Why Sales Leaders Hate Your Advertising Agency

Sales Benchmark Index

Sales leaders perceive advertising agencies with the trifecta of doom; Expensive, Eccentric, and Frivolous. Why is it that most B2B sales leaders hate advertising agencies? They are irked when advertising agencies take too much credit for growth.

5 Ways to Manage Your Advertising Agency Effectively

Sales Benchmark Index

Article Marketing Strategy advertising agency agency management b2b marketing manage agency

Trending Sources

The Crucial Selling Skill That Nobody Talks About

Understanding the Sales Force

They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools.

Sales Excellence: How to Close Anything and Everything in Any Vertical

Understanding the Sales Force

I have written 1,600 articles and not once have I shared the closing secret that I am about to share in this article.

Social Marketing Is Not Social Selling

Increase Sales

Before when marketing firms or internal marketing departments handled all the attracting activities from advertising to glossy brochures to direct mail, the sales leads were handed to the sales force. Years ago I read “marketing is not selling.”

The Problem with Marketing, It’s an Ongoing Decision Making Process

Increase Sales

With all the types of marketing channels available from paid advertising to social media posts such as content marketing to referrals, chaos can quickly take over. Marketing Channel of Paid Advertising. Place the advertisement. Publish article.

Stay Relevant During an Industry Shift

Sales Benchmark Index

Here are three: Here is a New York Times article discussing how the trade show industry is getting flipped on its head. Here is a Fast Company article highlighting the tectonic shifts happening in Healthcare. Many industries are shifting.

We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.


In this article, I’m going to condense the study down to its key elements to give a data-backed picture of how enterprise SaaS companies like Salesforce, New Relic, and HubSpot chase big deals.

Guest Article:How the internet has transformed business marketing

Jonathan Farrington

Using these methods the advertiser doesn’t have to pay for its product or company to advertise until a user clicks on the display ad.

Why You Can’t Automate Relationship-Building in Account-Based Sales

No More Cold Calling

In the “Mad Men” days, the people with the biggest advertising budgets sold the most product. Note: The original version of this article appeared on Curatti. In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them.

Dead is Dead! (At Least in Sales and Marketing)


Here are a few more things that are, according to some, dead: design, privacy, advertising, fur, Hollywood, Bitcoin, craft beer, punk (well, maybe), Google Glass, 3D and the American Dream. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead.

30 Web Tools in 30 Days 2013 Edition

Fill the Funnel

I do not charge advertising fees for inclusion or mention. Original article: 30 Web Tools in 30 Days 2013 Edition ©2013 Fill the Funnel. This marks the fourth year that I have done my 30 Tools in 30 Days campaign in September.

Tools 96

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

In 1916, The New York Times published an article that posed the question, “Are salesmen needless?” Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post.

B2B 112

The Old Gray Mare, Your Sales Funnel, Ain't What She Used to Be

Increase Sales

These touch points can be direct through email marketing or paid advertising to more indirect through content marketing to social media sites such as LinkedIn. The sales funnel has dramatically changed because of the Internet and technology.

Cracking the B2B Code on Facebook

Sales Benchmark Index

They post blog articles, charts/graphs, quotes, eye catching visual infographics, downloads, events and etc. On top of that they advertise posts to new target audiences through Facebook ads. Advertising on Facebook is actually cheaper compared to the other social networks.

Why Cost Efficient May Not Be Cost Effective Marketing

Increase Sales

Yesterday I received from one of my local papers an email with the following message: TODAY ONLY we are offering a VERY cost efficient advertising campaign that will run for 28 consecutive days. These packages are designed for small businesses in need of advertising through the holiday season.

Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

Changes made in pricing, positioning, advertising and customer-facing information must be in the hands of everyone that needs it without delay. Original article: Sign Of A Healthy Sales Team Is An Empty Conference Room ©2015 Fill the Funnel.

Charlie Transforms Into … Detective – A Discovery Tool

Adaptive Business Services

For example, if I were in advertising, I would want to know if my prospect is advertising their services on my competitor’s sites. Articles Social Sales Charilie Detective

The Most Comprehensive Guide To Social Selling You’ve Ever Frickin’ Seen

Sales Hacker

You can find relevant articles in here really easily and schedule them through a platform like Hootsuite or Buffer so that you don’t need to worry about content. One of the best things about Facebook is its advertising. However, you can’t advertise from your personal Facebook account.

Make Buying Easier!

Partners in Excellence

They leverage SEO, online advertising, drip campaigns and any number of techniques to make it easier for prospects and customers to find information about our products and services. In a new HBR article, The New Sales Imperative , the folks at CEB.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B


Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast.

5 Reasons Your Sales Reps Hate Their Jobs and What To Do About It


companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media. So, if you are a senior leader reading this article, it is statistically likely that your team is falling short of their revenue goals.

Sales 27

Small Business Sales Prospecting Just Got Much Easier

Fill the Funnel

She decided to move to Seattle and start anew with her own franchise business of selling advertising services to small neighborhood businesses. She was also able to learn if these businesses were using online advertising via Facebook or Groupon.

Social Selling Pests – Avoid the LinkedIn InMail of Shame

Sales Benchmark Index

This article will give you the best practices to guide your team’s messaging. As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical.

Inc Magazine Gets it Wrong on Consultative Selling

Understanding the Sales Force

Magazine ran an article on its website that I just can''t ignore. The article''s author, Geoffrey James, says that consultative sellers strive to become trusted advisors and companies don''t need " some smart**s who kibbitzes from the sidelines.".

In Marketing Time Is Relative

Increase Sales

Over on LinkedIn Pulse from my ongoing research and the research of others, longer articles receive more views, likes, comments and shares than short articles. Time is short or at least business people believe it to be.

Time to Fall Clean Your Marketing Toolbox

Increase Sales

Printed books such as Be the Red jacket or Fail-Safe Leadership along with published articles are always effective heavy marketing tools. Paid advertising, membership in referral groups, local chambers and other B2B networking groups are other heavy tools. Fall is here. Now is the perfect time to clean out your marketing toolbox and refresh it for the forthcoming last quarter of this year and the first quarter of next year. So what is currently in your toolbox?

Tools 35

Sign Of A Healthy Sales Team Is An Empty Conference Room

Fill the Funnel

Changes made in pricing, positioning, advertising and customer-facing information must be in the hands of everyone that needs it without delay. Original article: Sign Of A Healthy Sales Team Is An Empty Conference Room ©2015 Fill the Funnel. Conference rooms and weekly sales meetings are relics of a time without the internet, webcams, smartphones and powerful web tools. A conference room full of sales people and sales leaders just might be the biggest time waste of the week.

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

There are way too many budgets that include bloated dollars for things like trade shows, promotion, sponsorships and advertising. 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.

Old School Marketing Beliefs Are a Barrier to Business Growth

Increase Sales

Through the LinkedIn Pulse platform , you can upload articles that are very much like newspaper stories embedded with your own advertising (think links or calls to action). The professional business person stated unequivocally “I believe in old school marketing.”

“Post and Run,” Content Marketing and Social Media

Increase Sales

For example within the LinkedIn discussion groups, one can post a link to an article or a blog to attract attention and begin to build relationships.This same behavior can be replicated in other sites such as Facebook or even within blogs.

4 Ways to Get Past the Gatekeeper (No Tricks Required)

No More Cold Calling

Emails, articles, news flashes, blasts, webinars, podcasts…they make my blood boil. You might also get so-called leads from your website, special offers, email campaigns, direct mail, trade shows, advertising, and conferences.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way


Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. I recently read an article that the more average sales reps flock to inbound leads and the more successful strategic reps go after outbound leads.

Amazon Mechanical Turk: What It Is, Who It’s For, How It’s Used

Fill the Funnel

Look at an advertisement and determine what the core message is. Original article: Amazon Mechanical Turk: What It Is, Who It’s For, How It’s Used ©2013 Fill the Funnel. Amazon Mechanical Turk is one of the most radical inventions in online outsourcing.

6 Reasons Why Blogs Produce More Leads

Sales Benchmark Index

They own a DVR to skip television advertising, often ignore print advertising, and now have become so adept at online "surfing" that they can take in online information while ignoring banners or buttons (making them irrelevant).

Percentage of B2B Buyers Ranking Salespeople as Excellent, Good, Average, or Poor

HeavyHitter Sales

This is the first of a series B2B Buyer Persona Research articles. Martin to receive future research articles. MARTIN SALES RESEARCH ARTICLES    PLEASE CONNECT WITH  STEVE W. This Steve W. Martin Sales Research Originally appeared in the Harvard Business Review.

Marketing—How Everything (and Nothing) Has Changed

No More Cold Calling

With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage customers. The future of marketing is happening now.

Start with Social Marketing in B2B, Stop with Social Selling

Increase Sales

Now social marketing specific to B2B is a subset of marketing just as direct mail, advertising, business to business networking and promotional items all are. This article went on to specifically state “social selling is prospecting.”

Sales Training Article: Ways to Get Buyers to Say YES!

Customer Centric Selling

Sales Training Article: Ways to Get Your Buyers to Say YES By Geoffrey James, Inc. For example, when I wrote freelance for high-tech trade magazines, I often referred potential advertisers to them. Sales Source Influence your customers to buy from you using these six easy methods.

April 1st - A Day for Sales People to Remember

Anthony Cole Training

I normally have to do some research prior to posting an article or shooting a video for our weekly Sales Brew. Depending on the title we have selected, I look for thoughts from other subject matter experts, the history of the theme we are using or a definition of a key word.