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.

B2B Programmatic Advertising for Beginners


As with nearly every other aspect of business— automation, predictive learning, and artificial intelligence have drastically changed the advertising landscape. Programmatic advertising. What are the benefits of programmatic advertising?

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How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Remarketing leverages cookie technology so that you can deliver online advertisements to prospective leads that have visited your website but did not convert. Visitors who visited pages designed for buyers personas groups.

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It

Sales Benchmark Index

Technology has fundamentally changed the role of Marketing. What was once seen largely as an art, has increasingly become less about fancy pictures, and more about deploying revenue generating messaging to the masses. The rise of radio and television made.

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How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. Because of this, it’s no surprise that the buyer’s journey has undergone a fundamental shift.

Should You Buy Premium LinkedIn Accounts For Your Team?

Sales Benchmark Index

You know today’s buyer is time starved and media saturated. Social Selling Sales Leader Prospecting LinkedIn Small Company Sales Leader Resources Advertising and Marketing Social Prospecting You are a progressive Sales VP in a medium size company.

Intent Data Turns a Buyer-Centric World From a Curse into a Blessing

Sales Hacker

Intent data is a relatively new term our industry has adopted to encompass signals and data about prospective buyers or businesses actively researching products or services. Buyers have become overwhelmed with offers.

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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. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet. The B2B buyer is fixated on risk mitigation. This Steve W.

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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.

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2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

These can be driven by advertising, referrals, or by cultivating existing customer lists. It’s also critical to invest time in guiding the buyer through the decision-making process.

Stop Hiding from Your Buyers

Sales Gravy

Millions are spent on advertising and marketing yet some companies don't realize that most sales transactions of any size result from human contact. While the first company avoided the cost of answering their phones, the second got my business. I can

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

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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.

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Sales Landscape and Millennial Buyers — Let the Facts Guide You!


Millennials aren’t influenced at all by advertising, and only 1% who were surveyed agreed that a compelling advert would make them trust a brand more. 69% of millennial buyers are more likely to speak with a sales professional who has a professional social media presence. The post Sales Landscape and Millennial Buyers — Let the Facts Guide You! A Pew Research study recently found that millennials have surpassed Gen X as the largest generation in the U.S. labor force.

5 Factors That Influence the Modern Consumer’s Buying Decision

Connext Digital

Nowadays, there are more factors beyond brand visibility that can influence a buyer’s decision. . If you want to switch up your sales and marketing campaigns, the first step is to know the factors that can influence a buyer’s decision.

TechTarget Accelerates Brand Consideration and Account Engagement with Latest Update to Priority Engine Purchase Intent Insight Platform

Smart Selling Tools

With brand performance visible within Priority Engine’s ROI Dashboard, B2B marketers can quickly and easily assess their effectiveness and understand the direct impact their advertising has on demand and consideration.

What lies ahead

Sales and Marketing Management

Programmatic advertising. Programmatic advertising essentially automates the bidding process using analytics data, as opposed to using traditional ad buying methods to purchase ad spots. A substantial chunk of B2B buyers consume video content during the purchase journey.

How building a Buyer Persona from our CRM data skyrocketed our sales


If the answers to these questions aren’t at the top of mind, it’s time to re-evaluate your company’s buyer persona. What is a Buyer Persona? Most of us will have heard of the term, ‘buyer persona’, in some context or another. Buyer persona, also known as customer persona, are fictional representations of your ideal customers. Buyer persona are compiled based on real life company data relating to customer demographics, lifecycle and buyer behaviour.

Realtors – Your Marketing Message Sucks – Part 05

Increase Sales

Educated buyers are now the driving force. Buyers let their fingers tap the keyboards of their smart phones, tablets or desktops. No longer are they using their fingers to flip the yellow pages, classified advertisements or even monthly publications.

Don’t Let Your Sale Become a Victim of Commoditization

Janek Performance Group

Even in today’s value-driven sales environment, price sensitivity remains a constant priority for most buyers.

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. Today’s buyer is more educated and more self directed in his or her solution research.

Need a Shot in the Arm to Drive More Leads? Crush it with LinkedIn Ads

Sales Benchmark Index

Marketing leaders can finish the year strong by shifting ad dollars to LinkedIn Advertising. The opportunity is there to get the right message in front of the right buyers to drive leads. This time, they added a 30 second video ad format to their advertising platform.

Do You Have Sellers or Pageant Contestants?

The Pipeline

The headline for the event read: “90% of buyers start their journey online. OK, but if we are talking about selling, why are focused on just buyers? Again, we’re talking buyers, self-initiated buyers, which is why they went on line.

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Connecting with Skeptical / Frugal Buyers drives Content Marketing Spending up Significantly in 2010

The ROI Guy

A recent research report on content marketing highlighted why marketing via feature / function / price is extinct, and why connecting personally with skeptical and frugal buyers is more important than ever. These applications help buyers understand potential opportunities, and quantify the value that could be derived - in very educational and personal terms.

Investing in Marketing Tech: 7 Key Considerations


Using industry terms—these tools provide you with the information you need to create buyer personas. Advertising. 3. Advertising. Although we’ve already discussed social advertising, that only covers a fraction of the available digital advertising platforms.

Seller’s Remorse

Leading Results Rambings

We’ve all heard of buyer’s remorse. Or when they use advertising and marketing as interchangeable words, I know I have a lot of education that needs to happen if I want to even consider having them as a happy client.

2 Ways for Sales Operations to Improve the Sales Funnel

Sales Benchmark Index

The top of the funnel starts online where your buyers are. So it’s not a secret that this is the most measurable way to reach your buyers. But when it comes to online advertising effectiveness, there are specific measures to track against sales performance.

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Outbound Marketing, What is it?


This can include cold calling, emailing, social media outreach, direct mail, and paid advertising. The goal of the sales department is to obviously close more deals, whereas the marketing department aims to engage both new and existing buyers in different marketing activities.

5 Highly Effective Examples of Real Estate Ads for Facebook & More

Hubspot Sales

With 50% of home buyers finding their homes on the internet, online advertising has become even more important. This advertisement talks about the key highlights of Redfin's services and why people should work with them. What's the purpose of an ad?

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

But here’s the good news: In spite of your small size, you have access to resources and data on your target buyers that, just 5 years ago, could be found only in the rolodexes of the most experienced sales reps. Identify your most immediately viable target buyer.

6 Reasons Why Blogs Produce More Leads

Sales Benchmark Index

Instead of pitching your products or services, you are delivering information that makes your buyer more intelligent. Buyers have simply shut off the traditional world of marketing. The buyer has changed the way he or she buys. Are you making it easy for the buyer to find you?

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Radio As a Marketing Tool in B2B


Future of Radio Advertising in Promoting B2B Sales. Besides this interesting figure from Nielsen’s second-quarter 2017 Comparable Metrics Report, Paul discussed the power of radio in shaping B2B sales: “According to the Radio Advertising Bureau, 30% of FM radio listeners have a bachelor’s or graduate degree. Radio advertising also compares more favorably to other mediums, promoting social listening. This is a key distinction vs. other advertising channels.

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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. The buyer has changed. The new buyer is well informed, technology enabled, saturated with media, and suffering from information overload.

15 Unexpected Ways to Generate Real Estate Leads

Hubspot Sales

Advertise. Advertise. Invest in paid advertising. Websites like Zillow offer advertising options for realtors -- a smart move since 44% of buyers look for houses online before reaching out to a realtor. How to Get Real Estate Leads. Build Partnerships.

6 Ways To Make Sure Your Customers Get The Message

Sales Benchmark Index

Here are six elements to consider: Commit to buyer insight : tapping into beliefs, attitudes, and perceptions that influence buyer behavior is no longer a guessing game. I have long been an advocate of qualitative buyer research to uncover insights that can shape strategy.

Marketing, Are You In or Out?

Sales Benchmark Index

A marketing outside-in approach starts with the buyer and stays focused on the buyer. We know that marketing’s mission is to facilitate the exchange process between the company and the buyer. It is time understand who your buyers are with an outside-in focus.

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

DiscoverOrg Sales

Buyer personas. Shape buyer personas. Your marketing team will never nail their messaging if they’re directing their efforts at the wrong types of buyers. For example: Do your past buyers look the same as your buyers of the future?