Quick Reads: Sales

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Four Questions to Ask About Your Inbound-Marketing Response PlanContent Marketing
So you've developed a groundbreaking inbound content marketing effort that's pulling in prospects in droves! Congratulations! But here's a question: Have you adapted your internal processes to match your prospects' ...
Three Tricks for Getting Your Lead Gen Program Where You Want It To GoB2B Marketing
"According to an old expression, even a man lost in the woods knows where he wants to go," writes Dan McDade at MarketingProfs. That adage can apply to the lead ...
Four Tips for Generating Leads With EmailB2B Marketing
"Email is still the most effective marketing technique," writes Bill Rice at the Better Closer blog. "It's easy to automate and highly efficient at bringing in qualified new leads." But ...
Three Tips for the Introverted Conference AttendeeSmall Business
Conferences are ideal venues for plugging into the zeitgeist and networking with colleagues. But they're also expensive. "[And] if you happen to be an introverted marketer, which likely means a ...
Four Ways to Own the First SERPSearch Engine Marketing
"When consumers hear of a local business that is not well known, it's only natural that they conduct some research before making a purchase," writes Nathan Hanks in an article ...
Create Content for Each Stage of the B2B Buying JourneyContent Marketing
Not every potential buyer approaches your business with the same enthusiasm or interest. In a MarketingProfs article, Paul McKeon identifies the four stages of the B2B buying cycle—and how to ...
Sales Pipeline Metrics to Help Boost Forecast AccuracyB2B Marketing
Ah, the B2B sales pipeline. That mish-mash of possibilities that can surprise, delight, or infuriate at a moment's notice. Is there really any way to predict the true likelihood of ...
The Importance of the Right Offer in Lead GenerationB2B Marketing
According to Dan McDade, the foundation of any lead generation program is the right offer—one that intelligently addresses a prospect's real problems. "When you fully understand their pain points and ...
A Social Platform That Serves Your Team Members One at a TimeSocial Media
There are plenty of internal computer platforms that promise to make employees more efficient: standalone CRMs, heavy-handed intranets and project management software that needs managing all on its own. Then ...
A Bold B2B Sales Strategy That Just Might Get ResultsB2B Marketing
In an article at Sales 2.0, Jill Konrath answers the question all B2B sales people ask themselves when heading out to meet with prospects: "What will make them say, Yes, ...
Three Ways to Crank Up Your B2B Sales Smarts and ResultsB2B Marketing
One natural tactic (let's admit it) that B2B marketers often turn to when seeking to increase sales is to stuff the pipeline with more leads. But time and again we hear, ...
Three Ways to Maximize Lead ConversionB2B Marketing
As social networking channels gain more and more momentum, there's a good chance you've seen a serious uptick in new inbound leads. "[W]hat happens once you get them?" asks Sammy ...
Tips for Launching a Successful Networking EventSocial Media
There's more to social networking than just chatting online. Sometimes, you'll want to actively promote your great work live—all while courting new clients and making useful new contacts! Andy Lopata provides ...
Three Tips for Tradeshow SuccessB2B Marketing
"Many have pronounced tradeshow marketing dead," writes Bob Hebeisen at MarketingProfs. "But with the right strategy, hard work, and flawless execution, tradeshows can still be a productive part of your ...
Why Context Matters in Building Lead Nurturing ProgramsB2B Marketing
"Some people would say that nurturing is based on a marketer's goal such as building brand awareness or your company's reputation for thought leadership," writes Ardath Albee at Marketing Interactions. ...
Three Ways to Adjust Your Sales Approach in a Content-Drenched MarketplaceB2B Marketing
We all know it: Content rules in today's digital marketplace. Prospects expect to find information about any product or service that strikes their fancy—in a matter of seconds. As a ...
What to Do When a Customer Isn't Ready to Buy TodayB2B Marketing
"Every time you try to do web research, it seems like you are immediately bombarded by salespeople looking to close a deal," writes Mark Price at B2Bbloggers. "It does not ...
What to Do When the Buyer Wants the Status QuoSmall Business
There's a good chance your typical B2B customer works in a state of constant overload: too many emails, too many meetings and too much buzzing in her ears. It doesn't ...
How to Make the 'Nudge Effect' Work for YouEmail Marketing
"You may be frustrated with unopened emails and low clickthroughs, but be reassured that even if your subscribers don't open your email, its presence in their inbox leads to a ...
How to Recapture Lost Leads and Turn Them Into ClientsB2B Marketing
"We have found that a large number of companies allow unfulfilled leads to fall into a great abyss, never to be contacted again," writes Mike Neumeier at the Arketi Group ...
An Easy Way to Generate In-House Copy From Non-WritersSearch Engine Marketing
A successful search strategy relies on strong content marketing—and that means recruiting your company's experts to write articles, blog posts and white papers."For some of us writerly types, content comes ...
Turn Your Data Into Infographics: Five Cool ToolsSocial Media
One aspect of being social is relaying information as efficiently as possible. But data is dense, and we have more of it to sift through than ever before. To help you ...
What You Need to Know About Lead-Nurturing MessagesEmail Marketing
In a post at Marketing Interactions, Ardath Albee recalls a B2B client who thought her proposed lead-nurturing messages might be too brief. Albee begged to differ. "[I]nundating prospects with more links ...
Signup Forms: More, Not Less, Boosts Results for a B2B Service ProviderB2B Marketing
This February, copywriting coach Chris Marlow sent out an email promoting a free webinar. At the webinar signup page, recipients encountered a form that required more than the usual amount ...
Drip Marketing the Right WayB2B Marketing
"A drip campaign is a series of emails that are sent in a specific order at predefined intervals," writes Liz McInnis at BuyerZone. You might use campaigns to educate, nurture ...