Sales Lead Insights

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A creative director’s take on marketing strategy and tactics

Sales Lead Insights

Like increasing or establishing awareness in a particular industry vertical, generating qualified leads from companies of a certain size or location, attracting more visitors to a product offer page, persuading existing customers to purchase a complementary product or add-on, or using a discount to attract more prospects who are ready to buy. Mac: Clients give us all sorts of input, right?

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

She helps our clients build and maintain relationships with their prospects and customers through email, newsletters, landing pages, blogs and more. Here are Meryl’s top email copywriting tips: Write emails with the prospect or customer in mind, not the company. Meet Meryl Evans , one of our email copywriting experts. Remember that even in B2B, people make the buying decisions.

B2B telemarketing: An interview with Michael Brown

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The more closely the two collaborate; the better off everybody is… including your customers. 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. Okay, Michael.

B2B Lead Generation: Getting on the same page

Sales Lead Insights

Customer: A company, division, department or facility that has purchased from our company. Also often called the Sales & Marketing Database or Customer & Prospect Database. Suspect: A contact who appears to be similar to our company’s Prospects, Marketing Qualified Leads, Sales Accepted Leads and Customers, but who has not specifically expressed interest or determined to be a Prospect. A lead is a lead. Or is it? always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s.

Content Methodology: A Best Practices Report

for customer service. Customer service teams are the experts on customer pain points. president of global creative and content marketing. “It’s customer-first thinking. A lot. Business Goal Content Objectives KPIs Customer. customers Customer service • Number of service issues resolved using. become customers. Content. Methodology: A Best.

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

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This has given even more control to customers and prospects, enabling them to actively search online and collect information from trusted sources before making their buying decisions. The Revenue Cycle starts from the first contact with a prospect and continues through the sale and beyond to the customer relationship. What's your take on the current state of Marketing and Sales?

Bridging the Content Chasm for B-to-B marketing automation and lead generation

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Changing buyer behaviors require B2B marketers to communicate with prospects and customers in new ways. There’s a new marketing term that I’m hearing more and more often - “the Content Chasm”. By delivering content that is personalized to the prospective buyers' roles, where they are in their buying process and their personal preferences for consumption.

B2B marketing automation: An interview with Will Schnabel

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Upon joining Silverpop, Will assumed responsibility for overall operations and product direction of Silverpop's Engage B2B solution, a demand generation and lead-management platform and recently transitioned to focus on growing and driving customer integration with Silverpop’s extensive partner network. know you’ve had a flurry of product announcements this spring. That is a clever feature.

B2B marketing and lead generation campaigns: Expert tips

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He presents products and services (both online and off) in ways that make sense to customers. Make sure that everything works - mechanically to be certain that landing pages, phone numbers, links, and the like are all functional; culturally to ensure that images and language are understood the way they're intended; and effectively by testing each effort with customers.

Evangelizing a Content Marketing Program

percent of American pay TV custom- ers overall, including the 25–34 demographic. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. CUSTOMER RETENTION & LOYALTY The “always-on sales funnel” is a mod- ern marketing cliché for a reason. customer. All rights reserved. Introduction 4 II. Why This Guide 6 III. Instead, most.

Email tips from one of our B2B lead generation and marketing automation experts

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tips, reminders and customized offers), how can you find anything more targeted than a 1-to-1 note addressed to an individual who has opted in to receive it? 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. Email Marketing is Not Standalone.

Is social media effective for B2B lead generation?

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Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. 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. about a survey they recently conducted. Not bad!

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

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Reach and nurture more prospective customers. To quickly get up to speed on BtoB marketing automation and the benefits it may bring your company—and to learn about some fast, easy and affordable ways to put it to work—please join us for this Executive Breakfast Briefing: What BtoB marketing Automation is all about, and why you should care. Westin Waltham Boston. Learn more or register here.

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Want to build a great brand for your company?

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Instead of investing a bundle financing a snazzy new logo, or spending too much of your marketing budget on brand advertising, invest in making sure that all the touch points your company has with its prospects and customers are enhancing the brand… rather than hurting it. B2B marketing

Study: How Much of Your Content Marketing Is Effective?

And instead of relying on disruptive banner ads, brands are start- ing to get smart about targeting customers with original content. their most important marketing goal, lifetime customer value and. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. content.

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

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Put your companies’ prospecting programs on auto-pilot; Reach and nurture more prospective customers; Generate more qualified leads; Close more sales; Lower your cost of sales; and. 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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Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. Treat prospects differently from customers. Email is great for customizing the "storyboard&# – aka: sending drip marketing campaigns. “Submit three questions to our expert and we’ll provide custom answers in two days&# is more compelling. Again, customize. These are your customers! Yikes! Yes and yes.

Looking for a roadmap to more revenue? Read this book!

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Kristin Zhivago is a revenue coach who helps CEOs and entrepreneurs increase their bottom lines by understanding what their customers want to buy and how they want to buy it. The book is formatted in logical steps to help you discover and document your customer's buying process, so that your sales and marketing efforts can be redesigned for how your buyers want to buy. The good news?

Buy 9

B2B Ads From the Past

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Speaking of B2B advertising from the past, one ad that never grows old for me is this one from McGraw-Hill : The copy reads: “I don’t know who you are. I don’t know your company. I don’t know your company’s product. I don’t know what your company stands for. I don’t know your company’s customers. I don’t know your company’s record. I don’t know your company’s reputation. I always find it interesting to take a look at the work done by our predecessors in B2B marketing. Now—what was it you wanted to sell me?&#.

Content Marketing Playbook: Strategy and Roadmap

customers to reimagine GE on the cutting edge, which. they end up becoming customers of Moz, that’s great, too, but that’s a side benefit. list that could include: its own investment trends data, data and queries gathered at its customer call center, the expertise of its financial advisors and other internal. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently.

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

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Because as a Fortune 500 client said to me recently, “Although most of our customers are 50-year-old white men, it won’t be that way forever. After all, he or she reasons, “My customers have found me in the past via word of mouth, so I’ll keep doing that.&#. This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. My guest today is Dianna Huff of DH Communications. Second, strategy doesn’t match the objective.

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

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By understanding your customers and using them as a model for the right prospects to target with your lead generation activities, and by targeting those right prospects, you will get a better ROI. 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 numbered items below are the four KPIs from the white paper, but the comments about each are mine: Profiling and targeting. Lead scoring. Content.

Your B2B Lead Generation Budget: Start by Cutting It Into Thirds

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Use it to fund: Building a well-targeted list of prospective customers. 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. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours. 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.

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

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If you are near Chicago, and are responsible for getting your large company's marketing materials into customers' hands, consider attending this Breakfast or Lunch and Learn: As Marketing Grows More Complex, Don’t Forget the Basics. Attend this breakfast or lunch for marketers at large companies and learn how to: Best connect with your prospects and customers. Cost: Completely Free!

Content Marketing 2016: Staffing, Measurement, and Effectiveness

platforms, and customer relationship management. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But brands.

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

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Reach and nurture more prospective customers. 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. Can’t make it? Be notified about future events. Generate more qualified leads.

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

Sales Lead Insights

That sounds obvious but often the new business and base customer growth goals assigned to sales don't translate easily into the lead generation and customer retention and satisfaction goals given to marketing. Who is our Ideal Customer? What is a " sales-ready lead ?" How do you define customer satisfaction and loyalty? What is our target market?

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

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The impetus for marketers to generate leads, drive sales and support customer lifetime value has never been stronger. If you are a B2B Marketer, or are responsible for lead generation, don't miss this complimentary, half-day, educational event! What: B2B Marketing University. When: June 23, 2010. Where: Westin Galleria. 13340 Dallas Parkway, Dallas, TX 75240. Register here.

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

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The impetus for marketers to generate leads, drive sales and support customer lifetime value has never been stronger. If you are a B2B Marketer, or are responsible for lead generation, don’t miss this complimentary, half-day, educational event! What: B2B Marketing University. When: May 18, 2010. Where: W Hotel, 100 Stuart Street, Boston, MA 02116. Why bother attending?

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

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

Sales Lead Insights

The impetus for B2B marketers to generate leads, drive sales and support customer lifetime value has never been stronger. Are you a B2B marketer that is responsible for lead generation? If so, you won’t want to miss this complimentary, half-day B2B marketing seminar on April 7, 2010 at the Crowne Plaza Cabaña Hotel in Palo Alto, CA. No product pitches. Just learning.

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

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Create three lists that rank your current customers using three criteria: Gross revenue. Your ideal customers are those that are at, or near, the top of all three lists. While reviewing your existing customers, consider the following questions: What industries are they in? Step 9: Target the best companies and contacts with your lead-generation efforts. Profitability.

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

Sales Lead Insights

Create three lists that rank your current customers using three criteria: Gross revenue. Your ideal customers are those that are at, or near, the top of all three lists. While reviewing your existing customers, consider the following questions: What industries are they in? Step 9: Target the best companies and contacts with your lead-generation efforts. Profitability.

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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

put their companies’ prospecting programs on auto-pilot; reach and nurture more prospective customers; generate more qualified leads; close more sales; lower their cost of sales; and. Interested in learning more about B2B marketing automation and how it may benefit your company? What B2B marketing automation is all about, and why you should care. Presented by AcquireB2B, a division of Mac McIntosh, Inc. Date: June 29th. Time: 8:30 am to 10:00 am. Location: Waltham, MA. Information and Registration. Can't attend this Boston-area event on the June 29th? And only do what works.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

B2B Marketing Automation: Here’s My Definition

Sales Lead Insights

The use of technology to generate, nurture, score and qualify leads, and drive sales, using customized, multi-touch marketing communications tailored for each contact’s profile, level of interest, behavior or place in the buying process. How’s this for a definition of B2B marketing automation? Unfortunately it’s a mouthful, isn’t it? What do you think? Do you have a better definition of marketing automation? Do you see other benefits that marketing automation delivers?