Category: B2B Marketing

Going Above and Beyond With Your Email Marketing [Part 2]

Oct. 5

Previously on Sales Wars: Part 1 of our two part series “Going Above and Beyond With Your Email Marketing” emphasized the importance of personalizing and maximizing one’s email marketing strategy. This week—sales Jedi Matt Banner returns to share how this new... Read More »

Going Above and Beyond With Your Email Marketing [Part 1]

Sep. 28

Think back to the last time you sent an email, or even better, the last time you read one. It was pretty recent, wasn’t it? And yet, people keep trying to say that email marketing is dead. Here’s the Deal: Email... Read More »

How to Transition From a Lead-Based to an Account-Based Everything Approach

Sep. 14

Transitioning from a lead-based marketing strategy to an account-based approach makes good business sense, but that doesn’t mean it’s going to be easy! A successful transition not only requires good planning and resources, but also an experienced staff of marketers who... Read More »

Who Should Own Sales Development: Sales or Marketing?

Sep. 7

Why can’t sales and marketing just get along?  It would be in everyone’s best interest if we could all just sit down, sing Kumbaya, and share our peace pipe! When you drill down into the complexities of each of their... Read More »

Account-Based Sales Development Key Performance Indicators to Benchmark Success

Jul. 22

When implementing and launching an account-based sales development strategy, there are a variety of key metrics that will need to be reviewed and altered if you have previously been taking a contact-based selling approach. These metrics will cover total outbound dials, follow-ups, power dialing sessions, new contacts needed and fresh accounts to review.

Jump-Start Your Marketing and Sales Response Rates with This Tried and True Formula

Jul. 20

It may be summer, but that doesn't mean good marketers don't have math homework. Of all the formulas and equations floating around out there, perhaps none is so important or so mysterious as the equation for greater response rates. As it turns out, the equation is known, and it isn't terribly complicated; it just takes some proper planning. We break it down below, and as always, we show our work. Pencils out, because this is study hall.

Results Are In! 2016 Sales and Marketing Benchmark Study

Jul. 11

During the month of April, QuotaFactory and The Marketing Advisory Network set out to survey the sales and marketing landscape to benchmark how far collaboration has come between the two departments and ultimately how aligned the two departments are in 2016.

The Right Sales Messaging Templates Will Boost Your Sales Team’s Connect Rate

Jun. 20

It has been a time of information overload for many, and much of that overload includes a large number of poorly written emails. I can't even count how many emails I receive on a daily basis, let alone the ones that are sales-based and far from customized.

5 Digital Must-Dos to Align B2B Sales & Marketing for Better Business in 2016 [Infographic]

Jun. 15

Digital marketing is both an art and a science. Marketing is an art, but the science behind its strategies determines conversions and closes. This is especially true in the B2B sector, where the target is high-level professionals who have their company’s bottom line on the line. While the rise of digital has opened many opportunities to connect with the B2B market, the number of digital options can make it hard to determine which tactics are the most promising.

Marketing and Sales Technology Can’t Make Data-Backed Decisions Without You

Jun. 13

In today's sales and marketing world I cannot tell you how many times a day I read data-driven, big data, best-in-class analytics, data backed decisions, and more data and analytical terms positioned in every which way.

Avoid Failure with This Formula for Setting Successful Sales Goals

Jun. 8

Everybody has sales goals. Some are set by our companies and some we set ourselves. For many sales reps, it wouldn't be January without either a new sales quota or a new personal objective for the year ahead. If I had to guess, I'd be willing to bet that we all want to achieve more this year, right?

The Power of Case Studies in Your Sales Development Strategy

Jun. 1

In Geoffrey Moore's seminal book Crossing the Chasm, there’s a smaller, lesser talked about chasm between Innovators and Early Adopters. For many startups, crossing this chasm in the technology adoption spectrum is actually the most crucial. Without any Early Adopter traction, a company has no shot at success.

Best Practices to Deliver More MQLs into Your Sales Funnel

May. 25

At the end of the day, marketing departments exist for one reason and one reason only: to deliver marketing qualified leads (MQLs), which in turn should become more converted sales. This is no revelation, and is Day One stuff in Marketing 101. Actually executing on this principle is a slightly more complex proposition.

Only Half of Your Web Inquiries Are Leads – A Study on Lead Validation

May. 18

What is lead validation? In Internet marketing, lead validation is the process of separating sales leads from other phone and form inquiries generated from the company website. As the following presentation indicates, on average, about half of a company’s website inquiries are not leads. Instead, they are things such as spam, personal phone calls, sales solicitations and customer service inquiries.

Aligning Marketing and The Sales Development Hub: QuotaFactory Partners with Campaign Stars

May. 2

The greatest engine in the world is just a block of iron without fuel. The most powerful computer still needs electricity, and the most accurate rifle still needs ammunition. This is why a Content as a Service (CaaS) model is becoming an increasingly popular and attractive option for demand generation.

The Ultimate Interactive Infographic for Account-Based Sales Development

Apr. 11

Account-Based Sales Development (ABSD) is a hot topic in the sales leadership world today. In fact, at this month’s TOPO Sales Summit, a common theme that arose was “Account-Based Everything” (ABE). Adopting account-based strategies within your sales and/or marketing team is no longer enough. These account-based teams must find a way to adopt a tight, integrated, and dependent strategy through their organization as a whole in order to succeed.

5 Sales Habits Disrupting Marketing’s Ability to Drive Revenue

Mar. 30

Research shows that cross-functionally aligned organizations have 19% faster revenue growth and 15% higher profitability. Yet many sales & marketing teams suffer a subtle, yet counterproductive, tug of wills when it comes to planning, executing programs and reporting on lead conversion.

Sales Development Technology Still Needs a Human Touch

Mar. 23

Just building an online presence will not make you a great salesperson The great temptation of social selling is to be everywhere at once, but as the Sufi poet Rumi said, “If you are everywhere, you are nowhere.” The idea that one can actually seek friend[ship] and link[age] with everyone on the planet is really quite tantalizing. Do not be seduced. Manage relationships online as you would offline.

Account-Based Sales Development Playbook for Revenue-Driven Teams [eBook]

Mar. 21

Have you heard the term “account-based sales development (ABSD)?” Are you interested in learning what it is, understanding if it’ll be a fit for your company, or wondering where to start to implement this successful prospecting strategy within your company? If you’re already using this strategic prospecting process, perhaps you’re wondering what KPIs you should concerned with and measuring to ensure that everyone is on pace to surpass quota?

Train Your Sales Team to Use Marketing Content Effectively

Mar. 16

Content marketing caused a sea of change in how businesses find and engage prospects. The big waves of content inevitably reached the shores of sales—sometimes receiving a mixed reception. Content as a form of sales enablement isn’t entirely new, but with many sales managers still invested in old school methods of sourcing, nurturing, and closing opportunities, throwing an unfamiliar element in the mix can threaten their flow. Many also see content as only a factor for the top of the funnel, which is fine, but not related to the number and size of deals they close—or their commission.