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Content Marketing: Stuck at 36%

What is this number? In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute, only 36% of businesses believedtheir content marketing is effective. After a few years of hyper-growth content marketing adoption,...

4 Steps to Maximize your Content and Produce Quality Leads

Many marketers are doing a good job building brand awareness and stimulating interest in the marketplace for their product and services. Where they fall short is: Producing content that connects to their different buyer types Mapping that content to where the buyer...

3 Steps to Produce Content to Feed Lead Generation

Answer: Writing skills. The Internet has changed everything. Today’s marketing is driven off the written word. Text is the catalyst that drives everything — Search, PPC, social media, email, etc. In a contentdriven world, if your marketing team cannot write well,...

How HR Stops the Exit of Top Sales Talent Now and for the Future

If so, it’s time for a hero to help out – the HR Leader. The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Here are 4 immediate and then...

Build a Bold, Data Infused Sales Strategy for 2013

Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. The best in the field are: Delegating execution to their teams Focused on identifying game changing market...

When Did You Last Map the Buying Process of Your Customers?

If so, this can impact the success of how and where you allocate resources: How do we generate more leads? How do we acquire more customers? How do we message to our customers? How do we improve our brand? A tool to focus your limited...

Is the Era of Key Account Management Dead?

Key Account Management thrives in organizations that recognized early that the buyer is evolving at a much faster pace than sales organizations. Those key account programs that reevaluate all aspects of their program on annual basis are keeping pace with...

Sales Enablement: The Missing Piece to the New Product Launch

Lack of Sales Enablement. What is sales enablement? Getting the sales force ready to deliver the new product revenue quota. Sales Enablement has 3 objectives: Deliver the new product revenue quota Hit short-term revenue goal while moving to new product. Get to reference-ability quickly. (land...

Sales Benchmark Index Acquires Buyerology LLC

Why did SBI make this acquisition? Your decision makers have access to an unprecedented amount of information. Before they grant you the first meeting, they have completed 50% of their decision making process. Internet Search, LinkedIn, industry blogs, analyst’s websites, twitter...

Bring your ‘A Game’ to Demand Generation – 12 Best Practices

Demand Generation Defined Demand Generation is the generation of inquiries into the top of the funnel. This is performed through a series of Inbound marketing activities (SEO, PPC, blogging) and Outbound marketing activities (Trade shows, email, teleprospecting) that generate Inquiries to...
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