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Are White Papers Dead?

The ROI Guy

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Although white papers are still a workhorse, there is a troubling fact that deserves your immediate attention.

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New White Paper and Eloqua Prospect Profiler

Customer Experience Matrix

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. The paper, Restoring the Balance: Why Marketing Holds the Key to Effective Selling in a Changed Business World , is available for free on the Raab Guide site and will eventually show up on the Eloqua site as well.

Define and Conquer: Tips to Improve Sales and Marketing Alignment

It's All About Revenue

by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs. Marketing thanks sales for bringing home the big checks.

Alinean Launches Interactive White Papers

The ROI Guy

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers. Unlike traditional white papers, Alinean Interactive White Papers use profile information from a prospect to intelligently customize the collateral with more personalized, relevant and analytical content.

3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness

It's All About Revenue

After you read these reporting analysis tips, go into Eloqua and in your CRM and generate these reports: #MQLs by Lead Score and Geography. These three reports will help you to identify if your scoring behaves properly and here are few things you might discover: 1. Analyzing your web traffic data can help you in this task. Check out Eloqua’s Grande Guide to Lead Scoring.

Right Time, Real Time Selling

Fearless Competitor

Editor’s note: Eloqua has been acquired by Oracle and my LinkedIn Profile is at the top right of this blog, which is a blogging best practice and I welcome your visit. ” The article goes on to say that internal R&D is the #8 source of new ideas — more and more CEO’s are turning to Sales and Marketing, Customers, and Business Partners for new sales opportunities.

Alinean Introduces Interactive Content Connectors for CRM / Marketing Automation Integration

The ROI Guy

Captures rich customer intelligence for superior lead nurturing and accelerated sales cycles Alinean introduced Interactive Content Connectors at the Eloqua Experience event, helping integrate Alinean-value sales / marketing tools with CRM / Marketing Automation solutions, including salesforce.com, Eloqua and more. says Jefre Futch, CEO of Alinean, Inc.

4 Content Marketing Metrics Trends and Best Practices

It's All About Revenue

In the report – Eloqua Community: The State of Content Marketing 2014 , we teamed up with LookBook HQ to understand how well content marketers align their content with their buyer’s journey. Bob Smith downloaded our white paper presumably with the intent to read it) and actual behaviour (i.e. did Bob Smith actually read the white paper?

Top Content Marketing Challenges, Benchmarks, and KPIs

It's All About Revenue

by Amanda Batista | Tweet this As buyers navigate the research and sales processes independently, marketing organizations have realized the need for more sophisticated engagement strategies. The survey uncovered many valuable findings to help marketers assess their strategy and performance metrics. Company authored white papers (52%). Company authored white papers (41%).

4 BtoB Marketing Action Items for 2011

Fearless Competitor

And we at Find New Customers want to help you make 2011 a great year! Download and read the white paper How to Find New Customers. Purchase and read eMarketing Strategies for the Complex Sale by Ardath Albee. This provides even more depth that the previous white paper so you can dive even more deeply into key topics. Originally posted 12/30/2010).

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5 Tips for Creating Effective B2B Marketing Videos

It's All About Revenue

As buyers become decreasingly trusting in sales content, capturing the voice of the customer helps support value add relationships. With more tech buyers conducting research over mobile devices, video is easier to consume than, say, a white paper. Get with Sales and find out what they’re hearing from prospects and customers. Now, that’s efficiency!

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Simplifying Video Marketing: 5 Ideas To Get Started

It's All About Revenue

Ask questions of your CTO, marketing team, sales team, everyone. What is a question you can help answer for your audience? People just want to understand ideas better and whiteboarding has always been a great way to help illustrate a solution. 3. Your white paper is not only a white paper, it easily can be turned into a video, blog, or podcast.

Video 114

5 Steps to Feed the Content Beast

It's All About Revenue

She works primarily with financial technology firms to refine their integrated marketing strategy and content marketing programs, helping them facilitate the customer buying process. If you’re in this situation, you absolutely must “Use Every Part of the Buffalo” to help generate sufficient quantities of high quality content. Step 1:  Pick a Strong Topic. before we get started.

The Hidden Costs of Content Marketing

B2B Marketing Unplugged

Tired of whiny sales people who don’t know how to close? Marketo, Hubspot and Eloqua have been making noises about them for years. If we accept that content is key to marketing and sales, and we want to sell lots and lots of stuff then it follows that we need lots and lots of content, and a quick, cost-effective way to crank it out like Play-Doh through a star-shaped extruder.

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How to Measure Email Success in 2015: A Call to ROI

The Point

Improving email campaign measurement won’t generate more leads or better leads, in and of itself, but it will help accomplish both those goals by providing the data necessary to identify what’s truly working. That likely means one of two options: • a marketing automation system like Eloqua , Marketo or Pardot that in turn integrates with a CRM database like Salesforce.

Does your Eloqua Ferrari collect dust?

Fearless Competitor

Are you a client of Eloqua ? Our Marketing Automation Acceleration Package for Eloqua is exactly what the doctor ordered. Learn more (and check out our free offer) by visiting Get More from your Eloqua Purchase. You bought a great marketing automation platform from a great company. One problem. Problem is that few companies have the expertise or the time to do it themselves.

4 Reasons No One Likes Your Email Campaigns

It's All About Revenue

If you’re launching email campaigns, but you’re not seeing the results you expected, don’t blame the sales guy…yet. Your prospective audience needs to feel they have a question or a problem, and that your call-to-action will help solve it. If I receive an email encouraging me to download a white paper but it’s on a topic I don’t care about, the email probably won’t even get opened. 2. They help break up an email, but some email systems exclude images and some filters block too many photos. 4. These tips should help get your emails to the right inbox.

Announcing the Winners of SnapApp's First Annual Customer Awards: The Snappys!

SnapApp

Blackbaud’s “Realize Real Results” campaign centered on a microsite that layered interactive assets (two calculators, a quiz, and a survey) alongside static infographics, white papers, videos, and tip sheets to give participants a comprehensive view of the results they could achieve with Blackbaud’s products. This helps Prophix create proper segments and follow-up messages.

Developing an Integrated Content Marketing Strategy that Works – Guest Post

Fearless Competitor

Good, but not good enough for most organizations, especially when there is a longer sales cycle. Maybe there are a few things in here that will help you as your develop out your content marketing strategy. Downloadable Case Studies/eBooks/White Papers. Postcards with helpful tips. Full bio follows the post.). Thank you for this great post, Joe. Joe Pulizzi. _.

How to Marry Digital and Human-Touch B2B Marketing

It's All About Revenue

by contributor | Tweet this Editor’s Note:   Jeff Kalter  is CEO of  3D2B , a global business-to-business telemarketing company that bridges the divide between marketing and sales. He As you make plans for 2014, combine old and new tactics to create a marketing strategy that’s proven to be ideal for business-to-business (B2B) sales. It’s fast. It’s easy. And it’s ubiquitous.

Thank you, Marketo and Jill

Fearless Competitor

Marketo approved the writing of the remarkable sales lead generation white paper entitled How to Find New Customers. And we have great relationships at companies like Eloqua, Silverpop, Act-on, Genoo and Aprimo. In fact, a recent study found that sales teams with fewer, high quality  sales leads closed more than sales teams with more leads of dubious quality.

SnapApp of the Week: DemandGen's Relationship Counselor

SnapApp

DemandGen helps companies deploy and utilize marketing automation services and CRM systems like Eloqua, Marketo and Salesforce. A key story in their space is misalignment between sales and marketing – expectations are high and communication is low. How do you find out if your prospect is experiencing sales/marketing alignment or not? Learn how you can get started now

6 Tools for Turning Content Consumers into Customers

It's All About Revenue

But perhaps you’re still wondering what tools can help make the path smoother. Social media monitoring can help you understand who is digesting your content, and what they’re saying about it. Leads are following your links, reading your blog, downloading your white papers. Marketing can attach signatures assigned to individual sales reps. Templates for Sales.

Top 10 Guest Posts You May Have Missed

Fearless Competitor

We’ve written so many great articles on topics like sales lead generation , social media marketing and the like for other blogs. RPM with the Fearless Competitor (video interview on Eloqua blog). Demand Generation Predictions (Eloqua blog). Ways to Improve Your Value Proposition (The B2B Sales Lounge). To make it easy for you, I compiled a list here. contact-form].

B2B Marketing Trends From Eloqua Experience 09 Via Twitter

Anything Goes Marketing

Earlier this month I left my newborn and poor wife at home for an unforgettable week at Eloqua Experience in San Francisco. While there were a few keynote speakers, the conference focused on having the Eloqua community share their experiences so we could all learn from each other. To better understand, how Eloqua pulled this off, see: Social Media Buzz at a Live Event. Chad H.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place. You SiriusDecisions  - SiriusDecisions - SiriusDecisions provides senior-level executives with the sales and marketing operational intelligence required to improve topline performance. NoyesJesse – Jesse Noyes – Managing Editor @ Eloqua. Powerful. Complete.

11 Key Factors In Building Landing Pages for B2B Search Engine Marketing Initiatives

KoMarketing Associates

With these reasons in mind, here are eleven key factors that help influence and improve landing page development for B2B online marketing campaigns. Sales Readiness. While I recently wrote a post detailing the type of conversion actions B2B marketers should consider, here is a list revisiting potential options in offer development: White Paper Downloads / Requests.

B2B Lead Generation | Where Are You Today?

Fearless Competitor

handful of companies are like the motorcycle on the right – Marketo, Eloqua , Kinaxis and Hubspot are a few that come to mind. This is why our B2B lead generation site, Find New Customers , is filled with great free content like white papers, ebooks, podcasts, webinars, etc. B2B Lead Generation | Where Are You Today? They were just past the chimpanzee on the left.

4 Ways to Improve Your Online Marketing Funnel

It's All About Revenue

Build case studies and white papers to promote your organization as an authority. Industry benchmarks show that a vast majority of leads never convert to sales. Looking for techniques to help populate your online marketing funnel? Ways to Improve Your Online Marketing Funnel is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing.

What Can You Accomplish Integrating MAP and CRM solutions with Alinean Value Selling & Marketing Tools?

The ROI Guy

As you may also be aware, Alinean Value Selling & Marketing Tools do support robust integration with sales and marketing automation solutions and processes. He knew this was going to be a heck of a challenge, but he did have some good value oriented white papers to start with. This all sounds like good functionality that Alinean supports, but how does it work in practice?

Personal review: Aprimo Lead Management

Fearless Competitor

But you sure better sketch it out on a white board BEFORE you try to create it in Aprimo Lead Management.). It is clear that Aprimo belongs with the top marketing automation vendors, such as Eloqua, Marketo and Silverpop. Follow  Jeff on Twitter or download the high acclaimed  white paper on sales lead generation. Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement  lead generation programs to improve the way you find and  acquire high quality  sales leads using best practices in  online lead generation.

How to Woo B2B Buyers With Interactive Assessments

SnapApp

Who can resist going off and telling people, “I’m such a Scorpio,” or “I’m such a Carrie [Bradshaw, not White]”? Rather than asking your prospect to slog through a 30-page white paper, you can offer real-time, personalized results that add value through a 5-question quiz. Help your prospect discover the value of your product or service with a product readiness assessment.

Marketing as a Revenue Engine

Fearless Competitor

Steve Woods , CTO and Co-Founder of Eloqua leads a panel discussion at Dreamforce. Hey, Franklin Rios of InfoGroup , who leads the Fortune 1000 sales team, you ought to watch this.). Follow  Jeff on Twitter or download the  free white paper on B2B lead generation. For a list of our services, check out How We Help You. Quality sales leads matter.

What Percentage of Your Data is Fake? [CHART]

It's All About Revenue

by Anna Glushkovsky | Tweet this We’ve all done it before…fill in our names as “Anna Banana” with a title of “Miss Universe” to get to a  free white paper, webinar or just to see what the next screen is! Eloqua provides a set of tools to deal with clean data.  Sign Up now for Chart of the Week  to get a sales and marketing performance snapshot in your inbox every week!