Loop & Tie: B2B Outreach Gifting Is Now A Salesforce App In The AppExchange Marketplace

A lesson that I continue to teach people in B2B marketing is that buying is still personal, even when working with large organizations. Decision-makers are concerned with their careers, their stress levels, their work volume, and even their day-to-day enjoyment of their job. As a B2B service or product provider, the experience of working with your organization will often outweigh the actual deliverables. When I first started my business, I was aghast at this. I

UpLead: Build An Accurate B2B Prospect List To Power Campaigns and Close Sales

There are many marketing professionals out there that are vehemently against buying lists for prospecting. And there are, of course, very good reasons why: Permission – these prospects have not opted into solicitations from you so you risk your reputation by spamming them. Sending an unsolicited email doesn’t violate CAN-SPAM regulations in the United States as long as you have an opt-out mechanism… but it’s still seen as a shady practice. Quality – there are

Referral Factory: Launch and Run Your Own Referral Marketing Program

Any business with limited advertising and marketing budgets will tell you that referrals are their most lucrative channel for acquiring new customers. I love referrals because the businesses that I’ve worked understand my strengths and can recognize with their colleagues need assistance that I can provide. Not to mention that the person referring me is already trusted and their recommendation carries a ton of weight. It’s no wonder that referred customers buy sooner, spend more,

Cleverly: How To Drive More B2B Leads With LinkedIn Sales Navigator

LinkedIn is the top social network for B2B professionals in the world and, arguably, the best channel for B2B marketers to distribute and promote content. LinkedIn now has over half a billion members, with over 60 million senior-level influencers. There’s no doubt that your next customer is on LinkedIn… it’s just a matter of how you find them, connect with them, and provide enough information that they see value in your product or service. Sales

Ambition: Gamification To Manage, Motivate, and Maximize Your Sales Team’s Performance

Sales performance is essential to any growing business. With an engaged sales team, they feel more motivated and connected to the organization’s goals and objectives. The negative impact of disengaged employees on an organization can be substantial — such as lackluster productivity, and wasted talent and resources. When it comes to the sales team specifically, a lack of engagement can cost businesses direct revenue. Businesses must find ways to actively engage sales teams, or risk

The Relationship Between Personas, Buyer Journeys, And Sales Funnels

High-performance inbound marketing teams utilize buyer personas, understand buying journeys, and closely monitor their sales funnels. I’m helping deploy a training lesson on digital marketing campaigns and buyer personas with an international company right now and someone asked for clarification on the three so I think it’s worth discussing. Targeting Who: Buyer Personas I recently wrote on buyer personas and how critical they are to your digital marketing efforts. They help segment and target your

Data Hygiene: A Quick Guide To Data Merge Purge

A merge purge is a pivotal function for business operations such as direct mail marketing and obtaining a single source of truth. However, many organizations still believe that the merge purge process is solely limited to Excel techniques and functions that do very little to rectify increasingly complex needs of data quality. This guide will help business and IT users understand the merge purge process, and possibly make them realize why their teams can no

What Is A CRM? What Are The Benefits Of Using One?

I’ve seen some great CRM implementations in my career… and some absolutely terrible ones. Like any technology, ensuring that your team is less time working on it and more time providing value with it is the key to a great CRM implementation. I’ve seen poorly implemented CRM systems that froze sales teams… and unused CRMs that duplicated efforts and confused staff. What is a CRM? While we all call the software that stores customer information