Avitage

MARCH 29, 2016

Sales people need content to sell In B2B sales, especially a complex, considered or value sale, sales people still generate most of their sales “leads.” As it is for marketers, content is essential to capture prospect attention and generate interest. ” They develop virtually all sales opportunities.

B2B Sales 120

B2B Sales Marketing & Strategy B2B Content 120

Avitage

OCTOBER 10, 2013

As B2B marketers, we have to be careful not to get too caught up in mechanics and focused just on “hard” outcomes we can measure and report. Here is the question for the Engagement topic: Engagement: What most reduces your effectiveness engaging customers to generate leads?

Eloqua 120

Eloqua Webinar Metrics Lead Scoring Lead Ranking 120

Avitage

OCTOBER 10, 2013

As B2B marketers, we have to be careful not to get too caught up in mechanics and focused just on “hard” outcomes we can measure and report. Here is the question for the Engagement topic: Engagement: What most reduces your effectiveness engaging customers to generate leads?

Eloqua 120

Eloqua Webinar Metrics Lead Scoring Lead Ranking 120

Avitage

OCTOBER 17, 2012

Consider webinars, enthusiastically rated high by marketers as content and lead generation tools. Content Publishing PowerPoint and Video Management business video powerpoint to video user generated video video assembly video asset management video creation techniques video hosting' A video is really a sound track with visuals.

Content 120

Content User-Generated Content Webinar Metrics Domain 120

Avitage

APRIL 1, 2016

Missing or under-performing customer facing content has a significant impact on strategic business objectives: new customer acquisition and organic revenue growth, sales and marketing productivity and efficiency for lower selling costs, data acquisition and customer experience. Customer facing content is not created on purpose.

Acquisitions 120

Acquisitions Sales Cycle Content B2B Sales 120

Avitage

MARCH 7, 2012

They may be qualifying, using a BANT process, opportunities that have been created through marketing programs — something one of my partners refers to as “waterboarding to BANT.” These findings confirm that the primary role of telemarketing is in the so-called demand generation arena.”

Lead Nurturing 120

Lead Nurturing Sales Qualified Leads Telemarketing Lead Qualification 120

Avitage

JANUARY 7, 2015

It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. In my mail yesterday I received my hot-off-the-press copy of Ardath Albee’s new book, Digital Relevance: Developing Marketing Content and Strategies that Drive Results.

Process 120

Process Campaigns Buyer Personas Buyer's Journey 120

Avitage

JUNE 27, 2015

If you’re a B2B organization pursuing content dependent strategies such as content marketing, automated lead generation and nurturing, sales and channel enablement (among others), you are now in that business. Which means you’re left with all the negatives.

B2B 120

B2B Content Paid Search Agency Lead Ranking 120

Avitage

OCTOBER 17, 2012

Consider webinars, enthusiastically rated high by marketers as content and lead generation tools. There is a lot at stake for organizations — especially larger organizations – in terms of productivity impact on individual’s day jobs, customer experience and brand. A video is really a sound track with visuals.

Domain 120

Domain Webinar Metrics Video Marketing Organic Leads 120

Avitage

MARCH 11, 2014

See Robert Rose in Content Marketing Institute.) For marketers, might we say, “caught up in the need to build a brand, generate leads, to respond to tectonic changes in buyer behavior and technology …” Michael Porter on Strategy In his seminal Harvard Business Review article in 1996, What is Strategy?

Marketing & Strategy 120

Marketing & Strategy Enterprise Management Differentiation Work Management 120

Avitage

APRIL 9, 2012

We know too well the difficulty of identifying and engaging new prospects in sales conversations (generating leads). ” You have lived the marketing and sales disconnect. Most likely, you never spent any time being accountable for marketing. Most of which you found only marginally useful. And your budgets reflect this bias.

Demand 120

Demand B2B Sales Sales Cycle PR 120

Avitage

OCTOBER 9, 2012

Max Wilson, Director of Marketing at WE-CAN Technologies sent the following email to Jim Everett, VP of Marketing at WE-CAN. The first assumption is about the linkage between videos and use cases such as lead generation, nurturing, events, or webinars. This is outdated thinking.

Advertising Channels 120

Advertising Channels Video Marketing Webinar Metrics Advertising Agencies 120

Avitage

OCTOBER 9, 2012

Max Wilson, Director of Marketing at WE-CAN Technologies sent the following email to Jim Everett, VP of Marketing at WE-CAN. The first assumption is about the linkage between videos and use cases such as lead generation, nurturing, events, or webinars. How Many Videos Do We Really Need? This is outdated thinking.

Advertising Channels 120

Advertising Channels Video Marketing Webinar Metrics Lead Ranking 120

Avitage

OCTOBER 1, 2012

Chapter One Max Wilson, Director of Marketing for WE-CAN Technologies, received the following email from his boss on Monday morning. The executive team wants to leverage your experience and knowledge with emerging trends in content marketing, social media, and especially the use of video in revenue generation.

Advertising Channels 120

Advertising Channels Planning Video Marketing Advertising Agencies 120

Avitage

OCTOBER 1, 2012

Chapter One Max Wilson, Director of Marketing for WECAN Technologies, received the following email from his boss on Monday morning. The executive team wants to leverage your experience and knowledge with emerging trends in content marketing, social media, and especially the use of video in revenue generation.

Advertising Channels 120

Advertising Channels Planning Video Marketing Advertising Agencies 120

Avitage

MARCH 28, 2012

35 Days to First Conversation — do the math For prospects who actively engage your content, assuming a two day lag in viewing, here is a possible sequence to your first call appointment (elapse time not work days) (“your mileage may vary”): Day 1 – send initial invitation touch with vmail call Day 3 – prospect views email (..)

Microsite 120

Microsite Activities Conversion Content 120

Avitage

MARCH 13, 2014

Consider your options for content, to: Entertain Capture attention Generate interest Educate or inform (nurture for leads) Demonstrate or prove Explain or brief Train Now, think about the contentS, approach, tone, writing and design factors, and how they must change depending on purpose.

Design 120

Design Content Education User-Generated Content 120