Everything Technology Marketing

Crossing the Divide: The Art of Closing the Sale

Everything Technology Marketing

We see it again and again: professional services sellers misread the real desires and priorities of their buyers, and consequently stumble in the art of closing the sale.

The Top-5 B2B Marketing Trends for 2012

Everything Technology Marketing

3 - Focus on lead quality In the past, it was difficult to gauge lead quality and lead gen's impact on sales pipeline, so in the absence of real quality indicators, more leads were considered better. This flood of leads overwhelmed sales and distracted from the selling part of the job.

Trending Sources

A Simple B2B Marketing Framework

Everything Technology Marketing

Buyer Centric Tools & Content Layer The next layer "Buyer Centric Tools & Content" aims at creating deeper insight into the buyer to create the tools that inform message creation, marketing content, education of sales and marketing teams, creation of campaigns, etc.

The Top-10 B2B Marketing Trends for 2011

Everything Technology Marketing

It was difficult to tell lead quality and impact on sales pipeline, so in the absence of real quality indicators, more was considered better. This flood of leads overwhelmed sales and distracted from the selling part of their jobs. Happy New Year!

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

Developing Your Marketing Analytics Strategy - A 3 Step Approach

Everything Technology Marketing

About the Author: Glenn Facey is the VP of Business Development and Marketing at Claraview , where he achieves business growth through his deep cross-functional experience in consulting, sales, business intelligence (BI) and analytics, marketing, organizational effectiveness, and working across organizations to ensure that business value is delivered to the organization Guest post b y Glenn Facey We live in a new age of information superabundance: the burgeoning era of Big Data analytics.

Top-7 Challenges for B2B Marketers

Everything Technology Marketing

3) Marketing to a lengthening sales cycle (39% to 41%) - Also a function of the economic environment. According to MarketingSherpa , the top challenges for B2B marketers are becoming, well, more challenging.

A Framework for B2B Customer Segmentation – Part 1: Why Segment Your Market?

Everything Technology Marketing

This way, vendors can optimize their product offering, marketing, and sales approach to meet the specific requirements of the segment better and more cost efficiently than the competition.

The Brave New World of B2B Marketing - Are You Ready?

Everything Technology Marketing

Today's prospects filter out most attempts by companies to interrupt them with vendor and product focused marketing messages and sales pitches. While this situation can create a crisis in many marketing and sales organizations, it also offers a great opportunity.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

5 Steps to B2B Marketing Success

Everything Technology Marketing

In the “old days”, the mainstream marketing approach was to interrupt and engage prospects, educate them on the vendors offering and move them through the sale cycle towards a transaction – a very vendor and product centric approach.

You Have No Metrics for B2B Social Media Measurement? (Survey Sneak Peek)

Everything Technology Marketing

Take a look the chart below to see the popularity of various social media metrics for measuring activity, followership, engagement, leads, and sales results (click chart to enlarge | n = 210). Here is another interesting result from the B2B social media survey.

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Don't Miss These Great B2B Marketing Webinars

Everything Technology Marketing

For B2B marketers, webinars are not only a great lead generator and essential part of a solid content marketing strategy, they can also offer a great educational opportunity to learn what other marketers are doing to drive awareness, engage prospects, and generate revenue. Here are a couple of new marketing webinars you might enjoy. For a complete list of B2B marketing webinars, check out the B2B Technology Marketing Channel on BrightTalk.

New Report: Alliance Marketing Trends 2014

Everything Technology Marketing

Here are the Top-5 Trends in Alliance Marketing (for more details download the report ): Revenue generation (87 percent), demand generation (72 percent) and joint sales engagement (66 percent) top the list of alliance marketing program goals.

5 Ways to Better Marketing Performance with Marketing Operations

Everything Technology Marketing

Contrast this with your sales organization - typically the most measured and performance oriented part of the company. No wonder you get a culture clash between marketing, often focused on activities without clear link to the bottom line, and sales determined to make quota by selling product.

Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation

Lead Generation Checklist - Part 2: Sales and Marketing as One Team

Everything Technology Marketing

Part two focuses on the chasm between sales and marketing that is common in many organizations. How long has it been since your marketing and sales teams got together for a really productive meeting? In many if not most organizations, sales blames marketing for not producing a sufficient number of truly qualified leads, and marketing points the finger at sales for not following up on the great leads that were produced.

Leveraging Actionable Customer Data for Revenue Growth

Everything Technology Marketing

But does your marketing organization have the ability to analyze this information in a way that provides your sales organization and leadership team with valuable insights into customer behavior? About Laura Patterson Laura Patterson’s marketing and sales career spans nearly 30 years having worked for both large public companies such as State Farm and Motorola and as well as start ups.

Lead Generation Checklist - Part 4: Clear and Universal Lead Definition

Everything Technology Marketing

This will get sales and marketing on the same page to share a common understanding and treatment of the leads in your funnel. The definition of the lead dimensions also acts as the standard for rating leads and determining whether they are sales ready or need more nurturing by marketing. In part 4 of the lead generation checklist, we take a look at a critical component of lead generation efforts: a universal lead definition.

Lead Generation Checklist - Part 1: Conversations, Not Campaigns

Everything Technology Marketing

As Brian Carroll in his excellent B2B Lead Generation Blog points out, this way you will become a trusted advisor rather than just another sales person. Lead generation tactis are changing rapidly. The previous transactional approach isn't working anymore, prospects dont want to be sold to but engaged in a conversation about their challenges and learn how a vendor can help solve problems. Think of lead generation as a series of conversations with your audience, not campaigns.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

Fixing the Crisis in Marketing

Everything Technology Marketing

I ran across an interesting blog post " The Crisis in Marketing " by Erik Bower from MarketBright where he talks about current Marketing methodologies not keeping pace with the pressures in today’s business environments: volatile markets, pressure to prove marketing's impact on sales pipeline, reduced budgets and headcounts, new tactics such as social media, etc.

Technology Marketing Collateral Trends

Everything Technology Marketing

Key findings in the report: • White papers – especially those that are long on expert content and light on sales jargon – continue to be the No. Here is a recent survey report on B2B technology marketing collateral trends from Eccolo Media that you may find interesting: “ Eccolo Media 2009 B2B Technology Collateral Survey Report ”. 1 form of collateral influencing technology purchasers.

Put an End to Flying Blind: A Ten-Step Process for Creating a Go-to-Market Tactical Plan

Everything Technology Marketing

Enabling the sales team for success 9. These three elements will serve as the foundation for every subsequent market sales asset, such as product literature, public and analyst relations material, sales presentations and tools, website content, white papers, educational events, search engine key words and so on. During the sales training you will want to review various sales enablement tools, what they are, how and when to use them.

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

3 Reasons Video is a Phenomenal Sales Tool [Infographic]

Vidyard

It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Blog Field Sales Inside Sales Sales Leadership

Tools 121

7 Best Practices for Optimizing Sales Enablement

Act-On

Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters). Integrate sales enablement across the business.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. A sales rep should be selling, period.

7 Storytelling Tips for Sales Teams

Type A Communications

October 25, 2016 by Carla Johnson The biggest beef I hear from sales teams or sales-driven organizations is that they can’t get people to pay attention, make decisions or quit. Sales Storytelling Carla Johnson sales storytelling Type A Communications

Chalk Talks: Personalizing Video for Your Sales Outreach

Vidyard

And smart salespeople know that video isn’t just engaging – it’s also one of the easiest ways you can add personalization to your sales cadence. I’m a Sales Development Manager here at Vidyard! There are two types of videos you can use in your sales cadence.

22 Potential Touchpoints for Your Next ABM Sales Play

The Point

When designing sales plays as part of your Account-Based Marketing (ABM) strategy, it pays to start with a few key questions: 1. Touchpoints in an ABM sales play can be almost any form of communication: email, phone, social media, direct mail, even in-person outreach.

Marketing and Sales Content – Differences That Matter

Avitage

What IS the difference between marketing and sales content? Effective sales content is a strategic imperative when selling in a digital age of hyper-connected, hard to engage, low attention span buyers. Sales performance suffers due to poor or missing sales content. This is the common state across most B2B sales organizations. According to SiriusDecisions, 65% of content created by marketing for sales is never used.

6 Mega Trends in Sales, SaaS, and Video from HubSpot’s Chief Sales Officer

Vidyard

Recently, Hunter Madeley, Chief Sales Officer at HubSpot, sat down with our CEO, Michael Litt to discuss all things sales, SaaS, and video! The purpose of sales and marketing continues to be on creating credibility, momentum, and trust. Although technology has changed the way businesses communicate externally, Hunter highlights how the ultimate goal of a marketing or sales organization has remained the same. How video impacts the sales cycle from a process perspective.

The Eight Best Online Tools for Sales Professionals

Webbiquity

It’s hardly news that B2B sales and marketing teams aren’t always on the same page. According to research from IDC , over 40% of all marketing materials aren’t used by sales teams. But in top-performing organizations, sales and marketing are closely aligned.

Tools 86

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

5 Essential Elements to Include in Every Sales Pitch

Webbiquity

Effectively closing sales is the bread and butter of your business. As such, a great sales pitch is key, but perfecting the art is an ongoing endeavor. First and foremost, ditch the the “sales pitch.” Instead, think: sales conversation. Guest post by Ken Sterling.

Sales 108

The #1 Sales Tool I Wish I Had

Vidyard

This thought struck me during a presentation by Terrance Kwok, Sales Development Manager at Vidyard, at their Fast Forward virtual conference this year (If you missed it, you can still log-in to watch the session, and you really should.) Sales videos are still new and exciting.

Tools 92

B2B Consultant Sellers are Changing Sales Forever

Vidyard

And thankfully, the world of sales is changing because of that second group. Attention and engagement are the new currency of B2B sales, so smart sales people are acting more like consultants than quota-carriers, and the extra effort is paying off. Blog Sales Sales Leadership

How to Drive Sales Effectiveness with Automation

Act-On

A successful sales consultant recently told me a story about an organization that held a webinar that attracted 400 participants. It was an enormous success for the marketing folks, who handed all 400 leads directly to the sales department. What is sales effectiveness?