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Content in Sales - When Less is More

Posted by Evan Carothers

Tue, Mar 31, 2015

Selling a high-value B2B product or service is often a long, bumpy road, with multiple touchpoints over many months of communication. And these days, qualified buyers are doing the majority of their diligence and research before your sales team even speaks to them. Content is the centerpiece of this communication - weather it’s documents (like white papers, case studies, etc), emails, blog posts, social posts, etc, each content piece helps build trust with your prospect, informing them and (hopefully) moving them further down the funnel towards a sale.

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Topics: content analytics, Sales

[Infographic] The Psychology of Conversions

Posted by Lindsey Graff

Thu, Mar 12, 2015

Pardot has a great white paper called "Using Psychology to Increase Conversions" - a main point in the ebook is that technology and methods change, but human pyschology does not. It goes on to explain five pyschological principles and tactics you can use to make your marketing more effective.

To summarize the ebook, Pardot also created a helpful infographic that outlines the five psychological principles in addition to use cases and examples. Whether you're making your prospect feel more included, guilting them, or showing your authority, understanding the psychology at play during the buying process is critical to developing high-converting marketing campaigns. Or as Pardot says, "The decision making process follows a relatively predictable pattern, with triggers that influence and guide consumer behavior. Understanding these triggers can change the way consumers perceive your marketing and can make your conversion points irresistible to your audience."

Check out the infographic below and download the white paper to learn more.

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Topics: Marketing

Docalytics Sales Dashboard

Posted by Ryan Morlok

Tue, Mar 10, 2015

We recently launched our Marketing Dashboard which allows marketers extract insights from across all their content, and now we are doing the same for sales managers. With the new Sales Dashboard, sales managers can see which reps are sending the most content, and which are getting the most success from the content they send.

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Topics: content analytics, Smarketing, Sales, Product

[Infographic] Data on What Makes an Effective Sales Process

Posted by Lindsey Graff

Thu, Mar 5, 2015

In nearly every field of work, it's becoming more and more important that we have access to data we need to proactively improve whatever it is we're doing. More importantly, professionals are being asked to develop analytical skills so they can interpret and act on the data they have access to. This is true across the board, but especially so for marketers and salespeople. With CRM software and marketing automation platforms, we have access to endless data streams. We can pull reports about almost anything and it can be pretty confusing to determine what metrics are actually valuable.

Kissmetrics is an amazing blog where they write about "analytics, marketing and testing" -- each of their posts provides some clarity on what data is important, how to capture it, and how to react once you have. Recently, though, they had an infographic that caught my eye. "The Data That Makes an Effective Sales Process" gives salespeople some insight on what data is important, but also delves into how marketers can better qualify leads for sales through smart lead nurturing. So, I wanted to share it with you here:

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Topics: Sales Enablement, Sales Insight, Inbound Selling, Lead Nurturing, Inbound Sales, Marketing Analytics,, Sales

Marketing & Sales Face-off, Part 2: Marketers Overthink Everything

Posted by Lindsey Graff

Mon, Mar 2, 2015

My colleague and partner in ‘smarketing’ success, Steve Peck, recently wrote the first half of this series on the character flaws most salespeople have and how marketers can adapt to work better with them. In the post, he goes through reasons it’s important for sales and marketing to work toward common goals despite key character differences that set us apart.

For the purposes of this post, I’m going to assume you know about ‘smarketing’ - the idea that sales and marketing should work together toward shared objectives despite the conflict that’s common in most sales/marketing collaborations.

Today, I’d like to offer the marketer’s perspective. Sure, we’re not perfect - I am certainly not perfect. We are, however, perfectionists - often to a fault, but understanding the reasons we think the way we do can help us work better together. After all, marketers are only the anal-retentive perfectionists we are so we can help generate more leads for you to sell to. Befriend your best marketer, and guess where the best leads will likely go. Are you picking up what I’m throwing down? Good...

Here, I list common flaws we marketers have with some thoughts on how salespeople can adjust what you’re doing to collaborate better and ultimately close more deals with marketing’s help.

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Topics: Smarketing


Bridging the Gap

Peanut butter didn't always work well with jelly. Same goes for marketing and sales. Read on for data-driven insights aimed at creating 'smarketing' synergy.

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