The lines are blurring between marketing and sales — and we have a lot to learn from one another. That’s right: contrary to popular belief, it isn’t just sales that can take a leaf out of marketing’s book; there’s a lot that marketers can learn from their sales counterparts as well. In today’s Smarter Marketing episode, Mathew Sweezey shares three crucial lessons that marketing can learn from sales. Check them out, and be sure to share your thoughts in our comments section!

1. Know your prospect.

Just because you aren’t on the phone with your prospects on a regular basis doesn’t mean [...]

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We’ve said it many times: marketing automation isn’t just for marketers — it also greatly benefits your sales team. And now we’re going straight to the experts to explain how: our own sales reps.

Our sales team doesn’t just sell Pardot, they’re also expert users of their own product. So we’ve compiled some of their insights and advice in our latest eBook, 25 Marketing Automation Tips Straight from Sales. Check out a sampling of what they had to say in the SlideShare below, and be sure to download the full eBook for more marketing automation best practices — for sales, from [...]

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It’s no secret that B2C marketers have the edge when it comes to capitalizing on the latest social media fads, but that doesn’t mean that you shouldn’t be in tune with these trends and look for B2B applications wherever possible. In today’s Smarter Marketing episode, Mathew Sweezey discusses two of the latest trends that, admittedly, will probably never make their way into the B2B sphere—but also delves into what these fads indicate about overall trends in messaging and what that means for B2B marketers. Take a look at the two key takeaways below:

Takeaway 1: Shorten Your Messaging

True, you can be fairly [...]

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We often discuss social media tactics on our blog, and we’ve recently taken on the topic of social selling in particular: what it is, why it works, and how to do it effectively. But reaching out to prospects isn’t the only way in which salespeople can benefit from the world of social; some of the top minds in the industry regularly share and engage through their networks, providing an invaluable opportunity to make connections and access worthwhile content.

Just getting started on social? Looking for new ways to connect? If you’re in sales (or are just looking to learn more about [...]

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Search Engine Optimization. For the somewhat-less-than-technically-inclined among us, it can sound a little intimidating.

But if you tune out and start daydreaming the minute that someone brings up the concept of “spiders” crawling your website (interesting mental image, I know) and assume it’s a topic better left to your engineering department, your marketing will suffer. After all, search engine optimization, or SEO, is the cornerstone of inbound marketing; if you’re creating a ton of educational content to draw in prospects but not ensuring that it can be, in fact, found…well you’re really just wasting a ton of time and potentially valuable [...]

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So you have a great product, a talented marketing team, and a collection of valuable content to entice your prospects, but you’re still not seeing the number of conversions that you’d hoped for. What’s the point of having all of these great marketing assets if they’re not going to drive leads, and ultimately, revenue?

Sound familiar? If you’re promoting valuable content but not seeing a high number of conversions, there’s a good chance the issue lies with your lead generation tools themselves — namely, your website, landing pages, or forms. Your prospective buyers may not be able to find the resources they [...]

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We’re kicking off our month-long theme of sales-related content, and what better place to start than with one of the most powerful ways that sales (and marketing) teams can benefit from marketing automation: automated lead qualification.

Automated lead scoring and grading is no new topic for our blog; we’ve talked before about what it is, why you need it, and general best practices. If you’re an automation user, you’re probably already aware of (and have hopefully witnessed firsthand!) the benefits of standardizing an otherwise subjective qualification process: higher quality leads, less disagreements between marketing and sales, and a whole lot of [...]

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Last month, our friends at Salesforce inspired us with this infographic post and the accompanying e-book on sales productivity tips from the experts. After all, we all need to take a moment from time to time to reflect on our work processes and habits and consider how they can be streamlined, and who better to look to than some of the leading minds of the industry?

But while we fully agree with this expert advice for a productive workflow and lifestyle, we’d also like to add one more element to the mix — one that will make your sales team as a whole function [...]

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