Sales Lead Insights

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

Sales Lead Insights

The following two data points help to tell the story: 52% of Sales reps do not achieve their Sales goals ( CSO Insights 2010). 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. What's your take on the current state of Marketing and Sales? So how do we get there from here?

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

Sales Lead Insights

June 10, 2010 | Time: 11am PST | Length: 30 min. 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. 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.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

January 26, 2010 - Boston/Waltham. 8:00 am to 10:00 am. January 26, 2010 - Boston/Waltham. 8:00 am to 10:00 am. Westin Waltham Boston. Exit 27A off Interstate 95/Route 128). Learn more or register here. Can’t make it? Be notified about future events. January 27, 2011 - New York City. 8:00 to 10:00 am. Fashion 26 Hotel. 152 West 26th St (at Seventh Ave). Learn more or register here.

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?&#.

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

Sales Lead Insights

Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. Because it validates some of what I’ve been recommending to my clients for years. The Forrester research study and white paper about sales lead management , commissioned by Silverpop , reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales. Lead scoring. Content. Nurture early-stage buyers.

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

Sales Lead Insights

When: June 23, 2010. 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. Where: Westin Galleria. 13340 Dallas Parkway, Dallas, TX 75240. Register here. Why bother attending? Today is both a challenging time and an exciting time to be a B2B marketer. Yet change is everywhere.

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].

Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

December 15, 2010 - 2 :00 p.m. December 15, 2010 - 2:00 p.m. As a top corporate, sales or marketing executive looking for ways to efficiently and cost-effectively boost B2B leads and sales, this Executive Briefing Webinar is for you! EDT (GMT-4). Reserve your seat: Register here. Can’t make it? Be notified about future events. Reach and nurture more prospective customers.

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

Sales Lead Insights

Wednesday, April 28, 2010 2:00 p.m. Wednesday, April 28, 2010 2:00 p.m. 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. 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. nurturing best practices.

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

Sales Lead Insights

Lead Gen in 2010: Learn What is Working Best Right Now. January 27, 2010 at 11:00 am PST (2:00 pm EST). So be sure to join us online on January 27th at 2:00 EST (11:00 am PST), as we share proven ways for enterprise companies like yours to uncover qualified sales leads, highlight real life success stories, discuss best practices, and show you how to maximize your B-to-B lead gen ROI in 2010. If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! Why not register right now? Mac) McIntosh.

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. No product pitches. Just learning. Register today. Why attend B2B Marketing University?

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?

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

Sales Lead Insights

When: May 18, 2010. 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. 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.

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

Sales Lead Insights

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. Are you a B2B marketer that is responsible for lead generation? 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.

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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.

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

2010 is just around the corner… There are only a few months left to generate leads and close sales before the end of 2009. And if you are starting to plan and budget for next year’s B2B lead generation programs and campaigns, the report will help guide your decisions on how to get the best results in 2010. Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Yes, I’m one of them!).

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.

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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.

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

Sales Lead Insights

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. Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level. No product pitches. Just learning. Yet change is everywhere.

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

Sales Lead Insights

Date/Time: Thursday, March 11, 2010 11:00 AM Pacific Standard Time. 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. Click here to learn more. If you are reading this as an RSS feed, use this link to learn more: [link].

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

Sales Lead Insights

Date/Time: Thursday, March 11, 2010 11:00 AM Pacific Standard Time. 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. Click here to learn more. If you are reading this as an RSS feed, use this link to learn more: [link].

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.

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

Sales Lead Insights

We will accept your submissions through February 12, 2010 at midnight EST/GMT-5. 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.

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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 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?

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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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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

Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. Thank you all for participating in this blog - I learned a lot from our discussions this year. See you in 2011

Eloqua Experience 2010

LeadSloth

This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). They are raving about Eloqua 10. Overall.

Best of 2010 – 13 Twitter Tips for Increasing Engagement

Sazbean

2010 in Review! original on increasing engagement posted October 18, 2010) A major frustration for people trying out Twitter for the first time is figuring out how to get anyone to respond. We’re posting the best articles from the year to help you get 2011 off to the right start! They set up their Twitter account, tweet a few times and wonder why no one responds.

Best Social PR Guides and Tips of 2010 (So Far)

Webbiquity

Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations. And as any blogger can tell you, PR pros understand this, as witnessed by the incredible increase in blogger outreach “pitches&# from corporate PR departments and firms over the past two years.

The State of the Blogosphere 2010

delicious b2bmarketing

Brian Solis Home Articles Business – Marketing PR 2.0 – New Communications Social Media Speaking Books Appearances About The State of the Blogosphere 2010 December 13, 2010 View Comments The question we ask ourselves when examining the state of the blogosphere is whether or not the cup is half full or half empty? If drinking from the glass, it is then half empty. startups.

50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far)

Webbiquity

You’ll find the answers to these questions and many more here in 50 of the best Twitter tools, posts, how-to guides and rants of 2010 so far. Brian Solis provides a wealth of statistics that answer these questions and more, e.g., 87% of Americans said they were familiar with Twitter in 2010, up from just 26% in 2009. So what are the best ways to use Twitter for business? Crabs.

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