Tony Zambito

DECEMBER 5, 2010

  The year 2011 will shape up to be a transformative one for sales and there will be significant rethinking on how sales functions are integrated into B2B organizations. Companies will see a need to shift from solely a focus on selling processes to incorporating the sales experience into a framework of the overall buying experience. 

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Industrial Marketing Today

DECEMBER 22, 2011

As we wind down 2011, this is a good time to review all the industrial marketing posts that I have published here and been viewed by you, my readers, during the year. Not all the posts were written in 2011, one was way back from 2008. B2B Lead Generation without Lead Nurturing is Doomed to Fail.

Marketing Analytics Tools 60

Marketing Analytics Tools B2B Thought Leadership Buying Cycle Thought Leadership 60

Digital B2B Marketing

APRIL 20, 2011

Give them a taste of that value before they buy the content. Include additional information for someone on the fence about buying it and clearly state that you protect and do not share contact information. The economy was turning sour in 2008 and 2009, it is 2011 now and most economists are talking about growth.

Lead Generation 100

Lead Generation Generation Lead Scoring Lead Ranking 100

markempa

SEPTEMBER 1, 2011

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line. But it gets even better…).

Top of Funnel 120

Top of Funnel Webinar Metrics Cost per Acquisition Sales Cycle 120

NuSpark Consulting

NOVEMBER 16, 2011

Second on the list is generating a high volume of leads; 49%. In general, their biggest priority is, of course, lead generation, and then converting quality leads into customers. What makes the biggest impact on your lead generation goals? The number one priority of B2B marketers?

Paid Search Agency 100

Paid Search Agency Lead Generation Lead Scoring Lead Ranking 100

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    On top of that, the entire buying experience is fragmented.    Apple has put together one of the best consumer buying experience in history.  Image via Wikipedia.

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

markempa

SEPTEMBER 16, 2011

Find out: How to avoid wasting time on the wrong prospects by directing energies to the ones who will be most likely to buy. Generate timely feedback from sales on every lead you give them – and why that’s absolutely critical to success. If you’re eager for a solid finish to 2011, I strongly recommend you attend!

Webinar Metrics 120

Webinar Metrics Top of Funnel Resources B2B 120

Marketing Insider Group

MAY 12, 2010

In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Customers decide when and how to engage with us in the buying journey. Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

Marketing Insider Group

JUNE 11, 2010

The post is called B2B Social Media Strategy – 5 Steps to Gain Executive Buy-in and will show you how to develop your company’s B2B social media strategy. I explain the 5 steps required to gaining executive buy-in. Augmented Reality For B2B Marketing in 2011?" Share your thoughts, post a comment.

Social Media 100

Social Media Buy Media Marketing & Strategy 100

Digital B2B Marketing

FEBRUARY 4, 2012

.” In other words, QuinStreet is a lead generation company. They purchased IT Business Edge in September 2011 and Internet.com in 2009. With the loss of editorial staff and the purchase by QuinStreet, it seems the value in Ziff Davis Enterprise is just the ability to deliver leads. What About Other Publishers?

Lead Gen 100

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 100

Webbiquity

JANUARY 31, 2019

Take Dacia , which after looking at previous data, decided to start using targeted boosted posts based on where users were in the buying cycle. This resulted in exceptional gains for their brand, and for the company in general. ’s leading home services (broadband and TV) search engine.

Social Media 243

Social Media Media Word of Mouth Analysis 243

Adobe Experience Cloud Blog

JUNE 6, 2011

Today’s marketers need to factor this into their lead generation tactics in order to attract and convert these prospects into qualified leads. Here are five key areas leading marketers are paying attention to now. Create content through buyer personas. Go mobile with your marketing. Make sure your team is trained.

Lead Generation 48

Lead Generation Sales Qualified Leads Generation Lead Scoring 48

markempa

NOVEMBER 18, 2010

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. That’s a costly mistake.

Marketing Budget 120

Marketing Budget Budget Programs Sales Qualified Leads Lead Qualification 120

markempa

NOVEMBER 18, 2010

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. That’s a costly mistake.

Marketing Budget 120

Marketing Budget Budget Programs Sales Qualified Leads Lead Qualification 120

Adobe Experience Cloud Blog

FEBRUARY 15, 2011

by Maria Pergolino Marketing studies have shown that 93% of B2B buyers begin their buying process using the Internet. Follow these six ways for increasing conversion rates and improving lead generation: 1. Test: Testing is an essential tool for lead generation.

Landing Pages 48

Landing Pages Lead Generation Optimization Lead Scoring 48

The Point

SEPTEMBER 9, 2014

Here’s Kathleen Schaub, now Vice President of the CMO Advisory Practice at IDC, interviewed back in 2011 : “The Internet and social media have triggered a turbulent change – the rich dialog has shifted online and away from the sales person. They engage with sales people later in the buying process. Or it could take months.

Demand Generation Agencies 100

Demand Generation Agencies Validation Demand Generation Rules 100

Metadata

JANUARY 25, 2023

In: demand-generation. For many years, a focus on lead generation has led to seller-centric strategies and “a shitstorm of gated content.” But now, to borrow from Kaylee Edmondson’s DEMAND fireside chat, Moving From An Old-School Lead Gen Playbook to a Demand Gen Machine —“Lead generation’s just not hitting like it used to hit.”

Lead Gen 52

Lead Gen Lead Ranking Demand Sales Qualified Leads 52

ClickZ

JANUARY 13, 2020

30-second summary: Convertr is an API-first data routing and optimization platform, which was launched in 2011 by entrepreneur Emma Bowkett. There are a ton of vendors in the market today and the problem consistently keeps getting worse, because for the buyer – they’re still operating and buying technology in silos.

Privacy 61

Privacy Work Management Privacy Policies Marketing Management 61

Everything Technology Marketing

JANUARY 31, 2012

Social media has clearly evolved from the experimental stage to become an established marketing tactic and lead generator in 2011. 2 – Content marketing Content marketing went mainstream in 2011. Does this reflect the reality in your organization going into 2011? In short, they are more profitable.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Lead Ranking Marketing Management 100

The Effective Marketer

MAY 3, 2011

Based on a recent report on Marketing Technology Adoption for 2011 , the findings of their research shed some light on the challenges we face when it comes to marketing technology. Improving customer experience across channels was also top of mind. You can follow any responses to this entry through the RSS 2.0 United States License.

Work Management 100

Work Management Marketing Management Planning Marketing Automation Services 100

ViewPoint

MARCH 26, 2013

The manager who picks up the tool has to have the drive, the desire, the curiosity and the chutzpah to prove the return on marketing lead generation investment with the tools at hand. Do the marketing managers buy tools, but fail to extract the information that can be gleaned from them? We are so close to making it all happen.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Tomorrow People

APRIL 12, 2013

This is the problem that we set out to solve in mid 2011. However, we found that their capabilities were either irrelevant or lacking when it came to B2B activities like lead generation, conversion tracking and publishing on LinkedIn groups. These elements became the backbone of the Oktopost social media platform.

Social Media 120

Social Media Social Marketing B2B Marketing Top of Funnel 120

Tomorrow People

APRIL 12, 2013

This is the problem that we set out to solve in mid 2011. However, we found that their capabilities were either irrelevant or lacking when it came to B2B activities like lead generation, conversion tracking and publishing on LinkedIn groups. These elements became the backbone of the Oktopost social media platform.

Social Media 120

Social Media Social Marketing B2B Marketing Top of Funnel 120

Adobe Experience Cloud Blog

MARCH 23, 2018

Raconteur cited executive search firm Heidrick & Struggles, revealing the proportion of European CEOs with a marketing background to have grown from 15% to 21% between 2011 and 2015. With insights at hand, an AI platform helps you focus your energy and budget to customers who have the highest likelihood to buy. Empower Your Sales.

Ideal Customer Profiles 134

Ideal Customer Profiles Marketing AI Enterprise Management Account Based Marketing 134

The Effective Marketer

MAY 9, 2011

When companies start to tailor content to different audiences and stages of the buying cycle, they greatly increase the amount of content, and the type of content needed changes&# Marketing Roles Are Evolving Marketing used to have clearly defined roles. How you decide to work with it will determine whether you succeed or fail.

Planning 100

Planning Marketing Budget Creation Work Management Marketing Management 100

Digital B2B Marketing

MAY 31, 2012

You have seen the registration forms that go on and on, asking for information about an individual’s role in the buying process, project budget, timeline and more. In a (now older) report from TechTarget , the majority of people lie when asked about specific buying plans. What Is Your Content Really Worth?

B2B Marketing 100

B2B Marketing Planning B2B Webcast 100

markempa

OCTOBER 21, 2011

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. 61 percent send leads directly to sales. • View Slides on Slideshare.

Advertising Benchmark 120

Advertising Benchmark Webinar Metrics Marketing Report Top of Funnel 120

The Effective Marketer

JULY 29, 2009

An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach? United States License.

Planning 100

Planning Work Management Marketing Management Marketing Budget Creation 100

The Effective Marketer

AUGUST 30, 2010

The skills that worked offline to help you buy or beg or bug your way in are the skills of interruption and coercion. The key ideas that seem to be present across them all are: Buyer persona is key for content generation Guest writers (employees, competitors, etc.) United States License. United States License. United States License.

Work Management 100

Work Management Marketing Management Marketing Automation Services Planning 100

Marketing Insider Group

DECEMBER 7, 2010

I’ve already published my B2B Marketing predictions for 2011 and while I think I captured a good mix of new and traditional issues, I realized that one thing was missing: a common theme. He also implores us to block the traditional metaphor of the funnel which I also wrote about since it no longer aligns to the consumer buying process.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency B2B Marketing Social Marketing 100

Everything Technology Marketing

APRIL 12, 2011

By far the most mentioned objective for content marketing is lead generation (62 percent), followed by lead nurturing (39 percent). The 2011 B2B content marketing survey is still open - take the survey and be among the first to receive a copy of the results!

B2B Marketing 100

B2B Marketing B2B Thought Leadership Marketing Automation Services Content Marketing 100

The Effective Marketer

MAY 18, 2010

Telemarketers often regret the call because the passionate marketer keeps analyzing their sales pitch instead of buying something. Job Marketers are, unfortunately, the majority out there. I’m not sure whether it starts in school, their first full time paying job or it’s just the way they are. United States License. United States License.

Planning 100

Planning Work Management Marketing Management Marketing Budget Creation 100

TaylorMadeIn KEW

JANUARY 27, 2019

To fully appreciate the magnitude of this chart, the size of the 2018 MarTech landscape was equivalent to all of the marketing tech landscapes put together since Scott Brinker started tracking this in 2011. In 2011 there were just 150 Martech solutions on this chart. I find this utterly mind-blowing. Or rather the lack of it.

Marketing & Strategy 71

Marketing & Strategy Marketing Management Cold Calling B2B Marketing 71

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. One could argue both are right.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

ANNUITAS

OCTOBER 17, 2010

A few years ago that simply meant generating some leads and some new names for the sales team to pursue, but we are now seeing marketing teams play an active role on engaging prospects at each stage of the buying cycle. This requires new discipline in lead management, which many B2B marketers are still getting their arms around.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

Everything Technology Marketing

FEBRUARY 19, 2011

One of my recent posts (“ The Top-10 B2B Marketing Trends for 2011 ”) received a lot of great comments. The number one marketing trend for 2011, according to the 17,000 member B2B technology marketing group on LinkedIn, is the increasing integration of social media with traditional marketing tactics to drive qualified leads.

Social Media 100

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 100

The Effective Marketer

FEBRUARY 15, 2010

What can we do to improve clickthrough rates and, more importantly, to get people to buy/download/register? Instead of asking how to match the industry averages, ask instead: How can we improve deliverability? How can we improve open rates? What are the most important metrics we should track? The last question is probably the most important.

Advertising Benchmark 100

Advertising Benchmark Work Management Marketing Management Planning 100