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  • 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 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  |  MONDAY, JUNE 27, 2011
    [Lead] Why Internet Marketers Must Always Be Testing
    Bryan: Anybody who wants more leads, sales, subscribers or fans from their website. New Research: Lead Generation Lessons From 4,000 Businesses. Discover how social media, blogging, and website content correlate with traffic and leads. Download the free ebook to learn B2B and B2C lead generations lessons from 4,000 businesses.
  • 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?
  • 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.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Lead] Marketing Automation Tips for Manufacturers
    However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team. Determine how will you engage with these leads and nurture them through the sales cycle. link]. Make a list.
  • 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.
  • 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.
  • 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?
  • 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.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, APRIL 11, 2013
    [Lead] The Hottest Sales Trends of 2013
    Rather, salespeople need to carefully comb through gathered data and employ lead qualification techniques to spot leads with the highest possible returns. Instead of betting on these worn-out horses, salespeople need to embrace new sales strategies (such as Twitter’s new ‘Advertising Card’ lead generation tool).
  • 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.”
  • 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.
  • 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?
  • 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.
  • 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?
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 19, 2012
    [Lead] Make the Short List by Connecting with Content
    About the author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. With content marketing gaining in mindshare and importance, it’s valuable to keep pace with developments in this area. Goals and measurement. Budgets and production. Challenges.
  • 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.
  • MARKETRI  |  WEDNESDAY, AUGUST 8, 2012
    [Lead] Show Me the Money: Proving ROI for Social Media
    That is, measuring how many leads come to your business through social media and how many of those leads are converted into actual business. The best way to think about a company’s social media exposure is that it represents your entire pool of potential leads from social media. ” We all know the scene.
  • THE ROI GUY  |  SUNDAY, MARCH 24, 2013
    [Lead] Are White Papers Dead?
    For traditional white paper campaigns, it now takes significantly more reach to generate the same amount of lead responses. As a result, IDC reports that Interactive White Papers generate 3x more leads than traditional white paper fueled campaigns, and result in 150% more qualified leads per campaign.
  • SMASHMOUTH MARKETING  |  MONDAY, DECEMBER 15, 2008
    [Lead] Smashmouth Review - ConnectAndSell, Off to the Sales 2.0 Races
    Knowing a good thing when we saw it, Green Leads decided to tune the CAS system and do one better. If new clients for your business is a pure numbers game, then you have to look at ConnectAndSell. This is one Sales 2.0 offering that I have to rave about! friend of ours recommended CAS a year ago and at first were reluctant. Need I say more?
  • SMASHMOUTH MARKETING  |  SUNDAY, DECEMBER 7, 2008
    [Lead] Smashmouth Review - ConnectAndSell, Off to the Sales 2.0 Races
    Knowing a good thing when we saw it, Green Leads decided to tune the CAS system and do one better. If new clients for your business is a pure numbers game, then you have to look at ConnectAndSell. This is one Sales 2.0 offering that I have to rave about! friend of ours recommended CAS a year ago and at first were reluctant. Need I say more?
  • 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.
  • 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.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 28, 2012
    [Lead] Savvy Toolkit - GetListed.org
    We're advocates for search engine optimization best practices that will lead to sustained, long-term search engine rankings for small businesses I was recently doing research for a client and ran across GetListed.org. It is one of those cool little tools that saved me so much time and energy I knew I had to share it with you. Million U.S.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JANUARY 5, 2012
    [Lead] Did You Make A Resolution That Will Help Your Inside Sales Success?
    As a BDR, a constant in having success this year is passing great leads. Mark Hunter, Sales Speaker and Motivator claims that “top-performing salespeople know the secret to getting better prospecting leads is by approaching each day with the attitude that they’re going to be successful.” Ahhh Resolutions.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JUNE 11, 2010
    [Lead] Weekly Teleprospecting Recap
    Instead of worrying about the volume number for lead generation, start focusing on showing pipeline transitions, sales accepted leads and closed deals. That's what leads to marketing accountability.". Nurture the 70% of the leads you produce that would normally go to waste. Great blogs this week! Monday June 7th.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JUNE 10, 2010
    [Lead] 4 Tips for Sale Reps to Get Better Results from Inside Sales Teams
    Occasionally, when we follow up on our passed leads, the feedback is that they never occurred. Working directly with the Sales reps has been the most helpful tool in enhancing my performance levels, and thus the amount of leads I commit to client pipeline. How can we avoid this huge waste of time? Calendar invitations can be gold.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MAY 11, 2010
    [Lead] How to Deal with Slacker Sales Reps and Optimize Sales Prospecting
    Another suggestion would be to make all the fields you need to track required when they are entering lead notes into your system. 2) Team Meetings: Marketing, Sales & the Teleprospecting teams need to meet regularly (ideally once a week) to review all leads passed to the outside sales team. So where can we take it from here?
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 26, 2010
    [Lead] Signs of a Burned Out Teleprospector
    Has the quality of their leads diminished? Lead quality is what builds a sales team's pipeline and results in closed business. Tie compensation into the feedback you receive on the leads your team sends over, and this should help to keep quality consistent. No shows generally tie back to lead quality.
  • 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.
  • PHOENIX RISING  |  SUNDAY, AUGUST 16, 2009
    [Lead] The Company You Keep
    One of my clients was viewed by their industry as the leading integrator of the toughest solutions. Remember when your folks told you to choose your friends wisely?    They were trying to protect you, but they also knew that you'd be judged based on your friends. That's why all these sayings apply to business and life!
  • INBLURBS  |  THURSDAY, NOVEMBER 3, 2011
    [Lead] Social Media can be thread to your reputation
    Free report: Get found and get leads the smart way. Companies engage increasingly in social media sites like Facebook, Twitter, LinkedIn and other forums and platforms. They go to step into conversation with their audience to offer better service and support and to strengthen the band between actual and future customers.
  • ILLUMINATING THE FUTURE  |  THURSDAY, JANUARY 21, 2010
    [Lead] What Jack Bauer Can Teach Us
    They can provide them not only with qualified (or “sales-ready”) leads but vital intelligence about a prospect that can dramatically enhance sales conversations and interactions. Marketers are not only charged with providing better leads, they are expected to provision the field sales team with better intelligence. Jack is back.
  • GREAT B2B MARKETING  |  TUESDAY, AUGUST 14, 2012
    [Lead] Applying the Olympic Model to Marketing and Sales Alignment
    The marketing department builds awareness and generates inquiries, then hands off qualified leads to the sales department who applies their magic to convert these leads into customers. The way Blanchard sees it, the big problem is that people use a hot topic (e.g. swimmers. Also, everyone on your team gets the same medal.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 3, 2012
    [Lead] Be Prepared And Make The Most Out Of Your 30 Minutes!
    My Director, Matt Fitts , does a really good job of leading a structured call that touches upon each of these points. On our call, we were able to reschedule opportunities, get a sense of where the new leads were in the client’s pipeline, and come up with some new target organizations. Trust me, you’ll surprise yourself
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 15, 2011
    [Lead] Tips On Commanding Respect While Teleprospecting Tough Prospects
    Here is simple example of a way to turn a conversation around that isn’t getting off to a great start: Marketing Executive : “We’re already generating more than enough leads for our sales team.” How are you making sure the best quality leads are landing in front of your sales team?”
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 25, 2011
    [Lead] How To Avoid FrankenMarketing!
    Adding an automated marketing tool will not increase your revenue if there is no one to fully follow up on the leads it produces. Hiring an outsourced lead generation firm is a waste if there is no process to pass the leads to sales and track their rate of forecast. My wife is constantly planning. call this Franken-marketing.
  • SAVVY B2B MARKETING  |  FRIDAY, MARCH 18, 2011
    [Lead] Savvy Week in Review - March 18
    One to file in your "at least I have never done that file" Lead Generation is NOT IT by @ardath421. Ardath Albee shares her thoughts on why B2B marketers are missing the boat by ignoring lead nurturing. B2B Social Media Lead Generation Explained by Eric Schwartzman via @briansolis. Happy spring equinox!
  • VIEWPOINT  |  MONDAY, APRIL 4, 2011
    [Lead] Jeff Pedowitz on The State of Marketing Automation
    Manufacturer's dealing with OEM and distributors—trying to develop marketing and lead programs for a distributed partner network. I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. Marketing should embrace it.
  • 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.
  • VISIONEDGE  |  THURSDAY, DECEMBER 19, 2013
    [Lead] Transitioning from Service Provider to Value Generator
    When Marketing acts as a service organization, its objectives and priorities are typically focused on service delivery (time, quality, and budget) and on Sales satisfaction (measured in “qualified leads generated by marketing”). 'Are you one of those superhero marketing organizations? Feeling pretty good about your responsiveness?
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 20, 2011
    [Lead] How To Generate ROI (Return On Interesting) With Content Marketing
    The problem comes down to simple math: we’re getting fewer leads for the same money. And the only way to reverse the tide and save marketing is with a  content strategy  that produces valuable content people want, converts them at the appropriate time and generates more leads for less money. The Basic Argument. Test, test, test!
  • BLOG MY CALLS  |  FRIDAY, NOVEMBER 8, 2013
    [Lead] Every Marketer Should Watch This TED Talk
    It can pull data like lead score, sales readiness, and pricing sensitivity. It can tell you how good your sales reps are, how good your leads are, and how often someone buys from you. 'I like TED Talks. The ideas shared in TED Talks are incredibly powerful. One such TED Talk was given by Simon Sinek. The Golden Circle. Wanna buy one?".
  • BIZNOLOGY  |  THURSDAY, DECEMBER 26, 2013
    [Lead] Black Friday 2013: which toy retailers topped the rank vs. frequency chart in SEM?
    We were very curious how the leading toy retailers would balance these two important metrics. . '(Photo credit: Wikipedia). The Black Friday shopping weekend was an amazing opportunity to study the different search marketing strategies in play.  That’s a win-win! Target was a good example of this. Is there a right strategy?
  • EMAGAZINE B2B BLOG  |  TUESDAY, JULY 30, 2013
    [Lead] What’s Happening in the World of B2B Online Marketing?
    Steps to Stronger Lead Scoring. Erica Bell’s blog post on Business.com provides an insightful discussion into steps that can lead to a better scoring system to make your marketing and sales efforts more efficient. Conversion Form Best Practices for B2B Lead Generation. Utilize Other Industry Blogs to Improve Your Own SEO.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 14, 2012
    [Lead] 4 Tips to Succeed With Marketing Automation
    As you become familiar with the platform you’re probably doing some targeting, you’re using email effectively as a channel, and the quality of the leads you’re sending to sales is much better than before. m assuming that you all have gone out, selected a platform, and you’re on your way to better marketing with marketing automation!
  • BIZNOLOGY  |  FRIDAY, APRIL 20, 2012
    [Lead] Employees represent their companies online, like it or not
    The irony is that those who want this separation of personal and professional are the ones that leave the bread crumbs leading to who they are and what they do. Photo credit: Steve Woolf. In the social media age we desperately want to have our cake and eat it too. Why am I writing about this? It was not as if he was trying to hide who he was.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 14, 2010
    [Lead] Whatever Happened To The Business Case
    Challenging conventional wisdom in a respectful way can lead to the kind of insights that most people miss. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. That post is still one of my most popular. Great!
  • SOCIAL MEDIA B2B  |  TUESDAY, JANUARY 31, 2012
    [Lead] Social Media Supports Changing B2B Buying Landscape
    This is defined from first lead inquiry to purchase. You need to work harder to discover new leads and work harder to retain customers. B2B marketers understand that they are operating in a different environment for a variety of reasons. The first shows the change in average deal size from 2010 to 2011.
  • CONFLUENT FORMS  |  SUNDAY, DECEMBER 1, 2013
    [Lead] Capitalizing on Pinterest Rich Pins price notifications
    In May 2013 Pinterest added some functionality (which was later to become Rich Pins) to a number of leading websites. 'Most online retailers know about Pinterest, and have made sure to add a "Pin It" button to their site, blog posts, and product pages. Then in October 2013 Pinterest made Rich Pins available to everyone. How huge?
  • DIANNA HUFF - B2B MARCOM  |  TUESDAY, MARCH 27, 2012
    [Lead] Honor Your Creative Self: Instill Some Quiet in Your Work Life
    Group think doesn’t lead to innovation, new ways of looking at things or creative problem solving , a topic Cain discusses at length in her book. Tweet When I asked for my newsletter subscribers for feedback in December regarding challenges they faced, a vast majority said, “I’m overwhelmed!” The result? also got lucky.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, DECEMBER 11, 2013
    [Lead] 6 Ways to Make Your Marketing to Tradesmen More Effective
    But things like trade show leads, direct mail and online programs are measurable. The quality of your sales leads is far more important. If you adhere to the previous five suggestions, you will deliver better-quality leads, which will improve your bottom line and make everybody happy. Focus On What You Can Control.
  • 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.
  • CONNECT THE DOCS  |  MONDAY, JUNE 4, 2012
    [Lead] 42 Rules For Your New Leadership Role: Interesting insights
    If that’s the case, rush to the scene of the inferno, grab a hose, do your best to find qualified firefighters, and get back to your real job of leading your group to results. This book is a perfect manual for those who are recently been offered or promoted to a top position. Topics covered in this book are 1. Normal. personal. 10.2625.
  • SAZBEAN  |  WEDNESDAY, FEBRUARY 2, 2011
    [Lead] How Your Products Influence Your Brand
    Communications with customers throughout the sales process (including post sales and customer service) is vital for meeting and molding expectations and can lead to much better products (and brand perception) in the future. Other than advertising and marketing, products and services are how people experience your brand. Thoughts?
  • SAZBEAN  |  WEDNESDAY, JULY 28, 2010
    [Lead] Old Spice Viral Campaign Increases Sales
    While the Old Spice ad campaign, “The Man Your Man Could Smell Like,&# was amusing to watch, marketers were interested in whether it could lead to increased sales. According to The Nielson Co. Recent sales figures from SymphonyIRI  also show a lift for Old Spice Body Wash products. He  added that Old Spice  is now the No.
  • B2B MEMES  |  MONDAY, JUNE 21, 2010
    [Lead] The Coming Content Marketing-Publishing Continuum
    The reason for this, he said, is that “his magazines are most often the first point of contact leading to the sale of all the other services he is now selling.”. Writing on Foliomag.com earlier this month, blogger Josh Gordon spun a comment heard at the Folio: show into a bullish prediction for print magazines.
  • E-QUIP  |  THURSDAY, FEBRUARY 20, 2014
    [Lead] How Leaders Undermine Their Own Initiatives
    But in my experience, one reason stands out: Leaders failed to lead. This means that you need to assemble a team with enough authority, influence, and expertise to lead the change process. The potential downside of having a strong team is the temptation to step back from actively leading the effort. That''s no real surprise.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, JULY 23, 2014
    [Lead] Your Customers Want to Talk to You
    The last time I looked, the cost for a decent B2B lead in Canada was well over $20, and even more for an enterprise lead. 'Last week we looked at the Customer Service Theatre that follows a hyper-vigilant Seal Team Six intervention on social media. This week, we should look at the much more pernicious problem of Customer Hide and Seek.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Lead] Time Management Tips for Cold Calling Inside Sales Reps
    Let''s paint the picture on typical Monday: Joanie will come by to ask a business-related question that leads into what happened over her zany weekend. 'Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. think we''re all guilty of that at times. The key thing is to set your day up accordingly.
  • B2B VOICES  |  MONDAY, JUNE 4, 2012
    [Lead] BMA Report: Social Media and B2B are Peanut Butter and Chocolate
    This ignores the benefits that social media brings to search, and the ability to leverage and share the knowledge and expertise imbedded in B2B companies to build and nurture relationships required for lead generation. I got to see my friends Jeffrey L. You’ll recall I published a Q&A with them and a review of their book earlier.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, AUGUST 3, 2011
    [Lead] 10 Tweetable Twitter Tips for B2B Marketers
    Tweet offers and links to your landing pages to generate leads. Many B2B companies start their social media adoption with Twitter because it seems to be the easiest platform to jump right in without a plan. Let’s start twittering, the boss says. And the junior marketer complies. Use industry keywords in your Twitter bio.
  • SYNECORE  |  TUESDAY, JULY 23, 2013
    [Lead] How to Run Your Social Media Marketing Like a Newsroom
    SyneCore has a rather modest following on Instagram, but our use of the prolific, in my humble opinion, hashtag, #RoyalBaby, lead a NYT reporter to snatch it up for a story. 'Some may call it silly. Some may call it a waste of time. But, you just can’t argue with the power of social media. Prepare the royal bottle service! Let’s do it.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 31, 2012
    [Lead] Marketo Summit 2012: Be a ‘Leader’ in Today’s Brave New World
    That’s why, now more than ever, companies need strong leaders who can create alignment between sales and marketing to achieve the revenue growth that we all seek: more win-ready leads , more opportunities, and ultimately more closed deals. It’s the kind of moment that you know truly matters, and that you won’t soon forget.
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, APRIL 20, 2011
    [Lead] How to Bake a White Paper from Scratch: Part Four – The Consumption
    For a fee, they will host your white paper on their site, get the word out to their larger community, provide optimized search methods so that your paper will more likely be found, and collect leads from prospects that download. So there you have it—a nicely-written, neatly-formatted, white paper. We need to do more. Tweet about it.
  • REPUTATION TO REVENUE  |  FRIDAY, AUGUST 28, 2009
    [Lead] Aren't we past random acts of "selling"?
    How is this random calling to "qualify" a "lead" based on white paper download a month or two earlier worth anything?   Sigh -- another random call this morning from a telemarketer on behalf of a large tech company:  Caller: "Hi, this is [name] from [company name] on behalf of [tech company]. noticed you downloaded some research.
  • B2B INTERNET MARKETING STRATEGIES  |  SUNDAY, MAY 18, 2014
    [Lead] Marketing Engines vs. Marketing Campaigns
    Or you might implement marketing automation, lead nurturing and scoring, drip campaigns, accelerator queues, and so on–all marketing engines that, once running, could almost be left to themselves without a sudden drop in the benefits they yield. 'Marketing campaigns are giving way to marketing engines. SaaS Marketing
  • BLOG MY CALLS  |  FRIDAY, MAY 2, 2014
    [Lead] The Friday Marketing RANT: Why Wouldn't You Want This Data?
    57% of all the calls analyzed in Q1 were ''Good'' or ''Great'' leads. Is there any way that knowing your lead score would NOT benefit you and cause you to evaluate your campaign ROIs differently? 'This blog post is part of the Blog.LogMyCalls.com series called the Friday Marketing Rant. And the data is very, very cool.
  • BLOG MY CALLS  |  TUESDAY, DECEMBER 10, 2013
    [Lead] Did the Caller Make a Commitment to Buy? 5 Marketing Automation Actions
    It can extract lead score data, sales readiness data, pricing sensitivity, agent empathy, sales skills, and most importantly, perhaps, whether or not a caller purchased. CRM Lead Status Update - If the phrases and words said on the call indicate that the caller purchased (i.e. This blog post won''t regurgitate that data.
  • BLOG MY CALLS  |  TUESDAY, NOVEMBER 12, 2013
    [Lead] How Conversation Analytics Knows a Caller Was Confused
    It can tell if the caller was a good lead, if they were price sensitive, and even if the caller was confused. Based on the words and phrases that Conversation Analytics ''hears'' it can determine if a caller purchased, was a good lead, or even if a caller was confused. and How Does Conversaion Analytics Know if the Agent Was Polite?
  • BLOG MY CALLS  |  FRIDAY, JUNE 14, 2013
    [Lead] Marketing Strategy 101: Affinity Marketing
    These relationships provide valuable sources of leads and synergy in the marketplace. Gain access to your partners lead base. In the SaaS space that we inhabit as a call tracking company, prominent listings in app marketplaces support lead gen strategies as great sources of customers. 'Make friends. Make friends on the job.
  • SYNECORE  |  THURSDAY, JUNE 20, 2013
    [Lead] Your 5 Step Approach to Business Blogging
    'You’ve heard it before: in order to generate leads online, your business needs to blog. Then, watch as your leads increase (and then keep writing). So, that''s got you convinced? Awesome. Next step: you need to start. Settle those nerves, folks; I’ve got five steps to help you jump start your business blogging strategy. state? score.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, APRIL 26, 2012
    [Lead] Cold Calling Sucks, So Have Some Fun With It!
    You’ll have some more conversations, which will lead to a couple more leads and possibly 1-2 more deals. People that haven’t done it have no idea. Unless you have sat at a phone all day and pounded out dial after dial taking beatings all day long, you do not know how mentally taxing it can be to cold call.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 16, 2011
    [Lead] Are You Calling A List Or Finding Opportunities?
    While it’s easy to pass along marketing generated leads to inside reps and put a script in front of them , this is not the best use of your time or theirs. A targeted list is a great starting point - I can’t emphasize starting point enough. Talented reps with the right prospecting skills will slam dunk a successful campaign.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 15, 2010
    [Lead] New Hire Training For Inside Sales – Week 1 & Beyond
    Make sure they are setting up follow up tasks, selecting proper lead statuses, and logging activity correctly. An example of this would be to run an activity report that shows prospects in certain lead statuses that don’t have a follow up task associated with them. take the following steps to accomplish this: 1.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 20, 2010
    [Lead] How To Conquer The Fear Of Asking The Dreaded Budget Question
    ” You will find the most success by asking lead in questions like “When purchasing a technology, what is the budget process at your organization usually like?” Inquiring about budget can be one of the most difficult subjects when it comes to qualifying a prospect.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 26, 2010
    [Lead] 3 Ways To Shorten Sales Cycle
    When I talk to them their love of the product often leads to long discussions on features and functionality. If you are trying to shorten your sales cycle you do not want a ton of unqualified leads coming your way. Sales cycles are longer right now. 1) Sell based on value. good sales person loves the product that they sell.
  • GREAT B2B MARKETING  |  WEDNESDAY, AUGUST 4, 2010
    [Lead] The Upside of Marketing in a Down Economy by Christopher Ryan
    One of the downsides to a good economy is that it can lead to laziness. We are all getting tired of talking about the poor economy. We want to quickly get back to the good times where jobs, prospects and customers were plentiful. When there are lots of buyers, companies develop poor marketing habits.  Sales were down and moods turned sour. 
  • ANNUITAS  |  THURSDAY, JUNE 26, 2014
    [Lead] Seven Ways to Get The Most Out of Industry Events
    'Erika Goldwater’s post earlier this week  got me thinking about events, that love-it-or-hate-it way that so many of us choose to network with colleagues and peers, learn about industry trends and best practices, generate leads for our business or build our brand presence. Also, don’t forget the reason you are there. Book them while you can.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 26, 2011
    [Lead] Improve your blog. Stop writing for an audience!
    Perhaps recognition that will lead to new opportunities? I’m a little freaked about this post.  I’m afraid people will read only the blog headline and get out their pitchforks and torches.  So please glance at least a few more sentences before hitting the comment section, OK? You were blogging for some personal benefit. Or money.
  • IT'S ALL ABOUT REVENUE  |  SATURDAY, SEPTEMBER 7, 2013
    [Lead] Big Data Usage Benchmarks and Performance By Industry [Chart]
    Life Sciences, Services, and Retail are leading the way in the use of data analytics. 'by Marilyn Cox | Tweet this Big Data, Big Deal? Big Data is, well, a big buzzword right now. Solution providers are working furiously to solve the challenge of big data. ” According to The CMO Survey , approximately 5.5% Who’s Out Front?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 3, 2014
    [Lead] 7 Ways B2B Marketers Can Build a Rock Star Audience on Twitter
    For the past five years, he has championed the importance of social media to CMOs and senior marketers at leading business brands and venture-backed companies – specifically, how social media can reach, engage, and influence buyers. Prior to Leadtail, Carter was a CEO and held numerous executive roles on B2B venture-backed companies.
  • THE FORWARD OBSERVER  |  THURSDAY, JUNE 12, 2014
    [Lead] Is Outbound Marketing Dead?
    In contrast, inbound marketing is about getting found online , converting a visitor to a lead, and then measuring, analyzing and iterating to refine the process and improve the results. For instance, after a lead converts, they are more likely to next want information about your company before getting a price quote or product demo.
  • HUBSPOT  |  THURSDAY, OCTOBER 20, 2011
    [Lead] 5 Marketing Tactics That Don't Matter
    Redesigning Your Website 'Just Because' - Websites are the hub for driving online leads. What does matter is how many leads your website generates. Thus, website redesigns without clear lead generation improvement goals are pointless. We are in the midst of a epidemic that is claiming the precious time of way too many marketers.
  • LEDGER BENNETT  |  THURSDAY, JUNE 6, 2013
    [Lead] 5 ways Marketing Automation helps Sales Enablement
    So when pre-agreed lead scoring matrices show a warm lead to be ready for handover to sales, they come complete with online behaviour, with what they’ve viewed, downloaded and interacted with. However, it’s not always easy for the sales rep to view automation as positively as peers. 1.      Greater insight. 2.      Improved visibility.
  • HUBSPOT  |  TUESDAY, OCTOBER 9, 2012
    [Lead] 10 Genius Ideas That Changed Marketing Forever
    blog is a long-term marketing asset that brings traffic and leads to your business. This platform, if done properly, can generate tremendous traffic, leads and sales for your business that you otherwise would not have had,” wrote Marcus Sheridan, Partner at River Pools and Spas and Founder of The Sales Lion. That's not right, right?)
  • B2B MARKETING TRACTION  |  WEDNESDAY, APRIL 3, 2013
    [Lead] Should You Outsource Your Marketing? A Cost Analysis
    discusses some of the situations or trigger points that might lead to outsourcing marketing staff. If you’re considering hiring marketing staff, one of your options is to outsource this key function. To decide if outsourcing is an option for you, do a simple cost analysis. What are the costs of hiring versus outsourcing? Salary. Entry.
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, MAY 5, 2010
    [Lead] My 3 Wishes from the Marketing Genie
    will look for a well-designed, organized, and complete website, regular newsletters, targeted e-mails, trade show presence, search engine results, and most of all: contact information that leads me to a real person. Remember watching cartoons about Aladdin and the magic lamp? Didn’t you wish you could have three wishes too?
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