One of the biggest trends in b2b sales and marketing is the transition from inbound marketing only (wide net) to outbound sales and marketing (tight targeting). This trend has resulted in a sharp increase in outbound sales development. Outbound sales development is working but imagine if marketing and the entire organization supported these targeted efforts. That is Account Based Marketing (ABM). Here is an opportunity to learn more. The video below is from an eCornell video panel on Account Based Marketing with myself, Jon Miller (Founder of Engagio) and Maria Pergolino (VP of Marketing from Apttus). I think that it turned out great. I hope you enjoy.
Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?”
The answer is obvious.
“I don’t know. Test it.”
That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices.
Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here. Below are three observations I found to be interesting. [Read more…]
A huge thank you to Switch Video for this incredible video.
This video is self-promotion which is a little uncomfortable for me but I think it’s great. I am excited to think of the different ways I will use it going forward. Enjoy:
Earlier this week, I had a call with an old friend. She is a sole practitioner and wants to drum up business so she called me for advice. I told her:
“The single best decision I ever made was to start creating content.”
The Funnelholic is content marketing themed again this week. We have an amazing webinar, 3 Steps to Creating Content that Converts Like Crazy, with Cosmo Mariano from GetLift and Jason Miller from LinkedIn on September 24, 2014 10AM Pacific Standard Time. Whenever we have an event like this, my mind starts going…in this case, one of my favorite topics — content marketing.
Back to business — one of my favorite pieces on content is the case story aka the case study aka the use case. It is the most powerful opportunity for content marketers that is often wasted aka B-O-R-I-N-G. Marketers, even the best content marketers, produce the boringest case studies ever. So, with that, I thought I would share one of my favorite case studies from one of my favorite content marketers, Neil Patel, entitled: How I Used SEO to Drive to 5 Million Visitors to Gawker Media. It’s awesome so read it – -and in the meantime, I highlight some of my favorite things about it below:
Deliver an Arresting Headline
Oh yeah, not just an arresting headline, but a killer graphical representation too. I loved what I saw the minute I opened this page. [Read more…]
Today’s guest post is from Cosmo Mariano from GetLift. Cosmo is a demand-gen, content marketing strategist and almost as importantly, Cosmo and Jason Miller from LinkedIn will be speaking on an amazing Funnelholic webinar on content marketing: 3 Steps to Creating Content that Converts Like Crazy. — Join us on September 24, 2014 10AM Pacific Standard Time. [Read more…]