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| | FEARLESS COMPETITOR
MARCH 30, 2012 It’s the last Friday of Q1. Where are your sales prospects for Q2, Q3 and Q4?
While everyone’s trying to close every deal before the quarter ends today, think about this: “A 2011 joint study by Vorsight and The Bridge Group noted, “On average, sales reps report that only 31% of all leads generated fit their ideal customer profile. Said another way, sales reps believe roughly 70% of the leads they receive have a low probability to purchase.” ” (Adam Needles, Why Demand Generation Shouldn’t Be Focused On Marketing Qualified Leads ). Sales is not getting nearly enough Sales Qualified Leads.
| | MODERN B2B MARKETING
APRIL 5, 2011 4 Components of Successful Demand Generation Marketing
Today B2B marketers have to take a leadership role in lead generation – it’s not good enough to provide names on a list, you’ve got to create a conversation and hopefully, a relationship for success. In other words, you’ve got to generate and manage demand. So, what does it mean to be a demand generation marketer? Demand marketers use marketing automation.
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| | MODERN B2B MARKETING
MARCH 9, 2011 My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.).
| || | SALES INTELLIGENCE VIEW
OCTOBER 8, 2012 Marketers are from Mars, Sales reps are from…
Kelly works with prospective and current customers to “paint a picture” of where they can go with marketing automation and revenue performance management. have been involved with corporate marketers and sales reps for more than 25 years. I don’t have to tell you that marketers and sales reps see the world from different perspectives. This is absurd.
| | SALES LEAD INSIGHTS
OCTOBER 24, 2011 How to Improve Your Marketing Automation ROI
Effective B2B marketing processes plus automation yield outsized returns. recent research study by Sirius Decisions (sponsored by Marketo), Calculating the Return on Marketing Automation , shares a framework for establishing a return on marketing automation, and discusses why the purchase of a Marketing Automation Platform (MAP) alone - without the proper processes and skills wrapped around it - will likely produce disappointing results. It’s not about generating more leads; it’s about identifying the right leads. No MAP / No Processes.
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ANYTHING GOES MARKETING The Recession is Here - Time to Become an Eco-Marketer
| SUNDAY, NOVEMBER 16, 2008
When I say that you should become an eco-marketer
, I don't mean that you should add some corny green recycle image to your website (who would do that?) Although I'm a big supporter of environmental issues and started my career running an environmental organization , I would like to focus on eco-marketing
in terms of demand creation. During my research, I stumbled upon a great article by the Canadian Marketing
Blog called " 2009 B-to-B Demand Creation Trends " eh (Canadian joke). However, after I drank 10 cups of coffee, I've created my own version of the eco-marketer
. MORE >>
DIGITAL VOICES Marketing Metrics: The key to marketing ROI
| WEDNESDAY, JULY 13, 2011
As every marketer
knows, we exist in a point in time where paradigm-shifting innovations require us to constantly evaluate our programs and the value they deliver. With the growing expectation that marketing
departments will increase revenue and cut costs, being able to quantify the results from previous programs and then predict the financial impact of future efforts are becoming must-do items. Check out the job boards; most senior marketing
positions are being defined with a requirement for statistical analysis. How do you determine marketing
ROI? Hurry up. MORE >>
SALES LEAD INSIGHTS B2B Marketing Automation: Crawl, Walk, Run, Win
| MONDAY, MAY 23, 2011
automation, if done right, is an efficient and cost-effective tactic for engaging your prospects and helping them move forward in their buying process; ultimately generating
more of the qualified
, sales-ready leads
that your salespeople and channel partners need to meet your company’s sales, revenue and growth goals. The bad news is that when it comes it comes to implementing marketing
automation for generating
, nurturing and qualifying leads
, many B2B marketers
are daunted by the perceived complexity. The good news? MORE >>
MODERN B2B MARKETING CRM Series: 3 Ways CRM Integration Creates Alignment and Drives Sales
| THURSDAY, APRIL 4, 2013
He is the CEO and chief marketing
evangelist at LeadMD. The The company helps businesses generate
and manage leads
better through marketing
automation processes and technologies. Integration is really kind of a dirty word in marketing
– it scares a lot of execs to even say it. There are a lot of marketing
“dinosaurs”. We all know “that guy” – the marketer
who hangs his hat on lead generation
alone. We’ll call this marketer Lead
Rex. But in an age of marketing
automation and CRM, it’s downright negligent. MORE >>
DIGITAL BODY LANGUAGE Loose Coupling and Analysis of the Marketing Process
| MONDAY, OCTOBER 19, 2009
When analyzing the flow of leads
through your marketing
organization, and into your sales organization, how you design the stages in the process has a significant impact on both how you are going to be able to analyze it, and how you are going to be able to optimize it in the future. Your marketing
team, for example, may pass marketing qualified leads
(MQLs) to your sales team. Instead, these leads
that are accepted by sales should be termed differently – in this case Sales Accepted Leads
– SALs. The reason for this is two-fold. MORE >>
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