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  • PUZZLE MARKETER  |  TUESDAY, APRIL 10, 2012
    [Sales] 5 Offers to Drive Lead Generation
    Even more so when you can match them up with your sales data and discover little nuggets like customer lifetime value or simple conversions. Many companies try to double-dip their lead generation tactics by putting up a pay wall or going straight for the sale in exchange for their content. It shouldn’t be a lone sales pitch with a form saying “give us your phone and email so we can call you 20 times during dinner” Your website should be a tool driving conversation.
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 20, 2014
    [Sales] Let the market view in
    Whatever the root cause, the consequences of making decisions without true market based facts can be quite dramatic, leading to unrealized sales, campaigns that fall flat and products that fail to excite those they are intended for. There have always been marketers who rely on subjective data and unsubstantiated hypotheses. They have a point of view, are comfortable with their perspective and only accept information that confirms their opinions.
  • HUBSPOT  |  TUESDAY, APRIL 19, 2016
    [Sales] The Top 3 Ways to Use User-Generated Content in Ecommerce
    They not only attract shoppers’ attention, reviews lead to more sales and in turn to more reviews. Social proof is essential to any marketing strategy. User-generated content (UGC) in the form of customer reviews and pictures addresses the ecommerce pain point of uncertainty that affects shoppers and store owners alike, while providing social proof.
  • SCRIBBLELIVE  |  WEDNESDAY, MAY 25, 2016
    [Sales] How To Map Content To Your Conversion Funnel
    The goal is to continually adjust your strategy at each stage to stack the deck in favor of an eventual sale and longterm customer relationship. At this stage, your content is focused on providing your audience with valuable information or entertaining content, not a sales pitch. Now that you’ve made a sale you have the opportunity to create a brand advocate!
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 16, 2015
    [Sales] How to Use LinkedIn to Generate Leads
    Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. Your materials should be a resource, not a sales push for you or your prospects. Tweet You need to rethink the way you use LinkedIn.
  • ACT-ON  |  FRIDAY, OCTOBER 16, 2015
    [Sales] How to Perform a Social Media Audit: Measure What Matters
    Using technology that allows the capture and attribution of leads can take you beyond total traffic and engagement (which are good) and tie those visits and interactions to real sales dollars (which is even better). Metrics that show revenue: Leads, opportunities and closed sales attributable to social. Social media is long past the novelty stage.
  • CONTENTLY  |  WEDNESDAY, JULY 27, 2016
    [Sales] Why Dollar Shave Club Is Unilever’s Instagram
    If you take the industry out of the equation and look at this as a strict content play, a better comparison for the sale price would be other media companies like Instagram ($1 billion) or Tumblr ($1.1 “Dorco’s blades are f*cking great.” ” That’s what Michael Dubin really should’ve said in that famous launch video for Dollar Shave Club, the men’s grooming company he founded and just sold to Unilever for a billion dollars.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 14, 2012
    [Sales] 4 Tips to Succeed With Marketing Automation
    As you become familiar with the platform you’re probably doing some targeting, you’re using email effectively as a channel, and the quality of the leads you’re sending to sales is much better than before. But you want to take your marketing to the next level by exploring areas such as social marketing, segmentation with dynamic content, or improving the way you work with sales to get the highest returns on your marketing efforts.
  • HUBSPOT  |  FRIDAY, MARCH 13, 2015
    [Sales] What Happens After You Get a Bid on Shark Tank?
    How does appearing on the show affect brand awareness, site traffic, and sales? When the website launched later that year, she made $10,000 in sales the first day. As soon as she was able to promote the episode (two weeks before the actual air date), Boobypack''s traffic and sales started to climb. But has that web traffic translated to sales? And since then, sales have kept up.
  • KOMARKETING ASSOCIATES  |  THURSDAY, NOVEMBER 10, 2016
    [Sales] 30+ Statistics Designed To Guide B2B Social Media Marketing Strategy in the New Year
    Additionally, more than half of the respondents with a presence claim that they do not have integration between their social media channels and their marketing and sales systems, which is noted as a significant contributor to ROI. It’s that time in the year again. As we head toward the end of 2016, marketing budgets and planning for the new year will begin to take focus.
  • BIZIBLE  |  MONDAY, JANUARY 11, 2016
    [Sales] 5 Questions B2B Companies Should Ask Their Paid Search Agency
    It’s immeasurably helpful for all important information about a potential customer to be kept in the same place in order to streamline the marketing and sales process. However, some attribution systems only use a single-touch model, where all of the revenue credit is given to one touch along the entire marketing and sales funnel. Businesses should be smart about where they invest their marketing budget, of course.
  • VIDYARD  |  WEDNESDAY, OCTOBER 19, 2016
    [Sales] Welcome to Viewtopia: Vidyard Announces Speakers for 2016 Video Marketing Summit
    It’s a perfect opportunity for marketers, sales leaders and business executives to discover what’s really working and to gain practical advice on how to use video in a more strategic way to deliver real results.”. His research centers on how companies can use online video platforms for sales and marketing operations and how they can enhance their business using video collaboration and video conferencing.
  • VERTICAL RESPONSE  |  TUESDAY, MAY 26, 2015
    [Sales] Use Pinterest Analytics to Increase Visits to Your Retail Website
    By understanding the analytics on your Pinterest business account you can maximize your website visits and sales. By connecting your brand with your audience’s interests, you can drive increases in engagement as well as website visits and sales. Pinterest is a social networking site in which users post and share – or pin – pictures. The site’s visual format and user base have unique value for retailers.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 2, 2015
    [Sales] 5 Tips for Making Your Customer Marketing Shine Bright During the Holidays
    Holiday marketing can also help grow your pipeline into 2016 as it sets a solid foundation for sales and marketing plans as they head into the New Year. Effective campaigns should create goodwill and engagement opportunities that sales needs to stay in touch and get the deals closed. You can even have sales give the prospect a call when they claim their gift.
  • HUBSPOT  |  SUNDAY, FEBRUARY 23, 2014
    [Sales] LinkedIn Profile Stalking, New Banner Images, and More in HubSpot Content This Week
    Social selling is more than a buzzword; it’s a crucial part of how successful sales teams communicate with their leads. That’s why HubSpot, LinkedIn, and Evernote hosted a webinar this week to discuss how organizations can align their sales and marketing teams to develop the tools that make social selling work through context, content, and collaboration. A Sales & Marketing Love Story From LinkedIn & HubSpot.
  • VERTICAL RESPONSE  |  THURSDAY, MAY 22, 2014
    [Sales] The 5 Most Overused Phrases in Subject Lines – Hurry, Before They’re Gone!
    ” or “ 24 Hour Flash Sale” for the same kind of impact, but in a new way. ” or “2 days left on our big sale” - Lists: “6 Looks That Go From Boardroom To Boardwalk!” A good email subject line can make your email marketing efforts pay off big time; a bad one can make your subscribers tune you out. It’s no wonder that the subject line is one of the most important parts of your email, and something worth mastering.
  • LEAD LIAISON  |  THURSDAY, NOVEMBER 5, 2015
    [Sales] Understanding When to trigger Lead Follow Up
    That could result in a lost sale. Naturally, losing a sale is something you never want to happen. Do you know the right time to follow up with leads? It can be tricky to know the best time. If you follow up too soon, before a lead is actually ready, you run the risk of losing them. Conversely, if you wait too late to follow up, you also run the risk of losing them, albeit to the competition.
  • VIEWPOINT  |  THURSDAY, AUGUST 23, 2012
    [Sales] PowerViews with Tim Riesterer: Targeting Prospects via Status Quo Clusters
    Tim has more than 20 years experience in marketing and sales. Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. You actually have to build stories for the front part of the buying cycle or sales cycle that include the ‘why change’ discussion and build stories for the ‘why us’ discussion.”.
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 5, 2009
    [Sales] Smashmouth Review - LeadLander - Who's Really Visiting Your Site?
    This was valuable as we identified that the referring site for the Oracle visit was their intranet site from their weekly sales call. This marketing/sales approach to website stats is extremely useful. He shared with me "LeadLander was designed to turn traditional web analytics statistics that benefit marketing staff into reports that benefit sales staff, by providing specific information about the companies and people visiting web sites.
  • MARKETING ACTION  |  TUESDAY, MAY 26, 2015
    [Sales] MarTec, Meet AdTech: the Future of Marketing Automation
    Recently Josh Bland, host of TechnologyAdvice’s “ Expert Interview Series ” (dedicated to the nexus of marketing, sales, and technology) interviewed our own Paige Musto, Act-On’s Director of Communications. They’re going online and looking to their social network, they’re looking at third-party review sites, and they’re getting more information on their own before they pick up the phone to contact someone on the sales team.
  • HUBSPOT  |  TUESDAY, MAY 17, 2016
    [Sales] 4 Attention-Grabbing Examples of User-Generated Content in Ecommerce
    Industry-specific measurements enhance reviews and ensure that the most important information that can make or break a sale is communicated to new shoppers. User-generated content grabs shoppers’ attention, engages existing customers and increases sales. User-generated content (UGC), like customer photos and reviews, increases engagement, encourages shoppers to convert into buyers and boosts word-of-mouth marketing.
  • BIZNOLOGY  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Are Daily Deals Sites a Good Deal for Your Business?
    Deals sites aren’t a sales channel unto themselves. So, incorporate them into your sales and marketing plans where they make sense. Or think about directing sales to specific channels, to avoid the displacement issues mentioned above (e.g., Image by Getty Images via @daylife. Lots of conflicting evidence exists around deals sites, with opinions running the gamut from “they’re awesome” to “run far, run fast.”
  • KAON  |  WEDNESDAY, OCTOBER 21, 2015
    [Sales] B2B Marketing: Virtual display saves money and increases engagement for complex solution
    SUMMARY: Seagate Technology, a leader in data storage solutions, transported High Performance Storage Solutions that literally weighed a ton to show its product at trade shows and sales presentations. But when it decided to expand to building systems around hard drives, it meant that the company had to adopt additional sales strategies. ” When sales people wanted to present details about the product, they would use slides. Case Study conducted by MarketingSherpa.
  • VIDYARD  |  THURSDAY, DECEMBER 15, 2016
    [Sales] Have You Met V-Bot?
    Whether you’re in a marketing, sales, communications, or support role, V-Bot wants to help you set your business apart from the crowd, create awe-inspiring results like you’ve never had before, and reach your own incredible potential. When you think of technology and software, do you think of something that’s cold, mechanical, and unfriendly? Software is something for the IT department to deal with, right? Something you have to use to get your job done.
  • FATHOM  |  TUESDAY, MAY 13, 2014
    [Sales] Infographic: Online Advertising Trends for Education
    Think about your business model and sales funnel. This year Fathom Education released its first EDU Standard Marketing Report , summarizing all the latest important stats for higher ed in Q1 2014. Today, we are introducing a complimentary infographic highlighting the big picture of education advertising and everything you might have missed from the Standard! If a picture is worth a thousand words, this infographic is certainly worth (at least) a $1,000 in ROI potential.
  • BIZNOLOGY  |  WEDNESDAY, NOVEMBER 27, 2013
    [Sales] B2B prospecting data just keeps getting better
    A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. (Photo credit: Wikipedia). The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title.
  • ACT-ON  |  THURSDAY, OCTOBER 20, 2016
    [Sales] Neuromarketing: Using Neuroscience to Supercharge Results
    They vigorously tested strategies for appealing to their target audience , driving more sales and generating greater results. It speeds up the sales cycle. Advertising legends such as David Ogilvy, Claud C. Hopkins and Leo Burnett understood the power of neuromarketing. Back then, they just didn’t call it that. They knew down to a science what worked — and what didn’t. Like these advertising giants, some marketers today are using neuroscience to supercharge results. And so can you.
  • SNAPAPP  |  THURSDAY, MARCH 3, 2016
    [Sales] 5 Amazing B2B Examples of Interactive Content
    Changing from the fee-for-service model to a fee-for-value model, Optum created an interactive content experience that enabled both health care executives and sales reps to easily find the content they needed to understand the changes. One of three winners of DemandGen’s Killer Content Award for the Interactive Content category, the campaign gained more than 800 qualified leads in the past seven months – helping the sales team achieve 141% of quota attainment in Q1 alone.
  • HUBSPOT  |  MONDAY, JANUARY 7, 2013
    [Sales] How the HubSpot CMO Screens for Top Marketing Talent
    One particularly great source of content ideas is talking to your sales team or getting involved in some sales meetings yourself so you can find out what types of questions your prospects are asking. And the smart inbound marketers will then write articles to answer those questions, which not only attracts more prospects to their website, but also gives their sales team a piece of thought leadership content to share with the people they talk to.
  • HUBSPOT  |  WEDNESDAY, APRIL 5, 2017
    [Sales] How Your Agency Can Add Value and Minimize Risk for Small Businesses
    Nearly half of all marketing organizations have some aspect of sales hooked in, for example. If an agency works with sales , then the agency needs to determine what that looks like for the sales team. From related research, this practice translates to a substantial likelihood that a company will see strong positive correlations between their marketing efforts and sales growth. When it comes to marketing, small businesses need a lot of bang for their buck.
  • KAPOST  |  TUESDAY, MAY 10, 2016
    [Sales] Top 10 Takeaways from the B2B Customer Experience Report [Original Research]
    Content conversions (ex: conversions between sales stages, content scoring) is the most important metric when measuring customer experience. Today, everything is connected. From the screen of your iPhone you can: control the heat of your home, monitor your bank account, play music, sync photos, send an email, etc. The advancements in technology over the past ten years have been pretty great—err, unless you’re a B2B marketer. Technology has completely changed the way we market.
  • HINGE MARKETING  |  TUESDAY, DECEMBER 8, 2015
    [Sales] 7 Top Trends to Impact AEC Marketing in 2016
    For many, focusing on data meant pulling reports from accounting/project systems to examine metrics ‘after the sale’ And when it came to AEC marketing, ‘hit rates’ were the data of choice. According to a recent study , “ strategic marketing is more important than ever as B2B companies face new challenges. Educated and sophisticated buyers now have easy access to research and information through the Internet and other sources.
  • KAPOST  |  WEDNESDAY, OCTOBER 12, 2016
    [Sales] Ask the Experts: Making the Most of Full-Funnel Marketing—and Avoid Content Waste
    How do you get the most out of content across the marketing and sales funnel? It is not about the funnel – what buyer has ever said, “I am in the sales accepted lead stage of my buying process?” Encourage the sales team to adopt a sales process and really use it. The common objection is that content can be used anywhere in the sales cycle, but that indicates that it isn’t being developed to support the sales cycle.
  • GREAT B2B MARKETING  |  FRIDAY, SEPTEMBER 5, 2014
    [Sales] Do You Need to Recombobulate Your B2B Marketing?
    New executive or sales leadership. Bear with me a bit and I will explain the odd title of this post. I read an interesting tweet from Moira Geary , who gave herself the moniker of “Recombobulator.” While I had actually heard of this term previously, I was not sure of its exact meaning. Intrigued, I looked up the definition and found it was short and sweet: “The act of putting back into order; removing confusion.”.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 10, 2013
    [Sales] The CIO and Social Media: Embracing Change
    The marketing team uses social media for branding and communications, our customer support teams use it to help customers get the answers they need, our sales teams engage with prospects and uses it to augment sales data, and we encourage our entire company to be on social media to help evangelize our message.
  • RADIUS  |  WEDNESDAY, AUGUST 19, 2015
    [Sales] Top 5 Customer Acquisition Hacks
    With decreasing marketing resources and lengthening sales cycles, there is no doubt that customer acquisition is an arena in desperate need of hacks. (A Here is a list of our top 5 customer acquisition hacks to help marketers and sales teams run more effective campaigns and focus on more impactful activities. Hack #5: Pre-arm sales with relevant prospect information. The hack: In a traditional lead generation process, sales spends 10-12 minutes per lead on pre-call research.
  • WRITTENT  |  FRIDAY, OCTOBER 11, 2013
    [Sales] 7 Ways to Find Epic Blog Writers for Your Site
    If you keep track of the current marketing trends, you’ve already made a decision to produce engaging and useful content to attract new leads and boost your sales. Having more varied content, you’ll attract a new audience, your traffic will grow, your sales will rise, and your colleagues will be happy to realize they’ve made valuable contribution to the company wellbeing.
  • WEBBIQUITY  |  TUESDAY, JANUARY 12, 2010
    [Sales] What is Webbiquity? How to Be Everywhere Online
    And if you Google “sales management thought leader&# in quotes, six of the top ten spots belong to the same sales leadership guru. Maybe a company with $20 billion in sales and a $600 million annual marketing budget doesn’t need webbiquity, but smaller enterprises without Super Bowl-size advertising budgets can certainly benefit from it. Welcome to Webbiquity! What exactly is that?
  • WEBBIQUITY  |  TUESDAY, JANUARY 31, 2017
    [Sales] The 29 Best Web Analytics Tools
    Sample review: “Inspectlet provide site owners a visitor oriented analytics alternative with brand new technology – recordings of site use through the eyes of the visitor…Using this data, owners can raise conversion rates by focusing sales copy and tasks in the areas visitors see most often.” Track how many signups or sales each of your ad campaigns, social media posts, or other promotions have generated.
  • SNAPAPP  |  THURSDAY, AUGUST 25, 2016
    [Sales] What Personality Assessments Reveal About Your Customers
    As any seasoned salesperson will tell you, getting the customer to say “yes” to something -- even something as simple as a quiz result -- is an important step forward in the sales process. Add those details to your buyer personas to give your marketing and sales teams valuable insight they can use to build more genuine, long-lasting relationships with target buyers. There’s a reason your Facebook News Feed is full of quiz-result posts from your friends and family.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, DECEMBER 22, 2011
    [Sales] Top 10 Industrial Marketing Posts of 2011
    Relevant Content Converts More Industrial Site Visitors into Sales Leads and Customers. As we wind down 2011, this is a good time to review all the industrial marketing posts that I have published here and been viewed by you, my readers, during the year. Not all the posts were written in 2011, one was way back from 2008. If there is one important takeaway from this exercise, it is that blog posts live forever and continue to attract traffic long after they have been posted.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 3, 2012
    [Sales] A Dozen B2B Marketing Mantras for 2012
    Work with your colleagues in marketing and sales organization to make this happen. The Fusion Marketing Partners team got together last week to do our year end recap and strategize plans for 2012. The bottom line is that we had a good year. As part of the discussion, we talked about some guiding principles (mantras) for how we will conduct business in 2012. Here is a sampling that might give you some ideas for improvement in the coming year.
  • HUBSPOT  |  WEDNESDAY, MAY 28, 2014
    [Sales] 6 Reasons People Aren't Filling Out Your Landing Page Forms
    Even if it has that nice little drop-down specifying what their inquiry is about (Sales? Even with trust seals , sometimes asking overly personal or sensitive information can backfire, even if it helps you qualify people in your sales process. Even though I''m a marketer, one of my least favorite activities is filling out forms on websites.
  • B2B MARKETING INSIDER  |  WEDNESDAY, APRIL 1, 2015
    [Sales] 3 Simple Steps To Buyer Centricity
    While conversations throughout the event hit on several marketing hot topics – from working with influencers to aligning sales and marketing teams – there was one recurring theme: the importance of the buyer. By NewsCred Brand Strategist Caitlin Domke. Last month, over 450 B2B marketers gathered in Scottsdale, AZ, at the Content2Conversion conference to hear from industry leaders and experts on how to optimize content to reach the right audience.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JANUARY 29, 2015
    [Sales] 3 Lessons Spammers Taught Me About Marketing to Strangers
    And in order to make sales, you need good reviews. And in order to make sales, you need good reviews. By Mars Dorian, {grow} Contributing Columnist. I get lots of spam mail. So much, I could open a spam factory, sell it back online, and make a profit. But what do those spam trolls want? They’re usually trying to sell something. They want me to review/share/buy whatever they cram into my inbox without building a relationship with me first.
  • INTEGRATED B2B  |  MONDAY, MARCH 3, 2014
    [Sales] Is the B2B printed brochure dying?
    Do printed sales materials have a future or are they on their way out? But really, despite all the caring and sharing that’s communicated in such reports, they’re mostly just part of the salesperson’s attempt to get past Procurement – and thus, I consider them to be sales pieces at the end of the day. Again, a best practice guide is essentially a sales brochure, but one that brings more value to the reader than the usual “we’re the best!”
  • SCRIBBLELIVE  |  WEDNESDAY, NOVEMBER 9, 2016
    [Sales] How to Align Content Marketing and Demand Generation Teams
    Growing sales pipeline and optimizing customer/purchasing experiences are examples of overarching missions. I’ve previously shared insights on how important it is for content marketers, like myself, to work closely with product marketing [ read that blog post here ]. Now, I’d like to discuss the relationship between content marketing and demand generation. The two teams generally have the same goals – make things that build awareness, demand, and pipeline.
  • VERTICAL RESPONSE  |  THURSDAY, MARCH 26, 2015
    [Sales] 5 Cheap and Cheerful Ways to Promote Your Retail Business
    It gives you an opportunity to expand your business’ reach to a complementary group of customers and potentially increase sales. You’ve got a retail business, but do potential customers know it exists? Television spots, billboards, radio and magazine ads can add up quickly and are out of reach for most small businesses. How can you get the word out without breaking the bank? Here are 5 effective ways to promote your retail business on a budget. 1) List Building.
  • MODERN MARKETING  |  THURSDAY, MAY 21, 2015
    [Sales] 5 Ways to Reactivate Lost Leads Using Marketing Automation
    If you’re considering adopting marketing automation software, or have done but are only using it for lead generation, consider the value of implementing the five strategies above into your company’s sales and marketing. When a lead expires, what do you do? Most companies move on to the next lead, forgetting about these leads entirely. After a few years have passed, this once insignificant pile of expired leads can look more like a mountain of missed opportunity.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 20, 2017
    [Sales] 4 Steps to Create Awesome Interactive Content
    One of the biggest benefits of interactive content is that you can collect valuable information about your leads to pass on to your sales team, without being too obvious or pushy. Each answer helped us understand our lead’s top priorities, which informs their nurture content and gives our sales team insights for future conversations. Author: Vanessa Porter People demand a lot from marketers these days.
  • MODERN MARKETING  |  WEDNESDAY, SEPTEMBER 19, 2012
    [Sales] 5 Media Lessons Every Marketer Should Learn
    by Jesse Noyes | Tweet this Dreamforce is the kind of event that touches virtually every industry, not just sales and marketing. The media industry is no exception. Yesterday, I caught a panel led by media prognosticator, Jeff Jarvis , and featuring heavy hitters from Salesforce.com, Newsweek , comScore, and Questus. The discussion largely turned to the forces altering the media landscape (social, search, etc.), and the future trends that will shape it.
  • HUBSPOT  |  TUESDAY, JANUARY 17, 2012
    [Sales] 8 Ways to Leverage Social Media Beyond Social Networks
    Use Social Media Intelligence for Sales Prospecting: Social media can still be a useful tool even after leads are passed off to the sales team. Teach them how to identify valuable information and social cues from their leads that will aid the sales process, and help them understand how they could use this information to help them engage with leads and close sales more efficiently.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JUNE 9, 2016
    [Sales] How Has Content Marketing Valuation Matured?
    Before joining NewsCred, she worked in content marketing and sales enablement for technology industry leader, Salesforce. I recently spoke with author and senior content marketing manager Liz Bedor about her views on the discipline of content marketing. Liz is a frequent speake r on the topic of content marketing ROI, and in 2015 published a book with co-author Michael Brenner about how to measure content marketing success in business terms.
  • VERTICAL RESPONSE  |  THURSDAY, JULY 17, 2014
    [Sales] How to Build Your Email List [GUIDE]
    Readers can easily feel bombarded if too many sales pitches are sent their way. Leverage online sales. Building a quality, responsive email list is one of the most crucial steps for effective email marketing. So, VerticalResponse is here with some ideas to help you create an effective and engaged email list. We’ll run you through the best ways to get started, recommend some tips and tactics, and show you how to avoid a few pitfalls. Got a mailing list for snail mail?
  • HUBSPOT  |  TUESDAY, JUNE 16, 2015
    [Sales] 862 Hours of Inbound Marketing: A Statistical Analysis
    By looking at results per hour, you can have a better idea of how much time you need to dedicate in order to hit your goals for leads, sales, and profitability. Every single business out there needs to generate leads and sales. And there are a number of ways to get those results—outbound sales, referrals, traditional advertising, online paid advertising, SEO, social media, content or inbound marketing (and I’m probably missing more than a few).
  • HUBSPOT  |  FRIDAY, JUNE 24, 2016
    [Sales] How to Write a Great Email Signature: 9 Tips With Real Examples
    The best email signature CTAs are simple, up-to-date, non-pushy, and in line with your email style, making them appear more like post-script, and less like a sales pitch. If you're a HubSpot Sales customer, you can share your personalized meeting link with anyone who you want to book a meeting with and let them choose from your available times. The average office worker sends 40 emails per day.
  • HUBSPOT  |  TUESDAY, AUGUST 9, 2016
    [Sales] Boost Your Business with Live Chat
    Timing is everything when it comes to sales, which is why it’s so important to reach the customer at the right time, with the right message. Live chat is extremely convenient for customers as it allows them immediate access to support, but it’s also a powerful marketing and sales tool that allows you to engage visitors to your site and start a relationship with them at the point when they’re most interested in learning more about you.
  • HUBSPOT  |  TUESDAY, MAY 22, 2012
    [Sales] The 5-Step Guide to Executing an Outstanding Inbound Marketing Campaign
    The cardinal rule of inbound marketing is to provide value, not high-pressured sales pitches. Use a series of related emails to incrementally give your leads more and more information, and to nurture them through the sales funnel. If they aren’t interested, don’t push a sales call on them. If they do, your offer may not be sticky enough or you may have pushed a sale too early. We marketers are known for launching and running various campaigns.
  • HUBSPOT  |  THURSDAY, NOVEMBER 6, 2014
    [Sales] Social Psychology for Marketers: 8 Lessons in Buyer Behavior
    When setting up sales calls for a product demo or price negotiation, schedule the call when the potential buyer is in an environment that he or she would be using the product -- usually the office, and not at home. If you’re looking to increase ticket sales, it might be worth sending a personalized email to people who haven’t registered yet to remind them that there are only X number of tickets left since so many people have registered.
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, NOVEMBER 15, 2013
    [Sales] 5 Ways CMOs Can Master Their Online Customer Experience
    In the traditional model of sales, salespeople often acted and operated under the premise that being louder, pushier and more forceful was the way to win over, or bulldoze, consumers to get them to say “yes.” Posted in Behavioral Targeting Customer Experience eCommerce Online Testing Optimization.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 29, 2015
    [Sales] Change Your LinkedIn Profile From A Resume To A Reputation Destination
    Key questions to ask your sales teams, your leadership, your marketers or yourself about your LinkedIn profile. What does a good craft beer bar have in common with a great LinkedIn profile? Both are great destinations that get more visits based on their reputation! If you’ve ever walked into a great craft beer bar, the bartender, or cicerone, can provide you an excellent customer experience by asking you a set of questions to lead you to what you should be drinking based on what you like.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 9, 2017
    [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.
  • TERMINUS  |  WEDNESDAY, MAY 31, 2017
    [Sales] Display Advertising 101: The Impact of Digital Ads on Account-Based Marketing
    B2B marketers can use it to build brand awareness, educate prospective customers, increase engagement in specified target accounts, or help sales close a deal. A full-funnel display advertising strategy influences the entire buying process, and thus helps to raise awareness, nurture prospects before they’re ready to engage with sales, and drive new leads and customers. With ABM, you flip the traditional B2B marketing and sales funnel on its head.
  • THE POINT  |  WEDNESDAY, APRIL 26, 2017
    [Sales] Observations from the 2017 Marketo Summit
    They’re incorporating sales outreach, social media, account-targeted display ads, and even (gasp!) This week was my eighth consecutive Marketo Summit, all of them as a sponsor/exhibitor. The event has transformed since 2009, when the customer party fit (literally) onto a suburban restaurant patio. For a more detailed recounting of those early events, read this great article on LinkedIn by Sandra Freeman.).
  • WEBBIQUITY  |  TUESDAY, AUGUST 26, 2014
    [Sales] Why More Members, Money, and Ads Don’t Always Mean More Success: A B2B Marketer’s Survival Guide
    While Myspace probably thought it hit the jackpot with its 580 million dollar sale to News Corp, the sale might have actually been the seed of its downfall. Guest post by Ariel Applbaum. Historical Lessons. There is an old adage that says “those who do not learn from history are doomed to repeat it.”
  • KEO MARKETING  |  TUESDAY, DECEMBER 27, 2016
    [Sales] Five Stats That Make the Case for B2B Content Marketing
    73% of all B2B leads are not sales-ready. Sales pitches are out; today’s marketers help their prospects solve their problems by providing useful content. KEO Marketing can help you build a strong content marketing campaign that draws sales-ready prospects. Effective lead generation is a vital ingredient for business-to-business (B2B) success. Without a steady flow of leads to your website or salespeople, your business won’t survive.
  • WEBBIQUITY  |  TUESDAY, JULY 23, 2013
    [Sales] Link Building: Four Types of Backlinks to Pursue (And Three to Avoid)
    Search engines will confer authority on your site for links from high-quality directories, but frown on links from low-quality sources.Since “quality” is a subjective term, before pursuing a link from any site, ask yourself: how likely is it that your actual customers or sales prospects would ever visit this site and find you there? Editor’s note: a version of this post originally appeared on ChamberofCommerce.com.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 22, 2014
    [Sales] How One Seasonal Staple Creates Year-Round, Enduring Customer Relationships
    The Ocean Spray Cooperative was formed 18 years later, and the “log” or jellied cranberry sauce became an example of industry innovation and has driven cranberry sales ever since. Since Ocean Spray’s founding in 1930, their big vision for the tart little cranberry has translated into tremendous growth—over the past 10 years, the Cooperative’s sales have nearly doubled in size to $2.2 Author: Mike Stocker What’s small and red and tart and Americans eat 10.8
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 18, 2015
    [Sales] How to Create a Holiday Marketing Campaign: A Step-by-Step Guide
    Depending on what you want to get out of your campaign, your goals might look something like this: Generate 1,000 leads who are interested in our annual holiday sale by December 5, 2015. With marketing automation software, you can use email nurturing to keep leads engaged with your business and move them closer to a sale. Do you want them turn these people in sales?
  • ANNUITAS  |  TUESDAY, OCTOBER 20, 2015
    [Sales] The Key to Successful In-Person Events
    Too often, presenters slip back into sales-pitch mode and even though they may be experts on a subject or a leading author, they might not deliver content well on a live stage. So many events, so little time, at least for B2B marketers. How to decide where to spend your precious time out of the office, money and focus? Marketers can’t go to every event they would like to due to too many factors to list, so what is it that makes us choose which events to attend?
  • VIDYARD  |  THURSDAY, MARCH 17, 2016
    [Sales] The State of Interactive Content
    It gives more leads, provides them more consistently, and it makes the sales cycle much easier. That information can then be used in the sales cycle to better understand the needs of potential clients. If you have a solid library in place, figure out new ways you can use interactivity to pull data and feed it to your marketing automation platform for more tailored nurture streams or even to your CRM platform to better arm your sales team.
  • ACT-ON  |  THURSDAY, DECEMBER 15, 2016
    [Sales] 63 Digital Advertising Terms Every Marketer Should Know
    Affiliate marketing is an agreement between a publisher and an advertiser where the publisher receives compensation for every click delivered and/or every sale made of the advertiser’s product or service. For example, a sale might begin with an ad, lead to an email campaign, and end with a phone call from a sales person. With first-touch attribution, the ad would get the entire credit for the sale.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 19, 2015
    [Sales] Social Selling 101 – 3 Social Technologies To Get You Started
    Note: we aren’t making rockets with this piece of the sales process, but you will need to automate as your following increases. All three of these technologies will be enough to get you started leveraging automation and analytics in your social sales process. Marketing Automation can also be a valuable tool in assisting sales teams with insights for social selling. People often ask me which technologies I use to run my day to day social marketing.
  • SNAPAPP  |  WEDNESDAY, APRIL 29, 2015
    [Sales] 6 Reasons The Best B2B Marketers Use Quizzes
    in new sales pipeline in three months. Here at SnapApp, we love a good personality quiz. So it’s pretty exciting for us to see these quizzes starting to get more attention in the broader marketing world. B2C brands and media companies have been all over quizzes for a while now, given their ability to drive traffic and increase time-on-site through engaging, multi-question experiences (the Buzzfeed empire is just one example). .
  • HUBSPOT  |  WEDNESDAY, APRIL 1, 2015
    [Sales] 22 Tweetable Nuggets of Seriously Sage Marketing Advice
    To drive more sales, have a bake sale on the third Tuesday of every month. If you''re a frequent reader of this blog, you''ve probably heard of "inbound marketing" by now. But have you heard of the next big thing -- "midbound marketing"? Don''t feel bad if you haven''t. I hadn''t either until I was emailing with Pete Emerson , Senior Web Designer & Developer at New Breed Marketing, one of our partner agencies. Midbound marketing. Try it.
  • THE POINT  |  FRIDAY, JUNE 13, 2014
    [Sales] 5 Common Content Syndication Mistakes
    That means, even assuming your inside sales reps follow up on new white paper leads dutifully, and many don’t, the prospect may not even remember downloading the content in the first place. Though it predates what we think of today as “content marketing,” content syndication is still a cornerstone of many B2B companies’ demand generation strategies.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 8, 2013
    [Sales] The ROI of Events: What You Should be Measuring
    Of those, 699 were the people we considered in-profile prospects worthy of pipeline development (and of those, 151 were considered the best “super-targets”), 32 were current leads or sales leads, 130 were current opportunities, and 408 were current customers. by Dayna Rothman Too many marketers think of event ROI measurement as a pass/fail exercise, i.e., was the event good or not, or did it achieve more than X? Think about questions you want to answer that go beyond pass/fail.
  • MODERN MARKETING  |  WEDNESDAY, FEBRUARY 22, 2017
    [Sales] Improve Customer Experience and Email Deliverability With a Preference Center
    Instead of an all or nothing scenario, allow them to update subscription preferences and tell you they still love receiving those weekly sales promotions. Most people like to be given a choice. Sure you can fit them all into one bucket and no one will know better, but for how long can you get away with that? Eventually they’ll find greener grass and you’ll be left wondering where you went wrong. Let’s not wait for that day.
  • WRITING ON THE WEB  |  WEDNESDAY, JANUARY 4, 2012
    [Sales] Content Marketing Tasks: Practice Makes Progress
    Writing gets better each time you write, the same goes for blogging, revising web pages, writing sales copy, email promotions. If you’ve spent your career avoiding certain marketing tasks because you don’t think you’re any good at them, you struggle each time you try, and you end up with weak results, take heart. Persistence has been touted by poets for a reason. Your brain learns a lot each time you try something, even if you fail.
  • WRITING ON THE WEB  |  THURSDAY, JUNE 23, 2011
    [Sales] Engaging Content: 7 Tips to Get Readers to Think
    When it comes to content marketing , there are ways to write content so it actively markets you and your business without being “in-your-face” sales copy or boring product reviews or press releases. I’m reminded of an excellent book on creating effective website design called Don’t Make Me Think. The premise is that a customer searching for products and services online shouldn’t have to figure out how to find what they’re looking for on your website.
  • HUBSPOT  |  THURSDAY, NOVEMBER 20, 2014
    [Sales] A Beginner's Guide to Retargeting Campaigns
    Someone visits our site for the first time, then fills out a form to download an ebook, then becomes interested in talking with a sales rep, all in one session on your website. Minutes later, the sales rep reaching out to this lead, and before you know it, the lead is becoming a customer, handing over their credit card to purchase something from your company.
  • EARNEST ABOUT B2B  |  TUESDAY, MARCH 25, 2014
    [Sales] Welcome the newest member of your marketing team – the HR director
    In fact, despite b2b buyers being 70% of the way through the sales cycle before even speaking to you, 54% of the sales decision comes down to the sales rep they meet. Marketing has targets to hit – and in the large part these targets are about bringing in leads for sales to follow up. As internal communications become a key channel, how much of a role does HR have to play in marketing? HR have always had a bit of a hard time.
  • MODERN MARKETING  |  SATURDAY, FEBRUARY 12, 2011
    [Sales] 10 Fast Facts About Pandora
    By comparison, its number two expense was sales and marketing at $21.9 of its revenue came from the sale of advertising. Pandora expects “to continue to derive a substantial majority of our revenue from the sale of advertising in the future.”. Like big-time bloggers, Google provides a significant portion of Pandora’s advertising sales. by Jesse Noyes | Tweet this. Will the future be streamed?
  • HINGE MARKETING  |  FRIDAY, OCTOBER 2, 2015
    [Sales] 5 Content Marketing Faux-Pas that are Killing Your Business
    From ad placement fails to grammar and spelling errors, an ineffective content strategy can kill your business in more than one way, often by damaging the flow of traffic to your website as well as sales conversions. Is it aimed to drive more traffic and generate sales leads? Is your website fading into oblivion? It could be because of your poor content marketing strategy. There are countless examples of legendary marketing fails and more often than not, content is to be blamed.
  • VERTICAL RESPONSE  |  MONDAY, JULY 28, 2014
    [Sales] A 3-Step Plan for Writing Back-to-School Subject Lines that Get the Grade
    Even if your business doesn’t sell back-to-school necessities, you can still have a school-themed sale. She says people expect back-to-school sales. Reading, writing and … subject lines. Yes, it’s time to start sending back-to-school emails, newsletters and offers. To brush up on school-themed subject lines , we’ve created a mini lesson plan just for you – So take notes.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 11, 2012
    [Sales] The 4-1-1 Rule for Lead Nurturing
    Formally, lead nurturing is the process of building a relationship with prospects that are not yet sales-ready by conducting an informative dialog, regardless of budget, authority, or timing. by Jon Miller The 4-1-1 rule for Twitter was popularized by Tippingpoint Labs and Joe Pulizzi, founder of Junta42 and the Content Marketing Institute. The earliest use I can find is Add Value on Twitter: The 4-1-1 Rule , and I first heard it at Joe’s presentation at OMS in San Diego last year.)
  • ENGAGIO  |  WEDNESDAY, FEBRUARY 1, 2017
    [Sales] How to Start ABM and Create a Custom Scoring for Account Selection
    We then narrowed the prospects by geography, targeting HQs in their enterprise sales team territories. Moving forward, Auth0 was able to repurpose the research from account selection to easily create detailed PDF dossiers on Tier 1 companies including portal screenshots, industry reports, and security data for the sales team.
  • VERTICAL RESPONSE  |  FRIDAY, MAY 2, 2014
    [Sales] Taking the Next Step – Optimizing Your Emails
    You’ve sent your emails, seen an increase in sales and are now sold on the power of email marketing. But what comes next? How do you improve your engagement, outreach, clicks and opens? How do you continue to leverage your emails and improve your campaigns? Below are three next simple steps you can take to supercharge your email marketing efforts.
  • KOMARKETING ASSOCIATES  |  TUESDAY, AUGUST 9, 2016
    [Sales] How B2B Marketers Are Preparing for the Future of Content [Interview]
    Jennifer joined Getty Images in 2000 to general manager global sales, marketing, ecommerce and operations for their film and video offerings. In “The Future of Content” report, released in three parts by Rapt Media, research indicated that marketers were focused on content personalization, the use of MarTech, and conversion rate optimization. However, B2B marketers have faced numerous obstacles along the way.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 8, 2011
    [Sales] Do You Know The Most Important Number In Marketing
    We use email, outsourced telemarketers, inside sales reps – all in an attempt to generate leads for sales and revenue for our business. Every marketing department has its own unique way of measuring the impact of marketing activities. And most senior marketers rely on some common or standard measures of success. But the world is changing fast. The rate of change is increasing. Marketers need to adapt to the new customer landscape.
  • HUBSPOT  |  FRIDAY, JULY 19, 2013
    [Sales] Which Format Is Right for Your Next Blog Post?
    How to Map Lead Nurturing Content to Each Stage in the Sales Cycle. A great way to generate posts like these is to ask your sales and services departments -- the people who are talking to prospective and current customers all the time -- to write down any common questions they hear. These questions are great fodder for Q&A type posts, and as a result, they can become great resources for your sales and services teams as well. Choices are hard.
  • TONY ZAMBITO  |  WEDNESDAY, APRIL 2, 2008
    [Sales] Where is the Future of Selling Headed?
    I recently read and listened to on Brian Carroll's blog, B2B Lead Generation Blog , an interesting Podcast about the new role of sales as expert content filters. Brian brings up the notion that today's role for sales people has changed due to the advent of the Internet. Therefore, allowing buyers to take control away from marketers and sales professionals. What is the role of sales professionals in the future?
  • WEBBIQUITY  |  FRIDAY, JANUARY 6, 2012
    [Sales] How to Get the Latest and Greatest B2B News and Insights – Personalized Just for You
    The goal of the BMZ has always been to make sure readers don’t miss the best and latest content from the leading thinkers and writers in the world of B2B marketing and sales. Since its inception, the B2B Marketing Zone has been the one place to catch up on all the latest posts from the leading B2B bloggers, writers like Brian Carroll , Chris Abraham , Ambal Balakrishnan , Ardath Albee and many more. Over time, the site has evolved and added new features to enhance its value to readers.
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 25, 2011
    [Sales] The State Of The Union In B2B Marketing
    Why can’t we align with sales? Ask most B2B Marketers what their biggest challenge is and they’ll say “ How To Align Marketing With Sales.&# Maybe marketing and sales simply need to merge and become one: eliminate the line altogether because after all, what customer wants to be sold to or marketed to? And I also agree with Jennifer Dubow ( @jennifer_dubow ) that we need to take Social Media seriously as a marketing AND sales tool.
  • THE ROI GUY  |  WEDNESDAY, NOVEMBER 30, 2011
    [Sales] How will the Economy Affect the Buyer’s Decision Process in 2012?
    At this critical stage, defining the vision for the project, most buyers are researching options on their own, and not involving sales in the process. Throughout the journey, marketing and sales engagements can provide content to help facilitate change and the decision making process, especially research insights, case studies, diagnostic assessments, benefit estimators, demos and trials, ROI business case and TCO comparison tools.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JULY 15, 2016
    [Sales] How to deal with change stress and be a better marketer
    Our clients move deeper into their buying process before they need to engage our sales team or us. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. We need to navigate creating more content, generating more leads and achieving more results. Even our customer buying process has changed.
  • ACT-ON  |  WEDNESDAY, OCTOBER 21, 2015
    [Sales] What’s an Open Marketing Ecosystem? And Why Should You Care?
    Think about this: Forward-acting marketers are well-aligned with their sales departments. Marketing tends to write and manage this playbook, as (unlike sales or customer success) marketing has some degree of presence in every stage of the customer lifecycle. Yes, there are a lot of buzzwords in our industry. Joe Lazauskas over at Contently has a running, funning series that collects them.) Open marketing ecosystem” may not be one of them.
  • KAPOST  |  MONDAY, JUNE 6, 2016
    [Sales] How Commvault Won a SiriusDecisions ROI Award with Content Strategy
    Two years ago, Commvault , a data protection and information management solution, was at the height of sales and marketing alignment. On the edge of a marketing revolution, the marketing team had no CMO, no sales and marketing alignment, and no executive support. Would that generate sales? Shorten the sales cycle?” Then, the CMO quit. Things looked bleak. Flash forward to May 2016.
  • MODERN MARKETING  |  TUESDAY, MARCH 19, 2013
    [Sales] Props to the Channel: Partners of the Year 2013
    For many suppliers, the right answer is not to add more partners into their program just to drive short-term sales; instead, they’re learning that revenue goals must be reached through continuous, repeatable performance,” notes SiriusDecisions’ Laz Gonzalez, Service Director for Channel Management Strategies, in his post “ The Road to Repeatability in the Channel.”.
  • HUBSPOT  |  MONDAY, MARCH 17, 2014
    [Sales] How to Integrate Email Campaigns With the Rest of Your Marketing
    A blog subscriber may not be considered a sales-ready lead quite yet, but the more free blog content they receive, the more likely it is they''ll convert into a lead later down the road in one of the posts you send them. That lead is already educated because of all the great blog content they''ve been reading, thus more likely to advance through the sales process quickly. Email as a marketing channel isn’t going anywhere anytime soon.
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