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February 16, 2017by Peg Miller
We all know it’s important for marketing and sales teams to go to market with an aligned strategy. Many organizations have shared revenue goals between sales and marketing. According to Forrester, 82% of CMOs report that their goals are aligned to revenue targets. Gartner reports that CMOs now spend more on technology than CIOs and most CMOs own or share profit responsibility. Marketing as […]
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February 2, 2017by Christine Viera
Innovative B2B marketers are fluent in newer digital and content marketing practices. We’re constantly adding a new spin to classic tactics. And, we’re grooving on the opportunity to entertain and engage customers as we find the great story in our B2B solutions and people. This makes it fun and keeps the craft interesting. But what’s new can be hard. And noise levels are increasing […]
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January 30, 2017by Peg Miller
Sirius Decisions’ Megan Heuer wrote about five myths in account based marketing, including the myth that the sales team already knows everything about their accounts. We assume our sales team has a full understanding of their accounts, yet we often overlook the amount of knowledge owned by our post-sale customer success teams. I’m encouraging you to take a full funnel approach to ABM. Consider aligning your […]
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Part of the 72% still not sold on Social Selling? Social media is no longer a niche for a digital few. According to Pew Research Center, 6 in 10 get their news from social media. Do you believe it doesn’t relate to you or your customers in B2B? You might need to re-think that. Nielsen reports that adults now spend 22%, or five and half […]
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Getting your digital game on with B2B buyers in 2017? This is for you. Here are 5 facts about the B2B brand benefits from getting social with your content and through your employees.
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It’s 2017, most professionals know about social selling and sales enablement best practices. Why then do we continue to make the mistakes of yesteryear? I need to get this off my chest: Your emails Drive. Me. Crazy. Want to know why I don’t respond? I’m calling for marketers to unite. Actually, I think I’m begging you, pleading with you, please let’s help ourselves and preserve […]
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January 10, 2017by Christine Viera
No one can afford to guess what marketing programs work. Customers self-educate via digital channels, content marketing, industry events, and consultation with peers. They form opinions long before they become a “lead” in your demand creation funnel. So, what’s the best way to measure what’s working? 1. Measure Funnel Health You should be able to see the health of your funnel in 5-10 charts. You need enough data to see results […]
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January 8, 2017by Christine Viera
Where is the Promised Land of Permission Marketing? As a B2B marketer, I’m on the receiving many sales and marketing tactics. And I watch with utter dismay as others make the rest of us look bad with scurrilous tactics. 3 Terrible Tactics That Make Me Crazy 1. My #1 pet peeve is bad outbound sales and marketing which forces me to unsubscribe or block you. It goes […]
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I’ve had the good fortune to work with many great salespeople in my career. I’ve observed them using social selling techniques to finesse the art of a sale with a scientific method to move prospects through the sales cycle. Rather than another blog post telling you how to up your social selling game, I’ve asked a couple of all-star sellers to share their proven […]
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As 2016 comes to a close, I am thinking about sales enablement things and predictions for 2017. The last few years have been a roller coaster for me, and also for sales enablement at large. I don’t expect that 2017 is going to be much different. It’s still going to be the wild west for vendors and customers alike, but sales enablement is at a […]
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