At the ClickZ Live 2014 conference in New York, Michelle Killebrew presented an interesting case study of an IBM campaign called Rethink Business. It got me thinking (or, should I say,…
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Sales
The Top 10 Tricks for Sales Lead Generation
Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified, and the process of how to qualify them. The…
Read MoreHow many leads do you need to generate? Use this simple calculator.
One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate…
Read MoreMarketing ROI in B2B: Why is it so hard, and what can we do about it?
The other day, I had the pleasure of discussing the challenges of marketing ROI with Jim Obermayer, CEO and executive director of the Sales Lead Management Association, on his Internet…
Read MoreTop 5 ways to optimize sales enablement efforts
Sales and marketing don’t always play nicely together in the sandbox, but they need to, especially when it comes to sales enablement. This is one area where sales and marketing…
Read MoreSearch marketing by the numbers
I definitely had a problem. I had signed to do a corporate training session on search marketing. As I often do, I spent time on the phone with the event…
Read MoreSelling from a salesman’s point of view
For those of you who have never been in sales, I would like to take you through a sales process (or some aspects of one) from the sales representative’s point…
Read MoreHow do you track phone sales from search?
Large companies have been employing direct marketing principles for their digital marketing tactics for a long time, but what about smaller businesses? By tracking your marketing tactics, you then know…
Read MoreHow do I improve our online reputation?
I recently got a question from a company with a problem. They have a history of not-so-sterling treatment of customers during the sales process (think used-car dealer approach), which they’ve…
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Stop selling your products!
We all get paid to sell our products. The best sales advice used to be “Always Be Closing” but that’s not always true in Internet marketing. Too often, we’ve become…
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