CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY
|
|
- Laurence Lane
- 8 years ago
- Views:
Transcription
1 CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY RESEARCH CONDUCTED BY ESTABLISH A COHESIVE, TWO-WAY COMMUNICATION STREAM BETWEEN YOUR SALES TEAM AND MARKETING DEPARTMENT Our main objective was to understand what is working and what is not in terms of your content marketing strategy. Furthermore, to identify where the gap lies between the provocative content and thought leadership marketing creates and your sales team s ability to use that content to find new customers, win opportunities, and grow strategic accounts.
2 EXECUTIVE SUMMARY OVERVIEW OF FINDINGS Sales reps do not understand your company s content marketing strategy. Your sales reps and managers are reading and reviewing your content, but are struggling to find value that is easily transferrable to your customers. Your content s purpose is not meeting the objectives and initiatives of your sales team. Although thought provoking, your content is not assisting sales reps and managers throughout the selling process. Sales reps and managers are looking for content that is relevant and applicable to the solutions your company sells. We have outlined additional detail in the following pages of this report. As you consider your content marketing strategy, we encourage you to think from the perspective of your sales team and your marketing team, in hopes of more closely aligning the two to generate more opportunities. RECOMMENDATIONS Establish a two-way communication stream between your sales team and marketing department. Supply content that enables your sales team. Connect your sales teams with your marketing efforts establish integration and identify any existing blind spots. Tightly align marketing initiatives to specific sales goals and objectives to generate more high-quality leads. Recognize the need for a collaborative effort between marketing and sales, and ask for feedback. B2B companies inability to align sales and marketing teams around the right processes and technologies can cost them upwards of 10% or more of revenue per year (IDC, 2011).
3 SURVEY METHODOLOGY WHY: Our main objective was to understand what is working and what is not in terms of your content marketing strategy. Furthermore, to identify where the gap lies between the provocative content and thought leadership marketing creates and your sales team s ability to use that content to find new customers, win opportunities, and grow strategic accounts. WE ALSO AIM TO: Analyze the effectiveness of your content marketing strategy. Detect blind spots between your sales team and marketing efforts. WHEN: Q HOW: We conducted an online survey geared towards sales managers and reps WITH WHOM: We collaborated with Selling Power Magazine to bring you this survey SURVEY PARTICIPANTS: Over 400 responses from sales managers and reps were collected
4 I UNDERSTAND MY COMPANY S CONTENT MARKETING STRATEGY. 46% 35% KEY TAKEAWAYS: Nearly 50% of your sales reps and more than 1/3 of your managers do not understand your content marketing strategy. 54% 65% 50 % SALES REPS AGREE MANAGERS DISAGREE IMPLICATIONS: 57% of sales pipelines are generated by marketing*. Without an understanding, your sales reps and managers cannot employ an Always Be Sharing attitude. Your company is missing out on the following benefits: Continuous learning among sales team. Credibility as a trusted resource. Growing your pipeline.
5 I READ THE CONTENT MY COMPANY PUBLISHES OR SPONSORS. 23% 77% 17% 83% KEY TAKEAWAYS: Much of what you publish and sponsor is being read, but nearly 1/4 of sales reps do not read your content at all. IMPLICATIONS: Lack of integration and communication between sales and marketing leads to missed opportunities. Without reading the content, sales reps are less informed. According to Genius.com, 66% of buyers indicate that consistent and relevant communication provided by both sales and marketing organizations is a key influence in choosing a solution provider. SALES REPS AGREE MANAGERS DISAGREE
6 THE CONTENT MY COMPANY PUBLISHES IS VALUABLE TO OUR CUSTOMERS. 35% 26% KEY TAKEAWAYS: Only 2/3 of your sales reps believe your content is valuable and relevant to your customers, while more than 1/4 of managers do not agree. 65% 74% IMPLICATIONS: Lack of preparation for sales presentations, buyer interactions, and conversions. It is possible that your sales reps and managers do not know how to use your content effectively in the sales process. Your sales reps may be spending more time trying to find valuable content, decreasing their efficiency and adding on more time to close the deal. SALES REPS AGREE MANAGERS DISAGREE
7 THE CONTENT MY COMPANY PUBLISHES HELPS TO: DIFFERENTIATE OUR BRAND 69% 75% 25% 31% CREATE MARKET AWARENESS GENERATE QUALIFIED LEADS IMPROVE MY SALES EFFECTIVENESS 37% 33% 52% 43% 69% 78% 22% 31% 63% 67% 48% 57% Your content is NOT supporting lead generation for sales reps or managers. RETAIN KEY ACCOUNTS 41% 50% 50% 59% GROW KEY ACCOUNTS 42% 51% 49% 58% SALES REPS AGREE SALES REPS DISAGREE MANAGERS AGREE MANAGERS DISAGREE
8 I AM CONFIDENT IN USING THOUGHT PROVOKING CONTENT TO: SUPPORT MY PROSPECTING EFFORTS 54% 61% 39% 46% CREATE NEW OPPORTUNITIES 50% 64% 36% 50% INFLUENCE EXISTING OPPORTUNITIES TO MY FAVOR 49% 64% 36% 51% UPSELL EXISTING CUSTOMERS MOTIVATE CUSTOMERS TO BUY DISRUPT A CUSTOMER S MINDSET 59% 40% 53% 44% 36% 29% 41% 60% 47% 56% 64% 71% Is your content ASSISTING your sales reps and managers beyond the first stage of the sales cycle? SALES REPS AGREE MANAGERS AGREE SALES REPS DISAGREE MANAGERS DISAGREE
9 HOW CAN YOUR COMPANY BETTER HELP YOU USE THOUGHT PROVOKING CONTENT TO SUPPPORT YOUR SELLING EFFORTS? SELF PUBLISH CONTENT MORE FREQUENTLY 36% 52% 64% 48% LICENSE THOUGHT PROVOKING CONTENT AND RESEARCH MORE FREQUENTLY 20% 23% 80% 77% IMPROVE CONTENT RELEVANCE TO OUR CUSTOMERS CREATE A STRONGER LINK BETWEEN THE CONTENT AND THE SOLUTIONS WE SELL 59% 57% 51% 65% 41% 43% 49% 35% I don t need more, I need BETTER. BETTER INFORM ME WHEN WE RELEASE NEW CONTENT 46% 46% 54% 54% HELP ME UNDERSTAND HOW THIS CONTENT RELATES TO OUR CUSTOMERS 37% 47% 63% 53% HELP ME BETTER UNDERSTAND HOW TO USE THOUGHT PROVOKING CONTENT TO PROSPECT 39% 51% 61% 49% HELP ME BETTER UNDERSTAND HOW TO USE THOUGHT PROVOKING CONTENT TO WIN DEALS 39% 40% 61% 60% HELP ME BETTER UNDERSTAND HOW TO USE THOUGHT PROVOKING CONTENT TO GROW KEY ACCOUNTS 35% 48% 65% 52% SALES REPS AGREE SALES REPS DISAGREE MANAGERS AGREE MANAGERS DISAGREE
10 : SALES TRAINING & STRATEGY EXECUTION Richardson helps leaders prepare their organization to execute sales strategies and to achieve business objectives. We have the expertise and resources to help you scale your initiative quickly and confidently across your entire sales force and supporting functions. With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change. We ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results. COPYRIGHT ALL RIGHTS RESERVED.
From Customer Management to Customer Engagement: Sales in the New Buying Environment
From Customer Management to Customer Engagement: Sales in the New Buying Environment How social software applications help salespeople interact with customers in innovative new ways. THE B2B BUYING ENVIRONMENT
More informationIntroducing Challenger Marketing
Introducing Challenger Marketing Competing in Today s B2B Battleground Click the icons on each page to share with your network! 1 B2B buying will never be the same. Customers are cutting suppliers out
More informationBetter Sales Leads and Conversion Rates in a 360-Degree World
Growth Services Selling Power: Better Sales Leads and Conversion Rates in a 360-Degree World Better Sales Leads and Conversion Rates in a 360-Degree World THE LEADERSHIP CHALLENGE: A WEALTH OF DATA Today,
More informationSALES EXECUTION TRENDS 2014
SALES EXECUTION TRENDS 2014 Dec 2013 Top Objectives & Challenges Facing Sales Leaders As organizations shift from maintenance mode to growth mode, and from enablement to execution, sales leaders must have
More informationThe B2B Healthcare Staffing Marketing Roadmap
The B2B Healthcare Staffing Marketing Roadmap Use customer insight to generate sales-qualified leads, increase brand awareness, and increase product or brand cross-sell. Agenda Next Steps Agency Background
More informationITSMA Online Survey. Four Critical Success Factors. Julie Schwartz Senior Vice President Research and Thought Leadership
ITSMA Online Survey Enabling Sales: Four Critical Success Factors Julie Schwartz Senior Vice President Research and Thought Leadership Abbreviated Summary April 2012 Note: This Abbreviated Summary highlights
More informationUNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH
UNDERSTANDING EFFECTIVE LEAD GENERATION TICK #THINKGROWTH CONTENTS 1 INTRODUCTION Page 3 2 COMPETITIVE PROPOSITION Page 4 3 USER PROFILING/AUDIENCE DNA Page 9 ENSURE YOUR BRAND HAS A CLEAR, COMPELLING
More informationHow To Partner With Marketing Solutions: Financial Services
Marketing Solutions: Financial Services Overview Digital disruption, regulatory demands and increased competition are changing the way financial services brands reach out to and engage with their audiences.
More information8 Critical Success Factors for Lead Generation
Start with a lead 8 Critical Success Factors for Lead Generation Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale The 8 Critical Success Factors 1. Mindset: conversation, not
More informationBecoming an Insurance Broker. The first steps on the road to creating your own business
Becoming an Insurance Broker The first steps on the road to creating your own business Gauntlet Risk Management Ltd Crown House, Armley Road, Leeds, LS12 2EJ 5th February 2015 Contents The first steps...1
More informationBusiness to business (B2B) corporations with strong cash. Merger and Acquisition Success: The Sales Force Integration Imperative
S A L ES & M A R K E TING INSIGHTS Merger and Acquisition Success: The Sales Force Integration Imperative Michael B. Moorman and Ladd Ruddell Business to business (B2B) corporations with strong cash reserves
More informationSaaS Sales Success. CASE STUDY: 72% Increase in Average Deal Size
SaaS Sales Success Medallia is one of the fastest-growing customer experience companies in the world. It enables companies to capture customer feedback, understand it in real-time, and take action to improve
More informationSales Coaching for Improved Performance:
WHITE PAPER Sales Coaching for Improved Performance: Turning Sales Managers into Great Coaches Companies know the value of training their sales force, but many don t realize the importance of developing
More informationAccent Technologies. Sales Enablement Manager (B2B Sales)
Accent Technologies Sales Enablement Manager (B2B Sales) Job description 2015 Sales Enablement Manager Required Education: Bachelor s Degree or Higher (plus) Required Experience: 8+ years Required Travel:
More information70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL
Sell Like a Pro 70% of Corporate Initiatives FAIL Closing the Sales Execution Gap Profitable growth. It s the ultimate goal of any business. But seventy percent of key growth initiatives fail because there
More informationINTELEMARK BENEFITS OF OUTSOURCING TO B2B LEAD GENERATION COMPANIES
INTELEMARK BENEFITS OF OUTSOURCING TO B2B LEAD GENERATION COMPANIES Benefits of Outsourcing to B2B Lead Generation Companies Growing business-to-business (B2B) organizations depends on the continuous identification
More informationThe Value of Tuition Assistance
The Value of Tuition Assistance A 21st Century Benefit for 21st Century Challenges Tuition assistance has the potential to be a very powerful benefit within an organization, providing employees with opportunities
More informationTHE STATE OF B2B LEAD NURTURING. Survey Data and Key Findings on Strategies, Technologies, and What Lies Ahead
THE STATE OF B2B LEAD NURTURING Survey Data and Key Findings on Strategies, Technologies, and What Lies Ahead Overview Goal: In May 2014, Bizo, in association with Oracle Marketing Cloud, surveyed more
More informationSpotting Opportunities With Your CRM
white paper Spotting Opportunities With Your CRM 3 Must-Fix Issues To Boost Lead Conversion & Accelerate Deals In today s competitive environment, companies are both increasing their investments in lead
More informationSales Management and Sales 2.0
Sales Management and Sales 2.0 Sales Management and Sales 2.0 Sales management Sales management - Managing an organization s personal selling function to include planning, implementing, and controlling
More informationAccent Technologies. Enterprise Sales (SaaS)
Accent Technologies Enterprise Sales (SaaS) Job description 2015 Enterprise Sales (SaaS) Location: Melbourne, Florida (No Remote) Required Education: Bachelor s Degree or Higher (plus) Employment Type:
More informationFive Ways to Grow Your Agency with Inbound Marketing
Five Ways to Grow Your Agency with Inbound Marketing 1 2 3 4 5 The inbound marketing opportunity for agencies The way B2B prospects research and buy products has changed dramatically over recent years.
More informationCompanies that use a demand generation technology reported 181% higher average close rates.
Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market
More information8 Critical Success Factors for Lead Generation
8 Critical Success Factors for Lead Generation Measurement for the Complex Sale Start with a lead 8 Critical Success Factors for Lead Generation Brian Carroll, CEO InTouch and author of Lead Generation
More informationThe Financial Services Industry: Sales Trends and Strategic Initiatives
Contact the Richardson Team at 215-940-9255 RICHARDSON 1818 MARKET STREET SUITE 2800 PHILADELPHIA, PA 19103 TEL 215.940.9255 WWW.RICHARDSON.COM or visit us on the web at www.richardson.com COPYRIGHT 2014
More informationTwelve Initiatives of World-Class Sales Organizations
Twelve Initiatives of World-Class Sales Organizations If the economy were a season, we are looking at an early spring after a long, hard winter. There is still uncertainty that it is here to stay, but
More information3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING
3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 2 2011 by Mark Mathson This work is licensed under the Creative Commons Attribution 3.0 United States License. Please feel welcome to share
More informationMODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation
MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation Chapter 2: Lead Generation - overview Introduction...3 The Modern Marketer...4 Lead Generation basics...5 Modern Marketing
More informationWHY YOUR ORGANISATION NEEDS SALES ENABLEMENT
WHY YOUR ORGANISATION NEEDS SALES ENABLEMENT 1 2 3 According to the Harvard Business Review, 70% of growth initiatives fail. Only one in five CRM systems actually increase revenue (CSO Insights, 2011).
More information3PL Industry. A Practical Guide to Market Oriented Business. Presented by Brian Martin, VP Sales & Marketing Kuehne + Nagel Canada October 30, 2014
Marketing and the 3PL Industry A Practical Guide to Market Oriented Business Presented by Brian Martin, VP Sales & Marketing Kuehne + Nagel Canada October 30, 2014 Today s Discussion Points and Intent
More informationB-to-B Lead Generation:
Marketing ROI & Performance Evaluation Study A special report from MarketingProfs, with support from Lenskold Group Copyright 2008. MarketingProfs Research Insights, MarketingProfs, LLC. All rights reserved.
More informationLead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006)
Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) Start with a lead Build Relationships Identify the right people and
More informationsional Services Industry Report
B2B Content Marketing 2010: rofessional Services Industry Report 1 FOREWORD In September 2010, Junta42 and MarketingProfs in conjunction with the Business Marketing Association (BMA) and American Business
More informationB2B Sales & Marketing Alignment: How to Drive Collaboration to Beat Your Numbers J. David Green
B2B Sales & Marketing Alignment: How to Drive Collaboration to Beat Your Numbers J. David Green Best Practice Leader, InTouch Takeaways Sales empathy Economics rational for sales and marketing transformation
More informationMARKETING AUTOMATION:
MARKETING AUTOMATION: A Proven Way to Become Indispensable TABLE OF CONTENTS MARKETING GETS A MAKEOVER... 4 AUTOMATION IN ACTION... 4 ADVANCING MARKETING AUTOMATION TO THE HIGHER UPS... 5 MONEY TALKS...
More informationBest Practices for Achieving World Class Marketing and Sales Integration, Effectiveness. Copyright 2013 OppSource, Inc. All Rights Reserved
Best Practices for Achieving World Class Marketing and Sales Integration, Effectiveness Agenda Time Module Purpose 8:30am 8:45am Introductions Roles, responsibilities, expectations for outcomes 8:45am
More informationUsing Co-Marketing Funds to Extend Your Reach
Using Co-Marketing Funds to Extend Your Reach Judith Hurwitz President and CEO Marcia Kaufman COO and Principal Analyst Daniel Kirsch Principal Analyst Sponsored by IBM Using Software Co-Marketing Funds
More informationSales Force Effectiveness : How the HR team can influence performance
Sales Force Effectiveness : How the HR team can influence performance Steve Grossman, Chicago Fernando Pedó, São Paulo www.mercer.com Today s speakers Steve Grossman Chicago, IL, USA +1 312 917 9609 steve.grossman@mercer.com
More informationIntroduction to Integrated Marketing: LEAD NURTURING
Introduction to Integrated Marketing: LEAD NURTURING Your company probably spends a lot of time and money generating qualified leads, but how many of those result in closed deals? The truth is, there s
More informationDetermining Your Advertising Objectives
Determining Your Advertising Objectives by BNET Editorial Tags: marketing, advertising, sales Clear objectives for an advertising campaign are essential. Do you want to generate leads or encourage brand
More informationPeople Strategy in Action
People Strategy in Action Welcome to Our People Strategy 2 The Bausch + Lomb People Strategy The Bausch + Lomb People Strategy 3 Introduction Transforming our company through our people Our transformation
More informationHow To Create An Advocate Marketing Program
the Advocate Marketing PlaybookCREATED BY TOPO PART 1 Your introduction to advocate marketing Detailed playbooks for all things sales and marketing 2013 TOPO Table of Contents Why Advocate Marketing? 3
More informationTRENDS EMERGING THE FUTURE OF SALES TRAINING. Raising the Bar for Customer Engagement QUARTERLY I WINTER2014
QUARTERLY I WINTER0 EMERGING TRENDS THE FUTURE OF SALES TRAINING Raising the Bar for Customer Engagement BUSINESS PERSPECTIVES ON MANAGING WORLD-CLASS TRAINING RAISING BAR: the By Steve Andersen & Craig
More informationSaaS Survey Results By Ron Snyder, David Steinore, Kathy Gogan
Executive Summary Survey Overview SaaS Survey Results By Ron Snyder, David Steinore, Kathy Gogan This article is the result of a survey of 25 executives in the SaaS (Software as a Service) business arena,
More information4 KEY CHALLENGES OF B2B SALES LEADERS
4 KEY CHALLENGES OF B2B SALES LEADERS Over the years, we ve met many exceptional sales leaders from every corner of the world. We ve seen how they succeed in a competitive, ever-evolving business landscape.
More informationINTEGRATED SALES LEADERSHIP
WILSON LEARNING'S POINT-OF-VIEW ON SALES LEADERSHIP MANAGING THE PROCESS, LEADING THE PEOPLE POSITION PAPER It is an all-too-common story: a top-flight salesperson is promoted to sales manager. The organization
More informationMeasuring and Evaluating Results
Introduction Measuring and evaluating results will provide you and your associates with the vital information you need for making key strategic and tactical decisions prior to, at and after the trade shows,
More informationTransforming the World of Banking. Sponsored by
Transforming the World of Banking Sponsored by The Monumental Shift 2 When Joe wanted to meet with somebody at your bank, it used to be to do things like deposit a check. Today those transactions can be
More information2014 2014 NNBS BS Co Consul nsultiting G ng r G oroup, up, Inc I. nc. Te Tell:: 415.309. 415. 7017 309.7017
2014 2014 NBS NBS Consulting Consulting Group, Group, Inc. Inc. Tel: Tel: 415.309.7017 415.309.7017 Customers are constantly re-framing how they interact with you based on: how well you fit their evolving
More informationTHE ROI OF SALES MESSAGING BEST PRACTICES OF AN AUDIBLE-READY SALESFORCE
THE ROI OF SALES MESSAGING BEST PRACTICES OF AN AUDIBLE-READY SALESFORCE THE GAME CHANGER In the first decade of the 2000s, interactions between sellers and buyers were typically product-focused. During
More informationResearch Brief. Using the Model. Category One: Strategy
The Sirius Directions in Services Model The Sirius Directions in Services Model groups sales, marketing and product service providers and agencies into five categories: strategy, reputation, demand, sales
More informationAnalysis. Print Service Providers Boost Revenues through Value-Added Services. February 2015. Service Area. Comments or Questions?
Analysis February 2015 Print Service Providers Boost Revenues through Value-Added Services Service Area Business Development Strategies Service Comments or Questions? Table of Contents Executive Summary...
More informationDIGITAL ROADBLOCK: Marketers struggle to reinvent themselves. March 2014. Copyright 2014 Adobe Systems Incorporated. All rights reserved.
DIGITAL ROADBLOCK: Marketers struggle to reinvent themselves. March 2014 Copyright 2014 Adobe Systems Incorporated. All rights reserved. Methodology Online survey among a total of 1,004 U.S. marketers
More informationIT Purchasing Goes Social
COMMISSIONED BY IT Purchasing Goes Social How social networks have transformed the B2B purchasing process and best practices to make it work for your marketing NORTH AMERICA CONDUCTED BY Getting social
More information7 STEPS TO EFFECTIVE B2B CHANNEL MARKETING
7 STEPS TO EFFECTIVE B2B CHANNEL MARKETING Follow Us: Email: marketinginfo@winntech.net Phone: 800 444 5622 Accelerating Sales Growth The continuing paradigm shift in the IT market shows steady movement
More informationSales and Marketing Alignment
INTRODUCTION TO INTEGRATED MARKETING Sales and Marketing Alignment A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that
More informationCoriant PartnerPlus Services
PartnerPlus Program Coriant PartnerPlus Services SELECTIVE PARTNERSHIPS DRIVING PROFITABLE RESULTS THE CORIANT PARTNERPLUS PROGRAM IS A HIGHLY SELECTIVE PROGRAM FOR SALES PARTNERS, BUILT ON ESTABLISHING
More information2015 Sales Challenges Survey
2015 Sales Challenges Survey April 2015 The Sales Management Group LLC www.salesmgmtgroup.com David P. Wallace Peter H. Helmer phelmer@salesmgmtgroup.com 2015 Sales Challenges Survey Contents About The
More informationHow to Break Down the Barriers Separating Sales Reps from Prospects and Bring in More Leads and Customers to Your Payroll Company Every Month
How to Break Down the Barriers Separating Sales Reps from Prospects and Bring in More Leads and Customers to Your Payroll Company Every Month Plus: 3 Critical Areas Payroll Buyers Search & How to Dominate
More informationBrand Awareness Solutions That Impact Revenue And Growth
BRAND AWARENESS AWARENESS Inserting your brand into an ever-increasing number of buying cycles with firms who fit your ideal client profile. This is the goal of building brand awareness. More than just
More informationThe 4 Ways To Grow Your Business
The 4 Ways To Grow Your Business 4 WAYS TO GROW YOUR BUSINESS It may sound simplistic but basically there are four ways to create a more profitable and valuable business: Increase the number of customers
More informationDifficulty Selling Enterprise Software to Sr. Executives
REVENUE ACCELERATORS W HITEPAPER SERIES Difficulty Selling Enterprise Software to Sr. Executives And What the VP of Sales Can Do? Introduction This white paper supports the significance of using value
More informationTHE DENTAL SALES & COMMUNICATION MASTER CLASS
THE DENTAL SALES & COMMUNICATION MASTER CLASS Call Email Visit 0141 390 4817 HELLO@MASTERCONNECTION.CO.UK WWW.MASTERCONNECTION.C0.UK THE DENTAL SALES & COMMUNICATION MASTER CLASS Would you like to know
More informationWritten by: Francois Muscat, Digital Marketing Expert
Written by: Francois Muscat, Digital Marketing Expert Copyright 2013 WSI. Each WSI franchise office is an independently owned and operated business. In the past, businesses could get away with sending
More informationKaren Angellatta-Wheeler, President Karen@EffectiveSalesStrategies.com www.effectivesalesstrategies.com
Karen Angellatta-Wheeler, President Karen@EffectiveSalesStrategies.com www.effectivesalesstrategies.com Copyright 2009 Effective Sales Strategies, LLC 1 Strategic consulting firm providing organizations
More informationMarketing Automation User; 2010 marketing review notes and 2011 plans
Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the
More informationCompetitive Intelligence for B2B Companies
Competitive Intelligence for B2B Companies As competition in many fields intensifies, with new pressures to differentiate and entirely new types of competitors, competitive intelligence is more important
More informationBuild a Customer-Focused Digital Strategy
Build a Customer-Focused Digital Strategy Featuring: Mike Rowland, Director of Digital Strategy, West Monroe Partners Brian Strojny, Co-Founder, Executive VP, Insite Moderated by: Thomas P. Gale, Publisher,
More informationGrowing a database through Contact Gap Analysis & Discovery
CASE STUDY: Growing a database through Gap Analysis & Discovery WWW.OCEANOSINC.COM LIST 1.781.804.1010 INTELLIGENCE Challenge In order to increase marketing reach within the human resources (HR) function,
More informationAligning Sales and Marketing - 5 Tips
The Sales & Marketing Forum Sales are from Mars, Marketing are from Venus Practical steps to align sales and marketing for improved lead generation There are a number of examples in the B2B marketing space
More informationContinuous Customer Dialogues
Continuous Customer Dialogues STRATEGIES FOR GROWTH AND LOYALTY IN MULTI-CHANNEL CUSTOMER-ORIENTED ORGANIZATIONS whitepaper TABLE OF CONTENTS: PAGE Overview...3 The Continuous Customer Dialogue Vision...4
More informationWhat Really Matters in B2B Selling Leveraging customer trust as a competitive advantage
What Really Matters in B2B Selling Leveraging customer trust as a competitive advantage What is the deciding factor in sales opportunities where the customer perceives the alternative solutions and pricing
More informationINTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT
INTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that
More informationBtoB MKT Trends. El Escenario Online. Luciana Sario. June 7, 2010. Gerente de Marketing IDC Latin America
BtoB MKT Trends El Escenario Online Luciana Sario Gerente de Marketing IDC Latin America June 7, 2010 The Web is getting smarter Web 1.0 was mostly static publishers communicating to consumers Web 2.0
More informationThe Point of Market Research Is Making Better Business Decisions
The Point of Market Research Is Making Better Business Decisions White Paper May 2004 www.knowledgepointresearch.com The Point of Market Research Is Making Better Business Decisions Market research is
More informationThe Value Prop Sales Acceleration Program
The Value Prop Sales Acceleration Program Mastering the 20 Pivotal Sales Conversations that Advance and Close More Sales Your sales team is the critical path of your B2B marketing success. Equip your sales
More informationInfoGlobalData specialise in B2B Email Lists and Email Appending Services.
InfoGlobalData specialise in B2B Email Lists and Email Appending Services. We provide high quality mailing lists for your email marketing needs. Our data intelligence service can provide valuable insight
More informationLead Generation Quickstart Guide
Lead Generation Quickstart Guide 1 2 Lead Generation Quickstart Guide Copyright 2014 Mooloop Ltd All Rights Reserved You re welcome to email, tweet, blog, and pass this ebook around. But please don t change
More informationCustomer Relationship Management: Tool or Philosophy?
Customer Relationship Management: Tool or Philosophy? A system cannot understand itself. The transformation requires a view from outside. - W. Edward Deming CRM a general perspective: A successful CRM
More informationTelemarketing. trust the Experts. professionals. focus growth sales results
Telemarketing professionals trust the Experts focus growth sales results who we are We are the experts in lead generation and appointment setting to a variety of industries with a focus on the IT industry.
More informationWhite Paper 7 Questions You Should Be Asking About Your Channel Sales Incentive/Loyalty Program, & The Platform & Services That Power It
7 Questions You Should Be Asking Sales Incentive/Loyalty A Compelling Case For Optimizing Your Solution Now A Compelling Case For Optimizing Your Solution Now Your current sales incentive and loyalty program
More informationAriba Discovery Service. Quick Start Guide for Sellers
Ariba Discovery Service Quick Start Guide for Sellers TABLE OF CONTENTS 2 Getting Started 3 Enhance Your Profile 4 Respond to RFI/RFQ Postings 4 Select an Appropriate Posting 5 Submit Your Response 6 View
More informationWhy customer experience matters more than ever for enterprise IT
Why customer experience matters more than ever for enterprise IT Greater pricing transparency and the rise of cloud services are among the changes giving end users more voice in technology buying decisions.
More informationImproving Sales Productivity: What We All Know but Rarely Do
Improving Sales Productivity: What We All Know but Rarely Do 1 A Whitepaper by Luxor Corporation Improving Sales Productivity: What We All Know but Rarely Do Improving Sales Productivity: What We All Know
More informationBeyond Solutions: Win with Wisdom Selling
Beyond Solutions: Win with Wisdom Selling LMA/ALA St. Louis August 20, 2014 Copyright 2014 Akina Program Objectives - Review key trends in legal business development - Introduce a framework to re-imagine
More informationMaximize your sales teams performance to ensure they exceed their targets
Maximize your sales teams performance to ensure they exceed their targets Strategic Sales Team Development Programme Carlene Jackson Carlene@vantage-strategies.com (44) 1273 778 505 www.vantage-strategies.com
More informationREACH. CONNECT. ENGAGE.
REACH. CONNECT. ENGAGE. POSITION YOUR COMPANY WITH CONFIDENCE. B2B PUBLICATIONS Print & Online Advertising INDUSTRY EVENTS Sponsorship & Exhibitor Opportunities MARKETING SERVICES Creative, Responsive
More informationMarketing s New Paradigm: Show Us the Money!
A FROST & SULLIVAN EXECUTIVE SUMMARY Marketing s New Paradigm: Show Us the Money! View the ondemand version of the ebroadcast: www.frost.com/paradigm Marketing departments are under a lot of strain right
More informationSystematizing selling: applying a framework for a more effective sales force
Article Systematizing selling: applying a framework for a more effective sales force 34 Volume 5 Issue 2 Getting people to part with their cash in these tough economic times is hard enough for successful
More informationTHE STATE OF SALES EXECUTION
THE STATE OF SALES EXECUTION 2015 Trends Report Top Objectives and Challenges Facing Sales Leaders and Sales Teams Organizations in 2015 are continuing to make a fundamental shift toward more aggressive
More informationExecutives Guide To Building A Lead Generation Machine
Executives Guide To Building A Lead Generation Machine Is your team having trouble with the following lead generation challenges? There is far too much ebb & flow in your sales pipeline Your senior sales
More informationProfessional services are different. Different than hard
Profitable Pricing in Professional Services Professional services are a different type of product for pricers. These products are not tangible but are rather based on demonstrating a distinct value to
More informationB2B Lead Nurturing. The How and Why...
B2B Lead Nurturing The How and Why... The Author Kenneth Connolly Kenneth has enjoyed a marketing career both agency and client side. With over seven years experience writing B2B and B2C copy, Kenneth
More informationTHE CHALLENGER SALE Do you fit the profile that wins more deals?
THE CHALLENGER SALE Do you fit the profile that wins more deals? Challenger is a trademark or service mark of CEB Inc. These marks may be registered marks in various countries. CEB Inc. claims all rights
More informationHow to Successfully Network Marketing and Sales
How Lead Nurturing can Successfully Link Marketing and Sales Creating a Win-Win scenario for both Marketing and Sales 01 The Relationship between Marketing and Sales In today s economic crisis, business-to-business
More informationThe Seismic Shift in IT Buying
An IDC InfoBrief, sponsored by Cisco March 2015 There s a New Buyer of Information Technology Today: Line of Business (LOB) This technology buyer is predominantly a business executive or manager Business
More informationWeb based Marketing for Information Products
Web based Marketing for Information Products Adele Berenstein Aug 14, 2009 Copyright 2009 by Adele Berenstein 1 Who Am I Experienced Customer Satisfaction Executive with over 40 years experience in sales,
More information6 Critical Success Factors for B2B Lead Generation
6 Critical Success Factors for B2B Surfacing qualified prospects and getting them to your sales team before the competition ebook EchoQuote Sponsored By Find and Convert and want to do WHAT? asked Nancy,
More informationHow to Create Engaging Content for Successful Lead Generation. Sponsored by:
How to Create Engaging Content for Successful Lead Generation Sponsored by: Welcome. INTRODUCTIONS AND EXPECTATIONS Introductions and expectations Jen Doyle, Senior Research Manager, MarketingSherpa @JenLDoyle
More informationOPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION
OPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION UNDERSTANDING CUSTOMER NEEDS Most sales organizations strive to preserve their margins during the sales process; but even the savviest salesperson
More information