Content Marketing and Increasing Information Overload

Increase Sales

Information overload is becoming an ever increasing threat and is potentially drowning your own content marketing messages. Your target market or ideal customer profile is being bombarded with an overload of information via content marketing.

Missing the Obvious in B2B Marketing Actions

Increase Sales

Sometimes the simplest B2B marketing actions deliver the best results. Unfortunately, these are usually the most obvious and ignored even with the plethora of marketing, selling and overall sales advice. Would you believe no contact information?

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Trending Sources

How Personal Information Leads To A Relationship (And To Sales.

Jeffrey Gitomer

How Personal Information Leads To A Relationship (And To Sales). Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. Information that provides insight.

7 Tips For Automating Your Email Marketing

Fill the Funnel

Email marketing is an area of marketing in which automation is completely essential. You simply can’t do email marketing effectively without some version of an autoresponder program, which automates subscriptions, list organization and message broadcasts.

Marketing Automation is Not Marketing Strategy


We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet.

Content Marketing Is the NEW Be There or Be Square

Increase Sales

Over 10 years ago, content marketing was not on many business people, sales professionals or SMBs radar screens. When I talked about content marketing specific to the effectiveness of article marketing or having a blog, the advisor looked at me like a deer trapped in the headlights.

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True Marketing Operations: It’s time.


Yes, we had a CRM system, but Marketing didn’t have an automation system. If yesterday were today, I am sure that John, the CMO, would have a marketing operations manager equal to my sales operations manager. B2B Marketing Marketing Strategy Guest Blogs

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The Year of the Expert and The Information Sale

A Sales Guy

I used the phrase, “information sale” in a post a while back. The information sale is the idea that selling happens when the client or prospect is being educated. It’s when the sales person is using information to teach the prospect or customer something they didn’t know. Information selling has been around for a long time. Information selling is quickly becoming a must. To be good at the information sell, sales people have to know a lot.

Taking a Page from the Marketing Playbook: How Sales Teams Can Stand Out by Using Data. @chrisrothstein

Smart Selling Tools

Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products.


Sellers and Marketers Overcoming the Status Quo

Smart Selling Tools

. Last week, on the heels of Dreamforce, I traveled to Las Vegas to attend CEB’s annual Sales and Marketing Summit in Las Vegas. In fact they’ve since introduced the Challenger Marketer™. Challenge Marketers operate differently than typical B2B Marketers.

Effective Social Media Marketing Educates

Increase Sales

With social media, much of the marketing focus has shifted away from what makes basic and good marketing. Yet having read this social media marketing post on LinkedIn Pulse , much of what the writer states is just as true for basic education based marketing.

Research: How Information Influences Price-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. The map we use to describe and interpret an experience is based upon one of three channels of information — visual, auditory, and kinesthetic.

Dale Vermillion: 3 Ss to Selling Success in a Competitive Rising Rate Market


Experts Chris Backe, Velocify director of business development, and Jeff Douglas, Wyndham Capital CEO, discuss how to prepare for this changing market in the context of “The three Ss to Success” as defined by professional speaker and coach Dale Vermillion, CEO of Vermillion Consulting.

Marketing Mojo or Marketing Muck?

Increase Sales

Have you ever thought that some small businesses seem to have marketing mojo while others, possibly even your small business, appear to be stuck in the muck? Possibly you may think the answer is to hire a marketing firm? Market trends.

Marketing Minions Start Distrust

Increase Sales

Just call me old fashioned because I believe in permission based email marketing. Today I received an email from some local marketing minion promoting some noted sales expert who recently died.

Your 2014 Marketing Budget Roadmap

Sales Benchmark Index

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. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue.

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. That’s because in most companies: Marketing measures itself on lead quantity rather than lead quality. Make marketing accountable for sourcing revenue.

Lead Nurturing: Triple Your Marketing Return


Nurture leads until they’re ready to turn over to sales is the sixth 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 how lead nurturing can triple the return on most marketing campaigns: Nurturing is essential for successful lead generation—both inbound and outbound. B2B Marketing Marketing & Sales Alignment B2B Sales

5 Steps to Account-based Marketing Success


Most marketing and sales folks I talk to agree … in theory. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. Determine which portion of your market you can reach and close most cost effectively. Account-Based Marketing

Should Sales Take Over Marketing?

Sales Benchmark Index

As a CMO you''re constantly being criticized for not measuring the return on marketing spend. The back and forth is: “I need more marketing dollars”. The CEO may even be considering moving marketing under sales. Let’s go back to when Heidi took over the marketing organization.

Marketing Opportunities Abound Provided…

Increase Sales

Deep pockets are no longer required to market a business. Social media has especially leveled the SMB market place. There are many marketing opportunities to attract attention and begin to build relationships provided the following elements are in place: An ideal customer profile.

The Inside Scoop: Chipotle’s Big Burrito Breach – Malware with a Side of Chips

DiscoverOrg Sales

And a week later: (2/16/2015) Chipotle Mexican Grill is currently experiencing pain in relation to information security following a recent breach that compromised the company’s website, redirecting visitors or loading malicious code onto their computers.

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Why Are You Email Marketing to Me?

Increase Sales

When did email marketing transition from permission based to everyone and his or her brother or sister? How many times must we unsubscribe from people who have bought email lists to adding our email addresses to their email marketing database without our permission? Individuals such as this one and many more should research permission based marketing. Even then they must confirm in another email they signed up to the email marketing list.

Is Your Marketing Message Just Noise?

Sales Benchmark Index

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? A byproduct of today’s buyer experience is information overload. Whether on their mobile device, PC or tablet, the Informed Buyer is subjected to an unrelenting torrent of noise.

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


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

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!

How to Structure a Modern Marketing Department

Sales Benchmark Index

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? Not all marketing departments are created equal.

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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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Content Marketing: Stuck at 36%

Sales Benchmark Index

In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. In talking with marketers, I hear this phrase plenty: Our job is to educate the customer.

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.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). Digital Marketing Gets Redefined and Matures.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

Marketers, as we all know and understand, are responsible for many critical business tasks. Today’s post is not to delve into those many responsibilities, or even their significance, which we invariably place on Marketing’s broad shoulders. Tweet Sales-ready leads.

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


If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. I was having breakfast the SVP of sales one day and he told me that they received no leads from marketing. Marketing & Sales Alignment

Is Your Marketing Team Ignoring Existing Clients?

Sales Benchmark Index

The new informed buyer has made email prospecting unproductive. There are demand gen tactics, content marketing strategies, lead nurturing paths, etc. In most cases, marketing disappears once the lead becomes an opportunity. And marketing can help.

Inbound Marketing’s Top 4 Newest Insights

Sales Benchmark Index

I recently had a cup of coffee with a good friend and marketing peer. I had recently read Hubspot’s newest release of the State of Inbound Marketing Report, and a key stat hit me. Kathy was going to pay more attention to the formal management of leads between sales and marketing.

Don’t Confuse “Target Market” with “Ideal Client”

No More Cold Calling

Sales and marketing play different roles in lead generation. It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. Target market” is a marketing term.

Will Marketing Automation Solve Your Lead Problem?

Sales Benchmark Index

Every marketing leader wants it. Not every marketing leader has it. Today’s Informed Buyer uses Google, Social Media, etc. What does this mean for the marketing leader? The Informed Buyer has Digital Body Language. To do this you need marketing automation.

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Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Use Act-On for all your online marketing campaigns. That’s me with Sassy.

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Marketing Credibility Starts with Sales Kick-off

Sales Benchmark Index

World Class marketing leaders approach Sales Kick-off as an engagement opportunity. Gone are the days of marketing’s participation limited to a marketing ‘timeslot’ presentation. Marketing leaders are active participants throughout the sales meetings. Marketing Engagement.