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Alaniz

Alaniz Marketing Announces Acquisition of Sensible Marketing

Alaniz Marketing Announces Acquisition of Sensible Marketing to Support Growth and Expand Services Bay Area firm snaps up Phoenix counterpart to add capacity, extend reach (November 8, 2016, Novato, CA): Alaniz Marketing, a leading San Francisco Bay Area digital marketing firm, announced the acquisition of Sensible Marketing, a Phoenix, Arizona., digital marketing agency focused on inbound marketing. The acquisition adds several inbound accounts using the HubSpot marketing automation platform to the Alaniz roster. “Sensible Marketing is a pioneering inbound marketing agency and this merger strengthens our expertise and our client base in that area,” said Alaniz founder Roxanne Alaniz. “We’re…

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How Marketing Can Help Sales Close Deals Faster

marketing-sales-alaniz
“I’m so glad I found you.” Those are the words that companies want to hear from customers when they make a purchase. Customers are paying for your product or service because it helps them solve a critical personal or business problem. The value you deliver far exceeds the price that they pay. You make a profit, the customer is thrilled. And you close. Fast This should be the shared goal of sales and marketing, because, in the world of digital marketing, one team cannot succeed without the other. Digital Marketing Digital marketing is all about creating this kind of customer...
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How to Use Data to Hire Better Salespeople

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You could say that HubSpot wrote the book on software sales training. The company’s Chief Revenue Officer Mark Roberge wrote one, called The Sales Acceleration Formula. In the book, Mark documents how he used data to come up with a solid predictor of a salesperson’s potential and performance. Top 5 Super Traits After all this analysis, Roberge and his team extracted five qualities that they believe, based on their data, predict success in any sales organization. We’ll call these Super Traits: Coachability Curiosity Prior Success Intelligence Passion Mark measures coachability by how candidates respond to critical feedback. Curiosity is important...
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Marketing-Sales Collaboration Fills the Funnel with Better Leads

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This blog post is part of “The Ultimate Guide to Lead Generation” blog series. Sales and marketing teams in many companies are locked into a kind of cold war--sales doesn’t think marketing hosts swanky events and spends big bucks on creative campaigns; while marketing thinks salespeople are over compensated and all about themselves. It doesn’t have to be this way. In fact, it can’t be this way if a company is to succeed in today’s economy. Marketing and sales can and must work together to optimize lead generation and revenue flow and one team can’t do it without the other....
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Sales and Marketing: Share the Funnel to Move the Funnel

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This blog post is part of “The Ultimate Guide to Lead Generation” blog series. Digital marketing recognizes how the way people buy products has changed. Search engines have become so useful in helping people find information and solutions on their own, that the vast majority of B2B and B2C buyers research companies, products, and solutions before deciding to contact of a supplier. According to Google, B2B buyers make an average of 12 searches before contacting a company. Digital marketing is all about engaging buyers in this process--creating web pages and offers that will help buyers find the right solution. With...
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The Sales Acceleration Formula: Engineering Your Sales Team

sales-marketing-alaniz
In his book, The Sales Acceleration Formula, HubSpot’s first sales leader Mark Roberge comes pretty close to delivering the promise of the book--a scientific formula for building a successful sales team. He doesn’t actually present a formula that will work for every company or business, but he does explain how any company can create their own formulaic sales development program. Roberge is an engineer, and it shows in his approach to building HubSpot’s sales organization. He didn’t rely on motivational speeches, but on “data, technology, and inbound selling” in four key areas: Sales Hiring Sales Training Formula Sales Management Demand-Generation...
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Use Sales Team to Create Buyer Personas and Better Conversion Rates

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This blog post is part of “The Ultimate Guide to Lead Generation” blog series. Buyer personas are at the heart content marketing. Buyer personas are detailed profiles of a company’s idea customers, the ones most likely to want and need a company’s product or service. The idea is that marketers must absolutely understand the language these people use, the sources of information they trust, the pain they feel and the tasks they absolutely must achieve in order to be successful. Only then will you be able to create website content and offers that attract, engage, and convert them with your...
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How to Create a Sales-Marketing Service Level Agreement (SLA) at Your Company

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This blog post is part of “The Ultimate Guide to Lead Generation” blog series. Service level agreements are the holy grail for sales-marketing collaboration. The prizes are predictable lead generation and sales conversion that runs like a Swiss watch. In the world of online marketing and sales, it is more important than ever that these two functions be closely aligned. Why? Because in the digital world, marketing is tasked with generating leads. Because buyers of everything shoes and books to medical and manufacturing technology research products online long before they contact a sales person. Where previously customers may visit a...
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When to Use a Sales Template In Place of a CRM

sales-marketing-alaniz
Keeping tabs on key business metrics is a challenge for most executives. What’s going on out there? Are we getting the right kind of traffic, leads and sales through our marketing efforts? Is the sales team doing a good job of closing? Where can we improve? Customer Relationship Management (CRM) software was developed to keep all of this information in one place. Originally a fancy contact database, CRM software has evolved into powerful toolsets that allow sales and marketing leaders to analyze performance in both areas--how many leads are coming in? Where are they coming from? What happens once they...
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How to Score Big With Your Next Press Release

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This blog post is part of “The Ultimate Guide to Public Relations” blog series. The adage that “PR builds brands and advertising defends them” is truer than ever. More than at any other point in history, people want to know what other people--neutral third parties--think about a company before considering what a company says about itself. Social media has opened the floodgates to third-party recommendations, and journalists, whether bloggers, reporters, or reviewers, hold as much sway as social likes and follows. A thumbs up from a respected publication can give a huge boost to brand awareness and sales. The press...
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