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Google Analytics- Calculated Metrics for Lead Generation Websites


Google recently released a new update to Google Analytics, featuring a new Calculated Metrics feature. Calculated Metrics are user-defined metrics that are computed from existing metrics available on Google Analytics, and allow more customized and relevant analyses than ever before.  I love the new feature and allows so much more reporting opportunity. Make note. Website newsletter sign-up (NSU).

Converting B2B Leads Through Social Content: 3 Keys to Success


For a couple of years now, B2B marketers have been hearing the “social selling” buzzword, and there are some convincing social media statistics regarding sales through social channels. However, creating and delivering social content is a big challenge for many B2Bs. The Missing Link: A Cohesive Social Content Strategy. The Right Content in the Right Channel. The Power of Visual Social Content.

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Stop Wasting Money and Improve Your Google AdWords Paid Search ROI


If you’re focused on maximizing ROI for your firm, and you have a team or vendor managing your paid search campaigns, you may not be optimizing ROI. That’s because many PPC firms miss a few techniques to make sure your Google AdWords programs are working as they should. We’ve seen this again and again when we’ve taken over search campaigns over the last decade. Keep Search Networks. Target CPA.

Integrating Google AdWords with Salesforce to Measure Your Sales Funnel


Google AdWords has recently integrated with Salesforce so that you can import Salesforce leads and opportunities into AdWords and thus measure the performance of your Salesforce campaigns within Google AdWords.  Google of course has been tracking ecommerce data for years, but never the complexities of a B2B sale.  Example. This is determined on a company-by-company basis. “Proposal,” 4.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

Who Should Nurture B2B Leads with Social Media?


B2B marketers have always been more resistant to using social media than their B2C counterparts, which is in large part a mind-set issue. Only five years ago, almost half of B2B executives still thought social media was irrelevant to their company, and this attitude has definitely had an influence on slower adoption. There is still some work to be done on that mind-set issue. Social Selling

17 Ways to Promote Your White Paper for Lead Generation


You’ve written, designed and produced a white paper. That was a lot of work. Now you can relax. Not so fast. You’re only half way there. Why did you write it? So people would download and read it. Your objective was likely to establish thought leadership, generate leads and perhaps use it to nurture existing leads until they’re ready to buy. Sadly, Now you need to distribute and promote it. Video.

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Matching the Offer with Buyer Mindset: The Website Dilemma


In the 1990 film “Cadillac Man,” Joey O’Brien, a car salesman played by Robin Williams, stops to assist a funeral director whose hearse is broken down by the side of the road on the way to the cemetery. Having assisted the grieving widow to make the painful, but necessary decision to move the casket into a less dignified transport (a truck bed), he’s sizes her up. You get the drift. Awareness.

Geofencing? And other ways to target ads to trade show attendees without being there.


Heading out to trade shows and conferences are one of the best ways to generate leads. In  fact, research has proven this to be true.   Most industries have at least one key event that your prospects attend. Your competitors will likely be there, and you need to be too. However, trade shows are costly, and measuring ROI can be complicated. Geofencing. Example of a geofence. Facebook Interest ads.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.

Popup Strategies: Popup Types and When to Use Them


The evidence is in. While they are annoying, popups work. Study after study shows massive conversion rate increases with popups over the standard sidebar form. Increases of over 1,000% are common resulting in an explosion of popup makers and types of popups. These new configurations are less intrusive and can help your website become more interactive. Which type should you use? Entry Popups.

How Google’s New Search Results Layout Impacts SEO


How Google AdWords’ February 2016 Changes Impact SEO. Google recently announced some sizable changes to its AdWords program and the way they will display paid ad listings. Google started implementing the changes worldwide on February 19, 2016. The most notable among them is the removal of the right-side ad column. For many, this came as a complete surprise. Ads Moved to Top (With a Twist).

LinkedIn for B2B Marketing and Sales: What’s Missing?


As our world transforms in the digital age, some of the old barriers transform as well. Of particular interest to me is the blurring of roles between marketing and sales—especially in the B2B sector. Advancements in social communication and data collection are reshaping the consumer’s experience with B2B brands, but they also give brands the tools for learning how to enhance that experience.

Landing Page Design: The Secret Sauce, Reducing the Anxiety Factor


When you’re preparing to build a landing page for a campaign, one of the first considerations is the content. quick shopping list comes to mind: c ompelling headline, c ompelling body copy extolling the benefits, urgency clause, c redibility elements (testimonials and logos from client companies), call to action and sign-up form. Add an attractive image and you’re done, right? Not exactly.

How Technology Marketers Can Reach CIOs


As a technology marketer targeting CIOs, you’re likely aware that roadblocks stand in the way of communicating with them. Despite the challenge, your sales and leadership team continually ask you to produce qualified leads. Naturally, you wonder, “How can I break through the protective barriers around CIOs to promote our solution?”. Here’s some food for thought. The Empathetic Entrée. Here’s why.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Why Your B2B Website Need to be Mobile-optimized for Conversions


Over the past five years, the mobile technology has utterly redefined marketing strategies among B2B executives. Fact has it that B2B executives are now conducting their research and making purchasing decisions using their smartphones. Evidently, smartphones enable them to access their suppliers’ product information at any time. What do executives seek from a mobile website? Up-to-date information.

Lead Nurturing for Higher Education: Best Practices


The recruitment efforts at higher education institutions are naturally and rightfully following the trends and best practices generally acknowledged by marketing and sales specialists across a wide assortment of various fields. The various best practices that are showing themselves to be productive and beneficial from a recruitment perspective are many and diverse. Automate Your Efforts.


Utilizing Webinars in Your B2B Demand Generation Strategy


Webinars have seen a surge in popularity in recent years with all the savviest B2B marketers—why? Because they excel at high quality lead generation. Simple to produce, the ROI on webinars exceeds most common forms of content. Here’s what you stand to gain by utilizing them well: Establishing authority. For business lead generation, authority matters immensely. Produce superior leads. Content

5 Simple Steps To Turn Readers Into Buyers – Content Marketing That Sells


Guest post by Tom Hunt. So you have set up a blog and social media profiles…. You are pumping out multiple articles per week and sharing them furiously…. And yes you see some small traffic spikes (though they quickly drop off when you stop posting right?). Trust me, I know, I have been there… multiple times. Understand Your Customer’s Desired Outcome. What does your customer truly want?

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

Three Things Smart B2B Marketers Will be Doing in 2016


What will successful B2B marketers to be doing more of, or differently, in 2016? That question was recently posed to the expert contributors at the B2B Marketing Zone , and two dozen responded with a range of insights about content marketing, measuring results, employee advocacy, customer experience and other topics. Here are three key takeaways plus some additional musings.

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20 Tremendous Digital Marketing Stats and Facts


Digital marketing budgets continue to rise, often at the expense of offline advertising spend. But digital marketers must continue to evolve practices as they strive to make their content an asset, rather than an annoyance, to prospective buyers. Image credit: MarketingProfs. combined. Spending on digital marketing is projected to increase by 12% to 15% on average. Measurement remains problematic.

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Inbound Marketing or Outbound? Which is the Winner?


The marketing industry has been buzzing about the rise of inbound marketing and the decline of outbound marketing over the last several years. With the rise of internet-empowered buyers, inbound marketing has helped vendors take control of the initial pieces of the buyer’s journey. But are marketing teams really migrating away from outbound marketing? You can control the message and timing.

Is B2B Content Engagement Heading In The Wrong Direction?

Tony Zambito

by Juan Pablo Bravo. Sometimes more is truly less.  When it comes to the state of B2B content marketing and engagement, this proverb is on the mark.   According to a recent study by Track Maven , one among a few on this topic, shows both B2B and B2C marketers have increased their publishing of content in 2015 by as much as 35 to 40%. From my perspective, I think you can.  One is causing the other.

The Ultimate Guide to Content Experience

The process of content marketing has typically been defined by a three-pillar system that consists of “Creation”, “Distribution”, and “Insights”. However, this system neglects to include the significant fourth pillar of content marketing: Experience.

The 9 Circles of B2B Marketing Hell


B2B marketing and sales is a drawn out process that takes months, or longer, to convert leads to customers. That extended timeframe means tons of touchpoints, multiple leads from single accounts, lots of nurturing, and too many opportunities to fall into marketing hell. But, if you know what to avoid, it’s much easier to navigate the marketing landscape and steer clear of traps. Think about it.

15 Elements Most Successful Blogs Have in Common


What’s on your blog? You’ve got a few posts of course. Maybe a sign-up box. But are there blog elements you’re missing? More importantly, are you leaving out anything that could be getting you more results? There are a few basic components almost all successful blogs share. These are the widgets, share buttons, and other mechanics of the blog. That’s where the sign-up boxes come in. Why use them?

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Rating the Crowd-Sourced Marketing Software Review Sites

Customer Experience Matrix

What began as a whimsical “ landscape of landscapes ” led me to realize crowd-sourced review sites are the most common type of vendor directory, accounting for 15 of the 23 sources listed in my original graphic. The first question was which sites draw a big enough crowd to be useful. used Alexa traffic rankings, which are far from perfect but good enough for this sort of project.

How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

Writers note – This as a primer for my session at Dreamforce 2016 next week. We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. Today’s crazy-busy customers are weary of pitches, cold emails, hype, and manipulative messages, and as a result, they tune them out. Our customers aren’t saying, “We need solutions.”

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

10 Digital Marketing Trends That Should Influence Your 2016 Content Strategy

KoMarketing Associates

I wrote a post six months ago highlighting ten marketing trends that should influence your content strategy. While it feels like that was published yesterday, we all know today’s digital marketing trends change with the blink of an eye, whether it’s due to a new channel, updates to search algorithms, or any other factors. Data Management. Source ). Digital is Where the Money Is. Source ). Source ).

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Account Based Marketing and its Growing Interest Among B2B CMOs

It's All About Revenue

In his Forbes piece published last month, contributor Daniel Newman shared a quote from Megan Heuer, Vice President and Group Director, Data-Driven Marketing, at SiriusDecisions: “Companies of all sizes are trying out ABM, from expanded efforts in very large global companies to laser-focused go-to-market models in lean startups. Not all that impressive. CMO Corner

33 Thought-Provoking B2B Social Media and Marketing Stats


As noted in the 2016 B2B Marketing Trends report , B2B marketing strategies and practices are in the midst of significant change, driven by new technologies and evolving buyer expectations for more “consumer-like” experiences. These changes are affecting tactics, budgets, messaging, and metrics as illustrated in the compilation of B2B marketing facts and statistics below. MediaPost ).

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From Mealy to Meaty: How to Create Better Content


Many of us content marketers have been operating under a faulty premise. We think more is always better. Every year, we’ve made it a priority to create more and more content. Even this year, 76% of B2B content marketers say they will create more content. For B2Cers, the figure is 77%. But does more content result in better content? mandate is not getting us very far. So what to do?  . Heck, yes.

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers


Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Announcing the reinvention of productivity and business processes, Satya Nadella, CEO of Microsoft, explains : As these experiences get more intelligent and delightful, the LinkedIn and Office 365 engagement will grow. But what about Outlook? B2B Marketing

Note to the Nearly Half of US Small Businesses Still Not Mobile Optimized: Get Crackin'


Believe me, I get it. An inveterate slacker who tends to view any sort of change with a wary eye, I understand how difficult it can be to embrace new technologies, especially as a small business with limited resources. But we’re halfway through 2016 and the world has clearly gone mobile, yet almost half of U.S. small businesses still have not. Web Development and Design

8 Key Google Changes B2B Marketers Need To Know In The New Year

KoMarketing Associates

In early December, Google dropped the “followers on Google+” social annotation for AdWords advertisers, as uncovered in an article from The SEM Post. This is announcement was just another indicator that B2B marketers can focus less on activity directly associated with Google+ in the new year. The Demise of Google+. Image Source. Smart Goals For AdWords Advertisers. Mobilegeddon.

IoT 2016: Top 100 Influencers and Brands

Onalytica B2B

The Internet of Things (IoT) is the term used to describe the networking of physical objects, such as consumer electronic devices, vehicles, buildings, air conditioners, heating systems and other items. These objects or “things” are embedded with software, sensors, electronics, and network connectivity, enabling them to complete tasks and communicate with each other, with no user input.

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10 Key Marketing Trends for 2016

Learn how you can deliver the outstanding cross-channel experiences your contacts want.