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  • 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.
    [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] 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.
    [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.
    [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.
    [Sales] How to Create an Organizational B2B Content Marketing Strategy
    For example, let’s say your company offers corporate training on B2B sales strategy, your target audience is coming to your website to solve the problem of not having enough sales and keeping long-term customers. By this logic, an ideal content pathway would be Home -> Need Sales -> Sales Training Services -> Contact.
    [Sales] What's the Deal With This Whole 'Context Marketing' Thing?
    When you're creating marketing that's targeted at people's point of need, it stands to reason that marketing will perform much better for you, because you aren't delivering marketing content that's misaligned with their interests or stage in the sales cycle. This could be perceived as a conversion nightmare, but with dynamic CTAs that adjust depending on who is visiting the page , you can actually surface a CTA that automatically aligns with the visitor's stage in the sales cycle.
    [Sales] 88 Expert Content Marketing Posts Worth Another Read
    The Best Content Types for Each Stage of the B2B Sales Cycle [Infographic] by MarketingProfs. B2B buyers consider short, text-based content most useful at the beginning of the sales cycle, and time-intensive content types (videos, detailed guides, etc.) Sales and marketing tactics are the primary instrument for businesses to generate revenue, per Randy Bowden.
    [Sales] 3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness
    But keep in mind the balance of scoring: Under-score and you can potentially miss opportunities; over score and you run the risk of creating frustration among sales reps experiencing high rejection rates. by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Alexandre Papillaud , Director, Global Demand Center at McAfee. Lead scoring is a widely discussed strategic topic among marketing automation users.
    [Sales] Personalizing Your Content to Drive Engagement
    You must create a dynamic website experience that is designed to encourage prospects to convert to customers and shorten sales cycles. This also gives you the chance to maximize engagement and sales by delivering incredibly personalized website experiences for each customer based on current as well as past behaviors. With more content than ever online with which your brand must compete, learning how to personalize your content to drive your engagement has become essential.
    [Sales] Brand advocacy as a marketing strategy
    As control of an online conversation continues to shift, we are experiencing a power transfer from sales and marketing arms to that of the informed and empowered customer. They’re increasingly sought after by sales and marketing practitioners to be incorporated in their strategies. Performance based evaluation of a program to find or create more advocates exponentially increases sales growth. Part 1: Observations.
    [Sales] Nominate Your Favorite Small Town to Receive a Main Street Revival Worth $500,000
    sales, and 55% of all jobs. What’s your favorite small town? Surely you have one – a nostalgic place where the local coffee shop, antique store, and farmer’s market feel like a setting in a Nicholas Sparks novel. In response to the shrinking economic growth and decline in quality of life in small towns, a renewed energy has been building around helping ‘Main Street’ flourish.
    [Sales] Why Your Referral Program Should Incorporate Content Marketing Strategies
    Conversations —No heavy sale. In the professional services client experience journey , content plays a critical role in both pre-sale (marketing and business development) and post-sale activity. SEE ALSO: How Business Development Roles Can Leverage Marketing to Close the Sale. In the pre-sale stage of the client journey, it is important to get content out to potential clients. Content’s Role Pre-Sale. Content’s Role Post Sale.
    [Sales] 15 Creative Examples of Branded Pop-Up Shops
    The space offered Glossier products for sale, but as founder Emily Weiss explained, selling tubes of moisturizer and lip balm wasn't necessarily the pop-up's top priority. The store, which was developed by ad agency Organic , featured ice cream, manicures, chocolate, comfy clothing, and Kotex U products for sale. Marketers spend a lot of time trying to nail down abstract concepts.
    [Sales] Social Media: How Motorola Solutions uses Facebook to generate more engagement
    While Hudmon can’t reveal exactly how many leads her team receives from Facebook, she said it generates more sales, support and general inquiries about Motorola Solutions’ offerings than any other social media channel. “We’re Tweet If you think Facebook is no place for B2B marketers, think again. And, consider the experience of Motorola Solutions.
    [Sales] Lead Generation: How Lithium Technologies uses webinars to grow its customer database
    Sales professionals use these events to gauge the interests of their leads. Tweet If you’re looking for a consistent way to build a list of highly qualified leads – then you might want to pay closer attention to what Bonnie Thomas, Director of Content Strategy, Lithium Technologies, is doing. Thomas is growing her database month over month – with minimal investment of resources – after discovering how her marketplace loves to learn through webinars. “In
    [Sales] When free social listening tools don’t cut it
    If you are just looking at individual conversations to find trending stories or to pick out sales leads, free tools might be fine for you. Every day, someone asks me why they should pay for social listening technology. Full disclosure: I server as a senior strategist for Converseon and Revealed Context.] Often, the answer is that they shouldn’t. I mean, if all you want to do is detect a crisis leaping out of control, free tools can do that.
    [Sales] Offline Marketing: Build, Send, and Track Postcards with Lead Liaison Multi-channel Marketing
    Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. ALLEN, TX .
    [Sales] Interesting Infographics: Create a Killer Social Media Strategy
    64% of sales teams use social media to reach their sales quotas, and 61% of B2B marketers use it to build leads. Facebook, Twitter, Snapchat, Instagram, Periscope, LinkedIn … the list of platforms used by marketers goes on and on. Why the intense focus on social media marketing these days? It’s where your customers are: 74% of adult internet users are active on social media and 55% of buyers use social media sites when researching products.
  • ACT-ON  |  THURSDAY, OCTOBER 29, 2015
    [Sales] Not Your Father’s Rebrand: Can the Old Be New Again?
    More than 40 million YouTube views later, and with a 27 percent increase in sales year-­over­‐year in the first six months after the new line of commercials’ debut, Old Spice’s hipper, younger rebranding was accomplished. While those sales might have begun to dip again in the past year, the company still serves as an inspirational model of what a rebrand can accomplish when paired with an honest and forward-­thinking reappraisal of a product’s potential.
  • BIZNOLOGY  |  MONDAY, MARCH 10, 2014
    [Sales] Mobile is dead: start thinking mobility now…
    This year, smart phone use in the United States will hit 80%, tablets will overtake sales of PCs, and already about half of online traffic is taking place on the mobile web. (Photo credit: Irita Kirsbluma). Since 2005, we read and hear that each approaching year is going to be the “year of mobile” or that “mobile advertising will become more than important than digital” At same time, we understand that all media is digital media.
    [Sales] New Data: Why Your Fans Aren't Following You on Social Media
    Want more insights for marketing, plus data for sales and customer service from our Social Lifecycle study? When it comes to social media, many of us take an “if you build it, they will come” approach. Popular advice tells us that consumers want to be able to connect and engage with brands on just about every platform imaginable, so your brand should hop on any new platform immediately. What’s your Ello strategy, by the way?). But does that approach actually work?
  • ACT-ON  |  TUESDAY, NOVEMBER 3, 2015
    [Sales] Five Videos Every Company Needs
    This also makes the sales process faster and cheaper, since videos are doing some of the heavy lifting that salespeople might otherwise do. What comes to mind when you think about companies using video? For many people, the Dollar Shave Club video is high on the list. That kind of entertaining content is great, but it’s not the whole picture. Many companies also use video to sell. Again, great! But video can do even more for your company.
    [Sales] How to Get Marketing Results from LinkedIn Group Discussions
    According to Stephanie Sammons , Manager of a LinkedIn Group of over 3000 financial advisor members: “LinkedIn has told me that they are filtering out posts by keywords that have any sort of promotional context, but they wouldn’t give me specifics other than telling me that words like ‘sale’and ‘promotion’ were part of the algorithm. There is an art to getting followers and engagement on social media platforms like LinkedIn.
    [Sales] 5 Tips to Better Website Conversion Rates: Part One
    For most B2B websites a “conversion” typically is measured by a visitor filling out a form, providing you with their personal information for sales or marketing follow up. No amount of increased website traffic will fill your lead pipeline if you make it difficult for your visitors to ‘convert’ on your website.
    [Sales] Why the economics of blogging are diminishing
    ” 5 Lessons from 5 Years of Online Business and Blogging 10 simple tweaks to generate more sales through blogs. By Mars Dorian, {grow} Contributing Columnist When I started blogging about five years ago (back when we felt smart with dumb phones), I devoured every blog post about how to write epic blog posts.
    [Sales] You’ve gotta blog like there’s nobody watching
    Don’t get me wrong, they’re all very aware that they’re being scrutinized and that they must protect the privacy of their children, friends, family, businesses, employers, and brands, but they also know that business is personal, work is personal, selling is personal, sales are personal, and that the most successful business people lead with relationships, friendships, and trust well before anyone ever gets to CVs, resumes, case studies, or client lists.
    [Sales] 3 Strategies Your Ecommerce Company Should Borrow From Amazon
    Amazon is fantastic at this: each product for sale includes a "customers who bought this item also bought" section, a "customers who bought this also viewed" section, and a "frequently bought together" section. Is there any retailer that’s revolutionized the online shopping space as dramatically as Amazon?
    [Sales] Consumer Brand Manufacturing Spotlight: Mobile Christmas Failure
    More numbers that will make e-commerce marketing managers shudder: Average sales to desktop users were $107.72 M-commerce fared poorly on Christmas Day last month, at least according to IBM data. How bad? E-commerce sites had 288% higher conversion rates on desktop than on smartphones.
    [Sales] 6 Ways Your Coworkers Can Help Make Your Next Event a Success
    Your sales reps and managers are a wealth of knowledge when it comes to understanding your target market/audience. Running an event that aims to provide educational value can be more successful than a straightforward and traditional sales event. Here are some opportunities: Account Management/Sales: Referrals and reviews are all exceptionally effective marketing techniques, and that extends to organizing event speakers, too.
  • VIDYARD  |  TUESDAY, APRIL 26, 2016
    [Sales] Introducing the Worst Buzzword Ever: #Crexecution
    We forgot what our prospects were looking for, and what our sales team needed to sell. So swallow up your pride, and go talk to sales, go talk to customer support, go talk to whoever is going to be using the asset you are producing. The sales guy who thinks some of his potential clients won’t “get the joke”. Marketers complain all the time that creativity gets killed by too many processes, but creativity let loose often loses track of what the end goal truly is.
  • ACT-ON  |  MONDAY, SEPTEMBER 12, 2016
    [Sales] The Guide to a Successful Employee Advocacy Plan
    Customer-facing roles, such as sales, marketing, and customer success should be prioritized. For example, Hinge Research reports that sales reps are 51% more likely to attract and develop new business, while marketing and customer success personnel will gain thought leadership opportunities. From Tweeting, to Facebooking, to posting on LinkedIn and Google+, B2B marketers are in an endless social race.
    [Sales] Tetris for Small Business: Stopping the Slow-Death Cycle
    The sales and operations optimization strategy you employ for your business is less like the experience of purchasing from a designer’s showroom, and more like building an entertainment center from IKEA. The ‘Too-Many-Hats’ Problem. At launch, sustaining an influx of leads is is a B2B small business owner’s top priority — and by extension, engaging with current customers is priority 1.5. After all, we know customer advocates pay the bills.
    [Sales] Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B 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 Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Christopher Ryan shares his observations during a recent technology conference. He noted that booths look the same with little differentiation and are staffed with untrained talent.
    [Sales] Don’t Miss the London Growth Strategies Conference!
    Do you want to learn how to use social media and mobile marketing to grow your sales and revenues? Tickets: On sale now at the special Tomorrow People rate of £135. Save on tickets to the London Growth Strategies Conference, a hands-on social media and mobile marketing workshop, with Tomorrow People. Would you like to improve your inbound marketing skills at a hands-on workshop taught by some of the world’s leading experts ?
    [Sales] 7 Social Media Time-Sucks to Eliminate Today
    You have one Twitter account for customer service, another for marketing, and yet another for Sales. At the end of the day, it's all about sales. While there are definitely metrics that can be good indicators of revenue and sales, there are some that just generally don't matter. In inbound marketing, we talk a lot about optimization -- optimizing your content for search engines , optimizing your website for lead generation , optimizing your social media presence.
    [Sales] 3 Content Pieces that can Damage Your Online Reputation
    Negative content can affect your sales and addressing the criticism on the site may not be enough. Online reputation management is not something that a lot of businesses think about regularly. Yet it is an important part of business because news can spread quickly on the internet influencing large groups of people. Unfortunately, negative news spreads a lot more quickly than positive news. There are three types of negative content of which companies should be aware.
    [Sales] How to Make a Chart or Graph in Excel [With Video Tutorial]
    and in Columns B,C, and D, I have the responses to the question, “Does your company have a formal sales-marketing agreement?” Building charts and graphs is part of most people''s jobs -- it''s one of the best ways to visualize data in a clear, easily digestible manner. But it''s no surprise that some people get a little bit intimidated by the prospect of poking around in Excel. I actually adore Excel, but I work in Marketing Operations, so it''s pretty much a requirement.
    [Sales] Novice to Social Media Smarty Pants in 4 Helpful Tips
    With your goals, try and adopt a ‘Why Process’ where for example you take what it is you want to achieve i.e. To generate sales … and ask yourself why? Direct sales content: This could be in the form of an offer i.e. Buy now and get 20% off or a simple ‘Try it for yourself’ direct CTA. Taking the smoke and mirrors out of becoming a social media pro.
  • ACT-ON  |  MONDAY, JULY 18, 2016
    [Sales] From Scratch: Four (Free) List Building Strategies
    Influencers, whether they’re journalists, analysts or bloggers, can drive sales. Ensuring your visitors have a seamless and positive “omni-channel” experience consistently across all touch points – web, mobile, social and in-person – will build confidence, credibility, trust and ultimately, sales for your clients and their clients.
    [Sales] “I don’t spend on social because I don’t understand it.”
    “I don’t believe” is just another way of saying “no sale.” Photo credit: Wikipedia. Someone recently told me that this is what her boss says every time she tries to get him to do something–anything–in social media: “I don’t spend on social because I don’t understand it.”
    [Sales] 4 Lessons Game of Thrones Can Teach You About Email Marketing
    You could find ways to improve your products, enhance customer service and increase your sales. Many Game of Thrones fans are still reeling from the season premiere. The much-anticipated fifth season of the hit HBO show is known for its twisting plot lines and conniving characters, but it can also teach us a thing or two about email marketing.
  • ACT-ON  |  FRIDAY, OCTOBER 21, 2016
    [Sales] An SEO?s Guide to Bottom-of-Funnel Keywords
    Determining the right keywords often requires a thorough understanding of your buyer’s journey through the sales cycle. The goal at this stage is to take the relationship to a mutually satisfying closed sale. Help the Sales Team Close. Getting the buyer’s attention at this point is a way you can support your sales team (and so your company’s bottom line) quickly.
    [Sales] New Guide Delivers 5 Keys to Hiring a Digital Marketing Agency
    a leading business to business (B2B) marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. Leading B2B Marketing Agency KEO Marketing Releases Marketer’s Guide for Hiring a Highly-Effective Digital Marketing Agency.
    [Sales] Personalize B2B Lead Generation—3 Ideas from the Holiday Season
    This could be your email marketing piece, an article on your blog, a landing page on your website, a social media update, a product or service you take to market, customer service, post-sales maintenance and support, and absolutely every interaction you have with your audience. So think about how you can personalize your lead generation and lead nurturing efforts to drive leads deeper down into the sales funnel.
    [Sales] Integrated: Modern Marketing’s Latest Buzzword
    If you are responsible for driving leads to a sales team, your take on integrated marketing might be more internally focused. Specifically, it might be more about how you move a prospect through your internal marketing and sales machine. In the realm of business marketing, there are many words and phrases that are so overused that their meanings have become obscured. A great example— integrated. Depending on who you ask, integrated could mean a number of things.
  • ACT-ON  |  THURSDAY, NOVEMBER 10, 2016
    [Sales] Rethink Podcast Episode #6 – Interview with ListenLoop’s Rodrigo Fuentes about Getting Started with Account-Based Marketing
    Number one, it’s marketing and sales teams agreeing to, Number two, target named accounts through, Number three, one or more communication channels, and Number four, measure results based on accounts moving down the funnel rather than individual leads moving down the funnel in a CRM. Account-based marketing requires buy-in from management, from the sales team, from various teammates in marketing, and then you’re coordinating these very complex plays.
    [Sales] Getting to Yes: 5 Marketing Automation Myths Debunked
    By not investigating automation’s opportunities and upside, many business pain points – lack of efficiency, slow funnel flow, decreasing sales, lackluster revenue – just get worse. It provides a digital infrastructure that allows marketing and sales to understand and interact with buyers in a relevant, personalized way throughout the entire lifecycle. See the Gleanster Research report, What Sales Can Really Expect From Marketing Automation ). Two marketers walk into a bar.
    [Sales] From the Phonograph to Spotify: The History of Streaming Music
    But not long after these were available for sale -- around the 1890s -- phonograph parlors were established, were patrons could pay a nickel to listen to a recording. It was founded in 1894, within the era of phonograph parlors, for the “sale of phonographs, wax phonograph cylinders and shellac phonograph discs.” Perhaps it had something to do with the $5 million in sales that Caruso earned for Victor.
    [Sales] At MongoDB, Scalability is Key to Smart Pipeline Growth
    Young companies face key obstacles in growing the sales pipeline at the speed they need to succeed — like scaling campaigns far beyond what’s possible with a small staff, and quickly responding to marketplace trends. Mat Rider, global director of digital and social media at open-source database company MongoDB , faced this scenario when trying to revamp its SEO and SEM programs. The improvements worked: The company saw a 330 percent increase in leads across just two quarters.
  • FATHOM  |  WEDNESDAY, MAY 18, 2016
    [Sales] Tapping into Your Data Goldmine: Cross-Channel Knowledge Sharing
    Instead of simply observing how many clicks, leads, or sales a particular channel delivered, look even deeper to find useful learnings such as demographic data, user behavior, or marketing attribution paths that could be used across multiple channels. Your sales team should be able to use the geographic data to see where sales or leads are up, and where it might be beneficial to focus on to increase those numbers.
    [Sales] 7 Common Grammar Myths You'll Never Fall For Again
    And sales, too.) Although none of us are perfect, spelling and grammar matter in marketing. Consistently correct grammar makes your content more credible and could impact its performance, too. Just look at what happened to NBC. But there''s a lot of conflicting advice out thereabout what things are (and aren''t) grammatically correct. To help us all get on the same page, we''ll debunk seven common grammar myths in the post below. Myth #1: You shouldn''t end a sentence with a preposition.
  • HUBSPOT  |  FRIDAY, APRIL 11, 2014
    [Sales] Why Search Volume Doesn't Matter as Much as You Think
    In the first case, you may attract more people who are interested in all kinds of analytics: marketing analytics, sales analytics, etc. Search volume calculates the numbers of times a keyword is searched for in a particular search engine. Previously, it was the marketer''s go-to metric to figure out what keywords would be the best to optimize around. However, as we (and search engines) have become smarter about how we optimize for SEO, that has all started to change.
  • THE POINT  |  THURSDAY, APRIL 19, 2012
    [Sales] How Big is Too Big? One Email Offer That’s Tough to Ignore.
    I would do one of two things: either a) turn the questions into benefit statements, as in: “In a compelling report from the experts at the Aberdeen Group, learn the secrets behind how some sales teams consistently exceed their quota” and so on, or b) move the questions into the headline, where they’d serve to grab the reader at first glance. As any regular reader of this space will know, I am a fierce evangelist for the “sell the offer, not the product” approach to B2B email creative.
    [Sales] Social Data, Structured Data & No Data: SMX East 2013
    They’ve (businesses) realized that social media isn’t a transactional engine or sales machine, so they’re dropping half-baked indicators that gauge secondary effects, such as financial return. As B2B marketers, it’s our responsibility to understand what all this data means and how we can use it to improve campaigns and drive more leads and sales. Last week I headed south to New York City to speak on a panel at SMX East.
    [Sales] 2 Lessons Marketers Can Learn From Star Wars
    According to an IDC study released about a year ago, 65% of B2B buyers usually engage a sales rep only after they’ve already made a purchase decision. Ticket sales alone suggest George Lucas and Disney have a knack for crafting a story so the disruptive years between films build suspense, enticing viewers to return for the next chapter rather than lapse to disinterest.
  • HUBSPOT  |  THURSDAY, MARCH 27, 2014
    [Sales] Google Maps Gallery: Showing Your Work Just Got a Lot Easier
    Google Maps Engine allows organizations, government agencies, and retail companies (among other industries) to show location data on a custom Google Map, including project locations, sales territories, or commercial locations. National Geographics Society is using Maps Gallery to show different areas of the world and also promote the sale of their print maps produced by their Map Department, which has been producing maps since 1915.
  • HUBSPOT  |  TUESDAY, MAY 8, 2012
    [Sales] The 10 Greatest Marketing Campaigns of All Time
    In 1988, Nike sales were at a measly (hah) $800 million; by 1998, sales exceeded $9.2 Because of this campaign , milk sales in California rose 7% in just one year and to this day you still can't escape the millions of “Got” parodies. I’ve always been a little leery of proclaiming anything "the best." I never declared anyone my best friend as a kid because I was afraid my other friends might assume I thought less of them.
    [Sales] 4 Ways to Use Social Media to Increase Your Email List
    By building an email list that’s full of quality prospects and customers, you have the chance to augment your sales and boost your brand. Your email list is valuable which is why you should continually add contacts to it. Keep the collection process rolling by using social media to enhance your strategy. Here are four ways to go about building your email list via social media. Use the Facebook call to action button.
    [Sales] 10 Commandments of Social Media For B2B
    Social Media is a necessary tool to have in your toolbox but will not be the only source of traffic to your site or sales leads. As marketing managers, adding a new social media network to your strategy or just trying to juggle the day-to-day can easily get us bogged down in the details instead of looking at the bigger picture.
    [Sales] Quality Above Quantity: Giving the Cold Call the Cold Shoulder
    Maybe one out of every ten people you called turned into a sale. If you approach each sale like this, the less likely you are to need cold calls because by providing value to each customer and in turn generating more business. You can also use this to keep track of what referrals turned into sales- and then have those sales listed as new contacts for referral. Maybe cold calls worked in the past.
    [Sales] 5 Key Steps to Selling Through Social Media
    Once you have engaged in a healthy number of non-sales-related conversations, you can ease into conversations about your product – if, and only if, it’s relevant. Don’t do all of this with only a sale in mind – do it for the sake of helping someone fulfill the needs that you have discovered they have. Ask for the sale. Up until this point, you may have executed brilliantly on social, dancing around the actual sale.
  • KAPOST  |  FRIDAY, APRIL 8, 2016
    [Sales] A Recipe for Social Selling: Social Selling Begins and Ends with Content
    As these relationships grew, many of them entered our sales cycle and became customers. Social selling is a lot like making the perfect chocolate soufflé; everybody wants to do it, but only a few know how to make it really work. I’m one of those few people who understand social selling. As part of the marketing team at Dynamic Signal, I manage all of our digital marketing and social media efforts. Little did I know that would include social selling.
    [Sales] 3 Marketing Lessons From Drug Dealers
    Whether you sell heroin or coffee, each sale has the actual ‘cost of goods’ as well as any transactional costs involved in making the sale. Although the transaction costs are all the same, by selling more of the larger sizes, Starbucks is able to generate more sales across a wider spectrum and likely gets more high-profit sales than if they just sold just one version. Share it with us so we can all expand our sales and marketing expertise!
  • SNAPAPP  |  MONDAY, MARCH 14, 2016
    [Sales] Marketers Have Spoken! Did Your Favorite TV Show Make The Cut?
    No, it’s not any many qualified leads you want for sales. Over the last couple of weeks, we’ve been asking marketers an important question. Nor was the question about your greatest marketing challenge (though we do want to know that too!). No, the question was much simpler than that: What’s your favorite TV show to binge watch? Marketers are leaders. You work hard to get your company’s name out there and get leads to fill your funnel.
  • ACT-ON  |  WEDNESDAY, JULY 27, 2016
    [Sales] 3 Ways to Optimize Your Email Subject Lines
    for online sales) rather than simply as an interpersonal communication tool. Your customers (and your potential customers) are consistently bombarded by email. The key to getting those customers to open, click and engage with your emails is to make it worth their while, beginning with optimizing your email subject lines. According to a Radicati study : In 2015, the number of emails sent and received per day was more than 205 billion.
    [Sales] How to Become a Marketing Guru, in 8 Steps
    Sales enablement. Get a goofy hairstyle. When it comes to style, gurus are basically soccer stars. Side note: Thank you William Kulp for inspiring this idea. Your comment is the only good thing on LinkedIn I’ve ever read.).
    [Sales] The 5 digital dynamics that are transforming marketing
    Your competitive landscape is no longer just businesses that directly intersect with your geographic location, your primary distribution channel, or your narrow circle of rivals who always used to come up in sales calls. As I prepare for the MarTech Europe conference coming up in a few weeks, I’ve been thinking about “digital transformation” — a topic that is entwined in the evolution of marketing, even though it’s much, much bigger than just marketing.
    [Sales] 5 Ways to Maximize Google Webmaster Tools for Better SEO
    Check to make sure your images are still working, all the links are correct and even try adding a call to action into the post if you don’t have one already, to help drive sales or sign ups. . Google Webmaster Tools is a powerful resource for website owners, webmasters and SEOs alike. Once you’ve set up Google Webmaster Tools , you might be wondering what to do next. If you need basic tips, check out our Beginner’s Guide to Google Webmaster Tools.
    [Sales] How to Entice Your Clients to Join the Marketing Automation Party
    Boosts Lead Conversions: Lead scores start to soar and prospects are getting hot, so it’s time for marketing to pass the lead off to sales to convert them to bona fide customers, and voilà, revenue is up. In addition, the higher lead conversion rates demonstrate better alignment between marketing and sales. Let their concerns about sales and marketing drive the conversation.
    [Sales] Buyer Personas: Learn the Five Insights You Need to Nail Them – Webinar July 2
    When you can answer these questions with detail and clarity, you have a template for your next buyer, a model that can guide your decision-making and strategies for persuasive messaging, content marketing, product or solution launches, campaigns and sales alignment. How to use buyer personas to gain insights for marketing and sales. Who buys your product or service? And why? And who obviously needs your solution, but seems to resist?
    [Sales] Introducing The VerticalResponse Integrations Marketplace
    Kickbox enables you to import your VerticalResponse email lists into their platform, and quickly and easily remove disposable email domains including role-based email addresses (like admin@, info@, sales@). Picreel detects exit behavior and triggers an appropriate popup in the form of a newsletter, update, offer, free download, or other options to help grab that lead, and convert traffic into sales.
    [Sales] How To Have A Sexy Campaign In An Unsexy Industry
    LinkedIn is also necessary for B2B companies to rely on for generating sales and gaining new customers; the percentages are 57% and 45% respectively. Let’s be honest here – business products lack sex appeal. This is why social media promotions in the B2B industry can be particularly tricky, which is an opposite undertaking within the B2C industry.
    [Sales] Got 5 Minutes? Use It to Find a New Prospect on Social Media
    As a social media manager, it’s your job to figure out how to find who those prospects are and get them to your sales team -- and fast. As Vaynerchuk mentioned, social media prospecting is about creating context with people so that your social interactions might eventually lead to a sale. Do you remember the children’s book Where’s Waldo?
    [Sales] 32 questions you should ask when you interview a martech leader
    How do you envision working with sales, in an ideal environment? On a scale of 1 to 10, how is your relationship with sales now? When we call someone from sales operations to ask what you were like to work with, what will they say? This guest post by Erica Seidel is part of a regular column she writes, Ask the Martech Recruiter.
    [Sales] 6 referral-selling killers
    Brad’s advice for sales leaders: When you commit to referral selling, you get what you ask for, so get your team ready to service your new referral business. When you implement a strategic referral program, you: Double your sales force without adding to your payroll. Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. Or because you haven’t incorporated referrals into your sales process?
  • HUBSPOT  |  THURSDAY, MAY 21, 2015
    [Sales] The Democratization of Ecommerce Through SaaS (and the Importance of Uptime)
    In total, the 2014 holiday season saw a 7% increase in ecommerce sales –– bumping up the total revenue to $100 billion. While online and mobile shopping continue to dominate the retail industry, especially during high volume shopping periods like the holidays, an online store’s biggest concern isn’t that they won’t make any sales –– but that they will make too many. The holidays seem so far off, but trust me: they are approaching full speed.
    [Sales] 4 Ways to Find Marketing Qualified Leads on Twitter
    When do you know there’s a good chance of generating interaction, winning a new customer and increasing your sales? This week, we’re happy to welcome a guest post from Socedo’s Teena Thach, social media and marketing specialist. You already know that social media platforms like Twitter have the potential to build your client base – and your bottom line. But how do you know when you’re looking at a marketing qualified lead?
    [Sales] 4 Reasons to Attend Marketo’s Road to Success Virtual Event
    Marketing today is less about the sale and more about the journey. The Marketing Hourglass is an innovative approach that will help your organization focus on the total customer experience, putting your marketing, sales, and customer service functions on the road to success. Author: Lizzy Funk Recently, I’ve found myself confronted by a harsh reality: marketing is hard. Now don’t get me wrong – I love a challenge, and I wouldn’t be in marketing if I didn’t!
  • BIZNOLOGY  |  FRIDAY, JUNE 5, 2015
    [Sales] It’s a bad sign if no one uses your website search
    And most will find another site, with you losing the sale. Frustration isn’t usually correlated with higher sales, so perhaps it is time to work on an obvious frustration point here. I’ve been working with several clients recently to improve their website search, and have been noticing something new. Lack of volume. A rule of thumb is that between one and ten percent of website visitors use website search to find something within your website.
    [Sales] Adometry Combines Attribution with Optimization
    The company says optimization typically yields a 20% to 40% improvement in ad-to-sales ratios. So…my last two posts on attribution systems ( MMA and VisualIQ ) were among the least popular ever, right down there with Marketing Lessons from Chernobyl (which, let’s face it, was in pretty poor taste). But vox populi isn’t always vox Dei , eh? I think it’s an important topic, so here we go again.
    [Sales] The What, How, and WOW Factor of Effective Conversion
    Prior to joining Avid, Arpine was a journalist in post-Soviet Russia, a telemarketer and inside sales team leader for a global telecom company. by contributor | Tweet this Today’s post comes courtesy of Arpine Babloyan , Sr. Manager of Online Demand Generation and Lead Management at Avid, where she manages a team of marketing automation and pipeline generation rock stars.
    [Sales] The Best Example of a Human Email…EVER.
    If done right, good marketing will lead to excitement around your product or services which (fingers crossed) leads to more sales, more revenue. Author: DJ Waldow “We don’t have time for a long email, and neither do you. It’s very important that we all stay focused and get to the bottom of this Jay-Z / Solange / Beyoncé situation. We’re collecting clues, so if you have any tips please tweet them to @Eat24 with #Eat24Investigates.”.
    [Sales] How to Explain Content Marketing to Non-Content People
    Sharing helpful information shows that Colgate cares about your needs and wants, not just toothpaste sales. It’s a win-win situation—you got the information and item you needed, and REI got a sale.” “What do you do?” ” It’s a simple question that kicks off conversations at networking events, parties, and family gatherings—but it can be deceptively difficult to answer. How do you respond when non-content people ask you what your job’s about?
    [Sales] Deconstructing the Four Stages of the Industrial Buy Cycle
    Industrial Marketing Automation Industrial Marketing Blog Industrial Marketing Strategies Industrial Websites Integrated Industrial Marketing Press & News Releases Random Thoughts Sales Strategies Search Engine Optimization (SEO) Social Media Marketing Social Networking Website Design & Development White Paper Marketing Recent Posts High-Performance Email Marketing for Attracting and Engaging Industrial Buyers Have Digital Marketing and Social Media Killed the Industrial Sales Job?
  • BIZNOLOGY  |  THURSDAY, MAY 19, 2016
    [Sales] Your experience and qualifications are not differentiators!
    I recently started a discussion within different LinkedIn groups where I asked consultants , sales, and marketing leaders how they were differentiating themselves from others in their industry. In my upcoming LinkedIn Profile Makeover Webinar , I’m sharing how to turn your LinkedIn profile into a complete sales and marketing tool that communicates value.
    [Sales] 5 Reasons Why Your Channel Partners Are Underperforming
    Channel sales has so much promise for enterprise software and SaaS companies. The leverage you can get from a performing […
    [Sales] Big Data Usage Benchmarks and Performance By Industry [Chart]
    Sign Up now for Eloqua’s Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! by Marilyn Cox | Tweet this Big Data, Big Deal? Big Data is, well, a big buzzword right now. Solution providers are working furiously to solve the challenge of big data. Many organizations are exploring big data usage and are left wondering, “Should this be a strategic focus?” ” According to The CMO Survey , approximately 5.5%
    [Sales] Google+ on its Third Birthday
    Most people have nothing to do with entrepreneurship, startups, small business, affiliate marketing, brand promotion, selling, sales, or online reputation. Real communities realize that in order for the bills to be paid and to remain a viable community, one needs to pay dues, run bake sales and hold raffles. Clubs never form because they get to pay dues, sell ads, run bake sales or hold raffles. I have been covering Google Plus since its inception three years ago.
    [Sales] An Investigation Into the ROI of Direct Mail vs. Email Marketing [DATA]
    Some options might be to send them an email, use direct mail, engage with them in social media, or have your sales team reach out. As marketers, we're often faced with a do-this-or-do-that decision when planning our strategies. There’s no limit to the number of channels and marketing tools we have at our disposal, so sometimes, due to resource restraints, we're forced to make the tough choices.
    [Sales] 19 Brands with a Cult Following (And What You Can Learn From Them)
    Sales for the bubbly drink have more than doubled over the past two years, but chances are, you won’t see a ton of LaCroix TV ads. In fact, a study that measured consumers’ brain activity in response to ads found that higher activity indicated a 23% increase in sales volume. Within 11 years, the brand was boasting $50 million in sales -- having never run a single ad -- and $100 million by 2015.
    [Sales] A Scorecard for B2B Marketing Operations [Download Evaluation]
    Workflow configuration involves establishing a tracking paradigm for workflow outreach by both the marketing and sales teams. What are the true measures of success in a marketing operations role? There are frameworks, best-practices, and KPIs that apply across the board, sure. But how does an individual in a marketing operations role evaluate their personal success? And how does a company evaluate their level of sophistication in the area of marketing operations?
  • HUBSPOT  |  SUNDAY, AUGUST 3, 2014
    [Sales] This Week's Top Content: 4 Must-Read Posts on Marketing Optimization
    If you really want your website to increase conversion opportunities and sales, you need to know the basics of eye tracking research. It’s always interesting to see how the general theme across the most shared blog posts from the week changes from week to week. Last week, it seemed as though various aspects of using Twitter for marketing was the hot topic. This week, the most popular topic was optimization.
    [Sales] Marketing’s Uneasy Relationship Between Research and Creativity
    In an article published by the Harvard Business Review , the researchers found that most companies are “underinvesting in creativity” and “the types of creativity that agencies currently emphasize are often not the most effective ones at driving sales.” Today’s marketers can collect data on almost everything. We know how many people are buying certain products. We know their annual income, how many kids they have, where they live, and what they eat for breakfast.
    [Sales] Spring-Cleaning: Social Media Tips & Tricks to Organize Your Accounts
    A successful social media strategy helps businesses increase brand recognition and loyalty, boost conversion rates, drive referral traffic and more, all in effort to generate sales. As a Bostonian, I’ve been patiently (not really that patiently) waiting for the warm weather to hit and all of the 110.6 inches of snow to melt. With the winter officially over and the snow finally starting to clear, we can now focus on the brighter things in life – spring.
  • 6SENSE  |  THURSDAY, MARCH 2, 2017
    [Sales] This Is My Story, and I’m Sticking to It
    They need to demonstrate ROI, produce metrics that tie their efforts to sales leads, serve up contacts and campaigns (not to mention the outcomes of those campaigns), invest time in marketing attribution…and track results from brand to demand to revenue. When the sales cycle is shortened, everyone wins. So, the next time sales is clamoring for higher quality leads, finance is looking for pipeline numbers and the CEO is scrutinizing your budget again, remember: stick to your story.
    [Sales] What Marketers Everywhere Can Learn From P&G's 1,600-Person Layoff
    CEO Robert McDonald said he can't keep increasing his ad budget even if sales continue to increase because of the prevalence of "more efficient" expenditures like Facebook and Google. That's more valuable and efficient for my sales and search engine strategy than any ad campaign.". Steve still advertises to current customers and super-qualified leads in the bottom of his sales funnel.
    [Sales] The Truth about Social Media Leads
    Social plays a key role throughout your entire sales pipeline, beginning before prospects are even identified (while they research and follow your thought leadership on social media sites), to after they become customers (as they remain loyal customers through retention and cross and up-sell opportunities). by Jason Miller There are hundreds of differing opinions regarding the effectiveness of using social media for lead generation.
    [Sales] 5 Considerations Before You Step Up Your MarTech Stack
    Commerce and Sales. Author: Heidi Bullock 2017 is right around the corner and you’re probably knee-deep in 2017 planning. Many of us are looking at our budgets, people, and of course technology. With the abundance of new technologies available, it can be easy to get distracted by all the shiny new objects. But with a solid strategy in place, you can navigate the MarTech landscape and adopt the best solutions for your organization to step up your stack.
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