Marketing Articles: Sales

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How to Choose the Right Sales Reps for Your Next Tradeshow

by Peter Symonds

Sales
"Old-fashioned" tactics such as tradeshows are often the most effective for achieving B2B companies' top marketing goal: getting more customers. But far too many spend far too little time on choosing the right sales reps for tradeshows or networking events. more
Three Questions to Ask Yourself When Establishing an Engagement-Based Loyalty Program

by Theresa O'Neil

Sales
Making the shift from a traditional loyalty program to an engagement-based one? Here are three questions to ask yourself when developing it. more
How to Create an Event That Drives ROI

by Cassie Brown

Sales
Events—if done properly—can be a successful technique for marketing and engagement. Here are five tactics you can use to ensure your attendees thoroughly enjoy your events and, in turn, improve ROI. more
Dramatically Increase Conversions Using the Scarcity Principle

by Josh Brown

Sales
The impulse to acquire what is scarce is wired deep into the oldest part of our brain, alongside our other survival instincts. Here are four ideas for how to implement the scarcity principle in your favor. more
Why Your Blog Is Not Adding Business Value, and What You Can Do About It

by Jawad Khan

Sales
Although blogging is an effective marketing, branding, and sales channel, businesses don't make effective and efficient use of it. In fact, most corporate blogs add little real business value. more
How to Build Customers' Trust and Boost Online Sales [Infographic]

by Verónica Jarski

Sales
The biggest reason online shoppers abandon their shopping carts is lack of trust. Here are some tips for boosting your customers' trust. more
How Aligned Are B2B Marketing and Sales Teams?

by Ayaz Nanji

Sales
B2B salespeople and marketers generally agree about the level of their alignment, according to a recent report from CallidusCloud. more
Forget Romance: 2015 Valentine's Day Shopping Trends Toward Family and Friends

by Stacy DeBroff

Sales
Roses and expensive dinners are becoming a thing of Valentine's Day past, according to a recent survey. So, what are consumers focusing on instead? more
Why You Can't Ignore Social's Selling Power

by Peter Prodromou

Sales
How much of an influence on sales does social media have? Here's a look at recent findings from the Sloan School of Management and Tsinghua University regarding the power of persuasion via social on buyers. more
Social Data's Influence on B2B Sellers and Buyers [Infographic]

by Verónica Jarski

Sales
Social data has gone beyond B2C to influence B2B sellers and buyers. Here's a look at how social data enhances B2B lead targeting and guides the buyer's journey. more
Seven Conversion Rate Tactics That Increased Sales by $21 Million

by Steven Macdonald

Sales
Website conversion rate increases alone don't mean much. Revenue growth is what really matters. This article gives you seven examples (which you can use) that helped the author increase online sales by $21 million. more
Becoming a 'Visible Expert': Seven Traits Shared by Industry All Stars

by Lee W. Frederiksen

Sales
Firms with well-known industry experts and thought leaders are more likely to attract leads, command premium fees, and possess strong, recognized brands. Those "Visible Experts" have these seven traits in common. more
Content Types Valued Most by B2B Tech Buyers [Infographic]

by Ayaz Nanji

Sales
Product brochures are both frequently consumed and highly valued by B2B technology buyers, according to a recent report from Eccolo Media. more
Five Tips for Writing Case Studies That Aren't Boring as Hell

by Thomas J. Armitage

Sales
Case studies are often dry, generic, or pretty much just a high school pep rally (minus the cool letterman jackets) cheering on the company. But they don't have to be. more
What Might Customer Service Look Like in 25 Years?

by Diane Berry

Sales
Advanced search technology, along with wearable devices, automatic voice interactions, and predictive support technology will mold the future of customer service. Here's what the future might look like. more
Sell vs. Tell: Five Ways to Engage Your Audience During a Presentation

by AlexAnndra Ontra

Sales
PowerPoint's best attributes often turn it into to a sales or marketing presentation's worst enemy and often resulting in a mind-numbing drill of slide-after-slide-after-slide. So how can you build/host an engaging presentation? more
Four Steps to Getting Started With Social Selling

by Atri Chatterjee

Sales
Most businesses now look to social media as a tool mainly for creating brand awareness. To do so, though, is to ignore the real power of social media—as a driver of leads and revenue. Here's how you can get started. more
Add These Five Word 'Magnets' to Your Marketing and Sales Vocabulary

by Bob Circosta

Sales
Words. They can be powerful, passionate, and—if used correctly in marketing and sales communications and presentations—extremely profitable. more
Do Your Holiday Habits Show Your Age? [Infographic]

by Verónica Jarski

Sales
Here's a look at how Millennials, Generation Xers, and Boomers shop during the holidays. more
The State of B2B Event Marketing

by Ayaz Nanji

Sales
Some 91% of B2B marketers say they invested some budget in event marketing in 2014, according to a recent report from Regalix. more
Why Coupons Rule as Marketing Tools [Infographic]

by Brian Hoffman

Sales
Offering coupons this holiday season? Here's a look at last year's holiday coupon stats and reasons for offering coupons year-round. more
The Best Content Types for Each Stage of the B2B Sales Cycle [Infographic]

by Ayaz Nanji

Sales
B2B buyers consider short, text-based content most useful at the beginning of the sales cycle, and time-intensive content types (videos, detailed guides, etc.) most useful right before making a decision, according to a recent report from Eccolo Media. more
The Cost and Hassle of Predictive Lead-Scoring Drift

by Yaron Zakai-Or

Sales
Companies should re-examine their lead scoring quarterly but often don't because of cost considerations and a lack of focus. Can they regain focus without breaking the bank? more
The Evolving Sales Funnel

by Alessandra Ceresa

Sales
There is a lot of talk about the death of the sales funnel, but I disagree. The sales funnel is very much alive; it has, however, evolved. more
What Sales Pros Want From Product Management [Infographic]

by Verónica Jarski

Sales
More than 100 Dreamforce attendees recently shared their answers to five questions from Wizeline about what sales professionals want from product managers. more