Blog
Marketing Automation: Helping Bring Sales and Marketing Together
Sales and marketing work separately all too often. The more sales and marketing can work together, though, the more productive both will be. Tight cooperation will result in sales having warmer leads and marketing putting better messaging in front of the right people....
Marketing Automation: It’s Not the Tool, It’s How You Use It
By now Oracle’s acquisition of marketing automation leader, Eloqua is old news. In some circles, so is Gartner’s prediction that by 2017 the CMO will spend more on IT Than the CIO. Marketing—particularly digital marketing—is big business for the singular reason that...
How to Come up with Fresh Ideas for Your Content Marketing
As we’ve already discussed, content marketing can be a powerful tool for your business. It can help your website climb higher in search results and is a valuable resource for email campaigns. Eventually, though, you will run out of good ideas for new content. At that...
Improve Email Campaigns with Content Marketing
Anyone who has an email address is familiar with junk mail. It fills up your inbox, distracting you from the emails that are important. Although you can create an impression by flooding someone’s inbox with emails, it won’t be a good one. The question, then, is how do...
Using Content to Improve Search
If you are trying to drive traffic to your website to generate inbound leads, you probably already know that search engine optimization (SEO) can be one of the big keys to your success. To many, however, Search can be an enigma. True, it can be complex. True, Google...
Content Marketing: What, Why & How
As we wrote in Lead Gen: Marketing That Sells, content marketing is one of the essential “bricks” of a good lead generation campaign. If you aren’t engaging in content marketing, you have untapped value residing in your organization. Why? Your organization’s...
Closing the Sales and Marketing Gap
Wolverines VS. Buckeyes? Pittsburgh VS. Cleveland? Democrats VS. Republicans? Are sales and marketing really all that far apart? Inexplicably, considering how closely the two entities would seem to be tied, conventional wisdom would say they are. What is needed is...
The Importance of Coaching in a Sales Environment
There are three essential elements of a successful business development or inside sales operation: people, processes and systems. People, of course, being the men and women that make up the sales team – the hunters, farmers, closers and the managers who oversee them....
CRM – The Glue that Ties it All Together
We’ve written a lot lately about segmentation and role specialization. About how individual specialists working each stage of the sales pipeline (hunters, closers and farmers in both the producer and management roles) can lead to faster, sustainable growth. And we...
What to Consider When Hiring a Head of Sales
Last month Forbes published an excellent article by guest blogger, Dev Ittycheria, entitled 12 factors to consider when hiring a head of sales. We felt it was good enough to share. In his article, Ittycheria makes a strong case for the importance of a good leader and...