Smart Marketers Acting Stupidly

Partners in Excellence

Before I go any further, I know there are some detractors out there who will claim, “Smart Marketers,” is an oxymoron–something like military intelligence or sales professional (I tossed that in out of a sense of fair play.). I know the CMO and many of the marketing people.

ACT 110

Act Fast – Get the Win | Sales Strategies

The Sales Leader

??????Last month, I was working with a client who told me that a core group of their targeted market was interested in speed because whoever gets there the fastest will win the business, regardless of price. Earlier in the year, … Read More » Sales Tips closing sales Colleen Francis Engage Selling Solutions optimizing sales sales Sales Goals sales speed Sales Strategies sales success time management time-compressed marketplace

ACT 61

Eliminate “Random Acts of Prospecting” with Activation Cycle – SLA


When you walk the sales floor, or you conduct your 1-on-1’s with your sales team this week, did you think “wow, do we ever have ‘random acts of prospecting’?

ACT 95

Weekly Roundup: The Balancing Act Of Sales Management + More

The Center for Sales Strategy

> The Balancing Act Of Sales Management: Person Vs Process — LinkedIn. motivation inbound marketing Sales Wrap-up- WHAT'S MOTIVATING US THIS WEEK -. When we tell people to do their jobs, we get workers. When we trust people to do their jobs, we get leaders.". SIMON SINEK.

ACT 84

Sales Today Is Truly a Balancing Act

Increase Sales

Sometimes salespeople forget the goal of marketing is to secure that first, face to face meeting or a scheduled phone call if there is a geographic issue. business growth changing demographics of customers customer trends financial services goal of marketing Sales sales growth sales leads

ACT 98

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Specifically, the tendency to talk long-term, but act short-term; the effect of which is usually negative on results. Marketing. When Sales Met Marketing. Community Marketing Blog.

ACT 253

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. For a great example of using Scoops to act on security breaches, see “Chipotle’s Big Burrito Breach – Malware with a Side of Chips”. The post Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach appeared first on DiscoverOrg.

ACT 120

Reach, Now Available to Everyone, ACT NOW!

A Sales Guy

Social networks, blogging and content marketing have made it far easier for everyone to extend their reach. ACT NOW! The newsprint industy is dying because they aren’t making any money. The lack of advertising is a symptom of the bigger problem. The bigger problem is newspapers don’t have the reach they once had. Over hundred years ago, newspapers made millions and then eventually billions because of their reach. Papers were the only way to connect with the population.

ACT 82

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Set up Marketing SLA Reporting.

PODCAST 36: How To Model Sales Productivity And Identify Opportunity For Marketing To Developers

Sales Hacker

Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. . How to execute “developer marketing” and how to build a developer community.

Why Recruiting is Like Marketing

DiscoverOrg Sales

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Learn How to Message and Motivate Like Sales and Marketing.

How to Get People to Open and Act on Your Emails

No More Cold Calling

In keeping with my theme of “Get Personal,” I’m sharing with you a blog by email marketing and copywriting guru, Ivan Levison. My name is Bill Smith and I’m hoping to reach your online marketing representative.

ACT 251

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Marketing to cold leads and warm leads alike is important. Run re-marketing ads to free content.

Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

Smart Selling Tools

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. We’ll focus on the intersection of marketing and sales.

Tools 128

Momentum Marketing Equals Magnetic Motivation

Increase Sales

If this has happened to you, you may have experienced momentum marketing. Now this is not the traditional definition of momentum marketing, yet for me it makes far more sense. Peter Drucker said business has two functions marketing and innovation; everything else is operations.

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Marketing to cold leads and warm leads alike is important. Run re-marketing ads to free content.

Sales Barrier – Lying in LinkedIn Email Marketing

Increase Sales

Yet some of those B2B professionals are 100% clueless about how to use it especially when it comes to email marketing. Having received some of those LinkedIn email marketing messages, I can personally attest there is significant lying happening.

Raising the Bar: DiscoverOrg Q1 Recap

DiscoverOrg Sales

In addition to the IT, Marketing, and Finance departments , we now profile the teams responsible for product development and engineering in our recently-launched Technology, Engineering, Design and Development (or what we just call TEDD ) dataset.

How to Use Psychology to Improve Your Digital Marketing Campaign

Smooth Sale

Psychology in marketing is about studying consumer behavior. As marketers, you need to understand how customers are making purchasing decisions and shopping for alternatives. You could even take note of the time of the day when they are most receptive to marketing campaigns.

4 Ways to Use Dark Marketing — And Why You Should

Sales and Marketing Management

Dark web and dark social are fairly common, easy-to-understand terms, but what about dark marketing? To start, dark marketing is hyper-tailored to the individual. So why is this type of marketing called “dark” if it’s really shining light on all the information consumers share?

Why CMOs Aren’t Turning to Marketing Analytics Vendors for Marketing Analytics


This scenario is beginning to play out in marketing. The big players — native reporting in marketing automation and cloud-based sales- and business intelligence (BI) vendors — have caused the ground beneath specialty marketing analytics vendors to shake.

What Does “Full Funnel Marketing” Really Mean?


The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. What pushback have marketers had to the idea of working the entire funnel?

Funnel 126

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.


Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. However marketers are largely dissatisfied with the reporting their MAPs offer.

Sales Training Article about How Selling Is An Act of Love

Customer Centric Selling

Sales Training Article: Selling As An Act of Love. Many top executives describe their sales strategy using violent metaphors, like "killing the competition" or "conquering the market." And, no matter how you look at it, helping is an act of love.

ACT 55

How to Build your 2014 Marketing Strategy

Sales Benchmark Index

At a high level, your marketing strategy must be driven by the stated corporate goals. Once the corporate vision has been established, your marketing plan must align itself completely. Additionally, there must be 100% synergy between the sales and marketing strategies.

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

Marketing and customer support are specific departments that benefit the most from understanding the sales process. Both act as the “face” of your company and are important touch points for the customer. Unfortunately, sales, marketing, and support are not always aligned in their goals. They often operate in silos , performing their own functions and acting as separate entities. In addition, marketing and support may be aware of certain sales terms (e.g.,

Marketers Just Want To Market: Here’s How

Sales and Marketing Management

The best marketing minds are like that – a marriage of seeming opposites that end up working together. Strategic marketers today must balance the right brain that controls creativity and intuition and the left brain that processes information logically and analytically. Metrics-based approaches are being applied to everything, from the success of an individual email campaign to the validity of broad marketing programs.

How to Structure a Modern Marketing Department

Sales Benchmark Index

We engage with a lot of marketing leaders. In this post I want to focus on the marketing department’s org chart. What should the org chart for your marketing department look like? Not all marketing departments are created equal.

B2B Marketing and Mobile: 10 Ways To Do It Right

Sales and Marketing Management

Author: Paige Musto, Director of Communications, Act-On Software. Teaser: Reckoning with mobile’s influence is no easy task, but it’s far from impossible – if you know what to prioritize and which minor adjustments to make to your existing marketing programs.

B2B 334

6 steps to effective email marketing for mortgage lenders


Our new eBook, “An Email Marketing Guide for Mortgage Lenders: 6 Steps to Effective Email Marketing in an Age of Compliance and Digital Consumer Engagement,” focuses on six steps to create a powerful email marketing strategy. Lenders can be fined up to $16,000 for a single violation of the CAN-SPAM Act! Mortgage marketing compliance via email essentially comes down to truth in advertising: Don’t use language that could be considered misleading.

Is there a right time for email marketing?

Sales and Marketing Management

Janelle Johnson, director of demand generation at marketing automation provider Act-On Software (, shares insights on the timing. Issue Date: 2014-11-01.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Here's the thing: Account-Based Marketing is not really about lead generation at all. It's a marketing strategy dictated by the sales go-to-market model.

Is Marketing the New Sales?

Sales and Marketing Management

Author: Atri Chatterjee, CMO, Act-On Software. In a company that has well-aligned sales and marketing departments with the common goal of revenue, the answer is: It depends on where the buyer is on the journey. Issue Date: 2013-07-05. Teaser: Whose job is it to send an email?

#1 Reason You Need To Automate Your Marketing

Fill the Funnel

Marketing automation is essential for every business. Your primary role is to study your market, and plan and execute business strategies and tactics. You have an entire cast of other employees, financial, legal, marketing and sales people to work with, in addition to your customers.

A “Scary” Sales Tip from Zombie School

Performance Sales and Training

Whether you’re competing for a role in a hit TV show or a role in your prospect’s business, doing the same thing as everyone else is not a winning strategy in a competitive market. Here’s where a “scary” acting tip can actually help. Acting tipsIt’s not easy to become a zombie. Every year thousands of people audition for a chance to play a zombie on TV’s hit series, The Walking Dead.

Poor 'Quality' Marketing Leads for the Dumpster?

Sales Benchmark Index

This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Sales & Marketing Alignment to Lead Generation.

Leads 258

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If Sales and marketing alignment is about leveraging those insights to drive business results. leads, marketing qualified leads, opportunities, etc.).

When Buyer and Seller Act as Partners, They are Building a Bridge to Profitability

Jonathan Farrington

The buying power in many industries is no longer evenly distributed – in a large number of markets a few big firms control the majority of purchases. and Social Media, the development of new marketing techniques has meant that many tasks traditionally performed by the sales team can be more effectively handled by other methods.

ACT 41

Content Marketing: Are You Part of the 38%?

Sales Benchmark Index

Just 38% of companies have a content marketing strategy. Econsultancy, the London-based community of digital marketing and ecommerce professionals, recently produced their first ever Content Marketing Report. Building an Internal Content Marketing Discipline.

From Chaos to Kickass -  Three steps to optimize sales and marketing results.


Organizations that optimize sales and marketing achieve kickass results by doing just three things well. Agree on their market, media and message. If marketing and sales can’t manage this, it’s up to the c-level to make sure it gets done.