-founder Kathy Baughman, covering their new eBook on the biggest content marketing pain points, and which they are graciously offering for us here with no registration required… Why is Content so Painful?
  • VIEWPOINT  |  THURSDAY, JULY 11, 2013
    [Sales] Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing
    Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. You may have a target audience, but do you really understand your buyer? Acquity Group created an infographic that takes a look at buying trends based on generation.
  • HUBSPOT  |  MONDAY, JANUARY 17, 2011
    [Sales] Demand Creation vs. Cold Calling
    Teicko is the founder of Focus To Grow , a sales and marketing development firm. The purpose, however, of the communication should not be getting the sale today, but finding potential customers. I'm absolutely amazed at how many pundits and sales consultants recommend this as a viable approach to sustainable demand creation. Stop using your salespeople to find potential customers, and start making investments that will help create demand for your sales team and your company.
  • MODERN MARKETING  |  SUNDAY, DECEMBER 22, 2013
    [Sales] Are Healthcare Companies Successful Driving Awareness in the Dawn of Healthcare Reform? [CHART]
    Sign up to receive more sales and marketing performance snapshots in your inbox! by Peter Rojas | Tweet this After all the mixed news about healthcare.gov and healthcare reform, we sought to find out how different healthcare industry marketers performed in the dawn of the Affordable Care Act. Did healthcare marketers increase their marketing activities? Did increased marketing activity correlate to increased website visits?
  • NUSPARK  |  SUNDAY, MAY 5, 2013
    [Sales] 7 Recent or Unique Google Adwords features you should be utilizing today.
    If you’re a simple e-commerce site, you can enter the average cost-per-sale. When you run as many substantial internet marketing and paid search programs as we do, you realize how many new features occur over time, whether it is within Google Adwords, Bing Ad Center, Facebook Ads, or YouTube ads. Every week we review the blogs and releases from the platforms we use, and test new features on ourselves first before recommending them to clients.
  • MARKETRI  |  THURSDAY, JULY 19, 2012
    [Sales] Learn to Market Now! Why Young CPAs, Lawyers, Engineers and Other Professionals Need to Hone Their Skills from Day One.
    ” He encourages staff CPAs to ask their Partners if they can participate in prospect sales calls. Young accountants, engineers and lawyers enter into their respective fields because that is what they want to practice. Many of these professionals are “left brained” because they are often said to be more logical, analytical and objective.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Sales] 3 Important Lessons for Lead Gen and Life
    Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. Tweet This year, more than ever, has been humbling for me. People look to me as an expert at lead generation because I wrote a book and speak about it. But it seems the more I learn, the less I think I know.
  • SNAPAPP  |  TUESDAY, APRIL 14, 2015
    [Sales] Oracle’s Modern Marketing Experience Asks: What Does It Mean To Be Modern?
    That validation was in the numbers – more sales pipeline, increased lead flow, and faster sales cycles. Last week, I joined nearly 3,000 marketers in Las Vegas for the inspiring Oracle Marketing Cloud Modern Marketing Experience – a 3 day, action packed event celebrating amazing customer experiences that only marketing can deliver. Throughout the conference, I found myself and many of my peers asking the same question: what does it mean to be “ modern ” in 2015?
  • EARNEST ABOUT B2B  |  TUESDAY, JUNE 21, 2016
    [Sales] Your invitation to Experiential Lab
    B2B events can no longer just be about putting a pop up banner in front of a table and expecting prospects to be lured in by the dead-eyed stare of your sales people. As you’ve probably noticed, in recent years breath-taking experiences have become increasingly important in the world of marketing, becoming a key tool that all brands are going to need to add to their arsenal.
  • LEADSLOTH  |  WEDNESDAY, AUGUST 11, 2010
    [Sales] 25 Great B2B Content Marketing Articles
    For example, the complex sale is usually unique to B2B selling, and that’s when you would map content to stages in the buying cycle. While doing research for my upcoming webinar on creating content that converts , I found many great articles on B2B Content Marketing. Here are the 25 articles that I liked best. Most are blog posts, but I’ve also included some eBooks. My focus is on B2B, rather than B2C. Often, some of the basics are the same, but not always.
  • HUBSPOT  |  TUESDAY, MAY 15, 2012
    [Sales] Why List Segmentation Matters in Email Marketing
    Your Contacts Are at Different Points in the Sales Cycle. This means your contacts are at different points in the sales cycle, and they require different types of information and communication depending on which point they're at. Don't you think your email to Fred should provide targeted content that caters to someone who is in that stage of the sales cycle, rather than an email written with general content in an attempt to also include Tom?
  • HUBSPOT  |  MONDAY, JULY 20, 2015
    [Sales] How to Use Analytics to Get a Promotion: 10 Metrics That'll Help Your Cause
    The next step is promoting that piece of content on various channels to drive leads for their sales team. After you generate leads, they go to the sales team and ultimately turn into revenue. You can pass along that information to your sales team to help them prioritize their time and get in touch with the leads that are more likely to close. Not only does this drive higher revenue for your company, but this promotes sales and marketing alignment.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, NOVEMBER 16, 2011
    [Sales] Vendor Selection: Writing a Good Requirements Document
    Remember all that yammering about how today’s buyers do their own research, don’t talk to sales until late in the process, and get their information from social media rather than experts? But more complex scenarios could include inputs from Web analytics, order processing, point of sale, accounting, and elsewhere. My last two posts (not counting this morning’s detour into Marketo-land) described common errors marketers make when selecting marketing automation systems.
  • CONTENTLY  |  WEDNESDAY, SEPTEMBER 28, 2016
    [Sales] 4 Questions You Need to Answer Before You Create a Content Plan
    Advanced organizations go beyond standard industry metrics such as sales and leads, or vanity metrics such as likes and pageviews. Identify the intersection of passion points and pain points for consumer personas at each stage of their journey through the sales funnel.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 19, 2012
    [Sales] Online Advertising Ready To Takeoff In 2012
    This may be a further sign of things to come for traditional print media as some publishers consider the costs of print and declining ad sales and subscriptions for all-print media. Earlier this week, I wrote about the multiple reports coming out that identify massive growth in mobile marketing ad spend and impressions.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 6, 2011
    [Sales] 9 Amazing Mobile Marketing Statistics Every Marketer Should Know
    I attended Dreamforce in San Francisco last week to learn about new sales and marketing tools and techniques. This is a guest blog post written by Jamie Turner. As the founder of the 60 Second Marketer, he is an in-demand marketing speaker and is currently writing a book entitled Go Mobile with Jeanne Hopkins, the director of marketing for HubSpot. The hot topic this year was mobile.
  • VERTICAL RESPONSE  |  FRIDAY, SEPTEMBER 18, 2015
    [Sales] 6 Free SEO Tools to Boost Your Search Engine Rankings
    Let’s say you run a hardware store and you want to ramp up sales of shovels this winter. Have you ever wondered how to get your website to come up in search results? Of course you have. Every small business wants to be found online , but it isn’t always an easy task. Website traffic doesn’t follow the Field of Dreams mantra, ‘If you build it, they will come.’
  • BIZIBLE  |  MONDAY, FEBRUARY 15, 2016
    [Sales] How to Use B2B Referral Marketing to Gain New Customers
    Using testimonials will help improve and drive more sales because new customers want to hear from real people. The key to success for your business is attracting new customers, while maintaining your existing B2B clients. If you want to manage a smart business, you must be able to grow your customer base.
  • BIZIBLE  |  WEDNESDAY, OCTOBER 7, 2015
    [Sales] Why Marketing Attribution and Marketing Automation should Shake Hands and Call It Even
    When a lead becomes an opp and is eventually closed as a customer, that generated revenue is attributed to each touchpoint along that customer’s journey through your marketing and sales funnel. Marketing automation and marketing attribution have oft been pitted against each other, like bloodied boxers in a ring waiting for the bell so that one or the other can finish the job.
  • TONY ZAMBITO  |  SUNDAY, AUGUST 21, 2011
    [Sales] Buyer Behavior Dooms HP in Tablet Market
      Most often you get people dedicated to showing their prowess for in-depth knowledge of features and spec – or worse – you get sales people who simply don’t care. Image by HP PSG APJ via Flickr. The sudden news of Hewlett-Packard’s (HP) decision to exit and essentially give up on the Smartphone and Tablet markets has some analysts and market watchers reeling.    This amounts to an outright ceding to Apple and their success with the iPhone and the iPad. 
  • MODERN MARKETING  |  WEDNESDAY, DECEMBER 12, 2012
    [Sales] What Marketers Need to Deliver the Right Product, Right Place & Right Time
    Additionally, it’s important to identify how the length of the sales cycle differ from product to product. by Sylvia Jensen | Tweet this Back in school we thought we learned everything about marketing. It doesn’t take long in the real world to learn that even the 4 P’s could use some updating. But one thing hasn’t changed. It’s still about the right product, the right place and the right time.
  • KAPOST  |  TUESDAY, SEPTEMBER 6, 2016
    [Sales] Product Marketing Best Practices: The Power of Customer Knowledge
    What does the process look like? Define your customers: segmentation and personas. What is your value: positioning. How will you communicate your product’s value: messaging. What should sales need to know to serve customers : sales tools. What should customers know about your product: customer materials. Using Sales Cards and Value Propositions.
  • HUBSPOT  |  FRIDAY, JUNE 7, 2013
    [Sales] Facebook Kills Sponsored Stories, Cuts Ad Products in Half
    These changes should help marketers be more specific about what they want to do with their Facebook ads -- get more in-store sales, generate more conversions, get more app installs -- and they actually, you know, do that. My buddy over at Nanigans broke some news to me this morning -- Facebook has announced it''s getting rid of Sponsored Stories. To be honest, it''s hard for me to remember how Sponsored Stories differ from the 26 other ad products Facebook has.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 8, 2017
    [Sales] 4 Non-Marketing Skills You Need to Become a Better Marketer
    They care about return on marketing investment, revenue and sales, reduced costs, and improved cash flow. By Kerry Gorgone, {grow} Contributing Columnist. Marketing isn’t a department. It needs to be a way of life throughout your organization. Human Resources needs to market the company to prospective applicants. Product development must make a quality deliverable or marketing will prove impossible.
  • WRITTENT  |  TUESDAY, FEBRUARY 10, 2015
    [Sales] 9 Tried-and-Tested SEO Strategies for 2015
    Are they capturing new sales and business? Sound SEO strategies lead to online success and business growth, but with the web and search engines constantly evolving, it can be hard to know what those are. To complicate matters, there’s a lot of misinformation out there. The solution is pretty simple, though: keep abreast of changes and follow industry best practices.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 30, 2015
    [Sales] 4 Perspectives That Should Shape Your View of Value Propositions
    Communicate it, such as through sales, advertising and packaging. Tweet If you think a value proposition is just a catchy phrase or the elevator speech your salesmen can spout off to customers, consider what Michael Lanning, the creator of the term, has to say. “It It should drive what you communicate, but more,”he explained. “It It should be the heart of your business strategy — an articulation of how customers will be better off if they do what your business proposes.”.
  • EARNEST ABOUT B2B  |  WEDNESDAY, FEBRUARY 1, 2012
    [Sales] This is the week that was: Looking ahead
    Sales cycle shift of the week: The sales cycle is the ultimate map for marketers to follow. If your activities hit the right people at the right time during their sales journey then you are on to a sure winner. This week MarketingSherpa looked into the relationship between the average deal value size and the length of the sales cycle – showing that as we see the size of sale declining in B2B we also see the length of the cycle shortens.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 21, 2016
    [Sales] SAS by the Sip: SAS Viya Offers Open APIs to Individual Services in the Cloud
    But the benefits of the new SaaS systems have made new sales harder, especially in peripheral markets such as marketing applications. SAS held its annual Global Forum conference this week, which marked the company’s 40th anniversary. One key to its long-lived success was an early decision to sell software by annual subscription, rather than the one-time perpetual license standard in the industry when SAS started.
  • HUBSPOT  |  WEDNESDAY, MAY 23, 2012
    [Sales] The Inbound Marketer's Complete Guide to Newsjacking
    If you found an opportunity to write a blog post , launch a social media campaign, get press coverage, or generate some sort of sales or lead gen offer in all of those scenarios, then you're a newsjacker -- and that's a great thing to be as an inbound marketer! Newsjacking refers to the practice of capitalizing on the popularity of a news story to amplify your sales and marketing success. Breaking news, you guys! Something really important happened in your industry.
  • HUBSPOT  |  WEDNESDAY, JULY 15, 2015
    [Sales] Why Individuals Slack Off When They're Working on a Team
    Whether it was a baseball team when you were growing up, a team of volunteers working to clean up a local community, or a marketing team working to support your sales department -- it's likely that you've experienced the feeling of strength in numbers. Your marketing department is matched against the sales team in a winner-take-all, eight vs. eight battle of the rope. At some point in your life, you've probably been on a team.
  • BIZNOLOGY  |  TUESDAY, MAY 6, 2014
    [Sales] Lurkers are the 99.989% of Social Media
    While we all want conversions to sales and we want true-believers, true-bluers, and a hoard of fan fanbois, marketing and sales isn’t only about farming and over-farming the same superfans again and again. Sam Fiorella , Partner at Sensei Marketing , recently wrote “ Community Management: The 90-9-1 Rule is Dead ,” about how the old concept that 90% of all your followers are just lurking, 9% are engaged, and that only 1% of the community actively produces content.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, AUGUST 7, 2011
    [Sales] Five indispensable lessons for Twitter success
    3) Bury the sale. It’s hard to believe but my three year Twitter anniversary is approaching so I’ve been reflecting on this channel and what it has meant to me. I know this may sound bold but it’s undeniable that Twitter has changed my life. I’ve learned so much and discovered wonderful people who have become great friends, collaborators and business partners.
  • BIZNOLOGY  |  TUESDAY, SEPTEMBER 8, 2015
    [Sales] Top tools to keep your contacts in order. in theory
    That said, it might be working since I do pay cash for their Sales Navigator CRM and their built in attempt at slaying Salesforce and all the rest has actually worked for me. I mean, LinkedIn is ground zero for sales, for selling, for hiring, and for getting hired. At the end of the day, Linkedin Sales Navigator is the only CRM I am currently using because it’s deeply integrated into my LinkedIn sales process. I’m always struggling with my contacts.
  • MARKETRI  |  THURSDAY, FEBRUARY 16, 2012
    [Sales] Are You Listening to the Voice of the Customer?
    In B2B marketing, where the sales cycle is long and complex and every touch can move you towards or away from getting and/or maintaining the business, invest in listening to the “voice of the customer.” Why Customer Insight is King in B2B Marketing. The starting point for almost all B2B marketing initiatives involves gaining insight about the customer through surveys.
  • RADIUS  |  TUESDAY, OCTOBER 18, 2016
    [Sales] Is Predictive Marketing Now Mainstream?
    With a CRM that automatically recommends new customers, sales teams can be effective, and technology now allows both B2B and B2C CMO’s to acquire customers in a data-driven fashion such that every marketing program can be attributed to a prospect in the funnel and that prospect’s stage within the funnel. In fact, a recent study from Demand Metric found that 80 percent of marketers blame marketing and sales flops on data quality. This was originally published on Medium.
  • KOMARKETING ASSOCIATES  |  TUESDAY, DECEMBER 6, 2016
    [Sales] How B2B Companies Are Using LinkedIn Marketing Ad Campaigns [Interview]
    Or bottom of the funnel campaigns that influence sales opportunities or keep your brand top-of-mind? The “2016 LinkedIn Ads Benchmark Report” from Bizible found that most B2B software and business service companies (50 percent) consider their LinkedIn marketing strategies to be successful. Additionally, 70 percent have invested in LinkedIn marketing ad campaigns for demand generation purposes. We spoke to Jordan Con , a marketer with Bizible, for more insight into the report’s findings.
  • HUBSPOT  |  MONDAY, JUNE 8, 2015
    [Sales] 7 Inspiring Examples of Omni-Channel User Experiences
    At its core, omni-channel is defined as : a multichannel approach to sales that seeks to provide the customer with a seamless shopping experience whether the customer is shopping online from a desktop or mobile device, by telephone or in a bricks and mortar store.”. If you walk into one of their stores, you’ll find sales associates armed with iPads that are available to give you on-the-spot, accurate, and up-to-date product information.
  • BIZIBLE  |  WEDNESDAY, APRIL 26, 2017
    [Sales] Land & EXPAND: How to Accurately Measure Customer Marketing in an ABM World
    First, it means that they can align with the sales and customer success teams, who are also aligned to revenue. When B2B marketers think of account-based marketing, what first comes to mind is identifying target accounts and personalizing campaigns to engage key personas within those accounts. While these are important, this is all just part of the “land” phase: closing new customers.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 14, 2014
    [Sales] How to Democratize Product & Process Innovation: What We Learned by Hacking
    We already assume these companies are inundated with sales pitches for technology products and services, and most of them are well-covered in that regard. That being said, can sales, marketing, business development, operations, finance, HR and IT teams hack out innovative programs and processes too? Right now, our marketing leaders are hosting a Sales Kickoff 8,000+ miles away, in India. What can we learn from cross-training eng and sales? Innovate or Die.
  • EVERYTHING TECHNOLOGY MARKETING  |  SATURDAY, FEBRUARY 19, 2011
    [Sales] 5 Steps to Social Media Leads with Content Marketing
    Until the marketing automation system indicates that your lead is qualified and ready for direct sales engagement. One of my recent posts (“ The Top-10 B2B Marketing Trends for 2011 ”) received a lot of great comments. The number one marketing trend for 2011, according to the 17,000 member B2B technology marketing group on LinkedIn, is the increasing integration of social media with traditional marketing tactics to drive qualified leads.
  • WRITTENT  |  TUESDAY, JULY 2, 2013
    [Sales] Creative Marketing Ideas From 10 Great Thought Leaders
    Sheridan is a firm believer that the companies which address their customer’s questions during the sales cycle are the ones who will win business in the end, a principle that revolutionized his fiberglass pool company. It’s easy to lose sight of the end goal, but most companies can’t afford the risk of creating content that’s not ultimately sales-driven. Without the advances of bold thought leaders, there would be a lot fewer creative marketing ideas floating around.
  • B2B MARKETING INSIDER  |  THURSDAY, FEBRUARY 16, 2012
    [Sales] The Leadership Gap in B2B Marketing
    Generating leads is one important aspect of what we do in marketing but while we are busy talking about how to meet the needs for sales today , we are losing ground in our ability to meet the needs of our customers tomorrow. CMOs feel largely unprepared for the challenges of today’s marketing challenges when it comes to the changing buyer, the corporate pressures to contribute and the skills and tools they have to work with.
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