Sales

Topics » Articles » Sales

• Why You Should Make Follow-Up a Priority: Six Questions and Five TipsRebecca Wilson
  What is it that regularly blows apart business development efforts and causes marketing to fail? The lack of follow up. Yes, it can be uncomfortable to do for professionals, but ...
  Customer Acquisition, Customer Engagement, Customer Relationships, Lead Nurturing, Sales, Services Marketing
• The Most Effective B2B Lead Generation MethodsAyaz Nanji
  The most effective methods for generating B2B sales leads are outbound marketing, event marketing, and online marketing, according to a recent report.
  B2B Marketing, Lead Generation, Research Summaries, Sales, Social Media
• How B2B Marketers Can Draw B2C Strategies Into Their MarketingDerek Singleton
  B2B marketing—at least in the tech world—is starting to mirror the simple marketing, transparent pricing, and frictionless buying process that we see in the B2C world. Here are four ways ...
  B2B Marketing, Content, Feedback, Gamification, Marketing Strategy, Sales
• How Facebook, Twitter, and Pinterest Sharing Affects SalesAyaz Nanji
  Pinterest is the social network most likely to drive spontaneous purchasing, whereas Twitter and Facebook users are more likely to make social media-related purchases of products they were already considering, ...
  Digital Marketing, Facebook, Pinterest, Research Summaries, Sales, Social Media, Twitter
• Increasing Marketing's Relevance to the Business [Infographic]Laura Patterson
  The results of the 11th annual Marketing Performance Management Survey are out. Find out about the key findings in this infographic.
  Data, Digital Marketing, Marketing Analytics, Metrics, Sales
• B2B Buyers: Traits by Generation [Infographic]Verónica Jarski
  To help suppliers understand the trends in B2B buying, Acquity Group took stats from its recent B2B procurement study and created the following infographic about B2B buyers by generation.
  B2B Marketing, Consumer Electronics, Customer Behavior, Customer Insight, Demographics, Digital Marketing, Millennials, Sales
• Why Asking Sales What They Want Is NOT Sales EnablementJennifer Robinson
  If you're a B2B marketer, you've likely felt the frustration of trying to give Sales the materials it needs. You even ask what they want and follow their direction to ...
  Collaboration, Content, Marketing Challenges, Print Collateral, Sales
• Three Counterintuitive Ideas for Making Your Growth Strategies WorkTim Riesterer
  Companies looking for more profitable growth often turn to three common strategies. But each has a major flaw that causes leaks in precious margin. Here are counterintuitive ideas to make ...
  Customer Acquisition, Customer Relationships, Pricing, Sales
• B2B Suppliers Unprepared for Generation Y Buyer PreferencesAyaz Nanji
  B2B buyers under the age of 35 are 131% more likely to make corporate purchases online than those over 35, but suppliers’ websites aren’t fully capable of handling their evolving ...
  B2B Marketing, Customer Behavior, Digital Marketing, Research Summaries, Sales, Websites
• Marketing Automation: The Need for a Behavior-Based ProgramEllen Valentine
  Now, more than ever, buyers have more control over the sales cycle. Marketers must therefore evolve with the buying cycle and find new ways to own the early part of ...
  Content, Customer Acquisition, Customer Behavior, Email, Marketing Automation, Personalization, Sales
• Companies Unaware of Slow Sales Response Times to Online LeadsAyaz Nanji
  Companies have very optimistic views as to how fast they deal with Web leads—with nearly 25% saying that they respond by phone to online leads within five minutes. However, in ...
  Customer Acquisition, Research Summaries, Sales, Sales and Advertising
• How to Gauge the Power and Value of Your Content MarketingAaron Dun
  Larger companies may be less concerned about the direct correlation between content marketing efforts and deals. But, for the rest of us, it's critical. So, how do you gauge the ...
  Brand Awareness, Content, Content Marketing, Inbound Marketing, Lead Generation, Measurement, Metrics, Sales
• How to Properly Close the Loop... and the SalePeter Gracey
  First impressions matter a great deal. That's why you need to structure your sales calls to establish rapport and drive toward a sense of trust and camaraderie with your prospects. ...
  Customer Behavior, Customer Relationships, Lead Nurturing, Management, Sales, Sales and Advertising, Telemarketing
• Four Foundational Elements of Marketing Analytics SuccessMark Emond
  A lot of marketing organizations today think that they are on the path to greater insight because they now have analytics technology. The reality is that it takes a significant ...
  CRM, Customer Acquisition, Customer Insight, Data, Lead Generation, Lead Nurturing, Marketing Automation, Marketing Operations, Measurement, Metrics, Sales, Sales and Advertising, Strategy
• Three Key Ways to to Help Your Business Find '2X' Profit GrowthJeanne Hurlbert
  Many companies turn to newer, hotter media and technology when they want to increase profits. But being successful isn't about tech; it's about effectively engaging customers. Here are three ways ...
  Case Studies, Customer Engagement, Customer Relationships, Market Research, Marketing Tips, Sales
• Build a Customer-Centric Marketing Automation StrategyMeghan Keaney Anderson
  The if-then logic of the marketing automation process can lead to a snarl of over-communication, with only a loose relevance to the recipient's true interests and needs. It doesn't have ...
  Content, Content Marketing, Customer Acquisition, Customer-Centric, Customer Insight, Customer Relationships, Email, Email Campaigns, Inbound Marketing, Lead Generation, Marketing Automation, Marketing Strategy, Mobile Marketing, Personas, Sales, Social Media
• Five Compelling Insights From HubSpot's 2013 State of Inbound Marketing SurveyDaniele Hagen
  The inbound marketing industry, though still emerging, is playing a vital role in how marketers are doing their jobs, although challenges remain, according to the just-released fifth annual State of ...
  Blogging, Content, Content Marketing, Customer Acquisition, Digital Theory, Email, Email Marketing, Inbound Marketing, Lead Generation, Management, Marketing Budgets, Marketing Operations, Marketing Strategy, Research Summaries, ROI, Sales, Social Media
• Four Tips for Building Fail-Proof Buyer PersonasJustin Gray
  Whether you think it, believe it, or discard it... the truth is that buyer personas are the start of every successful campaign. Every marketer knows that understanding your buyer is ...
  B2B Marketing, Customer Acquisition, Customer Behavior, Customer Insight, Demographics, Lead Generation, Personas, Positioning, Sales, Value Propositions
• The Importance and ROI of Events: Marketers Still Face ChallengesVahe Habeshian
  Even as events remain a vital part of the marketing mix, and a key channel for direct one-to-one customer engagement, marketing executives—lacking visibility into the conversion pipeline—don't have sufficiently effective ...
  B2B Marketing, Customer Acquisition, Lead Generation, Measurement, Metrics, Research Summaries, ROI, Sales, Tradeshows/Events
• B2B Event-Driven Marketing: Triggers Your Analytics Shouldn't MissVince Stuntebeck, Trevor Jones
  The retail industry has recognized that critical events in customers' lives can shift loyalties, or serve as opportunities to retain or upsell via event-driven marketing. That approach can also work ...
  B2B Marketing, Business Intelligence, CRM, Customer Acquisition, Customer Behavior, Customer Insight, Customer Relationships, Customer Retention, Marketing Strategy, Measurement, Product Marketing, Research, Sales, Testing