Category Archives: Uncategorized

b2b-data

What Your B2B Data Can Tell You

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b2b-dataLying deep within the thousands of contact records in your CRM and marketing automation are treasure troves of data on the people who interact with your brand, and more importantly those who buy. This data can help you generate more leads, shorten the sales cycle, and increase revenue.

In order to run successful campaigns, you need to make sure you're not making non-data driven ("guessing") decisions. If you're making data-driven decisions, it's important that your data is complete and accurate.

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sales-tips

Sales Tips: 5 Things You Should Never Say to Prospects [infographic]

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Sales reps are tasked with establishing relationships with prospects and proving the worth of their product or solution to eventually close the deal. The job of a sales rep requires a lot of communication through phone calls, emails, and demos. Regardless of how long you've been working in sales, you can still accidentally say the wrong thing, which can cause a big problem.

In today's world, prospects expect sales reps to know about their background and company starting from the first conversation. As a sales rep, you should never start a conversation mispronouncing a prospect's name or send an email spelling it wrong. Asking what their company does is also a huge no-no. Before you pick up the phone or hit send on an email, do your research. You need to know who these people are, what they do, if they’re a decision maker, and as much information about their company that you can gather. Knowing specifics about your prospects allows you to further target your message and sales pitch to their exact needs.

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b2b-lead-generation

8 Ways to Promote Your B2B Lead Generation Content

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lead-generation-contentLead generation content is quality, targeted content, such as blog posts, emails, whitepapers, eBooks, videos, case studies, and infographics, used to do what else? Generate leads! According to the B2B Content Marketing 2014 Benchmark Report, 93% of B2B marketers use content marketing and 74% of marketers cited lead generation as their goal for content marketing. But in order to generate leads, your content needs to be seen. So how are organizations promoting their B2B lead generation content effectively? Check out the different ways below.

8 Ways to Promote Your B2B Lead Generation Content:

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15 B2B Sales, Marketing, and Lead Generation Statistics

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b2b-sales-statisticsSales and marketing campaigns and tactics are often implemented based around the most popular statistics. The statistics below emphasize the importance of sales and marketing alignment, identifying your buyer personas, segmenting your contacts, personalizing your messaging, lead nurturing programs, and having deeper insights available on leads in order to hold educated conversations.

Here are the top 15 B2B sales, marketing, and lead generation statistics you should pay attention to:

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marketing-database

7 Ways to Grow Your Marketing Database

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Grow Your Marketing Database

Marketing databamarketing-databaseses decay rapidly because of how often people change jobs or titles, companies go out of business, or mergers occur. In fact, up to 25% of most B2B database contacts contain critical errors and 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate (source: Data Decay: Is Your Database Full of Rotten Apples? [infographic]).

As a marketer, it’s your job to generate leads and continue to grow your marketing database. If you don’t already have a strategy in place, here are some you can implement.

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The ABCs of ABM (Account Based Marketing) Webinar

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Learn how to focus your efforts on accounts most likely to generate revenue, known as account based marketing (ABM).

Listen to the webinar to discover successful account based marketing strategies and how you can implement them into your own campaigns. The webinar also covers how to:

  • Use data to target key accounts
  • Shorten the sales cycle and expand deal size using real time personalization
  • Boost revenue by aligning sales and marketing efforts

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sales-voicemail

9 Steps to Leaving the Perfect First Sales Voicemail

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The importance of a sales voicemail

You found a highly qualified lead, pick up the phone and dial their phone number, but get their voicemail. Should you hang up the phone and try back later? No. What you should do is leave a voicemail. A voicemail is a great way to introduce yourself and your company and create curiosity around your product or service.

Use the steps below to leave the perfect first sales voicemail

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marketing-success

Marketing Success = Art + Science

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art-and-science-of-marketingThe Art and Science of Marketing

In today’s world, marketers need to think like artists if they want to drive results. But to drive results, marketers also need to have a deep understanding of their target market, requiring them to measure and analyze data. This is why you often hear people talking about the art and science of marketing.

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improve-sales

5 Ways to Improve Your Sales Performance

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improve-sales-performanceAs a sales rep, hearing, “I don’t have time right now,” “Contact me later,” and “I’m not interested,” isn't uncommon. There are many possible reasons your contacts don’t want to have a conversation with you.

Check out some of the possibilities below to find out how you can keep your leads on the phone and improve your sales performance:

You’re talking to the wrong person at the company

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generate-leads

3 Ways to Get Past the Roadblocks & Generate More Leads

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generate-leadsAs a B2B marketer, you know all too well that there are many roadblocks between getting leads into the top of your sales funnel and working them all the way through until they become customers. In order to get past the roadblocks, you need to understand what they are so you can find the right solution and generate more leads.

Generate More Leads at Events & Tradeshows

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