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Eloqua Experience 2010


The courses will focus both on functional topics such as multi-channel campaigns or lead scoring, as well as more strategic Revenue Lifecycle courses. 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. That was very intuitive.

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

A lead is a lead, right? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Quantitative lead definitions reduce the friction between sales and marketing.

Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy. That’s a costly mistake.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. Related resources: How to Use LinkedIn to Generate Leads.

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.

Best Twitter Guides, Tips and Tools of 2010


Twitter came of age in 2010, growing at a scorching pace —from 75 million users at the beginning of the year to more than 190 million by the end of December. And that leads to questions, like: What are the best ways to attract more (relevant) followers? Best of 2010: 14 Ways Every Business Should Be Using Twitter by Inkling Media. How can I get more retweets? by Ask Aaron Lee.

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Best LinkedIn Guides, Tips and Tactics of 2010


According to recent research , 32% of B2B marketers use LinkedIn to generate leads, versus just 16% who do so on Facebook. What the best practices for professional networking, generating sales leads, connecting with potential business partners, sharing content and getting answers to tough business questions? Blogs represent 50%, Facebook 47% and…Twitter scores 41%.”. Digg this!

78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)


Here’s a modest contribution to help with that effort; more than six dozen of the best, most bookmark-able articles and blog posts about social media tactics, tools and strategies written so far this year, by leading writers like John Jantsch , Lori Dicker , Lee Odden , Lisa Barone , Jay Baer and many more. quick list of eight leading monitoring tools, from Alterian and Radian6 to UberVU and Sysomos. 10 Free Social Media Tools Every PR Pro Should Master In 2010 by the COMMS corner. Social Media Marketing Tips, Tactics and Guides. by Kuno Creative. It’s a fad.

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The Best B2B Marketing Ideas of 2010

Fearless Competitor

We’ll do this each December from now on. I … Continue reading → lead generation sales leadership Sales knowledge marketing funnel Management best practices Marketing Demand Generation Sales 2.0 Click to download How to Find New Customers, our remarkably popular white paper. It’s the first year of Fearless Competitor Favs – my favorite B2B marketing ideas from this past year. Remarkable content Leadership

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. Related posts: 10 BtoB Marketers Predictions for 2010 Around this time last year I wrote about some Predictions. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Enjoy!

2010 in review for Fearless Competitor

Fearless Competitor

How to Produce and Promote Webinars Successfully [#B2Bchat Recap]


He most recently worked as the marketing director at Enquiro, one of North America’s leading search marketing agencies. Technology Naughty Vs. Nice In 2010 2. What advice do marketers have when it comes to producing, promoting, and following up on webinars? We put this question to our #B2Bchat audience in our latest session. Here is what the experts had to say: Q. If a rep. Pacific).

The 4 C’s of B2B Marketing

Buzz Marketing for Technology

Tags: Branding Content Marketing Inbound Marketing Lead Generation Lead Nurturing Marketing Sales Social Media Strategy Thought Leadership

Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

Best of B2B Marketing for September 2010. Best Social PR Guides and Tips of 2010 (So Far) - Webbiquity , September 1, 2010 Social media has fundamentally altered the practice of public relations. Social media and the big conversation “fail” - grow - Practical Marketing Solutions , September 26, 2010 I am feeling sad and a bit ashamed of myself. Savvy B2B Marketing , September 1, 2010 The other week I had a post on the Content Marketing Institute about how to develop an editorial calendar for content marketing. New leads. Goal: More visitors and leads.

Ten reasons to blog – even if nobody reads it

grow - Practical Marketing Solutions

Wegman’s grocery store employees blog about seasonal recipes and show how to use their food products in new ways. . 7) Indirect sales — Featuring blog-only promotions and offers or opt-in content can expose new sales leads. . 8) PR – Blog posts have the opportunity for massive reach. There must be some good business reason they do it, right? . There better be. Tweet This!

7 Mistakes To Avoid In Your Next Webinar Invitation

The Point

Lead with compelling benefits, not just facts. Tags: B2B Marketing Copywriting Event Promotion Webinar Invitations email design email marketing b2b demand generation b2b lead generation Demand Generation direct marketing I’ve written a number of times in this space about how to maximize response from email Webinar invitations. For example: 1. Sell the offer, not the product.

Lead Nurturing & the 80/20 Rule

The Point

The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. The truth is – it’s not required to develop anywhere near 40 emails, never mind 40 separate tracks, to build a highly effective lead nurturing program. Not really. doubt it.

A Simple B2B Marketing Framework

Everything Technology Marketing

The goal is to attract interest that converts into qualified leads which you can follow up with and/or nurture over time. (2) Lead Nurturing – Leads that are not sales ready need to be nurtured with the goal of guiding prospects through their buying decision process with educational and actionable content. But that's content for another blog post.

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

ShipServ is a leading e-marketplace in the maritime industry providing a portfolio of software, services and hosted applications designed to enable efficient global shipping.   Attract new sales leads through relevant content. All reactions and visitor behavior was examined for possible sales leads. > Developed quarterly content plan based on themes established from research.

Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

In 2001 when Google AdWords was just announced – I was buying and converting potential prospects into leads for pennies on the dollar with keywords like Globalization, eCommerce, Interactive Marketing (I was in a consulting firm at the time). Could Facebook become a Lead Nurturing platform? When you think of lead nurturing platforms you typically think. Email this to a friend?

Lead Generation 2.0 Critical Success Factor #9

B2B Lead Generation Blog

I recently wrote about the 8 critical success factors for lead generation 2.0. Its too easy to fall into the trap of selling everything to everybody, or deluding yourself that the reason for more leads isn’t access to endless resources. This 112-page publication is full great ideas to help you boost your lead generation, website, email, social media and make your overall marketing more effective. Related Resources Methodology 2010 Online Marketing ROI Tour The unofficial #9 came into my inbox earlier today – effectiveness. Simply put, make the most of what you have.

The New Marketing Accountability

B2B Marketing Insider

You can review both  How To Align Marketing With Sales and Marketing Leads: Quality Vs. Quantity  for more detail on the emerging need for marketing to drive real sales and to quantify efforts. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. All rights reserve

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Generation Blog

Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. Case Study #1 – Local B2B Marketing: 150% boost in lead generation. 150% increase in lead generation from 2010 to 2011. What were the results? 1,500% ROI on SEO in 2011.

Is lead generation killing marketing?

Chris Koch

This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. How could emphasizing leads not improve the relationship? But his point was that marketers will never be as good at handling leads as salespeople are. Here are some ideas for how to calm the battle over leads: Create a lead system of record.

Top 25 Articles and 8 Topics in B2B Marketing for March 2010

B2B Marketing Zone Posts

March  2010. Great stuff in the world of B2B Marketing for March 2010.  Best Social Media Stats and Market Research of 2009 - Webbiquity , March 31, 2010 Whether you need data to back up a proposal for investing in social media marketing for CFO, want to understand which online tactics work best for engaging with customers and prospects, or are just an analytics data junky, you’ll find a treasure trove of key insights and happy hour trivia in this collection of the best articles and blog posts on social media and other marketing research of the past year. March 5, 2010.

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Outsourced b2b Lead Generation gives 43% better results than In-House

Fearless Competitor

Click to access the Focus Roundtable on B2B Lead Generation Using outside professionals to help your company implement B2B lead generation gives 43% better results than hiring your own person. So many firms try to do b2b lead … Continue reading → Demand Generation Easy lead generation inbound marketing lead generation Lead Nurturing Leadership Management best practices Marketing marketing campaigns marketing funnel marketing sales Sales Leads sales-ready leads Simple lead generationCase closed!

100 Tips for Trade Show Lead Generation

B2B Lead Generation Blog

Lead generation remains the top reason most companies exhibit at events and tradeshows. came across this helpful post by Mike Thimmesch on 100 Trade Show Lead Generation Ideas that's worth checking out. Track leads to determine and expand in the shows with the best ROI 9. Related posts: Lead Generation tips for Tradeshows Conferences And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. The following is a sampling of Thimmesch's tips that I though were useful: 4. Use social media to reach more attendees 32.

CSO Insights Lead Generation Report Summary

MI6 Marketing Agency

The 2010 CSO Insights Lead Optimization Report is a key research piece we used in our recent Mi6 Briefing: Marketing, Lead Generation and Selling to CIOs. The realities of the current economic environment have shot this to number one for 2010, as indicated by over 91% of the current study participants. Key 2010 Objectives. Lead Generation Investment.

55 (of the) Best Social Media Tips, Tactics and Tools of 2010


If 2009 was the year many marketers puzzled over, poked at and pondered incorporating social media into their marketing mix, 2010 was the year of diving in. How to: Use B2B Social Media for Lead Generation by TopRank Online Marketing Blog. Social Media Metrics and ROI. 6 Key Metrics for a Social Media Measurement Dashboard [Best of SEW 2010 #4] by Search Engine Watch. Magazine.

33 (of the) Best Marketing Strategy Guides and Insights of 2010


Big Ed’s Top 10 B2B Marketing Trends For 2010 by Marketing-Gimbal. C. Edward Brice pretty much nailed the significant b2b marketing developments for 2010 (e.g. 2010: Social Network Advertising and Marketing Outlook by Brian Solis. Lead generation: Real-time, data-driven B2B marketing and sales by MarketingSherpa Blog. Which emerging trends do we need to keep an eye on?

Optimizing the eMarketing Leads-to-Sales Process


By carefully tweaking the micro elements of the flow, the macro components work better; you’ll generate more leads, more conversions, more sales, increase market share, and be primed for the future. The challenge to any business is to optimize every little piece of the eMarketing flow from website visitor to sale. Below is a diagram showing how the eMarketing flow works. There are three phases of eMarketing strategy: Generate Traffic, Turn Into Prospects: Turn Into Sales. … [ visit site to read more ]. Related posts. No related posts.

Seven Ways to Use Social Media for Business


From a pure lead generation / ROI standpoint, this skepticism isn’t entirely unjustified; research from earlier this year showed that branding metrics (increased brand exposure, webs traffic, email subscribers partnerships)—not strict revenue or ROI measures—topped the list of benefits that b2b marketers realized from social media activities. Share content (your own and others’).

Best Social PR Guides, Tips and Tools of 2010


Among her findings: “While most agencies didn’t link to their social media channels on their website in 2009, 83% included this on their home page in 2010. Best Social PR Guides and Tips of 2010 (So Far). Social media marketing, online PR and SEO are three tactics that are all powerful on their own, but have far more impact when used in a coordinated, synergistic manner. How can you amplify and extend new releases through social media? Optimize company news for SEO benefit? Effectively connect with bloggers and other key online influencers in your industry? ‘Loser.

Tips 48

Report: Blogs Are An Important Part Of The Marketing Mix

B2B Marketing Insider

Related Posts: Top Takeaways From Blogwell Philly 2010 Tweet Chats: Organized Chaos or Untapped Marketing Opportunity The Future of B2B Marketing: It’s Social Social Media: The Journey Begins With You The Role of B2B Marketing About Michael Brenner Michael Brenner is the author of B2BMarketingInsider and serves as Director of Online and Social Media Marketing for SAP. Who Blogs?

Improve Lead Generation: Top Takeaways from MarketingSherpa's B2B Marketing Summit

B2B Lead Generation Blog

If you want to find out what you missed and could use some fresh ideas to immediately improve your lead generation check out the following posts: B2B Marketing Summit ’10 Wrap-up: Seven takeaways to help you engage potential customers, generate high-quality leads and more. Lead Generation: Drive better ROI from your marketing campaigns. If you didn’t get a chance to attend MarketingSherpa's B2B Summit in San Francisco a last week, you missed an excellent opportunity to gain knowledge you could have used right away for better results. I had a great time. Register here.

8 Critical Success Factors for Lead Generation 2.0

B2B Lead Generation Blog

The single biggest issue for B2B marketers is effective lead generation. wrote an eight part series on building an effective lead generation program a while back. Ebook: Start With a Lead: Eight CRITICAL Success Factors for Lead Generation. To help readers who missed the series, I pulled all the posts together in order. View more presentations from InTouch. I'd appreciate your input, can you think of other critical success factors I’m missing

Internet Trends From The Web 2.0 Summit

B2B Marketing Insider

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy November 30, 2010 Subscribe Internet Trends From The Web 2.0 Internet Leadership: Mary shows a chart of leading Internet companies in 2004 and 2010. Holy Cow!

Lead Gen Tips from Yogi Berra

Smashmouth Marketing

Ask open ended questions -- leading questions. The more they talk, the less you can get in trouble. "If you don't know where you are going, you might wind up someplace else: " What is your goal of your lead gen activity? Are you trying to do qualified lead gen ? What other quotes can you tie to lead gen tips This, btw, is one of the many benefits of ConnectAndSell.

Tips 34

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

While I could appreciate that work ethic and the tenacity that hungrier reps displayed, I usually found that passing over anything lukewarm usually resulted in a lead that didn't go anywhere.and generally I was cold calling back into that company months later. On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. But realistically, what should your sales teams expect from the leads you are passing their way? Or should you just give them those rare to find A+ leads? What about you?

LinkedIn B2B Lead Generation Roundtable Group Turns One

B2B Lead Generation Blog

Last year, I launched the B2B Lead Gen Roundtable Group on LinkedIn. It started with a simple goal: to create a group to discuss and share ideas that focus on the many aspects of B2B lead generation such as lead nurturing, lead management, teleprospecting, social media and more. Join the B2B Lead Gen Roundtable on LinkedIn We didn’t start the group to become the biggest; we just wanted it to be the best. Amazingly, in less than a year, the group has grown to over 5,062 members with hundreds of discussions and thousands of helpful comments.