Pitch Perfect: Selling to the Chief Marketing Officer
They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath...
Introducing the New DiscoverOrg
If you’ve noticed more bright colors and a lot less B.S. lately, there’s a reason: DiscoverOrg has a whole new look and feel! Goodbye, snoring-boring business-speak. Hello, straight talk (with...
Swag for Days: 13 Don’t-Miss Dreamforce Events 2018
Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!
Social Selling is Just ... Selling: A Contemporary Guide
The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year,...
[VIDEO] Whiteboard Wednesday: A Formula for ABM Resource Allocation (Katie Bullard)
Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
7-Step DIY Data Segmentation for Account-Based Marketing
Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
[INFOGRAPHIC] How to Use Data to Recruit Like a Marketer
Recruiters are going to realize that simply using LinkedIn isn’t enough. (If you’re a recruiter and you’re using LinkedIn - you're looking at the same candidates as 97% of other recruiters.) Successful recruiters incorporate strategies more often associated with sales and marketing, using data to build their books and meet their quota.
6 TED Talks All Marketers Should Watch (to Stay Creative and Not Sell Out)
When an email campaign, new blog, or other marketing activity gets great engagement, my first thought is AWESOME. We did something right! My second thought is SHIT ... This means the next one is going to have to be even better. It’s gratifying when other people respond to our creative efforts, and the beauty of digital marketing is that it’s easy to measure and possible to iterate successes. But sales and marketing pros alike want to see the growth curve tilt up and to the right. The steeper, the better. The goal is growth, and that train doesn’t stop. These specially curated TED Talks will help you stay creative and focused on the goal.
4 Blunders That Make Social Selling Feel Like a Cold Call
You can learn a lot about your prospect from Twitter. However, publicly asking @prospect anything on Twitter out of the blue risks being #tacky. Twitter is an outward-facing medium for sharing information designed for engagement in return. Use Twitter for contests, informal surveys, or to spark conversation. Just don't expect to book a meeting over DM.