August 04, 2014 10:48 AM
If you were to ask a typical B2B sales reps which social network they find the most valuable, I’m guessing most would be pretty quickly answer, “LinkedIn.”
Social selling has become a key focus at many organizations, with more than a few sales experts beating the drum. Twitter and Facebook hold a lot of value in this regard, but it seems clear that LinkedIn is the network the majority of reps feel most comfortable with. (FYI, I’m basing this on no hard data; just my o...
August 01, 2014 08:52 AM
In a previous blog post, I looked at the use of gamification in marketing to create a network of advocates and habitual content sharers for your organization. Having effectively convinced you to gamify your content marketing efforts (I did, right?), I’m back to share the benefits of a similar approach – specifically for sales teams.
Despite the 2012 Gartner report that called gamification a fad “being driven by novelty and hype” which was sure to die by 2014, gamific...
July 30, 2014 09:30 AM
Last year, Sirius Decisions reported that an average of 70% of all B2B marketing content goes unused. That can mean a lot of things, of course, but the broader point is simple: many B2Bs simply aren’t getting enough out of the content they create.
From a marketing perspective, there’s nothing worse than creating valuable content that barely sees the light of day. Wouldn’t it be great if you had a way to get employees and customers to evangelize and share those resources on ...
July 17, 2014 09:01 AM
As I was perusing this Forbes list offering sage wisdom from top sales experts, I couldn’t help but be drawn to those quotes that dealt less with the sales pitch and more with the sales conversation.
It’s no secret that sales teams’ goals are closely entwined with closing deals and meeting quotas. But it may be a secret to some that engaging the customer with sales conversations, rather than canned speeches, are the way to drive success.
In a sea of (albeit help...
July 16, 2014 09:33 AM
Every marketer knows the value of delivering the right message to the right person at the right time.
E-commerce giant Amazon pioneered the now ubiquitous "Customers Who Bought This Item Also Bought” feature to offer personalized recommendations, Intuit keeps their blog fresh with adaptable calls to action, and targeted email campaigns are a dime a dozen. Marketers are able to gather and analyze more data than ever at each stage of the buying cycle. In fact, marketers cited pe...