Kristina Jaramillo
How Making Account-Based Marketing Synonymous with ABM Tech Is Failing to Lead to Significant...
Even though 6Sense, Demandbase, Terminus, Madison Logic and others found in the Forrester New Wave for ABM Platforms are just 1 piece of the ABM puzzle, ABM has become synonymous with these technologies. Companies are still treating ABM as a thing to do with...
More LinkedIn Leads Can Destroy Your Revenue Performance – An Interview with Ian Addison...
Because we find that sales and marketing leaders focus on lead generation instead of demand generation and full funnel marketing, I have interviewed our resident Challenger social selling expert – Ian Addison - on how more LinkedIn leads can be bad for your...
How to Get 67% More Revenue Opportunities Using LinkedIn and Not Just Leads That...
In the "Ultimate Sales Machine", Chet Holmes mentions that only 3% of your target market is ready to buy! 7% of your target market is open to buying but not looking, 30% of your market is comfortable with the status quo and 30% of...
How a Managed Service Provider Drove Demand on LinkedIn with Prospects Who Previously Ignored...
Studies from the Alterra Group show that 97% of marketers report account based marketing approaches have the highest ROI. The IT Services Marketing Association (ITSMA) reports that 85% of marketers who measure ROI describe account based marketing as delivering the highest returns of all...
How a LinkedIn Profile Makeover Helped Schneider Increase Connection Conversions by 400% and Increased...
Clients will often ask us, “What’s the ROI of getting a LinkedIn profile makeover?” Now, in many cases, the profile makeover itself will not drive revenue opportunities (although there are exceptions. Building a strong LinkedIn profile that communicates business value to prospects is...
IT Buyers Are Calling for a Change in How You Market & Sell to...
If you want to reach, connect and engage with more IT buyers, then as a sales and marketing professional, you need to position yourself as an expert who wants to have a real relationship that’s based on up-front value. Yes, I'm saying that the...
Stop the Numbers Game on LinkedIn That Even the Social Selling Experts Are Playing
As I review the actions, thoughts, and ideas from some of the most recognized social media and social selling authors, experts and consultants, I understand why business leaders and sales and marketing professionals are failing to drive demand on LinkedIn. I now understand why...
How Even LinkedIn & Social Selling Experts Are Ineffectively Using LinkedIn & the Publishing...
When LinkedIn opened the LinkedIn publishing platform to everyone – consultants, business leaders and their sales, marketing and business development teams were getting hundreds to thousands of views. But now, many are struggling to get even 100 views. And, we find that people are...
Your Experience and Qualifications Are Not Differentiators! B2B Buyers Want to See Your Unique...
I recently started a discussion within different LinkedIn groups where I asked consultants, sales and marketing leaders how they were differentiating themselves from others in their industry. One consultant mentioned that her differentiation was defined by her extensive experience and her successful professional achievements,...
Focusing on Cost-Per-Lead is Giving Marketers a False Sense of LinkedIn Success or Failure
Forrester reports that 99% of leads do not convert. LinkedIn reports that 87% of leads do not convert. So why are marketers so focused on lead goals and cost per lead when it comes to LinkedIn marketing and social selling? I believe this is giving...
CMOs Fail to Go Beyond Brand Awareness on LinkedIn & Prove a Clear Social...
Recent studies show 87% of B2B sales and marketing leaders are using LinkedIn and other social media platforms but less than 1 in 5 can clearly prove and demonstrate social media ROI. I believe it's because the attention and efforts are on the top...
Think Strategy Not Tactics to Generate More Leads with LinkedIn
Strategy is the biggest difference between a B2B sales and marketing team that drives demand and enjoys consistent sales leads and revenue opportunities and one that just has a presence and lots of connections that they are not engaged with. I’m sorry to say –...
How to Communicate Your Value and the Value Business Buyers Are Looking For on...
According to a recent Forrester study, business buyers define a valuable sales meeting as: 1. A meeting where the organization's managing director, sales manager or one of their executives demonstrates that they understand their buyer’s specific business issues and they clearly articulate how to solve...