Sales

Topics » Articles » Sales

• Questions You Need to Ask About Your Qualified LeadsPeter Gracey
  Countless solutions have been developed to automate lead-scoring, but those scores don't provide salespeople much valuable information. Learn a practical six-question scoring system that effectively evaluates and qualifies leads.
  Lead Quality, Lead Scoring, Sales
• Manufacturers Upping Online Marketing Spend
  Driven by the need to compete more aggressively in their core markets, nearly nine in ten American manufacturers (86%) say they are investing in online marketing in 2012, and 52% ...
  Advertising, Customer Retention, Customer Service, Research Summaries, Sales, Websites
• Three Great Ways to Kill Leads
  When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
  Lead Generation, Lead Nurturing, Lead Quality, Sales
• Marketers Boosting Automated Campaigns in 2012
  Marketing automation is on the rise: 59% of senior marketers say they expect the number of automated campaigns to increase over the next 12 months, and 83% expect the use ...
  Email Campaigns, Lead Generation, Lead Nurturing, Marketing Analytics, Marketing Automation, Sales, Web Analytics
• CEOs: Engaging Customers via Social Media to Surge
  Nearly six in ten CEOs (57%) expect social media to become a dominant method of engaging with customers over the next five years, more than triple the 16% who say ...
  Customer Engagement, Customer Experience, Research Summaries, Sales, Social Media, Websites
• Three Tips for Getting Your Product on a Major Retailer's Shelves
  You have a solid brand, a great product, and you'd like to see your stuff on the shelves of major retailers. But how do you achieve this goal? Typical strategies ...
  Brand Awareness, Brand Positioning, Customer Experience, Positioning, Sales
• Don't Be a Lead Killer: Three Ways to Keep Sales Leads AliveAl Davidson
  Despite their critical contribution to a business, sales reps can often get in their own way. Here are three of the biggest ways sales reps kill leads—and three solutions that'll ...
  Customer Acquisition, Lead Generation, Lead Nurturing, Sales
• Five Tips for Using Your iPad on Sales Calls
  These days, B2B sales teams are carrying their product demos, order forms, cool presentations—you name it—with them in handy tablet form. And the tablet of choice is often the iPad. Dealmaker ...
  Consumer Electronics, Mobile Marketing, Sales, Technology
• Writing a Better Call to ActionTara Hornor
  The call to action in your marketing materials is one of the most important elements in a campaign. So how can you write one that works? Learn tried-and-true tips that ...
  Customer Behavior, Email Marketing, Sales, Writing
• So I Have a Marketing Automation System... Now What?Adam Blitzer
  Marketing automation systems offer a veritable multitude of capabilities. But don't let all those features overwhelm you. Learn five ways to jump-start your marketing automation strategy without getting stressed out.
  Inbound Marketing, Lead Generation, Lead Nurturing, Marketing Automation, Sales
• Engagement Energy: 10 Ways to Power Up Sales and Marketing to Capture Attention and Drive ActionDeb Rapacz
  Imagine having a switch that activates your buyer's brain and gets her to pay attention to what you say—and to take action. Learn how "engagement energy" can help you craft ...
  Customer Behavior, Customer Engagement, Marketing Strategy, Sales
• Marketing Automation: Five Must-Do's for Achieving Maximum EfficiencyKim Roman
  Marketing automation (MA) software allows marketers to manage prospect and customer databases, track activity, and personalize their messaging. Get the maximum benefit from your MA software by taking these five ...
  Customer Acquisition, Email, Inbound Marketing, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Strategy, Sales, Webinars
• Four Ways to Improve the Lead-to-Sales HandoffKathy Rizzo
  Improving the lead-to-sales handoff at your company—and setting lead follow-up guidelines—can significantly boost ROI and help close Sales. Learn four invaluable handoff techniques you should be implementing.
  B2B Marketing, Collaboration, Customer Acquisition, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Challenges, Sales, Telemarketing
• Does Your Business Need a Cloud Broker?
  As a business moves its files to the cloud, the task of transitioning huge amounts of departmental data can become overwhelming for in-house IT personnel. "The challenge of managing multiple ...
  B2B Marketing, Customer Acquisition, Lead Generation, Sales
• Four Rules for Creating Insightful Personas [Slide Show]Christian Gulliksen
  Though buyer personas loaded with biographical details might help salespeople manage relationships, they don't really help marketers segment and target B2B leads. To get the most marketing bang from your ...
  Customer Behavior, Personas, Sales
• Top B2B Firms Gaining 230% More Leads via Social Media Than Peers
  Best-in-Class B2B companies generate on average 17% of their leads from social media channels, roughly 230% more marketing-generated leads than other companies (5%), according to a new report by Aberdeen ...
  B2B Marketing, Lead Generation, Research Summaries, Sales, Social Media
• B2B Sales and Marketing Lack Tools for Effective Selling Conversations
  B2B salespeople spend roughly two-thirds of their time selling in virtual environments—via the Web and telephone—yet most companies haven't adapted their sales skills or content marketing tools to deal with ...
  B2B Marketing, Research Summaries, Sales, Telemarketing
• Five Tips for Creating a Winning Lead Gen Strategy
  "Lead generation is hard," writes Cliff Langston at MarketingProfs. "Why make it harder by doing it without a strategy?" But vague goals and loosely articulated objectives aren't enough—it's important to ...
  Content Marketing, Customer Acquisition, Inbound Marketing, Lead Generation, Sales
• B2B Marketing Tactics Not Driving Enough Sales Leads
  Some 61% of B2B marketers say generating more leads is their biggest marketing challenge in 2012; however, nearly two-thirds say their marketing mix does not meet sales pipeline demands (32%) ...
  B2B Marketing, Email Marketing, Lead Generation, Marketing Challenges, Research Summaries, Sales
• The Personal Touch of an Automated Lead Nurturing Program
  "Nearly every marketing expert will agree: For a [website] visitor to become a customer, you must take the visitor through three basic stages," writes Sookie Shuen at MarketingProfs. "Those stages ...
  Email Marketing, Lead Nurturing, Sales