Sales and Marketing Management

AUGUST 18, 2017

Walton’s comments were written for the foreword of “Marketing Lessons from the Grateful Dead,” by David Meerman Scott and Brian Halligan. Fellow Deadheads, Meerman is the author of “The New Rules of Marketing and PR” and Halligan is CEO and cofounder of marketing software behemoth HubSpot. Build a diverse team.

Lead Rank 149

Lead Rank Marketing Strategy Trade Show 149

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Video is an easy and effective way to do this.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

The ROI Guy

AUGUST 12, 2015

Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. This means that a typical company is wasting $1 out of every $7 spent on marketing each year. But this is only addressing ½ of the waste.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. Those that miss critical spend categories altogether.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Allego

MARCH 28, 2023

Think about how easier it would be for them if all the videos, product details, and documents were in one location. Use personal video messages to “greet” buyers and contextualize assets. Include a Personalized Welcome Video Add a personalized welcome video at the top of your digital sales room to welcome your buyers to the space.

eBook 62

eBook Video Buyer Education 62

Allego

MARCH 21, 2023

In fact, recent research highlights two critical problems with traditional sales content management systems: Conventional technologies reinforce the divide between those who create and manage sales content (marketing and sales enablement) and those who use it (sales reps). The solution? Modern sales content management platforms.

System 118

System Tools Collateral Video 118

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. Marketers just need fishing hooks to find it and fish it out of the river.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

SBI Growth

DECEMBER 8, 2012

Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Without this understanding, leveraging marketing spend can turn into a wild guess. Let us look at four buyer trends bound to shake up marketing in 2013: 1. Inbound marketing the rage! Content marketing the hot buzzword!

Trends 330

Trends Buyer Marketing Revelation 330

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Sales and Marketing Management

JUNE 25, 2018

Send out enabling YouTube videos, white papers, blogs and tidbits. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Get a standing desk and pound out 50 triples; call me in the morning. Get out of the office, never eat alone.

B2B 319

B2B Banking Conference Decision Maker 319

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Add video comment. March 2008. February 2008. January 2008.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Product Management University

JUNE 21, 2023

Developing a content strategy for product marketing requires an approach similar to product positioning. Executing a solid content strategy can keep the sales mantra of “the leads we get from marketing are crap” at bay! You want the search engines to reward you, not punish you.

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Zoominfo

FEBRUARY 5, 2021

Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.). That might include watching your product videos, reading blog posts or listening to your podcast. Thank you, Marketing ). Middle: Here, the prospect downloads a white paper or signs up for a webinar. Clean up your CRM.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Smooth Sale

MARCH 10, 2024

Create the R ight C ontent for Y our A udience About 37% of experienced B2B marketers produce compelling sales content for their target audience. Studies show ebooks and white papers can also impact the customer decision-making process. Investing in LinkedIn marketing solutions can help your brand generate more qualifying leads.

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

DiscoverOrg Sales

AUGUST 29, 2018

As soon as you start name dropping competitors, you demonstrate that you’ve done your homework, you understand your market. As always, there’s a ton of resources on the website, including blogs, webinars, white papers, and a lot more Whiteboard Wednesdays to come. Read it: Top Pain Points and Spending Priorities for CMOs.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data.

Marketing 247

Marketing Outbound Inbound Vendor 247

Sales and Marketing Management

OCTOBER 16, 2017

Early stage prospects often gravitate toward videos and short, educational demonstrations. Other companies integrate massive amounts of data collected from video feeds about underground utility lines and want to display all of that data in context with clear imagery of buildings, roads and homes.

Real Estate 243

Real Estate Construction Scale Hiring 243

Pipeliner

APRIL 24, 2019

How does your market perceive your business? How does your market perceive you? Keep in mind that your market is what makes your living. So how are you positioned in your market? In order to stand out of the crowd, you have to create your own personal marketing program. How do you market to them?

Marketing 72

Marketing Networking Territories Consultative Selling 72

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). Eleni Hagen is a content strategist for Highspot , a sales enablement platform that helps organizations close the loop across marketing, sales and customers.

Scale 177

Scale Maximizer Strategy How To 177

Pointclear

DECEMBER 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — When I asked Anthony about the biggest trends going into the 2013 sales year he had an interesting take that bucked the general consensus.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Zoominfo

FEBRUARY 5, 2021

Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.) That might include watching your product videos, reading blog posts, or listening to your podcast. Thank you, Marketing ). Middle: Here, the prospect downloads a white paper or signs up for a webinar.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

DiscoverOrg Sales

AUGUST 29, 2018

As soon as you start name dropping competitors, you demonstrate that you’ve done your homework, you understand your market. As always, there’s a ton of resources on the website, including blogs, webinars, white papers, and a lot more Whiteboard Wednesdays to come. Read it: Top Pain Points and Spending Priorities for CMOs.

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

Allego

APRIL 18, 2024

In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” By targeting users based on specific behaviors and preferences, AI enhances the efficiency and effectiveness of lead generation campaigns so that marketing efforts are directed toward individuals who are most likely to convert.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Allego

NOVEMBER 30, 2021

marketing and enablement) and those who use it (sales reps). 2. As a result, marketing isn’t always able to supply the kind of content the sales team wants. These tools promote better alignment between marketing and sales, ensuring that reps will want to adopt new content and know how to use it properly. The solution?

Face-to-face 71

Face-to-face Sales Enablement Video Collateral 71

Showpad

MAY 22, 2019

With new sales engagement platforms designed to streamline sales processes being constantly introduced into the market, it can be overwhelming for sales enablement teams to decipher one from the other to determine which to select for their organization. How do engagement platforms align sales and marketing efforts?

Sales Enablement 74

Sales Enablement Marketing Buying Cycle Direct Mail 74

Pointclear

JULY 26, 2018

E-books and white papers. A new white paper is also in the works. The statements and quotes are significant enough, and in many cases backed by percentages of improvement, that it’s worth considering them for the white paper also. Retweets are common from the guest’s marketing staff. Nurture material.

Case Study 100

Case Study PointClear Study Social Media 100

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). Eleni Hagen is a content strategist for Highspot , a sales enablement platform that helps organizations close the loop across marketing, sales and customers.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Pointclear

AUGUST 14, 2013

That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. An evangelist for social selling — and a U.S. What is Social Selling?

Social Media 203

Social Media Media Twitter Social Selling 203

Cincom Smart Selling

MARCH 23, 2020

The impact of age demographics is becoming more critical to the success of managed service providers and advanced manufacturers because they are selling in a multigenerational market. Personalization is Key to Selling in a Multigenerational Market. Charts, pictures and videos are made available. Audience Attention Span.

Marketing 62

Marketing Scale Cancellation Buyer 62

Mereo

JANUARY 10, 2022

AUSTIN, TX (JAN 2022) — Mereo LLC, a revenue performance consultancy to Fortune 500 B2B organizations and high-growth mid-enterprise organizations backed by private equity firms, has been awarded the gold medal in the 2021 Top eBook/White Paper category in the Top Sales Awards.

eBook 56

eBook SAP Banking Exercises 56

Allego

JULY 29, 2021

With such an arsenal, salespeople have a “classroom” at their fingertips with access to important content like use cases, short videos, PDFs, and white papers. Effective sales managers find the right tools for all of their learners, choosing from options such as videos, online modules, and checklists.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

SBI Growth

JANUARY 22, 2014

You can create PowerPoints, Prezi, videos or white papers to name a few. Use a page from your marketing colleague’s playbook. The goal is to step outside the box. Do more than what you are doing today. Remember, as the sales enablement leader, your sales reps are your customers.

Training 281

Training Customer Hiring Education 281

Allego

DECEMBER 22, 2020

If you’re in sales enablement, training, product marketing, or content marketing, that’s what you do: crank out the sales content. Your company’s baseline sales enablement assets will depend on your product, industry, and market. White Papers / eBooks. Explainer Videos. Why Sales Content Isn’t Used.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. More than merely switching to video, selling virtually required a whole new set of practices to make the most of the medium.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Igniting Sales Transformation

SEPTEMBER 16, 2019

It could be a marketing interaction, and more often, that first touch starts with someone on the front lines of your sales organization. The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. But that’s not the case at all.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

A Sales Guy

JANUARY 30, 2012

Marketing needs to change. It’s time for marketing to bring some substance to the table. It’s time marketing add a research department and bring some banging information and insight to the table. Marketing needs to go beyond the telling message and begin to teach. This role will be heavily research dependent.

Marketing 93

Marketing Hiring eBook Webinar Metrics 93

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154