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.

Leveraging Your Information Advantage

Partners in Excellence

In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” They no longer have to rely on sales people for that information. If all they can do is pitch products/solutions, they have lost their information advantage. Today’s information advantage is sales people having collaborative, opportunity solving discussions with their customers.

Selling – An analysis of information deprivation

Sales Training Connection

Selling and information deprivation. Bottom Level – Sales reps don’t really need in-depth information to be successful. The higher up one goes in the customer organization – the higher the level of intolerance for the lack of information.

Earn Brand Preference by Satisfying the Information Needs of Your Prospects

Sales Benchmark Index

Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target customers and prospects. Flip to the marketing strategy section of the.

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

Naturally that makes sense since we provide Sales Leaders with free resources on how to navigate the Sales Technology landscape, so when I had the opportunity to join the B2B Marketing Exchange conference this past week in Scottsdale, I was excited.

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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.

Stay Engaged with Borrowers Using Email Marketing


One of the biggest struggles today’s lenders have is shifting from a refi market to a purchase market. Fortunately, using email marketing can be an effective tool to sustain continuous awareness in both borrowers and referral partners.

The Power of Marketing and Sales Intelligence

DiscoverOrg Sales

For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts. And that means more than the commoditized contact information that list brokers are always so happy to sell: name, rank, and serial number. Account-based marketing and sales.

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. From Peter K Herbert, VP of Marketing at Terminus , an Atlanta-based company helping sales and marketing teams execute ABM campaigns, comes this guest post, a simple, three-part model to operationalize ABM: Fit + Intent + Engagement. In short, the first rule of account-based marketing is : know your target accounts.

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.

3 Content Marketing Steps to Achieve Dominant Brand Preference

Sales Benchmark Index

Today’s show will demonstrate how to earn brand preference by satisfying the information needs of your target prospects. Our guest today is Rick Medina, the head of sales channel marketing at Intuit.

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.

Momentum Marketing Equals Magnetic Motivation

Increase Sales

If this has happened to you, you may have experienced momentum marketing. Now this is not the traditional definition of momentum marketing, yet for me it makes far more sense. Peter Drucker said business has two functions marketing and innovation; everything else is operations.

[eBook] Account-Based Marketing

DiscoverOrg Sales

There is a renewed interest in Account-Based Marketing or ABM. Currently, ABM has two definitions, the first being a way of marketing to existing clients for the purpose of cross-selling or expanding their presence within an account. Getting to Know Account-Based Marketing.

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Effective Social Media Marketing Educates

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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.

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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Effective Email Marketing in an Age of Compliance


Effective email marketing can make all the difference for your business. Not every loan officer is using it safely, with some sharing too much information, while others are not sharing enough.

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.

Does Your Content Marketing Smell?

Increase Sales

Have you considered this sense respective to your current content marketing efforts? Yet, with all the self-promotion, repetitive, poor to actually painfully boring content marketing there appears to be an odor something akin to Limburger Cheese or dead fish wafting through cyberspace.

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.

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.

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.

Relationships and Marketing = “Relationship Marketing?”

Jonathan Farrington

Relationship marketing is no longer a new buzz term and obviously it’s here to stay, but I wonder just how many people really understand what it means. Relationship marketing is based on getting feedback and using it to develop and improve your service. General Relationship Marketing

Taking Aim at the Top 2017 Sales & Marketing Technology Trends

DiscoverOrg Sales

Anyone who knows me realizes that while I am from Texas, hunting + Katie may not be the best combination (given my sheer lack of hand-eye coordination), but with 24/7 practice in the sales and marketing technology world, I’m confident that I’ve improved my aim.

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The Marketing Mantra of Just Because

Increase Sales

They appear to live with the marketing mantra of “just because.” These rationalization justifies: Publicity representatives sending me information on their clients just because they read one of my posts. Truly I am so tired of this type of marketing mantra, I could scream.

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

Having such sensitive information in the hands of hackers is a terrifying thought, but what makes it worse is that it could have easily been prevented. With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Each Scoop contains an important piece of information, including: Decision-maker moves.

ACT 100

Realtors – Your Marketing Message Sucks – Part 04

Increase Sales

The marketing message for any realtor goes beyond the direct mail piece or even social media contact. Good to great realtors understand specific marketing skills that others choose not to employ. Her marketing material was professional as was her overall sales presence.

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.

Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing

However, many fail to realize how to harness those insights to inform future business decisions. For Cisco Systems, leveraging data analytics to inform future processes is a part of everyday life. While knowing who the strongest players are is important, it’s also critical to know the top content assets and which are most successful in each market an organization serves.

Sales–marketing chasm: time’s up

Sales Training Connection

Yet, one potential possibility continues to be underleveraged or neglected – bridging the gap between Marketing and Sale s. As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” Micro-Market Analysis.

A Primer on GDPR and Marketing Data Protection Best Practices

DiscoverOrg Sales

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. This brief primer provides practical tips to help sales and marketing teams be ready and able to meet the changing regulations while leveraging a sales and marketing intelligence solution like DiscoverOrg. Direct Marketing as a Legitimate Interest. I’m in Sales and/or Marketing.

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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.

Marketing Madness Virus of Presumptions

Increase Sales

Do you ever receive those emails that make you shake your head and wonder about the marketing madness behind the message? Why in the world (you think to yourself) would you ever finish reading these messages less alone reach out for more information or worse yet buy the “stuff?”

Unite to Magnify Your Marketing Message

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” For a small business owner this is very true especially with it comes to magnifying one’s marketing message. From that handout, we created a series of tweets and other social media marketing messages to start promoting the event as well as each other.

Thought Leadership Marketing in a Vertical Market

Your Sales Management Guru

Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Wednesday July 10th, SM18 Dominate Your Market: at 2:30pm .

How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

Startups and challengers—even those with disruptive offerings—faced a significant uphill battle to win new business at scale and steal market share from industry leaders, because they had limited visibility and access to buyers. From high-growth companies MongoDB, Cloudera, Birst, Actifio, and DiscoverOrg, come first-hand insights on finding success through high-quality sales and marketing intelligence.

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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

The ME of Content Marketing

Increase Sales

Content marketing thanks to social media is the rage especially for 93% of the business to business world. Yet according to the Content Marketing Institute and Erin Povey of Sirius Decisions, much of the audience dislikes, no hates, the majority of the content.

Adopt the Make My Day Marketing Attitude

Increase Sales

” What would happen if we as small business owners to sales professionals took that “make my day” to heart and made it part of our overall marketing attitude in a positive way? Of course I had to change my marketing attitude to fully appreciate this new perspective.

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.