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Eloqua Experience 2010

LeadSloth

In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement. They are raving about Eloqua 10. Overall.

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

Industrial Marketing Today

Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads. A lead is a lead, right?

How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. An online presence is essential in today’s competitive sales environment. From real estate to accounting to marketing, businesses are finding out that more and more sales leads are coming from the Internet. In font size 8.

5 Sales Closing Techniques

B2B Marketing Insider

The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This This post also appeared recently in B2C Marketing Insider.   I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. If the prospect answers “Ten”, you’re done! Cha-ching!

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

Webbiquity

With the amount of helpful content about social media marketing growing faster than Facebook’s user base or Lindsay Lohan’s court appearances, it’s tough to keep up. Social Media Marketing Tips, Tactics and Guides. Ways That Sales People Can Benefit From Using Social Media by OPEN Forum. Despite the widespread use of the phrase “social media marketing,&# marketing is not the only business use of social media, as John Jantsch reminds us. 10 Principles for B2B Sales by Better Closer. Social Media Marketing Strategy. s, 50?s,

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Marketing Automation Trends for 2010

LeadSloth

2009 was the year in which Marketing Automation really took off. Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. Integration of Social Media, Inbound Marketing and Marketing Automation. Sales & marketing alignment. Chris Frank , Director of Marketing, TreeHouse Interactive. Manager, Inbound Marketing, Marketo.

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. Late last week, I responded to a post by my new friend Adam Needles, VP Marketing of Left Brain Marketing. Then ran marketing for 2 firms.

35 (of the) Best Guides to Facebook Marketing, Advertising, Search and More of 2010 (So Far)

Webbiquity

Whether you’re anxious to get started marketing on Facebook, already there but looking for better results, or not sure if Facebook is right for your company (despite the eye-popping audience numbers), you’ll find guidance here in some of the best posts on Facebook marketing so far in 2010: tips, tactics and best practices for building Facebook pages, growing your fan (or “like&# ) base, advertising, optimizing for search, using Facebook apps and tools, and more, from experts like Mari Smith, Lisa Barone, Ching Ya, John Haydon, Brian Carter, Marty Weintraub and Shel Holtz.

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. What frameworks help you organize and structure your B2B marketing efforts

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

During my years as an Inside Sales rep, I've always appreciated working with the young hungry territory reps willing to talk to anyone "with a pulse". On the other side of the coin, I struggled when passing leads to the veteran sales folks who wanted every opportunity completely teed up. They were only willing to dedicate their time to prospects that had a purchase time frame within the next three months AND were willing to share with us the specific dollar amount set aside. We know it can be difficult to satisfy the various sales personalities on your team.

Primer: Understanding Word-of-Mouth Marketing in the Social Media Age

Social Marketing Forum

These changes affected the ways businesses can leverage the power of word-of-mouth for marketing purposes and, vice versa, the impact of word-of-mouth on businesses. However, the rules of word-of-mouth marketing have changed and evolved and they continue to evolve. These days, people even talk about marketing and advertising: “have you seen that cool xyz commercial?”. Period.

Best LinkedIn Guides, Tips and Tactics of 2010

Webbiquity

LinkedIn is firmly ensconced among the “big 3″ social networks for marketing and business purposes, and though its base of 80 million members is far smaller than the 600 million users of Facebook, its impact in B2B marketing is larger. According to recent research , 32% of B2B marketers use LinkedIn to generate leads, versus just 16% who do so on Facebook.

31+ of the Coolest Social Media, Search and Web Tools of 2010

Webbiquity

Economic conditions may have been tough in 2010, but there was no shortage of online innovation. handy way to supplement your email contact list with information about those prospects from the most popular social networks. Interesting, though the “Who’s searching for you&# feature appears to be more a spammy sales tool than a functional offer. Create video emails?

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Sales Prospecting Perspective Weekly Recap - Week of March 18, 2013

Sales Prospecting Perspectives

Let's hope your sales pipeline isn't experiencing the same thing! Today, I wanted to help our friends at Insidesales.com and Software Advice in promoting their 2013 Inside Sales Market Size Study. In 2010, Insidesales.com discovered that inside sales jobs were growing at a rate 15 times greater than outside sales jobs. Today, they need our help in determining where the inside sales industry stands in 2013 and if growth is still outpacing the outside sales role. March Madness has descended upon us and my bracket has already been busted!

Social Media and the Case for Marketing Optimism

B2B Marketing Insider

In many ways, Social Media is simply another proof point of the power of customer-driven, inbound marketing. Push vs. Pull The battle has raged within  B2B Marketing departments since the dawn of the web: push vs. pull, traditional direct marketing vs. newer inbound techniques like search.  And direct marketers are feeling compelled to jump into the fray. Apparently not.

5 Ways Marketing Automation Can Funnel Better Leads to Sales

B2Bbloggers

By design, it’s a software program to help better align marketing and sales to improve efficiency by automating repetitive tasks based on specific criteria about leads, opportunities and prospects. But it doesn’t stop there, marketing automation software offers a number of benefits to help funnel better leads. 1. Technology Naughty Vs. Nice In 2010 2.

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

Webbiquity

Sometimes it’s essential to step back from everyday marketing tactics to ask the bigger questions: not just “ how do we get more people to `like’ us on Facebook? &# or “what apps should we be adding to our Facebook page?&# but: why do we even have a corporate Facebook page? What are our key objectives for social media marketing? by Marketing Interactions.

Frenemies: The Dangerous Distrust Between Sales and Marketing

Sales Engine

The scenario is similar for any quota-driven B2B sales team. They’re not interested in engaging with prospects who are not ready to buy. Marketing, on the other hand, often has a different definition of a qualified lead. Unfortunately—and this is where it gets tricky—interest does not necessarily equate to sales readiness. What is a marketing-qualified lead (MQL)?

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Seven Ways to Use Social Media for Business

Webbiquity

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. Perform competitive and market research.

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

Webbiquity

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. According to a HubSpot study, 71% of marketers viewed Twitter as a useful marketing tool last year, up from just 39% in 2009. How should you integrate social media with other marketing tactics like email?

How to Calculate Social Marketing ROI

Paul Gillin

This is a draft of chapter 10 of Social Marketing to the Business Customer by Paul Gillin and Eric Schwartzman. We’ve told you about a few companies that have achieved a notable return on investment (ROI) from their social marketing initiatives. In fact, many of the most successful marketers aren’t that concerned with ROI at all. Market influence. EMC Corp. 100,000.

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Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

Best of B2B Marketing for September 2010. Great stuff in the B2B Marketing world in September.  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. Should Investor Relations Teams Use Twitter? - B2B Voices , September 1, 2010 Image via CrunchBase. But what about sales prospecting?

7 Hot Trends In B2B Marketing Analytics | B2Bbloggers.com - B2B.

B2Bbloggers

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Content Marketing Lead Gen SEO-SEM Social Media More Strategy Design PR eBooks Educational Facebook Guest Posts Twitter 7 Hot Trends In B2B Marketing Analytics October 7th, 2010 | By Maria Pergolino No matter what area of the B2B market you’re involved with, change is a constant.

Sales Prospecting: Who's Helping Your Sales Team?

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Lang, AG's Sales Director. Chris lives and breathes sales and sales prospecting, and we are very happy to have the opportunity to share this entry from him with our readers. 01/07/09 - "My sales rep's are going to do all of their own calling. Thanks Chris!

Optimizing the eMarketing Leads-to-Sales Process

NuSpark

The challenge to any business is to optimize every little piece of the eMarketing flow from website visitor to sale. 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. There are three phases of eMarketing strategy: Generate Traffic, Turn Into Prospects: Turn Into Sales. Tags: Content Marketing Automation Marketing Strategy Below is a diagram showing how the eMarketing flow works. Related posts.

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

B2B Marketing Zone Posts

Best of B2B Marketing. March  2010. Great stuff in the world of B2B Marketing for March 2010.  We’ve hit a new low: The shittiest social media marketing plan ever - grow - Practical Marketing Solutions , March 10, 2010 A local news and media company is getting into the social media consulting business.  They’re trying to augment sagging revenues from traditional advertising by leveraging their enormous customer base with this hot new add on: social media marketing!  If B2B marketers do nothing else, they should follow these 9 rules.

Stats 14

6 Keys to B2B Marketing Success Today

Fearless Competitor

In my quest to improve the world of B2B marketing, I distill it down to 6 things. Do Use graphics like this Infographic from Content Marketing Today. That’s it.  My 6 keys to B2B Marketing success today. How can more salespeople make quota, CMOs get more job security and shareholders prosper? What should you do? Do these 6 and your business will prosper. Simplify. Serve.

Destructive B2B Sales Practices

Acquiring Minds

 . New research  from McKinsey & Company  identifies destructive sales practices and prioritizes what customers want from B2B sales organizations. high performance sales force can boost share of customer by an average of 8 to 15 percent. The two most destructive sales behaviors were inadequate product knowledge and excessive customer contact. Comments Are Welcome.

How To Align Marketing With Sales

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 September 30, 2010 29 Subscribe How To Align Marketing With Sales Share This is arguably the single most important topic for marketing: how to align with sales. If you are asking if we need to align with sales, go find a new profession. And…Marketing needed lots of help. that marketing produces.

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.” I’m not disputing that nor am I making a new revelation.

B2B Marketing Predictions For 2011

B2B Marketing Insider

So here is my list of B2B Marketing Insider predictions for 2011. 2010 was the year social media moved from cutting edge to mainstream (right?). Customer satisfaction, loyalty and retention re-emerge as key metrics B2B marketers will use to measure the performance of their holistic marketing programs. The Sales / Marketing alignment issue is a tough one.

The Best B2B Marketing Ideas of 2010

Fearless Competitor

B2B Lead Generation | The Best B2B Marketing Ideas of 2010. This Fall we will hold a contest for Best B2B Marketing Idea of 2011. believe this is the day that business leaders look for fresh marketing ideas they can start using tomorrow. Here are some great ideas from very savvy marketing companies. You Don’t Know Jack (About Online Marketing.

Best Google AdWords Tips and Tactics of 2010

Webbiquity

According to recent research from eConsultancy, “Paid search consumes the largest portion of online lead generation budgets, accounting for 28% of spending (in 2010), up from 22% in 2009.&# In addition, more than half of companies that use paid search increased their budgets for it last year. Including Image Ads In Your Marketing Mix by PPC Hero. “Image ads (a.k.a.

Evaluating Marketing Automation - 10 Questions To Ask

Digital Body Language

The market for marketing automation software is doing very well these days. This has lead to an unprecedented variety of options for marketers to choose from, and the range of options can be dizzying. As a big believer in the economics of smart buyers , I wanted to share ten question areas that are key to dive into when evaluating a marketing automation investment.

Sales 2.0: Marketing Automation & Salesforce Chatter

LeadSloth

Today I’m at the Sales 2.0 write about Marketing Automation, so why am I at a sales conference? I’m here because I believe Sales & Marketing should be on the same team. Marketing Automation can help both Marketing and Sales, but it requires intense collaboration: that’s what Sales 2.0 is all about.

Lead 17

Why Marketing Automation Is A Must Have (For Every B2B VP of Sales.

B2Bbloggers

Manticore Technology released an eGuide, The Quintessential Marketing Automation Guide , that features a tremendous amount of insight and how-to advice from some of today’s most respected marketing and sales thought leaders, including Ardath Albee , Craig Rosenberg , and  Jill Konrath. Both sales and marketing need to 1. Technology Naughty Vs. Nice In 2010 2.

Lead 24

What the Future Holds for B2B Social Media Marketing

delicious b2bmarketing

Home Social Media Business Entertainment Tech Web Video Dev & Design Apple Mobile Social Good Jobs Business News Advertising & Marketing Small Business Advice Career Development Money & Finance Business Apps Now Trending : Facebook Status Updates Tell the Story of Romance Gone Awry [INFOGRAPHIC] October 28, 2010 Ben Parr View Comments What the Future Holds for B2B Social Media Marketing email share email share Do you like this story? The B2B Social Media Marketing Series is supported by IDG Enterprise. What Tools Will B2B Marketers Use? Learn more.

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5 Things You Shouldn’t Expect from Marketing Automation

Digital Body Language

Marketing automation is becoming a vital tool in today’s B2B space, as more marketers need to gain a better understanding of their customers’ buying cycles and increase their ROI from every campaign. If you focus on the technology over the planning, you won’t have the backbone necessary to support your marketing automation efforts and convert more leads into sales.

Top 111 B2B Marketing Posts and 34 Hottest Topics for 2010

B2B Marketing Zone Posts

Here it is - the very best posts and the hottest topics for 2010. 50 (of the) Best Twitter Guides, Stats, Tips and Tools of 2010 (So Far) - Webbiquity , October 5, 2010. Ten reasons to blog – even if nobody reads it - grow - Practical Marketing Solutions , November 7, 2010. Marketing Genius Blog , May 25, 2010. How to Calculate Social Marketing ROI - Paul Gillin , June 24, 2010. Vital statistics for every B2B marketer - Earnest about B2B , March 16, 2010. 22 Educational Social Media Diagrams - Hubspot , May 24, 2010.

6 Tips for Understanding the B2B Business Decision-Making Process.

B2Bbloggers

content marketing communications strategy that recognizes this as every business buyer’s position can make the difference between an engaged prospect or an unsubscribe, a loyal customer or a lost sale. The marketer’s goal is to get buyers into and moving through the purchase funnel of awareness, interest, evaluation, acquisition, and loyalty. Why buy? Buyer Personas).

Exclusive Interview With SAP's Director Of Social Media - Michael.

B2Bbloggers

One of the ways we are delivering on that vision is through interviews with B2B marketers. Today, I introduce you to Michael Brenner ( @BrennerMichael ), the Director of Online and Social Media Marketing for SAP. In our interview he shares his first hand experience implementing B2B social media programs and offers advice to other B2B marketers embarking on this exciting journey.

A Framework for B2B Customer Segmentation – Part 1: Why Segment Your Market?

Everything Technology Marketing

Marketing segmentation is about subdividing markets into segments of customers that have similar needs and behaviors. This way, vendors can optimize their product offering, marketing, and sales approach to meet the specific requirements of the segment better and more cost efficiently than the competition. In complex markets, segmentation is not trivial.

4 Steps to Shorten Your Sales Cycle

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. Back in May 2010, the Aberdeen Group released an important report on how to shrink the sales cycle and focus closers on sealing more deals. "We don''t convert enough leads to sales," said 59% of respondents in the report.