2010

Sales Lead Insights

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Managing B2B Leads for Sales Success – 30 minute webinar on June 10 at 11:00 am PST

Sales Lead Insights

Drive revenue for your organization by fully leveraging your B2B marketing and sales teams. Join us for my conversation with Gord Hotchkiss (author of The BuyerSphere Project ) on the current realities of B2B demand generation. B2B Leads for Sales Success. June 10, 2010 | Time: 11am PST | Length: 30 min. Register here. In this special live, 30-minute webinar, we will address questions that are top of mind: How has technology, e.g. marketing automation, changed the way marketing and sales work together? What role does search marketing play in qualifying leads? What will lead gen.

B2B Ads From the Past

Sales Lead Insights

I always find it interesting to take a look at the work done by our predecessors in B2B marketing. In post in Jackie West’s UK Industrial Marketing Blog , she mentions Richard Stone’s Insights into PR and Online Marketing blog post where he links to The Vintage Ad Browser. Simply click on one of the categories in the Vintage Ad Browser, or type something into the search window and you will get to see some of the advertising work done by those B2B marketers that came before us in what then was called “industrial advertising.&#. Now—what was it you wanted to sell me?&#.

Top 10 trends in B2B lead generation and how to take full advantage of them

Sales Lead Insights

Join me and your fellow B2B marketers at the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am. I'm honored to be the guest speaker. My presentation is about The top 10 trends in B2B lead generation, and how to take full advantage of them. Date: Wednesday, November 3, 2020. Time: 8:30 to 10:30 am. Location: Scott's Seafood of Palo Alto. Use this link for more information or to register: [link]. P.P.S. I'll also be speaking that same afternoon in San Francisco at the.

Are inbound leads really leads? I believe the majority are not.

Sales Lead Insights

I think some of the information being touted by companies that have a stake in inbound marketing can be misleading. What I am talking about is the categorizing of all inbound inquiries as “leads.&#. Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time. Until then I believe they are really just “suspects.&#. inquired, downloaded, visited, registered, or attended). Which leads me to another observation (no pun intended).

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

2010’s 50 Most Influential People in Sales Lead Management: Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2010. James W. Here's the list of 50 Most Influential People in Sales Lead Management in 2010. Thank you! B2B sales leads News Sales lead management

The top 50 in sales lead management: Who do you pick to be on the list?

Sales Lead Insights

Don't miss your opportunity to vote for your top three candidates to be among the fifty most influential people in sales lead management in 2010. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th. Both members and non-members can vote. So why don't you click this link to cast your votes right now? link].

Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. My guest today is Elizabeth Vanneste, Chief Marketing Officer, Miller Heiman , a global leader in sales performance solutions with more than 30 years of documented results. Who is our Ideal Customer? What is our target market?

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Be my guest at B2B Marketing University in Dallas on June 23, 2010

Sales Lead Insights

If you are a B2B Marketer, or are responsible for lead generation, don't miss this complimentary, half-day, educational event! What: B2B Marketing University. When: June 23, 2010. Where: Westin Galleria. 13340 Dallas Parkway, Dallas, TX 75240. Register here. If the Dallas session is even close to being as good as it was in Boston, Palo Alto, or Washington DC, it is sure to be well worth attending.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th

Sales Lead Insights

If you are a B2B Marketer, or are responsible for lead generation, don’t miss this complimentary, half-day, educational event! What: B2B Marketing University. When: May 18, 2010. Where: W Hotel, 100 Stuart Street, Boston, MA 02116. Click here for the agenda and to register. Why bother attending? Today is both a challenging time and an exciting time to be a B2B marketer.

B2B Marketing University: See you in Palo Alto on April 7th…

Sales Lead Insights

Are you a B2B marketer that is responsible for lead generation? If so, you won’t want to miss this complimentary, half-day B2B marketing seminar on April 7, 2010 at the Crowne Plaza Cabaña Hotel in Palo Alto, CA. This all-new-for-2010 B2B Marketing University is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. No product pitches.

B2B marketers: Please don’t believe everything you read.

Sales Lead Insights

One of my favorite marketing magazines, BtoB , featured an article in its November 8, 2010 edition which posed some questions to Brian Halligan, CEO of marketing software company HubSpot. One of the questions was "How can b2b marketers improve their lead-nurturing efforts?" Brian's answer was, "B2b companies are way too obsessed with the middle of their funnels—[i.e.,] what do I do once I get a lead?—and —and not nearly interested enough in how the heck do I get more leads in the first place. It didn't work then and it doesn't work now.

What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

Sales Lead Insights

Interested in learning more about B2B marketing automation and how it may benefit your company? Then do not miss this complimentary, 90-minute breakfast briefing designed specifically for senior corporate, sales and marketing executives at a mid-size to large companies, or at a fast-growing, venture-funded small companies; executives who are looking for ways to cost-effectively and efficiently boost sales. What B2B marketing automation is all about, and why you should care. Presented by AcquireB2B, a division of Mac McIntosh, Inc. Date: June 29th. Time: 8:30 am to 10:00 am. increase their ROI.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

Mac McIntosh Announces our New Division for Implementing Lead Generation: AcquireB2B

Sales Lead Insights

I thought that as reader of this blog you might be interested in hearing more about a new resource for helping you drive more leads and sales, more efficiently and at lower cost, by leveraging the power of marketing automation: AcquireB2B – Driving leads & sales with marketing automation™ Three Ways to Learn More. Mac McIntosh Inc has provided consulting and speaking/training related to helping companies like yours generate more qualified leads and drive more sales using the latest B2B marketing strategies, tactics, media and technology since 1990. Or anything in between.

Revamping Your Website? Questions to Ask and The Answers You Need

Sales Lead Insights

Jackie West, in her UK Industrial Marketing Blog , pointed out a great resource for anyone considering designing or redesigning their website. It is a list, compliments of Business Marketing Online , of some of the questions you should ask anyone offering to (re)design your company website , and the answers which you should be looking to receive. You can view or download the list here: [link]. If you'd like to learn more, please use my Contact Form , call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

Webinar Leads Demystified: Free webinar on April 28, 2010 at 2:00 pm EDT

Sales Lead Insights

Don’t miss this complimentary webinar about turning webinar registrants and attendees into qualified, sales-ready leads. Webinar Leads Demystified: Best practices for leveraging both webinar registrants and attendees. Wednesday, April 28, 2010 2:00 p.m. EDT (11:00 a.m. For more information and to register, click here. webinar, or webinar series, can be a strong performer in a marketer’s demand-generation program. Instead, learn how to maximize the value of these prospects with: lead evaluation strategies. data collection ideas for additional qualification. nurturing best practices.

B2B Marketing Automation: Here’s My Definition

Sales Lead Insights

How’s this for a definition of B2B marketing automation? The use of technology to generate, nurture, score and qualify leads, and drive sales, using customized, multi-touch marketing communications tailored for each contact’s profile, level of interest, behavior or place in the buying process. Unfortunately it’s a mouthful, isn’t it? What do you think? Do you have a better definition of marketing automation? Do you see other benefits that marketing automation delivers?

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto

Sales Lead Insights

Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level. If you are a B2B marketer or are responsible for B2B lead generation, do not miss this free, half-day seminar on March 3, 2010 at the Westin Grand Hotel in Washington, DC or April 3, 2010 at the Crowne Plaza Cabaña Hotel in Palo Alto, CA, This all-new-for-2010 B2B Marketing University is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. No product pitches. Just learning. Register today for March 3 in DC.

Business Marketing Association Renames its Marketing Awards Competition the B2s

Sales Lead Insights

Before I get to sharing my opinion about the Business Marketing Association (perhaps better known as the BMA) changing the name of its Pro-Comm Awards to the B2s, let me point out that I’m a long-time member and big-time fan of the organization. That’s more detail than you needed! All this means I just might be qualified to offer an opinion about the BMA renaming its Pro-Comm Awards the B2s. You can read the press release justifying the name change here. So what is my opinion of the name change? think a class of military airplanes that are designed to drop bombs.

B2B e-newsletters: Three bits of advice

Sales Lead Insights

A client just asked me, "What are the three best pieces of advice to give to companies that embark on an e-newsletter for the first time?" Here’s my answer: Useful, relevant content is essential to get readership, and to avoid opt-outs. (I recommend aiming for 80 percent or more useful content and 20 percent or less promotional content.). Make sure compelling copy is visible in the upper left corner. When viewed as HTML with graphics shut off, as well as when viewed as a text email or via a PDA/phone.). What best advice would you give your fellow B2B marketers about e-newsletters?

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Advanced B2B Sales Lead Management Strategies: A Webinar for CMOs on What is Really Working Today

Sales Lead Insights

Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today. Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three of the top experts in B2B marketing. Cost: Free. Date/Time: Thursday, March 11, 2010 11:00 AM Pacific Standard Time. Click here to learn more. If you are reading this as an RSS feed, use this link to learn more: [link].

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

Advanced B2B Sales Lead Management Strategies: A Webinar for CMOs on What is Really Working Today

Sales Lead Insights

Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today. Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three of the top experts in B2B marketing. Cost: Free. Date/Time: Thursday, March 11, 2010 11:00 AM Pacific Standard Time. Click here to learn more. If you are reading this as an RSS feed, use this link to learn more: [link].

B2B Marketing University 2010 Kicks Off March 3rd in Washington DC

Sales Lead Insights

If you are a B2B marketer, or are responsible for B2B lead generation, do not miss this half-day seminar on March 3, 2010 at the Westin Grand hotel in Washington, DC. This all new for 2010 session of B2B marketing University is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. Join us and take your marketing and lead generation to the next level. Your attendance is free, compliments of B2B Marketing University’s sponsor, Silverpop. The best part is that B2B Marketing University is 100% pure education for serious B2B marketers.

The Top 10 Silly Marketing Mistakes B2B Marketers Make: Your Input Wanted (and Rewarded)!

Sales Lead Insights

We can’t promise to make you famous, but if you share your top 10 list of silly mistakes that B2B marketers make, we’ll include you in our upcoming e-book. My good friend, fellow blogger and B2B marcom consultant Dianna Huff and I are putting together an e-book on the top 10 silly B2B marketing mistakes — and we want you to be part of it! Here’s how: Use our special survey link to tell us what you think are the top 10 B2B marketing mistakes that others make. We will accept your submissions through February 12, 2010 at midnight EST/GMT-5. So what are you waiting for?

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B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! Lead Gen in 2010: Learn What is Working Best Right Now. January 27, 2010 at 11:00 am PST (2:00 pm EST). This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how you can leverage them; Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media for generating, nurturing, and qualifying leads. Why not register right now? Mac) McIntosh.

10 Key Marketing Trends for 2016

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

B2B product marketing professionals: This might interest you

Fearless Competitor

(If you enjoy the Fearless Competitor, watch me live on HubSpotTV on 11/19 at 4:00pm ET) See this picture? “My child is an honor student at… &# That is how most companies talk. called a Vice President of a company … Continue reading → Tags: Demand Generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing lead generation

Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

 . Building an engaged community through a business blog can be extremely difficult — sometimes impossible. Look at companies like General Electric who do an amazing job with their blog and yet have almost no “community&# or comments at all. There must be some good business reason they do it, right? . There better be. Do your competitors have a blog? This is valuable real estate!

11 B2B Marketing Predictions for 2011

Buzz Marketing for Technology

Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Here are 11 concrete ways I think the environment in which B2B Marketers operate will evolve in 2011. Enjoy! Email this to a friend?

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

With many companies now engaged in social media marketing strategies for nearly two years or more, success stories are starting to emerge, even in the difficult marketing world of industrial B2B.  I discovered a great success story to share with you through a masters thesis being developed by Haakon Jenson of Norway. BACKGROUND. Limited marketing budget and employee resources. STRATEGY. RESULTS.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

A Simple B2B Marketing Framework

Everything Technology Marketing

We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. Marketing is getting involved in many more areas that touch the customer along the buying process, multiplied by a dizzying variety of new tactics, online communications and engagement platforms. But that's content for another blog post. Let me know your thoughts about this framework.