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The 5 Best Sales Books for B2B Marketers

Contining education is a proven way to succeed in any career field. Conferences and training workshops are great tools to teach new sales models or techniques, but it is not always feasible to hop on a plane to attend the next seminar.

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[VIDEO] Why SMART Goals Fuel Smarketing Success

Among the key challenges faced by sales and marketing executives shifting toward an inbound selling approach are how to align these departments, quantify successes and optimize processes for the future.

An important element of this approach is goal-setting -- without objectives, how do those in sales and marketing departments know what to work toward? Shared terminology, goals and incentives leads to more effective smarketing.

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[VIDEO] The Five Fundamental Pillars of Smarketing

 Is there any friction between your sales and marketing teams? According to HubSpot, 87% of the terms sales and marketing use to describe each other are negative. If your team views your marketing efforts as projects that produce low-quality leads, and your marketers think the sales team isn’t following up effectively in the digital age, you’re probably seeing a higher cost of customer acquisition than you should be.

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Inbound Sales > Legacy Sales

Fax machines. Home phones connected to a landline. Cable subscriptions. Legacy Sales.

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The Value of a Pricing Page

The idea of putting a pricing page on your website may be off-putting to some colleagues, as some think it will take away the incentive for a prospective customer to send an email or make a phone call requesting more information about your products or services.

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Solo Smarketing Hacks To Scale Your Business

Okay “Do it yourselfers,” this one is for you.  You need to automate and scale quickly, but the budget is limited (limited but not none), so for the time being, your boss (maybe yourself) hopes you’ll figure it out. This is a good time to ask for a bonus plan for your exclusive smarketing (sales + marketing) role. Because the ability to perform both a sales and marketing function effectively deserves a big reward.

So let's get into it, the solo smarketing hacks your business needs to scale quickly. 

 

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5 Uniquely Easy Lead Generation Strategies

They're unique because they're easy. We all know that quality leads generated through traditional methods of prospecting can be difficult, and that to come up with new content ideas to keep your website fresh and engaging can get expensive.

What you may not know is that you don't have to reinvent the wheel to reach quality leads--compelling sales tools can be developed from the content and knowledge you already have.

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Insightly's VP of Marketing Talks Sales and Marketing Alignment, Tech

This is our second installment in a series of interviews we're calling: #SmarkLife [Interviews]. We invite successful founders, executives, and marketing and sales leaders across various industries to answer our questions on sales and marketing topics plus a few fun bonus questions.  

Our guest today is Loretta Jones, VP of Marketing at Insightly. In her career, Loretta has worked for a number of startups and in a number of management positions before joining Insightly in 2012.

We had the opportunity to talk with her about sales and marketing alignment and CRM technology. Here's what we asked.

The line between marketing and sales is becoming more blurred. In respect to CRM solutions, how is technology changing the relationship between sales and marketing functions?

Technology is making the relationship between sales and marketing more symbiotic and transparent. A good CRM toolset will provide a direct view into the sales pipeline, as well as into marketing activities. Depending on your business model, marketing may also be responsible for sales, or at least delivering leads that are “mid-funnel” as opposed to “top of the funnel.” In this case, a good CRM will keep all customer communication straight so that both sales and marketing have a history of interaction with the customer.

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Align Sales and Marketing with a SLA

Historically, Sales and Marketing teams have typically butted heads. Sales doesn’t like the amount or quality of leads generated by Marketing, and Marketing doesn’t like when Sales follows up slowly or without enough research. 

It’s important to remember, however, that Sales and Marketing are actually part of the same team, and that team can be more successful if they work together—like a peanut butter and jelly sandwich. Would you eat a PB&J if it were constantly fighting with itself? Didn’t think so.

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Why Risk-Averse Buyers Don't Trust Your Sales Reps (And How To Overcome It)

It's no secret that the selling landscape today is made up of more risk-averse buyers. Often, these buyers are turning to the Internet to find the answers to their problems.

What does this mean for your sales reps? Basically, your buyers don't trust them. Here's what to do about it. 

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The State of Inbound 2016

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