Top B2B Marketing Blogs: Key Ingredients
OCTOBER 22, 2014
What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. B2B Marketing Guest Blogs Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes.
7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
MAY 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. Make training about the guide mandatory. I’ll cover each of these 7 Truths in subsequent blogs. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization.
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Both are working toward different, conflicting metrics.
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. Of course it is, but only partially. With marketing automation it is a growing part of the job.
Content Methodology: A Best Practices Report
resources Blog, social, email Google Analytics, biannual. editor) Blog, social, email, paid distribution Google Analytics, engagement. managing editor) Create 2–4 pieces per month 2–4 pieces per week 1+ pieces per day Blog, social, email, paid. 2,500 Format Blog post. Blog post Longform. blog post Longform. blog post Longform. Content. Definition II.
Marketing is More than Automation
AUGUST 18, 2016
There is a back story to the development of the process called Account Based Marketing and that story was published in this blog by LeanData, Inc.: “In 2003, Bev Burgess , SVP ITSMA Europe, was the host of a get-together in London. As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. They discussed an intriguing idea – creating campaigns specifically tailored toward individual accounts. The rest, as they say, is history. Fast forward to 2016. Account Based Marketing (ABM) is all the rage.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
14 industry experts responded with excellent feedback that we'll share in three separate installments (displayed below)—plus one clever response from Jim Obermayer that we felt justified a blog all its own. Here’s what I mean: If they visit your blog and read the latest 3 posts written on different topics, are they actively showing progress toward the intent to buy? Part 1. Pam Hege.
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
Stay tuned for part two of this blog where we will talk about Smarketing (marketing’s “12 th man”) and the crucial role culture plays in any successful team. In a recent interview, I sat down with Matt Heinz to pick his brain. pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt broke down the dream team into a few major components. Matt Heinz.
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested. Inbound: SEO, SEM, Blogs; Outbound: Telemarketing, Email, Events). What’s a good lead rate? Just google them.)
Content Marketing Playbook: Strategy and Roadmap
you Google it, you’ll find a thousand different blog posts. than thinking about it as a company blog. Its three robust blogs see 2 million. Our blog generated 2 million views. has built blogs with over 100,000 monthly readers for. problems through your content, you’re much more like- ly to get them to read your blog and pick up much more. Introduction 3 II.
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
So, we compiled the experts' responses and wrote three blogs that summarize what they have to say. In the next blog in this series, you’ll hear from the following experts: Matt Heinz talks about how easy yet dangerous it is to stick with the status quo. Why did we ask? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
There were some terrific responses and I’ll share them over the course of two blogs. He had written a blog on this very topic and was so gracious as to allow me to pull from it. This could include email templates they could personalize, and articles and blog posts that will do nothing but benefit the customer. This year I've been talking a lot about Nurturing. The impact?
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." My question is, which are you? This media rep became my mentor.
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
MARCH 24, 2015
Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: He is spot on.
Evangelizing a Content Marketing Program
So, naturally, she want- ed Marriott to have a blog, and she wanted Bill Marriott. read a blog from me?” blog post at a time. Marriott’s efforts started with weekly blogs. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. Introduction 4 II.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
There was so much great feedback I’ve divided the responses into a five-part blog series. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Click here to read Part 1. ). Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Buy more lists!
When Bad Things Happen to Good Leads - Part 1
FEBRUARY 24, 2015
But that’s not what this blog is about. There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing. More accurately, it’s a good thing being used badly by most companies. Lead Nurturing
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
couple of years ago I wrote a blog for Salesforce.com about lead definition. Brian’s blog continues: “ULD doesn’t need to be complex. The next blog in this series covers how to drive revenue from all sources: inbound, nurture and proactive outbound. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. For whatever reason (was it beneath him?) the CEO failed to step in and act.
Status quo, you know, is Latin for 'the mess we're in.'
JUNE 30, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. The result? How to Fix It in Six Simple Steps. Inside sales?
Content Strategy for Marketing
One of your teams successfully released a blog. Content. Strategy for. Marketing: Sustainable, Scalable, and Sale-able As the web weaves into every aspect of your customers’ lives, they expect the. right content in the right place at the right time. Content as an afterthought or. even as a one-time campaign no longer works. Today, marketing is digital, so. content is critical. Content to.
The sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
Today's blog was submitted by James Obermayer. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. Instinctively, I knew this wasn’t true, but without the numbers at hand, refuting it was a losing battle in front of the whole group. How do the rest of you feel?”.
4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)
MARCH 3, 2016
This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. They have too much confidence in inbound-only strategies. qualified accounts.
The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
AUGUST 20, 2015
Today's blog was submitted by Pam Hege. 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. Your assessment should identify weaknesses and gaps in seven key components of your flow.
Marketing Automation is Not Marketing Strategy
FEBRUARY 27, 2014
We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. Today''s blog was written by Ruth P. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. But it’s only a tool. Marketing automation doesn’t identify your best target audiences. This worries me.
Study: How Much of Your Content Marketing Is Effective?
For example, Thea Oliver, communications manager at Thrive, said her biggest content failure last year was pushing “guest blogs. produced blog posts this year due to lack of budget and time, and. early days of content marketing as a one-click solution to popu- lating corporate blogs and as a hack for boosting search rankings. Copyright © 2015 Contently. All rights reserved.
Dead is Dead! (At Least in Sales and Marketing)
MAY 19, 2015
wrote another blog about this concept that you can find in Top Sales World’s magazine here. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. grew up during a time when it seemed like a lot of things were dead: Paul was dead. Thankfully, Sir Paul is still very much alive. You bet.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end). The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Your duties are: Establish the Brand. Lenskold.
Most Market Share Battles Are Lost, Not Won
JUNE 23, 2015
Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They have a great product for the industrial marketplace (construction, mining, etc.).
3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
APRIL 28, 2015
In this blog we'll tackle #3: How to appropriately follow up on a lead. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. Following the prayer, the quarterback threw a quick pass over the middle to score. Period. Stay in touch.
Staffing and Launching Your Content Marketing Program
blog came from posts that were more than a month. That entire team could stop blogging for a whole. work needed,” he wrote in a blog post. As venture capitalist and content market- ing expert Tomasz Tunguz recently wrote on his blog, “Content is one of the few forms of marketing that has. instance, found that the average post on his blog. All rights reserved.
My Favorite 'John Wayne' Thoughts for Marketers and Salespeople
APRIL 21, 2015
Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. I’m sure each of you has your favorite John Wayne movie quote. My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. Sorry don''t get it done, Dude.".
4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)
MARCH 1, 2016
This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. In Part Two of this blog, we will provide a Comprehensive Lead/Revenue Calculator and some benchmarks for what to expect from the four categories of revenue discussed in this blog. Most ROI calculators I see published are flawed.
Is Anyone Leading Lead Management?
JUNE 15, 2016
Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. This is the final installment of a three-part series in response to 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? Part 1. Part 2.
B2B Marketing Trends for 2016
marketing topics on the Webbiquity blog. ranging from single-person businesses to $1 billion+ corporations. A few recent success stories: Doubled a large office products company's online footprint, launched a successful blog, increased organic search traffic to its main corporate site by 74% over a two- year period, and grew Web-generated leads by 79% in a challenging economic environment.
5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
APRIL 17, 2014
In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.