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Content Curation: Three Tools For Finding Content

Content Curation: Three Tools For Finding Content | Sales & Marketing | Scoop.it
Content curation can be time consuming. Here are three tools to help you shave some time off the task!
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Email Is For Setting Expectations

Email Is For Setting Expectations | Sales & Marketing | Scoop.it
Responding and answering an email are two different things. By replying to all requests to set the expectations of the sender, you'll end up feeling less overwhelmed.
RabidOfficeMonkey's insight:

Check out these great tips for managing your email effectively and setting expectations with those sending the emails.

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What Marketers Can Learn from the Gartner Hype Cycle - LeadManagement.com

What Marketers Can Learn from the Gartner Hype Cycle - LeadManagement.com | Sales & Marketing | Scoop.it
Academic researchers and business analysts have been studying the adoption of new technology for at least the past fifty years. One of the most well-respected models of technology adoption is the diffusion of innovations theory that was developed by Everett Rogers in the early 1960′s. Rogers’ model
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Introduction to Quality Score: What Does Google Look For

Introduction to Quality Score: What Does Google Look For | Sales & Marketing | Scoop.it
Quality score is one of the the key factors in determining your ad's bid and placement on Google AdWords. Read these tips to improve your quality score.
RabidOfficeMonkey's insight:

If you are spending a lot of money on Google AdWords and seeing little return on investment, chances are your Quality Score may be to blame.  Quality Score is an extremely important factor in determining your bid and ad placement on GoogleAdWords; however, it’s one of the least understood aspects of the Google AdWords equation.

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A Tale of Two Sales Funnels | TopLine Leadership - LeadManagement.com

A Tale of Two Sales Funnels | TopLine Leadership - LeadManagement.com | Sales & Marketing | Scoop.it
This is a story about two companies’ sales funnels. One company has a sales funnel that improves win rates, the other doesn’t.
“Company A” uses the most common approach, orienting its sales funnel to the steps of its sales process: qualifying, solution identified, quotation provided, demonst
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One Way to Make Feeding the Content Beast Easier - LeadManagement.com

One Way to Make Feeding the Content Beast Easier - LeadManagement.com | Sales & Marketing | Scoop.it
Other than lack of time, the biggest challenge now facing B2B content marketers is producing enough content, according to the latest #content marketing survey by the #content marketing Institute and MarketingProfs.


The volume of content required for effective B2B marketing has increased dramatically

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<a href="http://jacksonmarketingservices.com/site/2013/06/proper-care-and-maintenance-of-your-social-media-beast/">Feeding the content beast</a> is tough whether you are a B2B or B2C marketer.  David Dodd outlines some great best practices for B2B marketers -- using personas and mapping content to the buying cycle.   

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5 Ways eForms Can Benefit Your Business - Rabid Office Monkey for Business

5 Ways eForms Can Benefit Your Business - Rabid Office Monkey for Business | Sales & Marketing | Scoop.it
The historical means for collecting data was paper-based forms. Over time, this process was replaced with the use of such productivity tools as word processing and spreadsheets. While this approach improved data collection and reporting, there is the continued risk of ad hoc modifications and dispersed storage locations. Implementing eForms in your business can be …
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What Would Don Draper Do? Sales Lessons from Mad Men

What Would Don Draper Do?  Sales Lessons from Mad Men | Sales & Marketing | Scoop.it
Are you a fan of Mad Men?  If so, it’s no doubt that you recently watched or recorded the Sunday opener of the final season.  Don’t worry – no spoilers here if you haven’t watched it yet.  However,...
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The Vital Importance of “Unrealistic” Thinking - LeadManagement.com

The Vital Importance of “Unrealistic” Thinking - LeadManagement.com | Sales & Marketing | Scoop.it
In 1960, Theodore Levitt wrote a landmark article for the Harvard Business Review titled, “Marketing Myopia.” When it was republished in 2004, HBR editors said the article, “introduced the most influential marketing idea of the past half century.”
In a quintessential passage in the article, Levitt explained the decline of railroads in terms that have become part of the fabric of business:
“The railroads did not stop growing because the need for passenger and freight transportation declined. That grew. The railroads are in trouble today not because that need was filled by others (cars, trucks, airplanes, and even telephones), but because it was not filled by the railroads themselves. They let others take customers away from them because they assumed themselves to be in the railroad business rather than in the transportation business.”

In essence, Levitt argued that railroads fell into decline ... Read More »
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But I'm a Marketer, Why Do I Feel Like I'm Being Pulled into Sales? - LeadManagement.com

But I'm a Marketer, Why Do I Feel Like I'm Being Pulled into Sales? - LeadManagement.com | Sales & Marketing | Scoop.it
…Probably because you are.  The buyer’s journey is changing, which means the way marketers and sales professionals interact with prospects is also going to change and ultimately affect the method through with we sell and market to them.
Reports state that most buyers are already 70% through the sales funnel before they engage with a sales representative.  This means that marketing has to own or share a larger portion of the funnel than ever before, making it seem as if marketing is becoming more sales-facing than ever.
Here are a few reasons marketing needs to get the jump on this:

58% of buyers say they spend more time researching
53% rely more on peer recommendations
34% say purchases were initially unbudgeted
65% said the winning vendor’s content had a significant impact
Non-executives view more content than executives

(source)
Let’s start at the beginning. A prospect is looking for a ... Read More »
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The New Rules of Marketing Management - Rabid Office Monkey for Business

The New Rules of Marketing Management - Rabid Office Monkey for Business | Sales & Marketing | Scoop.it
Marketing is a thrilling field, and one of the things that makes it so exhilarating is the fact that it’s always evolving. The rules that might have applied in the past to marketing management won’t necessarily cut it today. Here’s a glimpse into the new rules that are governing the marketing industry today: More Coaching, …
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How to Really Love Selling (It's Possible)

How to Really Love Selling (It's Possible) | Sales & Marketing | Scoop.it
It doesn't matter if you're selling a product, a startup idea, or simply a vision: Selling is not about pitches or closing deals. It's something much more simple.
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One Easy Tip for a Successful Sales Conversation

One Easy Tip for a Successful Sales Conversation | Sales & Marketing | Scoop.it
The ONLY way that you're going to have a valuable sales conversation - for both you and your prospect - is to plan your questions ahead of time.
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Google+'s "ghost town" could be marketers' next bustling metropolis | SmartBlogs

Google+'s "ghost town" could be marketers' next bustling metropolis | SmartBlogs | Sales & Marketing | Scoop.it
(Brad Wang/Getty) The infamous remark from New York Times columnist Claire Cain Miller, that Google’s much maligned social network is like a "ghost tow
RabidOfficeMonkey's insight:

If Google+ isn't part of your content marketing strategy yet, it's time to reconsider the social platform's importance to your business.

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Queries & Clicks May Influence Google's Results More Directly Than Previously Suspected - Rand's Blog

Queries & Clicks May Influence Google's Results More Directly Than Previously Suspected - Rand's Blog | Sales & Marketing | Scoop.it
For a long time, folks in the search, technology, and marketing worlds have surmised that Google is using query and clickthrough data to bias search result rankings. I recently observed several examples of this via some industry colleagues (that, unfortunately, I cannot share publicly), and thought, “what the heck, let’s give it a spin.” On …
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The Modern-Day Online Seller & Marketer - LeadManagement.com

The Modern-Day Online Seller & Marketer - LeadManagement.com | Sales & Marketing | Scoop.it
The internet has changed everything for sales & marketing.  The old strategies and tactics may not work as effectively in the self-educated buyer era. Your customers’ attitudes and buying behaviors have changed or are changing. To be successful, it’s imperative that you change your approach to
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5 Problems You Can Solve to Keep Your Marketers Happy - Rabid Office Monkey for Business

5 Problems You Can Solve to Keep Your Marketers Happy - Rabid Office Monkey for Business | Sales & Marketing | Scoop.it
While as a business owner you have a lot to shoulder, it’s a fair bet to say that your marketers are often pretty stressed out.  They suck down eighteen cups of coffee a day while creating and monitoring a zillion pieces of content, managing various social media platforms, budgeting, monitoring website analytics, building your brand, …
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Lies Sales Leaders Tell Themselves

Lies Sales Leaders Tell Themselves | Sales & Marketing | Scoop.it
Here are four lies sales leaders sometimes tell themselves. We have enough opportunities in our pipeline: No you don't. All you need to do is test those opportunities to discover that many of them ...
RabidOfficeMonkey's insight:

It's easy to fall into a false sense of security -- or to simply hide your head in the sand when you don't want to face facts.  Take a look at these "lies sales leaders tell themselves," and make sure you aren't falling victim to them.

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Content Curation Best Practices - Jackson Marketing Services

Content Curation Best Practices - Jackson Marketing Services | Sales & Marketing | Scoop.it
Constantly churning out content can be time consuming.  That’s why many marketers look to content curation as a way to provide their target market with the information they’re looking for while adding value to that content at the same time. Content curation doesn’t have to be difficult – just follow these tips. Know Your Market/Audience …
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Buying Vs. Renting Your Business Space - Rabid Office Monkey for Business

Buying Vs. Renting Your Business Space - Rabid Office Monkey for Business | Sales & Marketing | Scoop.it
When a business expands and has the money to make a new office investment, the manager or managers may consider if the next move will be a bought office space or another rental. Buying or renting an office space can be a difficult decision for some managers. On the surface, there can be advantages and …
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The State of “Enterprise-Level” Content Marketing - LeadManagement.com

The State of “Enterprise-Level” Content Marketing - LeadManagement.com | Sales & Marketing | Scoop.it
LookBookHQ and Oracle Eloqua recently published the findings of their Eloqua Community State of Content Marketing Survey 2014. This was a survey of the Oracle Eloqua “community,” which I believe means users of Oracle Eloqua’s marketing automation software.
The Oracle Eloqua software is an “enterprise-level” B2B marketing automation solution, so many of the respondents to this survey were affiliated with larger organizations. For example, 66% of the respondents work at companies with more than 500 employees. Fifty-one percent of the respondents had annual marketing budgets of more than $500,000, and 38% had annual marketing budgets of more than $1 million. These survey findings are interesting because they reflect the attitudes and practices of sophisticated marketing organizations that should be more “advanced” than average firms when it comes to content marketing.
Here’s a brief summary of some of the findings.
Content Objectives

The top ... Read More »
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8 Reasons to Sort Out Your (Lack of a) Contact Management Solution - Rabid Office Monkey for Business

8 Reasons to Sort Out Your (Lack of a) Contact Management Solution - Rabid Office Monkey for Business | Sales & Marketing | Scoop.it
We have always needed to maintain channels of communication with those we have a relationships with, professionally and personally – that’s a given. However, you could say that this is even more important today as the modes of communication expand so quickly. From meetings in person, letters, telephone, web-calling and video, good old email, to …
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10 Things Everyone Should Know About Selling

10 Things Everyone Should Know About Selling | Sales & Marketing | Scoop.it
Almost every position in every company requires some kind of selling. Here are the essentials you need to know to do it well.
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Why the Direct Approach in Lead Generation Isn’t Always Best - LeadManagement.com

Why the Direct Approach in Lead Generation Isn’t Always Best - LeadManagement.com | Sales & Marketing | Scoop.it
The conventional wisdom among B2B marketing and sales professionals is that the fastest and surest route to a closed sale is to identify and create engagement with the economic buyer – the individual who can actually make the decision to purchase your product or service. This perspective usually leads marketers and salespeople to focus their lead generation efforts on C-level executives. As marketers, we create content and design lead generation programs for CxO’s. As salespeople, we try to get in front of high-level executives whenever we can.
As it turns out, however, taking a direct approach to the presumptive decision maker/economic buyer may not be the best lead generation strategy, at least if your company sells complex and/or expensive products or services. To start with, significant buying decisions are rarely made by a single individual. Buying by committee is now the ... Read More »
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Cold Calling - Sales Training - Sales Tips » Blog Archive » Six Ways to Handle the “I’m Not Interested” Blow Off

Cold Calling - Sales Training - Sales Tips » Blog Archive » Six Ways to Handle the “I’m Not Interested” Blow Off | Sales & Marketing | Scoop.it

Today you’re going to get six ways to handle the “I’m not interested” blow off. Did you notice that I didn’t call that an objection, but rather a “blow off”? The first thing you must recognize about blow off statements – things like “Just send me information” or “We don’t have the budget” or “I’m not interested” etc., is that these are not objections. Instead they are simply resistance statements meant to blow you off.

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