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Dear CEO: The Era of Accountability Starts in 2017

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This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. (Photo Courtesy of Kenny Madden). just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. At some point it has to stop, doesn’t it? You would think so, but there are few signs of it stopping in the real world today.

Top B2B Marketing Blogs: Key Ingredients

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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.

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Bubble in the Funnel

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See this blog for specifics. Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. We generate, qualify and nurture leads using Account-Based Marketing processes. Their “reward”?

To Manage Sales You Must Manage Sales Leads

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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.

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.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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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.

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The Quest for Good Leads: Are You Asking the Right Questions?

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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.)

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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The remaining four stand-alone blogs will follow. Over the next two weeks we will run the remaining four blogs on the topic of ABM: Part 2 : Adam New-Waterson, LeanData Part 3 : James Obermayer, Sales Lead Management Association Part 4: Scott Vaughn, Integrate Part 5: Megan Heuer & Matthew Senatore, SiriusDecisions. recently posed this question to fellow industry experts.

Gold Calling vs. Cold Calling

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I've written many blog posts on the fact that cold calling isn't dead. In fact, doing the right amount of research, adding a personalized touch to your outreach attempts, and a lot of persistency will help you get in the door for more prospects than you might think. Using these gold calling techniques will help you have faith in the cold calling process. Whether you call high quality cold calling Gold Calling or Cold Calling 2.0, there are four primary differences between quality outbound touches and old-fashioned cold calling or “interruption marketing.”. Call it what you want.

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.

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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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.

Are You Building a Company or Just Laying “Marketing Brick”?

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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.

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Like Leaving Flour Out of a Cake

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The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” Boston University blog states: Plato says that justice is not mere strength, but it is a harmonious strength. Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. How can you fix this?

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4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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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.

What Percentage of Marketing Leads Should Be Accepted by Sales?

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According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. Unfortunately, the baton gets dropped more frequently than it is successfully passed. You can read more about the judicial branch here. closed/won deals per 1,000 inquiries.

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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.

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

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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?

When Bad Things Happen to Good Leads - Part 1

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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

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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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!

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

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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.

Status quo, you know, is Latin for 'the mess we're in.'

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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?

The sales rep said, “I never got a lead yet that turned into a sale.”

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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?”.

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Does Your Sales Team Know How to Follow-Up on a Lead?

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In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads. Set sales straight—it’s a win win. Rapid identification of problems.

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

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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.

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Dead is Dead! (At Least in Sales and Marketing)

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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

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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.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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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.

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Most Market Share Battles Are Lost, Not Won

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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.).

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Marketing Automation is Not Marketing Strategy

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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.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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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.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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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.

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

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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.

Marketing is More than Automation

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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.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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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.

True Marketing Operations: It’s time.

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B2B Marketing Marketing Strategy Guest Blogs My best right hand man in a large sales organization was the sales operations manager. I had 110 salespeople working for me worldwide, a company president who was hyper (to say the least), and board of directors who were almost as wired as the president.

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My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

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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.".

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4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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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.

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Sales Lead Management Leads to a Lower Cost of Sales

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Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Lead Management

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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Anyone who is intellectually honest and not employed by an inbound marketing company will admit: It’s a fantasy that search engine optimization (SEO), Facebook and tweeting about our community-building , value-creating blog are sufficient to produce the volume of face-to-face sales meetings required to hit our new business objectives. Someone once told me that CEOs don’t care about leads.

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. Here is the entirety of our discussion, and below are some highlights. The Quality of Leads is Abysmal.

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