Quick Reads: Sales

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Three Ways to Transform Your Leads Into SalesB2B Marketing
Does your business spend time and money generating leads that languish neglected in a pipeline? "The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding," ...
Email Lessons From a Bridal ExpoEmail Marketing
In a post at the Lunch Pail blog, bride-to-be Casey Barto recounts a visit to a bridal expo. "On the day of the show with pen in hand, I scribbled ...
Four Tips for Crafting B2B Emails That Get ResultsEmail Marketing
Any successful B2B marketing strategy "involves the integration of email marketing," Maria Pergolino asserts in a post at the Marketo blog. Whether designed for lead generation or nurturing leads and ...
How to Generate Leads With Content SyndicationB2B Marketing
"In today's economic climate, content syndication is one of the lowest risk lead generation vehicles there is," writes Howard J. Sewell at The Point. "At our agency, the programs we ...
Three Steps to Getting Big Companies to Buy From YouB2B Marketing
"As a seller, when you approach a big company, you are most likely more concerned about your fears than theirs," writes Barbara Weaver Smith in an article at Selling to ...
Three Ways to Offer Value to Time-Strapped B2B BuyersB2B Marketing
"Let's face it, buying today is different than it used to be," says Ardath Albee in a recent post at the Marketing Interactions blog. Products and solutions are growing in ...
Three Ways to Enhance Your Blog's Lead-Generation PotentialLead Generation
"Most corporate blogs are ghost towns, in terms of both content and reader engagement," writes Ian Greenleigh at the MarketingProfs Daily Fix blog. "Abandoned blogs litter the web, making the ...
Content Marketing Isn't One-Size-Fits-AllLead Generation
Different customers shop for products and services in different ways—even when they're looking for the same thing. And that's why your lead-generation efforts should address various buyer personas. "A buyer ...
Four Things You Must Know About Your ProspectsLead Generation
In a post at his eponymous blog, Tom Trush tells the story of a client who asked for help after a direct-mail lead-generation campaign failed to yield a single response. ...
How to Design a Profitable Lead-Nurturing Program Right NowB2B Marketing
In a brief Take 10 online tutorial at MarketingProfs, Jim Lenskold, president of Lenskold Group, spells out clear guidelines for creating targeted lead-nurturing programs that can help you boost conversions, ...
How to Accelerate ReferralsLead Generation
"If you're like many professional service providers, you get a lot of business from referrals," writes Barbara Bix at MarketingProfs. But you may not realize how closely the referral process ...
How to Reduce the Stress of Tech SellingHigh-Tech Mktg & Sales
Though the recession is over and the economy is in recovery, most IT managers are still holding back on their spending—adding even more stress to an already lengthy sales cycle. ...
What Matters Most in B2B Selling? A Two-Question Quiz.B2B Marketing
"The Web makes it too easy for your competitor to lure away interested buyers before your people have had a chance to contact them," warns Steven Woods in a post ...
Three Questions to Ask Before Using Social Media for Lead-GenLead Generation
With the near ubiquity of online social networks, you might think they're just the thing for your lead generation and nurturing programs. But before you take a spontaneous Facebook plunge, ...
Leads: Quality or Quantity? Depends Where They Are in the Sales Cycle.Lead Generation
As a marketer, you might have noticed a certain ebb and flow in the requests you get from your sales department. "At the beginning of the year when the funnel ...
Three Ways to Engage Prospects in a Buyer-Controlled Sales Cycle High-Tech Mktg & Sales
With vast Web-based resources now available to evaluate products and services, tech buyers are no longer dependent on Sales for information about purchases. Buyers don't want or need to engage ...
How to Nurture Your Leads' EmotionsLead Generation
More than ever, your lead-generation program must include a strong nurturing component. A DemandGen survey, notes Cheryl Goldberg at the High-Tech Communicator blog, found that nurtured leads produce a 20-percent ...
Why Customers Want Your B2B Sales Process to Go DigitalB2B Marketing
"If B2B sales teams reduce the amount of face-to-face selling time in favor of more efficient sales models using the Web and telephone, will B2B buyers be receptive?" asks Robert ...
Don't Get Linked Out on LinkedInLead Generation
LinkedIn is "one heck of a community for getting to know your prospects and customers," writes Ardath Albee at Marketing Interactions. "[But it] can also expose a lack of integrity ...
How Calls to Action Can Generate Monster LeadsLead Generation
In a post at HubSpot, Kipp Bodnar argues for the integration of your business blog and your corporate website. "Blogs are dynamic; they drive fresh content that prospects and search ...
Three Ways to Improve Your Lead-Generation EffortsLead Generation
"Online lead generation requires you to erect just the right-sized barrier," writes Ian Lurie at Conversation Marketing. "Something [just] big enough to keep unqualified, unpromising leads out, while letting interested ...
Three Key B2B Decision Makers and How to Pitch ThemB2B Marketing
"Reps selling into complex organizations need to be enabled with at least three levels of detail," Andy Hasselwander writes in a post at the B2B Marketing Confidential blog: "one for ...
Lead Scoring: An Easy Three-Step ProcessLead Generation
Despite the proliferation of emerging media channels and ever-tightening marketing budgets, notes Chris McArdle at DemandGen Report, "fewer than 10 percent of B2C organizations are using proven techniques to effectively ...
Target Your Marketing Content to Each Stage of the B2B Buying CycleB2B Marketing
"Marketing doesn't fully understand how buyers use content," warns Paul McKeon in a Pro article at MarketingProfs. "B2B marketing is no longer just in the business of brand management and ...
Four Tips for Making Chatter Into a CRM Power ToolB2B Marketing
Salesforce.com has released a beta of Salesforce Chatter, its "real-time collaboration cloud" that offers sales teams "a brand-new way to collaborate with people at work." So what exactly does Chatter ...