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What Type of Website Do You Need?

Client Bridge

If you’re developing a new website, it’s important to decide how the site will support your sales process and marketing campaigns. The first step is to identify the role your site plays in your sales process and what users want and need to see before they’ll act. Websites have become an important part of B2B marketing. Nurturing existing leads. Download it Here

Are You Creating Marketing Assets for Your Business?

Client Bridge

It's sort of like having lot's of little sales people working for you.but they never sleep (or ask for a raise). So if you are considering making an investment in some type of sales/marketing, ask yourself if it will create long term assets for your business or whether it will be a "one and done" campaign You take the results of your campaign and that's it.game over.

Free Website Strategy and Planning Guides.Now Available

Client Bridge

The first set of planning guides and templates is designed to help you develop a website that meets your marketing and sales goals. We, at ClientBridge , are very process-oriented. We have guides, templates and checklists for just about everything we do. In the past, we have only used these tools for our own projects and client projects. So we are going to start releasing them to the public.

Software Tools for Inbound Marketing

Client Bridge

CRM - since our goal as lead generation marketers is to generate qualified sales leads that turn into sales, it's extremely helpful to utilize closed-loop reporting. The Internet has changed the way companies communicate. And this means that digital communications have become a high priority to marketers. Email marketing - email is still a critical tool in the lead generation arsenal.

B2B Lead Generation - Plan to Succeed

Client Bridge

If you are responsible for B2B lead generation, you probably have a hungry sales team to feed. But do you know how many leads you will need to meet sales targets? Try putting together a basic plan to tie your marketing campaigns to sales objectives. If you don’t know, you’re less likely to hit your goals. For what timeframe do you want to generate this estimate?

4 Persuasive Lead Nurturing Statistics

Client Bridge

Lead nurturing is not a new topic, but most businesses still don't take advantage of this powerful sales and marketing tool. Lead nurturing is the process of systematically communicating with leads in order to educate, qualify and build a relationship until they become "sales ready". Automated lead nurturing systems can act like a virtual sales rep, developing leads until they demonstrate enough interest to engage with sales. Forrester Research report highlights that companies who excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost.

5 Steps to Getting Started with Lead Nurturing

Client Bridge

Here are 5 steps for building a lead nurturing system that will help convert your list to qualified sales opportunities and customers. Define your funnel - think about the actions that your prospects typically take as they move through your sales process. It might be helpful to think of a recent sale and which identifiable steps the customer took along the way. Free Download - Fix Your Lead Follow Up : Learn how to convert more leads into sales, get repeat sales from customers and how to grow your business quickly without adding staff Register for a Demo.

Business Trends for 2012

Client Bridge

Winter Sales Slump? As a result, sales in January and February may be more slow than usual. Sluggish Venture-Capital Markets IPOs in 2011 were down by 30% from 2010. Will the economy get worse or maybe a little better? Will consumers keep spending? From Entrepreneur.com, here are some big-picture business trends to keep in mind for the coming year. More than 40% of consumers said they overspent on the holidays according to a recent survey. Be nimble and stay connected to your community. Still, more IPOs are in the pipeline for 2012. The U.S. View Original Article

Is Bing Currently the Best Deal in Paid Search?

Client Bridge

Bing's share of the search market has grown from 9% in April 2010 to 30% one year later. Sales and Conversion Rates Retail companies tend to see better conversion rates with Bing, according to ymarketing LLC. From ymarketing LLC, here are some reasons why marketers should funnel as much of their pay-per-click budget toward Bing. Bing Cost Per Click Cost Less The same keywords cost far less on Bing than they do on Google. So while fewer may see a Bing ad than a Google ad, you have a much better chance of getting lower costs per lead or conversion from Bing. View Original Article

Take Groupon Seriously

Client Bridge

Groupon has sales representatives that directly make deals with local businesses. Groupon's sales force should be seen as a platform for marketing partnerships. Currently, their core service has 70 million subscribers, and will generate $3 to $4 billion in revenue in 2011, up from $750 million in 2010. It's revenue increases whenever a merchant makes a sale. From Mitch Wagner at the CMO Site, a look at Groupon, why it's here to stay, and why it should be considered a strategic marketing platform. So, now is the time to learn how to market with Groupon.

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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. The big news of this event is the launch of Eloqua 10.

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.

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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.

Stats 59

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

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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. SAL aligns sales and marketing.

Best of 2010 – Increase Sales by Improving Customer Touchpoints

Sazbean

We’re posting the best articles from 2010 to help you get 2011 off to the right start! original on customer touchpoints posted on November 30, 2010) You may think improving your website or your point of sale system or even your after-sales service will help increase your sales. The year in review! They most likely will. How do they accomplish them?

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. Trinity Oct 10 2010 A very good advice. Cha-ching! Happy to help.

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. What if marketing did a better job of qualifying leads before sending them to sales?

Best Email Marketing Tips, Tactics and Metrics of 2010

Webbiquity

It’s direct, cost-efficient, and, done properly, still an effective channel for lead generation, nurturing and sales. items that should be in your 2010 email budget by BtoB Magazine. Noting that “B2B marketers say that their internal e-mail lists are seven times more effective at generating quality sales leads than third-party lists. Karen J. mail is easy.

The Best B2B Marketing Ideas of 2010

delicious b2bmarketing

MarketingProfs Member Login | About Us | Members Benefits | PRO Members MarketingProfs Daily Fix Blog Home Marketing Resources Online Seminars Conferences Videos Research Store PRO Members Forum Blog Jobs Blog Home Archives RSS/XML Veronica Maria Jarski BIO 12.20.10 The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19, 2010. Those are a few of the favorites we found in 2010. They all are very entertaining, too.

Best Social Media Stats, Facts and Marketing Research of 2010

Webbiquity

Americans spent nearly a quarter of their time online on social networking sites and blogs in 2010, up from 15.8 At its current rate, Twitter will process almost 10 billion tweets in 2010. Facebook, Twitter and LinkedIn continued to add users in the second half of 2010, albeit at a slower pace than in previous quarters. The State of the Blogosphere 2010 by Brian Solis.

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

Webbiquity

Ways That Sales People Can Benefit From Using Social Media by OPEN Forum. Here he outlines five ways that sales can use these tools as well, from social CRM to teaching prospects how to solve business issues. 10 Principles for B2B Sales by Better Closer. In this post, Bill Rice provides sales people with 10 principles for using social media in sales, from setting objectives and listening to creativity and tools to improve social media efficiency. Given the importance of sales-marketing alignment, this is a worthwhile read for marketers as well. s, 50?s,

Tools 41

Marketing Automation Trends for 2010

LeadSloth

In this post I want to focus on the trends in Marketing Automation for 2010. Sales & marketing alignment. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. An attached CRM system can kick the records back into a marketing automation system’s lead nurturing program and alert the assigned sales rep if the leads become active. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. In 2010 you’ll start to hear about marketing methods. predictions.

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. It's unfortunate, but my experience has been that most veteran sales guys can forget how much effort goes into just getting a decision maker on the phone, let alone expect us to find the kinds of sales opportunities that they seem to think just grow on trees. What about you?

Sales Enablement Danger

ANNUITAS

Eleven years later, in 2010, marketing automation became its own category with over 110 known vendors in the space. Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement.

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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.

The dangerous confusion of sales and content marketing

grow - Practical Marketing Solutions

Pink went on to talk about how sales used to be in the days prior to the Internet by giving the example of the used car salesperson. Pink argues that salespeople need to become “servant sellers,” providing helpful information, answering questions, and generally providing a good experience— before any sale is made. pieces of information prior to a sale, a little bit too close to heart. 

Best Twitter Guides, Tips and Tools of 2010

Webbiquity

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. As Mark Schaefer explains, “There are MANY benefits to Twitter besides direct sales.  Best of 2010: 14 Ways Every Business Should Be Using Twitter by Inkling Media. How can I get more retweets? by Ask Aaron Lee.

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

Stats 36

Best LinkedIn Guides, Tips and Tactics of 2010

Webbiquity

What the best practices for professional networking, generating sales leads, connecting with potential business partners, sharing content and getting answers to tough business questions? Mark Walsh reports on company pages, another new feature added by LinkedIn in late 2010. Blogs represent 50%, Facebook 47% and…Twitter scores 41%.”. Which common mistakes should you avoid?

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. Interesting, though the “Who’s searching for you&# feature appears to be more a spammy sales tool than a functional offer. Most Popular Free Windows Downloads of 2010 by Lifehacker. ** 5 Stars. Supplement your email list with your contacts’ social network info?

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The 4 C’s of B2B Marketing

Buzz Marketing for Technology

Related posts: 5 Tricks to B2B Marketing Socially Whenever I ask members of sales team from around the. Tags: Branding Content Marketing Inbound Marketing Lead Generation Lead Nurturing Marketing Sales Social Media Strategy Thought Leadership We’ve all heard about the four P’s of marketing. Product. Price. Placement. Promotion. Share this on Facebook. Digg this!

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.

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. agee that ALL marketing spend should be tied to quanitifiable results that the sales team and executives want to see. I’m not sure NPV is the right metric for all marketing tactics.

Calculating the Value of the Customer Life Cycle

Social Marketing Forum

The value of the customer life cycle, also called CLV, looks at the investments we plan to make for the customers (retention, sales, promotion, customer service, etc) and the return we expect from the customers. CLV has everything to do with the present and the future. An introduction. CRM Customer analytics ROI customer equity customer lifecycle marketing ROI return on marketing investment ROMI

10 Best Posts of 2010

Buzz Marketing for Technology

This inspired me to do a quick 10 Best Posts of 2010 as we slide into the New Year. Far and away one of the best blog posts I wrote this year was on the new 4′c of B2B Marketing – it was read over 15,000 times and 3X more popular than the next most read blog post of the year. Fire your Director of Social Media! Is The White Paper Dead for B2B Marketing? What a Trifecta of a Year!

A Simple B2B Marketing Framework

Everything Technology Marketing

Business Strategy Layer The next layer up is "Business Strategy", taking into account the insight derived from the Market Knowledge layer below and deciding what business model is best suited for generating value in the market environment, what products and configurations to take to market, how to go to market from a marketing and sales perspective, etc.

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

Social Marketing Forum

They see communities, people like you and me, influencers, loyal customers and social network users as extensions of their sales and marketing force. Word-of-mouth leads to new customers, shortened sales cycles, improved branding and much more. Using Customer Cases in Marketing and Sales 2.0. Word-of-mouth is not something new. Word-of-mouth happens all the time and everywhere.

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

B2Bbloggers

Why Marketing Automation Is A Must Have (For Every B2B VP of Sales & Marketer) 9. 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. What are innovative ideas of promoting webinars? If a rep.

The Anatomy Of A Sales Discovery Call

Sales Prospecting Perspectives

Last week I wrote about the need for sales executives to go into their meetings with a plan of attack. wrote out a quick anatomy of a sales call, but it was very vague. Realistically, each meeting you have has a different desired outcome depending on what stage of the sales process you are at. Did they take your call because an inside sales rep harassed them and they just don’t want to be cold called anymore? No need to go into a long sales cycle with someone who wanted the free lunch and now feels bad saying ‘no’ to you. You look fine.”

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

Attract new sales leads through relevant content. ShipServ partnered with an outside marketing firm and their CRM vendor to create an integrated social media plan that focused on leading the creation of an online community, developing outstanding content and using social media channels to drive new sales leads through their website. Increased the number of sales-ready leads by 400 %.

Mapping Content to the Sales Funnel AND Buyer types

Buzz Marketing for Technology

You often hear about the concept of mapping content to the sales funnel (especially in B2B Marketing) but it’s not so common in practice. Ok so I took a look at my sales funnel and started to take the content my team produces and map it against the funnel – for simplicity sake I like to use Awareness to Consideration to Purchase as my 3 major stages of the sales funnel.