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OCTOBER 24, 2011 How to Improve Your Marketing Automation ROI
By itself, a MAP can help marketers refine their targeting and the assignment of specific content to prospects; together these drive greater response rates. 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. The magic lies in realizing higher conversion rates throughout the Sales cycle. Marketing Automation with no/weak processes. No MAP / No Processes.
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JULY 26, 2011 B2B telemarketing: An interview with Michael Brown
define that as: phone + e-mail + social + SEO/SEM + online content. Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. So I sat down with Michael and asked him what’s new in telemarketing. Cold callers call to pitch. Well put.
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JUNE 17, 2011 B2B marketing automation: An interview with Will Schnabel
Customers can now make it easy for their recipients to promote messages to their Facebook friends via “like” and “recommend’ buttons, and can suggest a list of additional Twitter accounts for a contact to follow after they’ve shared content. We also added StumbleUpon and Xing to the list of networks with which email recipients can share content. Can you tell us about those?
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NOVEMBER 16, 2009 B2B Copywriting: Interview with Miller McMillan
Using keywords, tags, links and relevant content is critical to being visible in search results. Can a copywriter be a generalist and still be effective, writing everything from lead generation copy to search-optimized web page copy to content such as case studies, white papers and how-to guides? 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. Miller has worked with such clients as CNN, Hughes, Nestlé, Avery and Microsoft. Am I right? Absolutely.
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NOVEMBER 3, 2009 B2B Email Marketing: Interview with Stephanie Miller
The bad news: It’s not about content – so changing words like "Free" or "Click here" won’t make much of a difference. Keep it simple – no one has time to read a lengthy newsletter, even if the content is interesting. Use unique content and a slower pace. 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. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Witness your own Junk folder.
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SALES LEAD INSIGHTS Your B2B Lead Generation Budget: Start by Cutting It Into Thirds
| MONDAY, NOVEMBER 9, 2009
The lion’s share of this final third should be spent on creating content
(e.g., white papers, how-to guides, checklists, decision-maker kits, webinars, newsletters, articles and web page content
optimized for key search terms). Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Adding your company and its products or services to appropriate online directories. Use the second third of your B2B lead generation budget for direct marketing. MORE >>
SALES LEAD INSIGHTS Increasing B2B Lead Management ROI: 4 Key Performance Indicators
| WEDNESDAY, FEBRUARY 10, 2010
. Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. Because it validates some of what I’ve been recommending to my clients for years. The Forrester research study and white paper about sales lead management , commissioned by Silverpop , reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales. Lead scoring. Nurture early-stage buyers. MORE >>
SALES LEAD INSIGHTS B2B Marketing Automation: Crawl, Walk, Run, Win
| MONDAY, MAY 23, 2011
Step 1: Develop Personas and Related Content
. Repurpose, refresh or create content
for offers that are relevant and useful to them. Match the content
and cadence to each. B2B marketing automation, if done right, is an efficient and cost-effective tactic for engaging your prospects and helping them move forward in their buying process; ultimately generating more of the qualified, sales-ready leads that your salespeople and channel partners need to meet your company’s sales, revenue and growth goals. The good news? Develop a core definition of who you’re targeting. MORE >>
SALES LEAD INSIGHTS Email tips from one of our B2B lead generation and marketing automation experts
| WEDNESDAY, MAY 25, 2011
Test your timing, subject lines, content
and layouts to find what works best for your audience. Email needs to be part of a very deliberate and structured content
marketing campaign; one that includes sharing information, having two-way conversations, and repurposing content
for multiple media and audiences. This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. Altaf Shaikh. First up is Altaf Shaikh , our email expert. Here are Altaf’s Top Three Email Tips: A/B Test Your Outcomes. Learn more here. MORE >>
SALES LEAD INSIGHTS Marketing for leads and sales: What’s working for technology companies today
| MONDAY, MAY 16, 2011
They’re struggling with content
development. How do they create the amount of quality content
they need with limited resources? Where should people start… how should they go about creating the content
they need? Inventory what (content
) you already have in house. Curate and use other people’s content
, with their permission and giving them credit. Add to the content
on your site so prospects have a reason to return to it. And it’s also for developing the content
that can be leveraged for the other two buckets: Case studies, podcasts, webinars, etc. MORE >>
- B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff SALES LEAD INSIGHTS | TUESDAY, DECEMBER 29, 2009
- B2B e-newsletters: Three bits of advice SALES LEAD INSIGHTS | TUESDAY, FEBRUARY 23, 2010
- B2B Lead Generation by Phone: An Interview with Michael Brown SALES LEAD INSIGHTS | TUESDAY, DECEMBER 22, 2009
- Graphic design tips from one of our experts SALES LEAD INSIGHTS | THURSDAY, JUNE 2, 2011
- Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th? SALES LEAD INSIGHTS | THURSDAY, AUGUST 4, 2011
- The B2B Lead Generation Benchmark Study Report: Useful data and advice SALES LEAD INSIGHTS | THURSDAY, AUGUST 27, 2009
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