How many times have you seen an online quiz and thought that it was silly, but took the quiz anyway? Glad you joined the quiz craze. Are you in a relationship and wondering if you’ve “The One?” Take this compatibility quiz to find out. Ever wondered, “What Career Should You Actually Have?” (Buzzfeed), over 5 […]
“Hello, Operator? I’d like to make a collect person-to-person call…” With the advent of virtually universal cellphone ownership and so many means of digital communication, I think that’s a phrase that today is only heard in old movies. (A similar situation is depicted in the funny “Bob Wehadababyitsaboy” Geico commercial.) Yet I believe on closer inspection,
Powerful Marketing Strategies to Reach B2B Customers Read More »
It’s never been easy to sell to B2B buyers. Today, however, there are new challenges making it even more difficult. The number of people involved in B2B purchasing is rising, the B2B sales cycle is lengthening, and expectations for salespeople are increasing, just to name a few. I checked in with Demand Gen Report’s latest
We can do wonderful things with marketing technology these days. Thanks to innovations like lead tracking tools, customer relationship management (CRM) systems, data collection and automation, people working in sales, marketing and advertising have an unprecedented ability to understand who is visiting their product or website – and target them with precision. However, it isn’t
How not to do sales emails (please stop stalking me) – Econsultancy Read More »
The sales landscape is driven by speed. ‘Always be closing’ is still a mantra that is rife within the industry. But with the right approach to data, technology, and strategy, salespeople can break through to their prospects not only quicker, but smarter. And salespeople will definitely need to consider different approaches – cold calling doesn’t
8 Sales Industry Insights That Will Help You Sell Smarter [Infographic] Read More »
Think about traditional email campaigns. Before LinkedIn, b2b firms used to buy “lead lists” to get contact info for prospecting. The conversion rate on these lists is less than 1%, which is why most experienced sales managers recommend against them. Now, sales and marketing teams are using LinkedIn Navigator as lead lists and achieving the
LinkedIn Navigator is Only a Tool and Does Not Drive Sales & Revenue Opportunities Read More »
Think about this. In your organization, whose job is it to come up with your company’s value proposition? As a lifelong marketer, I’m aware that value proposition development is widely seen as a marketer’s “thing”. But what really gets to me is that this narrow view forms the crux of the alignment problem that most
Why Successful Value Propositions Require a Team Effort Read More »
For most sales organizations, we are going into the third month of the quarter. The knee jerk reaction for many SVPs and VPs of Sales is to schedule an unprecedented amount of internal forecast calls to track movement in deals with a March 31 deadline quickly approaching. The pressure is on! I get it. A
In Part 1 of this series, I broke down how to effectively use different channels for B2B efforts – from demand generation channels like Facebook, LinkedIn, and Pinterest to get in front of highly relevant audiences to paid search to capitalize on audiences with intent. I also touched on optimizing the landing pages/content you should
The 2018 guide to B2B sales, Part 2: Segmentation, content, and nurtures Read More »
If you’ve ever made the switch from B2C or ecommerce to B2B marketing, you know there’s a world of difference. B2B offerings are generally much more expensive, with a very long lead-to-close time, and marketing needs to be addressed in a different and strategic manner. In B2B marketing, you must reach users at every point
The 2018 guide to B2B Sales, Part 1: Demand gen and demand capture Read More »
