Sales Lead Insights

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Is social media effective for B2B lead generation?

Sales Lead Insights

Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Although “Generated qualified leads&# and “Helped me close business&# were listed as benefits seen by the users of social media, they were near the bottom of the list of eight choices, and no information was given about actual numbers of leads, sales or ROI. What’s all this have to do with social media? about a survey they recently conducted. Not bad!

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

Marketo provides the tools, thought leadership, and best practices to change how Marketing and Sales work, and how they work together, to help companies adopt RPM and accelerate predictable revenue growth. The following two data points help to tell the story: 52% of Sales reps do not achieve their Sales goals ( CSO Insights 2010). Jon, you mentioned the "Revenue Cycle."

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B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. For free trial downloaders, send a series that guides them through getting started and then to exploring cool features that you know help close a deal. Yikes!

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

Sales Lead Insights

Dianna helps businesses with their B2B marketing communications content strategy and implementation. The job description did not address the most important fact: that marketing’s job is to help sales do their job – i.e., get results! This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. My guest today is Dianna Huff of DH Communications. Second, strategy doesn’t match the objective. Please tell me more about that.

Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

This information will help you find similar companies and decision-makers to target with your marketing efforts. You could combine horizontal and geographic marketing with a statement such as: “We are right here in Akron, Ohio, and we are uniquely qualified to help you with your inventory-control needs.&#. Profitability. This ranking is more subjective than the first two.


Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th

Sales Lead Insights

If your answer is yes, I recommend that you sign up for this live, one-hour webcast on January 27, 2010 at 2:00 pm EST. Lead Gen in 2010: Learn What is Working Best Right Now is an information-packed, one-hour webcast which will highlight: The latest trends in B2B lead generation, and how you can leverage them; Which lead generation strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media, and which will help you get better lead generation results.

B2B Copywriting: Interview with Miller McMillan

Sales Lead Insights

We need to quickly communicate how our product or service meets a need, solves a problem and helps an organization move forward. In other cases, a fresh approach from a highly versatile writer who “gets it&# may be helpful. 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. Miller McMillan is a copywriter who worked on high-profile accounts at ad agencies in Atlanta and Boston before establishing his copywriting boutique in Los Angeles. Am I right?

B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment

Sales Lead Insights

Join me, your B2B marketing peers and other marketing experts at MarketingSherpa’s 6th Annual B2B Marketing Summit 2009. We’ll share how Chris and her team at GlobalSpec (with my help) embarked on a major initiative to increase the volume, value and velocity of its marketing-driven sales lead programs, and succeeded big time. 23-24 in San Francisco. 5-6 in Boston. Join America’s top B2B marketers to learn, apply and share the latest advancements in marketing while honing your traditional B2B marketing skills in parallel. Managing multi-channel campaigns.

An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

have four tips on lists that should help: Build your own list—Your own list is an asset that most companies don’t invest enough in. these are some [pointers] from an insider’s perspective that should help vet the true quality vendors: Look on LinkedIn and see how many “current&# and “past&# employees there are. This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads. Is that true?

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

Sales Lead Insights

To get your messages through to these visual people, use photos, illustrations or icons to help them "see" the benefits of your products or services. I use Fotolia as a low-cost source of royalty-free photos, illustration and icons. If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses.

Business Software Marketers: Finally a Conference Designed Just For You!

Sales Lead Insights

The latest tools and features in Google Analytics to help optimize your website lead pipeline. Join me and your business software marketing peers at this conference just for software marketing leaders. Capterra: The Conference. Empowering Software Marketing Leaders. September 13-15 in Washington DC. Make the absolute most out of your marketing efforts across the board. That’s the goal of this first-ever business software marketing conference. Learn more about them here. Topics will include: Always Be Testing: Marketing Optimization in Challenging Times. It will save you $100!

Is social media effective for B2B lead generation?

Sales Lead Insights

Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Although “Generated qualified leads&# and “Helped me close business&# were listed as benefits seen by the users of social media, they were near the bottom of the list of eight choices, and no information was given about actual numbers of leads, sales or ROI. What’s all this have to do with social media? about a survey they recently conducted. Not bad!

2009 Junta42 Golf for Autism Another Success - $30k in Proceeds in 3 Years

Junta 42

  On August 14th, nearly 100 golfers and over 80 sponsors and contributors came together to raise more than $10,000 to help get children with autism get speech therapy services.   Our original goal for 2009 was $12,000. This is a huge testament to the great volunteers we had this year in the field and online ( the Facebook page ) helping to gather support. 2009 was our first year and we have every intention of participating next year. Thanks again to everyone for their support and help.  It was another perfect day for an amazing cause. 

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Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

wanted to speak with Morgen because I was intrigued with the advice she lends to help with B2B’s major dilemma: How can we successfully work with people from the time they express interest until they decide to buy? If you want to hear what Morgen had to say, listen to my interview “Why sellers don’t have the right tools to help buyers buy." During this interview, Morgen discusses how she sold a “dead account” by simply applying her Buying Facilitation model to the situation. think you’ll find Morgen’s insight helpful and her book more than a little tempting.

Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game

Crimson Marketing

Although Paychex remained solidly profitable, business was flat in 2009 and declined slightly in 2010. “We had to become more focused on marketing, and specifically marketing that drove results,” said Paychex Marketing VP, Andrew Childs. “We’ve always relied heavily on referrals from banks, CPAs, and our existing clients. Use it to make your contextual picture of buyer behavior fuller.

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Fire your Director of Social Media!

Buzz Marketing for Technology

At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm? What’s your view? Tweet This! Digg this!

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

delicious b2bmarketing

Contact TriComB2B to learn how our focus on technical products and services can help make your marketing efforts more effective. Partnership Resources Whether you need help on a specific project or complete outsourced marketing assistance, TriComB2B is equipped to meet your needs. more » News / Press Releases TriComB2B Named as 2009 Best Places to Work Winner. more » E-mail Updates Find out how some of our latest projects are helping clients market more effectively and how this could apply to your own marketing efforts. We get it. All Rights Reserved.

Inbound Marketing University |

delicious b2bmarketing

Subscribe by RSS Home News Jobs Forums University Search this site: Home Inbound Marketing University Posted May 5th, 2009 by Rick Burnes Register for IMU | Class Schedule | Professors | Student Tools | IMU Badges | Partners | Student Bulletin Board >>Click here to attend this weeks classes! **By clicking the above link, you will have access to the upcoming and recorded webinars. June 15-19, 2009: Inbound Marketing University Classes June 22, 2009: Review Session and Certification Exam New feature! Program Schedule: ( Cant make one of the classes?

5 quick tips to writing better proposals (RFP responses)

Confluent Forms

Having that information on one page, the first page, makes a great first impression and says to the client "yes, we're thinking of you and trying to be helpful". We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". Answer their questions. Doubtful!

what's your marketing approach?

The Effective Marketer

An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. You don’t necessarily have to keep looking for this with everything you do at every minute (it would drive you crazy and slow you down considerably) but just recognizing the need for it does help. This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. You can follow any responses to this entry through the RSS 2.0

Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

It was produced by ASG Group , an European company that helps their clients improve their sales processes. I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. But, excuse me, I’m digressing. With it.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Subscribe to our RSS Feed Subscribe via Email Your email: Learn Inbound Marketing Inbound Marketing Software Learn how HubSpot can help turn your business into an inbound marketing machine. Because blogging helps Indium reach target audiences, get the company message out and -- above all -- get found via search engines and social media. And use outside experts to help you rethink.

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. First Name (required) Last Name (required) Email (valid email required) Company (required) cforms contact form by delicious:days Tags: Add new tag , B2B content marketing , B2B Demand Generation , B2B lead generation , B2B social media Posted in Featured Paper , Papers | Comments The Velocity B2B Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies says: June 11, 2009 at 2:25 pm [.] Add Comment Click here to cancel reply.

Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. think you’ll find “How to Use Existing Content in B2B Demand Generation Programs” helpful. Here are a few guidelines that in my experience really help to ensure that connect so necessary between sales and marketing:  The departments should document the sales process as a team from first contact to close. Sales should be privy to invaluable information that will help them in their selling process. Thanks Ardath. Now for Step Two.

B2B Marketing | Business to Business Marketing Information Portal

delicious b2bmarketing

B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. The B2B social networking site – which was launched with the ‘specific mission’ of helping SMEs promote themselves, communicate with other businesses and grow – marked its second anniversary this month by signing up its 350,000th member. buy (or rent) business data A 15 point plan on what to look for when sourcing data What techniques could help you take your brand forward? HOW TO. HOW TO. only little!

7 Reasons Why Marketing Automation Projects Fail


In reality, Marketing Automation can help you automate existing campaigns, and also create new campaigns that would not be possible without automation. Bad Business Model. A lot of startups and high-growth companies are using Marketing Automation to help them grow faster. If you sell low-priced widgets with a very short sales cycle, Marketing Automation won’t help you.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

The response to your A/B tests will help you understand which style is most relevant and effective with your audience. A recent MarketingSherpa survey of email recipients found that 58% of those who stop reading, disengage, or unsubscribe after cite "lack of relevance" as a key factor. This is hugely important because most marketers rely on email as their main lead nurturing tactic. As B2B marketers, we should have it drilled into our brains that relevance must be an essential part of our lead nurturing touches.   It’s a common phenomenon. Tip 2. Tip 3.   Tip 4.

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

To help this organization, we focused on a “playbook” which basically consisted of five steps. Using this “playbook” as a tool to identify and evaluate the underlying issues, we helped them optimize the process and they in turn formed a strong foundation for a closed-loop lead management system. Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers.

5 Insights to Help You Navigate the Inbound Marketing Job Market

Content Standard

Here, we’ll take a look at five key insights from the study to help both recruiters and job seekers maintain a competitive edge. Digital marketing job listings—specifically those mentioning “digital marketing” or “inbound marketing”—grew more than 800 percent between 2009 and 2015. Companies are filling their marketing departments to reflect this change.

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10 Things Fashion Can Teach Us About Marketing

Savvy B2B Marketing

Engage people with fresh perspective (freelancers, your customers, the janitor) to help assess your marketing. My inner girlie-girl wanted to come out and play. Here are ten fashion rules reinterpreted for the world of marketing. Let's test your catwalk savvy. 1. It's about the whole package: Nothing ruins a great outfit like a pair of bad shoes. Don't get caught with your knickers down.

B2B PPC Optimization: Thought Leadership with Terry Whalen of CPC Search

Modern B2B Marketing

Marketing automation and lead management systems can be a huge help in that they can: 1) increase the value of the leads being submitted by effectively nurturing the prospect, and 2) improve the lead-to-opportunity and lead-to-revenue conversion rates by helping the sales team better prioritize and manage their leads. The next interview in the B2B Marketing thought leader interview series is with Terry Whalen, a partner at CPC Search , a full-service SEM agency that optimizes PPC campaigns on behalf of its clients. How is B2B PPC campaign management different from B2C?

CPC 28

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Here's a summary of the process that Ardath uses that can help you start planning a progressive nurturing approach: Think about one problem your products solve that's key to your prospects. The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem.

Learn how to create content that improves your lead gen conversions

B2B Lead Generation Blog

You’ll want to create content that will actually help your sales team have a valid reason to follow-up. B2B marketing efforts heavily rely on content as a lead generation incentive. To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view. Marketers looking for ways to create this relevant content will get practical training during MarketingShepa’s B2B Webinar Training coming up January 29 from 2 p.m. – 3:30 p.m. EST). I’ll join a panel of experts including Sherpa’s Research Director, Stefan Tornquist, and Senior Reporter, Sean Donahue.

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Setting up a bridge number, having an online presentation, and additional attendees (Applications Engineer, Manager, or other supporting attendees) can help improve the quality and acceptance of the meeting. When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings. 42% Face-to-Face.