The Point

NOVEMBER 10, 2016

JW Player contacted Spear Marketing Group , a leading B2B demand generation agency , for help. Spear’s engagement began with an audit and assessment of the pilot campaign, to gauge what learnings could be gleaned from the experiment, and also to help provide baseline data on which to project Cost Per Click (CPC) and potential ROI.

SEM 222

SEM Cost Per Click Enterprise Management Paid Search Agency 222

The Point

AUGUST 27, 2019

Or opt for LinkedIn’s Lead Gen Forms, which generate a pre-populated contact form inside the app. Making sure that your company page is current, accurate, informative, and populated with relevant content will help to establish trust and drive additional engagement from those who feel less inclined to click on an ad. Audience Size.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

JULY 1, 2019

A highly tuned lead scoring program will help ensure that motivated buyers receive the appropriate attention and don’t fall through the proverbial cracks. For example, at our agency , we use Slack channels to alert specific sales execs when a prospect requests to “contact sales.”. Are you integrating third-party intent data?

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

The Point

MAY 28, 2019

As part of an ABM strategy or target account campaign, providing a chat experience personalized by company, industry, persona, or even individual contact. If you don’t know much about chatbots yet, be prepared to abandon the notion of chat as a technology of generic, bland “how can we help you today?”

Demand Generation Agencies 127

Demand Generation Agencies Demand Generation Demand Top of Funnel 127

The Point

NOVEMBER 22, 2016

It’s when a prospect first expresses interest that nurturing can help highlight hot leads, filter out the junk, and increase the rate at leads engage with sales. In a nutshell, the process is: lead comes in, SDR contacts leads, if no response, he/she moves that lead to the nurture program.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

The Point

NOVEMBER 20, 2015

integrated – so that targeted contacts see a consistent, cohesive message via multiple channels. Predictive technology can help identify those accounts most likely to actually convert, independent of which accounts are simply on sales’ “hit list”. Here are 7 steps to developing and executing a successful ABM program: 1.

Account Based Marketing 100

Account Based Marketing ABM Paid Search Agency Marketing Strategy 100

The Point

FEBRUARY 11, 2013

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use Salesforce.com to get accurate and useful performance data about marketing campaigns. This ensures that every new Contact is associated with a Campaign and therefore maintains data integrity.

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Campaigns Budget Programs 100

The Point

AUGUST 16, 2016

The company’s technology helps large brands master their marketing performance by unifying and refining their vast array of marketing data, across every channel and platform, so they can see what’s working and what’s not. Origami Logic is a marketing analytics company and a global leader in marketing performance measurement.

Microsite 100

Microsite Campaigns Demand Generation Agencies Brand Identity 100

The Point

OCTOBER 30, 2013

If you utilize a marketing automation platform, the registration form on your landing page will be pre-populated with the prospect’s contact information, so conceivably all he/she has to do is click on the “submit” button. Landing pages help drive further engagement. You’re not really asking for much.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

The Point

DECEMBER 12, 2014

Every keyword in a campaign receives a quality score, ranked on a scale from 1-10, that, in combination with other factors – not all of which Google discloses – helps determine your cost per click (CPC), ad position, and other variables that contribute significantly to the success and cost-effectiveness of your PPC campaign.

Landing Pages 100

Landing Pages Lead Scoring Lead Ranking PPC 100

The Point

APRIL 1, 2014

The client had only one BDR (Business Development Representative) but was generating a reasonable volume of leads with our help, so the decision was made to automate lead nurturing as a way of ensuring that every lead was responded to effectively and consistently, regardless of the BDR’s bandwidth on a given day.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

MARCH 12, 2012

The odds of contacting a lead if called within five minutes versus even 30 minutes are 100x greater. Plainly put, simply calling or contacting every lead isn’t enough. Big mistake. The odds of entering (that) lead into your sales cycle increase 21x if called within five minutes compared to 30 minutes.”.

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

The Point

JUNE 8, 2016

However, a more balanced, integrated nurture program – one that incorporates other communication channels – can help accelerate the lead lifecycle and improve demand generation ROI by maximizing the chances that your nurture message reaches its intended recipient. That’s not because email is going away any time soon.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Account Based Marketing Leads 100

The Point

AUGUST 18, 2014

a white paper download, a demo request) can help uncover hot leads that might otherwise be missed, or at the very least can help sales prioritize which leads merit being called first. Someone who’s attended a tradeshow may be ready to contact sales directly. Any response (e.g. Make it easy to do so.

Trade Show 100

Trade Show Campaigns Tips Lead Nurturing 100

The Point

FEBRUARY 5, 2010

40 email tracks may help you squeeze every last ounce of benefit from your marketing automation system, but does it deliver 10 times the benefit of a program with only say, 4 tracks? nurturing and cultivating contacts over time so those contacts remember the client’s brand when the need arises. I doubt it.

Lead Nurturing 100

Lead Nurturing Rules Leads Lead 100

The Point

OCTOBER 14, 2010

For one, I can report that no companies are coming to our firm asking us to help them align sales and marketing. Adding a campaign-specific unsubscribe link to outbound emails can help avoid eliminating names from the opt-in pool together. Phone contact has to play a role. Think you have enough content?

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

MARCH 13, 2013

In most cases, the goal of an effective autoresponder program isn’t to convince the prospect to buy your product, or even to persuade him or her to request contact from sales. Don’t try to do too much. A good autoresponder simply generates response, any response, and gives the prospect another opportunity to request additional information.

Autoresponders 100

Autoresponders Effectiveness Trade Show Bandwidth 100

The Point

FEBRUARY 11, 2014

The key is to do this in a new way – don’t just tell marketing where they’re falling short via diagnostic tools; instead, help marketing fix the problem. How does Captora help marketers get more from that investment, and also help them gauge which content really works? [PA]

Paid Content 100

Paid Content Demand Generation Agencies Cost per Lead Lead Scoring 100

The Point

OCTOBER 12, 2011

Write in 2nd person whenever possible – it helps connect you and your brand to the reader. If you can’t attend the Webinar, download this white paper”, “If you have questions, contact us”) and you’ll simply detract from the primary offer. Thou shalt use “you” not “we”. Thou shalt not serve up multiple calls to action.

Copywriting 100

Copywriting Paper Webinar Metrics Marketing Management 100

The Point

JULY 15, 2010

In too many cases, SFDC is just a glorified contact manager. Marketing people naturally tend to think in terms of campaigns and “mass&# activities, and that’s exactly what SFDC (or any good CRM system) can help automate in a hurry. Unfortunately, the data in most CRM systems isn’t tight enough to help marketing.

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

The Point

FEBRUARY 27, 2012

The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead was a mere 100 points. Thanks Dan!

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Leads 100

The Point

APRIL 21, 2010

That was the challenge faced by Navicure , a leading Internet-based medical claims clearinghouse in Atlanta that helps medical practices increase profitability. Navicure turned to its demand generation agency, Spear Marketing Group , for help. In its first 30 days, the blog attracted dozens of new email subscribers and 60 sales leads.

Demand Generation Agencies 100

Demand Generation Agencies Sales Leads Paid Search Agency Work Management 100

The Point

AUGUST 17, 2010

Direct mail diversifies your risk and gives you another touch point with your key contacts. Dimensional mail in particular can help you break through the clutter, especially when targeting top executives. Small Business. Most small business owners receive their mail directly, and at their place of business. Top Management.

Marketing Mix 100

Marketing Mix Planning Lead Nurturing Demand Generation 100

The Point

MAY 6, 2010

A couple of weeks ago our firm prepared a detailed ROI analysis for a client helping them substantiate to their management the investment in a marketing automation platform. How do you know where marketing automation will help? Below are 10 questions to help analyze your current processes and indentify opportunities for ROI.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

FEBRUARY 22, 2010

Responding frequently and proactively to questions on LinkedIn helps to build your reputation for expertise in a very tangible way. It’s how I ended up posting the response shown at right, in response to the question: “Need help with subject line for email campaign.”. Answer the question.

Linkedin 100

Linkedin Peer-to-peer Tips Advertising Agencies 100

The Point

NOVEMBER 5, 2009

But marketing automation can also have an impact on a more strategic level, addressing the frequent disconnect between marketing and sales, and also by helping to make marketing departments more accountable. I think the biggest pitfall is the lack of pre-planning when these processes are implemented. Thanks Barbara!

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

The Point

NOVEMBER 15, 2010

Business contacts can be more receptive to generic messages and even success stories from other industries than we think. A tip: pose questions in a manner that implies the answer is a benefit to the reader, for example: “Help us send you more relevant information by identifying your primary areas of interest from the list below.”.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

The Point

APRIL 23, 2020

Conduct a thorough database audit (there are data vendors who will do this for free) and take stock of old, unresponsive, unmailable, and duplicate contacts. Use this time to solicit their input on where marketing can best help source new leads, drive engagement, or close new deals. Good marketing data is more important than ever.

Budget Management 263

Budget Management Spending Work Management Marketing Management 263

The Point

MARCH 12, 2020

Even on days where you just switch shirts or wash your face, spending time getting ready helps get your mind into “work mode.”. It helps both your mood and productivity. Being happy in your workspace will help keep you motivated throughout the day. It’s easy to get chained to your desk at home and lose that movement.

Work Management 227

Work Management Paid Search Agency Tips Demand Generation Agencies 227

The Point

JANUARY 6, 2012

In order to keep the layout scalable, simple, and intuitive, we added a categorization system to help users search by content type as well as category icons and a rating system to aid in scannability.“. “We not only wanted to accommodate the existing resources, but also the many more that are on the horizon.

Resources 100

Resources Lead Generation Paid Search Agency Generation 100

The Point

JANUARY 6, 2014

An effective autoresponder program complements your telesales team by increasing contact rates and highlighting those leads that need the most attention. Segmenting your campaign into different target groups doesn’t have to mean entirely new creative; even a sentence or two can help an email be more relevant to an individual recipient.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Autoresponders 100

The Point

JUNE 13, 2014

. • Content syndication leads won’t receive top priority from your reps, so it’s unlikely they’ll otherwise be contacted immediately. • It helps remind the prospect that he/she downloaded the content, and makes him/her more receptive to a follow-up call. •

Cost per Lead 100

Cost per Lead Salesforce.com Budget Programs Content 100