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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

ViewPoint

ABM is only a black box if by ABM you mean deploying technology and analytics without knowing why or how they’re being used to reach goals. Every company can benefit from the use of analytics to make data-driven decisions about who and how to engage. I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. agree!

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

ViewPoint

For example, a leading analytics firm I worked with tailored their nurturing program to 4 different verticals and multiple scenarios within each vertical. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. The impact? The welcome email. Stay tuned!

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

ViewPoint

Chad Burmeister is excited about predictive analytics, despite what he sees as their shortcomings. We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? And sales is sick of it. Here's the problem. Here's part two. Part 1.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

ViewPoint

Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.” In part one , I provided insight into the why and what of a lead-to-revenue assessment. challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Step 1 – Revenue Influencer Feedback.

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B2B Marketing Trends for 2016

Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. B2B Marketing Trends for 2016 28 Embrace New Technology Use Data to Plan Ahead, Not Just Assess Past Activities Thirty percent of B2B marketers use data analytics to evaluate prior. leaders expected to use predictive analytics in the next year, B2B.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

ViewPoint

It’s one of the key means of distributing marketing content and messages, plays nice with other channels and—as we get better at understanding the links between sentiment, online behavior, and predictive analytics—will begin to offer more clearly measureable ROI. By Christopher Hosford, editor-in-chief, HosfordGroup LLC. And YouTube in 10th place? It’s hard to believe.

How Speech Analytics Can Improve the Contact Center Experience

ViewPoint

” Using speech analytics, McDonald was able to validate that excessive calls were the result of a recent system change. If you’ve ever called a customer service department for help, you’ve probably heard the message: “Your call may be recorded for quality assurance.” ” Perhaps you’ve wondered, what happens to those call recordings?

'Gold Calling' Is Alive and Well

ViewPoint

People just did not understand how analytical and smart catalogers were (and continue to be). More musings on the premature death knell for outbound sales. S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead. One article espousing the theory that cold calling doesn’t work anymore states that making cold calls creates the perception that you have nothing better to do; or worse that you are desperate and needy. This blather borders on criminal. The reality is that cold calling is alive and well.

Good Reads for B2B Marketing - Respect Your Competition

ViewPoint

Four Foundational Elements of Marketing Analytics Success. Mark Emon of Marketing Profs advises that incorporating marketing analytics is vital in a time when "most marketing organizations are drowning in data and starving for information." Online content in the sales and marketing industries is dynamic and constantly changing. billion two years ago. Via RepCapitalMedia.com. false.

B2B Marketing Trends for 2016

Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. B2B Marketing Trends for 2016 28 Embrace New Technology Use Data to Plan Ahead, Not Just Assess Past Activities Thirty percent of B2B marketers use data analytics to evaluate prior. leaders expected to use predictive analytics in the next year, B2B.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

ViewPoint

James Obermayer, executive director and CEO of the Sales Lead Management Association and president of Sales Leakage Consulting shares his views about the relationship between successful B2B marketing and using the best marketing automation and analytics tools Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn.

Make Marketing More Efficient by Embedding Analytics on Top KPIs

ViewPoint

Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

ViewPoint

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. And analytics expertise without leveraging technology results in uninformed “what ifs” and conjecture. Regular marketing analytics reviews are critical success factors supporting our mission.

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Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

ViewPoint

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. When applying marketing analytics successfully, you need both business acumen and underlying marketing technology. It takes about 1.6 Nearly 2.5

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PowerViews with Bob Kelly: Redesigning Sales Process Basics

ViewPoint

2013 Changes: Social Media, Mobile, Analytics & Productivity. More pervasive role for analytics, data and information. I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association. Bob previously was Vice President of Sales Operations at Genuine Parts and a Senior Consultant at the Alexander Group. and another 10% in Canada. Stay Tuned

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B2B Marketing Trends for 2016

Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. B2B Marketing Trends for 2016 28 Embrace New Technology Use Data to Plan Ahead, Not Just Assess Past Activities Thirty percent of B2B marketers use data analytics to evaluate prior. leaders expected to use predictive analytics in the next year, B2B.

PowerViews with Dave Munn: The Transformed Marketing Organization

ViewPoint

People are investing in data analytics skills, and they are bringing people from outside organizations—whether it’s from product companies or directly from consulting companies.”. Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group.

The R and the I – What’s Engagement Worth?

ViewPoint

“Metrics such as clickthroughs, conversions, ReTweets, Likes, etc… are more easily measured on social media than similar metrics for more traditional media, plus measurement and analytics platforms have improved significantly (and continue to).” The point is that measurement is challenging but analytics are rapidly improving, and there are more and more third-party data points that one can use to at least approximate their ROI calculations. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

4 Trends Shaping B2B Marketing in 2011

ViewPoint

mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs. Like at the start of a new year. Social media = Lots of room for improvement. Why is that? ”). 4.

Good Reads for B2B Marketing - More CMO/CIO Alliance

ViewPoint

CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

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Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

ViewPoint

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Following are two examples of sales lead generation programs on which we combined our marketing analytics expertise with underlying technology.

PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

ViewPoint

Bob says this habit is about being more analytical—for example, using technology to make better fact-based decisions. My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com. Bob has three decades of experience in sales, technical support, consulting, research, and online community development. thought that this year would be a little bit stronger.”.

PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence

ViewPoint

That is, continuing to add features: social features, lead generation features and analytics. Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine. Magazine, Multi-Housing News and Hospitality Design. ” Convergence: Technology, CRM & Social Media.

PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence

ViewPoint

That is, continuing to add features: social features, lead generation features and analytics. Today's PowerViews guest is Christopher Hosford. Chris is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc.

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus

ViewPoint

Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. I'm pleased to have Paul Gillin as a guest for our fourth episode of PowerViews. Paul is a veteran technology journalist, author of several books, a consultant and speaker. Stay Tuned

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table

ViewPoint

It doesn’t matter whether that means bringing on dedicated data analysts, working with third-party firms, or tapping into the analytical mindsets and skills of those in the marketing group. Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Chapman. Drive Alignment.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

ViewPoint

CRM unites areas like sales force automation, lead management, customer service, and analytics. RPM is being positioned in a similar way: a strategy, an application, analytics, and integration that bring together demand generation, marketing automation, lead nurturing, and lead management to measure, manage, and drive top line revenue growth.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?

ViewPoint

There are a variety of web analytics and web feedback solutions that can give you insight on how well the buying process is working for buyers. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together. But based on your grungy attire it doesn't seem likely (to the banker) that you'll be a valuable customer. OK, this a consumer example.

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Is Lead Generation Slipping Away From Marketing?

ViewPoint

Baking in analytics from the get-go is a winning strategy. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. know what you’re thinking, you’re saying to yourself, “Is he serious?” Marketing’s plate is full. Sales and marketing operate on different frequencies. responded in saying it is a leadership issue and having sales control the lead generation task without hiring someone to do it (which just drives up sales expense) is not the answer.

Seven Expert Google Analytics Guides

Webbiquity

Google Analytics (GA) is the most popular tool for tracking web visits, used by more than half of all companies , including two-thirds of the Fortune 500. To help you use more than 10% of your website analytics, here are seven expert guides to GA. Why you can’t ignore Google’s new Universal Analytics by iMedia Connection. Image credit: iMedia Connection.

Adapting To The NEW Consumer With Better Analytics

grow - Practical Marketing Solutions

In my last post for {grow}, I wrote about three goals and KPIs needed for social media analytics  but was surprised when digital friend Hessie Jones ,  Chief Strategy Officer at Verve.ai, reached out to tell me that I may be living in the past. The post Adapting To The NEW Consumer With Better Analytics appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}.

A Structured Approach to Demand Generation Analytics

ANNUITAS

One analytics vendor after another is selling you on their ability to analyze and make sense of “any” data. Demand So what is the key to better demand generation analytics? Successful demand generation analytics must bridge the two. Blog alignment Analytics big data Demand GenerationBig Data propaganda is rampant these days. Garbage in; garbage out. closed revenue).

The Top 10 Free Content Analytics Tools

Contently

Analytics tools are key to today’s marketing success, and of all the choices out there, 10 stand above the rest as particularly useful for content strategists. Google Analytics. Google Analytics is the go-to platform for many marketers, in large part because it’s totally free, chock-full of features, and comes with the clout of the Google brand name. Bit.ly. Piwik.

5 Ways Blog Analytics Improve Your Business Blog

Writing on the Web

How do you use your blog analytics ? There There are many easy-to-use blogging analytics tools out there, but the really successful bloggers know their results and tailor their blogs accordingly. About Blogs How to.Tips Online Marketing analytics blog content blog traffic tracking web traffic search trafficssets (free). ocial Media. Post views/clicks. Referral sources.

Report: Targeting & Predictive Analytics Driving Changes in B2B Email

The Point

But while technologies like predictive analytics , marketing automation, and a new breed of ABM solutions hold great promise, they’ll only ever be part of the answer. The post Report: Targeting & Predictive Analytics Driving Changes in B2B Email appeared first on The Point. Why? (HS) It has to be segmentation. The main barrier to greater segmentation, however, is content.

Google Analytics- Calculated Metrics for Lead Generation Websites

NuSpark

Google recently released a new update to Google Analytics, featuring a new Calculated Metrics feature. Calculated Metrics are user-defined metrics that are computed from existing metrics available on Google Analytics, and allow more customized and relevant analyses than ever before.  I love the new feature and allows so much more reporting opportunity. Marketing Strategy Analytics

The Only Analytics That Matter Are Your Own

ANNUITAS

While good tips passed on from one marketer to the next may provide great insights, it doesn’t supersede the reality of your own business, which can only be discovered with accurate analytics. Your analytics. So, what do analytics mean for today’s marketer? Blog Analytics data email marketing marketing automationEvery Tuesday at 11 a.m.

Datorama Applies Machine Intelligence to Speed Marketing Analytics

Customer Experience Matrix

At first glance, you’d think Datorama is definitely not a CDP: it positions itself as a “marketing analytics platform” and makes clear that its primary clients are agencies, publishers, and corporate marketers who want to measure advertising performance. And it integrates with advertising and Web analytics data on one hand and social listening, marketing automation, and CRM on the other. In other words, Datorama gives marketers one system for everything from data ingestion to consolidation to delivery to analytics. Naturally, there are cases where the answer isn’t clear.

Infographic: 4 Marketing Analytics That Matter For Driving Revenue

Crimson Marketing

Here are four marketing analytics for demonstrating marketing’s ability to drive revenue. The post Infographic: 4 Marketing Analytics That Matter For Driving Revenue appeared first on. Demand Generation Infographics marketing analytics marketing revenue marketing ROI sales funnelSo how do you do it? Flow : Where are prospects connecting with your marketing programs?

Data’s Role in Predictive Analytics Marketing

B2B Lead Blog

Unless you’re an expert in palm reading or tarot cards, you probably don’t have the ability to see into the future. Even though you may not have the technology (or superpowers) to know exactly what the future holds, you do have the next best thing: data. Data fuels predictive marketing, a strategy that helps in […]. Data Quality Management