Resources

May 24 Webinar: Productivity Boosters for Inside Sales

The sales game is constantly changing. As costs rise, you need revenue from all channels. Inside Sales and Sales Development Representatives (SDRs) are taking on a much more significant role. Channel partners need to deliver sales results. At the same time, Account Based Marketing continues to…

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Forrester Finds Over Half of B2B Marketers Struggle to Engage With First-time Customers on Digital Platforms

Curated Content. A Forrester Consulting survey noted that (B2B) marketing organizations have been slower than B2C marketers to embrace digital marketing, preferring to continue investing in more traditional channels such as in-person events and other traditional techniques. This fact is hindering…

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Blog-Late Engagement Puts You in Column B

CONTENT MARKETING IS A STRATEGIC MARKETING APPROACH FOCUSED ON CREATING AND DISTRIBUTING VALUABLE, RELEVANT, AND CONSISTENT CONTENT TO ATTRACT AND RETAIN A CLEARLY-DEFINED AUDIENCE — AND, ULTIMATELY, TO DRIVE PROFITABLE CUSTOMER ACTION.”           CONTENT…

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Blog- Fanatical Prospecting by Jeb Blount

Written By Henry Haugland -  One of the most profound changes that the web has had on selling has been to make it trivially easy to acquire information and insights that will improve our sales and sales management skills.I have been selling or managing the sale of big ticket B2B products and…

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Blog-2015 State of Sales Execution

Written by HENRY HAUGLAND I’ve been wading through some sales research that is touted as new but really just confirms established areas of sales team improvement. Reporting on buyer habits, quota attainment, forecast accuracy, and managerial insights got me to thinking about my sales…

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The 3 Whys of Sales Acceleration

The key to selling is to be the source of light that the customer can use to visualize improvement in their business. In today's self-educated world, the seller will succeed or fail based on the buyers assessment of how helpful they are during the sale. This Point of View offers a fresh way to…

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What Marketing Should Bring to The Sales Leader's Table

Curated Content.  You know how to make your numbers in sales. You had a lot of success there. You climbed the ladder and got promoted. Now you’re not only in charge of sales, you’re also in charge of marketing.Marketing is a different beast than sales. But your sales background is…

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6 Simple Steps to Creating Your Content Marketing Strategy

Curated content.  Creating a content marketing strategy is no simple task. In fact, 2/3 of marketers feel they aren't successful with their content marketing. For both small and large businesses, the content you create is the main bridge connecting your brand to your customer. Read the Report.

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Guide To Removing Obstacles For Account-Based Marketing

Curated content. This DemandGen Report white paper will explain how to go over, around and through obstacles faced in account-based marketing, including:How to target leads more effectivelyHow by taking one small step, sales can be 21 times more likely to qualify a leadLearn how cleaning up CRM…

Read More

5 Steps to Personalize Repurposed Content for Your Target Audience

Curated content. Repurposing content is most often a function of efficiency. Marketers investing in content have always sought to extend the value of their content marketing efforts by repurposing, re-skinning or reimagining content into alternative forms. We're just following the advice given by…

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2015 Benchmark Study: What's Working In Demand Generation?

Curated content. Over 70% of those surveyed expect budgets for demand generation to rise this year. Learn this and other trends to expect in this report by Brian Anderson. A must read for content marketers. 

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6 Underappreciated Skills for Social Media Professionals

Curated by Mark Brodie.  A great overview of the skills used in social media. As a professional photographer, I especially appreciate the role of photography. Check it out here.

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New Research Reveals $12.8 Billion Sales Acceleration Technology Market

Curated content. The Sales Acceleration platform you choose really depends on your company's unique needs. This article from PR Newswire explores the various options associated with Sales Acceleration. Read it now.

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5 Extremely Effective Sales Cycle Acceleration Strategies

Curated content. Where and how is your audience searching for information online to make buying decisions? What are their pain points, and how can you help soothe them? What are they talking about within their social networks? Using a broad range of marketing techniques and tactics to accurately…

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No Decision Webinar Flyer

DO NOT EMAIL THIS DOCUMENT - FOR REFERENCE ONLYFlyer used to promote the No Decision Webinar

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How Can Sales Acceleration Generate More Business

70% of B2B buyers will do online research and make up their mind before talking with a sales rep. If buyers don’t get the accurate or complete understanding they need to quantify value, their purchase decision will become stalled or abandoned. That’s where a SmartHub can help. Think of…

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SmartHub Sales Acceleration

Winning new accounts in complex sales situations requires a data-driven and targeted approach. Inform, educate and engage with more prospects while ushering the most promising prospects through the buying cycle. WebReply’s platform engages prospects earlier in their buying process with…

Read More

Winning New Accounts in Complex Sales Situations

Increased sales productivity can seem like an impossible task when selling value propositions that are highly complex and/or disruptive. Solving the puzzle of stalled decisions doesn’t mean working harder. It just means speeding the process and using the right tools. The secret lies in…

Read More

2015 Benchmark Study: What's Working In Demand Generation?

Curated content. Over 70% of those surveyed expect budgets for demand generation to rise this year. Learn this and other trends to expect in this report by Brian Anderson. A must read for content marketers. 

Read More

6 Underappreciated Skills for Social Media Professionals

Curated by Mark Brodie.  A great overview of the skills used in social media. As a professional photographer, I especially appreciate the role of photography. Check it out here.

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Empowering Partner Lead Generation

Co-Branded Marketing Engines From a Channel Manager's perspective, partner lead generation can be a frustrating topic. All too often, despite their efforts to create truly useful marketing tools and programs, most partners seem unwilling or unable to successfully use them. It's a common…

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What Can Your Database Teach You?

If I could change two things about B2B marketing, it would be that marketers would spend much more time truly analyzing their databases, and that they would talk to sales more often. If these two basic steps were followed, marketing would have a database that contains the people with whom sales…

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Help Partners Improve Their Lead Gen Efforts

You want your channel partners to close more deals? But does your channel have what they need from you to effectively sell your product? Read this short brief that examines how a personalized partner portal can increase revenue and enhance loyalty from your channel partners. This brief will explain…

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Get Your Database Running On All Cylinders

If you want to improve your nurture efforts you need to reach the right people. Yet our experience shows that most marketers are hampered by a database that inaccurate and insufficient. Here are some tips for evaluation and building a database that is rich enough and large enough to meet your needs.

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How Channel Partners Can Leverage Content to Move a Prospect Through the Buying Cycle

The key to success with content is relevance. A Channel Partner's Salespeople should be able to leverage their channel vendor's marketing content and use it to create a deeper relationship with their prospects." This white paper reviews content marketing, examines the various types of content to…

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Video Overview: What is a SmartHub?

Learn the basics of the SmartHub approach to better understand how the SmartHub prospect engagement SaaS platform works for marketers and sellers of complex, B2B products and services. Understand how SmartHub delivers the right information tailored to each individual buyer based on his or her…

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How Channel Partners Can Leverage Content to Move a Prospect Through the Buying Cycle

The key to success with content is relevance. Marketers understand this and create considerable amounts of content to generate leads. A Channel Partner's Sales people can leverage this tactic and use it to create a deeper relationship with their prospects. In fact, sales has an advantage with…

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How to Build an Offer Matrix

This tutorial addresses how B2B marketers can improve campaign effectiveness with a long-term offer strategy that aligns the right content, for the right audience. Learn the four steps to effectively evaluate, prioritize and organize your current offer content. This tutorial also shows…

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Timing is Everything!

Can you count on your pipeline to deliver as planned? Does it grow organically? Does your Sales Team REALLY understand how to meet with the key decision-makers and translate the conversation to a realistic forecast? Read here to gain one executive's perspective.

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Are you Scaling a Start-Up?

MAPR - a ValueSelling SaaS Partner saw a 63% increase in new account average order value by getting everyone on the same page and establishing a consistent process early on. This makes a huge difference -- in particular when the salespros are hired as a result of a new merger or acquisition. Read…

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View webinar

Bit.ly urls are a bit funky in that they are case sensitive.

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View Webinar

Numerous industry studies peg the "no decisions" rate for the average forecast over 50%.  Sales executives and managers need an easy, reliable methodology for identifying high risk opportunities and determining whether to attempt to "fix" the opportunity or flush it.  If "fix" is chosen…

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Once is NOT Enough!

Sales Training is a strategic investment for your organization and should include a comprehensive plan for integration into your existing sales processes. Have you thought about how you will adopt, reinforce, inspect, coach, and evaluate the return on your investment? 

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No Decision Webinar Flyer

NOT FOR DISTRIBUTION.  REFERENCE ON;YThis is the flyer used to promote the No Decision Webinar

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Technology Takes the Lead

Sales people have more tools to accelerate the sale, connect with customers, and prospects than ever before. The key is wading through the options and knowing what the technologies are and how best to use them.  Your sales process should leverage the collected data and employ tactics that will…

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Leverage High Engagement Content Delivery

Providing content that is relevant to a prospect’s buying agenda (i.e. pain points) and stage of the buying journey is the most effective way to move the prospect to a discussion. Learn how your sales teams and channels can use High Engagement Content Delivery to build customer…

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How to Get More Sales Conversations Started.

The longer you can engage your prospect, the more likely they will convert to a sale. You do this by serving them great content that helps them build their business.Smart Landing Pages dynamically generate more meaningful customer experiences, keep your prospects engaged longer and drive sales.…

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Webinar Archive- Lean Selling: Accelerate Pipeline, Minimize "No Decisions" and Break Sales Records

Lean Thinking has been applied successfully by countless companies across a broad range of industries to streamline their product and service delivery processes. Applying Lean Thinking to the sales process in the form of Lean Selling provides productivity improvements such as:• 90% reduction…

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Who's In Your Database?

Continually improving your database is an ongoing process and should be a priority for your organization. Your database represents the constant flow of people leaving positions, assuming new responsibilities, and moving on to different companies. Preserving database health is an ongoing battle to…

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SmartHub Sales Acceleration

Winning new accounts in complex sales situations requires a data-driven and targeted approach. Inform, educate and engage with more prospects while ushering the most promising prospects through the buying cycle. WebReply’s platform engages prospects earlier in their buying process with…

Read More

Sales Acceleration Starts with Sales Asset Management

Most B2B sales reps report difficulty in finding relevant sales assets and collateral that are matched to their prospect's needs.Often sales reps will forsake well intentioned and highly crafted sales plays or marketing campaigns to go-it-alone in their efforts to hit their quotas regardless of…

Read More

The 3 Whys of Sales Acceleration

The key to selling is to be the source of light that the customer can use to visualize improvement in their business. In today's self-educated world, the seller will succeed or fail based on the buyers assessment of how helpful they are during the sale. This Point of View offers a fresh way to…

Read More

Winning New Accounts in Complex Sales Situations

Increased sales productivity can seem like an impossible task when selling value propositions that are highly complex and/or disruptive. Solving the puzzle of stalled decisions doesn’t mean working harder. It just means speeding the process and using the right tools. The secret lies in…

Read More

New Research Reveals $12.8 Billion Sales Acceleration Technology Market

Curated content. The Sales Acceleration platform you choose really depends on your company's unique needs. This article from PR Newswire explores the various options associated with Sales Acceleration. Read it now.

Read More

5 Extremely Effective Sales Cycle Acceleration Strategies

Curated content. Where and how is your audience searching for information online to make buying decisions? What are their pain points, and how can you help soothe them? What are they talking about within their social networks? Using a broad range of marketing techniques and tactics to accurately…

Read More

Do You Know Who Your Best Prospects Are?

Sales experts claim that 73% of all B2B leads that marketing passes to sales are not ready and willing to engage with a salesperson.  This feedback means that the leads that sales is getting are not nurtured sufficiently for them to have a meaningful sales conversation. Read this brief and…

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Partner Portals: Engagement on Their Terms

Put yourself in your channel partner's shoes. They have their own businesses to run and are organized around revenue-producing team members. Anything other than a direct path towards a sale is usually considered an obstacle to be avoided. This often includes missionary work, time and resource…

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ProspectREACH: How It Works. Why Sales Reps Like It.

If you want to help your sales team get more "at bats", check out this brief overview of what ProspectREACH is, how it works and why sales reps love it.

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Nurture Individuals with Persona-based Micro-sites

In today's search-based culture, prospects want easy access to information on their terms. Watch this 2 minute video to understand how to effectively nurture prospects with a persona-based micro-site that delivers information tailored to each person's interest and buy stage. Find out how our…

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SmartHub Sales Acceleration

Winning new accounts in complex sales situations requires a data-driven and targeted approach. Inform, educate and engage with more prospects while ushering the most promising prospects through the buying cycle. WebReply’s platform engages prospects earlier in their buying process with…

Read More

Sales Acceleration Starts with Sales Asset Management

Most B2B sales reps report difficulty in finding relevant sales assets and collateral that are matched to their prospect's needs.Often sales reps will forsake well intentioned and highly crafted sales plays or marketing campaigns to go-it-alone in their efforts to hit their quotas regardless of…

Read More

What Marketing Should Bring to The Sales Leader’s Table

Curated Content.You know how to make your numbers in sales. You had a lot of success there. You climbed the ladder and got promoted. Now you’re not only in charge of sales, you’re also in charge of marketing.Read this blog from SBI Sales and Marketing Consulting to gain insights on how…

Read More

6 Simple Steps to Creating Your Content Marketing Strategy

Curated content.  Creating a content marketing strategy is no simple task. In fact, 2/3 of marketers feel they aren't successful with their content marketing. For both small and large businesses, the content you create is the main bridge connecting your brand to your customer. Read the Report.

Read More

Guide To Removing Obstacles For Account-Based Marketing

Curated content. This DemandGen Report white paper will explain how to go over, around and through obstacles faced in account-based marketing, including:How to target leads more effectivelyHow by taking one small step, sales can be 21 times more likely to qualify a leadLearn how cleaning up CRM…

Read More

5 Steps to Personalize Repurposed Content for Your Target Audience

Curated content. Repurposing content is most often a function of efficiency. Marketers investing in content have always sought to extend the value of their content marketing efforts by repurposing, re-skinning or reimagining content into alternative forms. We're just following the advice given by…

Read More

Find the Hidden Revenue Potential in Your Marketing Database

The database quality determines the effectiveness of your marketing programs and your ability to identify the best sales opportunities.The sad truth is that most marketing and sales executives understand very little about their database's quality, yet they may be spending thousands of dollars on…

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Marketing Brief: How to Generate High Quality Leads

How do you identify and build relationships with your best prospects? According to research, 73% of B2B leads sales receives from marketing are "poor quality". If you want to improve lead quality, the answer to attracting the right prospects lies in your data and content. Read this short brief…

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POV: Making Your Content More Appetizing

Which would you rather eat - sliced dead fish or a sushi rainbow roll? In this POV, co-authored by Hugh Bishop, a content development expert, we discuss the importance of content presentation and why Marketers need to pay more attention to how they position their content so it is appealing to…

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What Are the Steps to Building a SmartHub

Do you want more details on creating a smart website with SmartHub?" Here's a quick overview of the 10 basic steps we use to create a SmartHub. You'll also get more details on the overall time frame. Hope this is helpful.

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POV: Lead Nurturing - You Need To Give-To-Get

A lot of people seem to be confused about the difference between nurturing a lead and destroying an embryonic relationship. Lead nurturing gets to the heart of what productive direct marketing is all about.

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POV: Closing Two Sales To Get One Order

New account acquisition for complex big-ticket products and services is the most strenuous challenge facing marketing and sales teams. In this short POV, read why marketing and sales teams need to close two "sales" for every order and they must learn to do this in an environment that is highly…

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How to Organize Your Offer Content

This brief white paper addresses how B2B marketers can improve campaign effectiveness with a long-term offer strategy that aligns the right content, for the right audience. Read about the four steps you can follow to effectively evaluate, prioritize and organize your current offer content.All the…

Read More