Quick Reads: Sales

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Getting Your Best ROI as a Tradeshow AttendeeB2B Marketing
A note to our readers: MarketingProfs has decided to cease publication of the Get to the Po!nt (GTTP) newsletters, and this issue of the B2B Marketing GTTP is the last you'll be receiving. We ...
Three Cross-Sell and Up-Sell Tactics to Boost Email Marketing ROIEmail Marketing
"It's an old adage," writes Amanda Hinkle in an article at MarketingProfs. "Driving increased sales from your current customers is easier than acquiring new customers." And yet, it's an old ...
How to Generate Leads via the Chamber of CommerceB2B Marketing
You have a very good reason to join your local chamber of commerce: "One study on consumer preferences found that 63% of consumers prefer to shop and do business with chamber members," ...
The Seven Elements of a Great Lead Gen Landing PageB2B Marketing
What's the key to crafting a B2B landing page that grabs attention—and loads of leads? It needs to be well-written, and offer real value to visitors. It needs to be ...
Social Media Weapons for Your Event-Planning ArsenalSmall Business
Anyone who thinks it's easy to plan, promote, and execute a successful event has never planned, promoted, or executed a successful event. In any case, social media tools can make events easier. "Whether you ...
Generate Leads With LinkedIn AnnouncementsB2B Marketing
If you're not using LinkedIn as a lead generation tool, argues Shelly Kramer at MarketingProfs Daily Fix, you may be missing out on a very good thing: "According to data ...
Three Ways to Simplify the User's Buying ProcessSocial Media
According to the IBM Institute for Business Value, 60-65% of business leaders think users follow them on social media because they want to be part of a community. But that ...
Selling to SBOs: Three Points to RememberB2B Marketing
So you've set your company's sights on selling to smaller businesses. Sure, they aren't the heavy-hitters, the star accounts, but their loyalty could provide a nice budgetary cushion for your ...
Four B2B Sales Tactics That Consistently Get ResultsB2B Marketing
"B2B sales is by no means easy. It requires not only skill, but panache," says Jesse Noyes in a post at It's All About Revenue. But over time, a buzz can ...
Advanced Email SegmentationEmail Marketing
If you're still wondering about the value of segmentation, consider these numbers from eMarketer, as reported by HubSpot: "39% of email marketers that practice list segmentation see better open rates; ...
How to Score Your Leads with Six Simple QuestionsB2B Marketing
"Hundreds, if not thousands, of solutions have been developed to automate lead-scoring," writes Peter Gracey at MarketingProfs. "However, those scores don't provide salespeople much valuable information." That's why he developed ...
How to Segment for Maximum RelevanceEmail Marketing
It's easy to send "just one email with the same content to everyone in your database," writes Matthew Johnson at the Vision6 blog. "But how do you send that same ...
Make a Picture Worth a Thousand ConversionsSocial Media
Websites are great ways to relay lots of information—and that's a blessing and a curse, as business sites pack in as much about themselves, their products, their customers, their services, ...
The Danger of Robotic Lead-Nurturing Email CampaignsEmail Marketing
If your company operates in the B2B sphere, there's a good chance your lead-nurturing program includes email campaigns with triggered messages. But if those messages are too robotic, warns Ardath Albee, they might ...
Three Great Ways to Kill LeadsB2B Marketing
When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
Four Ways to Increase Clicks With a P.S.Email Marketing
How do you read a casual email from a friend? In all likelihood, you scan it to get the general idea, write a quick reply and click back to your ...
Four Tips for a Stronger Call to ActionEmail Marketing
If your email marketing campaign doesn't generate the kind of ROI you expect, take a look at your typical call to action (CTA). Does it tell a customer how to ...
Four Steps to Incorporating Social Media at Consumer Touch PointsSocial Media
In April, the McKinsey Quarterly published "Demystifying Social Media" for businesses. The article illustrates how using social media right can enable "targeted marketing responses at individual touch points along the consumer decision journey." Here ...
Three Key Steps to Take to Prepare for Marketing AutomationB2B Marketing
In a guest post at the Modern B2B Marketing blog, Joby Blume shares his lessons learned about implementing marketing automation in a B2B setting. First and foremost, he says, it's important ...
Is Public Speaking Part of Your Marketing Mix?Small Business
You've got a strong marketing mix—but does it include public speaking? "Whether used to promote a company report or in-house expertise, or simply to engender brand awareness, public speaking is ...
Why Lead Scores Should Have Expiration DatesB2B Marketing
It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of ...
Five Tips for Using Your iPad on Sales CallsB2B Marketing
These days, B2B sales teams are carrying their product demos, order forms, cool presentations—you name it—with them in handy tablet form. And the tablet of choice is often the iPad. Dealmaker ...
What's Your Lead Gen Weakness?B2B Marketing
How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes ...
Five Tips for Creating a Winning Lead Gen StrategyB2B Marketing
"Lead generation is hard," writes Cliff Langston at MarketingProfs. "Why make it harder by doing it without a strategy?" But vague goals and loosely articulated objectives aren't enough—it's important to ...
The Personal Touch of an Automated Lead Nurturing ProgramB2B Marketing
"Nearly every marketing expert will agree: For a [website] visitor to become a customer, you must take the visitor through three basic stages," writes Sookie Shuen at MarketingProfs. "Those stages ...