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  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, MARCH 21, 2011
    [Lead] How To Get Referrals
    As long as your costs are covered offer a reduced price to customer who are willing to pass you a set of warm leads. Stipulate the number of leads, say 3 or more and ensure that your customer have spoken to each lead and they are open to you reaching out to them. So what should you be doing to get more referrals ?
  • HUBSPOT  |  TUESDAY, DECEMBER 20, 2011
    [Lead] The Ultimate Guide to Optimized Social Media Updates
    Social media expands the reach of content, offers a valuable communication platform between businesses and their prospects/customers, and helps to nurture existing leads into a position where they're more ready to buy. Am I including lead generation content? Linking to a landing page for lead gen? Have I included keywords?
  • VIDYARD  |  WEDNESDAY, APRIL 30, 2014
    [Lead] Video view counts or filling the funnel: What are your goals and how are you tracking them?
    ” Striving for more views might make sense if you’re a media company that makes money on every view, but not for the rest of us that are trying to use video to achieve very different business goals such as lead generation or brand awareness within our niche markets. View counts, view counts, view counts. But here’s the thing.
  • VIDYARD  |  FRIDAY, APRIL 25, 2014
    [Lead] Is Marketing Automation Meeting High Expectations? [Infographic]
    Here are some of the notable responses: “Without our Marketing Automation efforts, we cannot support our company’s goals and help drive leads to build sales results!”. By using triggers in your MAP to follow up with especially engaged leads, automation helps you provide the right content at the right time. Success takes time.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, AUGUST 3, 2010
    [Lead] Industrial and B2B Customer Engagement Simplified
    Some B2B marketers are using more sophisticated ROI measurement tools to track activities over the entire life cycle of a lead. For example, at Sopheon , a software provider, measures qualified leads by their source, their region, volume per region, the speed of aging, movement through the sales cycle and other metrics. of Tiecas, Inc.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, OCTOBER 2, 2010
    [Lead] High-Performance Email Marketing for Attracting and Engaging.
    Are you interested in lead generation, lead nurturing and/or building authority and brand awareness? Case study #1: B2B lead generation through better segmenting and more focused email content Business challenge: FreightCenter wanted to change its customer mix of 70/30 (B2C/B2B) to a more B2B-centric mix. per week in 2006.
  • BLUE FOCUS MARKETING  |  SUNDAY, APRIL 27, 2014
    [Lead] ANNOUNCEMENT: @CKBurgess and @MNBurgess to Present on #SocBiz at @SocialBizForum #SBF14
    The event, which is organized by OpenKnowledge (@ openknow ), brings together many prominent thought leaders in social business and is considered Europe’s leading event on employee empowerment, customer engagement, and collaborative innovation. See what others are saying about The Social Employee and order your copy today!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 12, 2012
    [Lead] Private Social Networks and the “Bathroom Moment”
    He schematically ensured collaboration would happen in the most common way, creating a space where casual conversation leads to the next brilliant idea. by Jesse Noyes | Tweet this Steve Jobs was an insistent man. This may have seemed like an idiosyncratic nuisance, but what Jobs understood is that creativity doesn’t thrive in cubicles.
  • SYNECORE  |  WEDNESDAY, AUGUST 14, 2013
    [Lead] Reality is Mobile
    This mobile search query then lead me to take action – to another local Goodwill to find the perfect set of second-hand chairs to furnish my apartment (note: project still in progress). opened up my Google Search app and began typing “Goodw-“ and chose “Goodwill MN” from the suggested search queries. So yes - #magical. relevance). proximity).
  • BLOG MY CALLS  |  TUESDAY, JANUARY 14, 2014
    [Lead] Lessons from a Year of Email Subject Line Testing - Part 1
    Our email list is comprised of three different lists (different lead source, different needs and interests, different levels of engagement). 'A year ago I set out on a pilgrimage to test some of email marketing’s common assertions about subject lines and open rates. wanted to drink from the holy grail of open rate optimization. The Results?
  • DIGITAL B2B MARKETING  |  THURSDAY, NOVEMBER 21, 2013
    [Lead] Marketers Are Dramatically Underreporting Results from Twitter
    How many leads came from Twitter? 'B2B marketers are undervaluing Twitter’s contribution to their business. That’s hard to believe at a time when many B2B marketers are glomming on to Twitter like it’s the last shiny object opportunity they will ever have (even turning to spamming ), but it’s true. How many purchases?
  • HUBSPOT  |  MONDAY, MARCH 10, 2014
    [Lead] How to Identify and Remedy Duplicate Content Issues on Your Website
    For example, the following URLs could all lead to the same page: [link]. This can often lead to duplicate content issues. For example, the following URLs would lead to the same page. For example, the following URLs would lead to the same page. 'It''s easy to be fooled into thinking SEO is just about link building. link].
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 21, 2013
    [Lead] Why Search Results Don’t Always Mean Business Results
    Sure, you may be a lead gen type and want to collect more email addresses or a non-profit and want more donors. But whether you’re selling products, gathering leads, or enlisting actions, you’re trying to close a deal. 'Photo credits: www.roadtrafficsigns.com. Forget Panda. Ignore Penguin. In fact, disregard SEO overall.
  • MARKETING EDGE  |  MONDAY, MARCH 8, 2010
    [Lead] How to Implement The New Rules of Marketing and PR
    This leads to understanding a situation more thoroughly so you can report it with perhaps greater sensitivity and depth. Time 22:50. The second printing of best selling author David Meerman Scott’s New Rules of Marketing and PR demonstrates A) these rules work and B) it’s OK to learn as we go. 1) Who Cares? 2) Do You Care ?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 7, 2010
    [Lead] 2010 Will Bring New Features to Demand Generation Systems
    There's no question in my mind that such cooperation will appear: it's inevitable as marketing’s role expands beyond lead generation to long-term relationship management. Summary: the demand generation market will continue to grow in 2010, and it may attract some new, big competitors from outside the industry. What will 2010 bring?
  • INBOUND SALES NETWORK  |  TUESDAY, APRIL 26, 2011
    [Lead] How to Shorten Your Revenue Cycle
    Want to learn more about lead generation tatics check out these free resources: SALES AND MARKETING ALIGNMENT. HOW TO CONVERT INBOUND LEADS INTO SALES PERFORMANCE. Learn more about How to Convert Inbound Leads into Sales Performance If you are not, maybe you should be looking for a new line of work. Job security and a paycheck.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 13, 2014
    [Lead] The Top 5 Frequently Asked Questions About Teleprospecting Scripts
    You want your inside sales reps sending the outside sales reps leads to get excited about, not ones that aren’t qualified and have no budget in sight. 'It’s the second full week of 2014 and our client implementations are in full effect as we kick off the New Year. How do you create a script without having your team sound like robots?
  • HUBSPOT  |  WEDNESDAY, MARCH 27, 2013
    [Lead] The Marketer's Go-To Guide for Creating Data-Based Content
    Tracing back content to follower-, lead-, and customer-generation -- and even being able to look up information on individual social contacts -- is the ultimate indicator of what kind of content you should be publishing more of, and less of, on social media. 5) Lead and Customer Data. We inbound marketers are a unique bunch. photos.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 13, 2011
    [Lead] Content marketing is not enough — The fulfillment gap
    Their content marketing effort had hooked me with precision — I was an “inbound lead&# and had already received a lot of good information from their website, newsletter and podcast that had turned me into a hot sales lead — and now I needed to make that personal call. Community Week Post by Natasha Gabriel.
  • HUBSPOT  |  MONDAY, AUGUST 22, 2011
    [Lead] The 5 Elements of Exceptional Business Content
    Marketers' goals for creating content can include brand awareness, lead generation , thought leadership, and search engine optimization. The other thing for which your content should be optimized is lead generation mainly because, when optimized effectively, your content can be such a great source of leads for your business.
  • HUBSPOT  |  TUESDAY, AUGUST 14, 2012
    [Lead] The Must-Have Components of a Modern Sales & Marketing Machine [INFOGRAPHIC]
    When combined, the result is a powerful machine that thrives by getting to know your best leads and customers inside and out, and marketing and selling to them on their terms. How powerful is your sales and marketing machine? If you're like most businesses, chances are, that machine could be a bit stronger. EST. ( Register Here!
  • BLOG MY CALLS  |  MONDAY, MAY 13, 2013
    [Lead] Phone Calls: Where Da Gold At?
    It can measure things like lead score, sales readiness, pricing sensitivity, competitor mentions, and a host of other things. 'Do you remember this video? Chances are you''ve seen it. It has over 22 million views on YouTube. This is hard hitting news story in Mobile, Alabama about a leprechaun hiding, possibly, in a tree. This is Edward R.
  • VIEWPOINT  |  THURSDAY, APRIL 18, 2013
    [Lead] Good Reads for B2B Sales - Selling at Every Level
    successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. 'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Via Marketo B2B Marketing and Sales Blog.
  • VIEWPOINT  |  THURSDAY, OCTOBER 27, 2011
    [Lead] The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"
    They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. This is a win-win-win situation. Dell wins because clients connect with Scott.
  • HUBSPOT  |  MONDAY, JUNE 25, 2012
    [Lead] Why Inbound Marketing Is Perfect for Your Niche Business
    So when you have a truly targeted and valuable offer that you put behind a landing page on your website, the people who fill out that form will be highly qualified leads for your team to follow up with. In other words, if you want to generate leads from your website, dedicate some real estate on your website for lead conversion opportunities.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 2, 2012
    [Lead] Sales Leadership: Gaining Insight & Accountability
    In several clients this concept has lead to client meeting days where ALL clients are invited to learn, share idea’s and provide the partner organization an opportunity to show appreciation. Sales Leadership: Gaining Insight and Accountability. What can you do to improve on these two critical blind spots?  Client or Industry Advisory Board  .
  • SALES CHALLENGER  |  TUESDAY, JUNE 26, 2012
    [Lead] Three Ways to Change Customers’ Minds
    If reps commercially teach their customers about this problem effectively, they will lead the customer to how they are uniquely positioned as a supplier to solve it. These approaches are based on how familiar customers are with the problem at hand, and whether or not they have already developed an understanding of the solution.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 12, 2011
    [Lead] 5 B2B Marketing Trends for 2012
    As marketing automation, segmentation and targeting continue to evolve and penetrate marketing activities, there comes a tipping point at which creating version X+5 of an email for sub-segment Y  to be delivered at trigger Z in the lead nurture program simply becomes unsustainable.  1) Voice-of-Customer 2.0. 2) Skill Set Reset. 3) Disruption.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, DECEMBER 11, 2013
    [Lead] 5 lessons to build a business that I learned from my clients
    Will that all lead to client work eventually? Will that all lead to client work eventually? 'By Mars Dorian, {grow} Contributing Columnist. Whenever the end of a year comes nigh, I reflect on the past 12 months. And as think about 2013, I realize that I learned five important lessons from my clients. I Here we go. They don’t. Really.
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 31, 2012
    [Lead] 7 Trends From The Focus Technology Marketing Handbook
    Quality vs. quantity of leads, the conversion process and the marketing mix (how many events?) There has been a rush to marketing automation and automated lead nurturing that has often focused on buying technology and not on defining the best processes and aligning marketing and sales lead definitions. Well deserved. Strategy
  • KOMARKETING ASSOCIATES  |  THURSDAY, JULY 10, 2014
    [Lead] Why it’s Important For B2B Marketers to Get on The Google+ Bandwagon
    This can lead visitors to not only click on a link because it stands out, but it also can lead a reader to more content by your employee or company. Because of this, there are several reasons why B2B marketers should be using Google+ , both on a personal branding level and as an organization. It Could Have SEO Influence.
  • BIZNOLOGY  |  WEDNESDAY, MARCH 26, 2014
    [Lead] Search marketers: Don’t forget to keep an eye on your PPC market visibility
    We decided to dig into The Search Monitor’s monitoring tool to see how the leading companies in two sub-categories of telecom–cable and mobile–were scoring. Next, let’s look at the same market visibility stat, but this time for the five leading mobile phone companies. '(Photo credit: Greg Lilly Photos).
  • ACSELLERANT  |  WEDNESDAY, JULY 31, 2013
    [Lead] B2B Video Stories Achieve the Impossible
    It can communicate enough information about your complex B2B products and services so that qualified leads will willingly meet with your sales people. 'The ‘Impossible’ we’re referring to is effective AND affordable B2B marketing videos. Why Stories? The evidence is overwhelming. What’s your story? Stories sell!
  • MEASURABLE MARKETING  |  FRIDAY, SEPTEMBER 23, 2011
    [Lead] Mobile Websites for Higher Education
    It’s more than clear that young people are leading the growth in usage of smartphones and mobile web in North America - 42% of people aged 18-29 go online mainly via mobile phone ( eMarketer , 2011). If you find this post useful, check out our webinar, Mobile Web: A Crash Course , along with our Higher Education Resources. Homepage.
  • AGILE B2B COPYWRITER  |  FRIDAY, DECEMBER 10, 2010
    [Lead] K’s Top Five for the Week – December 10
    How would you like to increase your web traffic and qualified leads? Tweet This week’s top five list features an article about the importance of writing as a marketing skill, a nice blogging ebook, and how to develop a social media content strategy. It’s a change driven by content marketing and shifting the focus from push to pull. Enjoy!
  • WHAT WORKS - WHAT DOESN'T  |  TUESDAY, JULY 13, 2010
    [Lead] Using Online Games To Sell Complex B2B Software
    Which leads me to ask whether you should wait to offer a prospect an online game until they are willing to invest all the time required to wait for screens to load, understand the rules of the game, work through the scenarios, and cope with problems like crashing browsers? OK, World of Warcraft it ain’t.   Maybe.
  • HUBSPOT  |  MONDAY, MARCH 10, 2014
    [Lead] How to Use NPS Surveys for More Powerful Marketing Automation
    I''m not an ecommerce marketer, but it got me thinking -- could NPS surveys help all marketers get more customers into their funnels, and nurture those leads to become customers? You send a survey to a group of customers, leads, partners, etc. Note: You can segment even further than that if you have different lead and customer types.).
  • HUBSPOT  |  FRIDAY, OCTOBER 14, 2011
    [Lead] 5 Creative Ways to Recycle Content
    Here are 5 great ways you can recycle your content and get more traffic and leads for your content creation efforts. This will save you the time of creating a blog post or ebook from scratch while still affording you the benefits of a new article or lead gen offer. E-C-Y-C-L-E. Recycle content , that is. Hurting for blog content?
  • THE ROI GUY  |  MONDAY, SEPTEMBER 12, 2011
    [Lead] Why Buy vs. Build Your Own Value-Based Sales / Marketing Tools?
    Once the team migrates, they are free to focus more resources on training, adoption and deal support, leading to a superior allocation of resources and greater impact on deal flow. We sometimes encounter companies who have developed their own ROI / TCO Tools software. TCO Calculator Pisello Alinean Build vs. Buy ROI Calculator
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, OCTOBER 10, 2013
    [Lead] Using Big Data To Target The Right Consumers With The Right Offers
    better experience leads to higher loyalty. 'Posted in Behavioral Targeting Big Data Customer Experience eCommerce Personalization. Should every visitor to your website be treated the same? Should each customer see the exact same offers, options, products and pages? But exactly what should you personalize on the site? Sync Your Channels.
  • VIDYARD  |  MONDAY, AUGUST 11, 2014
    [Lead] How Google’s Hummingbird Update Changed Video SEO and What you can do About it
    The more your content is shared, the more it can be discussed which in turn can lead to more inbound links to your website. Finally, by placing calls to action within a video, including a link to a lead generation form, you can assess which videos had the greatest impact. Understanding User Intent. That is something a human would do.
  • WEBBIQUITY  |  MONDAY, JUNE 24, 2013
    [Lead] Book Review: Content Rules
    One of our clients was generating, on average, 10% of all leads via referral traffic from their blog within one year of launching it.). 'The phrase “content marketing” may well disappear at some point in the not-too-distant future. According to recent research , nearly 80% of CMOs see custom content as the future of marketing.
  • SALES CHALLENGER  |  MONDAY, MAY 14, 2012
    [Lead] Ten Phrases Only Bad Managers Say
    Determine how effectively your managers are leading sales innovation efforts with our Manager Innovation Self Assessment. (This post was originally published by the Market Research Executive Board and the Communications Executive Council but we have updated it from the sales perspective…). Who gave you permission to do that?”.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 19, 2011
    [Lead] Do Your Key Accounts Know WHY They’re Key Accounts?
    Leading companies ensure that new key accounts: 1) Fully understand WHY they were selected as a key account. Growing your largest accounts isn’t a simple, one-step task. Just because you’ve picked a customer to elevate to key account status, it doesn’t necessarily mean that customer has picked you.
  • B2BMARKETINGSMARTS  |  TUESDAY, APRIL 6, 2010
    [Lead] Three Questions All B2B Marketing Should Answer in Eight Seconds or Less
    B2B marketers who are interested in how to improve the performance of their email lead generation and nurturing will find no dearth of posts, white papers, studies, and reports on the subject. Many are excellent and informative. Their focus is on emailing subscribers, but their advice applies to all B2B email marketing.
  • WEBBIQUITY  |  THURSDAY, NOVEMBER 29, 2012
    [Lead] Seven of the Best Guides to Marketing with Pinterest of 2012
    The seven experts below contend that the site is indeed worthwhile for business, that it’s sort of helpful for SEO, and that their tips can lead to business success there. While consumer brand marketers are embracing Pinterest enthusiastically, many B2B marketers are still in a quandary about the visual sharing site.
  • SAZBEAN  |  TUESDAY, SEPTEMBER 27, 2011
    [Lead] Increase Your Company’s Productivity With Social Media
    Unisys CEO Ed Coleman addressed this through leading by example. A growing number of companies talk about the benefits of adopting web 2.0 tools inside the organization, but the list is short for companies that are using them for increased business results. – Increase Your Company’s Productivity With Social Media.
  • VERTICAL RESPONSE  |  THURSDAY, FEBRUARY 20, 2014
    [Lead] 5 Webinar Mistakes to Avoid
    'When done right, webinars can be an effective and engaging marketing strategy that can achieve a range of goals: everything from establishing topic authority to lead generation and customer acquisition. Promoting your webinar isn’t just like any other lead generation program. Thinking of conducting your own webinar?
  • B2B LEAD BLOG   |  FRIDAY, JULY 8, 2011
    [Lead] B2B vs. B2C: What Does It Really Mean?
    This blog and the LinkedIn group to which it’s connected are all about B2B lead generation. It ultimately ended with a phone call from a sales professional to the warm leads. Certainly, broad terms like B2B and B2C have their place – like big networking groups such as the B2B Lead Roundtable. ve spent my career working in B2B.
  • GREAT B2B MARKETING  |  TUESDAY, JUNE 10, 2014
    [Lead] Why You Need to Be Hooked on Your Customers
    As a marketer, my job is to help organizations with the front parts of the process: establishing brand awareness, generating inquiries, turning raw leads into qualified opportunities, and so forth. 'I just read the brand new book by Bob Thompson: Hooked On Customers: The Five Habits of Legendary Customer-Centric Companies.
  • HUBSPOT  |  TUESDAY, AUGUST 13, 2013
    [Lead] The Tell-Tale Signs It's Time to Hire a Marketing Agency
    The challenge is that when you’re an inbound marketing team of one (or even just a handful of people), you also become copywriter, designer, strategist, accountant, sales lead, editor, SEO specialist. Sales leads are given prime attention, between the hours of 11:30 p.m. the list could go on for paragraphs. Awful visual, right?
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 13, 2013
    [Lead] Delegate or Die: Why So Many Managers Fail to Delegate
    'Buffer Why Johnny Can’t Delegate and How That Can Lead to a Job Loss. Recently I joined a firm – but in just one month I was released – without explanation. was unable to find one single thing that I had done wrong – I had been a team player and hard worker, and I made no waves at all. So why did he let me go so soon?
  • HUBSPOT  |  MONDAY, OCTOBER 29, 2012
    [Lead] Internet Outage Crash Your Website? The Marketer's Response Plan
    Ecommerce sites can't make sales; lead generation sites stop getting leads; and ad driven sites stop getting visitors. Leads are important, sure, but you shouldn't forget your current customers. But if you can keep your community, your leads, and you customers happy, it will reduce the impact of those outages on your business.
  • BLOG MY CALLS  |  MONDAY, MAY 6, 2013
    [Lead] Do Clicks Even Matter in Local Marketing? The Case for Call Tracking
    Local marketers say phone calls are BY FAR their most valuable lead source they have. 70% of all engagements between new customers and businesses occurs over the telephone and customer phone calls convert at a rate of up to 5x greater than online search-based leads. That means more valuable leads. The Local Search Boom. billion.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, JANUARY 9, 2012
    [Lead] Why Blogging Benefits Your Business: Exposure, Exposure, Exposure
    blog leads to increased exposure for your business. Tweet I hear lots of reasons why a B2B company should blog: Google gives preference to “fresh” content. Search engine spiders visit your site more often when you’re frequently updating content. Blog content gets into the search engines faster (sometimes an hour after you post it!).
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 8, 2010
    [Lead] 15 Social Selling Articles to Start Your Week and a Fun Video.
    B2B Lead Generation Blog Why Buyers Don’t Like Salespeople – Eye on Sales Call Me Back, Please! Finding an “In” – B2B Buzz Why Lead Management [.]. Closing the loop: Why don’t sales people update the CRM and what can be done about it? – Dig It! The Rise of Social CRM – Sales 2.0
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 5, 2013
    [Lead] From the Diary of an Eloquan: How Eloqua University Reminds Me of High School
    could host a party and get a whole bunch of leads. We could filter some of those leads out before they went through to sales. 'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Ian Hutchinson , a  Vidyard Video Marketing Specialist who helps modern marketers drive revenue with video.
  • WEBBIQUITY  |  WEDNESDAY, JULY 18, 2012
    [Lead] What Could Kill Google and Facebook
    Yet we tolerate exactly that type of behavior from leading search and social media sites every day, and even reward them with growing traffic and more of our precious time. The leading micro-blogging tool isn’t as friendly to other web services as its cute little bluebird icon would make it appear. Twice. Facebook. Google.
  • THE ROI GUY  |  THURSDAY, APRIL 3, 2014
    [Lead] A Failure to Communicate Value
    Step up and lead the value discussion with your prospects: Change the conversation from your product, features and price to a focus on the customer value you can deliver. 'By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. So be provocative.
  • DELICIOUS B2BMARKETING  |  THURSDAY, NOVEMBER 18, 2010
    [Lead] Blog Marketing: To Do Or Not to Do?
    Its really simple:  more traffic equals more leads, and more leads equals more sales. Generate More Leads - for Cheaper! In the same survey by Hubspot, it was revealed that companies who DO blog acquire MORE leads compared to companies that are not blogging. How much more leads? Higher Conversion (More Sales!)
  • WRITTENT  |  MONDAY, JANUARY 13, 2014
    [Lead] 10 Bizarre Inbound Marketing Strategies that Actually Work
    By introducing elements of competition, mystery, or interactivity on your website and social media, you can ingnite your lost leads and indifferent prospects into hardcore brand promoters. To many of us, the marketing idea of outsourcing is associated with lower quality and lead generation. 'Image credit: FreeDigitalPhotos. Be Wacky.
  • BUSINESS GROWTH DEVELOPMENT  |  THURSDAY, APRIL 28, 2011
    [Lead] Is Internet Marketing Maturing As A Business Development Strategy
    Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. Businesses can listen to what people are saying and where they are saying it and react much more quickly.
  • BUSINESS GROWTH DEVELOPMENT  |  THURSDAY, APRIL 28, 2011
    [Lead] Is Internet Marketing Maturing As A Business Development Strategy
    Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. Businesses can listen to what people are saying and where they are saying it and react much more quickly.
  • HUBSPOT  |  TUESDAY, DECEMBER 17, 2013
    [Lead] Answers to 5 of Marketing's Most Frequently Asked Questions #AskTheExpert
    Are you focusing on generating leads and aiming to advertise at the lowest possible cost-per-lead? My goal is to generate leads through paid advertising , and by testing each of these platforms, I’ve been able to optimize for the lowest cost-per-lead. 'Trying out this whole inbound marketing thing? Where do I start?
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 17, 2011
    [Lead] Should Social Media Be Used as a Sales Channel? – The Ongoing Debate
    Trust and sales – Becoming the go-to resource for your industry will earn trust and this leads to improve lead generation. When lead scoring classifies a prospect as sales-ready, move them into the funnel. To build revenue, the question still remains: should B2B social media be used as a sales channel?
  • SOCIAL MEDIA B2B  |  THURSDAY, OCTOBER 25, 2012
    [Lead] 18 Growing B2B Content Marketing Trends to Share
    71% of B2B Marketers use content marketing for lead generation. Every year the Content Marketing Institute and MarketingProfs collaborate on a content marketing survey of B2B marketers. This year’s results are based on responses from 1,416 North American B2B marketers from all industries and all size companies. Photo Credit: Flickr.
  • HUBSPOT  |  FRIDAY, JUNE 3, 2011
    [Lead] 5-Step Guide to Optimizing Landing Pages
    The most effective way to boost lead generation is to improve the performance of your landing pages. It refers to the elements on your landing page that make it difficult for a visitor to convert into a lead. So, how do you do that? In fact, the folks at MECLABS came up with a formula to create top-performing landing pages.
  • BIZNOLOGY  |  TUESDAY, MAY 20, 2014
    [Lead] New York Times: all’s fair in love and marketing
    All roads may well lead to Rome but all roads no longer lead to The New York Times. “ including a sense that the Times will simply serve as a destination — leading to a neglect of social promotion. It can easily offer history, context, and related content — things that most mainstream media stories are terrible at.
  • SALES CHALLENGER  |  TUESDAY, MAY 7, 2013
    [Lead] 3 Ways to Improve Sales Certification
    On the other hand, leading organizations implement long-term certification programs based on sustained behavior change. 'In most sales organizations, successful completion of training results in certification. That said, few reps demonstrate newly acquired skills consistently for it to translate to improved sales results.
  • SALES CHALLENGER  |  TUESDAY, DECEMBER 4, 2012
    [Lead] 4 Ways to Measure Coaching Effectiveness
    From merely measuring sales outcomes, leading companies are creating stronger coaching quality indicators by measuring coaching impact quantitatively and qualitatively. But, unfortunately assessing the impact of coaching on sales results is not that simple despite its ability to improve sales performance by up to 19%.
  • THE B2B RESEARCH BLOG  |  FRIDAY, JULY 20, 2012
    [Lead] From insight to action
    So, how can we ensure that insight always leads to action? Sometimes the biggest challenge with customer insight is not doing the research, but doing something with it. You start with determination to put the customer at the centre of decisions.  You carefully design a robust survey.  Then…. Well, nothing. Here are five tips. Be inclusive.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 3, 2013
    [Lead] Customer-Centricity: The Age Of The Empowered Individual [Video]
    Increasingly, leading organizations in both the public and private sectors see customers as the co-innovators for their products and services. 'My kids and I are huge fans of the show Brain Games  and the show’s host, Jason Silva. Jason talks about the upside of marketing and proves he is an optimist like me. What we like, where we go.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead] How to Use New Anonymous Targeting to Get Sales Faster
    That''s how you convert the most leads, right? For example, if you wanted to have one version of your homepage for leads and one for customers, you could use smart content to build your website so it would dynamically change whether it was a lead or customer visiting you. But what about the people who we haven''t identified yet?
  • B2B MARKETING TRACTION  |  FRIDAY, JUNE 27, 2014
    [Lead] Why You Should Rethink That Snarky Social Media Comment
    And, what this “B2B Marketing Consultant” doesn’t know is that a leading social media guru came up with the idea of comparing Twitter to a radio station so that the uninitiated could understand it. Happy, that is, until “the comment.” The comment was not thoughtful; there was nothing positive in it at all.
  • GREAT B2B MARKETING  |  MONDAY, JULY 1, 2013
    [Lead] B2B Marketers Benefit from Customer Reviews
    'Myron Berg, the FMP partner who heads our online marketing strategy, wrote a great article titled Driving More B2B Leads with Help from Customer Testimonials and Online Reviews , about how to use customer reviews to drive new business. The entire article is worth reading and you can access it here. Smart B2B marketers ask and ask again. 
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 8, 2010
    [Lead] How to Use Cliffhangers in B2B Marketing Content
    During the Broad Reach + Intelligent Lead Nurturing = Increased Revenue webinar I participated in yesterday with Scott Mersy of Genius.com , Brian Carroll of InTouch and Andrew Gaffney of DemandGen Report , I talked about how content can help promote prospect responsiveness. After all, your content has a job to do, right? Cliffhangers.
  • MARKETING INTERACTIONS  |  SATURDAY, MAY 22, 2010
    [Lead] Takeaways from The Great Content Marketing Experiment
      Social Media is about more than lead generation. Last week, John Bottom ( @basebot ) from Base One Group in the UK took a unique approach to his presentation at the IDM conference. He designed an experiment to show 150 B2B marketers the impact that can be achieved with content marketing. could go on, but you get the gist. Yes, John.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Lead] Are You In The Top 1% Of Sales People?
    The old school strategy of hiring more “feet on the street&# or hiring 100’s of inside sales people to cold call 100’s of times a day looking for sales growth or generating volumes of leads is proving wildly inefficient. This is a guest post from sales professional Kenny Madden. Good riddance.). TOP 1% (Read: Exceptional credibility. ).
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 21, 2010
    [Lead] Augmented Reality For B2B Marketing in 2011? | B2B Marketing Insider
    Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. Share If you’ve ever seen Star Trek, Minority Report or just about any other movie based in the future, you have seen augmented reality in use, albeit in a future vision.
  • B2B MEMES  |  THURSDAY, DECEMBER 8, 2011
    [Lead] Adam Tinworth: Journalism in a Period of Continuous Change
    Though no doubt disconcerting, it is the kind of change that will surely lead to rewarding new experiences both for him and his readers. Or Tony Collins hitting the point where he had more leads from his blog readers than he had time to follow up. Adam Tinworth. What was the pivotal moment that shaped how you view the post-print era?
  • HUBSPOT  |  TUESDAY, MARCH 20, 2012
    [Lead] 13 Brands Using LinkedIn Company Page Features the Right Way
    We recently reported that, in a study of the over 5,000 inbound marketers where we pitted LinkedIn against Facebook and Twitter, LinkedIn proved to be the most effective social media channel for lead generation -- 277% more effective, in fact. You want to leverage LinkedIn's lead gen potential for your business as much as possible, right?
  • SALES CHALLENGER  |  WEDNESDAY, OCTOBER 26, 2011
    [Lead] 6 Keys to Influencing Customers
    Reps can essentially lead customers through the sale and provide guidance on the next steps to take. We call this approach of leading customers through the purchase process Commercial Coaching. Loss Aversion —a tendency to prefer choices designed to prevent losses over choices designed to obtain gains.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 30, 2014
    [Lead] 4 Ways to Manage Change Management For Successful Demand Generation
    As CEO and Principal of ANNUITAS, Carlos drives strategy and leads core practice teams to Transform Demand? 'by Contributor Friendly | Tweet this Editor’s Note: Today’s post comes Courtesy of Carlos Hidalgo , an innovative thought-leader with more than 20 years experience as a B2B marketing practitioner and industry visionary.
  • HUBSPOT  |  MONDAY, MAY 24, 2010
    [Lead] Data Shows: On Twitter, Women Are More Social
    Free Download: Marketing Data: 50+ Marketing Charts and Graphs HubSpot has complied over 50 marketing charts and graphs on topics including Lead Generation, Blogging and Social Media, Marketing Budgets, Twitter and Facebook Download the ebook now! In our database, women follow 2% more people than men do on average.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, MAY 6, 2012
    [Lead] What Brain Research Teaches about Selecting Marketing Automation Software
    Apparently the research shows that carefully analyzing such choices actually leads to worse decisions than making a less considered judgment. I’m spending more time on airplanes these days, which means more time browsing airport bookshops. Since spy stories and soft core porn are neither to my taste, the pickings are pretty slim.
  • THE EFFECTIVE MARKETER  |  MONDAY, JULY 30, 2012
    [Lead] What’s Wrong with Marketing Education?
    Marketing Automation : the typical step-up from email marketing, marketing automation software (such as Marketo , Eloqua , Act-On , Pardot , and others ) allows you to automate the sending of your emails and, more importantly, of nurturing your leads. What are College Students to Do? The Modern Marketer. Good luck!
  • THE EFFECTIVE MARKETER  |  MONDAY, NOVEMBER 30, 2009
    [Lead] The Fun Theory: How to Change Behavior
    The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Fun Theory: How to Change Behavior How do you change people’s behavior? You have to fill out forms, get approvals, and meet goals otherwise there’s no pay raise or bonus. Some food for thought.
  • THE EFFECTIVE MARKETER  |  FRIDAY, JULY 23, 2010
    [Lead] What Trigonometry Has to Do With Marketing?
    The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What Trigonometry Has to Do With Marketing? recent post by Chris Brogan talking about Typing Classes reminded me of my own experience. had classes on those old typewriters and you had to press each key really hard.
  • THE EFFECTIVE MARKETER  |  TUESDAY, FEBRUARY 22, 2011
    [Lead] WordPress Plugins for Marketers
    To make it easier for everyone I’ve compiled the suggestions from the group into an easy-to-read list (sorted alphabetically). An Excel file is available at the end of the post with all this info. WordPress Plugins for Marketers (click to zoom) Note: Only WordPress.org (the free, host-it-yourself version of WordPress) allows for plugins.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 11, 2012
    [Lead] How to Cheat at Inbound Marketing
    Well, when you’re prospecting for sales leads by using social analytical search engine optimizationical quantifications of technologicadoodies blah blah blah blah… Let’s face it – you’re busy. Want to know every last detail about how it works? Things like: What is inbound marketing? We’ve got you covered.
  • HUBSPOT  |  TUESDAY, JULY 31, 2012
    [Lead] Facebook Launching 9 More Targeting Options for Organic Updates
    Face it -- having more targeting options can only lead to better marketing. Consider HubSpot's own research , in which we found that targeted and segmented lead nurturing emails generate an 8% click-through rate compared to general email sends, which generate just a 3% click-through rate. New Facebook Post Targeting Options. Gender.
  • ANNUITAS  |  TUESDAY, MARCH 4, 2014
    [Lead] The Rise of the Marketing Technologist – Part 1
    Even more importantly, “…71% of these CEOs believe that while B2B Marketers are focused on the latest marketing technologies (such as marketing automation, lead management and CRM) supposedly to generate customer demand, they are still failing to deliver the level of incremental customer demand expected of them.”
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 17, 2010
    [Lead] What Is Marketing Acceleration?
    More leads. But we can use the power of acceleration to help our companies achieve greater success in 3 ways: Pipeline Acceleration: increasing the speed of conversion from initial response to lead, opportunity and sale. At the top of the funnel is lead follow-up: this may be the easiest item to consider. Conversion More sales.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 13, 2012
    [Lead] Sales Leadership: Climbing Mount Everest
    While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and in the business section there was a large article on this topic. Sales Leadership: Climbing Mount Everest. Climbing Mount Everest takes skills, plans, a strong team and luck.  Immediately I knew it would be a good topic for the blog. Goals.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, SEPTEMBER 9, 2012
    [Lead] Five ways the mobile revolution impacts your blog
    Top navigation bar leading to other parts of my site. Every single day your blog is becoming less useful and relevant … and there is nothing you can do about it. The difference is pretty dramatic: Here are five implications of this shift: 1) Less blog engagement. 2) The end of calls to action. 3) Less traffic. 4) A crunch on creativity.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, APRIL 24, 2012
    [Lead] What the $200 Million Tweet Can Teach You About Personal Influence
    Your audience will reward you with new sales, leads, and referrals. Is this the new face of power and influence? By Contributing {grow} Columnist Stanford Smith. ve been thinking about what makes a person influential. Can it come from a single tweet? The other day, I saw an infographic that plotted the hockey stick growth of Draw Something.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, OCTOBER 4, 2011
    [Lead] Twitter is dying—and it’s all your fault
    While it’s still easier to scan the stream than use other social networks, too often clicking a link leads to junk–or at least subpar content. By Neicole Crepeau, Contributing {grow} Columnist. m going to get flak for this post, but I don’t care. m so frustrated that I have to write something. love Twitter.  Tribes are killing Twitter.
  • HUBSPOT  |  TUESDAY, AUGUST 3, 2010
    [Lead] Free eBook: Building the Marketing Plan: A Blueprint for Start-ups
    Nowadays, there’s no reason you can’t have a web site up in days, start publishing content within weeks, run quick experiments regarding prospecting lists/messages/offers, and within a couple months start to see the needle move in terms of traffic, leads and prospects. The following is a guest post by Ilya Mirman.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 27, 2012
    [Lead] Inbound Marketing: Do You Have A Content Destination?
    And that will lead to more customers, more revenue and better business results from marketing efforts. B2B Marketers have always been doing content marketing. And the reason is simple: the decision making process in B2B is a bit more complicated than buying a pack of gum. zzzzzzzzzz (snore). Oh, and don’t be boring! Photo Source.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 30, 2012
    [Lead] 5 Ways To Maintain Your Clients
    After I met with the Sales Director, I asked other colleagues what they thought were the key reasons leading to our success with client retention. I was chatting with a Sales Director at our company this morning who asked an interesting question: How do you explain the increase in our client retention rates recently?
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