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Offers are key to generating more leads and sales with your B2B Marketing

Sales Lead Insights

The best way to generate sales leads is by making strong "offers" or "calls-to-action". B2B Lead Generation calls-to-action leadgeneration marketing tips offers

A creative director’s take on marketing strategy and tactics

Sales Lead Insights

Once you know the audience, you have to pick the best way to reach it. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Lead generation is a top objective of B2B marketers. Mac: Clients give us all sorts of input, right? Peter: “All sorts” is a good way to describe it.

How to Improve Your Marketing Automation ROI

Sales Lead Insights

Improved focus on the best targets raises the response rate to roughly four percent. Effective B2B marketing processes plus automation yield outsized returns. According to the study results, Marketing Automation technology paired with appropriate, systemic processes can yield four to five times the number of closed deals when compared to deployed technology alone. No MAP / No Processes.

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B2B Marketing Automation: Crawl, Walk, Run, Win

Sales Lead Insights

Test your offers to see which work best. Feed this “closed-loop” results information back into the system, using it to make better decisions, eliminating or fixing the things that are not working and doing more of what is working best. The good news? Putting marketing automation to work doesn’t have to be an overwhelming effort. Step 1: Develop Personas and Related Content.

Six Key Steps to Successful Marketing Automation Adoption

With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs Selecting a Marketing Automation platform can be a daunting task.

Marketing for leads and sales: What’s working for technology companies today

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Tweak it to make sure you’re getting the best bang for your buck. Jigger your budget to put more dollars on the parts of the plan that are giving the best ROI. This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Karl asked the questions. The answers are mine. They’re struggling with content development.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

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In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales! January 26, 2010 - Boston/Waltham. 8:00 am to 10:00 am. Westin Waltham Boston. Exit 27A off Interstate 95/Route 128). Learn more or register here. Can’t make it? Be notified about future events. January 27, 2011 - New York City. 8:00 to 10:00 am. Fashion 26 Hotel.

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Is social media effective for B2B lead generation?

Sales Lead Insights

Michael Stelzner , best known as the author of Writing White Papers: How to Capture Readers and Keep Them Engaged , recently released his report on the results of a survey on social media marketing that he’s using as bait for the Social Media Success Summit he’s producing in May. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. Not bad!

How to maximize your online lead-generation conversion rate – a complimentary webinar

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Understand why following "conventional online wisdom" often isn't wise, and how to determine what really works best. Interested in getting some expert advice about how to optimize the lead-generation conversion rates of your web pages? If so, be sure to attend this complimentary, how-to webinar for B2B marketers: HOW TO MAXIMIZE YOUR ONLINE LEAD-GEN CONVERSION RATE. complimentary, 50-minute Webinar. This Thursday - February 17, 2011. 11:00am PST - 2:00pm EST. Register here. Your host will be me, M. H. We invite you to be our guest at this information-packed webinar. Bonus!

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Learn the secrets to generating more B2B leads and sales for less

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This may be your best opportunity to quickly get up to speed about B2B marketing automation—while having breakfast and discussions on the topic with a select group of your peers. Are you interested in learning how to generate more B2B leads despite your too-small marketing budget and too-few marketing people? Boston/Waltham New York City. Westin Waltham Boston Fashion 26 Hotel.

B2B Email Marketing: Interview with Stephanie Miller

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This is true for even the best of marketers. This last option is available to only the best senders who qualify. Can you share some email best practices that B2B marketers should be following? Note: My employer is NOT in this business, but we do partner with the best ESPs to provide inbox deliverability data.). Then seek out four to five of the ESPs who best serve marketers with your size lists and ask them to show you how they would address that most important requirement. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Yikes!

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? Aim where your prospects are. ?

Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th?

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Attend this breakfast or lunch for marketers at large companies and learn how to: Best connect with your prospects and customers. Find balance between flashy new marketing tactics and tried-and-true best practices. Cost: Completely Free! Register here. Date: Thursday, August 25th. Breakfast Session : Doors open and Breakfast Begins: 7am. Speaker: 7:30am - 8:30am. Chicago, IL 60654.

Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales! As a top corporate, sales or marketing executive looking for ways to efficiently and cost-effectively boost B2B leads and sales, this Executive Briefing Webinar is for you! December 15, 2010 - 2 :00 p.m. EDT (GMT-4). Reserve your seat: Register here.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects?

Sales Lead Insights

Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them. Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects? For example, which magazines do they read?

Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects?

Sales Lead Insights

Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them. Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects? The first step is to determine to what media your target audience is exposed to.

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Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead Insights

Step 9: Target the best companies and contacts with your lead-generation efforts. Which companies represent the best fit for what you are selling? It identifies the companies you know well, those with business you understand, those that are fun to work with, those you understand best and those with which you have—or could have-a great working relationship. Profitability.

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Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

Step 9: Target the best companies and contacts with your lead-generation efforts. Which companies represent the best fit for what you are selling? It identifies the companies you know well, those with business you understand, those that are fun to work with, those you understand best and those with which you have—or could have-a great working relationship. Profitability.

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B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

Sales Lead Insights

In the most recent Miller Heiman Sales Best Practices Study 90 percent of the World-Class Sales Organizations (those are companies that were more likely to report growth in key metrics such as customer retention and sales quota attainment) agreed that sales and marketing are aligned, versus 30 percent for all other organizations. Who is our Ideal Customer? What is our target market?

Be my guest at B2B Marketing University in Dallas on June 23, 2010

Sales Lead Insights

Attendees will learn more about what is really working best today from top B2B marketing, lead generation and marketing automation experts (including me), including an end-of-day roundtable discussion with some of your peers. Speaking of free, perhaps the best part is that B2B Marketing University is also refreshingly free of product pitches! What: B2B Marketing University.

Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th

Sales Lead Insights

Attendees will learn more about what is really working best today from top B2B marketing, lead generation and marketing automation experts (including me), including an end-of-day roundtable discussion with some of your peers. Speaking of free, perhaps the best part is that B2B Marketing University is also refreshingly free of product pitches! What: B2B Marketing University.

B2B Marketing University: See you in Palo Alto on April 7th…

Sales Lead Insights

The best part is that B2B Marketing University is 100% pure education for serious B2B marketers. Attendees will learn more about what is working best today from top B2B marketing and lead generatio experts (including me), and the end-of-day roundtable of additional B2B marketing experts. Are you a B2B marketer that is responsible for lead generation? No product pitches. Just learning.

In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing

Sales Lead Insights

If you are near Kelowna, Victoria or Vancouver, consider attending one of this series of live, half-day workshops: Marketing for Leads and Sales: What’s Working Best for Technology companies Today. 8:30 am to 12:30 pm. Which lead generation tactics are working best today, and which should you avoid. February 22 - Kelowna, BC. February 23 - Victoria, BC. February 24 - Vancouver, BC. Specific topics to be addressed include: How to save time and money while prospecting for new business, and virtually eliminate the need for making cold-calls. All I can say is it was AWESOME!!!

B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment

Sales Lead Insights

Join me, your B2B marketing peers and other marketing experts at MarketingSherpa’s 6th Annual B2B Marketing Summit 2009. 23-24 in San Francisco. 5-6 in Boston. Join America’s top B2B marketers to learn, apply and share the latest advancements in marketing while honing your traditional B2B marketing skills in parallel. With over 26 speakers, 16 real life case studies and countless, practical marketing ideas, you’ll be certain to take home multiple strategies and tactics you can apply tomorrow. Subjects include: The latest research on what working right NOW in B2B marketing.

What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

Sales Lead Insights

This may be your best opportunity to quickly get up to speed about B2B marketing automation—while having breakfast and discussions on the topic with a select group of your peers. Interested in learning more about B2B marketing automation and how it may benefit your company? Then do not miss this complimentary, 90-minute breakfast briefing designed specifically for senior corporate, sales and marketing executives at a mid-size to large companies, or at a fast-growing, venture-funded small companies; executives who are looking for ways to cost-effectively and efficiently boost sales.

Webinar Leads Demystified: Free webinar on April 28, 2010 at 2:00 pm EDT

Sales Lead Insights

Webinar Leads Demystified: Best practices for leveraging both webinar registrants and attendees. nurturing best practices. Webinar Leads Demystified: Best practices for leveraging both webinar registrants and attendees. Don’t miss this complimentary webinar about turning webinar registrants and attendees into qualified, sales-ready leads. Wednesday, April 28, 2010 2:00 p.m. EDT (11:00 a.m. For more information and to register, click here. webinar, or webinar series, can be a strong performer in a marketer’s demand-generation program. EDT (11:00 a.m. No problem!

B2B e-newsletters: Three bits of advice

Sales Lead Insights

A client just asked me, "What are the three best pieces of advice to give to companies that embark on an e-newsletter for the first time?" Here’s my answer: Useful, relevant content is essential to get readership, and to avoid opt-outs. (I recommend aiming for 80 percent or more useful content and 20 percent or less promotional content.). What best advice would you give your fellow B2B marketers about e-newsletters? Make sure compelling copy is visible in the upper left corner.

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B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto

Sales Lead Insights

The best part is that B2B Marketing University is 100% pure education for serious B2B marketers. Attendees will learn more about what is working best today from top B2B marketing experts including: Carlos and Jay Hidalgo with The Annuitas Group, Adam Needles with Silverpop, (yours truly) Mac McIntosh, and the end-of-day roundtable of additional B2B marketing experts. Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level. No product pitches. Just learning. Register today for March 3 in DC.

Business Marketing Association Renames its Marketing Awards Competition the B2s

Sales Lead Insights

And that isn’t the best analogy for an awards show, is it?) I certainly don’t think of the B2s as an awards program for business communications. Before I get to sharing my opinion about the Business Marketing Association (perhaps better known as the BMA) changing the name of its Pro-Comm Awards to the B2s, let me point out that I’m a long-time member and big-time fan of the organization. That’s more detail than you needed! All this means I just might be qualified to offer an opinion about the BMA renaming its Pro-Comm Awards the B2s.

B2B Marketing University 2010 Kicks Off March 3rd in Washington DC

Sales Lead Insights

The best part is that B2B Marketing University is 100% pure education for serious B2B marketers. Attendees will learn more about what is working best today from top B2B marketing experts including: Carlos and Jay Hidalgo with The Annuitas Group, Adam Needles with Silverpop, (yours truly) Mac McIntosh, and the end-of-day roundtable of additional B2B marketing experts. If you are a B2B marketer, or are responsible for B2B lead generation, do not miss this half-day seminar on March 3, 2010 at the Westin Grand hotel in Washington, DC. No product pitches. Just learning. Register today.

B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

Lead Gen in 2010: Learn What is Working Best Right Now. This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how you can leverage them; Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media for generating, nurturing, and qualifying leads. We will show you how best to accomplish this, and more. If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! Why not register right now?

Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th

Sales Lead Insights

If your answer is yes, I recommend that you sign up for this live, one-hour webcast on January 27, 2010 at 2:00 pm EST. Lead Gen in 2010: Learn What is Working Best Right Now is an information-packed, one-hour webcast which will highlight: The latest trends in B2B lead generation, and how you can leverage them; Which lead generation strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media, and which will help you get better lead generation results.

Web Inquiry Management: Interview with Mike Wallen

Sales Lead Insights

This is really important because according to the 2008 Miller Heiman Sales Best Practice Study , the number of decision makers involved with each sale shifted up by 16 percent compared to the previous year’s study and companies are getting more sophisticated about how they make decisions. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Today companies receive inbound inquiries through numerous sources—the web, chat, phone calls and emails. They can.

An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

believe I’ve heard you say that to get the best results, B-to-B telemarketing should be part of an integrated marketing and sales program. This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads.

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

Sales Lead Insights

Sight: Many of your prospects process information best visually. It seems I’m always trying to show her something, as I process information best visually. To communicate best with these auditory people, have a conversation with them; either out loud with spoken words or in their heads with written words. If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond.

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

It provides metrics and best practices for business-to-business lead generation. If you’re still not convinced, consider this… The 2009 B2B Lead Generation Benchmark Study Report gives you the information you need to justify and improve your lead generation programs: It shares the lead generation best practices that are now getting the best results for your peers at other companies that sell products or services to businesses, institutions or the government. Get the 2009 B2B Lead Generation Benchmark Study Report. Yes, I’m one of them!).

Business Software Marketers: Finally a Conference Designed Just For You!

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It will be your opportunity to swap ideas about lead generation with some of the best in the business: your business software marketing peers. Join me and your business software marketing peers at this conference just for software marketing leaders. Capterra: The Conference. Empowering Software Marketing Leaders. September 13-15 in Washington DC. Make the absolute most out of your marketing efforts across the board. That’s the goal of this first-ever business software marketing conference. Learn more about them here. SEO Tools You Can Use Today To Improve Your Rankings.