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Why Sales needs Content Marketing and Marketing Automation
| Guest post by: Jeff Ogden |
Article Overview: Salespeople often thing topics like content marketing and marketing automation mean nothing to them. They need to close deals. But in this article, Jeff Ogden of Find New Customers (http://www.findnewcustomers.com) shares why it really does matter to sales.
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Free Download - Marketing Made Simple TV is looking for a few good sponsors By Jeff Ogden |
Why Sales needs Content Marketing and Marketing Automation
B2B Demand Generation | The Benefit to Sales
If you're in BtoB Sales, you may be thinking that this content stuff and demand generation talk belongs in marketing. After all, you need to close deals! "This mumbo-jumbo's not for 
me."
Yes it is. Please let me explain what I mean.
Let's examine a Sales scenario to illustrate the power of content marketing and marketing automation software. The point we want to make clear is this.
The primary beneficiary of content marketing and marketing automation is Sales.
Sales Scenario 1: Without content marketing and marketing automation
Sally Smith, a Sales rep for us, calls target customer and leaves a message. Sally waits a few days and leaves another voice-mail message. Sally sends an email. After a few weeks, after more voice-mails and e-mails Sally gives up.
Sales Scenaro 2: With content marketing and marketing automation
Sally
calls prospect and leaves a message. Prospect visits website and checks
out the company. Though he did not fill out a form, Sally knows who it
is and edits the contact record with the contact name and company.
Seeing
what the prospect did, Sally calls again and leaves a personalized
message. Prospect visits again and downloads a white paper - completing a
form. She then goes into lead nurturing - and valuable information is shared over time. Because we've implemented lead scoring we are able us to see exactly when they are sales-ready.
45 days later, Sally is notified that she has a new lead. She calls the prospect and the prospect answers. "Sally, great to hear from you. I've been getting so much great information from your company and I'm convinced you can help me."
If
you are in B2B Sales and you feel you are not getting the quality leads
you really need, please share this with your Vice President of Sales.
Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads
Lead Generation & Marketing Automation How-To Guide
The Real Need of Sales Today - Fewer, better sales leads
Marketing automation starves without a Content Marketing strategy
Find New Customer Announces Demand Generation using the SCORE Methodology
How Automated Social Media Actions May Be Costing You Sales and Referrals
Automated Reporting: Five Benefits for Your Market Research Firm
Top Internet Marketing Strategies for Business Owners
What is Lead Nurturing?
Mad Marketing TV featuring Steve Gershik of 28Marketing
HubSpot Expands into Voice-Based Marketing Automation
Speed may be the biggest Determent to your Marketing Success
B2B Demand Generation Expert Brian Carroll to appear on Mad Marketing TV
An Intelligent Contact Sheet
Content Creators vs. Editors in B2B Marketing Today
B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers
The business process that no longer works
12 Marketing-Takeways from the B2B Marketing Manifesto
What do you wish you asked your marketing automation vendor before buying?
B2B Lead Generation | Where Are You Today?
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About the Author: Jeff Ogden RSS for Jeff's articles - Visit Jeff's website With 8 out of 10 companies saying the lack of quality sales leads is their biggest problem, they need help. SiriusDecisions also found that fewer than 1 out of 10 companies that implement lead management software went beyond the basics. They need help. We help companies implement world class lead generation programs. Companies need quality sales leads, so they need sales lead generation programs including social media marketing. They need to implement lead nurturing programs. We are considered one of the best leads generation companies in business today. Click here to visit Jeff's website   7 Keys to Lead Nurturing How to Find New Customers 7 Keys to B2B Marketing Succes Definitive Guide Making Quota |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: What is your Business?
- We are running a Online Marketing Firm and we have some good clients to which we are offering a complete Digital Marketing strategy like Search, Mobile Marketing, Branding and Design. I think in Online Marketing company online presence can be a wining factor for the success of the company.
Re: Let’s talk about the ways of marketing your products, servic
- I agree with some of the others who responded it depends on what your selling... but to answer your questions here are some of the methods I use.
Forum Marketing
Yahoo Answers (I need to use more of)
SEO (Search Engine Optimization)
Bum Marketing or Article marketing
P-P-C (Pay Per Click) Marketing
Online Directories
Hope this helps.
Re: Should Evan add a "Social Media Marketing" category to the f
- Hi,
Online Marketing would be a great title, and having sub categories would make it even better, there would plenty of categories to choose from, Social Media, SEO, Article Marketing and yes even Affiliate Marketing to name just a few,
great looking site btw Jeff,
take care,
Carol
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