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How Host Analytics Operationalizes Intelligent Workflows With Predictive Analytics


Over the years we’ve had the tremendous opportunity to work with some of the best companies in the world that are helping to shape the future of predictive for sales and marketing. One such business is veteran customer Host Analytics, who has achieved amazing business results over the years by leveraging predictive intelligence in their sales and marketing stack.

Realizing the Promise of Marketing Technology – ITSMA sales lead generation meeting in NYC

Fearless Competitor

Buffer I recently had the pleasure of attending the ITSMA lunch briefing in NYC, where they discussed the sales lead generation topic “Realizing the Promise of Marketing Technology.” Thanks to President Dave Munn for inviting Jeff Ogden of the sales lead generation company Find New Customer s to the event. Photo below.).

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team. Put simply, SDRs pass the baton from marketing to sales.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Dave Green interviewed Trish Bertuzzi ( @bridgegroupinc ), author of the popular book, The Sales Development Playbook. How Empathy Will Grow Your Sales and Marketing Pipeline. Now it’s time for sales to step up.

The Black and White of Predictive Lead Scoring


Data scientists are great at perfecting their math, while marketing and sales executives need insights that help them stay in control of their businesses, know what drives success and how to change their processes to increase revenue. We call this the “black box” approach, which is how most predictive lead scoring solutions work. A couple of those are: Lead Prioritization.

The 2 Things You Must Nail For Lead-Generating B2B Content

B2B Marketing Insider

Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Now the customer has the power to get nearly all the information they want before finally speaking to a sales person. Demand Generation

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Scalability. Integration with the new CRM system. Results?

Is Your Business Ready for Predictive Lead Scoring?


Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running. Then, compare the teams’ conversion rates and lead quality to gauge actual lift.

13 Tried-and-True Lead Generation Ideas (And the Numbers Behind Them)


Filling the top of your sales funnel with leads is tough -- especially when you're relying on traditional methods. So what if I told you that you could still reach your leads quota using methods that actually add value to your prospect's day? This utopia of lead generation is, in fact, a possibility. 13 Lead Generation Ideas Everyone Will Enjoy.

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


Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. It’s 2015. As do I!):

B2B Online Video Marketing; Planning to Execution Best Practices for Lead Generation


Like any content development plan, you first need to define what your customer’s pain points are before scripting your video. Videos capture attention of your prospects, and if produced right, hold their attention, which can lead to increased engagement and conversion. Video and the Sales Funnel. Determine goals: sales; leads; brand building; product demonstration; education.

The 2 Things You Must Nail For Lead-Generating B2B Content

The Forward Observer

Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Now the customer has the power to get nearly all the information they want before finally speaking to a sales person. The linchpins.

Infer Grows Predictive Scoring Customer Base by 150 Percent Quarter-Over-Quarter


Press Release : Hyper-Growth Companies Leverage Infer to Power Data-Driven Sales and Marketing. a leading provider of predictive applications that help companies win more customers, today announced a 150 percent increase in its customer base over the past quarter. Another new customer, Mindflash , uses Infer to predict loyal customers for its online training platform.

Panning For Gold: Capturing the Sales Leads You Really Want

Modern B2B Marketing

Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning. Source to Lead Score: Some sources can drive top-of-funnel leads (good!

9 Ways to Make Your Marketing Analytics Actionable


Tracking your marketing analytics can provide a ton of great insight into the performance of your marketing initiatives, show your boss how marketing is faring, and help you to prove that inbound marketing is really paying off. But that's only a small piece of why analytics are valuable. In fact, the true value of your analytics is what you can do with them. Have you ever?

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12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

B2B Demand Generation | 12 Marketing Take-Aways. Writing articles for other blogs generates tons of good things, like traffic, backlinks Googlejuice. This is why Find New Customers also writes for, PostclickMarketingBlog, CustomerCollective, blogs for Marketo, Eloqua, Hubspot, etc.). Set up analytics first. Think of what you will want to track so you can include it in Google Analytics. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Be very specific. Create spin-offs.

The Definitive Guide to Marketing Metrics by Marketo

Fearless Competitor

B2B Demand Generation | Marketing Metrics. According to The Lenskold Group (Good friends of Find New Customers , by the way), the largest majority of marketers (44%) cannot answer that question. Rock-solid marketing metrics on key measures that drive revenue results, such as (What percentage of marketing source leads closed? What does a business need to answer that question?

Video Tech Company Leverages SEM to Drive Enterprise Leads

The Point

Started in 2008 as the world’s first open source video player, JW Player pioneered video on the Web and today has customers in 193 countries, ranging from Fortune 500 companies to individual bloggers. JW Player contacted Spear Marketing Group , a leading B2B demand generation agency , for help. More importantly, the campaign started to generate real business results.

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From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation Blog

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago. This year’s B2B Lead Roundtable webinars are testament to that.

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. I’ve learned it’s not about generating more leads. Their motivation.

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Emergence of Demand Generation Role Drastically Alters Marketing Landscape

Fearless Competitor

Earlier today we shared the ugly state of B2B sales and the unfortunate lot of most B2B salespeople. He discusses the growing importance of demand generation in companies today and how that new role is continuing to evolve into a “revenue marketer&# role. We also invite you to learn more about demand generation at this earlier blog post: 3 Superb Ways to Learn B2B demand generation. _. Emergence of Demand Generation Role Drastically Alters Marketing Landscape. Generating more (and better) leads for sales is the most important role of the demand gen team.

Is it Time to Change the Universal Definition of a Lead?


So do we need to revisit the universal definition of a lead in the world of sales and marketing? Here’s What HAS Changed with B2B Lead Generation: Building volume at the top of the funnel is easier. Social media allows organizations to make their brands very interesting and uniquely personal for prospects and customers. Has this changed? Let’s discuss this….

Sales Alignment: Put Theory Into Practice

Marketing Action

Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. Theory: Have a well-defined process for lead management and internal team management. Or does it?

New Relic Wins 2016 Demand Program of the Year


It’s always exciting when one of the outstanding predictive innovators in the Infer customer community is recognized for their forward-looking approach. This impressive achievement celebrates their success using predictive analytics over the past four years to create demand for New Relic’s software analytics products. for top leads. Customer Stories Lead Scoring

Marketing as a Revenue Engine

Fearless Competitor

B2B Lead Generation : Is Marketing Really a Revenue Engine? Steve Woods , CTO and Co-Founder of Eloqua leads a panel discussion at Dreamforce. The crux of the discussion: Where do we invest a dollar to generate revenue? Hey, Franklin Rios of InfoGroup , who leads the Fortune 1000 sales team, you ought to watch this.). Quality sales leads matter.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Was it re-engaging past leads? Break].

What Happens When You Turn Curated Customer Data into Intellectual Property?

Sales Intelligence View

While most marketers know that producing adequate sales leads requires thorough data collection and analysis, they must also be mindful of each target account ‘s current business situation (which can change almost daily). If you view IP as the sum of a company’s research, knowledge, patents, processes and the like, then you really should add sales knowledge to your list.

The B2B Marketing Manifesto by Velocity Partners

Fearless Competitor

One big change is in measurement and analytics. The six staples in the marketers arsenal are content marketing, analytics, testing, lead nurturing, search, not just bog standard on page SEO, and community – marketers need to engage with the community. Mobile for B2B should be about utility, and helping their prospects and customers to do things better.

The 100 Year History Lesson On Marketing Operations and MarTech


While the goal and mindset were set in places decades ago, marketers dealt with technological challenges in closing the loop between initial impression and sales. Before point of sales systems and databases, marketers used “bingo cards” (i.e. Marketers could now segment their audiences and track sales. pipeline marketing demand generation marketing operations

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B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! This is where lead nurturing fits in. I agree. Is this worth doing?

5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. As we venture into a new year, we’ll continue to see dramatic changes in the ways sales teams operate.

Don’t Underestimate Industrial Marketing’s Contribution to Sales

Industrial Marketing Today

The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. See Manufacturers Need Lead Management to Close the RFQ Gap ). They are accustomed to customers calling them for RFQs/RFPs. Marketing keeps you in sales.”

A simple strategy to convert blog visitors into sales leads

grow - Practical Marketing Solutions

But one thing that rarely comes up is how B2B blogs help businesses convert readers and traffic into sales. If you’ve drunk the business blogging Kool-Aid and worked hard over time to build a strong, vocal community on your blog you might well find that repeat visitors don’t convert into sales. Google Analytics tells us this, but so do our customers when we ask them.

B2B Lead Generation Blog: Improve your online sales lead tracking

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Use a Web analytics tool to monitor your Web visitors.

5 Reasons to Outsource Marketing Today

Fearless Competitor

Should you reach out to outside firms for marketing help, like Bulldog Solutions , PointClear , AcquireB2B or Find New Customers ? And most are doing a poor job with marketing analytics – as what gets measured gets done. Frankly, the way companies struggle with social media measurement and analytics points to the need to reach out to outside experts as well.

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How to Use Quizzes to Ramp Up Your Lead Database

Modern B2B Marketing

Author: Josh Haynam How do you capture the attention of a demand generation marketer? Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz.

Joint Forrester, ITSMA, and VisionEdge Marketing Survey Finds Marketers are Operationally Proficient but Strategically Stalled

Fearless Competitor

Editor’s Note: Laura Patterson (click name to follow Laura on Twitter) of VisionEdge Marketing is a good friend of Jeff Ogden of Find New Customers and a past guest on Marketing Made Simple TV too. Find New Customers is also a member of ITSMA. You can also sign up for free bi-weekly market tips from Find New Customers here. Grades were similar to last year.