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Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Want to guess how many of those leads arrive via our clients’ Websites? Fair enough. doubt it.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

How to Optimize Google AdWords with Offline Conversion Tracking and Marketo

Modern B2B Marketing

Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction. Today, however, Google has announced the release of a new AdWords conversion import feature , which allows you to track when clicks on your AdWords ads result in leads or sales in the offline world.

Why Writing Guest Posts Should Be Very Important to You

Fearless Competitor

So if you want to promote a business like the sales lead generation company , Find New Customers , start writing guest posts! Placing posts on other blog help your potential audience to associate your name with high quality information. And when you write a post for a very popular blog like Marketo , you get tons of audience. in his recent e-book. Boy does it ever!

5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. As we venture into a new year, we’ll continue to see dramatic changes in the ways sales teams operate. 

No Leads from Social Media? No Excuses.

The Point

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Navicure uses Marketo and to track marketing ROI.). agree.

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Lead Scoring: What’s Hot and What’s Not

Modern B2B Marketing

by Rick Siegfried When we say a lead is “hot,&# what do we mean? Exactly when is a lead “cooked” enough to go to sales? Such is the eternal struggle of sales and marketing teams across the world. The most essential aspect of lead scoring is that it is a shared methodology between sales and marketing. Explicit Scoring. Implicit Scoring.

Defining the Perfect Sales Lead – 4 Tips to Getting it Right

Modern B2B Marketing

Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. There are myriads of technology choices and philosophies on how to generate, nurture and manage leads. by Andrew Spoeth.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data


It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck,  and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing. What will it deliver to the sales process next to fuel sales? Great, now what? HS: Of course.

How to turn a good white paper into a great lead generation piece

Fearless Competitor

Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B lead generation company Find New Customers to write a white paper for you. Quality leads matter.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]


According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. ABM aligns marketing and sales. Stay tuned!

Dynamic Duo: Close More Deals with Sales and Marketing Alignment

Modern B2B Marketing

Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. And in previous posts I’ve written about how critical it is for marketing and sales to work together to create best practices, deliver more quality leads, and drive higher-impact deals. Lead Scoring.

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How to Use Quizzes to Ramp Up Your Lead Database

Modern B2B Marketing

Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz. Let’s look at four different examples. 1. Drive Traffic and Leads from Events.

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Why Marketing Doesn’t End at the Sale – Customer Obsessed Lifecycle Marketing

Modern B2B Marketing

Author: Amanda Scigaj Marketing’s role in an organization often boils down to creating new leads and revenue opportunities, and then passing them to sales. But most marketers know that it’s more cost effective to renew business with an existing customer than to acquire a new lead. Increase Engagement Post Sale. So how do you keep customers engaged beyond the purchase?

Sales Lead Management Best Practices: Thought Leadership with Barry Trailer

Modern B2B Marketing

Barry is co-founder of CSO Insights , an analyst firm that benchmarks the challenges faced by today's sales and marketing organizations, tracking the trends in the usage of people, process, technology and knowledge to improve sales effectiveness. Barry is also a member of the Marketo Board of Advisors. Barry is also presenting his latest research about marketing and sales alignment at an exclusive webinar titled Using Marketing's Insights to Close More Deals Faster. How did you get into sales and marketing, and what you like most about it? Sign up today! 1.

How Guest Blogging Grows Your Business and Improves Your Search Ranking

Fearless Competitor

If you want to promote a business like the sales lead generation company , Find New Customers , start writing guest posts! Placing posts on other blog help your potential audience to associate your name with high quality information. And when you write a post for a very popular blog like Marketo , you get tons of audience. Do you write guest posts? Boy does it ever!

Live From The Marketing Nation Summit Sessions: ABM, Content Marketing, Women In Tech and More

Modern B2B Marketing

One of the most popular sessions came from Joe Chernov, Vice President of Marketing for InsightSquared and a former marketing exec of both Eloqua and Hubspot, who made his stage debut for Marketo this year with a session called Growing Beyond Inbound with Account-Based Marketing. It all starts with having the right strategy in place: Set your goals for sales, savings, or sunshine (e.g.


Predictive Analytics: The Next Piece of the Social Puzzle

Modern B2B Marketing

Take, for example, Facebook’s recent decision to shift its feed algorithm to focus on actual audience engagement, or Google’s recent updates to its search algorithm, or the popularity of new social platforms like SnapChat, Instagram, and Vine. If you take a look at any sales advertisement, marketing campaign, or customer service interaction today, the chances are that social is involved.

32 B2B Marketers to Add to Your Google Plus Circles

KoMarketing Associates

As such, for B2B marketers specifically, activity on Google Plus could potentially have significant effects on lead acquisition and brand trust. In one example , survey data shows that 77% of buyers indicate they are more likely to buy from a company whose CEO uses social media. Whether She specializes in creating visibility, credibility and ultimately sales leads.

5 Reasons to Invest in Interactive Content

Modern B2B Marketing

For example, if I was interested in an A/B testing tool, the A/B testing quiz would come to mind. Reason #5: Accelerated Sales Cycle. When you can’t measure and quantify the consumption of your content, it’s challenging for both Marketing and Sales to decipher clues on the sales readiness of prospects. And with that, you’re already further along in the sales cycle.

How to Turn Your New White Paper into a Great Lead Generation Product

Fearless Competitor

B2B Lead Generation : Great content or a great lead generation tool. In this post, we explain how to turn that great new white paper into a superb lead generation tool using the best-practice approach of one of our favorite companies, Kinaxis. Do you want a trickle of leads or a flood? lead generation -  How to Find New Customers (Marketo). b2b sales – Definitive Guide to Making Quota (self) and. Edelman Trust Factor asked “If you heard information about a company from one of these people, how credible would that information be?”

Data Talks! 2 Proven Lead Generation Tactics to Jump on Now

Modern B2B Marketing

Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? In fact, 61% of B2B marketers cite generating high-quality leads as their No. Part of the problem is that everywhere you look, someone is telling you about new-and-better ways to generate leads. 44% of B2B marketers have generated leads via LinkedIn.

139 Content Marketing Blogs to Watch in 2017 (Broken Down By Category)


Demand Gen / Lead Gen. If you need more convincing, their blog has tons of information about marketing, how to use Facebook, the best ways to engage through email, and more. Check out their easy to read and informative blog! Recommended reading: How to Build a Steady Stream of Leads for Less Than $100/mo. #8. Marketo. The Wistia blog leads by example.

How Personalized Retargeting Can Optimize Your B2B Ads

Modern B2B Marketing

Current digital advertising methods make it difficult to generate qualified sales leads with anywhere close to a reasonable cost-per-lead. You can use information about your visitors, such as what country they are from, in ad retargeting. This could be a group of accounts within an industry, or simply named-account lists that your sales team can supply.

How to turn a good white paper into a great lead generation piece

Fearless Competitor

B2B Lead Generation: Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B demand generation company Find New Customers to write a white paper for you. You post it.

Find New Customers: Collecting registrations – right and wrong way

Fearless Competitor

Prospects are looking for information and not interruption while engaged in your B2B lead generation programs.  For more information, go visit the experts over at Junta42. But if you are a marketing starting to publish content, you’re undoubtedly thinking about capturing prospect information.  After all, you cannot start lead nurturing without prospect information

Book Club: Conversations that Win the Complex Sale

Modern B2B Marketing

by Carol Fox We recently reviewed Conversations that Win the Complex Sale , a book aimed at helping sales people rethink their messaging, as part of our B2B Sales and Marketing Book Club. Authors Erik Peterson and Tim Riesterer, who run a consulting company called Corporate Visions, say rethinking your messaging to sales leads is key. Makes you think, right?

Let’s Get Social! 5 Ways to Build Your Employee Social Media Culture

Modern B2B Marketing

Promote leading by example and have them active Twitter accounts and make sure they are contributing to your company blog on a regular basis. To get your executive team on board consider presenting to them and including some of the following information: Illustrate competitors who are using employee social media contributions successfully. Building customer relationships.

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Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Similarly, CRM systems are designed and optimized for a very different purpose, which is what creates the whitespace for marketing automation vendors (like Marketo). Sales Forecasting.

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Who is the Fearless Competitor?

Fearless Competitor

B2B Lead Generation | Who is the Fearless Competitor? With 1/2 of salespeople failing to make quota today… Find New Customers  helps companies (between 150 and 5,000 employees who sell complex products – software, insurance, hardware, boats, books, etc.) – to create, implement and deploy world class  lead generation programs. Sales makes quotas and executive keep their jobs.

Insights from How to Find New Customers

Fearless Competitor

B2B Lead Generation | How to Find New Customers. It contains great information to help you improve your business. The classic problem between marketing and sales and why they don’t trust each other. Marketing says Sales does not follow up on leads. Sales says Marketing’s leads suck.   The ball is not worth carrying. Social Call.&#

How to Optimize Your B2B Marketing and Sales with Online Video

Modern B2B Marketing

Any B2B marketer concerned with marketing ROI and sales enablement needs to know how and when to use it. Take YouTube, for example. Conveniently for us B2B marketers, video also conveys more information per minute than any other media platform. Convert casual interest into product curiosity to narrow your funnel and qualify your leads. The appeal of the play button.

5 Marketing Tips That We Could Learn from Celebrities

Modern B2B Marketing

Keep in mind that customers and sales leads can tell when you aren’t passionate about what you do. Example: Andrew Zimmern, from Bizarre Foods really LOVES what he does, and it shows! Example: Justin Beiber (I know I’m comparing this to JB, but this kid really made his mark with the help of his “team”). Whether its reality TV, Food Network or watching E!,

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Why B2B Companies Should Use Foursquare

Modern B2B Marketing

Consider some of these statistics: A recent 2011 Robert Half Technology study interviewed 1400 CIOs (chief information officers) of companies with over 100 employees. However, there are still good reasons to allow employees to utilize social media and one site in particular, is a perfect example. Collect Information On Your Target Market. Boost Sales Team Productivity.

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Generate More B2B Sales With Lead Nurturing and the Human Touch

Modern B2B Marketing

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. At Marketo, our prospect-to-lead conversion rate triples with lead nurturing. It’s critical to add the human touch to lead nurturing.

Marketing Automation: Four Ways to Cure the Ailments of MOFU

Modern B2B Marketing

MOFU is the M iddle O f the FU nnel stage in a marketer’s lead funnel or revenue cycle. Far too often, a blockage develops in the MOFU stage where sales leads stagnate, wither, and die.  But the problems of MOFU or leads not progressing affect virtually all marketers to one extent or another.  Feed and nurture your leads. You start working smarter, not harder.