Tweet If you’re struggling with managing social media programs in the B2B marketplace, Zuzia Soldenhoff-Thorpe   (pictured at below) has some news for you: Most of your peers are too. Why is she so certain? As a research manager for MECLABS Conversion Group, Zuzia spent two full days at MarketingSherpa’s B2B Summit in San Francisco providing one-on-one coaching to some of the nation’s leading B2B marketers. Read more about who attended here.)  . Here’s what she has to say about her experience. After my time in San Francisco, I am further convinced. social media is one of the most. he asked me. MORE >>

Tweet A few weeks ago, I wrote about ways to combine sales and marketing knowledge to improve lead generation.  Let me be more specific about one strategy that the best sales organizations do that marketers should replicate in their demand-generation and lead-nurturing campaigns: Stratify resources as part of a coverage model. The idea is simple: The best sales people call on the most lucrative accounts and handle the largest deals.  . The least-expensive sales people call on the smallest accounts and handle the smallest deals. . Probability of purchase is another.  Demand generation. Content. MORE >>

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line. That’s because Brian Carroll, Executive Director of Applied Research at MECLABS , and Pamela Markey, Director of Marketing for MECLABS, revealed some of the most valuable takeaways you can execute right now to drive leads fast. CDT, noon EDT. View and download slides via slideshare. MORE >>

Tweet At the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to reveal our most important “aha” moments in 2011. Our responses are compiled in the video below; hearing what my colleagues had to say produced even more “aha” moments for me, and I’m sure they will for you, too. In fact, this will be well worth investing nine minutes to watch if you want a serious dose of inspiration and insight. You can also review the timestamps for a quick summary. 2011 was about … owning our accountability.”. MORE >>

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. If you really want to understand what’s happening with customers at a particular point in your funnel, then you have to ask them while the last interaction with you is relatively fresh in their minds. As such, an interview or survey should happen close enough to the event that the prospect will recall the context of the decision. Be sure to include questions on customer decision dynamics. Sometimes, less is more. MORE >>