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  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 21, 2014
    [Lead] Is Your B2B Marketing Provider Showing Jazz Hands or Results?
    Many marketers including me relied on manual capture and input of marketing sources and hours spent calculating cost per lead, conversion rates, return on investment (ROI) and analyzing the reports. 'If you’re not getting analytical reports on your marketing results, it’s time to re-evaluate your marketing provider.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead] Bank Marketers: Be As Smart As Amazon
    Martha Bush is VP of Strategy at SIGMA Marketing Insights, with over 20 years experience as lead adviser for SIGMA’s strategic data marketing client partnerships. Martha Bush is VP of Strategy at SIGMA Marketing Insights, with over 20 years experience as lead adviser for SIGMA’s strategic data marketing client partnerships.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 16, 2011
    [Lead] How to hire great employees – every time
    While I’m today President of the B2B lead generation consultancy, Find New Customers today, I’m was Candidate B at the huge software firm. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. New hires rarely work out (almost 1/2 fail within 18 months!). Answer: Flip a coin.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 5, 2011
    [Lead] Ever-Changing Rules: New Era Challenges For CMOs
    Lead Generation Companies | New Challenges for CMOs. How good is your company at B2B lead generation? Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers.
  • 3D2B  |  THURSDAY, JANUARY 23, 2014
    [Lead] Why Aging Data Corrodes Your Sales Pipeline
    'The challenge of business-to-business lead generation and nurturing is often made worse by self-inflicted handicaps. That’s because there’s an opportunity cost when your team wastes time following up on incorrect names, wrong telephone numbers, duplicate leads, and incomplete data. The Aging Data Challenge. Mergers and acquisitions.
  • SAVVY B2B MARKETING  |  TUESDAY, OCTOBER 12, 2010
    [Lead] Sales & Marketing Alignment: Key to Connecting with Prospects
    Photo credit: heavytpro70 on flickr About the author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. I’ve come across a lot of discussions about sales and marketing alignment lately. Two recently caught my eye. Tweet
  • HUBSPOT  |  MONDAY, MAY 24, 2010
    [Lead] Zappos.com's $1.6M Mistake That Boosted its Brand
    for Marketers: Why Social Media Participation Matters Want to learn more about how creating remarkable content can lead to PR coverage and lead generation? Zappos.com, the popular shoe site that embraces exceptional customer service and successful use of social media, made an expensive mistake over the weekend that cost them $1.6
  • NUSPARK  |  SUNDAY, OCTOBER 10, 2010
    [Lead] A Personal Plea for Building Relationships
    Three things happened this week that lead me to write about this topic: 1. I thought I’d take a fresh approach to my blog this week, and discuss what I’m really about: building relationships by caring about results. We all do it, and there’s really nothing wrong … [ visit site to read more ].
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 1, 2009
    [Lead] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
    While they've been effective for lead-generation purposes, white papers tend to be heavy on content, many times replete with marketing jargon and industry terms. It's important to remember that our goal was not lead generation. For lead generation, we will continue producing white papers. Web 2.0 My boss, C.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 1, 2009
    [Lead] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
    While they've been effective for lead-generation purposes, white papers tend to be heavy on content, many times replete with marketing jargon and industry terms. It's important to remember that our goal was not lead generation. For lead generation, we will continue producing white papers. Web 2.0 My boss, C.
  • HUBSPOT  |  MONDAY, JUNE 13, 2011
    [Lead] Advertising to Facebook Fans Improves Conversion Rates [New Data]
    The leading social network has many moving parts including Pages, Places, Groups, and more. This data supports the idea that marketers should spend more of their efforts, both paid and organic, to move existing fans further along the sales cycle and convert them into leads and customers. This data was derived from a 4.1
  • THE ROI GUY  |  FRIDAY, DECEMBER 13, 2013
    [Lead] Two Thirds Adding More Sales Reps in 2014. Will This Deliver Revenue Growth?
    According to research by SiriusDecisions, the main barrier to achieving quota goals is not too few leads, lack of training, or product knowledge, but the inability for Sales Reps to communicate the value your solutions provide. But will the new additions result in revenue growth? The risks are high. So how can ramp up occur more quickly?
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 4, 2011
    [Lead] Ease Email Marketing Headaches
    Jumping faster on qualified leads equals higher conversion rates. This encourages alignment between both departments and refines language and definitions of qualified leads so that there are no barriers in the lead management process. by Maria Pergolino According to the Radicati Group, Inc., Increase segmentation options.
  • MARKETRI  |  THURSDAY, NOVEMBER 15, 2012
    [Lead] 5 Awesome A/E/C Blogs (and How Yours Can be Just as Good!)
    In fact, statistics show that companies that blog generate 67% more leads than those who don’t. So, it’s time to stop questioning whether you’re A/E/C firm should build a blog, and start exploring how you can engineer that blog into a lead-generation machine! SHP Leading Design – SHP Blog. Beautiful.
  • MARKETING ACTION  |  TUESDAY, JANUARY 20, 2015
    [Lead] 8 Ways Marketing Automation Can Expand Your Search Marketing Agency
    'Search marketing agencies are experts at generating leads, building brand awareness, and increasing sales. The skills and strategy you’ve used to succeed in search marketing are very similar to what it takes to succeed with marketing automation, including the ability to: Attract certain types of leads with focused campaigns.
  • B2BBLOGGERS  |  MONDAY, APRIL 23, 2012
    [Lead] Are You Ready for B2B Mobile Marketing?
    site that is hard-to-use on smartphones and tablets will lose traffic, leads and sales to competitive sites that are mobile-ready. Utilizing optimization techniques for the mobile market improve lead generation and brand awareness. Mobile computing is not only a challenge for consumer brands. Advertising. Creating Mobile Apps.
  • DIANNA HUFF - B2B MARCOM  |  TUESDAY, JUNE 19, 2012
    [Lead] Facebook B2B Content Campaign Increases Reach
    In May I conducted a Facebook campaign: 31 Tips in 31 Days for Generating Website Leads. As I posted elsewhere, I got this idea from Constant Contact ; they did a similar campaign in February where they posted social media tips. liked the idea of posting tips — especially “graphical” tips. My campaign was pretty simple.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 11, 2013
    [Lead] A Year in Review: The Biggest Social Media Updates of 2013
    Well, it is, meaning it''s that time of year again to start planning for the year ahead and thinking about everything you want your marketing to achieve -- more leads, more website traffic, you name it. 3) Twitter introduced Lead Generation Cards. Trying to get more leads for your business? 'Can you believe 2013 is almost over?
  • FEARLESS COMPETITOR  |  SUNDAY, APRIL 28, 2013
    [Lead] A Company that Fires No One = Job Security + Results!
    Jeff Ogden, the Fearless Competitor is an award-winning BtoB marketing expert and President of the sales lead generation company Find New Customers. 'No layoff policy delivers Business Results — with job security. I’ve had the unfortunate experience of losing a high paying job recently (with zero notice). No warning. Job security?
  • HUBSPOT  |  FRIDAY, JULY 30, 2010
    [Lead] 5 Ways to Get Out of the Pay-Per-Click Weeds
    Your priorities tend to reflect on what you're being measured, and we hope you're being measured primarily on generating high quality leads. Do you have a long enough sales cycle that you can get a more immediate measure from number of leads generated or click-throughs? What actually matters? PPC return on investment (ROI), of course.
  • CONVERSIONATION  |  WEDNESDAY, APRIL 18, 2012
    [Lead] Optimize: a Holistic View of Content and Marketing Optimization
    With ‘Optimize’, Lee joins other experts, including Gerry McGovern and Bryan Eisenberg , leading the way by moving away from a pure tactical viewpoint to a focus on customer behavior, goals and pain points. The consumer is channel-agnostic, and empowerment is not a buzzword. That’s optimization.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 27, 2010
    [Lead] Have Digital Marketing and Social Media Killed the Industrial.
    Leave a Comment Previous post: B2B Lead Generation Using a Business Blog Next post: High-Performance Email Marketing for Attracting and Engaging Industrial Buyers FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. Globalization has made the buyer’s world flat.
  • MARKETING ACTION  |  WEDNESDAY, MAY 29, 2013
    [Lead] Act-On Inbound has arrived
    The result: more leads, conversions and revenue through a new set of marketing channels. You’ll see impressions and clicks, right on through to the actual leads that you get when someone searches for one of your keywords or clicks one of your paid ads. Let’s break it down: Buyers are searching. Get found! Measure your results.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 28, 2010
    [Lead] Are You Playing to Win in B2B Marketing? – by Christopher Ryan
    And yes, it is tougher to generate leads and revenue. Whether your job is to generate leads, write copy, design promotions, qualify leads, or sell, a positive attitude will set you apart and give you a better chance of success than joining the doom and gloom crowd. The economic trend may be poor. Unfortunately, so is losing.” 
  • HUBSPOT  |  THURSDAY, JANUARY 2, 2014
    [Lead] 2014: A Year of Self-Doubt for Marketers
    If a tactic doesn''t help you a) attract visitors , b) convert visitors into leads , c) convert leads into customers , or d) delight existing customers , it probably isn''t worth your time (or budget). Closed-loop analysis traces all of your company''s sales back to their lead sources. But chin up! When we doubt, we question.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 23, 2012
    [Lead] 5 Ways A/R and PR Pros Can Get the Biggest Bang Out of Dreamforce
    by Sheila Lahar | Tweet this It’s not just about customers and leads – Dreamforce ’12 draws a lot of press and industry analysts. Over 200 analysts and members of the media are expected to be on site. Obviously, the event offers a tremendous opportunity for Analyst Relations and Public Relations pros. But you have to think on your feet.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 22, 2010
    [Lead] Top 10 Inbound Marketing Ebooks and Webinars of 2010
    The Science of Lead Generation. How to Use SEO and Social Search for Lead Generation. We have reached the time when 2011 is only slightly more than a week away. After crunching the numbers, we have determined our 10 most popular webinars and ebooks of 2010. Top 10 Inbound Marketing Ebooks and Webinars of 2010. Connect with HubSpot
  • THE FORWARD OBSERVER  |  WEDNESDAY, JANUARY 23, 2013
    [Lead] The Only B2B Content Marketing Battle Map You Need
    That’s where content tactics like ebooks, guides and lists can help you get found online and capture the lead. Amidst the growing number of content marketing tactics, it’s easy for B2B companies to get overwhelmed by all the different options available. Or, companies jump into specific content marketing tactics without much planning.
  • INBOUND SALES NETWORK  |  THURSDAY, MARCH 22, 2012
    [Lead] Why Your Company is NOT Better, Quicker, Faster or Smarter!!!
    Claiming that you can get them to #1 on Google for a key term is not the same as saying we can help you increase your sales qualified leads by 121%. Want to learn more about how to build a lead generation engine that builds around your prospects problems? The Executives' Guide to Building a Lead Generation Engine.
  • SALES CHALLENGER  |  WEDNESDAY, DECEMBER 18, 2013
    [Lead] What Sales Can Learn From Las Vegas
    Fortunately for anyone who acts on this insight, a small change in comfort can lead to outsized effects.  The connection between these things—how a salesperson’s actions lead to emotions that lead to a purchase—is something that we’ll be exploring in the coming months. The clients, however, were mostly older women. 
  • WEBBIQUITY  |  MONDAY, FEBRUARY 17, 2014
    [Lead] How to Promote Blog Posts: 200+ Ideas from Eight Experts
    In addition to their SEO benefits and role in maximizing web presence for brands , blogs produce sales and leads. 'Company blogs have become virtually essential, and very powerful, component of digital marketing. If no one sees your content, what good is it?” Which content promotion tools are most useful?
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 15, 2013
    [Lead] The Mathematics of Revenue Cycle Strategy
    It is all working, the leads are coming in and moving through the lifecycle and you have visibility. Number of leads in Engaged status = A. Many of your marketing activities will touch these people including email blasts, webinars, and lead nurturing for example. 'Author: Rajiv Kapoor Change of focus. So what are the variables?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JANUARY 26, 2015
    [Lead] Why you don’t want to be Chris Brogan
    Obsessing with the success of others only leads to disappointment. Obsessing with the success of others only leads to disappointment. 'I have been mentoring a bright young guy trying to start a marketing business. just received this note from him: I’m still full of questions about this whole marketing business thing. Just start.
  • BLOG MY CALLS  |  THURSDAY, MAY 8, 2014
    [Lead] Content Marketing, Social Media, and the Death of the Sales Funnel [Webinar Notes]
    Chris Vaughn, their Director of Marketing, provided some incredible information about how to get started with an effective content strategy that actually generates leads (because, you know, that''s what marketers are supposed to do). We should not think about leads in terms of the sales funnel. Lead gen: why leads sign up.
  • WEBBIQUITY  |  FRIDAY, JANUARY 7, 2011
    [Lead] 2011 Social Media Marketing Trends
    new report from Focus, 2011 Trends Report: Social Media Marketing presents observations and predictions from eight leading social media experts (and me) about social media trends and developments to watch for in the coming year. Facebook added more than 150 million new users in 2010. So what’s next? It’s a customer phenomenon.
  • INBOUND SALES NETWORK  |  TUESDAY, AUGUST 23, 2011
    [Lead] Does Your Competitive Strategy Start With Your Customers?
    Want to learn more about how to build a lead generation engine that is built around your customers? The Executives' Guide to Building a Lead Generation Engine. This guide will help you build a lead generation engine that maps to your customers buying process and delivers maximum measureable ROI. They hold all the advantages.
  • HUBSPOT  |  WEDNESDAY, AUGUST 13, 2014
    [Lead] How to Promote Your Content Using Paid, Earned & Owned Media
    Below shows the growth in leads (in purple) from one link to an ebook featured in a story on Inc.com. In total, this one link drove over 800 incremental leads in 30 days. Any calls to action or citations leading back to landing pages in the original content can drive massive amounts of conversions over time. Content Coverage.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 13, 2011
    [Lead] ExactTarget, Marketo Announce Strategic Partnership to Integrate Marketing Technologies
    We’ve done that with our market-leading Revenue Performance Management platform – a highly intuitive, easy-to-use suite that enables organizations to attack head-on one of the most critical aspects of business: how to create and accelerate revenue growth. You must have a unique and compelling idea that solves a real business problem. 
  • VIEWPOINT  |  MONDAY, SEPTEMBER 26, 2011
    [Lead] Five Ways B2B Marketers Can Get the Most from Facebook
    You can embed videos and forms to capture leads. mail marketing service provider Infusionsoft uses it for lead generation. T oday we're pleased to have Paul Gillin as our guest blogger. Paul is a speaker, writer and B2B social media strategist. They prefer LinkedIn, a professional network that's all about getting business done.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 12, 2012
    [Lead] 3 Tips to Optimize Your B2B Social Media Marketing Mix
    Although the answer I give is not scientific in nature, my goal is to show them how analyzing data can lead to data-driven decisions for the marketing mix, which then can be measured in terms of KPIs. won’t bore you with linear, non-linear and multivariate regression, but in a nutshell, it’s cause and effect analysis. Here they are: 1.
  • WRITTENT  |  WEDNESDAY, APRIL 10, 2013
    [Lead] 17 Ways to Repurpose Content and Triple Its Lifespan
    Companies who increase their total landing pages from 10 to 15 see a 55% increase in fresh leads. Nurture Leads. Providing your prospects with relevant content via email has been shown to lead to a 20% increase in sales opportunities. 'Can a company ever have too much branded content ? Promote eBooks on Your Blog. Dive Deeper.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 13, 2013
    [Lead] 13 Best Practices for Improving Organic Search Rankings on Google
    Track your visitors and leads. In order to optimize your SEO results, it’s important to measure the impact of your efforts on web site traffic and lead/sales generation. Marketing automation tools and call tracking tools can help you tie leads and sales back to SEO. Define a keyword list. Good content will win out. about.
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, FEBRUARY 1, 2011
    [Lead] 16 Things That Top Sales People Don’t Do
    Top sales people don’t use cold calling to generate qualified leads.  Top sales people don’t lead with products or technology, instead they lead with a problem or a desire that needs to be fulfilled and show people how they can achieve that. So what is it that top sales people do that makes them the best at what they do ?
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 20, 2015
    [Lead] Flaunt your humanity: P&G’s former CMO Jim Stengel on the Next Era of Marketing
    Many leading brands that are launching initiatives are going in this direction, like Marc Mathieu’s Project Sunlight initiative for Unilever. It’s where so many of the leading brands are going and have gone. lot of the start-ups are leading this. Would you care about what they had to say? Do you both share the same values?
  • HUBSPOT  |  THURSDAY, DECEMBER 20, 2012
    [Lead] The Business Blog Editorial Calendar Every Marketer Needs [Free Template]
    Furthermore, according to our 2012 Marketing Benchmarks report , companies that increase blogging from 3-5X/month to 6-8X/month almost double their leads. So how do you turn your company blog into a thought leadership-building, lead generating machine so you can achieve this kind of success? Authors and Due Dates. target readers!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 24, 2014
    [Lead] 4 Steps to Maximize Your Marketing Data
    Build a program to continually check outdated, inaccurate, and incomplete information on your accounts, leads, and contacts. 'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Cassie Hrushesky , Product Marketing Manager at Bluewolf. Follow Cassie on Twitter @cmnh10. It’s time to stop avoiding it.
  • HUBSPOT  |  THURSDAY, MAY 22, 2014
    [Lead] 14 Ways to Get More Use Out of Your Buyer Personas
    Instead, the goal -- simply stated -- is to generate leads and convert leads into customers. List segmentation is the key to delivering more personalized experiences to your leads and customers. 'Ah yes, the excitement of creating your company’s first buyer persona. And then what happens? Wait a sec. are you?).
  • B2B MARKETING TRACTION  |  TUESDAY, MAY 22, 2012
    [Lead] How to Engage Your B2B Prospects with Great Content
    More credible touch points lead to response compression ( read my previous post on this ), which makes you top of mind with prospective buyers. Now that you’ve attracted qualified prospects to your brand, company, website, product or services, what do you do if they are not quite ready to buy now ? Develop your B2B buyer personas.
  • 3D2B  |  THURSDAY, JANUARY 9, 2014
    [Lead] New Year’s Resolutions That Help With B2B Appointment Setting
    Use these New Year''s resolutions to boost your success with B2B appointment setting or to lead your telemarketing team. That’s because listening leads to learning and understanding. 'As the New Year dawns, many are resolving to shed a few pounds, become more familiar with the local gym, quit smoking, or climb out of debt.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Lead] 5 Ways to Boost Inside Sales Training Reinforcement
    Give new reps the contact information for five mock prospects from the same company (calling these people will lead them to different people throughout your own organization, playing different roles). It’s a process that has to be perfected during, before, and after that event. The following is a redactment from our new guide. Role Playing.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 13, 2014
    [Lead] How Marketing Can Collaborate with Sales to Create Engaging Content
    Let sales take the lead. 'Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. An organization''s marketing team is usually responsible for creating sales content, and communication and collaboration between the two departments can be rare. Go prospecting.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JUNE 11, 2014
    [Lead] 4 Quick Tips to Set Your Business Development Reps Up for Success
    Whether it be lead intelligence or researching a company''s blog/press releases - get relevant and get real. 'Sales Prospecting Perspectives is pleased to bring you a guest post from Katie Kelly, Associate Inbound Marketing Specialist at HubSpot. Traditionally, we think of BDRs as energetic, hungry, cold-calling machines. What does this mean?
  • VOICE-BASED MARKETING  |  THURSDAY, NOVEMBER 20, 2014
    [Lead] Google’s New Mobile-Friendly Label and the Impact of Mobile on Search
    Any marketing strategy that focuses on generating leads and converting mobile traffic into online or offline sales needs a mobile-optimization strategy focused on generating calls. With the rise of smartphones comes the rise of mobile searches, and the rise of mobile searches leads to increased inbound calls. blog Google
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  WEDNESDAY, AUGUST 1, 2012
    [Lead] 4 Tips for Effective Pre-Call Sales Planning
    For example, most marketers today are under intense pressure to bring in more high quality leads or to justify their marketing spend. Stymied about what to say when you contact a prospect? It's especially tough if you feel like you don't know enough about their organization to craft a relevant message. I’m having a hard time with that.
  • HUBSPOT  |  TUESDAY, JANUARY 28, 2014
    [Lead] 9 Revealing European Content Marketing Trends to Watch [New Data]
    7) Content marketing works very well for lead generation and customer acquisition. 42% of European marketers have generated leads or customers through blogging. 'It always helps to know how you stack up in this wide world -- especially if you''re in the content marketing business. Revealing Insights About Content Marketing in Europe.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 10, 2012
    [Lead] 5 Key Takeaways From Content Marketing World 2012
    Create content that people will engage with and that will lead to a conversation. Percent of leads from inbound sources –  A measure of how well your content is generating leads. Here are my key takeaways from the event: 1. Only 36% of Businesses Believe That Their Content Marketing is Effective. .
  • MODERN B2B MARKETING  |  SATURDAY, JUNE 8, 2013
    [Lead] How Every Marketer Can Change Their Dirty Data Culture
    The first step is easier than you think: search for “test”, find a completely useless test lead… then press DELETE. Congratulations, And that’s putting it politely! Unfortunately, many marketers see dirty data as too costly, too time consuming or, and let’s be honest, too unexciting of a problem to solve. Modern Marketing
  • FATHOM  |  MONDAY, JUNE 9, 2014
    [Lead] Why All Marketing Is Digital Marketing
    Increase lead generation. The point being that if a marketer in the Wanamaker period said she wanted to increase lead generation, traffic volume, visitor engagement and sales transactions, you would nod up and down and think, “I get that.” What, are you crazy, Paul? Your company’s website has that phrase all over it.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 2, 2013
    [Lead] Life Enrichment: is yours?
    Ken’s latest book is “Leading High Performance Sales Teams”. 'Life Enrichment: is yours? After speaking at a business conference someone asked me about how they could make their life more meaningful and fulfilling and the idea of life enrichment came to me. volunteer in your local community to help others less fortunate. Keynote Programs
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MAY 20, 2011
    [Lead] Pirates, Train Wrecks, and Marketing Automation
    He also finds a set of puzzle pieces that, when assembled, present a flow chart of standard B2B marketing tasks: program setup, lead generation, nurturing, scoring, transfer to sales, and reporting. He is moved to action by a village of marketers and salespeople crying out for more leads and better nurturing. Here's the screenplay.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 29, 2010
    [Lead] Sales Leadership: Time Management Tips
    Group Related Activities: Am I prepared to lead the event? Sales Leadership: Time Management Tips. How to Manage a Successful To-Do List. Get in Habit of Doing a To Do List every day. Be Realistic and Aware of Your Limitations. Don’t Over Schedule Events. Allow for Time Cushions. Review Your  List Every Morning. Ask yourself; “why me?” 
  • BUYEROLOGY  |  MONDAY, NOVEMBER 14, 2011
    [Lead] Buyerology Trend: Think BIG Insights vs. BIG Data
      An equation that leads to BIG insights that also shapes the organization’s future relationships with existing customers and prospective buyers. This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  The Future. Related articles.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 25, 2011
    [Lead] 8 Share Spiking Tips For Empire Avenue
    People can buy shares in you and you can buy shares in others, which leads to a virtual social currency that moves up and down just like a stock. You won’t make much by way of dividends until that person joins, but it can lead to a big payoff when they do. by Jesse Noyes | Tweet this. 1.     Create Great Content. There are some issues.
  • EMAGINE B2B BLOG  |  THURSDAY, FEBRUARY 20, 2014
    [Lead] In Messaging, Words Matter
    Remember this quote, “reason leads to conclusions, while emotion leads to action”. 'My brother heads up an advertising agency in New York. Yesterday he sent me the following message: “We just asked consumers about cheese on their pizza. Run that by me again? Or do you think there was something more at play? Choose your words carefully.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 19, 2014
    [Lead] 3 Mobile Trends that Will Last
    Why Marketing Cares : Massive improvement to bounce rates on mobile resulting in higher MQL (marketing qualified leads). Success Factors : Accessibility leads to increase in user adoption and productivity. Why Marketing Cares : Make real-time updates in the database and access the most accurate lead information on-the-go.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 29, 2011
    [Lead] ExactTarget and Eloqua Stake Their Claim To Centralized Customer Management
    ExactTarget’s answer was refreshingly honest: IMH lacks key B2B marketing automation features including lead scoring, advanced segmentation, and multi-step campaigns. So did I. But it took a little while to connect with the vendors to get the details, so I’m only now ready to write about them. Oh well. So does pretty much everyone else.
  • SALES LEAD DYNAMICS  |  TUESDAY, JUNE 12, 2012
    [Lead] What’s the Best Way to Get New Business?
    Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients.
  • INSIGHTIQ BLOG  |  WEDNESDAY, JUNE 13, 2012
    [Lead] What’s Customer Engagement Again? And How Do You Stack Up?
    We’ll be happy to share industry-leading insights as we analyze the survey results and generate exclusive insights! The term “customer engagement” is seemingly ubiquitous today’s marketing world. Media publications are talking about it, bloggers are writing about it, and indeed, entire agencies have set up shop claiming to specialize in it.
  • SALES LEAD DYNAMICS  |  TUESDAY, JUNE 12, 2012
    [Lead] What’s the Best Way to Get New Business?
    Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients.
  • INSIGHTIQ BLOG  |  TUESDAY, MARCH 6, 2012
    [Lead] The Bacon of Client Engagement
    Leads to Close Ratio. “Bacon makes everything better,” is a sign I have in my kitchen.  I thought of it recently w hile working with two clients that are implementing new technologies into their organizations.  The technology in and of itself will neither improve customer centricity nor ultimately business performance.  Marketing Impact.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, NOVEMBER 10, 2010
    [Lead] Are You Serving Your Prospects Nothing But Plain Vanilla?
    Jill Konrath emphasizes this in How to Create Strong Value Propositions that Lead to Sales.  “ … we strive to perform with excellence, while providing the most comprehensive service possible”. With such a spirit of collaboration present here, we know we can ……deliver exceptional service that is truly value-added. “  . People Power.
  • SALES LEAD DYNAMICS  |  TUESDAY, OCTOBER 12, 2010
    [Lead] Don’t Let Prospects Pick Your Brain
    Ideally, the diagnosis will lead to more business. Unpaid consulting is a service professional’s dilemma. If you don’t offer it, you may not get the business. If you do, you still may not get the business. And, worse, the prospect could “steal” your ideas. Set firm ground rules about what, if anything, you’ll give away. And stick to it.
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 9, 2011
    [Lead] Savvy Speaks: Don't Try These Marketing Tactics!
    Generating leads at all costs. While lead quality is getting more mindshare, some companies still push for more leads no matter what. Worse yet, you're bound to hand leads over to sales that are a waste of everyone's time. In the marketing world, wild schemes and hair-brained ideas abound. Heather. Michele. Wendy.
  • TRADESMEN INSIGHTS  |  TUESDAY, MAY 25, 2010
    [Lead] 6 Tips to Make Your Blog More Successful in Reaching the.
    You must consistently feed your inbound marketing machine with rich content or you will see a slow-down in traffic, search engine results and prospective client leads. No content = no fuel = no traffic = no new business leads. blog should be central to your company’s social media strategy for new business. Be consistent. It’s true.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JULY 22, 2012
    [Lead] The Net Generation and the future of social media marketing
    Anything short of the leading technology is considered passe. I saw Don Tapscott speak at SXSW and was inspired to read his excellent book  Grown Up Digital.  Through Through extensive research, he identified the new norms and expectations of the “Net Gens,” the first generation to grow up entirely digital. Customization. Tweet.
  • BLOG MY CALLS  |  WEDNESDAY, OCTOBER 23, 2013
    [Lead] Good Question: "Which of My Clients Need Call Tracking?"
    Research from BIA Kelsey indicates that one call is worth 4x the revenue of one web lead. It actually actually analyzes the words and phrases said on the call to determine whether the call was a good call or a bad call, whether the lead is sales ready, if the lead mentioned a competitor, and a host of other things.
  • EMAGINE B2B BLOG  |  TUESDAY, MARCH 4, 2014
    [Lead] Why SEO can make the difference between Stonehenge, and a bunch of rocks
    What we haven’t done is made any signs telling people that these roads lead to Stonehenge. What that means in terms of volume of traffic, leads, etc, remains to be seen. 'Some of eMagine’s best blog posts come out of questions that clients ask of us. answered these questions, but using an analogy to help me explain.
  • WINDMILL NETWORKING  |  THURSDAY, AUGUST 11, 2011
    [Lead] 5 Sound Reasons to Begin Your Small Business Social Media Marketing with a Blog
    At the end of the day, however, one of your primary objectives for your small business in engaging in social media marketing, especially from a business development perspective, should be in leading potential new customers back to your website. The reasons are simple: 1) Gives your small business a social voice. 5) The SEO of social media.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 6, 2013
    [Lead] How to Succeed with Marketing Automation, Lesson 1: The Discovery Workshop
    At what point should leads be passed to sales? What methods are in place currently to alert sales of new inbound leads? How does sales communicate back to marketing about qualified or unqualified leads? What are your various lead sources? Do you have defined stages of a funnel that a lead or contact moves through?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 19, 2012
    [Lead] 4 Unproductive Sales Gripes Marketing Needs to Anticipate
    Sales reps are trying to respond to individual leads. by Michael Martin | Tweet this If enabling sales is one of your goals in 2012, then marketing is going to have ask the sales reps what they need. But if you go into the process unfocused and unprepared, you’re likely to run into some common, unproductive gripes from salespeople. Quick!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 7, 2011
    [Lead] Chart: Groupon, LinkedIn & The Blurring of B2C and B2B Marketing
    This could lead to an increase in business buyer web traffic, even when compared to their consumer counterparts. by Paul Teshima | Tweet this Groupon’s IPO rocked the market on Friday ( 2 nd largest tech IPO since Google ) raising over $700 million, just on the heels of LinkedIn’s IPO success a few months ago (3 rd largest since Google). 
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 14, 2013
    [Lead] Why IT and Sales Need to Become Best Friends
    The more communication there is between the two departments, the better understanding there will be on how to evaluate and maximize the efficiency of the sales process, which will hopefully generate more sales, leading to an increase in company revenue. This is his blogging debut. Sales. Dealings with computers, software, networks, etc.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 5, 2013
    [Lead] 5 Tips On Managing CRM Data Costs
    On top of all that, what happens with old leads that were once valid but now the contact has changed jobs or left the organization? 'Maintaining accurate CRM data is a challenge for nearly all of the organizations we''ve partnered with over the years. Inevitably there is a percentage of data that is not worth calling at all.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 15, 2013
    [Lead] How to Handle Objections as Opportunities, not Roadblocks
    Even if the end result does not lead to a passed opportunity, you should still be able to gather valuable information that can help you with future opportunities and conversations. 'Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore , a Business Development Representative at AG Salesworks. It''s bad timing.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 19, 2013
    [Lead] 5 Tips for Getting Out of A Sales Slump
    Whether it''s that time of the year, or your pipeline is looking depressing, or your personal motivation is lacking, there are endless reasons why you might be having a difficult period for passing leads. 'Going through a slump? Feeling like this fat cat? But this is not a bad thing. Contact different job titles or levels. Send a mass email.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 2, 2013
    [Lead] How to Train Your Inside Sales Team to Stay Organized
    Your thoughts are scrambled between big projects – meeting with the sales team to follow up on passed leads or working on a new script – and small projects – leaving 15-second voicemails and filing papers. 'It’s Monday morning. You sit in your chair and elbow over a stack of papers in order to reach your keyboard. and 3 to 5 p.m.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 23, 2012
    [Lead] My Top 10 Quotes From Bad Sales Reps
    “I'm not good at public speaking” – Being comfortable enough to speak in front of strangers and lead a conversation is an important skill set for any rep. I’ve been involved in sales since I first started canvassing door to door for a home improvement company when I was in high school. “I usually just wing it!”
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 21, 2010
    [Lead] A Question for B2B Marketers: Are You Focusing on What Needs to Be Fixed First?
    and have invested in a solution to nurture leads, but you aren't getting the results you want. Last weekend I reading The Happiness Project by Gretchen Rubin Although I'm not yet finished with the book, it has lots of good gems in it. He could have focused on fixing his calendar, not on finding the right racquet. Where should I put my energy?
  • SAVVY B2B MARKETING  |  MONDAY, MARCH 29, 2010
    [Lead] Three Steps to Make Sure You Get What You Want from Your Freelance Pro
    Knowing what to expect and being prepared for the experience can lead to a smooth happy experience for everyone. Hiring a freelance marketing pro, copywriter, web designer, etc. is a great way to get fantastic results without laying out the cash required for a full-service agency or full-time employee. 2) Be specific about what you want.
  • SAVVY B2B MARKETING  |  MONDAY, SEPTEMBER 21, 2009
    [Lead] Two Non-Traditional Approaches to B2B Registration
    like the idea of prospects self-selecting a follow up phone call as it sets the expectation for the person downloading the piece, and it helps marketing and sales prioritize leads. Last week, Stephanie recommended marketers collect incremental information during the registration process , asking for more information during each interaction.
  • SAVVY B2B MARKETING  |  THURSDAY, SEPTEMBER 17, 2009
    [Lead] You're Asking Too Much of Our Relationship!
    Edward Brice pointed out in a recent interview with me, as long as marketers are measured on leads delivered, registration is not likely to disappear for some time. Requiring registration in exchange for a download is a hot topic of debate these days. On the other hand, as C. Instead, you’d expect to learn more and more over time.
  • VOICE-BASED MARKETING  |  MONDAY, NOVEMBER 24, 2014
    [Lead] As Mobile Conversions Continue to Climb, Ensure You’re on Track to Optimize the Right Channels and Devices
    Conversion Rate: Search again leads in conversion rates, but desktop has much higher conversion rates than on mobile. Cost-Per-Click (CPC): Similar to conversions, desktop leads the pack in CPC, and CPCs in general are much higher for search. 'Looks like it’s time to get some new hiking boots because mobile is climbing yet again!
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 3, 2014
    [Lead] Making the Perfect VBMA Sandwich: 4 Essential Ingredients for Call Analytics and Automation
    Most marketers are able to do this for web leads, but the addition of call tracking creates closed-loop marketing, where every lead is captured and attributed to its true source. Once you optimize your lead generation, you will have higher quality leads to pass off to your sales team.
  • DIGITAL B2B MARKETING  |  TUESDAY, AUGUST 14, 2012
    [Lead] CRM Retargeting: The Shiny New Advertising Tactic?
    Bring Your Lead Nurturing Program to Advertising As potential customers move through the buying process, online advertising can be tailored, delivering the most appropriate message to each potential customer. What if banner ads could become as targeted and relevant as emails? CRM retargeting is similar. The possibilities are endless.
  • ENGAGE  |  TUESDAY, APRIL 26, 2011
    [Lead] Social Media Friends … with Benefits
    More people are qualifying as leads Social media paves more inroads back to the company website (and subsequent lead generation form). Social media marketing allows access to a wider swath of potential customers (just like TV ads, just like magazine ads, just like radio ads, just like in-person events) and some of them turn into leads.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 15, 2015
    [Lead] How To Plan And Build A Successful Content Marketing Strategy
    To become the largest source of inbound leads. 'Did you know that every day on the internet: There are 4.75 Billion pieces of content shared. There are 1.8 Billion photos uploaded. There are 700 Million Snapchats. There are 500 Million tweets. Marketing, as we know it, is being transformed right in front of our eyes. ” ~ IDC.
  • B2B MARKETING INSIDER  |  MONDAY, JANUARY 12, 2015
    [Lead] How To Build A Culture of Content
    Marketing at many B2B brands emerged out of the sales team’s need for more leads. 'One of the biggest issues we see in the brands who are struggling with content marketing, no – in the brands who are struggling with marketing overall – is culture. Ads are what we try to avoid. Now that is a question of marketing culture!
  • SAVVY B2B MARKETING  |  FRIDAY, APRIL 12, 2013
    [Lead] Week in Review: April 12
    Double Your Leads Instantly With This Simple Evergreen Tweak by Garrett Moon of @todaymade via @KISSmetrics (it's a two fer!). 'Have spring fever? Want to try something new? For some great inspriration, check out favorite posts from the week. What else do you have to add? Which Company is Most Useful to You? by @JayBaer.
  • SAVVY B2B MARKETING  |  TUESDAY, NOVEMBER 1, 2011
    [Lead] Savvy Toolkit - 100 Awesome Marketing Stats, Charts and Graphs
    It will be like being his Ghost of Lead Generation Past, Present and Future! Do you still have that one big Scrooge at your office who thinks Social Media, Blogging, Facebook is a passing fad? You aren't alone. The folks at Hubspot have done it again! Up from 9% in 2009. Worldwide there are 34,000 Google Searches per second!
  • HUBSPOT  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead] Language Matters: How to Communicate More Effectively With Your Team
    And it can result in a happier, more cohesive team, which leads to better work, happier clients, and a healthier working environment. 1) "What was your line of thinking that lead to this concept?" Good language skills lead to great results -- and a happy crew. 'This post originally appeared on The Agency Post. Use them wisely.
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