| | | Follow the Lead | |  B2B | 35 articles |
| Page 1 of 1 | Previous | Next | FOLLOW THE LEAD DECEMBER 21, 2010 The Sweet Spot: three predictions for b2b sales in 2011 Dan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before. I don’t see it happening in 2011 anymore than it’s happened the last 20 years it’s been talked about,” said McDade, [.]. Sales & Marketing "The Truth About Leads" 50 Most Influential People in Sales Lead Management in 2010 Dan McDade Groundhog Day Point Clear Sales Lead Management Assoiciation | FOLLOW THE LEAD AUGUST 20, 2010  Weekend reading: Stats on social media in b-to-b Check out this terrific package of b-to-b social media statistics , per Social Media B2B blog. Tags: Sales & Marketing Social Media B2B The stats are categorized by, among others, usage, forecast, executive interest (in social media), channels, budgets, resource allocation and measurement. Subscribe to RSS. | | | | | |
| FOLLOW THE LEAD MARCH 2, 2011 Shining light on the end of the sales funnel Marketing automation is Job One among b2b companies. Twenty-one percent of b2b marketers said their marketing automation software is fully implemented while 37% said their marketing automation software is partially implemented, according to “MarketingSherpa’s 2011 B2B Marketing Benchmark Report.” Lead Generation Sales & Marketing Digg Facebook MarketingSherpa MarketingSherpa's 2011 B2B Marketing Benchmark Report TwitterOr not. However, 21% of respondents indicated that they had no plans to implement a marketing [.]. | FOLLOW THE LEAD DECEMBER 23, 2010 Three chronic b2b sales problems and how to correct them in 2011 Earlier this week we focused on b2b 2011 predictions. Today we are looking at three chronic b2b problems. We spoke with Russell Kern, president of marketing communications agency The Kern Organization, to get his take on how companies can go about remedying them: Problem One: Not getting enough results from online marketing. Remedy: Significantly improve [.]. Sales & Marketing “50 Influential People in Sales Lead Management in 2010” Sales Lead Management Association SLMA | FOLLOW THE LEAD JANUARY 18, 2011 What b2b sales reps need to know about Twitter Twitterholic. It sounds like an apt term to describe someone who is addicted to posting his or her thoughts on the microblogging service, which allows people to post comments in 140 characters or less. However, Twitterholic actually calculates individual statistics for each twittering twit in Twitter’s database and is one of a slew of analytics associated [.]. Sales & Marketing Career Enlightenment Joshua Waldman Twitter Twitterholic | FOLLOW THE LEAD DECEMBER 16, 2010 How b2b sales reps can keep the ‘close’ in perspective “When you lose, say little. When you win, say nothing.” Paul Brown When the New York Jets were racking up wins and in first place in their division earlier this season head coach Rex Ryan (right) – on the job barely two years – carried on as if winning Super Bowl XLV was the team’s [.]. Sales & Marketing Bill Belichick Miami Dolphins New England Patriots New York Jets NFL Rex Ryan Super Bowl XLV Vince Lombardi Xs and Os | | | | | | | |
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FOLLOW THE LEAD | TUESDAY, JANUARY 25, 2011 Don’t make marketing automation so murky
“Maybe you had too much too fast, or just overplayed your part.” – Robert Hunter Despite the constant chatter in b2b sales and marketing departments about the importance of marketing automation to drive revenue, the adoption rate of such programs remains decidedly low, according to a report released late last year by SiriusDecisions. Tech-savvy marketers [.]. Sales & Marketing Amanda Batista Bulldog Solutions Chris Parisi DemandGen Report Genius.com Sam Weber SiriusDecisions State of Marketing Automation 2011: Tactics & Technologies You Can’t Live Without MORE >> -
FOLLOW THE LEAD | THURSDAY, FEBRUARY 24, 2011 Making the link between CRM and success less elusive
Despite becoming the norm in the last few years, marketing automation still hasn’t provided the returns b2b companies thought they had bargained for. The promise of automation still seems to elude us,” said Denis Pombriant founder and principal analyst at Beagle Research. The problem may be velocity. Many of the sales and marketing tools that [.]. Data Management Sales & Marketing Social Media Marketing Beagle Research BtoB BtoB's Media Business CRM data-as-a-service Denis Pombriant RPM MORE >> -
FOLLOW THE LEAD | MONDAY, JULY 12, 2010 BuyersZone taps ‘20 Great Sales Blogs’
The 20 sales blogs that are recognized run the sales and marketing gamut, from “Developing Your B2B Sales Skills,” to selling to the C-suite to trends in sales management. BuyerZone ‘s About Leads Sales Blog recently announced its list of “20 Great Sales Blogs,” and we’re honored that Follow the Lead made the cut. We placed second on the list, between Steve Martin’s Heavy Hitter Sales Blog and Dave Kurlan on Understanding the Sales Force, (both of which are on our featured blogs). Subscribe to RSS. MORE >> -
FOLLOW THE LEAD | TUESDAY, JANUARY 4, 2011 Three ways to reset lead-gen
Mac McIntosh is president and principal consultant of b2b marketing consulting firm Mac McIntosh Inc. and founding partner of b2b marketing automation services firm AquireB2B. He gave us primer on the top lead-gen priorities for 2011. Reposition marketing-driven lead generation as revenue generation: “The intention is to reposition marketing-driven lead gen, which is generally perceived [.]. Sales & Marketing AquireB2B Chief Revenue Officer Mac McIntosh Mac McIntosh Inc MORE >> -
FOLLOW THE LEAD | THURSDAY, MAY 13, 2010 Understanding the socially savvy b-to-b buyer
The study, titled “Insights into 2010 B2B Marketing Budgets and Tactics Mix,” was conducted by Forrester Research and MarketingProfs. While 88% of business technology professionals are using social media for business decision-making, marketers need to better understand buyers’ social behavior, according to a new report. It focused on the challenges facing b-to-b marketers this year; what b-to-b marketers should do to maximize the marketing mix given the rise of social media and how do program and budget plans for 2010 compare to 2009 results. For the full survey, please click here. MORE >>
- Marketing automation doesn’t have to be so complicated FOLLOW THE LEAD | TUESDAY, MARCH 8, 2011
- Sales and marketing alignment: A legitimate debate or more lip motion? FOLLOW THE LEAD | WEDNESDAY, FEBRUARY 9, 2011
- How to calculate the ROI when you’re networking FOLLOW THE LEAD | WEDNESDAY, MARCH 9, 2011
- Lesson learned: How to avoid clichés in communications in 2011 FOLLOW THE LEAD | TUESDAY, DECEMBER 28, 2010
- Tackling the middle market: Top tips FOLLOW THE LEAD | THURSDAY, JANUARY 13, 2011
- Tips to improve your cold calling FOLLOW THE LEAD | THURSDAY, JANUARY 6, 2011
- Business to business sales trends for 2011 FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
- Q&A: Capitalizing on trade shows FOLLOW THE LEAD | TUESDAY, JANUARY 11, 2011
- Corporate gifts: three ways FOLLOW THE LEAD | TUESDAY, DECEMBER 7, 2010
- The Sweet Spot: Sales training as perpetual beta FOLLOW THE LEAD | MONDAY, FEBRUARY 14, 2011
- (One) of the biggest sales mistakes salespeople make FOLLOW THE LEAD | THURSDAY, FEBRUARY 17, 2011
- The emergence of ‘Revenue Performance Management’ FOLLOW THE LEAD | THURSDAY, DECEMBER 9, 2010
- Key questions about social demand generation FOLLOW THE LEAD | FRIDAY, JANUARY 28, 2011
- Listening (more closely) to voice of the customer FOLLOW THE LEAD | THURSDAY, SEPTEMBER 30, 2010
- Key to sales and marketing alignment: Talk FOLLOW THE LEAD | TUESDAY, DECEMBER 7, 2010
- Follow the Lead - Untitled Article FOLLOW THE LEAD | THURSDAY, DECEMBER 2, 2010
- ‘Now what was it you wanted to sell me?’ Then and Now FOLLOW THE LEAD | WEDNESDAY, DECEMBER 22, 2010
- Fantastic Four Ways to Generate B2B Leads FOLLOW THE LEAD | TUESDAY, DECEMBER 6, 2011
- Do Marketers understand their targets? FOLLOW THE LEAD | THURSDAY, JANUARY 24, 2013
- How to do content marketing on LinkedIn FOLLOW THE LEAD | TUESDAY, MARCH 19, 2013
- Four instant ways to relieve sales pressure FOLLOW THE LEAD | THURSDAY, NOVEMBER 29, 2012
- Closing the gap and opening doors between B2B sales and marketing teams FOLLOW THE LEAD | THURSDAY, APRIL 18, 2013
- Get more win from your webinars FOLLOW THE LEAD | TUESDAY, NOVEMBER 13, 2012
- Don’t make these email prospecting mistakes FOLLOW THE LEAD | FRIDAY, MAY 3, 2013
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