7 Critical Skills of the Social Seller

Sales Benchmark Index

I recently met Jill Rowley, a Sales Rep at Eloqua. Jill remains Eloqua’s #1 Sales Rep since 2006. The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars.

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How Finding the Common Revenue Thread Simplifies Executive Decision Making

Smart Selling Tools

Marketing Automation (Marketo, Eloqua, etc.). Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with?

Trending Sources

Are You Too Hard to Reach?

No More Cold Calling

Prior to joining Heinz, Brian was the chief marketing officer at Zephyr 47, a marketing-automation agency where he helped EMC Isilon win an 2011 Eloqua Markie award. Why doesn’t your email signature have a phone number?

Marketing Automation is Not Marketing Strategy

Pointclear

Eloqua, too, makes a strong case for strategy in its guide, “6 Pitfalls to Avoid in Your Marketing Automation Journey,” which contains the important reminder to avoid putting “too much focus on technology, and not enough focus on buyers.”.

Social Selling Success Stories

Score More Sales

Jill, who was most recently with Oracle represented how to gain visibility for a company – first for Eloqua and then Oracle. Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Oracle’s recent acquisition of Eloqua for $871 million puts the definitive statement on this trend. One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated.

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Quick Tips to Utilize Social Selling and Leverage Your AEs Today

Sales Benchmark Index

Just ask Eloqua. 60% of the buyer’s journey now happens before your Account Executive interacts with a prospect. This is why there is such a push for compelling content marketing strategies these days. Blogs, ebooks, webinars, social media.

3 Steps to Combining Social Media & Competitive Intelligence

Sales Benchmark Index

Marketing Software – HubSpot /Eloqua/Marketo/Alexa. “Competitive Intelligence is the action of defining, gathering, analyzing, and distributing intelligence…needed to support executives and managers in making strategic decisions for an organization.” Wikipedia).

CMO: Are you going to have a job in 2014

Sales Benchmark Index

Maybe it’s Marketing Automation (Eloqua, Marketo, etc.), You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program.

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PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

Pointclear

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. A lot of people don’t know how to use LinkedIn.

Business Growth Marketing Liaison The Next Generation of Talent Management

Increase Sales

Many small business owners believe that hiring another sales person will increase sales and expand business growth. Possibly in the past this was true, but for today’s small business owners a new position must be created especially when in the start up phase.

Good Reads for B2B Marketing - Modern Marketing from Stan Lee

Pointclear

Via Eloqua. Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. How Marketing Can Deliver Qualified Leads.

Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

If you’re like most Marketers today, you’re seeking high performance results via tools that complement your primary Marketing Automation platform; such as Marketo, Pardot, Eloqua.

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How Enterprises Are Adopting Social Selling

Tenfold

In the case of Eloqua, a software company, their average sales cycle has decreased by 20 days, with 25 percent more leads that convert to opportunities. These days, it is no longer enough to argue that enterprise companies are too big to bother with social media.

Inside Sales Growth Beyond CRM

Velocify

Recent acquisitions of Pardot, and Eloqua, and rumblings of IPO prep for other players in the space validate the attraction to marketing automation. According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

And they say, ‘Oh, I’m doing a great job, I’ve got Eloqua.’ The people we always talk about are the HubSpots and the Marketos and the Eloquas of the world who are driving leads. My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus.

Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads

Pointclear

The eBook also includes thoughtful observations on findings from sales and marketing experts like Barry Trailer, CSO Insights; Brian Kardon, Eloqua; Carlos Hidalgo, The Annuitas Group; Stephanie Tilton, Ten Ton Marketing; Mike Volpe, HubSpot; and Jill Konrath, Selling to Big Companies.

Who Is The Beneficiary Of Sales And Marketing Automation?

Partners in Excellence

It was “ A Sales View Of Marketing Automation ,” with three of the smartest sales and marketing people I know: Alex Shootman , Chief Revenue Officer of Eloqua, Thor Johnson of Team Thor Marketing, and Carlos Hidalgo of The Annuitas Group. I had the privilege of participating in a fantastic roundtable at Focus.com today.

Email Unsubscribe Hell!

Partners in Excellence

We all get too many unwanted and unsolicited emails. Usually, they are pretty easy to handle.

From Demo to Conversation Part One – Targeting and Lead Development

Sales Overdrive

A few we like include Marketo, Acton and Eloqua. Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

Pointclear

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

Targeting Eloqua to grow my knowledge of their industry leading lead generation tool. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

Some are taking a more comprehensive approach using tools like Marketo and Eloqua. Sharing best practices in sales and sales management www.salesassociation.org. Sunday, May 22, 2011. Why Telemarketing Remains the Unsung Hero of Lead Generation.

B2B Experts from Webinar - 10 Tips for Improving Your B2B Demand Gen Program with Inbound & Outbound Marketing

Green Lead's B2B

nedelsha Trish Bertuzzi The Bridge Group @bridgegroupinc Steve Woods Eloqua @stevewoods Simon Blackburn ConnectAndSell @connectandsell Jep Castelein LeadSloth @jepc Ann Handley MarketingProfs @marketingprofs Craig Rosenberg Funnelholic/Focus @funnelholic Scott Mersy* Genius.com @smersy Mark Feldman* Netprospex @netprospex. * Thursday I did a webinar with NetProspex (Slideshare below) and in it I referenced 10 experts that I rely on for B2B Demand Gen knowledge and insights.

6 Small Town Sensibilities to Boost B2B Social Media Impact

The Sales Association

” According to one of the top salespeople at Eloqua, Jill Rowley, the line between “personal” and “business” social media is very transparent. Sharing best practices in sales and sales management www.salesassociation.org. Friday, February 25, 2011.

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Green Lead's B2B

Dan Morefield - Leads360 Ken Murray - VanillaSoft Inc Bill Nussey - Silverpop Kirtan Patel - LeadOrganizer Joe Payne - Eloqua Jeff Pedowitz - The Pedowitz Group James Pennington - Anderson Direct Marketing Maria Pergolino - Marketo Barbara Pfeiffer - Nurture Institute Debbie Pierce - NitroMojo Eric Rabinowitz - Nurture Institute Sam Reese - Miller Heiman Inc. The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management.

Is Lead Generation Slipping Away From Marketing?

Pointclear

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Pointclear

Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies.

PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence

Pointclear

On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City.

PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence

Pointclear

On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford. Chris is an award-winning business writer and editor based in New York City.

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

Pointclear

And for the specifics on how to go about it all, walk through this presentation by Eloqua on how to map content to the buyer’s journey.

Demand Gen Cloud: Funnels and Pipelines are Old School

Green Lead's B2B

Matt Heinz , Principal at Heinz Marketing LLC Carlos Hidalgo , President of The Annuitas Group Jon Miller , Vice President of Marketing at Marketo Adam Needles , VP of Demand Generation Strategy at Left Brain Marketing Tom Scearce , Principal at Scearce Market Development Matt West , Director of Marketing at Genius.com Steve Woods , Chief Technology Officer of Eloqua.

From Demo to Conversation

Sales Overdrive

A few we like include Marketo, Acton and Eloqua. Part One – Targeting and Lead Development. Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process.