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Traditional vs. Predictive Lead Scoring: Hard Math

IKO-Systems

Exclusive Bonus Content: Download Here How to Calculate a Lead Score – Without a Calculator. When pursuing new business, lead scoring is a pivotal step in creating a list of qualified leads. The difference between qualified and unqualified leads is comparable to the difference between customers and contacts.  . Is Lead Scoring Right for You?

Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score

Hubspot

When most people start implementing inbound marketing, they're primarily worried about getting enough new leads in the funnel. But once you have a lot of leads, you need to figure out who's really interested in your product and who's just starting to look around. That's where lead scoring comes in. Types of Data You Can Use for Lead Scoring. 1) Demographic Information.

How To Improve Campaign ROI With Predictive Lead Scoring

Radius

Despite the proliferation of online ad platforms and marketing measurement software with sophisticated campaign tracking and analytical horsepower, it remains incredibly difficult to assess the quality rather than the quantity of leads that each acquisition channel generates. Predictive Lead Scoring in Practice: How to Identify Your Best Channels. Campaign Round 2.

CPL 8

5 Ways to Recognize B2B Lead Generation Failure ???and Move On

LEADership

Among all the feedback I received, some readers expressed their fear and shared common instances of B2B lead generation failure. Yes, there are many reasons your marketing and sales activities can fail and they occasionally will. Sign up for our email newsletter to receive tips and information on B2B lead generation. Warning Signs of B2B Lead Generation Failure.

5 Common Stages of B2B Lead Nurturing

It's All About Revenue

Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. While every lead nurturing program requires some tailoring, we outlined 5 common stages a prospect will go through and the kinds of content you should deliver. This is the stage where a lead becomes an opportunity. Facebook. Welcome.

The Amazing Power Of Multi-touch Lead Engagement

IKO-Systems

They’re an example of multi-touch lead engagement. Exclusive Bonus Content: Download Here FREE infographic that shows where each lead engagement tactic corresponds within each buyer’s journey to sell more today! Nonetheless, multi-touch lead engagement is the next best thing. Why is Multi-Touch Lead Engagement Important Today? Accelerate the velocity of the sales cycle.

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Using Content to Move Prospects Forward in the Sales Cycle by Achinta Mitra on May 5, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Sales Strategies We often think of online content as the text on a web or blog page. of Tiecas, Inc.

Marketing: What Has Not Changed —7 Tactics to Drive Better B2B Lead Generation

LEADership

Sales Cycle: B2B marketing involves a multi-step buying process, meaning a longer sales cycle. B2C has a single-step buying process with a shorter sales cycle. Purchase Decision: B2B sales are based on task-oriented and rational buying decisions, reliant on business needs and budget. Here Are 7 B2B Lead Generation Tactics that Still Work.

3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned.

Developing an Integrated Content Marketing Strategy that Works – Guest Post

Fearless Competitor

B2B Lead Generation | Guest Post from Joe Pulizzi of the Content Marketing Institute. Good, but not good enough for most organizations, especially when there is a longer sales cycle. blog post email is received and then immediately read and shared out via Twitter, Facebook and/or LinkedIn). Your goal is to be the leading content provider for your niche. Online.

The 6 Stages of Successful Lead Management

It's All About Revenue

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. You should be 90% of the way there before you ever meet with sales.

Infer’s Artificial Intelligence Platform for Sales and Marketing Now Powers the Industry’s Largest Customer Community

Infer

Press Release:  Company Doubles Customer Base and Expands Leadership Bench by Adding Pete Westenhiser as Vice President of Sales. The increasing speed of our sales cycles indicates that we’re on the precipice of mass adoption for artificial intelligence and predictive solutions. Become a Facebook fan of Infer. About Infer. Additional Resources. Find Infer on LinkedIn.

The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers

Hubspot

Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. Keep on reading to brush up on your sales knowledge. Bad Leads.

BANT 49

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. Some of the findings match what I am hearing from my industrial clients and one really surprising result.

SQO 2

Tying Facebook Leads Directly to Revenue: A Marketo Example

Modern B2B Marketing

With our latest Facebook campaign, we are doing just that; tying leads generated by Facebook directly into our revenue pipeline via Marketo. We developed a custom Facebook application that generates a special offer and is powered by a Marketo form. Visitors to our Facebook page are prompted to “Like” our page which then lets them select their favorite decal.

MQL 16

Mautic Offers Free, Open Source Marketing Automation

Customer Experience Matrix

David Hurley, the open source industry veteran behind Mautic, argues that marketing automation has just now become widely enough understood for many marketers to purchase it without a lengthy sales cycle. started with the lead import feature, which was rather barebones. The flow can branch on a few lead behaviors (downloads asset, opens email, submits form, visits page).

Infer Partners with Terminus to Introduce Predictive Ad Targeting that Drives Advertising ROI through Top-of-the-Funnel Engagement

Infer

Press release: New Strategic Partnership Brings Profile Management and Predictive Scoring to Account-Based Marketing. Rather than take a spray-and-pray approach or focus only on known accounts, Infer helps companies accurately pinpoint which accounts or leads are most likely to engage with a given campaign, and then leverage this intelligence for greater advertising impact.

7 Real Marketing Interview Questions From HubSpot's CMO

Hubspot

The Question : "Draw a funnel on the whiteboard showing 10,000 visitors, 500 leads, 50 opportunities, and 10 new customers (or any other numbers you think are interesting). And I don’t just want them to tell me to "improve the visitor to lead conversion rate" -- they need to tell me how. Question 2: Lead Scoring. Can you use this information to create a lead score?

Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion

B2B Lead Blog

Recently on Topliners, marketers weighed in on lead scoring solutions in a discussion of the merits of ReachForce SmartForm vs Demandbase. With ReachForce’s SmartForms, our case studies have demonstrated conversion rate increases of as much as 40%, reduced cost-per-lead, better and faster lead scoring, segmentation and lead nurturing. Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. If you haven’t been there, we suggest you visit – it’s terrific.

How We Built Our Content Marketing Stack to Drive 10x ROI

Contently

Basically, it includes the different technologies you use during your marketing process, from the first time a prospect encounters your brand to that final sale. This suite model eventually gave way to the platform, as leading vendors developed software that also allow for additional plug-ins. Some leads have that instantaneous connection with a brand. Started from the bottom.

ROI 33

The Amazing Power Of Multi-touch Lead Engagement

IKO-Systems

They’re an example of multi-touch lead engagement. Exclusive Bonus Content:  Download Here FREE infographic that shows where each lead engagement tactic corresponds within each buyer’s journey to sell more today! Nonetheless, multi-touch lead engagement is the next best thing. Why is Multi-Touch Lead Engagement Important Today? What do your leads do? Takeaway.

ROI 1

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. Liz also writes the Lead With Intuition blog. As the Vice President of Social Business and Collaboration Solutions Sales and Evangelism at IBM, Sandy Carter plays an integral role in driving the company’s Social Business initiative.

A Brief History of Marketing Technology (and Social Media Marketing)

Marketing Action

Having lists of thousands of contacts, and being able to segment leads and then send them the most relevant content, is something that is absolutely necessary in the modern world of marketing. Then called “the facebook,” the behemoth we now know as Facebook was never meant to be a marketing tool. “the facebook,” circa 2005. Facebook circa 2012.

33 (of the) Best Marketing Strategy Guides and Insights of 2010

Webbiquity

Sometimes it’s essential to step back from everyday marketing tactics to ask the bigger questions: not just “ how do we get more people to `like’ us on Facebook? &# or “what apps should we be adding to our Facebook page?&# but: why do we even have a corporate Facebook page? from MySpace to Facebook). What’s a sales executive to do?

6 Ways B2B Marketers Use Social Media to Get Gangbuster Results

Marketing Action

The thing is, Facebook likes, Twitter retweets, Pinterest pins and LinkedIn followers don’t necessarily translate into new customers – or measurable return on investment (ROI).  You can find the answers to these questions and many more in a new Act-On eBook, Likes are Good, Leads Are Better: How to Grow Your Business Using Social Media , written by Jamie Turner. Look at it this way.

87 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Sales & Marketing Alignment. hours.

Stats 54

Fans, Followers and Ecosystems: Retention Beyond the Customer Matters

Conversionation

The potential buyer is called a lead, prospect, suspect and about a gazillion other things, depending on whom you talk to. Do our lead nurturing activities correspond with reality? Traditionally, we look at the customer journey, the sales/buying process and lead nurturing from the good old funnel perspective. Nurturing fans, connections and social ecosystems.

Media 12

Measuring Your Marketing ROI and Effectiveness

Hinge Marketing

And most metrics, like Facebook Likes and Twitter Follows, are of limited value because they don’t tell the entire story. One of the keys to measuring marketing ROI, especially for professional services firm, is to monitor progress along the entire B2B sales cycle. Because a firm’s services are not transactional, most prospects will not convert to a lead on their first visit.

9 Ways to Make Your Marketing Analytics Actionable

Hubspot

Take a look at your closed-loop analytics to determine which keywords have driven the most traffic, leads, and customers for your business. the keywords that contribute to leads and customers). Look at your traffic sources granularly to see how much traffic and how many leads each social media site is referring to your website. Score & Prioritize Your Leads for Sales.

MQL 21

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. Liz also writes the Lead With Intuition blog. As the Vice President of Social Business and Collaboration Solutions Sales and Evangelism at IBM, Sandy Carter plays an integral role in driving the company’s Social Business initiative.

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Sales & Marketing Alignment. license.

Stats 56

How to Excel With the Most Underused Marketing Automation Features

Hubspot

Lead Nurturing. Lead nurturing is a fantastic way to continue moving your leads through the sales and marketing funnel. According to DemandGen Report , nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. There are a million and one different ways a lead can move through your sales and marketing funnel.

11 Tweet-Friendly Takeaways from Eloqua’s Grande Guides

It's All About Revenue

The two most common lead scoring dimensions: identity and interest level.” sales cycle is 22% longer than 5 years ago.” Facebook averages 2.5 Online buyers spend 23% of their time on sites like Facebook & Twitter.”  [link]. Facebook. by Andrew Moravick | Tweet this. We said “ lists are dead ,” but the convenience of sharing information in “Five Fast Facts,” or “Eight Exciting Excerpts,” is rather hard to quit. That’s right – eleven tweetable lines lifted from Eloqua’s Grande Guides ready for your consumption. link]. link]. link]. The avg.

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Translate Features into Benefits if You Want Your Marketing Content to Engage and Sell by Achinta Mitra on July 6, 2010 in Content Marketing , Industrial Marketing Strategies , Sales Strategies Marketing 101 teaches you “Customers buy benefits and not product features.” I’m not disputing that nor am I making a new revelation.

How to Measure Social Media ROI Like the Experts

Hubspot

When getting started with social media , it's fun to watch your follower and fan count grow, see how many retweets you're getting, and watch how much people are commenting on Facebook posts. But how does it fit into your larger sales and marketing strategy? Let's take a look at 5 crucial pieces of data you should collect when measuring and evaluating your social media strategy to help you achieve your sales and marketing goals. This will let you determine which networks are best helping you meet specific sales and marketing goals.and which aren't making the cut. 2.)

Marketing Automation Trends for 2010

LeadSloth

Sales & marketing alignment. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Marketing automation solutions can facilitate remarketing to inactive leads, or so-called lead recycling, which helps drive value from a marketer’s most valuable asset, his or her lead database. 2009 was the year in which Marketing Automation really took off.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. The white paper has deconstructed the complex industrial buy cycle into four distinct stages that the buyer systematically goes through. Sounds simple, right? There are plenty of charts and graphs too. of Tiecas, Inc.

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Sales & Marketing Alignment. license.

101 Signs You're an Inbound Marketer

Hubspot

Sure, we have our quirky obsessions with data, Excel, content creation, and lead generation. You can calculate visitor-to-lead conversion rates in your sleep. You keep in touch with your mom using a lead nurturing campaign. Your salespeople go from asking for more leads to asking for more high quality leads. Your sales team loves you. Tweet this! ). 2.

FAQ 12

Marketing Automation vs. Inbound Marketing

Industrial Marketing Today

If you believe everything you read (and lately there’s been a lot) about marketing automation, you’d think it is the killer app to solve all your lead generation problems. Then there are scores of B2B marketers who swear by inbound marketing as the path to lead generation nirvana. Quality of leads delivered” was considered as most important by 464 respondents from the manufacturing sector as reported in Trends in Industrial Marketing 2010 released by GlobalSpec. It scored 8.6 on a scale of one to ten. B2B sales processes are becoming “consumerized.”