Marketers and sales people have depended on business cards for too long! You collect piles of contacts from trade shows, conferences, and other business events, which you have to manually input into a CRM. You keep the cards in heaping piles in case you need to refer back to them, but would you even be able to find the one you’re looking for?
Sales force compensation is the largest marketing investment for most B2B companies. In fact, U.S. companies spend over $800 billion on it each year. Traditionally, sales teams have been incentivized a bit differently than the rest of employees. They are on the front lines talking to customers, battling to bring in revenue for your company. Their efforts have been quantified based on the revenue they bring in. We often think of sales people as a different breed of employees: competitive, driven, and motivated by money. Continue reading →
Sales and marketing are inherently connected. The sales team relies on content and lead generation from marketing and the marketing team needs sales people to carry out marketing strategies. They both share the same overall goal: to increase revenue for the company. The challenge is to align the sales and marketing departments so that they can efficiently work towards that goal.
Most leads aren’t sales-ready when you first contact them. Lead nurturing is a process through which you can maintain a relationship with those leads, track them, and develop them into sales-ready leads rather than letting them go cold.
Big Data encompasses all of the structured and unstructured data that can be found, measured, and analyzed. Where is this data coming from? It can be found through transactions, social media, sensor and M2M data, federal, state, local, and public records, and a variety of other sources. Big data includes all of the information people populate manually as well as the information that can be found about people and businesses. The amount of personal and enterprise information available is growing exponentially in an increasingly technologically-driven world. So what’s the big deal about big data? It isn’t just about dealing with more data than before – big data is characterized by velocity, variety, and variability (the 3 V’s). Continue reading →
Whether you know it or not, business growth opportunities exist within your B2B database. Chances are, your database is full of contacts from years’ worth of trade shows, conferences, and other business events. But beyond knowing where these people came from, do you know anything else, such as who they are, how they engage with your organization, their needs and interests, and where they are in the sales process? Continue reading →