How to Make Marketing Scientific

Sales Benchmark Index

Marketing Strategy Podcast b2b marketing data-driven marketing Demand Generation demandgen KPIs Marketing Contribution % marketing insights marketing operations marketing ops marketing strategy revenue marketing vp of marketing operations

How to Implement Account Based Marketing

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Today’s topic is how to execute Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. To follow along, download our 10th annual workbook, How to Make Your Number in 2017.

How to Inject Science Into Your Marketing

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Marketing Strategy Podcast

How to Write Effective LinkedIn Messages

Sales Benchmark Index

Article Marketing Strategy Sales Strategy business practices connect critical Dan Bernoske effective messages how to linkedin mail message network sales strategy send a message social media worldwide writing guide

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

You can manage activities and processes but people need to be guided to reach their full potential. To enable your team to perform at its best and increase sales efficiency, it’s important that you give them the training, knowledge and tools that they need to be successful.

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.

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How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

The road to landing your product or service in customers’ hands is not a direct route. There is much twisting and turning along the way to close-won. Taking control of each step helps to better evaluate and scope your needs. Have you made your 2018 marketing plan yet?

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How to Move from Marketing Strategy to Execution

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Our guest on SBI TV is Dan Levinschi, the Vice President of Marketing for PandaDoc. Dan is a revenue generating marketer who knows how to quickly transition from marketing strategy to execution. If you prefer to watch a video of.

How to Increase Sales Remember Local Marketing Is Vocal Marketing

Increase Sales

Years ago, the first how to increase sales marketing action a small business took was to take out a paid local advertisement in the Yellow Pages because local customers used their fingers to walk through those hundreds of yellow pages.

How to Earn Brand Preference with Your Content Marketing

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Corporate Strategy Marketing Strategy SBI for SMB Video b2b marketing brand preference ceo content marketing

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

Salesforce is one of the most powerful tools out there for sales and marketing professionals, but it can get unwieldy at times, and trying to figure out how to make someone else’s solution fit your own can be daunting. Using the TEXT Function to unlock Picklist Fields.

Stop the CFO from Pillaging Your Marketing Budget

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Marketing departments no. The days of Don Draper and Mad Men are gone. A profession that once revolved around big ideas, attractive models, and generating a buzz has transformed. It’s now about big data, predictive models, and generating a buck.

How to Pinpoint Your Market’s Sweet Spot

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Should you cover the entire market or double down on your sweet spot? You are on the hook to. Article Corporate Strategy Market Research Marketing Strategy active marketing campaign sweetspot CEO advice ceo guidance cover market cover the market coverage Geoff Schuler market segment market segmentationYou’re a CEO who just missed the quarterly number for the 3rd time in a row. You know what happens next.

How to Operationalize Account-Based Marketing

DiscoverOrg Sales

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. ABM Success Is the Path to Efficient Growth.

How to Improve Your Marketing Campaign Execution

Sales Benchmark Index

Recently, I chatted with a b2b marketing leader of a 25~+ sales rep company. Let’s refer to this marketing leader as Kathy. ” She paused for a minute to collect her thoughts. They didn’t start the year off well but are on a profound recovery.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As companies and reps continue to look for technical solutions to create efficiencies throughout the sales process the human element of sales is being lost. The question we need to ask ourselves is – what can we do that a computer can’t?

How to become a rich sales geek

Sales 2.0

Testing is for marketing not sales. Does that sentence seem logical to you? It doesn’t to me. The more time I spend in sales and marketing, the more I see overlap between these areas. Meanwhile the majority of sales people still seem to be number-allergic.

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How to Earn Brand Preference with Content Marketing

Sales Benchmark Index

Corporate Strategy Marketing Strategy Podcast b2b brand brand preference Chief Marketing Officer CMO content execution content marketing content marketing budget kathy juve vp marketing

How to Successfully Market a Product Launch

Increase Sales

Other small business owners and authors could learn some very important lessons on how to successfully market a product launch. First , planning is key to marketing any product. A successful product launch begins and ends with marketing.

How to Mobilize High-Potential Employees and Activate Revenue Growth

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As you look toward succession planning or assigning resources to key strategic initiatives, the pool of high-potential employees is where most companies look to for resources who can solve. High-potential employees comprise the next generation of leaders within your company.

Advocate Marketing: How to Leverage Your Biggest Fans for the Biggest Return

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It’s August and for most Marketing Leads that means the looming pressure of Q4 is right around the corner. In order to hit revenue targets, you’ve been instructed to generate more leads, of better quality, with less money.

How to End the Sales & Marketing Argument

Understanding the Sales Force

So why is it so hard to understand why marketing argues with sales? Dave Kurlan marketing leads lead follow up sales follow upRepublicans and Democrats argue all the time.

How to Write a Winning Direct Mail Sales Letter

Sales and Marketing Management

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. For instance, reports reveal that up to 90 percent of direct mails get opened, while emails average 25 percent at best.

How to Boost Your Credibility at a Trade Show

The Sales Heretic

How do you stand out and effectively compete? Especially against larger competitors that may be able to buy a [.]. Sales credibility marketing prospect seminar trade show tradeshow training workshopA trade show is a challenging sales environment.

3 Tips in How to Increase Business Alliances

Increase Sales

The quest to increase sales begins with marketing because if no one knows about you or your company (the first two sales objections) you will never have the opportunity to share your solution (the third sales objection. Reach Out to Your Small Business Competitors.

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How to Grow Revenues From Existing Customers

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Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

Attributing Revenue to Non-Digital Interactions

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Albert Einstein’s famous aphorism originally applied to scientific principles but it’s valuable in many walks of life. For example, as a B2B marketer you want to track revenue attribution. “Everything should be made as simple as possible, but not simpler.”

How to Get Sales to Use Your Marketing Content

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Article Marketing Strategy product marketing sales adoption sales enablement

How to Bridge the Sales & Marketing Divide

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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. Buyers vary from one to another.

How to Ask for a Referral Without Getting Embarrassed

No More Cold Calling

Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology.

How to Avoid a Marketing Automation Catastrophe

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Marketing leaders must prove their contribution to Sales Revenue. Marketing must produce leads that generate new business. In this environment, many of your peers have turned to marketing automation as the solution. Most marketing department are short-staffed.

How To Get A Meeting With Anyone – Book Review

The Pipeline

There is no doubt that is true, but it is also true that most find it difficult to get in front of the right person, and that the best and most sought after sales people are those who can consistently get in front of that “right” person and start selling.

How to Increase Sales Tips & Snippets #17 – Marketing Calendar

Increase Sales

Calendars be them paper or electronic or even Cloud enabled keep track of calls, appointments and To Dos all as part of the how to increase sales activities. Each week day I have a recurring calendar item to: Write a blog posting for this business and sales blog.

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How to Know If Your Indirect Channel Is Performing Well

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Managing partners can feel like Dark Magic; juggling partners at different levels of performance. Dark Magic, that is, because it is not always obvious who are the good and who are the bad partners. One partner could be crushing their.

How To Nail The Slow Sale, Fast!

Bernadette McClelland

If I heard it once, I heard it a hundred times – ‘Does that girl have to rush everywhere?’. How ironic is it therefore, that I am attracted to an approach to business that espouses the virtues of ‘slower’? The post How To Nail The Slow Sale, Fast!

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How to Unlock Your Real Estate Marketing Message

Increase Sales

Real estate marketing is changing. Jump over to Zillow or Truila and read real estate listing after real estate listing that sounds more like dry, boring resumes than invitations to visit this home or that one. First Real Estate Marketing Message. Time to Compare.

Realtors – Where You Are Missing How to Increase Sales

Increase Sales

This lack of inventory is a prime opportunity for top sales performers to increase sales. Acknowledge and Work with Market Trends. The residential real estate market has changed. Technology allows homes to be viewed via the Internet.

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How to Restructure Your Marketing Department After a Budget Cut

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Is your marketing structure the right one? The CEO is cutting the marketing budget. The CEO also wants more from the marketing team. You’re constantly trying to justify expenses and prove the return on marketing investments.

How to Structure a Modern Marketing Department

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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? What are the roles you need to fill? Not all marketing departments are created equal.

How to Build your 2014 Marketing Strategy

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You only have one shot to start the year right. To maximize your chances at a successful 2014, you need a good strategy. At a high level, your marketing strategy must be driven by the stated corporate goals. Too often, the sales and marketing leaders work in siloes.