Leading By Example

Partners in Excellence

Every manager knows this, it’s Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always Leading By Example, whether we do so consciously or unconsciously. Our actions and behaviors set the example for our people—Always!

10 Great Examples - Customer Service as a Powerful Sales Tool

Understanding the Sales Force

However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do. Let's start with two great examples - experiences that make you choose to return for more.

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A Real Life Example How Brand Unifies A Compelling Vision

Increase Sales

Yesterday I saw a real life example of a relatively new branding statement by the one local regional tourism bureau here in Northwest Indiana: Built by Steel, Changed by Tourism. Seth Godin writes about the noun “brand” as being: “the expectations of your customers.”

The Ultimate Guide to Writing LinkedIn InMails That Get Results (With Examples)

Hubspot Sales

Recruiting InMail Examples and Template. It’s highly scalable -- note this InMail could work for any content marketer. This recruiting InMail is also a great example. Job Inquiry Example and Template. Connecting InMail Example and Template.

Unique Selling Point Examples

Klozers

Our Unique Selling Point Examples below, are designed to help clients understand exactly what a Unique Selling Point is and how they may use the Unique Selling Point Examples to help differentiate themselves from the competition. Unique Selling Point Examples – definition.

#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.

4 Secrets to Writing a Great LinkedIn Headline (With Examples)

Hubspot Sales

Click here to jump straight to the best LinkedIn headline examples. LinkedIn Headline Examples. Innovating and disrupting how companies market and sell in Latin America and Brazil". When it comes to icebreakers, “describe yourself in three words” is by far one of the toughest.

Marketing is More than Automation

Pointclear

There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. In hindsight, the main course that night was a new way of thinking about business: Account-Based Marketing.”. Account Based Marketing (ABM) is all the rage.

Let’s Get Real About the Goal of Marketing

Increase Sales

If the purpose of marketing is to attract attention, then the goal of marketing is…? The goal of marketing within any sales process is two fold: Make a friend. This is why so much emphasis is placed on measuring the goal of marketing.

Prospecting Is a Marketing Activity

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Confusion abounds about what is prospecting and what is marketing. Much of this confusion can be traced back to the Madison Avenue firms where paid advertising became synonymous with marketing. Peter Drucker said the purpose of business is two fold: Marketing.

LinkedIn and Effective B2B Marketing Strategies

Increase Sales

LinkedIn closely follows Twitter when it comes to effective B2B marketing strategies according to a survey conducted by Regalix Research. What continues to amaze me is the number of B2B professionals who fail to engage in effective B2B marketing strategies.

Digital Relevance: Developing Marketing Content and Strategies that Drive Results

Pointclear

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). Developing Marketing Content. Marketing Strategy Content Marketing

Proof that Account-based Marketing Works

Pointclear

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. Account-Based Marketing

Your Social Marketing Reflects Your Leadership

Increase Sales

Have you ever considered how your social marketing may be a reflection of your leadership? For example, do you add people to your email list without asking permission? Many of these come from so called “experts” on sales, marketing, leadership and even business ethics. Permission based marketing still exists and should be the best practice for professionals engaged in social selling or social marketing.

What’s In Your Marketing Action Plan?

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All small businesses and sales professionals should have their own marketing action plan. These misdirected activities derail the action with any marketing plan. 6 Key Marketing Activities. For simplicity, there are six basic key activities within a marketing action plan.

In Sales and Marketing Feelings Count More than Logic

Increase Sales

Sales and marketing research can be interesting and provide some insight as what not to do. The CMO Council and Dow Jones surveyed over 2,000 consumers from North America and the United Kingdom which revealed the importance of feelings in sales and marketing messages. For example, I am looking for a small storage cabinet for our dining area. The challenge in sales and marketing is not to create negative feelings, but rather awareness and then positive ones.

How Social Media Influences Market Reach

Increase Sales

For any business from the smallest to the largest, market reach is essential. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message.

Marketing Automation First Step is Social Media

Fill the Funnel

If you’re ready to get started with marketing automation, the easiest place to start is with social media. Before you start considering social media automation options, the first step is to identify the goal behind your social media marketing.

The Collision of Expertise and Content Marketing

Increase Sales

Content marketing is a great vehicle to attract attention especially if you are a SMB owner with half way decent writing skills. This is marketing communication that educates, but peppers numerous times with a “buy me” message. Good marketing does include a call to action.

How Marketing Fails by Failing to Market Itself

Sales Benchmark Index

One of the most difficult responsibilities for a B2B marketer is sales enablement. The sales field is often critical of any marketing effort. Marketers can feel like they are in a can’t-win position. Marketing teams begin to resent their peers in sales.

2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance.

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What Does “Full Funnel Marketing” Really Mean?

Pointclear

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?

Stop Wasting Money On Marketing Automation, Personas, And Content Marketing!

Partners in Excellence

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. 37% of email marketers use limited targeting criteria!

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.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

Pointclear

Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. You might think that these are extreme examples, but they are not.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. ABM aligns marketing and sales. Account-Based Marketing

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

Pointclear

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Account Based Marketing (ABM) is not a new concept or idea.

To Market, To Market to Buy a Fat Sales Lead

Increase Sales

Their actions are much like shopping at the market. Their marketing plan can be titled “Captain Wing It in Action.” Spray your marketing efforts all over the place and then pray something will happen.

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CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands? Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year.

Writing Is 20% of Content Article Marketing

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of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic. For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. Marketing Is a Two Way Street.

Multiply your Content Marketing by 6X

Sales Benchmark Index

The demands for content creation on today’s marketing team can take the form of a raging beast. Marketing teams are fighting to keep up. Too often Content Marketing leaves a wake of smoldering bodies as it devours every ounce of capacity. Content Multiplying - Webinar Example.

How to Bridge the Sales & Marketing Divide

Sales Benchmark Index

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. It’s an unfortunate reality.

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

Pointclear

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.

A Practical Playbook for Account Based Marketing

DiscoverOrg Sales

There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. Looking to give a your sales a boost?

When Sales Met Marketing …

Jonathan Farrington

And not unnaturally, few marketers will question the value of sales leads however they are generated, but the reality is that a poorly integrated lead generation program can actually reduce the overall productivity of a sales-force.

Factors That Contribute To Email Marketing Success

Jonathan Farrington

Social media marketing and mobile marketing campaigns are getting all the attention. In the vanity, email marketing may look useless, old fashioned and simply dead to you. An infographic from Monetate shows that spending on email marketing is projected to rise to $2.5

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

Pointclear

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena.

How Your Marketing Turns on Sales Objections – Part 04

Increase Sales

If you have been following the posts for this week, you will notice all cover sales objections that are created by poor marketing. In some instances, marketing that worked in the past no longer works today because buyers are far more educated before they engage in any sales conversation.

Marketing Needs to Put Skin in the Game

Pointclear

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Today we will discuss what percent of revenue should be driven by marketing and what percent should be driven from sales. Measuring marketing’s contribution to revenue. Hence the 35% used in this example.

Old School Marketing Beliefs Are a Barrier to Business Growth

Increase Sales

The professional business person stated unequivocally “I believe in old school marketing.” As I listened to his old school marketing beliefs I realized he truly did not understand marketing and wondered how much more successful his former business could have been.