markempa

JANUARY 7, 2013

Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. It has instilled in him a passion for viewing Marketing and Sales alignment from the customer’s perspective, as well as the consistent messaging that results from this unique view.

Top of Funnel 120

Top of Funnel B2B Thought Leadership Work Management Marketing Funnels 120

markempa

JUNE 24, 2012

Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. Consider data from a new report released by our sister company MarketingSherpa, the 2012 Lead Generation Benchmark Report (free excerpt at that link).

Lead Generation 120

Lead Generation Top of Funnel Sales Qualified Leads Marketing Qualified Leads 120

NuSpark Consulting

APRIL 26, 2012

Content drives leads into the funnel; content nurtures leads into sales opportunities. Marketing and Sales alignment is essential to a well-oiled lead funnel. I understand the importance of a sound media, social media, conversion and content strategy that generates quality leads until they are sales-accepted.

Top of Funnel 100

Top of Funnel Marketing Funnels Work Management Sales Qualified Leads 100

The ROI Guy

APRIL 25, 2012

In this environment, traditional sales and marketing won’t work, as you now have to challenge the buyer’s statusquo in order to get to yes.” in a more quantified and compelling way than traditional marketing collateral and sales pitches. The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?”

Peer-to-peer 40

Peer-to-peer Marketing Proposals Lead Gen Sales Cycle 40

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Cost 40

Cost Marketing Proposals Budget Programs B2B Sales 40

ViewPoint

AUGUST 23, 2012

Tim has more than 20 years experience in marketing and sales. Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

Adobe Experience Cloud Blog

OCTOBER 5, 2012

by Dayna Rothman The Lenskold Group and The Pedowitz Group recently released their 2012 Lead Generation Marketing Effectiveness Study. 51% yes, and our marketing automation is integrated with sales/CRM. 36% somewhat–we do cost per lead and cost per sale. Do you use full-featured marketing automation in your organization?

Lead Generation 48

Lead Generation Effectiveness Lead Scoring Lead Ranking 48

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim is seeing a lot of companies lifting off as a result.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

Tomorrow People

NOVEMBER 21, 2011

million by 2012 ( Source: eMarketer ), the popularity of search marketing is set to continue. Keeping it focused on sales : SEO marketing on its own is just one aspect of the online sales funnel. Don’t do SEO without thinking of your sales funnel. No surprises there.

Search Engine Marketing 120

Search Engine Marketing Top of Funnel Search Marketing Effectiveness 120

ViewPoint

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

markempa

AUGUST 19, 2012

Nichole Kelly, President of SME Digital , a digital marketing agency, and Chris Baggott, Chairman and Cofounder, Compendium , a content marketing software company, have helped hundreds of clients move from counting “likes” and “shares” to counting what executives care about: sales volume, revenue and cost. You hit your target,” Baggott says.

Social Media 120

Social Media Social Marketing B2B Marketing SME 120

ViewPoint

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. We have to be balanced in our sales programs, and we have to be balanced in our marketing programs—and leverage the things that work for us.”. He came out of a marketing background, and he is running the sales and marketing organization.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

Marketing Insider Group

MAY 31, 2012

Last week I attended the 2012 Sirius Decisions Summit for the first time. The event gathered together more than 1,000 sales and marketing professionals from companies of every shape, size and location. sds12 May 22, 2012 4:25 pm via TweetChat Reply Retweet Favorite @BrennerMichael Michael Brenner. Cheesy line?

B2B Thought Leadership 100

B2B Thought Leadership Work Management Inbound Marketing Peer-to-peer 100

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. One of the key factors for the recent increase in your sales complexity is the significant rise in the number of stakeholders for each purchase decision – growing 40% compared to just three years ago according to IDC.

Marketing Proposals 40

Marketing Proposals Sales Cycle Marketing & Strategy ROI 40

Hinge Marketing

JANUARY 9, 2020

Are you getting any sales engagement from it? On October 14, 2012, from Roswell, New Mexico, Baumgartner ascended in a stratospheric, helium balloon 24 miles up in the air to the edge of space. Most did not feel that it was a sales pitch. In the end, according to the research firm, IRI, Red Bull’s sales rose 7% to $1.6

Research 118

Research Co-Registration Brand Identity Branding 118

Hubspot

JULY 10, 2019

Customers make purchases for long-term solutions, resulting in a longer sales cycle, longer contracts, and longer relationships with companies. As uncomfortable as it is, the right email can convert new customers — like this cold sales email that won 16 new B2B customers. ???? Purchase Purpose. Don’t be afraid of the cold email.

Paid Content 101

Paid Content B2B Marketing Work Management Marketing Management 101

Lenny's Newsletter

AUGUST 29, 2023

Data from outbound sales is the best signal for what’s working, versus leads from investors and friends. Selling software that is worth somewhere between $1,000 to $100,000, because beyond $100k, we assumed it was going to be a different sales cycle, and less than $1,000, it would be too transactional.

Ideal Customer Profiles 93

Ideal Customer Profiles Profiling CPO Co-Registration 93

markempa

MARCH 4, 2012

I fully realize this is a silly scenario, but it’s really not unlike what sales professionals do when they call prospects every few months to “touch base” and ask “whether they’re ready to buy yet.”. It’s absolutely essential in the complex sale, where the time from first contact to closing is typically many months. All of them.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Leads 120

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. Because they’ll hate you in the morning… But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

NuSpark Consulting

APRIL 13, 2012

Nowadays there are hundreds and hundreds of online tools and platforms that assist us in generating, converting, and nurturing leads into sales. Leads are now email addresses, conversation is written dialog and content, and the phone is saved until later in the sales process.

Paid Content 100

Paid Content Top of Funnel Marketing Funnels Lead Generation 100

The Point

JUNE 26, 2013

may make a real difference in moving that individual further along the sales cycle. LinkedIn used to have an “events” feature but shut it down in 2012. However, in the context of, say: lead nurturing , getting a prospect to attend the event, see your product, listen to your vision/message/expertise/thought leadership, etc.

Webinar Metrics 100

Webinar Metrics B2B Thought Leadership Lead Nurturing Telemarketing 100

ViewPoint

OCTOBER 10, 2011

Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do! Marketing now owns the top of the traditional sales funnel.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

The Effective Marketer

MARCH 22, 2012

There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. The State of Demand Generation 2012. Create (generation of “original” demand, focusing on quality, i.e. generating a better lead for sales). Here are some of my notes. You see less.

Demand Generation 100

Demand Generation Lead Ranking Demand Marketing Qualified Leads 100

Valasys

OCTOBER 7, 2019

An ideal content marketing team consists of content creators as well as Sales representatives, C-suite employees, product development and most importantly the associates of the customer service team. For onrushing the trajectories of perennially healthy sales pipelines, get in touch with our team of experts.

Enterprise Management 63

Enterprise Management Planning B2B Marketing Content Marketing 63

The ROI Guy

MAY 17, 2012

As a result, to free up stuck deals and reduce sales cycle delays, your content marketing programs and sales professionals must engage with ROI / financial analysis tools and business case justification reports. To learn more about the need and value selling and marketing strategies for improving IT engagements, click here.

Sales Cycle 40

Sales Cycle ROI Work Management Customer Surveys 40

The ROI Guy

JANUARY 8, 2013

This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. In fact, Gartner predicted that 2012 growth was going to be 3.7% According to Gartner’s latest estimates, the reigns on worldwide IT spending are loosening, with annual technology spending growth increasing to 4.2% Click here to learn more.

Gartner 40

Gartner Spending Marketing Proposals Terms and Conditions 40

Heinz Marketing

JANUARY 5, 2018

Over the past few months, ever since we brought in Peter Herbert to be our VP of marketing at Terminus, we’ve gone through an ABM transformation to truly form #OneTeam between marketing and sales. This required some new tech, and BrightFunnel was one of the key tools that drove our transformation.

Acquisitions 53

Acquisitions Account Based Marketing Marketing Automation Services ABM 53

Adobe Experience Cloud Blog

DECEMBER 21, 2011

Leads are of course very important, but if you want to improve your sales and marketing alignment and have your executive team see your marketing department as a revenue driver, instead of a cost center, try implementing these three tips: Speak the language of the executive team. Bring your marketing team more into alignment with sales.

Sales Qualified Leads 48

Sales Qualified Leads Tips Leads Lead 48

Adobe Experience Cloud Blog

APRIL 7, 2015

Facebook ads show a strong improvement in rates since 2012, but the numbers are in that same range. The longer your sales cycle is, the more likely your prospects will return to your website multiple times to educate themselves before committing to a purchasing decision.

Top of Funnel 48

Top of Funnel Paid Content Paid Search Agency Ads 48

The ROI Guy

JULY 9, 2013

Gartner blames the revision on exchange rate fluctuations, but I don’t buy this as the main reason for halving their IT spending growth, as similar reasons were given for lowered expectations in 2012 as well (where initial estimates of 3.7% growth were lowered to 1.2% by mid-year). Click here to learn more.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

MLT Creative

FEBRUARY 6, 2012

WEEK OF JANUARY 30-FEBRUARY 3, 2012. B2B deal cycles shorten as deal sizes shrink. The business-to-business sales cycle is shortening in concert with shrinking deal sizes, according to a MarketingSherpa study. 6 lessons B2B companies can take from Super Bowl ad whizzes. HeinzMarketing.com. MarketingSherpa.

Tactics 40

Tactics B2B Marketing B2B Paid Search Agency 40

Hubspot

JANUARY 20, 2012

But luckily (for the leads and the sales organization), marketers are also still thinking about what happens to those leads once they enter the CRM. Remember, only 25% of new leads are ready to hand over to sales. Not Sending Content That Aligns With the Prospect's Stage in the Sales Cycle.

Top of Funnel 28

Top of Funnel Sales Qualified Leads Conversion Leads 28

Hubspot

FEBRUARY 7, 2012

They are also a critical tool for nurturing existing leads into a position that makes them more sales-ready. And if site visitors are looking at this type of content, they're likely already in your sales funnel and much closer to making a purchasing decision. In marketing, offers are the gateways to lead generation.

Work Management 28

Work Management Marketing Management Top of Funnel Buyer Personas 28

Webbiquity

SEPTEMBER 10, 2012

We’re proud to acknowledge these 50 women from 41 different organizations as the top #Nifty50 women of technology on Twitter for 2012. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. Stacey Acevero. Cindy Bates. Cindy_Bates. Susan Beebe.

Enterprise Management 100

Enterprise Management Work Management Twitter Marketing Management 100

Webbiquity

SEPTEMBER 10, 2012

We’re proud to acknowledge these 50 women from 41 different organizations as the top #Nifty50 women of technology on Twitter for 2012. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. Stacey Acevero. Cindy Bates. Cindy_Bates. Susan Beebe.

Enterprise Management 100

Enterprise Management Work Management Twitter Marketing Management 100

The ROI Guy

APRIL 8, 2014

In 2012, initial rosy predictions of 3.7% Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. for the year.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40

The ROI Guy

JANUARY 16, 2014

In 2012, initial rosy predictions of 3.7% Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. for the year.

Gartner 40

Gartner Forecasting Spending Marketing Proposals 40