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| | B2B LEAD GENERATION BLOG
JANUARY 15, 2012 Nine Simple Tactics to Drive a Higher Return on Trade Show Investment
Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. Take note.
| | MARKETING INTERACTIONS
JANUARY 15, 2012 The Art of The Ask in Content Marketing
When working on content strategies with clients, the question about which content should be gated always comes up. Content — great content — takes a lot of time, effort and resources to produce. It just makes sense that B2B marketers want people to pay for it with their contact info. Or does it? Regardless of how much has been said about giving to get, setting content free, and sharing without restraint, what comes up for many corporate marketers is that they're stuck in the cross hairs of corporate objectives that don't give them a lot of wiggle room. Is it worth the risk? Seriously?
| | B2B LEAD GENERATION BLOG
JANUARY 15, 2012 OpenView Names Top 25 Sales Influencers for 2012
Tweet I received some news today that leaves me both humbled and honored. OpenView Labs named its top 25 sales influencers for 2012, and I am among them. This is especially meaningful for two reasons. First, I have tremendous respect for the people who have joined me on this list; I’m in great company. Learn more about them here: Top 25 Sales Influencers for 2012.
| | FEARLESS COMPETITOR
JANUARY 15, 2012 Sunday Post: TED video | The Battle between your present and future self
Here at Find New Customers , Sundays are for learning. It is our tradition. We curl up with a coffee with my wife and our kids – and the Sunday New York Times (the only day we get a paper paper. Most days we read papers on our iPad2.) And since we consider Sundays for learning, we love to share these outstanding TED videos, so you can learn with us. Can I skip flossing just this one time?)
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- Blogging and the fairness challenge
A dear friend was recently lamenting that her blog had become nothing but blah, blah, blah. There was no commentary, discussion, or meaningful debate. But ironically, she said that it was not her style to “take a stand” on any issue. She would rather go with the flow. Obviously if you stay in the safety zone of “likability,” you’re never going to attract much conversation other than a polite “great post!” ” But think about this … on the social web, the only distinct value you can deliver is your opinion. My story. new outlook. MORE >>
YOUR SALES MANAGEMENT GURU CRM: 15 Years Later, now a friend
| SUNDAY, JANUARY 15, 2012
SFA/CRM 15 Years Later: Now It’s Every Rep’s Best Friend. This week, I thought you might like to read someone else’s article and my comments regarding the article. My comments are first. As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. One other element should be recognized is the “tech savvy” nature of reps today, vs even 10 years ago, this has made CRM acceptance so much easier. . by Lauren Carlson. www.twitter.com/crmadvice . MORE >>
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