Marketing Articles: Sales

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How to Generate Leads via the Chamber of Commerce

Sales
You have a very good reason to join your local chamber of commerce: "One study on consumer preferences found that 63% of consumers prefer to shop and do business with chamber members," writes Mike Bowman at MarketingProfs. But the respectability of chamber membership isn't the only perk: It can also generate a steady ... more
Don't Just Script... Teleprospecting Done Right

by Peter Gracey

Sales
The way teleprospectors phrase their questions and emphasize key messaging can be the difference between a fully qualified lead or a dial tone. But don't fall into the common trap of writing a script and trying to get everyone to follow it verbatim. more
How to Nurture Your Marketing Automation Leads to a Certain Sale

by Sid Smith

Sales
A common misconception about lead nurturing in marketing automation systems is that its purpose is to "move prospects through the sales funnel." But it's not—at least not if you want the end result to be a sale... more
Marketing Automation Drives B2B Lead Gen Effectiveness

Sales
Among B2B organizations, the use of integrated marketing automation appears to boost the effectiveness of lead generation efforts across various metrics, such as the quantity of leads generated, the quality of leads passed to sales teams, and the proportion of leads accepted by sales, according to a report by Lenskold ... more
A Supercharged Sales Force: Power Your Organization Via Mobile Sales Enablement [Infographic]

Sales
Smartphones and tablets are redefining sales because they offer a compelling blend of usability, utility, and innovation that's unachievable with personal computers. In short, mobile enablement can supercharge your sales. And this infographic outlines how. more
Online Deals Forecast to Reach $3.6B in 2012

Sales
US consumer spending on online deals (daily deals, instant deals, and flash sales) is forecast to reach $3.6 billion in 2012, up 86.9% from the estimated $1.8 billion spent in 2011, according to a report by BIA/Kelsey. However, the forecast signals a maturing market. more
Four Reasons to Jettison the Traditional Website and Go Social

by Christian Briggs

Sales
Companies are dispensing with the traditional website, instead integrating popular social networks right into their site and communicating with customers in real time via tweets and Facebook posts. Here's why you might want to follow their lead. more
What's Showrooming? (And Six Ways You Can Combat It)

by Michael Stevens

Sales
Armed with smartphones, shoppers are going to brick-and-mortar stores to evaluate products—then, often while still in the store, buying them online to get deals. That's "showrooming." Here's what you can do about it. more
How the Best B2B Marketers Think Like B2C Marketers: Five Strategies to Emulate

by Russell Glass

Sales
The best B2B marketers are successful because they start with building a brand. In other words, the best B2B marketers think like B2C marketers. And here's just how they think and what they do. more
Who's Who in the E-Commerce Business [Infographic]

Sales
E-commerce is booming again! Now, online merchants have a lot of choices when selecting shopping carts and hosting platforms. Lexity has put together an infographic after studying the e-commerce landscape. more
The Seven Elements of a Great Lead Gen Landing Page

Sales
What's the key to crafting a B2B landing page that grabs attention—and loads of leads? It needs to be well-written, and offer real value to visitors. It needs to be eye-catching, to grab attention in those first critical seconds. But we all know these basics, right? So which specific elements work ... more
Three Cross-Sell and Up-Sell Tactics to Improve Email Marketing Results

by Amanda Hinkle

Sales
It's an old adage: Driving increased sales from your current customers is easier than acquiring new customers. But when marketing via email, a lot of businesses seem to be missing an opportunity that's right in front of them. more
Why and How to Encourage Online Reviews

by Tara Hornor

Sales
One of the first things consumers look for when making a purchase is a review of the product or service they're interested in. They look to their peers for input and advice and trust them far more than they do the brand, especially if they've had little or no interaction ... more
Social Media Weapons for Your Event-Planning Arsenal

Sales
Anyone who thinks it's easy to plan, promote, and execute a successful event has never planned, promoted, or executed a successful event. In any case, social media tools can make events easier. "Whether you need to work with organizers, generate buzz, or share post-party photos, social media should be a primary weapon in your ... more
Zen and the Art of Conference Presenting

by Lara Haehle

Sales
At a recent industry event, I was often inspired, but also confused... therefore this attempt at Zen, to provide feedback to presenters everywhere about what they do that's excellent—and less than excellent. more
Who Is Your Ideal Customer? Three Simple Ways to Find Your Target Market

by Peter Gracey

Sales
The old adage that "a product sells itself" is nothing more than a sales and marketing myth. Products sell in large part because of the due diligence that is completed before the first sales call is made. That means taking the necessary time to create your "ideal customer" profile and ... more
Three Tips for Navigating the New 'Demand Waterfall' Marketing Funnel

by Aaron Dun

Sales
What was once defined as a tidy "funnel" or a simple "waterfall" is no longer as relevant as it once was. Think, instead, a river fed by many brooks and streams that gracefully come together, only to rush over the edge of the waterfall into the (sometimes) beautiful and tranquil ... more
Get Started on Your Holiday Marketing Checklist [Infographic]

Sales
As we head toward the Labor Day weekend, you should start planning your marketing campaigns for the holidays. If you procrastinate (or worse, forget to plan for the holidays), you'll miss out on reaching your audience during the most wonderful time of the year. more
Eight Ways to Find and Nurture High-Value Affiliates

by Robert Glazer

Sales
Thanks, in part, to its pay-for-performance model, affiliate marketing is one of the fastest-growing segments of online commerce. But low-quality affiliates can end up costing, rather than making, money. The best way to make sure an affiliate marketing program delivers sustainable results is to recruit and nurture high-value affiliates. more
How B2Bs Can Create a Thriving Facebook Community [Slide Show]

by Christian Gulliksen

Sales
B2C brands have Facebook figured out. But B2B brands? Not so much. Yet, it doesn't have to be that way. more
Mobile Shopping: Top Apps, Retailer Websites, and More

Sales
With smartphones now the majority of mobile phones in the US, shopping via mobile is more popular than ever: 47% of American smartphone owners used a mobile shopping app in June 2012, according to data from Nielsen. more
Generate Leads With LinkedIn Announcements

Sales
If you're not using LinkedIn as a lead generation tool, argues Shelly Kramer at MarketingProfs Daily Fix, you may be missing out on a very good thing: "According to data from HubSpot, LinkedIn is the most effective source of new business leads among the three leading social networks (Facebook, Twitter ... more
Brands Derive Tactical and Strategic Gains From Integrated Marketing

Sales
Marketers who have adopted multichannel marketing practices are reporting solid business benefits across key metrics, including shorter sales cycles and higher ROI from marketing investments, according to a report conducted by Forrester Research on behalf of Sitecore. more
Top Marketing Tactic for Small B2Bs: In-Person Interaction

Sales
Among small businesses, marketing tactics such as email, websites, in-person interaction, and social media are viewed as most effective overall; however, among small B2B companies, nothing beats face-to-face interactions, according to a survey from Constant Contact. more
Three Ways to Simplify the User's Buying Process

Sales
According to the IBM Institute for Business Value, 60-65% of business leaders think users follow them on social media because they want to be part of a community. But that isn't true: the primary reason users follow companies on sites like Facebook or Twitter is because they want discounts—which isn't ... more