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  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JUNE 13, 2012
    [Lead] Inbound AND Outbound
    They make more dials, they have more live conversations and they pass more fully qualified sales leads to your sales people. I love automated email marketing. It has changed the rules of the game for opportunity generation firms and allowed us to dramatically increase rep productivity. However, the majority of companies seem to stop there.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, AUGUST 9, 2013
    [Lead] 5 Tips for Mentoring the Millennial Generation in Inside Sales
    Make a direct connection between their work -- the product they’re selling, the people they’re leading -- and how it helps others. By the end of the decade, millennials will encompass 50% of the workforce. Not only will they be employees, they will also be customers. People respond better when they’re trusted. That knowledge should be enough.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 6, 2014
    [Lead] How to Successfully Execute a B2B Marketing Strategy
    Subscribe to online publications, columns in leading papers, and blogs that are specific to your market. Editor''s Note: This blog post is an excerpt from the eBook Marketers Making a Difference: Volume 3 about creating a comprehensive B2B marketing strategy. This will provide visibility to manage topics, themes, guest posts, frequency, etc.
  • B2B MARKETING TRACTION  |  MONDAY, SEPTEMBER 24, 2012
    [Lead] When Is It Time to Hire a Part-Time CMO?
    Marketing money is being spent but greater awareness in the marketplace, leads and revenue are not the results. Some of my colleagues recently asked me to describe why a company or organization might want to hire a part-time Chief Marketing Officer. Why would a business hire a part-time CMO? ” There is no written marketing plan.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, MARCH 30, 2011
    [Lead] 4 B2B Insights from Salesforce.com’s Acquisition of Radian6
    Many social media approaches start in marketing or customer service, and serve customers and prospects at the top of the lead funnel. This is no longer the world where marketing generates leads for sales and steps out of the way. Today Salesforce.com announced the acquisition of Radian6. Even if you don’t use either product. 1.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MARCH 19, 2015
    [Lead] Ad Injection: Whose Media Is This?
    That leads us to one question:  Whose media is this? That leads us to one question:  Whose media is this? By Merav Chen, {grow} Community Member. Ad Injection is a type of adware, but one that is difficult to detect and prevent. Here’s how it works: injected adware operates at the browser level on a specific user’s PC.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 27, 2011
    [Lead] So Many Sales Prospects to Contact and So Little Time.
    Here a couple of tips that I have found to be useful for my team: Prioritize large lists based on the leads that have been most recently created. Some of the leads were created almost a year ago, while others were created in the last month or so. ” The answer to this question really varies depending on so many factors.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 23, 2014
    [Lead] Social Media and the History of Aggression
    Facebook, created to unite global conversations, is also the basecamp for bullying so severe it leads to violence and teen suicide. Facebook, created to unite global conversations, is also the basecamp for bullying so severe it leads to violence and teen suicide. Yes, it is going to get weird in here today. And so on. believe in this.
  • FATHOM  |  WEDNESDAY, APRIL 16, 2014
    [Lead] Using Online Data to Predict Patient Behavior
    What can you do to anticipate this and offer tips, services or flexible appointment options in the days leading up to, and just after, Thanksgiving? It is very likely that the online information is a leading indicator of flu cases.  By monitoring online activity you can then anticipate the next flu outbreak. Social media. Big Data.
  • CONVERSIONATION  |  FRIDAY, MAY 27, 2011
    [Lead] Where does Content Marketing Belong in the Social Business?
    As most of you probably know, the term content marketing was coined by Junta42’s Joe Pulizzi , and it emphasizes the use of relevant, customer-centric, multimedia and cross-channel content to support all possible marketing objectives, including lead management and community nurturing. And it always really depends on numerous factors.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 18, 2012
    [Lead] Inside Sales Reps: How Is Your Relationship With Your Sales Team?
    Being a Business Development Rep at AG is more than just making dials and passing leads. It’s also about cultivating and maintaining open communications with the sales reps that you are passing your leads to. Sales Prospecting Perspectives in pleased to bring you another guest post from one of our newer BDRs, Kim Staib.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JANUARY 28, 2011
    [Lead] Sales Prospecting Perspectives Weekly Recap - Week of January 24th
    Choosing The Right Lead Generation Firm - Chris Lang talks about how to chose the right Lead Generation Firm for your company. Truth is there are a lot of great lead generation firms out there also. Where a lot of companies get burned is by choosing a lead generation firm for the wrong reasons. Happy Friday Everyone!
  • CRIMSON MARKETING  |  TUESDAY, NOVEMBER 12, 2013
    [Lead] How Marketing Automation Handicaps Demand Generation
    When senior management drives change management across the entire organization, effectiveness will improve and you’ll start generating the kind of leads you want. Marketing automation undoubtedly has significant value in demand generation growth. But many of you will agree that it could be more automatic. And this is wrong.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, FEBRUARY 6, 2013
    [Lead] Five Signs Your Online Customers May Be Cheating on You
    But Marketers can use online behavior and web analytics to reveal patterns and warning signs indicative of the type of customer retention issues that lead to “online cheating.” Posted in Behavioral Targeting Conversion Optimization Customer Experience eCommerce. ” The question is, are they? Low Search Engagement.
  • CONNECT THE DOCS  |  WEDNESDAY, JUNE 2, 2010
    [Lead] White Paper 101: A Step-by-Step Approach to Creating Highly Engaging White Papers
    Today white papers have become HOT marketing vehicles, and countless numbers of companies are using them to generate leads and grow their business. Any business that sells to other businesses is a prime target, and thousands of businesses are using white papers today to educate customers and generate leads. Jonathan Kantor. Act NOW.
  • 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?
  • MARKETING INTERACTIONS  |  SUNDAY, MARCH 6, 2011
    [Lead] Marketing Automation Provides Tactic Validation
    What his client did once they had marketing automation to track lead disposition was to divide their spend equally across 3 demand generation initiatives: list rental. I was just reading a post by Mac McConnell, You've Got Marketing Automation. Now What? , and one of the points Mac made really resonated with me. content syndication.
  • HUBSPOT  |  WEDNESDAY, JANUARY 12, 2011
    [Lead] 8 Ways to Use the Web to Write Amazing Headlines
    PPC Advertising - You might be using pay-per-click advertisements on Google, Bing or Facebook to help drive leads for your business, but if you are willing to spend a little money, you can also use these platforms to conduct some broad title testing. Let's say that you are about to launch an important new ebook for lead generation.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 16, 2014
    [Lead] How To Start A Conversation To Keep Visitors On Your Web Site
    by Contributor Friendly | Tweet this Editor’s Note : Today’s post comes courtesy of Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. He frequently writes about using content effectively and getting the most from it. Follow Josh on Twitter @jhaynam. Demand Generation
  • SAVVY B2B MARKETING  |  MONDAY, JULY 16, 2012
    [Lead] Quality Content Isn’t Everything
    If nobody hears your content, in one sense it doesn’t even exist – in which case it won’t help you generate leads or establish credibility or accomplish any of the other business goals of your content marketing strategy. Based in Chicago he is a writer, blogger and content guru with extensive B2B experience. Over to You.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 29, 2013
    [Lead] Social Selling: 10 Actionable Tips From LinkedIn’s Koka Sexton
    We at Eloqua have seen significant business be leveraging social selling techniques using LinkedIn Sales Navigator, including: Increased conversion rates of leads to opportunities by 25%. by Amanda Batista | Tweet this The verdict on social selling is in: It works. Increased more than 15% of reps exceeding sales quotas. SocialDG.
  • B2BBLOGGERS  |  THURSDAY, MAY 10, 2012
    [Lead] 25 Awesome Twitter Tips
    To generate new leads? Tweeting special offers will give users another reason to follow you and bring in new leads for your business. Last week Shanna Mallon of Straight North, a leader among  Chicago Web design agencies , shared 25 Awesome B2B Blogging Tips. This week she takes on Twitter. Enjoy, Jeremy. To ask questions? CONTENT.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 14, 2013
    [Lead] Four Badass Facebook Advertising Tactics
    It’s essential to do both, but when using Facebook for lead generation the image is vital. have found that it is optimal to have a good mix of the two, but for lead gen specifically I lean towards big bold images as mentioned above. But out of the ashes rise best practices that have come along for the ride. B2B Marketing Social Media
  • HUBSPOT  |  THURSDAY, FEBRUARY 7, 2013
    [Lead] 11 Steps to Make Sure Your Next Webinar Is a Total Flop
    Webinars are fantastic for generating high quality leads , and they can also help you build stronger relationships with your current customers. Unless, of course, you want to scare away leads and customer. Remember, a webinar is a serious time commitment (which is why it's a great indicator of high quality leads). Great idea!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 12, 2013
    [Lead] Why Advocates Should Be Part Of The Modern Marketer’s Strategy
    For years, marketers have been trying harness the enthusiasm of happy customers to convert leads to revenue. by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of     Jim Williams, VP of Marketing at Influitive , the advocate marketing experts. Here’s a fun exercise. See the difference?
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 28, 2011
    [Lead] How to Send Emails Like a Human Being
    If your emails are all part of the same lead nurturing campaign, they should be connected by a similar design. When you're setting up email or lead nurturing campaigns , make sure that the timing of your sends align with the typical buying cycle of your customers. Your leads and customers receive countless marketing emails a week.
  • TOMORROW PEOPLE  |  WEDNESDAY, OCTOBER 12, 2011
    [Lead] How to Outflank Your Competitors With Inbound Marketing?
    This is because inbound marketing centres around the strategic use of targeted and compelling content to create and reinforce a relationship with potential leads and customers. Creating. Creating is another essential step in the Zoober methodology. It includes online content such as: Articles. Blogs. White papers. Mobile apps. Webcasts.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, FEBRUARY 12, 2014
    [Lead] 31 business building benefits of Buyer Personas
    Creates higher quality lead generation. By Rob Petersen, {grow} Community Member. Buyer Personas  rock and I’m about to show you why. Buyer Personas are written characterizations of the real buyers who influence or make decisions about the products, services or solutions you market. TARGETING AND POSITIONING. MESSAGING AND MEDIA.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 10, 2012
    [Lead] How to Tell If Your Customer Community is Driving Revenue
    Specifically, is your community enabling customers to succeed, leading them to remain a loyal customer to your business. by Heather Foeh | Tweet this As the manager of Eloqua’s online community,  Topliners , I’m constantly looking for ways to measure what’s working and what’s not. Are we seeing steady growth?
  • MARKETING INTERACTIONS  |  MONDAY, SEPTEMBER 5, 2011
    [Lead] Show Quantity the Door
    It's been a project to try and substantiate and shift the perspective of value in regards to lead generation from quantity to quality. I speak to a lot of B2B content marketers. It can be exhausting. Not speaking to them, of course, but hearing them talk about all the stuff on their plates. white paper per month. case study per quarter.
  • SMASHMOUTH MARKETING  |  FRIDAY, JUNE 19, 2009
    [Lead] B2B Appointment Setting - Best if Nurtured First
    As you all know, Green Leads is in the b2b appointment setting business. Inbound leads as a result of the nurturing campaign were routed to their inside sales team. Since then, five of our clients have started feeding us nurtured leads to augment traditional raw names. So X meetings for $Y. Last year some stats started changing.
  • MI6 MARKETING AGENCY  |  FRIDAY, JULY 9, 2010
    [Lead] Groundswell Blook Report, Chapter Three: The Social Technographics Profile
    Some want to lead, some want to help, some want to share and some want to watch. Author: Chris Herbert. Audience: Senior Executives, Marketing and Sales Professionals, Social Scien. Groundswell is broken down into three parts. Part one (chapters 1-3) focuses on understanding the groundswell. Chapter 3. The Social Technographics® Profile.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JUNE 11, 2014
    [Lead] My Next Adventure In Content Marketing
    This week I am joining NewsCred , the leading content marketing platform, as their Head of Strategy. I am very excited to announce today that after nearly 7 years at SAP , I am taking a big step in my journey. When I moved from sales into marketing, my aim was to help more customers – more than one at a time. The World Has Changed.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 20, 2011
    [Lead] The 7 B2B Sins of Social Media Ignorance
    ROI arrives in the form brand advocates, engaged customers, leads generated and carving out a thought leadership role in your industry. by Andrew Moravick | Tweet this What holds back b2b companies from tapping into social media? Here’s what they are and how you can purge yourself of them. Sloth. “We just don’t have time.” Greed. Share email.
  • SAVVY B2B MARKETING  |  FRIDAY, APRIL 22, 2011
    [Lead] Weekly Wrap Up - April 22
    LinkedIn can be a treasure trove of leads, connections, and ideas - you just need to know how to make the most of it. If you were treated to Easter egg hunts as a kid, you know the thrill of stumbling across hidden treasure in the tall grasses and tree nooks. And this week, we're pleased to share the following gems with you. Enjoy!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 28, 2011
    [Lead] 4 Reasons to Use StumbleUpon for Your B2B Content
    Relevant new leads. by Andrew Moravick | Tweet this Think of your favorite restaurant and how you found it for the first time. Did you research venues in your area, did a friend of family member share it with you, or did you, by some stroke of luck, just happen upon it? Well… for that, there’s StumbleUpon. mature, highly active audience.
  • SMALL MANUFACTURER BLOG  |  TUESDAY, AUGUST 6, 2013
    [Lead] 50 Ways to Market Your Website to Generate Links
    and How You Can Avoid Them for Mac McIntosh’s Sales Lead Report). Use the offer as an incentive for a direct mail or email lead gen campaign. Last week, my good friend Jill Whalen asked people, “What’s a good tip for marketing a link-worthy website which in turn might actually garner links?” Enjoy! Packaging. 9.
  • HUBSPOT  |  TUESDAY, AUGUST 20, 2013
    [Lead] The Go-to Guide to Creating Email Newsletters People Actually Read
    Most marketers have been there -- you’re sitting around a conference room, trying to figure out how to best engage leads and customers, sell more product, or just “stay top-of-mind” for your target audience, and someone decides there’s a solution that can solve all of those problems at once: an email newsletter! What’s in them? Right.
  • FEARLESS COMPETITOR  |  FRIDAY, NOVEMBER 18, 2011
    [Lead] Find New Customers Fan of the Month – Arthur Germain
    B2B Lead Generation | Find New Customers Fan of the Month. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Each month we recognize a special fan of Find New Customers. This month our fan of the month is none other than Arthur Germain of the Communication Strategy Group.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 28, 2011
    [Lead] Find New Customers Fan of the Month – Antonio Dimitriadis
    B2B Lead Generation | Find New Customers Fan of the Month for October 2011. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Each month we recognize a special fan of Find New Customers. This month our fan of the month is none other than Antonio Dimitriadis. in Greece. Perkins.
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 1, 2011
    [Lead] Find New Customers Fan of the Month – Antonio Dimitriadis
    B2B Lead Generation | Find New Customers Fan of the Month for October 2011. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Each month we recognize a special fan of Find New Customers. This month our fan of the month is none other than Antonio Dimitriadis. in Greece. Perkins.
  • HUBSPOT  |  THURSDAY, NOVEMBER 29, 2012
    [Lead] Your 12-Point Checklist for Mobile-Optimized Landing Pages
    So as a lead generating inbound marketer, you must master optimizing your landing pages for mobile marketing, too. mean, do you really want to lose out on lead generation opportunities with your mobile audience -- an audience that's getting bigger day by day? Visionary, yes. Impresario, of course. think not. 10) Get to the Point.
  • SYNECORE  |  WEDNESDAY, FEBRUARY 12, 2014
    [Lead] The Five Elements Behind Blogging Success
    HubSpot’s most recently released Benchmark report shows that companies that blogged 6-8 times per month doubled their lead volume. As blogs continue to grow in viewership, they will continue to build an increasingly valuable platform for brand establishment and lead generation. Good bloggers take those extra factors into account.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, AUGUST 11, 2010
    [Lead] Mapping the Social Media Landscape
    The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Mapping the Social Media Landscape Infographics, according to Wikipedia are “graphic visual representations of information, data, or knowledge&#. It’s also a wonderful way to communicate your message. Please share!
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Lead] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    For years, companies have tried, and failed, to implement a closed-loop lead management system. Join us to learn from a leading software company how they achieved this “holy grail” of sales and marketing. The closed-loop lead management system is one of the most elusive business models out there. Tuesday;  11:00 a.m.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JANUARY 27, 2013
    [Lead] The challenge of creating a blog that sings
    But I am also realizing that even if I cannot be a continuous creative buzzsaw like Jena, I still have to find time for random inspiration, playfulness, and new conversations that lead to creative insight. As I write these words, it is 5:36 a.m. on a Saturday morning. Am I crazy? No, I’m excited. Creative immersion. Jena sculpts.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 7, 2011
    [Lead] How to Fit Social Media into Your Marketing Strategy
    Many companies fear that social media will lead to wasted productivity. But if organizations don’t take the lead and create a policy for how employees should be using social media, they’ll miss out on the benefits. You lay out three sequential steps for the social media process: monitor, engage, and manage.
  • SAZBEAN  |  SATURDAY, MARCH 17, 2012
    [Lead] Top Internet strategy, marketing and technology links for the week of March 17, 2012
    How to Tailor Lead Nurturing Content to Suit Individual Personas  (HubSpot). Here are the top Internet strategy, marketing and technology links for the week of March 17, 2012… Four Things Your Blog Must Do [Slide Show]  (Marketing Profs). Better Email Results…Instantly! ProBlogger). Tips for Using Google+ for Business  (GrowMap).
  • HUBSPOT  |  FRIDAY, APRIL 8, 2011
    [Lead] 6 Ways to Transform Your Marketing with Data
    This includes measurement at a macro level - a survey found that businesses that focus on inbound marketing instead of outbound interruption-based marketing enjoy a 60% lower cost per lead. For example, you might find that organic search traffic is converting into leads at a lower rate than social media traffic. Connect with HubSpot
  • VIEWPOINT  |  TUESDAY, APRIL 9, 2013
    [Lead] What I Learned Day 1 of Sales 2.0 2013 in Tweets #S20C
    Abundance of information leads to a paucity of insight. Day 1 of Sales 2.0 was full of great speakers and information. spent the day tweeting the points I found the most valuable and thought you would enjoy them as well. Translate insight into value. Words don''t stick, numbers stick. s20c. — Dan McDade (@dandade) April 8, 2013.
  • VIEWPOINT  |  WEDNESDAY, JANUARY 19, 2011
    [Lead] What if Marketing Automation had not been invented?
    James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. This month Jim's intention is to stimulate conversation. I am asking you to take a journey of Counterfactual Reflection.*. What would be the condition of the sales channels?
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, MAY 5, 2010
    [Lead] Using Content to Move Prospects Forward in the Sales Cycle
    Convert prospects into leads – a prospect that has made an inquiry or responded to an offer is now a lead. Score this lead according to your preset BANT (Budget, Authority, Need, and Timing) criteria to determine if they are “sales-ready.” Ardath Albee, CEO of Marketing Interactions, Inc. Get Engineers Can Sell white paper now.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, NOVEMBER 7, 2011
    [Lead] The Seven Sins of Marketeing Automation System Selection
    Ideally you’ll have specific, quantifiable goals in terms of numbers of qualified leads, costs, and revenue created. I’ll be giving a Webinar this Thursday on evaluating marketing automation software, sponsored by Neolane. Part of the content will be a list of Seven Deadly Sins of Marketing System Selection. So here goes. 1. Ignoring Users.
  • FEARLESS COMPETITOR  |  SATURDAY, OCTOBER 1, 2011
    [Lead] Saddened by the demise of once great companies
    Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Kodak , Nokia , RIM , Hewlett-Packard. Four names that once represented powerful companies who could do no wrong. Today, Today, they are struggling to remain relevant – or to even survive. Playbook) and Nokia has the same problem.
  • BLOG MY CALLS  |  SUNDAY, SEPTEMBER 7, 2014
    [Lead] Calls: Actions to Take and Metrics to Track
    This will tell you if the caller found your site via a specific local ad vs. an organic search; or retargeting vs. a lead gen campaign. Or, are they, rather, just answering questions and then letting the caller get off the phone? 6) Advanced Analytics: Lead Quality Scoring. Quite simply this is lead scoring for phone calls.
  • SALES CHALLENGER  |  MONDAY, JUNE 25, 2012
    [Lead] Hey Motivated Buyer, You’ve Changed…
    Lead with insight to teach customers. What happened to our motivated buyers and decision makers?  They used to be so easy to identify, evaluate and work with.  We were able to create opportunity scorecards based on known and defined criteria to identify the high-value opportunities and accounts. 
  • NUSPARK  |  SUNDAY, DECEMBER 29, 2013
    [Lead] Buying Online Display; Click-through Rate & Conversion Considerations
    Unless you have a compelling offer that drives audiences to lead capture landing pages, the CTR is a misleading stat when it comes to measuring performance.  If you are running display campaigns, and showing a typical 80-90% bounce rate, you have a reason to be concerned.  Have you clicked on a banner ad recently?  Assume clicks are a bonus. 
  • KOMARKETING ASSOCIATES  |  TUESDAY, AUGUST 26, 2014
    [Lead] 20+ Metrics for Measuring B2B SEO Performance
    Event tracking is ideal for less sales-oriented lead generation efforts, like video views, and image or link clicks. Last spring, I had the opportunity to instruct a course for MarketingProfs University’s Search Marketing School 2014. Search Engine Optimization Fundamentals. Organic search engine traffic. Keyword rank monitoring.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 14, 2011
    [Lead] The Key To Becoming A Good Inside Sales Rep: Never Stop Learning
    Sure I was able to land some decent leads, but primarily those came from follow ups on whitepaper downloads and “contact us” hits from their website. Let’s be honest, a monkey could transition those kinds of leads to the sales team. Fast forward to my next sales job. Man was I mistaken!) started to make some progress.
  • 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. Will Persist.
  • VOICE-BASED MARKETING  |  FRIDAY, NOVEMBER 15, 2013
    [Lead] Decreasing Shopping Cart Abandonment With Click-to-Calls
    Want to learn more about closing web leads? Check out this free on-demand webinar, Close More Business By Responding Faster to Web Leads. Shopping cart abandonment is one of the biggest challenges ecommerce businesses face, and many have found way of coping using tools like email. increase in open rate, a 16.5%
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 2, 2010
    [Lead] Creating the Perfect Mix of Art and Science in Your B2B Marketing Programs
    Lead nurturing: Triple the amount of new leads using nurturing. Marketo took a sample of their leads and nurtured them the way they normally do, and the other segment, they did not. Here are some of the findings: Lead scoring: Improve ROI by prioritizing sales efforts to meet and achieve quota. Geeks and Artists unite!
  • B2B MARKETING ZONE POSTS  |  TUESDAY, NOVEMBER 2, 2010
    [Lead] Top 56 B2B Marketing Posts October 2010
    Cool Lead Conversion Testing Tools , October 19, 2010 Stop Guessing.Start Testing. In lead generation marketing our goal is to get visitors to take action. Then there are scores of B2B marketers who swear by inbound marketing as the path to lead generation nirvana. Which leads me to my next ROI …. in the 1960s. Gladwell. 
  • HUBSPOT  |  TUESDAY, JULY 10, 2012
    [Lead] 16 Ways to Simplify Your Prospects' Decision-Making Process
    Download an ebook and become a lead? Any time you deliver on something different from what's advertised, you not only confuse your leads, but you also generate unqualified leads. Be sure to monitor and respond to any blog or social media comments to catch these opportunities to lead more prospects to conversion. WIIFM?).
  • FEARLESS COMPETITOR  |  FRIDAY, APRIL 16, 2010
    [Lead] Thought Leadership Interview #1: Kevin Temple of Enterprise Selling
    Quest ion 1: CSO Insights recently found that quota achievement was at its lowest rate ever, lead generation budgets were flat or cut, and quotas were being raised. Find New Customers helps business develop and implement programs to improve the way they find and acquire new customers using best practices in lead generation.
  • B2B IDEAS @ WORK  |  THURSDAY, SEPTEMBER 8, 2011
    [Lead] A B2B Marketing Fail With Positive ROI
    New business wins including two that were helped by collaborations with strategic partners I first met via Twitter and another with new client who found our agency through organic search and another that began as lead converted and nurtured by one of our inbound marketing campaigns. What were the results? Day 30 arrived and I failed.
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 11, 2009
    [Lead] Three Free (Or Dirt Cheap) Marketing Strategies You Can Put Into Place Right NOW
    Whether you’re facing a slashed budget or rolling in the dough, there are fat least three fairly easy and mostly free things you can add to your marketing efforts to drive more leads – even when times are tough. I don’t have to tell you that times are tough these days. We are all pretty tired of hearing it.
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 5, 2009
    [Lead] When Sales is from Mars and Marketing is from Venus
    I have worked on retainer in the marketing departments of a few larger companies. I am usually brought on for a special project, or to ease the crunch of a new product release. On one of these occasions, there were no cubicles available in the marketing area, so I got assigned one a little further out, near the sales team. What planet are you from?
  • SAVVY B2B MARKETING  |  WEDNESDAY, AUGUST 5, 2009
    [Lead] When Sales is from Mars and Marketing is from Venus
    I have worked on retainer in the marketing departments of a few larger companies. I am usually brought on for a special project, or to ease the crunch of a new product release. On one of these occasions, there were no cubicles available in the marketing area, so I got assigned one a little further out, near the sales team. What planet are you from?
  • HUBSPOT  |  TUESDAY, AUGUST 23, 2011
    [Lead] How to Make the Inc. 500 Fastest Growing Companies List
    If you start by growing your company using outbound marketing to purchase leads, perhaps you pay $50 per lead. When you are buying 100 or 1,000 leads per month, that isn’t so bad. Today we’re super excited to announce that HubSpot has been named the second fastest growing software company on the Inc.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JANUARY 29, 2012
    [Lead] Chart: How Many Streaming Videos Do We Watch?
    Not only is it way off in the top right hand-corner of a double-logarithmic scale graph, but it you click through and watch the motion of the bubbles, you will see that it has widened the lead substantially in the last two years. by Egan Cheung | Tweet this How much streaming video do we watch? Chart: How Many Streaming Videos Do We Watch?
  • B2B MARKETING INSIDER  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead] 20 Amazing Examples Of Brand Content Marketing Hubs
    And they have made no secret of the fact that this site is their largest source of inbound leads for their small business card division. Lesson for brands: great content can drive engagement, community and direct leads for sales. have a running list of about 10 sites that I typically use as examples. Adobe CMO.com. GE Reports. Hubspot.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 5, 2012
    [Lead] Congratulations on new Marketing Automation Software! Are You Ready to Take Care of It?
    If not, check out the SCORE demand generation program from sales lead generation firm Find New Customers. Working with a young software firm who is a customer of Marketo , made me think of this analogy: Marketing Automation is like a St. Bernard dog. Marketo has terrific software – powerful and easy to use. They both eat a lot!
  • BLOG MY CALLS  |  FRIDAY, OCTOBER 5, 2012
    [Lead] Mobile Marketing Statistics: Updated Edition
    Mobile callers convert to customers 10x to 15x more than web leads (Source: ContactPoint). Every few months researchers coms out with some new mobile marketing statistics that describe the frenetic pace at which mobile is growing. Here are the coolest statistics about mobile we've found recently. Please enjoy them in their full awesomeness.
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 10, 2013
    [Lead] What You Can Learn about Hiring Leaders from Abraham Lincoln
    Looking to hire an executive to lead a business, like a CEO or Chief Marketing Officer? Case in point, when I departed Business Objects after leading GE to a 284% year over year revenue growth, Business Objects  hired the resume – the man who led GE for their largest competitor at the time – but he didn’t last six months.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MAY 6, 2015
    [Lead] How Intel Attracts More Than 2 Million Readers A Month
    If you’re an e-commerce brand, and you’re selling a product online that can be bought in a couple of clicks, you’re looking for more conversion-based metrics, and how content can actually lead to a sale. But if you’re on the B2B side, it’s more about lead generation and getting signups and subscriptions. Content Marketing
  • FATHOM  |  WEDNESDAY, OCTOBER 9, 2013
    [Lead] Fathom’s Brad Miller Presenting At Lifecycle Messaging Conference
    If you’re not attending the conference, but want to know more about the customer life cycle and messaging strategies, check out some recent posts written by Fathom and Right On Interactive in a series of guest exchanges: Segmentation and Leads. Is There a Best Time To Recycle Your Leads? How Segmentation Makes for Smarter Marketing.
  • HUBSPOT  |  SUNDAY, NOVEMBER 4, 2012
    [Lead] The Shelf Life of Facebook Posts, and Other Marketing Stories of the Week
    When a lead has reached the MOFU stage, it’s important to pull him or her down the funnel with very specific and advanced types of content. Have you ever used these types of content in your lead nurturing campaigns ? You may have heard us say the phrase, " data is a marketer’s best friend" many times before. Ah, how reassuring!
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, NOVEMBER 6, 2012
    [Lead] Leadership: Creating a Great Culture
    Depending on your business situation the culture of how you lead your organization will change, but what is the one of most important considerations? Sales Leadership: Creating a Great Culture. It’s something I seldom find in many organizations.  The first step is most individuals simply are confused as to what is culture! Ken@AcumenMgmt.com.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, DECEMBER 2, 2013
    [Lead] The Psychology of Selfies
    Celebrities like Rihanna, Miley Cyrus, Lady Gaga and Justin Bieber lead the selfie trend. I am a social media outlier. Celebrities like Rihanna, Miley Cyrus, Lady Gaga and Justin Bieber lead the selfie trend. I am a social media outlier. have never posted a “selfie.” ” In fact, I didn’t get it. Sarah J. Like me.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 22, 2013
    [Lead] 25 social media influencers Forbes ignored, and why
    Lee Odden — Leading thinker and speaker about integration of social and SEO. Once a year, a fellow named Haydn Shaughnessy shows up on the social media scene and creates a list of the “ 50 Top Social Media Influencers ,” which is published via the online version of Forbes. It is the singular creation of Mr. Shaughnessy.
  • TRADESMEN INSIGHTS  |  TUESDAY, JULY 3, 2012
    [Lead] What’s Amazon Supply Going To Do For Your Business?
    It’s been a few months now since Amazon announced its serious entry into the MRO market with Amazon Supply. The new service directly goes head to head with Grainger, Fastenal, McMaster Carr and MSC Direct. If you already sell through any of these, what are your feelings about another player in the market? What are your thoughts?
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JUNE 22, 2010
    [Lead] Creativity… a Sales Thing!
    See our Press Release below: Acumen Management Group President Cited by Two Leading Sales Industry’s Online Organizations for Social Media Savvy and Blog Excellence.  . InsideView’s IV50 and BuyerZone’s All About Leads 20 Top Blogs Laud Ken Thoreson’s Online Acuity. Creativity… It’s a Sales Thing! The good news? KNOXVILLE, Tenn.,
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 26, 2013
    [Lead] Keep your bet on Facebook’s dominance … for now
    common question I get asked in classes is if teens are abandoning Facebook. This is usually a function of the “sample of one problem” — “Well my kids are using Facebook much less, so it must be a dying platform.” Where exactly is it going to grow? The high stakes of managing self-presentation on the site. Stay tuned.
  • CHRIS KOCH  |  FRIDAY, AUGUST 21, 2009
    [Lead] The five components of a successful thought leadership program
    These are the key components: Install a lead tracking and nurturing system. As the lead is passed over to sales for follow through, the thought leadership content is tagged as part of the sale. Get agreement with sales on a sales-ready lead. Here are my thoughts on the big pieces. Research the need. What do you think?
  • HINGE MARKETING  |  FRIDAY, FEBRUARY 21, 2014
    [Lead] 3 Tips for Selecting Blog Topics
    Related Stories Creating Content that Converts: Five Online Lead Generation Tools for Tech Firms New Research Study: How Professional Services Buyers Check You Out How Northwood Construction Became a Local Hero Deciding what topics and issues to include in your blog can be a challenge. On Twitter or LinkedIn?
  • BIZNOLOGY  |  WEDNESDAY, MARCH 6, 2013
    [Lead] SEO for Marketing Executives
    These relationships turn into more leads, sales, and loyal customers than the Mad Men approach ever did. Word cloud for content marketing. As I have been writing in this space for the last three posts, SEO is not just the domain of consultants. It is a vital skill for every   role in marketing and communications. This is the Mad Men approach.
  • HUBSPOT  |  WEDNESDAY, JANUARY 30, 2013
    [Lead] The Right Way to Think About Your Marketing Software RFP [+Sample]
    The “finish line” for most companies is one of three things: increased traffic, more sales-ready leads, or more customers. Your goal should be tied to your business results -- the things your CEO can tie back to the bottom line -- like increasing lead conversion by 30% in 18 months, or increasing organic search traffic by 15%.
  • 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. 6. 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.
  • WRITING ON THE WEB  |  WEDNESDAY, NOVEMBER 6, 2013
    [Lead] How to Find Great Blogs for Better Business Blogging
    In turn, this creates good blogger relations which can lead to reciprocal projects and posts. Writing quality content is key for your business blog. Never stop focusing on  better business blogging. But what about reading great blogs yourself? Why do you need to find great blogs to follow? It’s not only for inspiration. Photo Source).
  • SAZBEAN  |  TUESDAY, NOVEMBER 6, 2012
    [Lead] B2B Business Blogging –The Complete In-Depth Guide To Creating A Killer B2B Blog
    good business blog is a place to communicate the latest news from your brand, drive business leads and to create content that gets shared far beyond your own blog. Despite different social media networks coming and going, one thing that always remains constant are blogs. Just follow these tips and you will have a killer business blog.
  • SAZBEAN  |  THURSDAY, NOVEMBER 14, 2013
    [Lead] Give Your Marketing a Chance
    Your key performance indicators (KPIs) are direct measures of success (leads generated, conversions, etc.), but you’ll also have secondary metrics that can help you understand what’s working before you have a lot of results (referring sources, visits, etc.). Invest Appropriately Marketing isn’t free. Marketing
  • VOICE-BASED MARKETING  |  WEDNESDAY, DECEMBER 24, 2014
    [Lead] Why You Should Be Interested In Multi-Location Call Tracking
    Being able to track phone leads back to the marketing source they originated from (whether specific ads, keywords, web pages, email, etc.) After you track where your phone leads are coming from, call routing technology that also includes contextual call routing can direct the call to the right place based on your business needs.
  • 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). 
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, NOVEMBER 15, 2011
    [Lead] 5 B2B Marketing Trends for 2012
    Each year, MLC surveys our members about their top challenges looking ahead.  As we read the tea leaves in the survey results, here are our thoughts on what’s creeping into (or storming) the B2B marketing consciousness for 2012. Voice-of-Customer 2.0. Skillset Reset. Disruption. Going Global. Content Marketing Hits the Breaking Point. Mobile!
  • ENGAGE  |  MONDAY, DECEMBER 19, 2011
    [Lead] 5 Ways to Become a Better Writer in 2012
    Image: the italian voice ] If you liked this, try: The Tao of Quality (Or, What I learned from Auto-Tune) 5 Tips to Fight the Writing Procrastination Gremlins Lead and I Will Follow: On Writing Good Leads. I wrote my face off in 2011. And yet… Anyone who manipulates words for a living will tell you that satisfaction is fleeting.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 18, 2012
    [Lead] The Secret to Innovation Success
    When you ask customers directly what they’re looking for, you’ll likely get incremental innovations at best; at worst, you could get a jumble of contradictory or impossible wishes and desires, leading to stalled innovation efforts. What makes brands vital, and what makes consumers associate particular brands with innovation?
  • WRITING ON THE WEB  |  FRIDAY, MAY 11, 2012
    [Lead] 5 Pinterest Pinning Tips: Don’t Be a Pinhead
    Shanna Mallon is a writer for Straight North, a Chicago Web development company with clients in diverse industries, from the makers of fire retardant clothing to providers of a leading merchant processing service. Don’t Be a Pinterest Pinhead. etiquette tips for pinning on the world’s favorite social pinboard. Plus, it’s fun!
  • B2B MARKETING TRACTION  |  FRIDAY, FEBRUARY 1, 2013
    [Lead] 3 Marketing Personalities You Need to Manage
    There are 3 personalities, however, that I’ve realized are not always productive for improving marketing, generating more leads, and increasing sales revenues! In over 15 years as a marketing consultant, I’ve worked with a lot of great clients. Marketing Personalities You Need to Manage. 1.Myopic Marketer. Marketing Micromanager.
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