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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.

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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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.

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!

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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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.

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!

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.

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.

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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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.

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?

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.

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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.

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.

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.

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.

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.

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.

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.

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.

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.

The Brave New World of B2B Marketing - Are You Ready?

Everything Technology Marketing

Your B2B markets are changing rapidly. The effectiveness of traditional push marketing is rapidly declining, marketing budgets and headcounts have been slashed over the last few years (while output expectations have increased), and the availability of new technologies for marketing automation is leaving many B2B marketing professionals scratching their heads.